"Samruk-Energy" JSC jointly with PwC consultants performed a great deal of work under SKE.02 project "Development of sales processes and introduction of trading processes". The current state of sales functions in the energy holding company was analyzed in detail, electricity market of Kazakhstan, neighboring countries and 30 leading countries of the world were explored.
"This project is strategically important for “Samruk-Energy” JSC from the point of view of developing the potential on the local market and the markets of neighboring countries. We see that international players professionally approach the organization of their trading units. Centralization of the sales and trading function of “Samruk-Energy” JSC intends to ensure the growth of sales of electricity in the current market situation " - thinks Grigory Sidorov, PwC Director of Strategic and Operational Consulting for Power Industry Companies, and Konstantin Suplatov, Head of Commodities Practice at PwC.
Experts thoroughly studied the experience of six companies from among the best world practices in the field of sales and trading of electricity.
"The next stage is to come - we create a target model of the sales function and the organizational structure based on the best practices. In terms of powers, we look at the difference of the current model, which works at the energy holding and the target model. If we see the potential for optimization, then during the next stage we may develop a plan for implementing changes from the current model to the target model - "said Ilya Zharov, project manager at PwC.
The obtained research data based on results of the first and second stages will be used in the third stage of the project: "Development and approval of the Concept of the target sales and trading model"
"Operating target model of the centralized sales and trading functions of “Samruk-Energy” JSC Trade House will be introduced after the Concept is approved. This work involves the development of trading strategies, internal regulations, job descriptions, a portfolio of products and services which sellers will use when entering the market to attract consumers" – shared with plans Daulet Akhmetzhanov, supervisor of SKE.02 Project "Development of sales processes and introduction of trading processes", senior manager of the Trade House.
The work under SKE.02 Project "Development of sales processes and introduction of trading processes" in cooperation with PwC consultants was launched in December 2017.
The project aims to build a single center of efficient and manageable functions of electricity sales and trading that will promptly response to market changes at the premises of the Head office.