Wholesaling Strategy:Structuring a Wholesale Channel

Identify core competencies and develop a wholesaling business plan around them. Duke Energy's strategic plan for the 21st century emphasizes the company’s traditional strength: generating power. The plan, noting that other companies have strengths in billing, transmission, and other areas, emphasizes the increasing importance of wholesale relationships. This business strategy allows Duke Energy to exploit its primary strength, while leaving business functions that are not core competencies to its channel partners. Excerpt from a recent Duke Energy Annual report: Why are you looking only at becoming a leading generation company? Are you not considering the purchase of additional distribution and transmission assets? Duke Energy President Rick Priory: Duke Energy has traditionally excelled in the generation side of the business. We’re the only utility that has designed, built and operated our own plants ...

Industries Profiled:
Service; Telecommunications; Utilities; Energy


Companies Profiled:
Duke Energy; NextWave Telecom; Lincoln National; UNUMProvident; e.spire Communications

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