Selling PFIFFNER in the UK. Paul Haines

Transcription

1 Selling PFIFFNER in the UK. Paul Haines

2 Contents Introduction, Country & Market Overview UK. Accessing the Market Critical Success Factors. Developing the Business Together. Proposed Pfiffner Support. Status Update. Next Steps. Conclusion. / page 2 / 12/06/2017

3 Introduction Based in Liverpool, North West UK. Over 50 years of combined industry experience. Significant UK relationships with key influencers. Limited Company UK Government registered. VAT Registered with HM Customs and Excise. Well positioned at design stage for UK electricity infrastructure projects. Source : ENWL West Didsbury 132kV Project 2011/ / page 3 / 12/06/2017

4 UK Market Overview The UK electricity system is undergoing a period of significant change. The market is moving from a large-scale conventional fossil fuel dominated generation mix to intermittent renewable generation. Over the past few years we have seen a marked increase in output from wind and solar farms. Coal fired power generation, the traditional method is in major decline. Over 2015 and 2016, the share of electricity generated from gas increased, while the share generated from coal decreased. This was partly due to improved economics for gas-fired generators. 4 / page 4 / 12/06/2017

5 UK Market Evolution Power Generation Terawatt Hours (TWh) 2006 vs Major Decline Key for Renewable support Major Growth Coal Oil Gas Nuclear Renewable (Wind / Solar / Hydro / Bio) Other Net imports (Interconnectors) Source : Ofgem April / page 5 / 12/06/2017

6 Target Market / Territory Territory : UK and Ireland Market Power Transmission Power Distribution Route Transmission Network Operator Distribution Network Operator Voltage kV kV 6 / page 6 / 12/06/2017

7 Map of UK Electricity Transmission 7 Voltage Class : 275kV, 400kV Source : ENA / page 7 / 12/06/2017

8 NG Transmission Network Scale of National Grid transmission network coverage in comparison to Scottish Power and Scottish and Southern. 8 Voltage Class : 275kV, 400kV / page 8 / 12/06/2017

9 Map of UK Power Distribution 9 Voltage Class : 11kV, 33kV, 66kV, 132kV / page 9 / 12/06/2017

10 Example : Example : Largest DNO in UK ( ENA Sponsor for Pfiffner Approval in UK) Western Power Distribution are the electricity distribution network operator for the Midlands, South Wales and the South West. 7.7 million customers. 55,300 sq kms service area. 216,000 kms of overhead lines and underground cables. 184,000 substations. 6,000 staff / page 10 / 12/06/2017

11 Supply Chain UK Market TRANSMISSION NETWORK OPERATORS DISTRIBUTION NETWORK OPERATORS OEMS Eg : Siemens / GE / RWE ELECTRICITY ALLIANCES MAJOR CONTRACTORS Main Civils SUB CONTRACTORS (Regional Civils / Specialist) 11 PFIFFNER / HVCS / page 11 / 12/06/2017

12 Accessing the UK Distribution Market In order to access the UK market, a number of milestones need to be achieved. Stage 1 ENA Technical Approval. Complete Stage 2 DNO Commercial Approval. (Business Development). Ongoing 12 / page 12 / 12/06/2017

13 Accessing the UK Distribution Market Critical Success Factor Energy Networks Association Approval. The ENA represents the transmission and distribution network operators in the UK and Ireland. Scope: 1-2 year process to secure product acceptance. Identification, proposals and introduction of sponsors (comprising 2 panel members), submission of commercial and technical documentation, factory audits, presentations to panel, completion of all technical queries to satisfaction of panel. Status : Complete / page 13 / 12/06/2017

14 Accessing the UK Distribution Market Critical Success Factor National Grid Type Registration 275kV 400kV, technical and commercial approval process must be completed. This is known as Type Registration. The process can take a supplier many years to complete. Only way to accelerate process is by identifying a commercial or technical need, and providing a solution to that need. Status : Major project identified and 275kV (330KV) In production / awaiting FAT. Expected completion of Type Registration: Q2/Q / page 14 / 12/06/2017

15 Developing the business together The UK HV / EHV market is very conservative. This acts a a major barrier to new entrants. HVCS is already well established. Much of the groundwork has already been done. 6-7 years of activity already completed in UK with Brugg. UK approval process is complicated and detailed. HVCS fully understand the roadmap and how to navigate through it, having already co-ordinated the process on a number of occasions. Pfiffner products are complimentary to HVCS historical activity in UK. HVCS can demonstrate a proven track record of success of major project delivery, which is directly related to the Pfiffner target market. These combined strengths coupled with the pro-active approach of the Pfiffner team, technical expertise, excellent products and services, provides an excellent foundation upon which to develop the business / page 15 / 12/06/2017

16 Status update - UK & Ireland NIE: JOF 300G CT Tandagree Castlereagh Current Live Project Murphy: EOF 72 VT Cramlington Northern Power Grid Completed Nov 16 NG: JOF 300G CT UK Replacement Scheme Current Live Project Matrix: EOF 145 VT Cryke Beck Northern Power Grid Current Live Project ABB: JKF CT Lister Drive Scottish Power Completed Mar / page 16 / 12/06/2017

17 Next Steps Roll out Pfiffner Instrument Transformers range to remaining Distribution Network Providers in UK and Ireland. RC Dividers into OEMS / DNOS (eg GE) following significant increase in Renewable Power Generation. Explore potential synergies with other Pfiffner Group companies to exploit total range capability: 17 Alpha In discussion Ireland opportunity Identified Services In discussion proposed to NG for existing project. MGC Potential unknown needs discussion Use success to date with National Grid to: Encourage increased sales of JOF 300G where feasible. Harness approval / sales of remaining range at 275kV / 400kV. / page 17 / 12/06/2017

18 Proposed Pfiffner Support Continued Pro-active business development, account management and regular communication. Continued technical support for approvals, tenders and frameworks. Promote group strengths eg Alpha integration / services next stage. E-marketing strategy in progress. Perhaps consider presence at future industry exhibitions when timing is deemed appropriate at HQ / page 18 / 12/06/2017

19 Conclusion We are still in the early stages of market / business development Field visit structure is working and supply chain relationships are developing well. Head office support is consistently accurate and on time. Literature and documentary support is excellent and very professional. In summary. Keep doing what we are doing together.continue on the same successful path at this stage / page 19 / 12/06/2017

20 HV Cable Systems Limited Thank You