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----- Forwarded by Jeffrey A Shankman/HOU/ECT on 02/05/2001 01:11 PM ----- Jennifer Fraser 02/01/2001 10:31 AM To: Jeffrey A Shankman/HOU/ECT@ECT cc: Subject: Summary of EES "Bear Trap" Purpose To explain the EES strategy for 2001 and how they will deliver on their number. Details EES has 3 product lines: Global National Outsourcing - Bundled Services (Angela Swarz / Mike Mann), Fast Track (Craig Sutter) and Regional Commodity (Greg Sharpe / Greg Cordell) 1. National Accounts Part A - Bundled Service * This is the full bundled product (DSM, Commodity and Risk Mgmt) * Angela Swarz is the team lead *They are targetting large commercials (i.e shopping centers, hotels etc). *They are also going aftersome large industrials (i.e. they closed Quaker Oats on 1/25) Part B: Midddle Marketing- - Industrial Origination * Mike Mann heads this up *They are targetting heavy industrials including the Refining, Petchem and Chemical industries * They sell Risk Mgmt, Commodity etc....... * They are making a concerted effort on Ags and Chems * Approaching customer at the executive Level * Already approached Farmland and IMC * Have a deal with Kerr McGee for outsourcing 2. Fast Track "Boiler Room" *Run by Craig Sutter * ABC - always be closing-- They have written a script for originators to close a deal in 4 calls. *They have a computer that generates leads for their new marketing products ( "ENvest" (Asset capex), ENpower "commodity swaps", Commodity sales "ENsomething" and "Entelligence" - 3. Commodity Sales * Greg Sharp and Greg Cordell *Have big plans for power in TX *Do some gas commodity sales *Basically anythinmg smaller than the wholesale load Impact on EGM In August 1999, all NAICS (SIC) codes except Pulp and Paper and Steel reverted to EES in September 2000. This includes Refining, Petchems, Transport, Chemicals, Coal, Ags, etc...They a model "Value Enhancement" that shows an itemized account of a customer's VAR by commodity (metals, plastics, petchems, products, gas, power, etc). They planon covering the whole universe of risk management. Obviously we need to manage the relationship with EES. Next Steps: Meet with Mike Mann. I have his target list. We probably need to see how we help them bring business to the EGM books, since they are cross-selling everything. Let me know what you want to do. JF
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