Energy Efficiency

Ouch! Losing $13 billion can hurt

Issue 3 and Volume 78.

A new study said hundreds of energy service companies are inefficiently and ineffectively selling their services to the health care market, which is spending an estimated $13 billion on energy and related services. The Cambridge, Mass.-based Fuld & Company study, examined the dynamics of the health care sector and offered insight on how to successfully market to this customer segment.

A portion of the study reads: “Nationally, the healthcare industry is dominated by investor-owned hospitals, religious hospitals, not-for-profit hospitals, county hospitals and government … Each segment has its own subtle operating philosophies, payer mix, profitability, growth objectives and patient base. It is essential for the energy provider to recognize these market subtleties and devise segmentation plans recognizing the possible implications while delivering energy services.”