When selling less is more
Utilities have a central role to play in promoting energy efficiency and they no doubt have expertise to bring to the table. What complicates the matter is the basic mistrust felt by customers: Why would any energy company wish to sell less of its product?
A motivator for Utilities is certainly to reduce peak load
Peak power capacity is more expensive, more inefficient and more polluting than base demand capacity. Add to this the fact that growth in demand drives an even higher growth in peak demand & you can see how the total value of avoided capacity costs is a great motivation for energy efficiency: measures to reduce electricity demand are cheaper than building extra peak generation capacity.
But if that’s not enough to overcome the inherent disincentives to utility investment in energy efficiency, regulators & legislators have come up with interesting risk/reward financial mechanisms
In the US, some Public Utility Commissions have allowed Investor-Owned Utilities to adopt rate mechanisms that break the link between sales and revenue.
The decoupling calculation typically compares the IOU’s revenue requirement – as determined by the PUC in the most recent rate case – with the actual revenue collected. The difference between the two is the amount of under (or over) recovery. This amount is divided by the kWhs sold to determine the per-kWh adjustment factor to be applied to the rates during the next period.
These counterintuitive decoupling mechanisms – though subject to criticism – actually remove the disincentive for utilities to promote energy efficiency.
In Europe, Energy Efficiency Obligation is the policy tool predominantly used
The idea is that some part of the energy chain (supplier/ retailer or distributor) has a legal obligation to promote and stimulate investment, which will save energy in their customers’ households or premises.
1- Governments typically decide which sector will be obligated & the target because of the inherent environmental and societal impacts.
In the UK for instance, the obligated companies have to ensure that there are savings for low-income households.
The choice to regulate suppliers versus distributors has pros & cons. Distributors are regional monopolies with more stability but suppliers have strong links to the customers and, in a liberalized market, more marketing skills. Suppliers may also have less of a disincentive to reduce the amount of energy supplied because they can create new energy services to compensate for revenue loss.
2- A Regulator is then often appointed to oversee and verify the energy efficiency obligation process
For a lot of measures, utilities use “ex-ante” or “engineering” estimates – with random sampling procedure of audits – to lower implementation and verification costs. Although actual savings will vary by households for say a new appliance, the average value will be true because of the large numbers of households involved. For C&I customers, engineering estimates, based on scaling methods, are generally used.
As eligible measures are defined in advance by the M&V authority, this can mitigate against bringing in innovative technologies. To counteract this side effect, France, Italy and the UK allow energy suppliers to put in innovative solutions and monitor the savings they will subsequently claim. This option is rarely used though when 20% of energy can be saved through widespread application of existing and proven technologies.
3- If the obligation can be met by buying or selling energy saving credits, this is usually called “White Certificates”.
Most countries have penalties for those energy companies that will not fulfill their obligations & most programs allow banking, which also benefits the energy efficiency industry for longer term planning.
As governments typically have a variety of policies designed to improve energy efficiency in all end use sectors, concerns about additionality & double-subsidy are big. In France, certain energy efficiency measures can be offset against income tax but if you’re directly using central funding, it is not considered additional.
The bottom line is that the “selling less is more” trend is here to stay.
All these policies are meant to either encourage the development of ESCOs and/or change the mindset of energy companies so they see themselves moving from being suppliers of a commodity to becoming providers of sustainable energy solutions.




