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自國家電改9號文頒布以來，電力市場風起云涌，售電公司也猶如打了雞血，雨后春筍般地拔地而起，萬家爭搶萬億市場。作為這一市場主體的“鯰魚”----售電公司，確實為國家電改的推進、電力市場的活躍做了很多貢獻，一路走下來，從行業盈利大豐收到零價差乃至部分虧損嚴重，真可謂是“酸甜苦辣咸”五味俱全。回想今年以來受行業洗牌的影響，各地售電公司紛紛轉讓、退市的現象，大家不禁對售電公司的未來產生了迷茫，售電公司的價值在哪?小編在此收集匯總后，覺得有必要再闡述一遍。

售(shou)電公司(si)期(qi)初的的角色往往就(jiu)是(shi)代(dai)理(li)，準確(que)來(lai)說其實就(jiu)是(shi)零(ling)售(shou)。因(yin)為(wei)電不(bu)能儲存，雖然減掉了(le)庫存多少(shao)的決策(ce)，但增加了(le)偏差電量(liang)衡量(liang)的困(kun)難(nan)(nan)，兩者對沖，總的難(nan)(nan)度(du)相差不(bu)多，傳(chuan)統商(shang)業(ye)中零(ling)售(shou)商(shang)所遇到的事情(qing)售(shou)電商(shang)應該都能遇到。因(yin)此，“存在即有價(jia)值(zhi)(zhi)”從(cong)傳(chuan)統零(ling)售(shou)企業(ye)的存在理(li)由來(lai)看，今天的售(shou)電公司(si)價(jia)值(zhi)(zhi)不(bu)失為(wei)一(yi)個很好體現的角度(du)。

要了解售電公司的(de)價(jia)值和作用，就要從電力產品和銷售的(de)特殊性考慮。大(da)云網分析師認(ren)為(wei)，作為(wei)新興(xing)行業的(de)售電公司主要有以下三大(da)方面的(de)價(jia)值體現：

1、有(you)效降低(di)交(jiao)(jiao)(jiao)易費用。通(tong)過(guo)(guo)售(shou)(shou)電(dian)(dian)(dian)(dian)公(gong)(gong)司(si)專(zhuan)業代理，可為(wei)用電(dian)(dian)(dian)(dian)企業減(jian)少(shao)三類成(cheng)(cheng)(cheng)本：一是(shi)(shi)規避偏(pian)差電(dian)(dian)(dian)(dian)量(liang)(liang)的(de)(de)(de)(de)(de)(de)考核風險。客戶選(xuan)擇通(tong)過(guo)(guo)售(shou)(shou)電(dian)(dian)(dian)(dian)公(gong)(gong)司(si)代理參與(yu)交(jiao)(jiao)(jiao)易，可以(yi)避免偏(pian)差電(dian)(dian)(dian)(dian)量(liang)(liang)考核。從這個(ge)意義上(shang)說，各地(di)嚴格的(de)(de)(de)(de)(de)(de)偏(pian)差電(dian)(dian)(dian)(dian)量(liang)(liang)考核制度，是(shi)(shi)有(you)利于售(shou)(shou)電(dian)(dian)(dian)(dian)公(gong)(gong)司(si)發(fa)展的(de)(de)(de)(de)(de)(de)，像廣東售(shou)(shou)電(dian)(dian)(dian)(dian)市(shi)場(chang)最為(wei)活躍的(de)(de)(de)(de)(de)(de)現(xian)實(shi)就(jiu)是(shi)(shi)最好的(de)(de)(de)(de)(de)(de)驗證。“溺愛(ai)的(de)(de)(de)(de)(de)(de)孩(hai)子往往得不(bu)到堅(jian)實(shi)的(de)(de)(de)(de)(de)(de)成(cheng)(cheng)(cheng)長”。那(nei)些過(guo)(guo)寬、過(guo)(guo)松甚至免以(yi)偏(pian)差電(dian)(dian)(dian)(dian)量(liang)(liang)考核的(de)(de)(de)(de)(de)(de)省份(fen)，邏輯上(shang)講是(shi)(shi)變相對指定(ding)用戶優(you)惠讓(rang)價的(de)(de)(de)(de)(de)(de)行為(wei)。二是(shi)(shi)增(zeng)加市(shi)場(chang)議(yi)價能(neng)力。售(shou)(shou)電(dian)(dian)(dian)(dian)公(gong)(gong)司(si)通(tong)過(guo)(guo)打包(bao)用戶后形成(cheng)(cheng)(cheng)“電(dian)(dian)(dian)(dian)力池”，交(jiao)(jiao)(jiao)易電(dian)(dian)(dian)(dian)量(liang)(liang)規模(mo)大，一個(ge)售(shou)(shou)電(dian)(dian)(dian)(dian)公(gong)(gong)司(si)的(de)(de)(de)(de)(de)(de)購電(dian)(dian)(dian)(dian)量(liang)(liang)可以(yi)超過(guo)(guo)武(wu)鋼，你說議(yi)價能(neng)力強不(bu)強，議(yi)價能(neng)力的(de)(de)(de)(de)(de)(de)提升就(jiu)是(shi)(shi)節(jie)約的(de)(de)(de)(de)(de)(de)購電(dian)(dian)(dian)(dian)成(cheng)(cheng)(cheng)本了。三是(shi)(shi)節(jie)約客戶人工成(cheng)(cheng)(cheng)本。用戶通(tong)過(guo)(guo)售(shou)(shou)電(dian)(dian)(dian)(dian)公(gong)(gong)司(si)代理后，所有(you)交(jiao)(jiao)(jiao)易事項交(jiao)(jiao)(jiao)由售(shou)(shou)電(dian)(dian)(dian)(dian)公(gong)(gong)司(si)代理參與(yu)，無(wu)需再聘請專(zhuan)業人員參與(yu)市(shi)場(chang)交(jiao)(jiao)(jiao)易。“讓(rang)專(zhuan)業的(de)(de)(de)(de)(de)(de)人做(zuo)專(zhuan)業的(de)(de)(de)(de)(de)(de)事”，可為(wei)用戶大大節(jie)約人力和時間成(cheng)(cheng)(cheng)本。

2、提(ti)升社會(hui)(hui)商(shang)(shang)業增值(zhi)。通過(guo)售(shou)電(dian)(dian)公(gong)(gong)司(si)操(cao)作及提(ti)供(gong)的增值(zhi)服(fu)務(wu)(wu)，無(wu)論(lun)是(shi)對于售(shou)電(dian)(dian)公(gong)(gong)司(si)、電(dian)(dian)力(li)消費(fei)者還是(shi)全社會(hui)(hui)，三方都(dou)會(hui)(hui)受(shou)益。縱向上來(lai)看(kan)，沿(yan)著產業鏈可(ke)延伸到(dao)客戶(hu)產權以內(nei)的電(dian)(dian)力(li)工(gong)程、電(dian)(dian)力(li)運維、需求側管理及各類電(dian)(dian)務(wu)(wu)服(fu)務(wu)(wu)。橫向上來(lai)講(jiang)，還可(ke)裂變(bian)出燃氣、冷(leng)熱電(dian)(dian)三聯供(gong)什(shen)么的，借助國家大數據、云計算及新技術的推廣，新能源(yuan)、能源(yuan)互聯網等很(hen)多(duo)業務(wu)(wu)都(dou)很(hen)快成為現實。零售(shou)賣(mai)的是(shi)什(shen)么?一是(shi)有形的商(shang)(shang)品，二是(shi)無(wu)形的服(fu)務(wu)(wu)。電(dian)(dian)要回歸商(shang)(shang)品屬性，國家電(dian)(dian)力(li)體制(zhi)改革使電(dian)(dian)力(li)相關的服(fu)務(wu)(wu)正式進入(ru)了售(shou)電(dian)(dian)公(gong)(gong)司(si)的發展戰略和核心業務(wu)(wu)。制(zhi)度上的保證和公(gong)(gong)司(si)內(nei)在(zai)(zai)發展的雙管齊下(xia)，售(shou)電(dian)(dian)公(gong)(gong)司(si)的延伸和增值(zhi)服(fu)務(wu)(wu)一定會(hui)(hui)越來(lai)越好，并能創(chuang)造(zao)出更(geng)多(duo)的能源(yuan)消費(fei)形態和商(shang)(shang)業模式，相信全社會(hui)(hui)的用能水平也會(hui)(hui)因售(shou)電(dian)(dian)公(gong)(gong)司(si)的存在(zai)(zai)而得(de)到(dao)快速提(ti)升。

3、有利促(cu)進(jin)市場(chang)形成。大家知(zhi)道(dao)，作(zuo)(zuo)為新(xin)生行業的(de)(de)(de)售電(dian)市場(chang)，曾(ceng)幾何時，很多(duo)人(ren)曾(ceng)一(yi)(yi)(yi)頭霧(wu)水(shui)，電(dian)一(yi)(yi)(yi)直(zhi)是看得見(jian)摸不(bu)著(zhu)的(de)(de)(de)，能拿來賣(mai)?不(bu)可思(si)議!電(dian)改(gai)推(tui)行的(de)(de)(de)直(zhi)接交易雖然開(kai)放(fang)了(le)批發(fa)市場(chang)，但沒有零售市場(chang)，高高的(de)(de)(de)門(men)檻大多(duo)數(shu)中(zhong)小企業是很難邁進(jin)的(de)(de)(de)。沒有中(zhong)小電(dian)力(li)(li)用戶的(de)(de)(de)參與，很難說這是一(yi)(yi)(yi)個(ge)(ge)開(kai)放(fang)的(de)(de)(de)市場(chang)。再者，電(dian)力(li)(li)商品畢竟不(bu)同于一(yi)(yi)(yi)般的(de)(de)(de)商品，不(bu)能儲(chu)存、也不(bu)能一(yi)(yi)(yi)手(shou)(shou)交錢一(yi)(yi)(yi)手(shou)(shou)交貨，因而(er)迫(po)切需(xu)要(yao)一(yi)(yi)(yi)個(ge)(ge)專業的(de)(de)(de)組織來充當(dang)眾多(duo)中(zhong)小電(dian)力(li)(li)用戶的(de)(de)(de)代理人(ren)。而(er)售電(dian)公(gong)司正是以這樣(yang)的(de)(de)(de)身份起到(dao)重要(yao)的(de)(de)(de)橋梁和中(zhong)介作(zuo)(zuo)用。通過售電(dian)公(gong)司的(de)(de)(de)宣傳和促(cu)進(jin)，激發(fa)了(le)社(she)會各方參與電(dian)力(li)(li)市場(chang)的(de)(de)(de)活力(li)(li)，擴大了(le)電(dian)力(li)(li)市場(chang)的(de)(de)(de)廣度(du)和深度(du)。可以這樣(yang)說，有了(le)售電(dian)公(gong)司不(bu)懈的(de)(de)(de)努力(li)(li)，電(dian)力(li)(li)市場(chang)才真是一(yi)(yi)(yi)個(ge)(ge)真市場(chang)。

當然，有(you)(you)收(shou)入就會(hui)有(you)(you)成(cheng)本(ben)，天下沒有(you)(you)免(mian)費的(de)(de)(de)(de)午餐。無端的(de)(de)(de)(de)多了一個售(shou)電(dian)(dian)(dian)環(huan)節，增加的(de)(de)(de)(de)成(cheng)本(ben)顯而(er)可(ke)見(相對(dui)服務和收(shou)益來(lai)(lai)(lai)講，從(cong)成(cheng)本(ben)學來(lai)(lai)(lai)講又可(ke)以可(ke)接(jie)受)。電(dian)(dian)(dian)力(li)的(de)(de)(de)(de)網(wang)絡性(xing)使得電(dian)(dian)(dian)力(li)的(de)(de)(de)(de)銷售(shou)不(bu)像一般零(ling)售(shou)商品那樣，需(xu)要供應鏈(lian)的(de)(de)(de)(de)配合和支撐(cheng)，從(cong)物流(liu)上來(lai)(lai)(lai)說(shuo)，電(dian)(dian)(dian)的(de)(de)(de)(de)傳遞(di)是靠電(dian)(dian)(dian)網(wang)和電(dian)(dian)(dian)網(wang)企業來(lai)(lai)(lai)完(wan)成(cheng)的(de)(de)(de)(de)，我們(men)(men)不(bu)能說(shuo)，電(dian)(dian)(dian)力(li)零(ling)售(shou)“是電(dian)(dian)(dian)力(li)行業的(de)(de)(de)(de)商業環(huan)節，商業是社會(hui)分工的(de)(de)(de)(de)重要組成(cheng)部分”而(er)論證售(shou)電(dian)(dian)(dian)公(gong)司(si)(si)存(cun)在的(de)(de)(de)(de)合理(li)性(xing)。那是因(yin)為它是什么(me)所以需(xu)要它的(de)(de)(de)(de)循環(huan)論證。局限變了，環(huan)境變了，我們(men)(men)要論證新(xin)組織的(de)(de)(de)(de)合理(li)性(xing)，就必須在新(xin)的(de)(de)(de)(de)條件下，在收(shou)入與成(cheng)本(ben)的(de)(de)(de)(de)比較中(zhong)(zhong)來(lai)(lai)(lai)選擇(ze)。那么(me)，通過(guo)售(shou)電(dian)(dian)(dian)公(gong)司(si)(si)能給(gei)用戶新(xin)增加的(de)(de)(de)(de)價值是什么(me)呢?最顯而(er)易(yi)見的(de)(de)(de)(de)是降低(di)偏差(cha)電(dian)(dian)(dian)量(liang)考核(he)的(de)(de)(de)(de)收(shou)益。說(shuo)更直(zhi)接(jie)來(lai)(lai)(lai)說(shuo)，用戶通過(guo)售(shou)電(dian)(dian)(dian)公(gong)司(si)(si)集中(zhong)(zhong)代理(li)，可(ke)有(you)(you)效轉(zhuan)移參加電(dian)(dian)(dian)力(li)交易(yi)的(de)(de)(de)(de)風險。根據廣東電(dian)(dian)(dian)力(li)交易(yi)中(zhong)(zhong)心(xin)(xin)發布《關于2018年1月份廣東電(dian)(dian)(dian)力(li)市場結算情況(kuang)通知》來(lai)(lai)(lai)看，售(shou)電(dian)(dian)(dian)公(gong)司(si)(si)獲利(li)為0.17億元，有(you)(you)35家售(shou)電(dian)(dian)(dian)公(gong)司(si)(si)虧損;電(dian)(dian)(dian)力(li)用戶獲利(li)7.19億元，占總獲利(li)97.73%!可(ke)見，除了偏差(cha)電(dian)(dian)(dian)量(liang)中(zhong)(zhong)隱含(han)的(de)(de)(de)(de)知識成(cheng)本(ben)有(you)(you)多大外，也反映(ying)出(chu)售(shou)電(dian)(dian)(dian)小伙伴們(men)(men)“拿(na)著(zhu)賣白菜的(de)(de)(de)(de)錢，操著(zhu)賣白粉的(de)(de)(de)(de)心(xin)(xin)”的(de)(de)(de)(de)辛苦現象。

另外，由于(yu)電(dian)(dian)(dian)(dian)力(li)技術密集(ji)，產業鏈(lian)較(jiao)長(chang)，售(shou)(shou)電(dian)(dian)(dian)(dian)延伸至客(ke)戶(hu)端可(ke)想象的(de)(de)(de)空(kong)間十分極大(da)。電(dian)(dian)(dian)(dian)務(wu)服(fu)務(wu)、電(dian)(dian)(dian)(dian)力(li)工程、需求側響應、多能互補、新能源、智(zhi)能用(yong)電(dian)(dian)(dian)(dian)、儲能、微電(dian)(dian)(dian)(dian)網、金融(rong)、綜合(he)(he)能源等(deng)服(fu)務(wu)的(de)(de)(de)加入，也因售(shou)(shou)電(dian)(dian)(dian)(dian)行為(wei)而延伸的(de)(de)(de)服(fu)務(wu)市(shi)場(chang)與電(dian)(dian)(dian)(dian)能銷售(shou)(shou)相(xiang)比，已不是同一個(ge)數(shu)量級(ji)，因此，售(shou)(shou)電(dian)(dian)(dian)(dian)可(ke)能就是一個(ge)杠(gang)桿，只要找(zhao)到合(he)(he)適(shi)的(de)(de)(de)著力(li)點，未來的(de)(de)(de)售(shou)(shou)電(dian)(dian)(dian)(dian)增(zeng)值服(fu)務(wu)一定會(hui)超越(yue)售(shou)(shou)電(dian)(dian)(dian)(dian)而成(cheng)為(wei)主業，有作為(wei)的(de)(de)(de)售(shou)(shou)電(dian)(dian)(dian)(dian)公司的(de)(de)(de)價值將(jiang)逐漸得以(yi)展(zhan)現。

售電(dian)(dian)分析(xi)師認為(wei)，隨著電(dian)(dian)改的深(shen)入和市(shi)場的需求，售電(dian)(dian)將成為(wei)免費。用(yong)電(dian)(dian)代(dai)理服務也將成為(wei)一(yi)個營銷(xiao)手(shou)段。雖然受市(shi)場監督還不夠(gou)規范、行業(ye)固有利益要(yao)待打(da)破(po)、交易受干預太多等原因(yin)影響，現在大多售電(dian)(dian)公司仍處于煎熬(ao)中。但是要(yao)堅信(xin)，電(dian)(dian)改沒有回頭(tou)路，國家對電(dian)(dian)力體制(zhi)改革的力度(du)和深(shen)度(du)都是空前的。因(yin)此，售電(dian)(dian)公司不僅必要(yao)，而(er)且必須!售電(dian)(dian)公司熬(ao)過鳳凰涅槃的洗禮，一(yi)定會迎來浴火重(zhong)生(sheng)的精(jing)彩。