FOKUSGRUPPE TYSKLAND. LOGSTOR Claus Brun

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1 FOKUSGRUPPE TYSKLAND LOGSTOR Claus Brun

2 Market overview Customer Segments Contractors End User Consulting Engineer 60% of turnover Main Focus: 1. Price 2. Delivery performance 3. Product Quality 25% of turnover Main Focus: 1. Product Quality 2. Price 3. Delivery Performance Key Decision Maker Main Focus: 1. Product Quality 2. Price 3. Delivery Performance End customers - share of sales in % 22/11/ Energy utilities

3 Market overview Customer Segments / Challenges District Heating Company Consulting Engineer Project XY Construct a pipeline from A to B Contractor A Contractor B Contractor C Contractor D 22/11/2013

4 Market overview Technical requirements Berlin Hamburg FW /11/2013 Static Calculations Heat Loss

5 Market overview Incentive Programmes KWKModG Das Gesetz für die Erhaltung, die Modernisierung und den Ausbau der Kraft-Wärme-Kopplung A programme to ensure that 25% of the German electricity in 2020 will be produced in combined heat and power plants. Today this share is 12%. 30% of the network investment costs will subsidize. EEWärmeG Das Erneuerbare-Energien-Wärmegesetz A programme to ensure that renewable energy forms are used in domestic heating. The aim is to increase the share of renewable energy forms in the heating segment from 6% in 2006 to 14% in Renewable energy forms are among others defined as the use of biomass or geothermal energy for heating purposes. Furthermore, the law allows the use of district heating from combined heat and power plants or district heating based on renewable energy forms. Die Energiewende Closing of all 17 nuclear power plants until Dramatic change in German energy policy. Future energy supply will be a mix of traditional energy production combined with a high focus on renewable energy sources. Increased focus on CHP is expected to close the gap in electricity production. 22/11/2013 District Heating Market Share 14% in % in 2020

6 Market overview Energiewende blev til energikaos Through the "Energiewende" must necessarily grow the share of district heating. Because of the chaotic planning and targets of the Energiewende by the politics, the energy companies, public utilities and municipalities have reduced their investment in the district heating network.. Energy companies have to take high shares of expensive renewable energy and it is no longer profitable to operate their own power plants. The promotion of biomass was suddenly canceled due to the negative impact on the environment, there is a great uncertainty. It is hoped that the new government will solve the problem quickly 22/11/2013 6

7 Markedsfakta Markedsstørrelse: Europas største marked 140 m Euro fjernvarmerør (ca. -15% i.f.t. 2012) Fjernvarme støtterordninger eksisterer Forventet vækst efter politisk oprydning Politiske problemer som skal løses i 2014: Stadtwerke skal frigøres fra krav om 20% grøn energi Problemer omkring Mietrecht (udlejere kan ikke skifte til fjernvarme fordi udregningsmetoderne altid gør fjernvarme fordyrende for lejere. For lav strømpris kombineret med for dyr indkøbspris på grøn strøm ødelægger stadtwerkes økonomi.

8 Markedsfakta Nøgleaktører: Store energidistributører: Eon, Vattenfall, ENBW, RWE Mange kommunejede Stadtwerke Regionale og lokale entreprenører Regionale og lokale rådgivere

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10 Markedsfakta Udviklingstendenser: Marked vil stige på lang sigt frem til mindst 2020 Politisk vilje til fjernrvarme Støtteordninger på plads End customers - share of sales in % 3 Energy utilities Contractors Markedsudvikling meuro Fjernvarmerør 60 Plumbers Whole sellers Community heating/green field Markedsudvikling meuro Fjernvarmerør

11 Hvorfor Tyskland? Europas største marked Vækstpotentiale: fra 13% CHP 25% frem til 2020 Høje kvalitets og service krav Dansk fjernvarme og danske produkter har et godt ry på markedet Råd Undersøg markedet og struktur specifikt for dit niche produkt før du går igang Find partner til at repræsentere firmaet eller invester i direkte salgsrepræsentant Fokuser på en bestemt region eller kundesegment Det rette service setup på tysk er nødvendigt

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