Transcript Smart Grid Asia

By Terry Chandler
Team Leader
•
•
A new Asian business development
management team focused on the SmartGrid
market.
A single point of contact resource for
companies entering the Asian SmartGrid
market
•
•
•
•
•
•
marketing
sales management
technical sales
technical support
local service centers
commercial transaction capability in the major
markets of Asia.
all rights reserved
July 15
2






Because the Asian market is really 18 unique
markets.
SmartGrid 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
July 15
3
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
July 15
4
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
July 15
5

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 SmartGrid 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
July 15
6
•
•
•
•
•
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
July 15
7





Large Government investments in technology
(Est 45 Billion $$ by 2015)
Demand for new technology to solve
problems created by SmartGrid changes in the
network
Demand for grid and network monitoring
points. SmartGrid sensors
Demand for software, data, data analysis,
reporting and new control
Demand creative solutions to integrate
existing electrical networks with new
technology
all rights reserved
July 15
8
•
•
•
•
•
•
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
July 15
9
all rights reserved
July 15
10
all rights reserved
July 15
11
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
July 15
12






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.
SmartGrid 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
July 15
13
•
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
July 15
14
•
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
July 15
15
•
•
•
•
•
•
•
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
July 15
16

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
July 15
17
SGA.US locations
all rights reserved
July 15
18





PQT International division restructed and
renamed to SmartGridAsia.US.
Dranetz-BMI Inc, a manufacturer of PQ
instruments and SmartGrid 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
July 15
19

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
July 15
20





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 McCardell, 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.
July 15
21









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
July 15
22









Terry Chandler 1-928-941-3943 or 662-373-6340
[email protected]
[email protected]
[email protected]
[email protected]
Ms. Sireelux Chunhanitchoopong.
[email protected]
Marketing Administration
SmartGridAsia.us
Tel. 66-2-3736340 fax 66-2-373-2532
all rights reserved
July 15
23