Transcript Vestas‘ Tools for Securing Investments

Vestas‘ Tools for Securing Investments
Andreas Thomas
Senior Vice President Sales
Vestas Central Europe
2nd National RAWI Conference
Moscow, November 2010
Vestas‘ Tools for Securing Investments
Agenda
1. Vestas – Global Outlook, Local Presence
2. Technical Perfection – Business Case Certainty and Cost of Energy
3. Project Finance
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Vestas’ Tools for Securing Investments
1. Vestas – Global Outlook, Local Presence
Vestas in the world
Legal entities in Austria
& Eastern Europe
Vestas Czechia s.r.o.
Vestas Slovakia s.r.o.
Vestas Central Europe
Vestas Hungary Kft.
Vestas Bulgaria EOOD
Vestas CE Zagreb d.o.o.
Sales departments EE region
Vestas Romania s.r.l.
Austria & South Eastern Europe:
Vestas RUS OOO
AT, HU, CZ SK, HR, BIH, SI
Bulgaria
Romania
Russia
RU, UA, AZ, KZ, TJ, TM, UZ
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In Progress:
Vestas in Ukraine
Vestas in Azerbaijan
1. Vestas – Global Outlook, Local Presence
Value Drivers
Cost of Energy
Business Case
Certainty
Easy to Work
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Vestas Must Do’s
Based on our customers’ opinions
The purpose is to improve our processes and meet the expectations
Further differentiators:
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Innovation leadership
Global approach
Partnership
Cost to nature and society
Vestas’ Tools for Securing Investments
1. Vestas – Global Outlook, Local Presence
Portfolio Central Europe – Turbine types for every site
V52 - 850 kW
Suited for a broad spectrum of medium and high
winds
V80 – 2.0 MW
Optimised for medium and high winds
Suited for both onshore and offshore
V90 – 1.8 MW / V90 – 2.0 MW
Optimised for low and medium winds
V90 - 3.0 MW
Optimised for high winds
V100 - 1.8 MW
Low wind onshore sites
V112 - 3.0 MW
Onshore & Offshore turbine
Designed for low and medium wind speed
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2. Technical Perfection
Technology R&D
Creating Business Certainty
Reliable turbines
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Turbine efficiency
Turbine availability
Sustainability
Cost of energy
Long internal experiences in technology
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Gear & drive train
Power electronics
Electromagnetic design
Advanced loads modeling
Wind power plant
Aerodynamics
Materials science
Composites
Advanced control systems
Structural design & analysis
Reducing CoE
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Scale effects
Better turbine design
Technology development, e.g. pitch regulated variable speed
New blade technologies, e.g. carbon fiber
Global sourcing and improved scale
Reduction of operating & maintenance costs
Technology development, e.g., reduced weights, smarter products, advanced aerofoil and control strategies
Vestas’ Tools for Securing Investments
2. Technical Perfection
Power Plant Solution Offerings
Power Plant Siting
SiteHunt
SiteDesign
Power Plant Design
Grid Integration Study
Electrical Pr-Design
Power Plant Operation
AOM Operational Support
AOM 1000 – 5000
AOM Power Plant
Power Plant Performance
Complex Wind Operation
Performance Optimization
Park Control Optimization
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2. Technical Perfection
Matchmaking and Tools
Powerful Matchmaking
Matchmaking value expectations
High accuracy (mesoscale model data to construct data for long-term conditions)
+ High precision (Computational Fluid Dynamics – complex terrain features)
Business case certainty
Wind&Site Tools
Extreme wind analysis
Extreme wind and extreme turbulences
Vestas SiteDesign
SiteDesign optimization
Input for Service planning
Aspects of the process
1) Climatic conditions
ￚ Wind speed
ￚ Turbulence
ￚ Shear, etc.
2) Rapid changes in climatic conditions
3) Singe ridge warnings
4) Service costs
5) Production
6) Knowledge about grid connections
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2. Technical Perfection
Business Case Certainty and Cost of Energy
Early entry enables early decisions – aided by “Virtual Reality”
Total Cost of Energy displayed on Google Earth
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2. Technical Perfection
Vestas Performance & Diagnostics: OPEX Certainty – Translating data into value
Vestas Customers want…
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Maximum performance settings
Estimated costs of the service
Reliability and performance
Maximum quality of service
Improved Turbine Performance
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10 Vestas’ Tools for Securing Investments
Prevention of Component Failure and Errors
• Our task - "Prevention of failure prevention!
=> Definition of eliminating potential problems
before they occur
Less Standstill of your turbine – and all necessary work done
in Low Wind Periods!
• Prevention reduces down times
• Providing data on the wind acriss the globe to plan our
service
Bundling of Service Orders an thus less turbine visits
Aggregate orders for maintenance cut number of
visits to a wind turbine
• Our goal – efficient planning of maintenance
2. Technical Perfection
Performance Monitoring & Diagnostic Centre
The world's largest wind energy company
• 39 870 МW
• 41 450 WTG
We work all over the world around the clock
seven days a week
Advanced Diagnostics
• Full monitoring of wind turbine
• 6 Sigma-Analysis
• Methods to reduce operational risks
More Energy
• More than 70 terabytes of data
• Operating conditions
Use global data to improve the
performance of the local fleet
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2. Technical Perfection
Performance Monitoring & Diagnostic Centre
Standard Service Contracts
- Turbine Service
- Error response
- Component Repairs
- Wind turbine uptime guarantees
Vestas Service Contracts……Standard Service Contract +
Service Contracts + Production security
- wind turbine ‘production yield’ guarantees
Complete Wind Park Operations + Full Security
- Infrastructure Maintenance and operations
- Roads, cables, land control
- electrical interconnect equipments (substation)
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3. Project Finance
Capital Supply for Financial Institutions
Vestas Banking Relations Management
establish and maintain contact and network to financial institutions active today or potentially in the future in
the field of wind farm financing
International Banks
Local Banks
Development Financial Institutions
Others
Ongoing exchange about
Lending Products, Policies, Terms & Conditions
Vestas Products & Services, Terms & Conditions
Local Market Conditions
Customers Capital Demand
1. Initial information collection about project finance status and support demand of the project company
done by Vestas Sales Managers
2. In case of support demand: Information transfer to Project Finance and internal discussion
3. Evaluation of financial information:
• Vestas cash flow modelling
• First internal matching of financing demand with capital supply from existing financial network
4. Discussion with client about project finance support more detailed
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3. Project Finance
Matching Capital Supply and Capital Demand
1. Second internal matching capital demand by clients with capital supply from existing
financial network
2. Recommendation of meetings with financial institutions to client
3. Vestas contacts financial institutions to arrange and prepare initial meeting
4. Involvement EKF if needed
5. Info package preparation by client with Vestas support, e.g. financial model, wind
assessment study, annual report … according to banks criteria
6. Joint meeting bank, customer, Vestas to discuss project details, timeline, next steps,
working packages, contractual details …
7. Perpetual communication as demanded by the parties also after financial close
Vestas’ Project Finance is Facilitator, Connector, Sparing Partner, Supporter
Aim: Financial Close
Quality Approach
Professionalism
Confidentiality & Trust
Long Term Relationship
Mutual Benefit
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Thank you for your attention
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