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General Management | "Growth Collaterals: Securing Tomorrow - 'Carbon Trading'"

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Growth Collaterals: Securing Tomorrow - 'Carbon Trading'

- by Prateek Mathur & Pinky Singh *

Previous

Page - 5

There are two steps to a successful sales strategy: -

Step I: Target Market Identification

1. Segmentation of the CDM Buyer Market: Buyer Categories

  • Compliance Markets: Mandatory legal obligation to reduce green-house gas emissions. For a list of main compliance buyers, refer Annexure C.
  • Voluntary or Retail Schemes: Voluntary compliance targets for public relations purposes or to promote products as "climate-neutral".

    • 2. Rise of the Secondary Markets

    The secondary market for CERs largely consists of portfolios of guaranteed-delivery CERs offered by blue-chip sellers to deliver CERs with most if not all delivery risk assigned to the seller. This market is expected to grow rapidly in the coming years and can be an important source of revenue for sellers: -

  • Several buyers like the delivery certainty of guaranteed secondary CERs and are willing to pay a higher price for the certainty.
  • Secondary markets provide companies and funds with the opportunity to liquidate some part or all of their positions for cash. This is especially true when the ITL is not in place, prolonging the time they have to wait before transacting their assets.
  • Secondary markets provide access to a wide variety of regulated and unregulated markets.

    • Next

    * Contributed by: -
    Prateek Mathur & Pinky Singh,
    MBA (2nd Year),
    Faculty of Management Studies (FMS),
    University of Delhi, Delhi.
    Article posted on March 7, 2009.

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