Energy growth program workshop 28.2.2017 (Finpro)

1. Energy workshop
28.2.2017

2. OHJELMA
1. Kasvuohjelmauudistus tehostaa vientiä
2. Biotalous- ja cleantech-ohjelmien yhdistämisen hyödyt yrityksellesi
3. Miten saamme bisnestä maailmalla?
– Amerikka
– Aasia ja Lähi-itä
– Eurooppa
4. Miten olemme hyötyneet kasvuohjelmasta vuonna 2016?
Alle vuodessa bisnestä uudella kohdemarkkinalla — Case Vietnam
5. Uutta liiketoimintaa digitalisaatiosta ja T&K&I-toiminnasta
– Digitalisaatio
– Älykäs Energia -ohjelma (Tekes ja Finpro)
6. Kiertävät työpajat
– Amerikka
– Eurooppa
– Aasia
– Rahoitusklinikka — Tekes, Finnfund, Finnvera
7. Mitä seuraavaksi?
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3. Growth Programs
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Business for the Companies
Growth Programs (group of companies)
Advisory & Company-based Activities
• Selected segments
• Selected markets for long-term activities
• Commited companies
• Finpro Advisory & Global Network &
Team Finland
• Business Opportunities
• Consultants
• All the Finnish Companies

4. Energy Program Offering
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Feedstock
Processing
• Smart Forestry
and harvesting
• Waste and
Biomass
Processing
Energy Generation
• Bioenergy Plants
• Waste-to-Energy
Plants
• Distributed
Energy
• Off-grid Solutions
Biofuel Production
• Liquid Biofuel
Production
• Biogas Production
Smart Grids
• Distributed
Energy Production
• Smart Metering
• Off-grid Solutions
• Intelligent Power
Management
• Energy Storage
• Back-up Power
High Performance
Buildings
• Building systems
and control
solutions (HVAC,
lighting, water /
sewage and
building
automation
• Building structure
and material
solutions

5. Energy Program Offering
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Ariterm Oy, Aurelia Turbines Oy,
BioGTS Oy, BMH Technology Oy, Citec
Oy Ab, Cross Wrap Oy, Doranova Oy,
Ductor Oy, DustComb Oy, Ecomond Oy,
Eera Waste Refining Oy, Efirec Oy,
Ekokem Oyj, Enviroburners Oy, Envor
Group Oy, Exportin Oy, Farmi Forest
Oy, Ferroplan Oy, Finrenes Oy,
Honkajoki Oy, Indufor Oy, Inmec
Instruments, International Cleantech
Ventures Finland Oy, Joensuun
Tiedepuisto Oy, KPA Unicon Oy, LHM
Hakkuri Oy, MHG Systems Oy, Mikkelin
kehitysyhtiö Miksei Oy, Molok Oy,
Nocart Oy, Nordautomation Oy,
Outotec Oyj, Protacon Group Oy,
Raumaster Oy, Saalasti Oy, Simosol Oy,
Solomon Oy, ST1 Biofuels Oy, SWECO
Industry Oy, Teknologian
tutkimuskeskus VTT Oy, Valmet
Technologies Oy, Watrec Oy, Wiltrain
Oy, ÅF-Consult Oy
Member Companies
=

6. WHAT’S IN IT FOR ME?
• Market studies
– Carried out in over 25 countries
– Global biz opps; www.marketopportunities.fi
• Support in the target markets
– Project identification
– Partner identification
– Identifying local, global and regional financing
– Growth program’s own B2Bs in the target markets
– Additional B2B meetings to official delegations
• Offering packages
• Training e.g. financing
• Visibility
– Finnish offering package http://www.circularbioecofin.com/w2e-bioenergy
– Marketing support
• Commitment fee: 1000€/sme company/a, 2000 €/large company/a + case-related costs (stand,
local transportation etc. minor costs). Companies take care of their own travelling and
accommodation costs. Registration: http://event.finpro.fi/energy
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7. 7/3/2017 © Finpro7

8. ACTION PLANS
• Americas
• Asia and Middle East
• Europe
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9. How to get business in America
Chile (forest & food industry residues, MSW, smart grid)
– Business scan with priority project list Q1/2017
– Analyzing attractiveness with companies + initial visit planning (Skype 21.3.2017)
– Desalination tender (Jussi)
– Fact finding trip by the program Q2/2017
– Visit to Chile with companies Q3/2017
Mexico (MSW, ww sludge, smart grid)
– Continuation of activities with local consultant (project identification, business development)
– Renewable energy & smart grid market study by Eera (Jussi)
Colombia (MSW, off-grid applications, smart forestry, smart grid)
– Market study with priority project list 25.1.2017
– Fact finding trip by the program Q2/2017
– Visit to Colombia with companies Q3/2017
Argentina (wind)
– Wind energy business opportunity (Jussi)
Canada (small scale biomass to heat, MSW)
– Visit to Ontario with companies in January 2017 (Fact finding+ partner search)
– Training of trainers program coordinated by LUKE and Karelia applied university
– Business scan with priority project list in Alberta/Quebec
– ”Show how” tour in Finland in June 2017
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10. How to get business in China
What is “Flex Energy” Project?
“Flex Energy is a Finnish-Chinese energy collaboration where Finnish companies will
showcase their expertise in Smart Grid, Grid Flexibility and Energy Efficiency areas and
will implement projects together with Chinese counterparties with the help of Chinese
authorizes and municipalities”
Flex Energy Project in China is divided into 3 areas:
• Grid Flexibility
• Demand side optimization
• District Heating and District Cooling solutions to back up non thermal renewable
energy generation increase
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11. 11
Lunnan
Shanshan
Hami
Zhongwei
Zhengzhou
Nanjing Shanghai
Wuwei
Jingbian
Jiuquan
UrumqiKhorgas
Mid-Asia
Xi’an
Pingdingshan
Wuhan
Nanchang
Guangzhou
Line2: Khorgas – Guangzhou
30 billion m3 yearly
Fuzhou
Line3: Khorgas – Fuzhou
30 billion m3 yearly
Hangzhou
Taizhou
Russian
Line1: Lunnan – Shanghai
12 billion m3 yearly
West-to-East
gas pipelines
Xuancheng
Changji
Xinjiang – Anhui
1100KV
66 billion KWh yearly
West-to-East UHV line
(Ultra High Voltage)
Zhundong New Energy base
7.7GW (Wind5.2 Solar2.5) planned
Hami New Energy base
10+ GW planned
Jiuquan New Energy base
9.8GW (Wind7 Solar2.8) planned
Zhongwei New Energy base
About 10GW planned
For gas pipelines
Completed
Under construction
For UHV line and
New energy base
All are under construction
Map of West-to-East Gas Pipelines and new
Ultra High Voltage line-project

12. How to get business in Asia
Iran (MSW, landfill gas, energy efficiency)
– Official visit of MoE of Iran to Finland with the most relevant energy companies (March 2017)
– Project pipeline identification with local consultant (business developmet)
– Working group meetings (W2E, Energy Balance) as part of MoU between Finland and Iran
Vietnam (MSW, agro and forest industry residues, mart grid)
– Growth program own visit (13-17.3) to start MSW related projects with MOST
– PIF application first deadline 1.4.2017
– EEP Mekong funding + Finnfund
– Events+ other visibility in Q3-Q4
India (renewables, smart grid, biomass, led)
– 10BEUR rural area electrification 45BEUR smart grids
– MOU activation
– Smart grid week 7-9 March, energy minister Goyal
– Debute minister vist April
– India week April
– B2B roadshow autumn
Indonesia (smart grid and bio)
– Project identification and business development by local expert
– Business delegation June (Lintilä)
UAE and Africa
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13. How to get business in Europe
Balkan (smart forestry, woody biomass, MSW)
– Follow-up of project pipeline identified during GP visit in October 2016
– Visit with companies in Q2/Q3 (B2B meetings, exhibition, visibility)
Turkey (smart grid)
– Ministerial visit from Turkey to Finland, March 16th, 2017 – enroll now!
• Smart grid B2B meetings, site visits, etc.
– Association of Distribution System Operators (ELDER)
• Finnish company as guest speaker in their workshops and webinars
• Finnish companies to participate in workshops on R&D 1-2 times a year (distribution
companies, universities, funding companies, regulators)
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14. Activities in Europe
Target
To facilitate international sales for the participating companies by
1. Searching for concrete business opportunities and leads in the markets
2. Identifying the right contacts from the target markets
and
3. organizing B2B events in the markets in order to enable right client and
stakeholder contacts and provide visibility for Finnish expertise.
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15. Activities in Europe
Thematic Focus
• Smart, high performance buildings
– Smart and innovative building systems and building control solutions (HVAC, lighting, water /
sewage and building automation)
– Smart and innovative building structure and building material solutions
Geographic Focus
• Nordics, Germany, Austria, and Poland
• Other markets, if there are verified business opportunities and company interest
Types of Activities
• Opportunity-Based Market Activities
• General trade fair participations and B2B visits
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16. Opportunity-Based Market Activities in Q2
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Business
opportunity
Company Interest
Mapping
Market Action
Poland’s large construction market
goes smart and offers big
opportunities to Finnish companies
Stockholm Royal Seaport offers
opportunities for Finnish Smart
Building Companies
April (week 17)
Matchmaking Seminar in Finnish
Embassy, Stockholm
May (week 21)
Fact-finding and Meet-the-Buyer Visit
to Warzaw

17. Other Upcoming Market Activities in Europe
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• Fact-finding + B2B meetings: High-Performance Buildings in Germany (Q3 /
Q4)
• Trade Fairs:
– European Utility Week (October 3-5), Amsterdam
– Building Green (November 1-2), Copenhagen
– Smart City Expo (November 14-16), Barcelona
• Seminar: UK District Energy – Delivering the Opportunities Event (May 23) –
by invitation only

18. Entering new market; Case Vietnam
03/2016-03/2017
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• Market study
• Consultant with industry
knowledge and local networks
working for GP companies
• Business opportunities and sales
leads
Market
knowledge
• Fact finding visit + project
identification
• Visits from Vietnam to Finland
(official+ biz delegation)
• Visibility (events, media etc) of
Finnish offering
Trust building • Request for Offers worth
~100M€
• Funding applications (PIF, EEP
Mekong, Finnfund) for several
projects
• Concrete projects in 2017
Commercial
activities

19. Benefit for the companies: Companies’ stories
”Matkan aikana saatiin useita konkreettisia
projekteja työstettäväksi sekä yksi
konkreettinen tarjouspyyntö. Muutamassa
yrityksessä pääsimme tapaamaan aivan
yrityksen korkeinta johtoa mikä ei ollut
onnistunut omin voimin aiemmin.”
‒ Juha-Pekka Jalkanen (Valmet), Meksikon
vienninedistämismatkasta
”Olemme tehneet useita vuosia yhteistyötä Finpron Meksikon
vientikeskuksen kanssa ja olemme erittäin tyytyväisiä työn
laatuun ja järjestettyihin tapaamisiin. Finpron kontaktit
Meksikossa ovat todella erinomaisia ja auttavat kaltaistamme
pk-yritystä kasvamaan haastavalla markkinalla.”
‒ Kalle Kivelä (Crosswrap), Meksikon vienninedistämismatkasta
Finnish and Vietnamese governments have
been involved in the project. Doranova-
Biwase co-operation project is financed with
concessional credits. Saalasti gives credits
also to Waste-to-Energy and bioenergy
growth program (W2EB). The Team Finland
growth program, managed by Finpro,
produces market surveys, arranges fact-
finding and delegation trips and buyer
meetings, delivers materials of Finnish joint
offering, arranges trainings and seminars,
and in overall helps to get visibility and save
time and expenses.
‒ Mikko Saalasti (Doranova), Vietnamissa aloitetusta
projektista
Mikä oli KV-valmennuksessa hyödyllisintä?
• ”Myyntimateriaalin tekeminen oli ajankohtaista meille,
eli valmennus tuli juuri oikeaan aikaan. Napakka
aikataulutus ja sisältö oli hyvä, samoin ryhmän ja
konsultin suora palaute.”
• ”Arvolupausten hiominen ja esiintyminen”
• ”Kerrankin oli aikaa ajatella vähän tarkemmin ulkomailla
tarvittavia verkostoja ja niiden hallintaa.”

20. Next Steps
7/3/2017 © Finpro20
JOIN THE ENERGY PROGRAM
http://event.finpro.fi/energy
CONTACT US
Helena Sarén Saku Liuksia
W2E & Bioenergy
Petri Lintumäki
High-Performance
Buildings
helena.saren@finpro.fi
+358 40 3433 324
saku.liuksia@finpro.fi
+358 50 3038326
petri.lintumaki@finpro.fi
+358 40 3433 299