The Price to Compare: A Plain Guide for Energy Reps

One number that starts the conversation

In states like Ohio and Pennsylvania, utility bills show a price to compare. It's the supply price the customer pays if they stay on the utility's default service. It's the number a supplier's offer gets measured against.

For a rep, it's the easiest way to turn "I'm not interested" into "Okay, show me."

Where to find it

It's usually printed on the bill near the supply charges, often in a box or a short note. It's listed in cents per kilowatt-hour for electricity, or per Ccf or Mcf for natural gas. Some utilities also post their current price to compare on their website or the state's shopping site.

It changes over time, often a couple of times a year, so make sure your reps are using the current number for each utility they sell in.

Why it changes by utility

Every utility sets its own default price. AEP Ohio's isn't the same as Ohio Edison's, and PECO's isn't the same as PPL's. That's a big reason we sort every lead by utility. When a rep knows the utility, they know the number they're competing with before they knock or dial.

Using it honestly

The price to compare is a great tool, but only if your team uses it the right way:

• Compare supply to supply. Delivery charges stay with the utility no matter who supplies the power.
• Explain how long a rate lasts and what happens when it ends.
• Mention any fees, like early cancellation fees, up front.
• Never promise savings you can't back up.

When the customer already has a supplier

Lots of customers are already with a supplier, sometimes through a town aggregation program they don't remember joining. In that case, their current rate, not the price to compare, is what you need to beat. Ask to see the bill and look at the supplier section.

Reps who can read a bill confidently close more sales and get fewer complaints. It's worth ten minutes of training.