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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

Greater Noida - September 18th, 2019

Distribution Concept to reach 5 GW

Residential Solar Self-Consumption PV in India

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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

Agenda

➢PV Port & Store – The story

➢ Solar PV Residential Rooftop in USA

➢ Logistics in India

➢Challenges in Distribution of Solar PV Rooftop Systems

➢Concept for upscaling distribution

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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

Agenda

➢PV Port & Store – The story

➢ Solar PV Residential Rooftop in USA

➢ Logistics in India

➢Challenges in Distribution of Solar PV Rooftop Systems

➢Concept for upscaling distribution

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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

PV Port & Store – The story

Why PV Port & Store in India ?

➢ flat roofs

➢no snow

➢ concrete roofs sustain system weight

➢ grid instable

➢Uninterruptible Power Supply (UPS) market

➢backup line and main load

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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

Affordable SolarMicro Grid – Mini Grid – Off Grid – Collapsible

In partnership with:

Government of IndiaMinistry of New and Renewable Energy (MNRE)

Project implemented by German Development Corperation (GIZ) under the Indo-German Bilateral Cooperation

PV Port & Store – The story

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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

PV Port & Store – Upscaling Numbers

Target 2022: 5 GW Residential Solar PV (=2,500,000 x 2KW - Systems)

Total Installations 250,000…per year (2019-2022) 62,500…per month 5,200…per weekday 226…per hour 28

* - assumed

10% *

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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

PV Port & Store – Upscaling Numbers

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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

PV Port & Store (Vers. 1) - Bill of Materials

Component Part Quantity Profile Size Length Net Weight (Kg) Total Weight (Kg)

Structure

Front Pillar 2 100x100mm 2000mm 12,00 24,00

Rear Pillar 2 100x100mm 2300mm 14,00 28,00

Cross Rafter 4 100x100mm 2250mm 9,00 36,00

Rafter Support 2 100x100mm 3400mm 9,50 19,00

Rafter Support 2 100x100mm 3100mm 8,50 17,00

Bottom Support 4 100x100mm 1825mm 13,00 52,00

Mounting Bracket 4 5,00 20,00

Mounting Bracket 1 1,00 1,00

Aluminum Rails 2 58x62mm 3415mm 4,25 8,50

Aluminum Rails 2 58x62mm 3351mm 4,20 8,40

Aluminum Rails 2 58x62mm 3100mm 3,90 7,80

Hardware Box 1 4,00 4,00

Size Subtotal 225,70

Modules Glass-Glass 6 1700x690mm 26,00 156,00

BatteriesLead Acid 4 407x137x235mm 30,00 120,00

Li-Ion 1 482x400x178mm 45,00 45,00

Size Subtotal 165,00

Table Cabinet 1 750x700x80mm 110,00 110,00

Table Top 1 110x110x50mm 10,00 10,00

Total 666,70

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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

PV Port & Store (Vers. 1) – Initial Roll Out

Component Part Quantity Profile Size Length Net Weight (Kg) Total Weight (Kg)

Structure

Front Pillar 2 100x100mm 2000mm 12,00 24,00

Rear Pillar 2 100x100mm 2300mm 14,00 28,00

Cross Rafter 4 100x100mm 2250mm 9,00 36,00

Rafter Support 2 100x100mm 3400mm 9,50 19,00

Rafter Support 2 100x100mm 3100mm 8,50 17,00

Bottom Support 4 100x100mm 1825mm 13,00 52,00

Mounting Bracket 4 5,00 20,00

Mounting Bracket 1 1,00 1,00

Aluminum Rails 2 58x62mm 3415mm 4,25 8,50

Aluminum Rails 2 58x62mm 3351mm 4,20 8,40

Aluminum Rails 2 58x62mm 3100mm 3,90 7,80

Hardware Box 1 4,00 4,00

Size Subtotal 225,70

Modules Glass-Glass 6 1700x690mm 26,00 156,00

BatteriesLead Acid 4 407x137x235mm 30,00 120,00

Li-Ion 1 482x400x178mm 45,00 45,00

Size Subtotal 165,00

Table Cabinet 1 750x700x80mm 110,00 110,00

Table Top 1 110x110x50mm 10,00 10,00

Total 666,70

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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

Agenda

➢PV Port & Store – The story

➢ Solar PV Residential Rooftop in USA

➢ Logistics in India

➢Challenges in Distribution of Solar PV Rooftop Systems

➢Concept for upscaling distribution

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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

Solar PV in USA – Residential Rooftop

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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

Solar PV in USA – Residential Rooftop

Best Practice – Distribution Concept USA

✓ Procurement Logistics✓ Warehouse Strategy

- Distribution & Installation Centers

✓ Innovative Distribution & Installation- Own fleet for last mile- „Milkrun“-Solution ex DC- optimized RMA – Process- Sunrun installers (employed)

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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

Agenda

➢PV Port & Store – The story

➢ Solar PV Residential Rooftop in USA

➢ Logistics in India

➢Challenges in Distribution of Solar PV Rooftop Systems

➢Concept for upscaling distribution

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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

Logistics in India

Country YearLPI

RankRank 2016

Customs InfrastructureInternational

ShipmentsLogistics

CompetenceTracking &

TracingTimeliness

Germany 2018 1 1 1 1 4 1 2 3

United States 2018 14 10 10 7 23 16 6 19

India 2018 44 35 40 52 44 42 38 52

LPI - Logistics Performance Index

Source:

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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

Logistics in India – Initiatives (domestic)

Dedicated Freight CorridorsInnovation buildup

• Logistic Hubs and improved infrastructure

(e.g. roads)

• Rail transport corridor (per map)

Development of

• Industrial corridor between the main cities

Delhi and Mumbai

• Inland waterways and short sea shipping

• Electronic Toll-System

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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

Logistics in India

Not efficient yet(despite cheap labour)

0

2

4

6

8

10

12

14

16

India BRICstates

industrialcountries

USA Germany

logistic costs

gross domestic output in %

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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

Logistics in India

Distance (long) India USA

Truck / Day 250 km 800 km

Distance (urban) India USA

Minutes / km 8 min 3 min

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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

Agenda

➢PV Port & Store – The story

➢ Solar PV Residential Rooftop in USA

➢ Logistics in India

➢Challenges in Distribution of Solar PV Rooftop Systems

➢Concept for upscaling distribution

expect more

expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

Challenges in Distribution of Rooftop Systems

➢General Challenges

- traffic situation in urban areas

- very limited time for truck access to urban areas

- non-trained workers from street side (unloading & roof top)

- safety and security issues (e.g. haz mat, safety shoes & helmet)

- insurance issues (general liability and transport insurance)

- missing equipment (e.g. forklift at installation site)

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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

Challenges in Distribution of Rooftop Systems

➢ Street Access & Rooftop Access

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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

Challenges in Distribution of Rooftop Systems

➢ Standards for Packaging, Unloading and Installation

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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

Challenges in Distribution of Rooftop Systems

➢ Standards for Labeling and Documentation

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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

➢ PV Port+Store Version 1.0:

➢ Heavy components and parts,

➢ Complex hardware installation,

➢ PV Port+Store 2.0 prototype:

Lessons learned… PV Port+Store 2.0

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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

➢ PV Port+Store 2.0 LIVE:

Lessons learned… PV Port+Store 2.0

Successfully assembled in 2,5h in Vadodara

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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

Agenda

➢PV Port & Store – The story

➢ Solar PV Residential Rooftop in USA

➢ Logistics in India

➢Challenges in Distribution of Solar PV Rooftop Systems

➢Concept for upscaling distribution

expect more

expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

Concept for upscaling distribution

➢Nationwide urban Micro Hubs & suburban Distribution Centers

➢Milkrun deliveries: Distribution Center Micro Hubs

Distribution Center

Micro Hub

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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

Concept for upscaling distribution

➢ Special vehicles for last mile from Micro Hub to customer

➢Education and Training of Installation Teams

➢ Sustainable Packaging

➢ Safety and Security Policy

➢ Site pre-visits by responsible installers

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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

Concept for upscaling distribution

➢ Transportation Costs (as is Vers. 1)

Place of deliveryTata Ace

(1 MT) Tata 407 (2.5 MT)

Tata 1109 (6 MT)

PV Port & Store(1500 Vol./Kg )

Delhi Region INR 5700 INR 7300 INR 10400

West, Central, North Region INR 9 / kg ~ INR 18200

South Region INR 11 / Kg ~ INR 22300

Eastern Region INR 15 / Kg ~ INR 30400

- including 35% Fuel Surcharge- excluding GST 18% and service charges

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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

Concept for upscaling distribution

➢ Transportation Costs (new)

✓ E-Rikshaw (annually for 4 years) INR 100,000*✓ Maintenance (annually) INR 80,000✓ Driver (annually) INR 200,000

INR 380,000

230 x Deliveries / Installations per year = INR 1,650 p. system

= 25 % of today

* - Investment INR 400,000

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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

Company

➢ 30 Years in Logistics– Germany – U.S.A.– Southeast Asia & India

➢ Career Milestones– Agility Logistics (DE) - Airfreight Manager (1993)– Dachser (DE / USA) - Branch Manager (1995) – Incorporation expectus GmbH (2000)– Incorporation expectus Inc. USA (2007)

➢ Special Competencies– Distribution (all MoT) & Warehousing Concepts– Hazardous Material (Transport & Packaging)– Certified Export Control Graduate (Germany / EU)– International Customs and Trade Regulations

➢ LinkedIn– https://www.linkedin.com/in/expectstefanschaefer/

Stefan Schaefer President & CEO

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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

References

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expectus GmbH ● Zollstockgürtel 59 ● 50969 Köln ● Germany

expectus Inc. ● 490 Post Street, Suite 406 ● San Francisco, CA 94102 ● USA

Thank you !

Have a great and successful