For many enterprise energy buyers, signing a retail electricity contract every one to three years has become the default approach. It feels easy, predictable, and familiar. But here’s the hard truth: retail energy does not pass through true wholesale.
Whether you’re a data center operator in PJM, a hospital network in NE-ISO or a REIT portfolio in the NYISO, every retail supplier and utility ultimately sources from the same place—the wholesale market run by the Independent System Operator (ISO). The difference is in what you pay. And if you’re buying retail, you’re paying too much.
The Hidden Costs of Retail Energy
Retail suppliers market themselves as facilitators, but what are they really facilitating? The list of markups is long:
- Hidden margins built into “fixed price” products
- Risk premiums to protect the supplier’s bottom line
- Broker fees layered into your contract
The result? Enterprises overpay for energy year after year, often without realizing it.
Why ISO Direct is Different
ISO direct procurement eliminates the middleman. Instead of buying power through a retail supplier, enterprises purchase directly from the same wholesale ISO market used by suppliers and utilities.
This approach is not about speculation or added risk. It’s about control and transparency.
- Retail = highest costs, least transparency
- Utility = moderate value, limited visibility
- ISO Direct = maximum savings and full transparency
At ECM, we’ve proven that enterprises can achieve 5%–25% cost reductions without taking speculative positions—just smart, managed market access.
The Executive Impact
For enterprises with large loads, the numbers are transformative:
- Data centers: Seven-figure savings are common in year one; for hyperscale facilities, savings can scale into tens of millions or even hundred+ million.
- Hospitals and healthcare systems: Lower energy costs free capital for patient care and facility investments.
- Financial institutions and REITs: Cost transparency supports ESG mandates and boosts investor confidence.
In short, ISO direct turns energy procurement into a strategic advantage, not just a line item on the budget.
Key Takeaways from Ask the ISO Expert: Episode 3
- Retail does not equal wholesale: Retail contracts are built on the same ISO wholesale market but add costly layers of fees, margins, and premiums.
- ISO direct delivers transparency and savings: Buying energy from the same place that suppliers do but being able to maximize visibility and control by going direct.
- Savings at scale are significant: ECM clients achieve 5%–25% reductions, with many realizing seven-figure savings in the first year.
- Enterprise scale magnifies opportunity: For hospitals, REITs, financial institutions, and data centers, ISO direct translates into multi-million-dollar advantages.
- With ECM, results are proven: 20+ years in NYISO, PJM, and NE-ISO markets with a 100% client success record.
Watch the Ask the ISO Expert Video Series
To help executives navigate today’s complex energy landscape, ECM launched the Ask the ISO Expert video series:
Episode 1: What is the ISO and Why It Matters
Episode 2: The Advantages of ISO Membership
Episode 3 (This Episode): ISO Direct vs. Retail Energy Procurement
Watch Episode 3 now to learn why retail is not wholesale—and how ISO direct can transform your energy strategy.
About the Expert
Eugene Garcia is the President of ECM Energy Management Services. For over 20 years, he has worked directly with Independent System Operators (ISOs) across the U.S., helping Fortune 500 companies, data centers (hyperscale, colocation and enterprise), hospitals, REITs, and financial institutions reduce energy costs, secure power capacity, and achieve sustainability goals.
Earlier in his career, Eugene designed power plants in the U.S. and contributed to global power plant development and electric distribution system projects. This combination of hands-on engineering and international perspective provides him with a unique understanding of how energy systems operate under different market, regulatory, and grid conditions. These insights translate into practical strategies for U.S. clients—enabling him to anticipate risks, engineer creative solutions, and deliver measurable results.
Under his leadership, ECM has maintained a 100% success rate navigating complex ISO markets in PJM, NYISO, and ISO-NE.
About ECM
ECM Energy Management Services is a boutique consultancy specializing in ISO direct energy procurement and enterprise energy management. With deep expertise across NYISO, PJM, and NE-ISO, ECM partners with data centers, financial institutions, hospitals, and REITs to:
- Secure wholesale power at ISO pricing
- Integrate renewables and RECs
- Optimize demand response and energy costs
- Deliver carbon accounting and ESG alignment
Our mission is simple: turn energy from a cost burden into a strategic advantage.