Introduction to Smart Grid Asia US LTD By

Introduction to Smart. Grid. Asia. US LTD By Terry Chandler Team Leader

What is Smart. Grid. Asia. US • • A new Asian business development management team focused on the Smart. Grid market. A single point of contact resource for companies entering the Asian Smart. Grid market • • • marketing sales management technical sales technical support local service centers commercial transaction capability in the major markets of Asia. all rights reserved February 21 2

Why outsource Asian Business development for Smart. Grid products? Because the Asian market is really 18 unique markets. Smart. Grid defines a market segment so resources can be focused. Doing business with utilities in Asia is all about long term relationships. SGA. US has those relationships. Dramatically reduce the time to market. Virtual instant market presence Share expensive resources to manage costs to enter Asian Markets. all rights reserved February 21 3

Services offered by Smart. Grid. Asia. US LTD Sales management for the region. • • Recruit and train distributors as needed. Forecast business by major market Manage distribution channels Sales plans and key account strategies. Marketing for each major market. • • Local literature Local advertizing Feedback for local product features Shared exhibition and product shows all rights reserved February 21 4

Smart. Grid. Asia. US technical services Technical services • Local engineers to do technical product presentations in local language • Translation of technical material • Training of local customers • Feedback on technical features required for local market • Service center for major markets • Accompany customers to factory for training or product acceptance all rights reserved February 21 5

Smart. Grid. Asia. US busines services Local distribution channel in all major markets. ◦ Financially and technically qualified local companies that are part of the SGA. US team. ◦ Have long term relationships with local utilities ◦ Are very familiar with local Smart. Grid market Local commercial transactions in major markets ◦ Local currency for customers, US $ for suppliers Legal and documentation requirements for each major market all rights reserved February 21 6

Smart Grid Asia • • • Part of a worldwide revolution (not evolution) in how the electric utilities will operate and do business. A modernization of the basic electrical system and the business of electrical supply. A market discontinuity, no longer business as usual. No proven road map for utilities. A once in life time business opportunity for suppliers to the electrical utilities. A new market with new demands for new technology, new ideas, new business models. all rights reserved February 21 7

Smart. Grid market for business Large Government investments in technology (Est 45 Billion $$ by 2015) Demand for new technology to solve problems created by Smart. Grid changes in the network Demand for grid and network monitoring points. Smart. Grid sensors Demand for software, data analysis, reporting and new control Demand creative solutions to integrate existing electrical networks with new technology all rights reserved February 21 8

• • • Drivers of the Smart Grid Asia Governments and their desire to show action to the voters. “ Green power”; new high tech jobs; new business Utility owners and their desire for increased return on investment with reduced operating costs and improved reliability and quality of supply. (QOS) Utility operations management and their desire to lower operating costs and integrate new technology Utility Engineering management and their desire to modernize the network and it’s operation with new technology Technology advances in almost every aspect of the utility business that have not been adopted because of the extreme conservative nature of the electrical utility business. Transmission and Distribution inefficiency. (see next slide) all rights reserved February 21 9

Electric network effeciencies? all rights reserved February 21 10

2005 to 2007 data all rights reserved February 21 11

Electricity Market growth Asia vs the USA and world 2004 Asia MW was approximately the same as USA with 10 times population 2007 Asia MW-hr was nearly double the USA. With 10 times the population. all rights reserved February 21 12

Smart. Grid plans for alternative energy sources Utilities are resistive to adapting them because of the costs to connect and the risk to the network stability/reliability/QOS. Small percentage of the total power required Most are not available 24/7 ROI is not within the utility business model. Smart. Grid is forcing them on the utilities by government regulation and political action. Now the utilities must learn how to integrate these sources all rights reserved February 21 13

Smart Grid areas of change • Electrical Network structure – More sources, more switching, more automation, more monitoring points, more data, etc • Engineering – Complexity will increase – More communication/networking/data – Control systems – Integration of all energy sources – Integration of new technology all rights reserved February 21 14

Market discontinuity I • The business model for utilities has not changed in recent history. – Heavily regulated – Government operated – Conservative (little room for creativity) – Very slow to adapt new technologies (so few new technologies developed) – Power engineering – Investment expects a fixed return. Low risk all rights reserved February 21 15

Market opportunities with Smart. Grid • • Investments in new technologies or new applications of old technologies Network self healing Automatic fault location Automatic islanding to micro-grids Integration of large and small energy storage devices. Substation size to electric cars Two way data communications at every level A data network to parallel the electrical network all rights reserved February 21 16

Business opportunities Depends on the stage of development of Smart Grid in that utility or country. ◦ Investigative and road map development. Consulting and relationship building ◦ Research and pilot project Data integration Software Small systems Identify requirements all rights reserved February 21 17

Smart. Grid. Asia. US Market Area SGA. US locations all rights reserved February 21 18

Smart. Grid. Asia. US Clients PQT International division restructed and renamed to Smart. Grid. Asia. US. Dranetz-BMI Inc, a manufacturer of PQ instruments and Smart. Grid monitoring systems; Electrotek Concepts Inc power engineering services company that sells an Enterprise level software system for Smartgrid monitoring. Ecelon Corp, Smart metering and AMR systems with PLC technology, PQSI PQ mitigation solutions, and Intellipower UPS. all rights reserved February 21 19

Historical clients of SMG. US PQT(Now SMG. US) has had long term consulting and business arrangements in Asia with ◦ Oneac (now Chloride), ◦ S&C Electric PQ division, ◦ Vectek PQ solutions (now ABB), ◦ Reliable Power Meters (now Fluke). all rights reserved February 21 20

Team members SGA. US Terry Chandler, Team Leader ◦ 16 years experience in Semiconductor test market ◦ 20 years experience in Asia market ◦ Founder/Owner Power Quality Thailand LTD/PQ Inc USA Sandra Mc. Cardell, Int’l marketing specialist, energy savings and quality of supply. Eric Stojkovich, Int’l business financial specialist and business development. Jay Babin, Int’l green energy specialist and biotechnology development P. G Phang, Int’l service and technical support engineer. February 21 21

Distribution company Partners B&P Seoul Korea. Semiconductor and manufacturing companies in Korea Vatek, Seoul Korea. Electric utilities Korea Power Quality Thailand LTD. Electric Utilities SCL Manila Philippines , Electric Utilities Thag LTD, Malaysia. Electric Utilities Quatek, Taiwan. Electric utilities and semiconductor companies BJHT, Beijing. Electric utilities Northern China Shanghai S. Power, Utilities Southern China Cyronix, Mumbai. Utilities in India all rights reserved February 21 22

Contacts Terry Chandler 1 -928 -941 -3943 or 662 -373 -6340 Terry. C@powerquality. org eric. stojkovich@gmail. com sandym@currentc. com Pg. Phang@powerquality. org Ms. Sireelux Chunhanitchoopong. Sirulux. CC@powerquality. co. th Marketing Administration Smart. Grid. Asia. us Tel. 66 -2 -3736340 fax 66 -2 -373 -2532 all rights reserved February 21 23