During the corresponding time, Lime Energy Co. saw a revenue deteriorated by -20.02 % year on year, sequentially revenue grew by 22.4 %. While revenue at the Lime Energy Co.'s corporate clients
Lime Energy Co.'s Comment on Sales, Marketing and Customers
Our key competitive advantage involves a risk-mitigated, performance-based
offering to our utility clients whereby we bundle the costs of administering
these programs and price the installed measures on a holistic basis. By integrating
the costs of program administration, customer sales and marketing, project scoping
and implementation and reporting into a single cost, we eliminate upfront costs
for our utility clients and only charge for delivered savings. Our utility clients
realize lower program costs and achieve a more attractive cost/benefit result
with a higher level of outcome predictability.
Our primary core competencies and market differentiation include a deep expertise
in customer identification and acquisition and project implementation for the
small to medium-sized business segments. This involvement in all aspects of
the program gives us a second competitive advantage of providing a uniform experience
to the business customer on behalf of the utility. These deep customer touch
points allow us to deliver additional services on behalf of our utility clients
(e.g., multi-measure energy conservation measures, demand response, telemetry
and distributed generation). By reducing the upfront sales acquisition costs
for these products and services, we can deliver a lower cost to the utilities,
which allows them to realize more favorable cost/benefit tests for bundled programs.
Similarly, by delivering these products and services through a consistent and
existing sales channel, we can realize higher margins.
We had eight active direct install programs, six of which are with utilities
that are ranked as one of the twenty-five largest electric utilities in the
country. We derived approximately 78% of consolidated revenue from continuing
operations from our four largest utility programs, with the Duke Energy Progress,
New Jersey Board of Public Utilities, Niagara Mohawk (National Grid), and Central
Hudson Gas & Electric each responsible for 27%, of our revenue, respectively.
