These are not Smart Grids U.S. Commercial Service © 2011.

These are not

Smart Grids

U.S. Commercial Service © 2011

U.S. Commercial Service

Exporting Smart Grid Resources for U.S. Companies

Connectivity Week, 2011

Silicon Valley U.S. Export Assistance [email protected]

[email protected]


21st Century Smart Grid

Information rich

Distributed design and operation

Clean tech priority

Ubiquitous storage

Automated operations

Highly differentiated energy services


Exporting Smart Grid

The Smart Grid Export Sector Includes:

Grid Modernization: Electric grid equipment products and services required for the modernization of distribution and transmission systems.

Integrated ICT: Information and Communication Technologies (ICT) and services that support a fully networked grid and enable two-way communications and electric flows.


Smart Grid Sector Analysis: Grid Equipment Trade Data


Grid Modernization Equipment Totals 2008 2009U.S. Exports $12.7 Billion $10.2 BillionWorld Trade $160.2 Billion $126.4 BillionU.S. Export Share 7.93% 8.06%

Source: International Trade Commission and Department of Commerce data

Estimated 5-Year Growth in Smart Grid Industry Segments,

2010-2015

U.S. Commercial Service © 2011 Source: Department of Commerce and Industry Estimates

Smart Appliances (>500%)

Smart Meters (200%)

Advanced Metering Infrastructure (200%)

Communications (150%)

Integrated IT (150%)

Home Area Networking (75%)

U.S. Smart Grid Exports


Industry research estimates that $200 billion will be invested globally in the Smart Grid Network between 2008-2015

U.S. firms are global leaders in:Grid modernization productsEnergy storage technologiesSmart metersAMICommunications Networking TechnologiesIT Applications and Platforms

Top Competitors: Germany, China, France, Japan, Korea, Italy

Smart Grid:Best Market Export Prospects

Australia

Brazil

Canada

China

European Union

India

Japan

Russia

South Korea


Exporting Smart Grid

• Why export?• What export services are available?• How can I access export resources?• Who can help me?• Where can I find the U.S. Export Assistance Center?• When can we start exporting?


Exporting Means Growth

• More than 70% of the world’s purchasing power is outside the borders of the United States

• In the last 20 years, U.S. exports have increased to almost $2 trillion

• Exports translate to higher wages

• Manufacturers that export grow jobs more quickly

• US firms need to engage internationally to compete, even here at home– (but it’s not a zero-sum game)– The private sector has a leading role to play, as does government

• Cleantech drivers are imperatives that will impact economic security

• Resource efficiency will be a major competitive factor in the coming decades– Those who are unable or unwilling to move up the innovation curve will lose market share.


Exporting Means Commitment

• Effort: a lot of work up front, prospects for reward unclear

• Time: already too busy getting up and running, attending to local/domestic market

• Money: all funds dedicated to ramp-up, no slack to dedicate $30-40k to approaching an overseas market

• Experience: lack of familiarity with culture, language, currency, legal/regulatory framework


Common Exporting Questions

How can determine which markets are best for my product?

How can I find an overseas partner (distributor, importer, etc.)?

Is there a way to conduct due diligence on a potential overseas partner?

Am I using the correct HS code to classify my product?

How can I be sure Brazil will accept the testing that has been done on my product?

How can I protect my intellectual property abroad?

I need an in-country attorney to help review my contract, can you help?

I want to open a sales office in Singapore, what’s required?

Is a license required to export my product?

My buyer never paid me. Help!

My company is bidding on a project in Turkey. What support can the USG provide?


U.S. Commercial Service

U.S. Department of Commerce agency, founded in 1980

Promote the export of goods & services from the United States

Help U.S. companies successfully navigate foreign markets

Educate companies about tailoring their activities to a specific market

Assists new and experienced exporters with the knowledge and tools that they need to succeed globally


2010 Highlights

• 12,000+ successful transactions• $80 billion+ in U.S. goods and services • $30 billion in project advocacy• 200 markets abroad • Focus on small-to-medium enterprises• Transactions from $50 to more than $50 million


Trade CounselingWe can help you:

Determine the best markets for your products & services

Identify and screen potential overseas business partners

Comply with foreign and domestic government standards, labeling and other regulations

Locate suitable professional service providers in the market (legal, tax, accounting, etc)

Learn about cultural issues and business protocol


Market Researchat www.export.gov

Our Market Research Library contains more than 100,000 country and industry specific market reports, web sites, events, and trade directory listings.

Country Commercial Guides (CCGs) Market Research by Industry/Country

Customized Market Research


Gold Key Matching Service

Pre-screened appointment schedule arranged for you before you travel overseas

Customized market and industry briefings with our local trade specialists

Timely and relevant market research

Post-meeting debriefing with our trade specialists and assistance in developing appropriate follow-up strategies

Help with travel, accommodations, interpreter service, and clerical support


International Partner Search

•Detailed company information on up to five prescreened potential overseas partners that have expressed interest in your company’s product/service.

•High-quality market profiles information on the marketability and sales potential for your product/services.


International Company Profile

• Detailed information on a specific foreign company

• Information gathered from the foreign company with its cooperation, and/or from publicly available sources

• Details include competitors, credit rating, profit and loss numbers, key officers, and our opinion on the overall viability of the firm in its market


Additional Export Resources

Trade Missions: http://www.trade.gov/trade-missions• June 5-10, 2011 Transportation and Energy Products and Services Trade Mission to

Qatar and U.A.E. • June 20-24, 2011 Eurasian Oil & Gas Suppliers Trade Mission to Kazakhstan and

Turkey

Export Training: http://www.export.gov/training/index.asp

Export Webinars: http://www.export.gov/training/eg_main_021857.asp

IPR Resources: www.stopfakes.gov• IPR Toolkits: Brazil, Brunei, China, Croatia, Egypt, European Union, India, Italy, Korea,

Malaysia, Mexico, Pakistan, Paraguay, Peru, Russia, Taiwan, Thailand, Vietnam • DOC-ABA free intellectual property legal consultation

(http://www.abanet.org/intlaw/intlproj/iprprogram.html)


Export-Import Bankwww.exim.gov

[email protected]

• Official export credit agency of the United States

• Working capital, export credit insurance, loan guarantees, finance lease guarantees & direct loans

• Assumes credit and country risks that the private sector is unable or unwilling to accept

• Helps U.S. exporters by matching the financing that other governments provide to their exporters

• Supports U.S. exports to more than 150 countriesU.S. Commercial Service © 2011

U.S. Small Business Administration http://www.sba.gov/content/export-loan-programs

[email protected]

Export Express• Streamlined loan up to $500,000; Company must be in operation for at least 12 full months• Used for business purposes that will enhance a company’s export development. (ex:

participation in a foreign trade show, finance standby letters of credit, finance specific export orders, equipment purchases, real estate acquisitions, etc.

Export Working Capital Program (EWCP)• Provides lenders with up to a 90% guaranty on export loans as a credit enhancement• Financing for suppliers, inventory or production of export goods

International Trade Loan Program• Term loans to businesses that plan to start or continue exporting, or that have been adversely

affected by competition from imports. • May be used for: Acquisition, Construction, Renovation, Modernization, Improvement,

Expansion• Refinancing of an existing loan used for these same purposes.

U.S. Trade Development Agency (TDA)

www.tda.gov

• Helps countries establish a favorable trading environment & modern infrastructure

• Assists overseas project sponsors to access U.S. private sector expertise in the areas of:

• (1) Trade capacity building - helps establish industry standards, rules & regulations, trade agreements, market liberalization, policy reform

• (2) Project Definition and Investment Analysis - supports large capital investments that contribute to overseas infrastructure development. Funds: Orientation Visits, Investment Analysis, Workshops and Conferences

• Highlighted sectors include transportation, energy, environment, health care, natural resources, telecommunications, and information technology.

• Since 1981 has been associated with more than $25 billion in U.S. exportsU.S. Commercial Service © 2011

Happy Clients:OSIsoft

• Domestic Platinum Key client– Regular user of both standardized and customized CS services,

including recent FedEx Green Industries TM to Europe

– Oakland Commercial Service Office partnered with OSIsoft on an “End-to-End Smart Grid” Seminar, which attracted over one hundred registrants and speakers, including the U.S. Ambassador to Australia, the Australia Consul General, & three Senior Commercial Officers

– Member of the International Trade Advisory Committee for Energy, which provides trade recommendations to USTR and DOC

• Commercial Service Export Services:– Gold Key Service for Australia. Led directly to:

• $2.5 million + Pilot/Demo project at Alice Springs airport • 1 signed developer agreement; 4 others in current negotiations• Direct bidding assistance on $1 billion + (200 MW) project with Australian utility

– Trade Development Agency project support in Northwestern Mexico

– Green ICT Trade Mission to Mexico September 2010; Development Bank project finance

– Ongoing counseling from Silicon Valley USEAC and other members of Bay Area Clean Tech team: Market research, Trade event support, Meetings with inbound delegations, Introductions to federal and international government resources

• A synthetic biology company that is developing renewable, algae-based fuels and products– Both Soladiesel BD™ and Soladiesel RD™ are fully compatible with existing

infrastructure, and can be used with factory-standard diesel engines, with no modifications.

– SolaHRJetTM jet fuel has passed all of the eleven essential tested specifications

required to meet the ASTM D1655 (Jet-A1) standard. It is the world’s first microbially-derived jet fuel to do so.

• Commercial Service is assisting with due diligence in multiple markets. Solazyme participated in the DOC-organized US Cleantech Delegation to the UN Climate Summit in Copenhagen.

Video:

How to Make International Sales Without Leaving the U.S.Matchmaker on a Mission

http://www.export.gov/articles/eg_main_023158.asp

Thank You!

[email protected]

[email protected]

Silicon Valley U.S. Export Assistance Center55 S. Market Street, Suite 1040

San Jose, CA 95113Phone: 408-535-2757

http://www.buyusa.gov/siliconvalley

These are not Smart Grids U.S. Commercial Service © 2011.

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