RAMP: A Unique Solution to Recovering Lost Revenue by Chris Trayhorn, Publisher of mThink Blue Book, May 14, 2007 Revenue losses are a common problem among utilities across the globe and are typically segmented into three categories: Technical energy/commodity lost during distribution; Administrative internal operational issues related to under-billing; and Commercial theft and fraud. Across all three loss types, UtiliPoint (a leader in providing research to the utilities industry) estimates revenue lost at between 3 and 7 percent (see Figure 1). The following review will focus on administrative and commercial losses, which make up 2 to4 percent of total revenue. For a typical large North American utility, commercial and administrative revenue losses can amount to over $150 million per year. Most utilities employ small internal revenue assurance teams that largely focus on theft and rely on field personnel to identify and resolve issues. Also, current revenue assurance processes within utilities are highly manual and not data-intensive. Employing such an approach leaves significant money on the table. Recently, computer applications have emerged for utilities to purchase that automate the process of looking for either unpaid bills or energy theft. This approach, however, also fails to optimize the revenue recovery, due to inexperience with these analytical tools, insufficient staffing and a utilitys hesitation to invest in prevention programs. IBM had developed a Revenue Assurance Management Program (RAMP) to address revenue losses in the utilities industry. The program is comprised of a proprietary methodology and set of tools to identify and recover lost revenue for gas, electric and water utilities. RAMP has as its foundation a gain-sharing and governance model that meets the needs of utilities, with various implementation options. A unique characteristic of RAMP is that as opposed to being just an application that the utility can purchase, the offering is available as a service to the utility. RAMP materially improves the identification, collection and prevention of administrative and commercial losses across 20 different loss types. The program includes: Statistical Analysis of Loss Types IBM applies sophisticated filters to a utilitys billing, metering and other transactional data in order to identify different loss types including, but not limited to, theft losses, miscalculated bill due to company error, incorrectly sized meter/regulator for consumption, and under-registering meters. Analytical tools are available through Itron, an IBM partner, as well as tools developed by IBM Research (see Figure 2). The tools capture and analyze more than 125 fields of data, helping to materially improve the identification of losses. The analysis tools are complemented by the experienced IBM-Itron team, combining decades of industry expertise with critical analytic skills. The following capabilities and services are available with RAMP: Flexible Identification, Investigation and Recovery Approach The RAMP approach enables a utility to collaboratively determine which tasks in the revenue assurance recovery process should be completed by which partner. IBM is flexible in assigning roles and is prepared to undertake all RAMP tasks. Enhanced Back-Billing System Once a revenue assurance lead is confirmed to be a loss, there is a need to back-bill the account (subject to any PUC or utility company guidelines that restrict the length of back-billing). Many utilities have a less-than-optimal method of reconstructing the back-bill, effectively losing a portion of the potential revenue recovery. To effectively back-bill the account, it is necessary to understand the causative reasons for the meter under-registration, and then to use a back-billing approach that recognizes and responds to those causative factors. Typically the causative factors leading to under-registration fall into one of two categories: fixed percentage of loss and variable patterns of loss. Fixed percentage losses occur frequently, particularly for meters that are inaccurate and also for several theft types. These loss types exhibit a rather constant, fixed percentage of loss once the loss starts. As an example, if tampering disables one phase of a two-phase meter, and that phase carries 45 percent of the load (based on an analysis of the customer site at time of theft detection), then the re-billing would need to make up for that missing 45 percent. A variable pattern loss would be caused by a different kind of theft, e.g., a customer who tampers with the meter one week, but not the next. The key here is to measure the total load and also look at periods when no tampering occurred to determine the appropriate base level of usage/demand. A seasonally adjusted, customer-specific base graph is then created and compared with the tampered readings to highlight the amount of under-registration. Once the theft type (fixed versus variable) is known, then a re-billing tool can recalculate the missing amounts. This, however, is only one aspect of the re-billing engine. The re-billing tool must also recognize other factors, like days in the month for variable loss types and whether there was an estimated reading (estimated readings can distort re-billing, since an under-billing in the estimated month can artificially inflate the usage in the month where the actual reading is recorded). The end result is a professional presentation that helps the utility to improve the back-billing accuracy (start date and amount of recovery), facilitating customer discussions and supporting back-billing challenges with the PUC or other public organizations, e.g., for prosecuting theft (see Figure 3). Investments to Enhance Utility Loss Prevention The RAMP review will identify the root causes of several loss types and help quantify the loss impact on the utility. IBM, after utility review, is prepared to undertake loss prevention projects which require IBMs investment when there is an appropriate anticipated return on investment. In the end, RAMP not only identifies leads for the utility, but it maximizes revenue recovery via improved billing and loss prevention. RAMP is supported by a proprietary database to enable detailed loss recovery analysis, combined with a work flow management system that plans, controls and supports daily revenue assurance investigations. Gain Sharing Provides Unique Advantages to Utilities An additional, key aspect of the RAMP solution is the opportunity to provide utilities with revenue upside through a gainshare arrangement (see Figure 4). This arrangement is unique to the industry and provides potential utilities in a capital- intensive industry with the opportunity to recover losses with minimal to no investment, with reduced risk. The percentage of gain sharing that goes to the utility is specific to each contract. However, the gain-sharing formula is based on a due diligence review of potential benefits and costs, and it is developed so that the arrangement provides the utility with significant revenue recovery over a potential multi-year contract. Filed under: White Papers Tagged under: Utilities About the Author Chris Trayhorn, Publisher of mThink Blue Book Chris Trayhorn is the Chairman of the Performance Marketing Industry Blue Ribbon Panel and the CEO of mThink.com, a leading online and content marketing agency. He has founded four successful marketing companies in London and San Francisco in the last 15 years, and is currently the founder and publisher of Revenue+Performance magazine, the magazine of the performance marketing industry since 2002.