More Than a Commodity

HOW AN EFFECTIVE ENERGY PROCUREMENT

STRATEGY CAN POWER BUSINESS GROW TH
Table of Contents

If you know where you’re going, go ahead and click on a chapter.

INTRODUCTION
What Is Energy Procurement and Why Does It Matter? 1

CHAPTER 1
The Fundamentals of Commercial Energy Procurement 5

CHAPTER 2
What Drives the Prices of the Energy Market? 13

CHAPTER 3
How to Choose the Most Effective Energy Procurement Plan for Your Business 20

CHAPTER 4
The Most Successful Energy Procurement Strategies You Can Use in Your Business 26

CHAPTER 5
Top Energy Procurement Myths and Misconceptions 33

CHAPTER 6
How Can Effective Energy Procurement Power Business Growth? 36

CHAPTER 7
The Top Energy Risk Management Questions to Ask Your Energy Provider 41

CHAPTER 8
Frequently Asked Energy Procurement Questions 46

CONCLUSION
How to Shop for Energy Procurement Services for Your Industry — and Your Success 50

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INTRODUCTION

What Is Energy Procurement and Why Does It Matter?

Energy procurement is the process of acquiring the exact fuel and power your business needs to
operate. The way you approach energy procurement can have a huge impact on how, when —
and if — your business grows.

Plus, you know the drill: Each month you receive your business’ energy bills. And each month
you might find yourself asking:

• How can I make sense of all these charges and fees?

• Am I getting the best energy deal out there?
• How do I keep track of all these invoices?
• Where is my electricity, gas, propane, and diesel fuel really going?
• Can I protect my business from significant spikes in wholesale energy costs?
• Is our usage in line with our industry peers?
• Am I the right person to be reviewing this? Should someone else be involved — the
facility manager, maybe even the CFO?
• Is there a better way?

For too many companies, these questions are asked but rarely answered.

By working with the right partner to develop an effective energy procurement plan you can help
answer all these questions — and more. This guide will help you find the right plan and the right
vendor for the job.

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Why Is Developing a Strategy for Energy Procurement Important
for Your Business?

For cost savings and competitive advantage, today’s businesses can’t afford to ignore their
wholesale energy procurement.

The average commercial business spends thousands of dollars a month on utilitties. For those
in the manufacturing, construction, and transportation industries, energy costs are significantly
higher — hovering around $6,712.72 a month. Add in variables like multiple facilities, local
government regulations, geography and weather — and the average commercial business'
monthly energy bill could easily surpass $20,000.

Such a significant business expense should not be subject to uncertainty or neglect. Yet many
companies don’t commit to more effective strategies that give them more control over these
energy costs.

Effective energy procurement management puts you back into the driver's seat. Organizations
that embrace strategically maximizing energy procurement stand to lower operating costs and
improve operational efficiency. That puts your business at a competitive advantage compared
with companies who don’t view energy from a strategic perspective.

You Can Deploy Effective Energy Procurement Strategies for Your

Business

This guide is for the innovators, the optimizers, the thinkers and the doers who look for
competitive advantages hiding in plain sight. In short, it’s for those who know that the old way
sometimes isn’t the best way.

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An effective energy procurement strategy can benefit a wide array of business stakeholders,
including:

• The Small Business Owner - making every penny count and securing a brighter
future for their business.
• The Facility Manager - proactively rather than reactively managing essential
equipment and facility operations to run like clockwork.
• The Fleet Manager - searching for cost reductions, reduced vehicle downtimes and
highly efficient mobile fleet-fueling solutions.
• The Purchasing Manager - simplifying fuel requisitions, purchase orders and
paperwork behind all production workflows.
• The Chief Financial Officer (CFO) - hungry for strategic solutions backed by data
leading toward synthesized, organization-wide cost savings.

What are the benefits of having an effective energy procurement strategy?

• Greater Peace-of-Mind: By working with a commercial energy partner who provides

expertise, insight and support, you’re never left wondering if you’re making the right
choice. With a trusted partner, you can manage your business knowing you’re securing
the best deal for your organization and not being charged exorbitant fees.
• Improved Control: You can find pricing packages and plans tailored to your exact
goals, resulting in reduced billing surprises and controlled costs.
• Increased Organization: Take the headaches out of corporate expense planning with
streamlined communications and proactive action plans built around stability and
growth.
• More Insight: Accurate, itemized and detailed usage reports reveal today's activity
and influence tomorrow’s energy decisions.

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Businesses with proactive, strategically planned energy supply management enjoy a
competitive advantage when compared to those businesses who think energy is just another
commodity. Which do you want your business to be?

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CHAPTER 1

The Fundamentals of Commercial Energy Procurement

What is commercial energy procurement? Why would a business make the switch? And who's in
charge of doing so?

This chapter addresses these energy procurement basics, including what organizations should
expect when seeking wholesale energy vendors, what contracts exist and who’s involved in
every energy procurement step along the way.

What Does Energy Procurement Mean?

Commercial energy procurement is the process of sourcing the fuel or electricity a business
needs to power its operations. This can be done by purchasing fuel from retail suppliers or from
a utility company.

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Many states are rolling back restrictions and allowing businesses to source energy from private
retailers. These changes present an alternative to utility company-monopolized contracts —
trading traditional gas, oil, and electricity models for deregulated, competitive, and transparent
retail partnerships.

Managed proactively, energy procurement with a retail vendor can bring businesses a list of
advantages, including:

• Reduced energy costs

• Increased operational efficiency
• Improved operational sustainability
• Greater peace of mind in running your business

Who Is Involved in Business Energy Procurement?

It's common practice for businesses across industries to shop around for the vendors best suited
to their unique needs. But many don’t shop for energy in the same way.

In deregulated states, businesses can now vet regional energy retailers to find the right fit. In
these states, finding the right energy provider is no different than shopping for the right raw
material or service provider.

So, if businesses can shop for energy, who does that shopping? That process typically involves
the following players:

1. The Energy Purchasing Customer

Many people don't realize they have a choice in where to buy natural gas and electricity.

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Shopping for the right vendor can be a powerful way to achieve savings and increase the
amount of support your company receives.

Who is typically involved in this process? You don't need to have the word chief or senior at the
beginning of your title to start the energy procurement conversation.

However, there are five roles in most today's business hierarchies with particular stock in energy
management. These five energy stakeholders are referred to in this guide as energy procurement
managers. They include the following:

• Facility managers
• Fleet managers
• Supply chain or purchasing managers
• Small business owners
• Chief financial officers (CFOs)

While energy procurement managers may have different titles and overall responsibilities, one
business objective remains consistent — achieving greater cost-savings for the organization
through effective energy purchasing plans.

2. The Vendor or Supplier

Suppliers are the private, wholesale, retail energy companies providing energy to customers. An
alternative to utility company contracts, suppliers procure energy from a variety of power plants
and sources. They can then turn around and offer competitively-priced, individually-tailored
energy packages to commercial businesses seeking more energy control and better pricing than
off-the-shelf offerings from the utility company.

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3. The Broker

As a third-party participant, energy brokers play a similar role to that of a real estate broker in
the property buying process. Energy brokers bring buyers and sellers together, namely working
with energy procurement managers to understand their organization’s needs and then reaching
out to suppliers who can best meet them.

Energy procurement managers can choose to work with a broker or not. Depending on their
industry or the nature of their business processes and operations, brokers can answer questions
and provide additional support while a business vets potential sellers.

4. The Utility Company

Utility companies still play a role in commercial energy procurement, namely in generating and
delivering power. While deregulation allows other companies to sell energy, utility companies
can continue to sell it, yet they also remain responsible for the infrastructure delivering power.

Hear from real businesses about the doors an effective commercial energy procurement plan
opened for them.

The Fundamentals of Energy Procurement for Your Business

1. Energy Contract Types

There are many ways to structure today’s energy purchasing contracts. However, several primary
contract types exist for customers to adopt through their chosen energy vendors:

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• Fixed Contract: Fixed contracts lock in a rate for supplied energy over a set period.
Customers pay that fixed rate (and only that rate) regardless of energy market
fluctuations. Fixed contracts are attractive for risk-averse customers. They allow for
price stability, predictable billings, and easier budgeting, insulating businesses from
rate increases. On the flip-side, fixed contracts can lock customers out of savings when
market prices go down.
• Fixed contracts have an important caveat: projected usage swing. Let’s say your
company holds a fixed-rate contract with one partner supplier. In your contract,
you agree to a certain fuel or power volume plus a “swing” percentage outlining
how much you can under or over that volume (for example, ten percent). That
swing percentage means your business’ fuel prices are fixed as long as you remain
within ten percent of contract volumes. However, should your usage vary by more
than ten percent, your per-unit fuel costs can increase substantially.
• Variable Contract: Variable contracts contain bill-to-bill rate changes. These
fluctuations reflect the energy market's trends and disruptions. Variable contracts are
for customers willing to risk price hikes to see significant savings when prices dip back
down. They gamble that these lower prices will extend over longer periods and earn
them greater gains compared to what they spent during peak rates.
• Indexed pricing: Indexed pricing is a type of cost-plus-differential contract often used
for liquid fuels suych as propane, diesel, gasoline and oil. Cost-differential contracts
allow the customer, for example, an energy procurement manager, to negotiate the
price differential they provide suppliers on top of a fuel’s wholesale market price. For
example, say a company in Hershey, PA negotiates a cost-plus-$.30 indexed price to
source diesel from their nearest terminal, located in Highspire, PA. If the market price
for that diesel at the Highspire terminal on a delivery day is $2.00, then the company
will be billed $2.30 for each diesel gallon delivered.
• Blended Contracts: Many customers opt to combine fixed and variable rates for a
blended contract. The goal of blended contracts is to provide customers a comfortable

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 level of predictability while also enabling them to benefit if wholesale energy costs
decline. For example, a business with a blended contract may lock in 70 percent of its
fuel volume on a fixed rate yet leave the remaining 30 percent to variable. If market
prices do decline, cost-savings would apply to that 30 percent of assets, while market-
price increases would affect only 30 percent of usage.

2. Understanding Fuel Types

Developing a custom energy procurement plan for your company starts with understanding
fuel types.

Tailored retailer plans can include all, a few or just one of the following fuels:

• Electricity
• Propane
• On-Road and Off-Road Diesel
• Heating Oil and Biofuels
• Natural Gas

Energy procurement managers should take a deep look at which fuel types and amounts their
operations use. Compiling this information creates your energy portfolio. Brokers can step in to
help customers navigate potential vendor offers and market prices in these early auditing stages
based on their portfolio.

Alternatively, commercial customers can work directly with energy retailers to get quotes and
tailor contracts serving their complete commercial fueling needs.

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Why You Need a Commercial Energy Procurement Plan

There are many benefits to better controlling and sourcing your fuel. Some businesses fixate on
energy as a commodity — an untouchable overhead expense that should only be purchased
based on the lowest price. The right procurement strategy turns this energy into a competitive
advantage.

How can retail energy providers better serve your business? A customized procurement plan
allows your business to experience benefits it simply couldn't from a conventional utility
contract, including:

1. Increased Peace-of-Mind

A well-planned energy procurement strategy can add certainty and dependability to operations
including the following components:

• Scheduled deliveries, and potentially fixed rates means contract commitments and
action plans with very few surprises.

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 • Minimize the risk of encountering unforeseen charges, hidden feeds and costs.
• More informed load forecasting based on research and monthly usage reports sent to
you by your vendor.
• A reliable source of fuel — essential for industries like construction, manufacturing,
transportation and healthcare.
• Custom-tailored energy-management advice from independent brokers and/or your
vendor.

2. Greater Energy Autonomy

Customized energy procurement plans give your business greater autonomy, letting you:

• Have proactive, not reactive, control over fuel costs, fuel types, financing and billing
schedules.
• Call the shots with contract specifications, financing and fuels sourced.
• Create a commercial energy partnership with new tiers of personalization, flexibility
and organizational goal alignment few utility companies can match.

3. Simplified Vendor Relationships for All Energy Needs

• An energy procurement plan can consolidate your vendors, providing you with:
• A one-stop-shop for energy documents, billing, questions and concerns.
• Simplified, organized delivery schedules and transaction management, often through
one digital system.
• Dedicated account managers who know your business needs and how to help you
succeed.

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CHAPTER 2

What Drives the Prices of the Energy Market?

At times, the forces driving energy market prices can be hard to pin down — while at other
times they seem logical and straightforward.

It can be a frustrating continuum for energy procurement managers aiming for stability and
competitive advantage. Knowing what affects energy prices can help you make more informed
decisions surrounding a few key market variables. The significant factors that play a role in the
cost of energy include: supply and demand, weather, the geopolitical environment and regional
government regulations.

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1. Supply and Demand

The energy market follows the economic principles of international supply and demand.

When global consumers demand a particular product, suppliers meet that demand through
sourcing and producing the desired commodity. If demand outpaces global production
capacities, prices rise. If supply outpaces actual consumer demand, prices drop, adjusting to
proportionate market levels.

In the context of fuel, petroleum-based products like crude oil and natural gas require unique
geographic conditions that restrict turnkey global supply. It's a raw, limited-availability
commodity with few people positioned to source it — making fuel a producer-slanted good.
Major oil-producing economies are in constant competition, balancing how efficiently fuel can
be extracted and brought to market against the backdrop of individual geopolitical climates,
micro-economies and competing fuel types.

The resulting price fluctuations can make it difficult for everyday consumers to determine end-
to-end commercial fuel costs.

Products like oil and gas are publicly exchanged as speculative commodities as well, making
them more susceptible to market volatility. With speculation comes the inevitability of price
fluctuation, since any asset considered a speculative commodity is traded with the hope its
future value will positively change. Many energy vendors do their best to remain transparent
about supply sourcing and prices, as well as adjusting for real-price inflation and taxes when
they can in their quotes.

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2. Weather

Weather, specifically inclement weather, is one of the biggest factors impacting energy market
prices. Inclement weather triggers uncertainty about both the supply and demand of oil, natural
gas and similar petroleum and hydrocarbon-liquid commercial fuels. This uncertainty, in turn,
increases price volatility, typically producing cost-per-barrel and cost-per-gallon hikes.

For example, hurricanes in the Gulf of Mexico can negatively impact U.S. petroleum production,
causing petroleum prices to experience short term spikes.

Seasonal weather also plays a significant role in the demand and pricing of fuel. Winter months
tend to see higher energy prices due to the increased commercial and residential demand for
products like heating oil. Prices then tend to grow more moderate come the warmer months.

3. Geopolitical Environment

Geopolitical events are a third significant cost influencing the price of energy. More specifically, a
fuel-producing country's political environment plus the availability and demand for competing
alternative fuels alters supply levels, and, therefore, pricing.

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 • Supply Disruptions in Oil-Producing Countries: Supply disruptions can be caused
by political upheaval, nationalizing or privatizing fuel banks, currency collapses, and
more in oil or gas-producing countries. Given the concentration of these producers,
geopolitical-based disruptions can cause worldwide ripple effects. OPEC countries,
for example, produce almost half of the world’s crude oil, as well as control nearly 75
percent of known crude oil reserves. Conflicts in OPEC-member countries like Iraq and
Iran disrupt OPEC's annual fuel outputs and trigger global price volatility.
• Availability and Pricing of Competing Fuels: The past decade has seen strides in
alternative fuels as well as breakthroughs in current supply-maximizing extraction
techniques for traditional energy, such as fracking. A greater push for naturally
replenishing yet currently flow-limited energy resources also exists. Energy flow is
the amount of energy that moves through the market. As consumer acceptance and
access to competing fuels grows, crude oil and gas prices can dip. Energy suppliers and
utility companies alike must adjust accordingly.

Discover how Shipley is committing to more sustainable fuel offerings.

4. Regional Government Regulations

In some states, residential and commercial organizations can now shop for their energy provider
amongst wholesale suppliers.

Driven by local and state legislation over the past few decades, energy deregulation puts the
utility company in new competition with private vendors offering identical fuels. This change
increases competition and offers consumers more options.

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What Affects Energy Costs for My Business?

Energy procurement costs center on the following:

1. Fixed-Rates Versus Variable-Rates

Fixed-rate plans allow customers to pay a pre-set rate for their energy bill regardless of market
prices. Variable-term plans change month-to-month and reflect wholesale market fluctuations.

Determining if a fixed or variable contract is right for your business comes down to your risk
tolerance:

• Fixed-Rate Risks: Fixed rate policies work best for the risk-averse. Procurement
managers assure stable rates and budget certainty when they choose this kind of
contract, but they're betting prices won't go down much. Fixed-rate plans are ideal
for small businesses owners and upper management (like CFOs) looking for greater
expense consistency which can aid in resource planning.
• Variable-Rate Risks: Contracts with variable pricing will experience cost fluctuations,
likely both higher and lower price periods than their fixed-plan counterpart. Fleet,

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 facility or purchasing managers who are comfortable riding these market waves in
search of greater cost savings often opt for variable term contracts, as long as their
businesses can support it.
• Blended Rates (Swing and Index Policies): Blended contracts have features and
policies which combine logic from both fixed and variable plans. For example,
the swing component of fixed contracts commits companies to prorated rates,
incentivizing companies to track and know their actual energy consumption.
Companies can of course go over those projected usage rates, but doing so opens
them up to higher billings. Likewise, indexed pricing allows companies to negotiate
that flat differential rate they’re comfortable adding on top of market-per-gallon
or market-per-barrel prices, lending them more agency in their contracts. Yet these
aspects of a blended contract reintroduce the risk of market volatility and extended
periods of high prices back to companies, just more minimized than a fully variable
contract.

2. Geographic Location

A business' location significantly impacts its energy rates. Transportation barriers, proximity to
fuel suppliers, and government taxes and regulations affect location-based energy prices.

For example, the average industrial warehouse in Pennsylvania saw a monthly energy bill of
$11,887.05 in 2017. The same company in Nevada could expect to pay more than $18,000 a
month.

3. Actual Energy Consumption

What is the quantified energy usage, or load, for your operations? Do load forecasting and bulk
fuel orders align with your energy usage reports?

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Reviewing your actual commercial consumption is fundamental to unlocking competitive
advantages in new energy procurement plans. Ignoring your business' energy consumption
is like buying an all-inclusive smartphone plan but never knowing how much data or minutes
you’re using.

4. The Market Factors

Market factors can also affect your energy costs. These include global wholesale fuel supply
and demand, market speculation, severe weather, the time of year and government regulations
described in this chapter’s previous section.

What Are Energy Audits and How Much Do They Cost?

Energy audits are assessments of the energy efficiency of your commercial building and
operations. Professional energy auditors assess how much energy your building is using, where
it's losing or wasting the most energy, and ways to minimize those wastes, decreasing your
overall energy footprint.

The average energy consumption audit for commercial buildings is 0.04 to 0.05 cents per square
foot.

However, the cost of an energy consumption audit will vary based on the auditor, the range of
auditing services and your commercial building or industry type. Auditors may also assess your
current energy bills, looking for things like hidden fees and additional savings opportunities.

Some independent auditors charge by the hour. A retail supplier itself may provide energy
and bill audits as part of its service package, taking a percentage of the savings identified as
commission.

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CHAPTER 3

How to Choose the Most Effective Energy

Procurement Plan for Your Business

There are a few key steps involved to ensure you choose the most effective energy procurement
plan for your business, namely:

1. Assessing your current energy needs and creating an energy portfolio.

2. Outlining operational demands and goals.
3. Determining your company’s risk tolerance.
4. Reviewing local plan options.
5. Assessing which companies can best serve your energy portfolio needs.
6. Determining how involved you and your staff would like to be in day-to-day fuel and
power oversight.

1. Assess Your Current Energy Portfolio

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Your commercial energy portfolio includes all the fuel types necessary to run your operations as
well as their load or usage amounts.

It's essential to understand your energy portfolio. Review usage reports, then compare the
number of vendors, invoices and delivery schedules you're managing across all current energy
accounts.

An effective energy procurement strategy streamlines both core and auxiliary fuel functions.
One way to streamline energy management is by working with a vendor who can supply both
those core and auxiliary fuels. Using only one energy vendor means saving employees' time and
talent, reducing headaches and simplifying back-office work.

Energy procurement managers have a leg up when assessing their organization's energy
portfolio. Their daily responsibilities mean fuel is already on their minds. Below are a few
examples of how energy procurement managers play a vital role in assessing a company’s
energy portfolio:

• Fleet managers: Your energy needs could include custom cardlock fueling, fuel
storage tanks, mobile fleet fuel management, bulk fuel delivery, low and ultra-low
sulfur diesel and more, the management of which can be drastically simplified through
a commercial vendor.
• Purchasing managers: Wholesale fueling options mean natural gas, gasoline,
propane, biodiesel, off-road diesel, #2 heating oil and more at more affordable price
points.
• Facility managers: Source everything from HD-5 propane deliveries and storage to
more affordable natural gas and heating oil from a potential single, full-service vendor.

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2. Outline Operational Demands and Goals

Want to trim equipment down time by 15 percent? Increase fleet delivery speeds by 10 percent?
Increase product outputs by 25 units per production run?

Now that you have a deeper understanding of your actual business goals, look at them through
the lens of your energy portfolio. How can smart energy strategies help you achieve those
operational goals? You’ll likely find they fit neatly into one (or both) of the following buckets:

1. Minimizing Costs: Effective energy procurement can translate into greater cost
controls and more visibility into cash flows. Fixed or capped prices billed in monthly
installments allows more predictive energy budgeting.
2. Maximizing Revenue: Effective energy procurement strategies can lead to improved
products and services that boost your brand. Better fuel management assists with higher
order and delivery fulfillment rates while reducing operating costs, which generates higher
profit margins per order or transaction. Quicker order fulfillment and deliveries create more
satisfied customers and partner vendors — a recipe for repeat profits.

3. Determine Your Risk Tolerance

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Consider whether your business can trade higher energy costs in some months for serious
savings during others. What price volatility or energy-service disruptions can your business
afford, if any? Review these questions with business stakeholders or contact an energy broker to
help walk through your custom risk profile.

4. Review Your Plan Options

Begin shopping for private or energy retailers who can service your area. If you used an energy
broker during your portfolio or risk tolerance assessments, they may be able to help you vet
local energy vendors.

Ensure you're checking your current utility contract while you shop for prospective energy
suppliers. Review for its termination or expiration requirements and begin formalizing a
severance plan.

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5. Ask Who Can Best Serve Your Needs

Vet a handful of energy retailers in your area. As the energy procurement manager, you'll want
to know:

• Is the prospective energy vendor familiar with fuel assets and energy management in
your industry?
• Have they worked with clients like yours in the past?
• Do they source the full range of fuels your operations require?
• Can they prove their services will provide cost-savings over your current vendor?

6. Reflect on How Involved You Want to Be

Energy vendors alleviate the stress and headaches that come with energy management, helping
take end-to-end analysis and decision-making off your plate. Vendors can do some or all the
following management tasks depending on your desired level of service:

• Review and recommend purchasing decisions based on market trends and analysis
• Perform market forecasting
• Run cost-competitive analyses
• Generate consumption or load reports
• Create load-forecasting programs
• Coordinate on-site fuel deliveries
• Streamline your billing procedures
• Commit dedicated brokers or representatives to your account

Small business owners, COOs and CFOs saddled with C-suite responsibilities in industries with
stricter energy compliance regulations, might prefer an energy partner with heavier day-to-

24
day involvement. Likewise, fleet supervisors or purchasing managers whose daily roles already
account for managing fuel workflows may prefer a vendor providing end-to-end support at an
ideal price.

Consult our industry guides for specific case studies on how to shop for the best energy
procurement plan in your business' niche.

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CHAPTER 4

The Most Successful Energy Procurement Strategies

You Can Use in Your Business

Successful energy procurement starts with being proactive.

There is no universal formula for cracking energy's competitive advantages and achieving
business growth. However, working with a vendor who knows your industry can give your
business a leg up on the competition.

We've continually seen business results driven by the following procurement strategies:

1. Pricing Structure Suited to Your Business — Not What Everyone

Else Is Doing

Commercial energy vendors provide more contract flexibility and customization, including
through financing. Successful businesses adopt pricing models that work for their current cash
flows, risk profiles and administrative capacities.

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 1. Fixed Pricing: Energy billing is developed based on a fixed rate. This pricing structure
creates budget certainty, something not guaranteed by most commercial utility
companies.
2. Market Pricing: Fuel costs match the current market price, but at delivery schedules
you determine.
3. Capped-Rate Pricing: Never pay over your contract’s capped price set at enrollment
— but still have the possibility to pay less if energy prices drop. In Pennsylvania,
Shipley Energy is one of the few commercial energy suppliers to offer capped prices
and contracts for certain fuel assets.
4. Blended Pricing: Billings involve more exposure to market volatility but a greater
chance to experience cost-savings. Blended contracts are also more customizable,
since an energy procurement manager can negotiate the percentage of fuel volume
that’s fixed (e.g. 75 percent) and the percentage that’s variable (e.g. 25 percent).
5. Indexed Pricing: Businesses seeking more upfront, transparent input costs may find
indexed pricing attractive. The negotiated price differentiation gives businesses a more
stable, consistent foundation for their billings. While they still take on the variability
of day-of delivery prices and changes in practices and processes for raw fuel sourcing,
they have a set fee they add-on for suppliers.
6. Swing Policies: Organizations who frequently review usage reports and initiate
proactive load forecasting may find the most advantages in a swing policy. Their data
analysis means they’re more likely to remain within their contract’s swing margins, and
therefore see budget certainty similar to fully fixed pricing.

2. Streamlined Billing

Imagine the construction fleet manager who — instead of receiving dozens of fuel invoices in a
single month — sees one bill, at one time, across all work-sites. Simplified billing let businesses
cohesively manage rather than react to energy invoices. Simpler bill management ushers in all

27
kinds of business advantages:

• Reduced paperwork, meaning less manual account ledger oversight and less
accounting confusion.
• Bills and documents consolidated in one online system, from one vendor portal, for
end-to-end billing, payment, transaction and contract management. If you or your
staff have an issue, you know which vendor to call.
• Staff unburdened from redundant and inefficient manual billing processes.
• Time and money saved — a constant goal for CFOs and supply chain managers who
need to account for every penny.

3. Continually Analyzed Data and Auditing

Successful energy procurement strategies prioritize data analysis. Through their retailers,
procurement managers have deeper access to richer energy usage reports to make data-backed
fueling decisions. With more clarity and confidence, you can continually analyze data from:

• Usage and consumption reports generated by your vendor, received at regular

intervals.

28
 • Auditing charges from utilities and outside suppliers to ensure they conform with the
actual contract.
• Fleet-fuel usage analysis to help track consumption by vehicle, potentially showing
areas of waste, fraud or vehicles that need maintenance.
• Reports that are thoroughly itemized, even noting change variables like inclement
weather.

When analyzed properly, data can make management decisions objective, not guesswork.

4. Businesses Have a Dedicated Energy Management Workflow

The most streamlined businesses have a known chain of command for any energy-related
concern. That process is built into their organizational charts and understood by all personnel
involved with energy operations.

With an energy procurement strategy, communications are quicker. Paperwork is reduced.

Invoice approvals are simplified. All stakeholders have a direct line of contact to account
representatives at their energy supplier when questions arise. Energy management workflow
responsibilities run clearly from:

1. The CFO and COO

2. Operations managers — facility, fleet, supply chain and purchasing directors
3. Account representatives or brokers

Each person understands their place in the chain of command, including where to route
documents, who fields questions and who signs off on purchase orders, monthly statements
and fuel reports.

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See the actual success benchmarks and KPIs an energy procurement strategy can afford your
business.

What Are Other Creative Strategies for Energy Price-Savings?

For more out-of-the-box cost savings opportunities for commercial energy procurement plans,
consider the following tips.

1. Ask About Partnerships and Consortiums

Determine if an energy supplier has industry partnerships that may enhance package prices or
offerings. For example, Shipley Energy is the Lancaster Chamber's partner for natural gas, which
results in discounts for chamber members.

2. Consider Alternative Fuels

Alternative fuels do not require expensive infrastructure overhaul and minimize the impact of
your energy consumption on the environment. Renewable energy and secondary sources can
augment what fuel you already use, making your operations more responsive and responsible.

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Ask if energy vendors offer carbon offsets and alternative fuels alongside their conventional
packages. These alternatives may include:

• Compressed Natural Gas (CNG)

• Liquified Natural Gas (LNG)
• Solar Energy
• Biofuels
• Other Renewables

3. Consider Demand-Response Programs

Demand-response programs incentivize businesses to cut back on energy consumption during

periods when area demand outpaces supply.

Incentives can include discounts, rebates or complementary services if the customer commits to
a predetermined load reduction. An energy vendor or broker outlines your business' attainable
load-shedding amounts, then provides strategies to help you meet those percentages. In other
words, you get paid to use less energy, plus receive guidance on how to do so.

4. Always Negotiate

Contract agreement terms are just that — terms you as the energy procurement manager agree
to. Use your new partnership to craft a contract that truly satisfies your business' operations and
your bottom line. Outline specific financing options, payment installations, delivery schedules
and even additional customer support perks.

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Which Energy Procurement Strategy Is Best for Me?

Again, there is no one-size-fits-all solution to cost-effective, operation-enhancing energy

sourcing.

The best procurement plan is one that simplifies billing, creates predictability, directly meets
your fuel and power needs, provides metric-backed cost-savings and improves operational
outputs.

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CHAPTER 5

Top Energy Procurement Myths and Misconceptions

Misconceptions about wholesale energy companies and private retailers abound. When you're
shopping for an energy retailer, the last thing you need is to have your initiatives thwarted by
outdated, irrelevant or even non-compliant misinformation.

The Top Five Myths of Energy Procurement

Let's break down many of the myths of commercial energy purchasing:

1. Energy Costs Are Out of My Control

"Energy costs are out of my control. There are too many market variables and external factors at play
for my business to make a real change."

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Truth: Depending on your business, energy prices can be a significant expense. While factors
affecting the energy market may be out of your control, an effective energy procurement
strategy can help you manage your energy costs. By working with you to understand your
business’s needs, challenges and goals, professional energy retailers can help shape a custom
energy procurement plan that helps control costs. In addition, detailed reports leverage
analytics and offer real metrics to take back control of energy's expensive yet essential price tag.
It is in your control.

2. Energy Efficient Equipment is the Only Way to Cut Costs

"Commercial energy rates are skyrocketing. Real cost-savings can only be seen through a significant
investment in energy-efficient equipment or an overhaul of operations, neither of which we have the
budget for."

Truth: While installing more energy efficient equipment is a great way to cut costs, it is not the
only way. Customers have often found that retail energy supplier pricing is competitive and that
services and support outshine the competition, especially when compared with their old utility
company. Companies can save money by getting more competitive rates — plus save their
staff from spending too much time tracking down invoices from multiple vendors. Dedicated
representatives know your business and work proactively to help it thrive.

3. It’s Too Complicated

"Securing new energy plans is a commitment of resources we’re not ready for. No one has time to
make sense of it."

Truth: Energy procurement can be as complicated or as simple as you’d like it to be. Energy
retailers and brokers provide a variety of service options designed to meet the diverse needs

34
of their customers. If you’d like to be directly involved and analyzing everything, you can
find a vendor to support you. If you’d rather have minimal involvement and just take the
recommendations of your energy retailer or wholesale provider, you can do that as well. Don’t
let perceived complexity scare you away from improved services and potential savings.

4. There’s No Better Alternative

"All we need are the utility companies. They control the grids, the power lines, and the maintenance,
anyway."

Truth: Commercial energy suppliers offer more services, more support and more tailored,
around-the-clock procurement solutions, not just a handful of standardized packages. Plus, it
never hurts to shop around.

5. Energy Retailers Are Just Middlemen

"Why introduce another party into the fold? Doesn’t it make more sense to work straight with the
source — the utility company?"

Truth: Deregulation has broken down yesterday's regional energy monopolies. More
competition begets lower prices and higher quality of services. Partnering with a private energy
supplier can save you money through more flexible contract terms, wholesale rates, greater
financing and delivery options plus a dedicated account representative.

Reach out with your commercial energy procurement questions or misconceptions. We’d love to
clear things up.

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CHAPTER 6

How Can Effective Energy Procurement Power

Business Growth?

Energy efficiency strategies bring quantifiable business results through the following measures.
Here are a few to consider.

1. By Reducing Energy Waste

Businesses can accidentally waste energy for many reasons:

• Not setting or following an HVAC schedule, such as leaving the air conditioning on
when buildings are going to be unoccupied for long periods.
• Generating large peak loads by turning on all systems at once, typically in the morning.
• Mismanaging delivery schedules.
• Not regularly testing or replacing equipment.
• Neglecting to analyze data from their building management systems.
• Poorly placed thermostats.
• Miscalculating machine, equipment or vehicle fuel capacities and consumption.

36
There's no better way for a business to reduce its overall energy waste than by analyzing in-
depth usage reports. Consumption tracking and data-rich usage reports provide the foundation
for improved load and energy demand forecasting. Without these analytics, it can feel like you're
taking one step forward but two steps back to change your energy footprint.

Improved usage reports bring energy procurement managers many benefits:

• For the CFO/COO: Usage reports provide the keys to timely, accurate and well-
forecasted financial progress to showcase to other C-suite members, teams and
stakeholders.
• For the Small Business Owner: Usage reports generated from your commercial
energy retailer assure you're getting the best, most competitive prices for the energy
loads you need compared to an old utility contract.
• For the Fleet Manager: Better usage reports and load forecasting eliminate fueling
fraud and excessive fuel purchasing by tracking in-depth job site and vehicle usage
metrics.

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 • For the Facility Manager: Insights from energy reports address many of the facility-
driven fuel wastes named earlier. Managers can use reports to stagger equipment
start-ups and map out better load demand schedules. Better scheduling maximizes
fuel on-hand, reducing equipment downtimes, facility complaints, budget oversights
or misappropriated fuel orders.
• For the Purchasing/Supply Chain Manager: Usage reports point toward airtight
delivery schedules and better running machinery, meaning fewer supply chain
disruptions, fewer equipment downtimes and fewer employees without the tools they
need to get their jobs done.

2. By Simplifying Vendor/Supplier Management

Commercial energy procurement can mean one energy partner serving as the single point of
contact for all your energy needs. Anyone in management knows the pain of having too many
cooks in the kitchen. Reducing vendor complexity can have a positive impact on your business
— eliminating chokepoints, simplifying workflows and allowing people to more easily complete
their work.

Here are a few ways that having fewer vendors translates into fewer headaches for specific
business roles:

• For the CFO/COO: Minimized vendor touch-points allows direct access to expert
advice plus market and compliance insight for you to steer your business in the right,
risk-mitigating direction.
• For the Small Business Owner: Simplifying vendor relations saves time and energy,
as business owners no longer need to sift through and manage dozens of contracts,
orders and invoices regularly.

38
 • For the Fleet Manager: An energy procurement company can send one bill for all
vehicles and equipment across all routes and work sites.
• For the Facility Manager: Commercial retailers provide a set group of contacts
you can reach out to anytime to review fuel deliveries, demand loads, billings and
emergency facility support.
• For the Purchasing/Supply Chain Manager: Fewer vendors often translates into far
fewer invoices, accessed in one or a handful of places, and organized in one digital
records-management system.

3. By Increasing Cost-Savings

Energy cost-savings can unlock new cash flows. These cash flows can then be used toward
optimizing equipment, building and vehicle operations to match overall business-resource
planning. The results? A better bottom line in the short and long term.

A better bottom line is music to the ears of any energy procurement manager:

• For the CFO/COO: Increased cost-savings means lower organization-wide overhead

costs — one of your title's key domains.
• For the Small Business Owner: Enhanced cash flows and lower overhead costs
combine to give you the flexibility to grow your business the way you've always
imagined.
• For the Fleet Manager: Increased cost-savings can allow for maximized fleet functions
by reducing fuel-related downtimes and keeping deliveries on time.
• For the Facility Manager: More flexible cash flows can have you running your
building like a well-oiled machine without the fear of budget shortages. Predictable
billing and other perks like automatic fuel refills, set delivery schedules and 24-hour
emergency fuel replenishment all come without fee or billing surprises.

39
 • For the Purchasing/Supply Chain Manager: Cost-savings can lead to better resource
planning, which streamlines many of your daily responsibilities, including invoice
approvals and billing-cycle management.

4. By Putting the Focus Back on What Really Matters

Perhaps most importantly, effective energy procurement strategies can help you focus on what
you do best. Energy retailer partnerships should be built with companies who are trustworthy,
deeply knowledgeable and aligned with your company's interests. You're then free to focus on
the strategic tasks and responsibilities that comprise the true nature of your position.

Effective energy procurement lets managers return to their most pressing work:

• For the CFO/COO: With people, processes and equipment better organized under an
on-budget energy plan, you can attend to high-level strategic initiatives.
• For the Small Business Owner: Proactively engage with the market based on
intelligence from the experts at the energy retailer rather than reacting to billing
surprises or spending your limited time monitoring the market.
• For the Fleet Manager: Focus on optimizing your operations rather than worrying
about whether your fuel delivery will show up on time.
• For the Facility Manager: Enhance equipment and facilities to run like clockwork —
and have the resources and budget wiggle room in place if surprises do strike.
• For the Purchasing/Supply Chain Manager: Simplify your daily, weekly, monthly
and yearly management of the basic purchase and procurement orders that are the
backbone of business operations.

Get a personalized quote today from one of Shipley Energy’s Commercial Solutions team.

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CHAPTER 7

The Top Energy Risk Management Questions to Ask

Your Energy Provider

Energy procurement managers are in the driver's seat when shopping for a procurement plan.
They assess their business' fuel portfolio, review current pain points and waste, and decide
which vendor supplies the best solution for their organization.

As an energy procurement manager, you're spearheading this growth initiative with many
objectives in mind. Cost-savings and competitive advantage are significant motives. Yet
these improvements come with time and commitment. Energy procurement managers must
first select the right vendor to bolster success and make those cost-savings and competitive
advantages guarantees, not guesswork.

Pick a vendor with confidence by asking all suppliers the same energy risk-management
questions.

Top General Energy Risk Management Questions to Ask Suppliers

General questions should give energy procurement managers a sense of a supplier's

background, their service offerings, sourcing methods and overall business approach.

1. How Many Years Have You Been in Operation?

More years in business doesn't always mean more quality. Yet there's comfort in a partnership
with someone whose services have spanned the years, deepening their client resume, their
business acumen and their experiences navigating the energy market.

41
2. Where Do You Source Your Fuel?

For CFOs and small business owners it may be extra pertinent to grasp where your new fuel
deliveries are coming from.

3. What Are Your Pricing Structures?

Does the vendor offer fixed, variable, blended, swing or indexed financing plans to pick from, or
just one pricing type? Do they offer other, more customizable pricing structures?

4. What Kinds of Industries or Businesses Do You Work With?

A vendor servicing similar businesses and industries means they're familiar with your fuel
demands and processes. Account managers will likely be more fluent in industry-specific
compliance and energy regulations.

Note that many energy procurement companies provide industry-minded fuel asset packages
— such as commercial agricultural solutions or warehouse fueling accounts — but won't likely
service one and only one industry.

5. Do You Offer Energy Procurement Brokerage Service?

Your company’s specific challenges and goals may make a broker a better fit than a supplier.
Some companies, like Shipley Energy, offer direct supply and also provide a brokering service.
This helps ensure that buyers get service and support that meets their unique needs. Ask your
energy provider if they can do the same for you.

42
6. Are There Additional Fees or Service Charges Associated With a
Contract?

Understand what features come standard in procurement contracts and which are add-ons.
As with any vendor, it's essential to communicate your company's energy needs and service
expectations to assure a smooth and successful partnership.

Top Energy Risk Management Questions by Role

Use the following role-specific qutestions when vetting potential energy procurement
companies to get the answers you need — and see the growth you want.

1. If You're a Facility Manager, Maintenance Manager, or a Senior

Technician, Consider Asking:

• Do you have experience in my industry and familiarity with our needs?

• Given the state of the energy market, which contract term and financing package
would you recommend?

43
 • What kind of customer support offerings do you provide? Next-day delivery? 24/7
emergency operations? Automated deliveries and refills?
• Do you offer any guarantees?

Learn more about the unique advantages of energy procurement services for facility managers

2. If You're a Fleet Manager, Director of Transportation, Fleet

Management Supervisor, Driver Administrator or in a Similar Role,
Consider Asking:

• What short and long-term fleet cost reductions can I expect with a new contract?
• Do you offer complementary fuel-savings support, such as weekly, monthly or annual
consumption reports, fuel card programs, vehicle usage or other reports?
• What is your delivery area?
• Do you do truck-to-truck or tank filling?

Explore more ways to reduce fleet costs and maximize your fleet management budget.

3. If You're a Purchasing Manager, Procurement Officer, Supply

Chain Manager, Supplier Relations Manager, Category Buyer or
Contract Administrator, Consider Asking:

• How are invoices, orders and purchasing documents managed? How will I have access
to or handle energy purchasing and billing-related paperwork?
• What transactions and paperwork do account managers take care of, and what falls in
my lap?
• What customer support services and channels are included with my contract?

44
4. If You're a Small Business Owner or Entrepreneur, Consider
Asking:

• What sets your energy packages apart from others in my area?

• What is the average cost savings other business of my size see when switching to your
services?
• What aspects of billing and documentation remain my responsibility, and which will
you take care of for me?

Discover energy-savings incentives and awards your business may qualify for.

5. If You're a Chief Financial Officer, a Chief Operations Officer, a

Director of Finance or in a Similar C-Suite Position, Consider Asking:

• Do you offer compliance advisory services on changing energy regulations in

my industry? What about industry-specific consequence mitigation packages or
strategies?
• What are my company's or industry’s key energy risk threats, today and tomorrow?
How do your energy plans address and mitigate them better than competitors’?
• What are the average cost-savings that organizations in my industry see when
switching to your services?

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CHAPTER 8

Frequently Asked Energy Procurement Questions:

Your Energy Procurement FAQ Guide

Making the switch from a utility company contract to a commercial energy vendor is easy
yet comes with inevitable energy procurement questions and concerns. Depending on the
situation, you may need to tweak operations and bring stakeholders on board.

When switching vendors, the early transition period can be the most challenging. There are
many strategies energy procurement managers can adopt to help ease that transition, most
notably:

• Transparency: Provide as much information as often as you can on what benefits

independent energy procurement will bring to the organization. Discuss any delivery
changes, tracking methods, new equipment, upgraded digital systems and how you
intend to interpret usage reports. Transparency is vital during organizational change to
maintain morale and keep employees on board.
• Role Alignment: Employees need to know how their daily work processes will change
because of new energy contracts. They'll respond best to those changes when they're
framed as role supporting or problem-solving. Be specific and explain how energy
procurement changes stand to make everyone's jobs simpler, quicker and more
intuitive. (Who wouldn’t want that?)
• Real Results: Data-backed results prove the transition was worth it. Whether energy
procurement brings you more cost-competitive fuel assets, easier energy vendor
management, more efficient equipment and work-sites or fleets that stay longer on
the road, you'll have the data to talk the talk and walk the walk.

46
Shipley Energy hears energy procurement questions every day. It's part of our identity as one
of Pennsylvania's leading retail energy suppliers to educate and enlighten businesses on their
energy options rather than remaining in a business-as-usual mold.

We've compiled some of the most pressing and frequent inquiries our brokers and account
representatives encounter. Review this energy procurement FAQ as a guide to your own final
procurement decision — and, ultimately, business growth.

1. Isn’t Energy All the Same?

Broadly speaking, yes. Energy is used for power, and power is classified based on a set of
identical, measurable units. Energy for business growth, though? Not quite.

There are dozens of conventional hydrocarbon fuels and emerging renewable energies on the
market today. Different fuels power different equipment and facilities, at diverging efficiency
rates and requiring varying energy loads.

Market variables and commercial cost structures reflect this variability. As such, cost structures
play a substantial role in achieving profitable, predictable business operations and growth.

In short, it pays — literally — to do your energy research. Not all fuels are made equal.

47
2. Isn’t Energy All About Price?

Quoted prices can be deceptive, particularly when it comes to the traditional contract quotes
given by utility companies, which may not include hidden pass-through fees, surge charges,
peak period charges and many more.

It's important to remember utility companies have additional responsibilities factoring into
their cost structures. Utility companies maintain energy distribution channels, such as power
lines. Their profit models are also highly unique. Regulations permit utilities to generate profits
through set revenue requirements, government commissioned and reviewed rates, and allowed
rates of return calculated against company expenses. It's a complicated formula, and it's unlikely
to simplify anytime soon.

Your contract's fuel rates are essential part of energy procurement, but your business also needs
dependable service from a trustworthy source who has your interests at heart — just like you’d
want from any other vendor you're working with.
See for yourself how fuel pricing works.

48
3. When Should a Business Shop for Energy?

Start thinking about your energy procurement strategy well before your current contract
expires. Waiting until the last minute means less bargaining and negotiating power on your end.
It also lowers the window to get key business stakeholders on board, as you have less time to
explore packages and offerings to assess the best deal out there.

4. How Do I Know Whether I’m Getting a Good or Bad Deal?

This is the quintessential energy procurement question. Everyone wonders what goes into their
energy rates — and if there's anything they can do to improve them.

There is a way to make sure you’re getting the best deal, and here's how:

• Shop around. Perform side-by-side comparisons of fuel packages, prices and services.
Just make sure you’re doing an apples-to-apples comparison and that one vendor isn’t
hiding fees from you while another shows you an all-in price.
• Don’t have time to shop around? Work with an independent energy broker.
• Ask colleagues in your industry. Learn from their insights and past sourcing
experiences.

5. Who Should Handle This in Our Organization?

For large organizations with significant energy consumption, it is imperative to understand

and minimize the impact of wild fluctuations in energy pricing. Facility managers, supply chain
managers, fleet managers and CFOs are typically decision-makers when it comes to energy
procurement. However, anyone in a position to survey resources, assess a business' current
operational costs and then leverage a plan to maximize critical assets can handle energy
procurement.

49
CONCLUSION

Frequently Asked Energy Procurement Questions:

Your Energy Procurement FAQ Guide

It all starts with a plan and an energy service partner who ties your success to their own.

Effective commercial energy procurement strategies can help your business chart a roadmap
for your growth. It allows major decision makers like you to refocus on what's important —
simplifying workloads, minimizing risk, eliminating confusion, perfecting daily practices and
ultimately saving your company money.

Energy procurement plans tackle these business goals head on, with tailored strategies and
contemporary resources.

Join the hundreds of organizations across many industries that realize there's an alternative.
Utility plans are not the only option for your company’s energy. By fully exploring energy
options and building a customized energy procurement plan, your business can gain more

50
flexibility, more efficiency and more peace-of-mind than before. That plan also means energy is
more than a commodity for your business. It’s a competitive advantage.

At Shipley Energy, more than eight decades in wholesale and commercial energy procurement
has made us a total-energy solution for businesses looking for competitive advantages. Our
energy procurement services maximize your resources and minimize your energy risks. That's
our promise.

Contact Shipley Energy’s Commercial Solutions team to get started on your energy-efficient
procurement strategy today — and put your energy where it counts.

51
Sources

INTRODUCTION

1. https://www.eia.gov/electricity/sales_revenue_price/pdf/table5_c.pdf

CHAPTER 1

1. https://blog.shipleyenergy.com/4-billing-options-that-make-paying-for-energy-easy

2. https://www.youtube.com/watch?v=14P5ZPPGNtY

CHAPTER 2

1. https://www.eia.gov/energyexplained/index.php?page=oil_prices

2. https://www.eia.gov/energyexplained/index.php?page=oil_where

3. https://www.eia.gov/energyexplained/index.php?page=renewable_home

4. https://www.shipleyenergy.com/commercial/commercial-energy/pricing-plans

CHAPTER 3

1. https://www.shipleyenergy.com/commercial/cardlock-fueling

2. https://www.shipleyenergy.com/commercial/transport-trucking/bulk-fuel-delivery

3. https://www.shipleyenergy.com/commercial/wholesale-fuels/gasoline

4. https://www.eia.gov/energyexplained/index.php?page=electricity_factors_affecting_prices

5. https://www.shipleyenergy.com/commercial/wholesale-fuels/ultra-low-sulfur-diesel

6. https://www.shipleyenergy.com/commercial/wholesale-fuels/biodiesel

7. https://www.shipleyenergy.com/commercial/wholesale-fuels/off-road-diesel

8. https://www.shipleyenergy.com/commercial/wholesale-fuels/2-heating-oil

9. https://www.shipleyenergy.com/energy-101/commercial/industry-guides

52
Sources

CHAPTER 4

1. http://www.lancasterchamber.com/article.aspx?page=value-added-programs#.XAqFc5NKgWp

2. https://www.shipleyenergy.com/energy-101-guides/guide/2018/11/16/exploring-the-financial-and-
social-benefits-of-energy-efficiency

CHAPTER 5

1. https://www.shipleyenergy.com/contact-us/contact-us-online

CHAPTER 6

1. https://www.shipleyenergy.com/contact-us/get-quote

CHAPTER 7

1. https://www.forbes.com/sites/forbestechcouncil/2018/03/15/utility-suppliers-brokers-and-
consultants-whats-the-difference/#266a44e277aa

2. https://www.shipleyenergy.com/energy-101-guides/guide/2018/12/06/why-facility-managers-need-a-
commercial-energy-supplier-they-can-trust

3. https://www.shipleyenergy.com/energy-101-guides/guide/2017/05/08/ways-to-reduce-fleet-costs

4. https://www.shipleyenergy.com/energy-101-guides/guide/2016/02/19/pa-energy-incentives

CHAPTER 8

1. https://www.shipleyenergy.com/commercial/commercial-energy/pricing-plans

CONCLUSION

1. https://www.shipleyenergy.com/commercial

2. https://www.shipleyenergy.com/contact-us/contact-us-online

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