- Lea Gallé, industrial engineer and team leader for the heating transition at ASEW
- Alexandra Wegge, environmental scientist and project manager for the heating transition at ASEW
The development and expansion of district heating networks is no longer merely a technical and planning task. Equally crucial to the project’s success is reaching out to property owners and customers at an early stage, building trust and persuading them to connect to the network. Particularly during the multi-year development phase, the interplay between communication, sales and the structuring of offers plays a decisive role in determining the economic viability of a heating network – even in areas previously identified as fundamentally suitable for heating network expansion.
Within the ASEW municipal utilities network, we are focusing intensively on the question of which sales strategies successfully support the expansion of heating networks and how these can be systematically integrated into project development. A key component of this is the development of attractive, comprehensible and competitive product models – and, in particular, pricing models.
The aim is to position network connection as an economically compelling alternative and to present its appeal to customers in a transparent and comprehensible manner. This can be supported, for example, by full-cost comparison tools which, during advisory meetings, compare different supply options and facilitate well-informed decisions.
In this presentation, we will outline tried-and-tested approaches from the ASEW network and invite you to join us in discussing them afterwards.
Language: German
