Strategic prioritization in the industrial market sector

Technical Report · Mon Oct 31 23:00:00 EST 1994

OSTI ID:102715

Harless, L; West, J N; Kramer, D ^[1]

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1. Tennessee Valley Authority, Chattanooga, TN (United States)

Tennessee Valley Authority`s (TVA) Marketing Department required a consistent, accurate and objective method of prioritizing and targeting market segments based upon the best available information identifying market trends, opportunities, competition and threats. The process needed to support both current marketing program development and longer term strategic market planning activities. To address these needs, TVA contracted the UNIMAR Group to develop the Strategic Prioritization System (SPS) computer model. The model permits the user to assign weighting factors to specific variables that accurately reflect the objectives of the project. The eight variables identified were: business concentration, revenue, growth, load factor, business retention, competition, environmental impacts, and business partner interest. The SPS provides a proven method for utilities to effectively digest the enormous amount of customer and market research information and prioritize and target industrial segement that represent opportunities, threats or have qualities and attributes of interest to TVA. Besides prioritizing the industrial sector, the model is equally useful for the commercial sector.

• Research Organization: Electric Power Research Inst., Palo Alto, CA (United States); Synergic Resources Corp., Bala-Cynwyd, PA (United States)
• OSTI ID: 102715
• Report Number(s): EPRI-TR--104558
• Country of Publication: United States
• Language: English

Related Subjects

29 ENERGY PLANNING, POLICY, AND ECONOMY
32 ENERGY CONSERVATION, CONSUMPTION, AND UTILIZATION
COMMERCIAL SECTOR
ENERGY ANALYSIS
ENERGY MANAGEMENT
ENVIRONMENTAL IMPACTS
INDUSTRY
MARKETING
STATISTICAL MODELS
TENNESSEE VALLEY AUTHORITY