Guide OverviewThis FLEX Solar Module Sales Guide is intended to give you a good understanding of MiaSolé’s FLEX modules.

This guide will help you understand the technology, the market opportunity and the value proposition for your prospects, and enable you to develop a strategy to make your sales call. It will also prepare you for the discussion and handling of any objections.

Sections: Use to:MiaSolé FLEX—1,000 Foot View Familiarize yourself with an overview of the value proposition

and basics of FLEX

FLEX Solar Technology and Product Line

Understand why MiaSolé FLEX is a good fit for certain applications & why

Competitive Information See how the competition stacks up

Sales Call Preparation Tips Prepare your opening talking points to sell flexible solar modules to your customers

Handling Objections Develop skills to overcome common objections

MiaSolé FLEX - 1,000 foot viewMiaSolé is a producer of lightweight, flexible and powerful solar cells. The innovative solar cell is based on the highest efficiency thin film technology available today, and its flexible cell architecture makes it ideal for a wide variety of solutions ranging from commercial roofing solar panels to flexible mobile devices.

How is solar energy generated?

Solar power is created through a process of collecting solar radiation through sunlight, and transferring that energy into a form that can be easily used. In the most basic sense, the sun’s radiation is collected through materials and devices, usually a photovoltaic (PV) cell – commonly known as a solar cell – strategically placed to capture the sun’s rays.

The portion of energy in the form of sunlight that can be converted via photovoltaics into electricity is called solar cell efficiency. An efficiency rating measures the percentage of sunlight hitting the solar cell that gets converted into usable electricity. The greater the efficiency, the less surface area it will take for the solar panels to meet energy requirements.

What types of solar modules are there?

All photovoltaic (PV) cells consist of two or more thin layers of semi-conducting material, most commonly silicon. When the semiconductor is exposed to light, electrical charges are generated and this can be conducted away by metal contacts as direct current (DC). The electrical output from a single cell is small, so multiple cells are connected together to form a 'string', which produces a direct current.

Monocrystalline silicon PV panels

These are made using cells sliced from a single cylindrical crystal of silicon. This is the most efficient common photovoltaic technology, typically converting between 15 - 20% of the sun's energy into electricity. The manufacturing process required to produce monocrystalline silicon is complicated, resulting in slightly higher costs than other technologies.

Polycrystalline silicon PV panels

Also sometimes known as multi-crystalline cells, polycrystalline silicon cells are made from cells cut from an ingot of melted and recrystallised silicon. The ingots are then saw-cut into very thin wafers and assembled into complete cells. They are generally cheaper to produce than monocrystalline cells, due to the simpler manufacturing process, but they tend to be less efficient, with average efficiencies between 13 - 16%.

Amorphous silicon PV panels

Amorphous silicon cells are made by depositing silicon in a thin homogenous layer onto a substrate rather than creating a rigid crystal structure. As amorphous silicon absorbs light more effectively than crystalline silicon, the cells can be thinner - hence its alternative name of 'thin film' PV. Amorphous silicon can be deposited on a wide range of substrates, both rigid and flexible, which makes it ideal for curved surfaces or bonding directly onto roofing materials. This technology is, however, less efficient than crystalline silicon, with typical efficiencies of around 6%, but it tends to be easier and cheaper to produce. If roof space is not restricted, an amorphous product can be a good option. However, if the maximum output per square meter is required, specifiers should choose a crystalline technology. Unisolar modules used Amorphous Silicon.

Copper indium gallium selenide solar cell (or CIGS cell, sometimes CI(G)S or CIS cell)

A CIGS cell is manufactured by depositing a thin layer of copper, indium, gallium and selenide on glass or plastic backing, along with electrodes on the front and back to collect current. Because the material has a high absorption coefficient and strongly absorbs sunlight, a much thinner film is required than of other semiconductor materials. This technology is maturing and now has reached aperature efficiencies of 22% in the lab, 17% in production.

Glossary of common Solar Terms

Efficiency – The efficiency rating measures the percentage of sunlight hitting the solar cell that gets converted into usable electricity. The greater the efficiency, the less surface area it will take for the solar panels to meet energy requirements. Efficiency can be calculated by the following:

Efficiency = STC Name Plate (Watts) ÷ ( (1000 W/m2) * ([Module Area] m2) )

Note:  Aperture Efficiency is calculated using only the actual active area (typically only the area of the solar cells) of a module instead of the area of the entire module product. 

Maximum Rated Power – Nameplate rating based on STC flash testing of the panel. It is not necessarily the actual maximum rated power.

STC – An acronym that stands for “Standard Test Conditions”. STC is defined to be at cell temperature 25 C°, 1000 W/m2, and 1.5 AM (Air Mass).

Tolerance – The range within which the module can deviate from its specified STC max power. MiaSolé modules all have a +10/-0 tolerance, which means for a 260W module, the customer will get between 286 (260 + 10%) and 260 (260 – 0%) Watts.

Series vs. Parallel - For cells/modules to be in “series”, it means that there is one continuous string of cells connected together electrically. This is opposed to cells being in “parallel”, which

means there are two or more rows of cells connected together.

Here is an example of panels in series and in parallel.

In series, the voltage adds up and the current remains the same. In parallel, the current adds up and the voltage remains the same. The power produced in both scenarios are exactly the same.

Mechanical Load – Mechanical load is external mechanical resistance. In the case of solar panels, this usually refers to wind pressure or snow load.

2400 Pa: Pascals (Pa) is a metric that measures pressure. In this case, it is specifically talking about the pressure caused by wind on the panels. 2400 Pa is the effect of approximately a 90 mph wind load in California exerted on to solar panels, but the actual wind speed can vary depending on a number of variables and location.

Pressure: The effect of force exerted on to a surface.

5400 Pa: Usually, 5400 Pa is concerning a static mechanical load that is caused by snow which can build up on top of a panel exerting heavy pressure on to a panel.

Rated Power (Wp) - The rated power is the nameplate rating based on STC. (Not exactly at STC) This includes de-rating of the panels.?

Competitor datasheets sometimes refers to this as Pmax or Pmpp. Do not be confused since these terms are all referring to the STC nameplate rating of the panel.

Max Power Point Tracking (mpp) - MPP stands for Max Power Point. Every inverter has an algorithm embedded in it that is trying to find the perfect voltage and current combination to get the most power out of the inverter.

Vmpp (V) – Max Power Point voltage. This is the nominal voltage at STC conditions that the inverter will use to get the max power.

Impp (A) – Max Power Point current. This is the nominal current at STC conditions that the inverter will draw from the PV system to get the max power.

Voc (V) – “Open Circuit” Voltage. This is the absolute maximum voltage the panels can produce at STC when there is no current flowing through the panels. When there is no current flowing through the panels, there is no voltage drop over the panels.

Isc (A) – “Short Circuit” Current. This is the absolute maximum current the panels can produce at STC when there is no voltage produced by the panels. Essentially, you are measuring the current in the panels simulating a straight wire (Extremely low resistance).

Temp Coeff of Pmax – The temperature coefficient of Pmax is used to calculate the impact that temperature has on the power of the panels.

It is important to realize that temperature significantly impacts voltage while irradiance significantly impacts current.

Temp Coeff of Voc – The Voc temperature coefficient is the coefficient used to calculate the impact temperature has on the Open Circuit Voltage.

This is important because it helps designers properly size the string during the design phase having to consider cold temperatures and making sure the voltage of the string won’t exceed max limits of the inverter and cables.

Note:  When temperature goes down, voltage goes up.  When temperature goes up, voltage goes down.

Max System Voltage – Max system voltage the system is rated according to a testing standard.

MiaSolé is both IEC and UL tested to 1000V maximum system voltage.

NOCT – This stands for Normal (Nominal) Operating Cell Temperature. This condition represents a more realistic condition found in the field.

1. Irradiance on cell surface = 800 W/m22. Air Temperature = 20 deg C3. Wind Velocity = 1 m/s4. Mounting = open back side

FLEX Solar Technology

MiaSolé Thin-Film Technology and the Solar Cell

MiaSolé FLEX is made of second-generation CIGS thin film that is already in mass production, with cell efficiency at > 17% and rising. The lightweight FLEX modules are UL certified, and weigh in at a mere 0.6 lb / sq ft with adhesive, 0.4 lb / sq ft without. They have a 25-year power warranty.

To create a FLEX module, MiaSolé begins with high-grade stainless steel foil and a physical vapor deposition process. After the cell structure is deposited on the foil, special transparent conductive oxides are applied and then a very specialized plastic-cell interconnect mesh-wire system is laminated to the cell, which is in turn protected by special solar barrier plastics. The transparent solar barrier is key to the longevity and high efficiency of the MiaSolé FLEX module. The special plastic back sheet has an internal aluminum film to prevent all water transmission or other contaminates from eroding the powerful stainless steel CIGS cells.

MiaSolé solar cell:

MiaSolé FLEX Product Line

FLEX-03W FLEX-03M FLEX-03N

Power 160 – 540 Watts 340 – 420 Watts 70 – 330 WattsWidth 1293 mm 973 mm 348 mmLength 1 meter, 2.6 meter 2.6 meter 1 meter – 5.9 meter

(many options)Warranty 5 year workmanship; 10/25 year power outputCertifications UL 1703, IEC 61646,

IEC 61730, cUL 1703, IEC 62716, IEC 61701 (Salt Spray),For Roofing Systems as the external fire exposure per UL file E483778 for Class A, B or C

UL 1703, IEC 61646, IEC 61730, For Roofing Systems as the external fire exposure per UL file E483778 for Class A, B or C,cUL 1703, IEC 62716, IEC 61701 (Salt Spray)

UL 1703, IEC 61646, IEC 61730, cUL 1703, IEC 62716

FLEX-03W FLEX-03N & FLEX 03NL

MiaSolé FLEX Module

What are the advantages?

Flexible – conforms to curved surfaces Lightweight – structures don’t have to be reinforced to support the weight of racks and

panels Powerful – the efficiencies are superior to other thin-film modules, rivaling rigid silicon

modules Wind resistant – low profile modules offer little resistance to wind Theft resistant – once attached, FLEX modules are difficult for a thief to remove (but can

be removed by the owner if necessary) Easy to install – peel-and-stick application requires very little training. In addition, the

modules offer superior resistance to damage in seismic events and are difficult to steal once installed.

Shatterproof – FLEX modules will not shatter when struck by debris Improved shade performance – FLEX modules use bypass diodes for every two cells that

ensure that every cell receiving lights contributes to the module output Improved aesthetics – the thin modules are unobtrusive and blend into surfaces Doesn’t require ballasting – many municipalities are restricting the use of ballast to

secure solar modules. FLEX modules adhere directly to surfaces using peel-and-stick adhesive.

No roof penetrations – no increased risk of leaks or damage to surfaces

What are the disadvantages?

Priced higher than silicon. In applications where silicon panels can be used, FLEX modules will not be cost competitive

Doesn’t work with all surfaces. Currently the adhesive is approved for metal roofs, TPO roofs, TPO membranes and coated cement roofs.Will work on the following surface types:

TPO MembranesCarlisleFirestoneGAFJohns-Manville

Modified Bitumen*Contact MiaSolé technical support for details

Coated SteelsPVDF, SMP, Polyester, AcrylicGalvalume PlusGalvaneal

EPDM MembranesCarlisleFirestoneMulehide

Coated SteelsPVDFSMPPolyesterAcrylicGalvalume PlusGlavaneal

Polycarbonate*Contact MiaSolé technical support for details

Other MaterialsMultiple PV BacksheetsPVDF film (Kynar)TefzelGlassStainless Steel

NorylLexanXyronFiberglass reinforced plasticsAluminum

* Depends upon surface coating

Will not work on the following surface types:

Shake Roofs Tile ShinglesPVC Uncoated Cement or Concrete Slate

What are the key applications?

MiaSolé FLEX modules can go where rigid silicon modules can’t, such as applications where:

Silicon panels are not an option due to weight:o Commercial buildings or structures such as carports that were built without

solar in mind, and would need to be reinforced to support rigid glass panels and racking systems

o Lightweight temporary structures such as tents and umbrellaso Vehicles

o Reservoir covers Landfill covers with steep slopes and the need to accommodate ground settling that

would topple ground-mounted racks Curved structures, such as light poles and vehicles Applications where penetrations into the surface to install racks would be detrimental,

such as:o Buildings with valuable contentso Vehicles

Applications where aesthetics are crucial, such as high-end commercial or residential properties where traditional solar racks would detract from the look of the building

FLEX Manufacturing Process

Once the cells are created, they are assembled into modules and laminated between polymer layers.

Back contact

Steel Foil

CIGS

Buffer

TCO1

TCO2

TCO3

cut

Film growthSlit Interconnec

t & TestSingle interconnected vacuum chamber - no air break between layersAll layers formed by high deposition rate sputtering process over 1 meter wide substrate Incoming material to full stack in ~50 minutesCells finished with low resistance collection grid (UltraWire™)IV data from all cells (100% sampling) within 10 minutes of full stack exit

All PVD Deposition using Roll Coater

Steel foil in

Steel foil out

Encapsulant

EncapsulantCells

Moisture Barrier

Flex Backsheet

Rigid solar vs. FLEX

BOS Costs

C-Si (% of C-Si total

cost)

MiaSolé FLEX(% of C-Si total

cost)Mounting hardware 11% 1%Mounting labor 14% 8%Electrical hardware 29% 30%Electrical labor 15% 11%Design and Engineering Mgmt

14% 14%

Shipping, Operations and Maintenance

16% 16%

Totals: 100% 81%

Competition

MiaSolé FLEX is the leading lightweight solar product on the market today, with the highest efficiency and

a 100MW production capability

Sales Call Preparation

Sales Strategy

If a customer can use silicon in their application, they will. Customers will compare MiaSolé FLEX product with silicon products and expect similar

pricing if silicon can be used in same application. We do not have the cost structure to compete head-to-head with silicon.

Sales Strategy

Do NOT go head-to-head with silicon. Focus on applications that cannot use silicon.

Application Targets:

Landfills Reservoirs Roofs and other structures not built to support racks & panels, such as already-

constructed carports that can be retrofitted for solar Transportation Off-grid applications

Geographic Targets:

Island/ Coastal areas where hurricanes are present (wind resistance) Heavy snow load areas (lightweight) Seismic areas

Two Minute Flexible Solar Pitch

MiaSole’s next generation flexible technology delivers significantly higher levels of efficiency (up to 17%-- twice as efficient as previous flexible, thin-film, solar technology) in a flexible, thin, ultra-lightweight form factor. MiaSolé’s solar product can be installed in any location, anywhere the sun shines, on and off the grid – even in places where it previously was not possible to install solar.

In the past, solar installations were limited to rigid glass panels that could only be installed in certain conditions based on the type of structure or roofing of the building. MiaSolé FLEX will open up new markets, create new applications, and enable new product design possibilities for manufacturers to integrate solar solutions into their products. MiaSolé’s FLEX is ushering in the “solar anywhere” movement, as it can be installed in such a wide array of locations and applications, such as:

Curved and unreinforced roofs Concrete roofs (MiaSolé recently announced a strategic partnership to sell solar

solutions in Japan, where many roofs are made of concrete) Unusual structures and vehicles such as carports, trucks, buses, shipping containers,

trains and boats New off-grid products and materials such as awnings and tents Infrastructure such as street lamps, reservoirs, and landfills Off the grid installations in the developing world and remote places where there is a

need for lightweight, easy to install solar solutions Manufactured products with integrated solar – roofing manufacturers can use flexible

solar cells to create their own customized solar solutions to sell to their customers Structures where surface penetrations should be avoided, such as buildings with

valuable contents and vehicles where you don’t want to introduce the possibility of leaks

Sites where ballasting of solar is prohibited by municipal ordinances or insurance carriers

Discussion Starter Questions

Would you like to install solar on your carport or self storage structure but were told your roof couldn’t support the weight?

Do you want solar energy but don’t like the way traditional solar panels look? Do you want to save money on your landfill by installing revenue-creating solar instead

of costly greenscape, but are concerned with how settlement will affect your installation?

Do you want to reduce evaporation and create energy on your reservoir but aren’t sure what technologies are available?

Do you live in a hurricane or seismic zone and are concerned about how solar panels would perform in a storm or earthquake?

Would you like to use solar energy to power your trucking fleet but are concerned about weight and debris shattering the solar panels?

Are you looking for a way to power your off grid cell phone charger/light pole/refrigerator, etc.?

Do you have an idea for a BIPV solar solution but aren’t sure what technologies will work with your application?

Sales Call Flowchart

FLEX Solutions

What if you wanted to… These customers did!Install solar energy generation on your older, lightweight roof to meet corporate sustainability goals, but you don’t want to worry about roof penetrations that can damage the building contents.

3M installed FLEX modules on its manufacturing facility in Missouri. The peel-and-stick installation ensured there was no additional risk of leaks due to holes in the roof. And the lightweight FLEX modules required no roof reinforcement.

Install solar to achieve corporate goals towards green energy, but your building can’t support traditional racks and panels.

A large retailer in Quincy, MA was able to use lightweight FLEX modules to add solar generation to a store roof without the need to reinforce the roof.

Install solar modules on a curved metal surface

The port of Melbourne, Australia, was able to use MiaSolé FLEX modules to add solar power generation on a port storage structure. The site was awarded the 2015 Clean Energy Council Solar Design and Installation Award.

Optimize your building’s energy efficiency rating

CBRE Global Investors installed a 60MW system on their building in Utrech, the Netherlands to increase the building’s energy efficiency rating in the simplest manner possible.

Include solar energy generation without affecting the appearance of the roof

Swansea University in Wales, UK, installed an unobtrusive 17.5 kw system of MiaSolé FLEX modules

Provide power to your off-grid LED lighting solution

ClearWorld uses MiaSolé FLEX modules that curve around the battery structure attached to the light pole and provide enough energy to charge the battery to power the light for eight days. The solar modules can withstand winds of 150 MPH+ and are theft resistant.

Offset the high cost of fuel trucks use to power accessories while adhering to local anti-idling laws.

eNow transportation uses MiaSolé FLEX modules to enable solar energy to power auxiliary systems. This reduces maintenance costs and emissions, and allows their trucking fleet to conform to local noise ordinances and anti-idling legislation.

Reduce evaporation on your water reservoir and generate solar power at the same time

In Israel, 10kw of FLEX modules was adhered directly to a reservoir cover. The modules are light enough to float, can withstand the outdoor environment, are resistant to wind and shatterproof.

Add solar power generation to your lightweight corrugated metal rib panel carport?

In California, FLEX modules were adhered directly to an existing carport with no retrofit. From the ground level the modules aren’t visible, and are resistant to theft and vandalism.

Overcoming Objections

Objection MiaSolé ResponseYour modules are too expensive

Yes, it is true we cost more than silicon. But our modules can be used in places rigid silicon can’t, like lightweight unreinforced structures, curved structures, vehicles, off-grid applications and more. In addition, our easy peel-and-stick application without racking saves money on both materials and labor, so the overall system cost might be only 10-20% more than silicon.

If you have a simple application that is well suited to silicon, then that is a clear choice. But if your application is not suited to rigid solar, we offer an alternative, at a price that will still allow you to profit.

I tried Unisolar, but the modules had lamination problems and the power generation was too low. Why are your modules going to be any better?

Unisolar used Amorphous Silicon, a completely different technology, in their modules. They did have low efficiencies and lamination problems, but because our technologies and manufacturing processes are not the same, we do not. The problems faced by Unisolar were unique to their company, and is not an accurate reflection of all flexible solar technologies and companies. MiaSolé FLEX modules are an excellent solution as a replacement for Unisolar installations, as they are ideal for the same types of applications.

MiaSolé Uni-Solar

Cell Technology CIGS aSi

Ultrawire Technology Yes No

Efficiency 17% 12%

Flexible Yes Yes

Lightweight 2.9 kg/m2 3.56 kg/m2

Power Warranty 25 year Not available

Workmanship Warranty

5 year Not Available

Your modules install flat It’s true that our modules follow the roofline of a structure,

on the roof, instead of tilted to capture the most sunlight.

however because you can use the entire roof with our modules you get more power density over all, and FLEX modules perform better with shading than silicon modules do.

I understand that high temperatures are bad for solar panels. Because your modules are adhered directly to the roof, they don’t get any air cooling. Won’t that affect their reliability?

We have been able to model the performance of our modules and they have been tested to 90o Celsius with no adverse affect on reliability.

How can I be sure your adhesive will work long-term on my roof?

The adhesive we use on the solar modules has been demonstrated to adhere greater over time, not less. Therefore, if the installation instructions are followed and the modules are installed correctly, over time the bond between the surface and the adhesive will grow stronger. We do provide a method to remove the modules if necessary, however.

About MiaSolé

MiaSolé is a producer of lightweight, flexible and powerful solar cells. The innovative solar cell is based on the highest efficiency thin film technology available today, and its flexible cell architecture makes it ideal for a wide variety of solutions ranging from commercial roofing solar panels to flexible mobile devices.

Founded in 2004, MiaSolé has evolved from a scrappy, Silicon Valley start-up to the world leader in thin film solar panel efficiency. In our Sunnyvale, CA facility, we have demonstrated 16.5% module efficiency in production and 18% cell efficiency in the lab.

In December 2012, MiaSolé became a member of the Hanergy family. Since then, MiaSolé joined the newly created Hanergy Solar Group as MiaSolé Hi-Tech Corp. Hanergy provides unparalleled financial, technical, and sales expertise. Since acquisition, MiaSolé has continued to increase cell performance as well as develop new applications for our technology. With Hanergy’s support, we fully expect to be on the forefront of the solar industry for many years to come.