Programme Develop Solar! - Solarwirtschaft · 2020-03-06 · Programme – Develop Solar! ......

Renewable Energy Project Development Programme

Programme – Develop Solar!

Advanced technical and business seminar

for project development in solar energy

August 2-7, 2009 – Kampala, Uganda

Photo © by Phaesun

Contact

GTZ in Uganda

Regional Energy Advisory Platform East Africa

Mr. David Otieno

Email: [email protected]

Phone: +256-414-347-145

Ms. Jasmin Fraatz


Phone: +256 773 723869

GTZ in Germany

Renewable Energy Project Development Programme

Ms. Regine Dietz


Phone: +49-30-408190-253

Mr. Daniel Busche


Phone: +49-6196-79-1367

In cooperation with

German Solar

Industry Association

Centre for Research in

Energy and Energy

Conservation, Makerere

University

Private Sector

Foundation Uganda

(PSFU)

mailto:[email protected]




3

Introduction

Tailwind for solar energy

A reliable supply of energy is one of the major challenges Uganda is facing today. Power outages and

efficiency shortfalls occur on a daily basis, fuel prices are increasing while large hydro power remains

vulnerable to absent rain falls. On average, only one in ten households has access to electricity, and

only one in 20 households in rural areas.

Uganda has abundant resources of solar energy. Bringing this into account offers a huge potential for its

economy in general and its evolving solar sector in particular. Apart from supplying energy to private

households, health centers and schools, the telecommunication industry is a major growth sector for

photovoltaics. Innovative hybrid approaches for isolated grid systems have shown proven success in

other countries. These are just some examples of the upcoming business opportunities for project

developers, energy suppliers, manufacturers of solar components and system integrators.

German solar companies

Five leading German solar companies – Centrosolar Group AG (solar module manufacturer),

HOPPECKE Batterien GmbH & Co. KG (battery manufacturer), Phaesun GmbH (system integrator),

SMA Solar Technology AG (solar inverter manufacturer) and Steca Elektronik GmbH (component

manufacturer) – are keen to establish Ugandan-German business partnerships to jointly tap the

business potentials. Together with the German Solar Industry Association (BSW) and the German

Technical Cooperation (GTZ) they will be implementing the one-week advanced technical and business

seminar for project development in solar energy. Learn and exchange experience in design, operation

and maintenance of solar systems!

Benefits for participants

Your benefits participating in the seminar and joining the business-to-business meetings:

☼ Receive state-of-the-art technology insights

☼ Use exclusive matchmaking opportunities

☼ Take advantage of training in marketing and project development

☼ Be part of the follow-up and bring ideas to fruition

4

About the seminar

Background

International experience shows that a sustainable solar market development relies upon three main

pillars: 1) conducive political framework conditions, 2) supportive financing options and 3) the

development of capacities to realize market development. In this context the role of the private sector is

crucial. Well trained professionals and innovative entrepreneurs are needed to boost the use of solar

energy. An important factor for a sustainable market development is the implementation of quality

standards. The application of quality products and maintenance services are essential to keep

consumer trust and present solar systems as long-term economical viable and technical reliable energy

supply solutions.

Business partnerships between Ugandan and German companies can play a vital role to boost local

market development. Renewable energy technologies made in Germany stand for innovative and high-

quality products. East Africa is getting an interesting market for German companies which might not be

easy to access but with promising prospects. Compared to other East African countries Uganda offers

promising perspectives, such as a vital private sector, which encouraged the German companies

visiting Uganda.

Content of the sessions

The one week advanced technical and business seminar for project development in solar energy offers

a mix of training sessions with technical, managerial and financial content. German companies will

present their state-of-the-art-products and explain technical and quality aspects of the respective

technology. They will give information about realized projects and experiences. In this context the

mutual exchange of experiences will have added value for both Ugandan and German companies.

Furthermore the topology and design of PV system as well as the operation and maintenance of PV

systems will be important topics to discuss. In a one-day hands-on training technicians will have the

opportunity to learn about technical features of different solar components.

Furthermore, the seminar addresses questions of sales and marketing strategies for PV. Current

marketing activities will be analyzed and with an outlook for future promising market segments adapted

strategies elaborated. In order to realize a strategic market development professional project

development skills are indispensable. Besides issues of technical planning, the financial planning and

the preparation of coherent business plans is essential for a economical viable project design. And this

is a prerequisite for the finance sector to get involved and support PV projects. International and local

experts will act as trainers and function as contact persons for further discussion and individual

questions.

As already mentioned suitable finance conditions are a necessity for market development. Therefore the

seminar “Develop Solar!” addresses also the Ugandan finance sector with a special training session on

financing of PV projects. Participants will learn about the nature of PV projects, their cash flow profile

and how to analyze project risks. That solar energy is a new and promising business segment for

finance institutions will be proved by an expert from the Deutsche Bank – one of the world´s largest

banks.

5

Business-to-business meetings

Establishing business partnerships needs time to get to know each other and exchange business

interests. Thus the programme comprises respective time slots for exclusive business-to-business

(B2B) meetings. These B2B-meetings will be pre-arranged: please use the B2B-registration forms

distributed on Sunday 2nd

August (or send to you upon request via email). The conveners will organize

the meetings and inform you about time and location of your meetings.

Target groups

Depending on the professional background, business interests and learning objectives, participants

include representatives of:

Solar companies: project management, technicians, sales and marketing professionals

Interested customers: electrical wholesalers, telecom companies, operators and system

integrators for power supply systems, UPS, etc.

Financing institutions: banks and micro finance institutions

Each company/ financing institution can send up to two representatives which can participate in all

sessions. Especially for the finance institutions it is possible to attend solely the Friday morning session.

Please use the seminar‟s registration form to indicate in which session you would like to participate in:

Session A: PV project and business plan development (for companies)

Session B: PV project finance (for financing institutions)

Conveners

The Ugandan Ministry of Energy and Mineral Development in collaboration with the German Technical

Cooperation (GTZ) on behalf of the German Ministry of Economics and Technology (BMWi), German

solar companies, and the German Solar Industry Association are jointly implementing “Develop Solar”!,

an advanced technical and business-related seminar for project development in solar energy. The

seminar will take place from the 2nd to the 7th of August 2009 at the Centre for Research in Energy and

Energy Conservation (CREEC), Makerere University. The Ministry of Energy and Mineral Development

is setting the pace for an uptake in the utilization of indigenous renewable energy resources through

increased domestic and foreign private sector investment. The investments through partnerships

between domestic and foreign companies can greatly contribute to enhancing the capacities of the

region‟s private sector and to facilitating technology transfer.

The seminar “Develop Solar!” is one of the activities of the “Renewable Energy Project Development

Programme” which is implemented by the GTZ on behalf of the German Federal Ministry of Economics

and Technology. The programme aims at closing already existing business ties and laying the

groundwork for successful and sustainable East African-German business partnerships. The

programme is closely interlinked with the ongoing activities of GTZ in Uganda – especially with the

“Promotion of Renewable Energy and Energy Efficiency Programme”.

6

Quality made in Germany!

With 20 years of experience, Centrosolar produces quality modules at

production plants that are amongst the most modern in the world. Centrosolar

offers grid connected and stand-alone solar systems.

The specialist for industrial and solar battery systems and the largest

manufacturer in European ownership. HOPPECKE GmbH & Co. KG develops

and provides customers with new technologies for energy storage purposes.

SMA Solar Technology AG is the world„s leading manufacturer of solar

inverters. SMA„s innovative technology ensures the cost-effective use of solar

energy on a commercially viable scale. SMA inverters can be used for both grid-

connected and off-grid applications.

Phaesun is a service, sales and marketing specialist for PV products. As one of

the leading system integrators for stand-alone solutions, Phaesun offers all the

leading brands of the off-grid solar market.

As a leading supplier of products for the solar electronics industry, Steca

Elektronik GmbH sets international standards for the regulation and control of

solar energy systems.

7

Sunday, August 2nd

2009:

Welcome and introduction

This day‟s focus is to kick-off the seminar and to start the networking among the Ugandan and German

companies. To initiate the exchange of experience, the programme provides mutual company

presentations. In addition, the main political and economic developments as well as the status quo of

the solar sectors in Uganda and Germany will be briefly discussed. This includes an outlook on the

perspectives of the Ugandan solar market. Before the joint dinner, the format and procedures for the

business-to-business meetings will be presented.

Venue: Makerere University, conference hall at the Department of Food Science and Technology

Time Subject Focal point / Speaker

2:30 pm

Registration and handout of

conference packages

Ms. Jasmin Fraatz

GTZ REAP Energy Advisor

3:00 pm

Welcome note and introduction

Mr. David Otieno

GTZ REAP Programme Manager

Dr. Izael Pereira Da Silva

Director, CREEC

Mr. Volker Schacht

Coordinator Department Rural

Electrification, BSW-Solar

3:15 pm

Programme overview

Mr. Frank Heise

Sales Director stand alone systems,

Centrosolar AG

3:30 pm

Introduction of German companies

Facilitated by Mr. Frank Heise

Centrosolar AG

4:00 pm

Introduction of Ugandan companies

Facilitated by Mr. Medard Muganzi

Private Sector Foundation Uganda

4:30 pm

Business to business meetings:

presentation of format and procedures

Ms. Regine Dietz/ Mr. Daniel Busche

Coordination Unit PDP, GTZ Germany

4:45 pm Tea break

5:00 pm

The solar PV market in Germany: development

and status quo of the solar industry

Mr. Volker Schacht

BSW-Solar

5:30 pm

The solar PV market in Uganda: status quo

and future prospects

Mr. Emmy Kimbowa

Industry representative

6:00 pm Introduction to GTZ’s solar PV activities in Uganda

Mr. Lucius Mayer-Tasch GTZ PREEEP, Coordinator rural electrification component

7:00 pm

Dinner at Protea Hotel hosted by GTZ

for registered participants only

8

Monday, August 3rd

2009:

Official opening session

On Monday, the seminar will officially will be opened by the conveners including the Ugandan Ministry

of Energy and Mineral Development. Following the welcoming addresses and an introduction about the

policy framework in Uganda, this day will focus on technical insights on state-of-the-art solar modules,

charge controllers and batteries.


8:30 pm: Registration and handout of conference packages


9:00 am

Opening remarks by the Session Chair Mr. Godfrey R. Turyahikayo

Executive Director, Rural Electrification

Agency

9:10 am

Official opening remarks by the

Ministry of Energy and Mineral Development

Mr. James Baanabe

Commissioner Energy Resources

Department, Ministry of Energy and

Mineral Development

9:20 am

Welcome address by the hosts

Mr. Arch Dr. Barnabas Nawangwe

Dean Faculty of Technology,

Makerere University

Mr. Hermann Plumm

Acting Country Director, GTZ

9:40 am

Welcome note by the Private Sector

Foundation Uganda (PSFU)

Mr. Geoffrey Ssebuggwawo

Director –BUDS-ERT, PSFU

9:45 am

Welcome note by the German companies

Mr. Frank Heise


Centrosolar AG

10:00 am Tea break

9

Monday, August 3rd

2009 (cont’d):

Solar modules, charge controllers, batteries

In the afternoon session, the programme will focus on technical insights on state-of-the-art solar

modules, charge controllers and batteries: German companies will present product portfolios and

appliances suitable for Uganda. A special emphasis will be put on quality aspects and their marketing

assets and long-term pay-offs.



10.15 am

Solar modules

Production of silicon modules, technical and

quality aspects

Product range

Company profile and realized projects

Mr. Frank Heise


Centrosolar AG

11:45 am

Charge controllers and appliances

System management for DC and AC

applications, technical and quality aspects

Product range


Mr. Michael Müller

Research Sales Director Northern

Europe, STECA Elektronik GmbH

1:15 pm Lunch break

2:00 pm

Batteries

Storage technology for different DC and AC


Product range


Mr. Andreas Rupp

Key Account Manager Solar,

HOPPECKE Batterien GmbH & Co.

KG

3:30 pm

-

6:00 pm

Business to business meetings

Individual meetings between Ugandan and

German solar companies (by prior arrangement)

Coordinated by Ms. Regine Dietz/

Mr. Daniel Busche


10

Tuesday, August 4th

2009:

Inverters, solar systems, topology & design of PV systems

This day offers technical insights and a workshop on topology and design of PV systems. The morning

session continues with technical insights on state-of-the-art inverters and solar systems: German

companies will present product portfolios and appliances suitable for Uganda. Again, a special

emphasis will be put on quality aspects and their marketing assets as well as long-term pay-offs. In the

afternoon, an interactive workshop session will focus on the topology and design of PV systems,

including an overview about available tools for the design of different PV systems, e.g. using computer

software.



9:00 am

Inverters

System solutions for different AC


PV hybrid system design

Product range


Mr. Frank Neumann

Sales New Markets, SMA Solar

Technologie AG

10:30 am Tea break

10:45 am

Solar systems

Designs for different PV applications,

technical and quality standards

System range and services


Mr. Francis Hillman

Technical Director Africa, Phaesun GmbH

Mr. Boumedien Habibes

Sales Africa and Europe, Phaesun GmbH

12:15 pm Lunch break

1:00 pm

Topology and design of PV systems

Interactive workshop and discussion

Topology of DC and AC systems

System design and sizing of components

Standard computer software

Mr. Francis Hillman

Phaesun GmbH

Mr. Boumedien Habibes

Phaesun GmbH

Mr. Michael Müller

STECA GmbH

Mr. Jörg Fischmann

SMA Solar Technology AG

3:30 pm Policy framework for solar PV in Uganda Mr. Bena Benon

PVTMA Officer, Rural Electrification

4:00 pm Presentation “Implementation of Solar Energy Supply and Capacity Building in Educational Facilities"

Prof. Dr. Helmut Müller

Dr. Yusufu Kyeyune

4greenarchitecture and TU Dortmund

4:15 pm Tea break

4:30 pm

-

6:30 pm




Coordinated by Ms. Regine Dietz/

Mr. Daniel Busche


11

Wednesday, August 5th

2009:

Hands-on training

This day puts the emphasis on a hands-on training session with three differently sized PV systems. The

training includes the practical demonstration of the components and conveys information on installation,

maintenance, replacement, repair, trouble shooting, quality control and safety issues.

Venue: Makerere University, conference hall at the Department of Food Science and Technology and

the Centre for Research on Energy and Energy Conservation (CREEC)

Special target group: Technicians


9:00 am

Introduction of hands-on training

and organization of training groups

Mr. Frank Heise

Centrosolar AG

Mr. Volker Schacht

BSW-Solar

9:30 am

Group 1 - Small DC application Mr. Francis Hillman

Phaesun GmbH

Group 2 - Large DC application

Mr. Frank Heise

Centrosolar AG

Mr. Michael Müller

STECA Elektronik GmbH

Group 3 - AC application

Mr. Jörg Fischmann


Mr. Andreas Rupp


KG

11:00 am Tea break

11:15 am


Phaesun GmbH


Mr. Frank Heise

Centrosolar AG

Mr. Michael Müller



Mr. Jörg Fischmann


Mr. Andreas Rupp


KG

12:45 pm Lunch break

12

Wednesday, August 5th

2009 (cont’d):

Hands-on training

1:45 pm


Phaesun GmbH


Mr. Frank Heise

Centrosolar AG

Mr. Michael Müller



Mr. Jörg Fischmann


Mr. Andreas Rupp

HOPPECKE GmbH & Co. KG

3:15 pm Tea break

3:30 pm

Operation and maintenance of PV systems

Technical workshop and discussion:

Site inspection, commissioning, installation

Operation, maintenance, repair

Electrical safety and lighting protection

Mr. Michael Müller


Mr. Andreas Rupp


KG

Reception at the German Ambassador’s residence by invitation only

Time Subject Representative

6:30 pm

Welcome addresses

Introduction of Ugandan and German

companies

Amb. Reinhard Buchholz

German Ambassador

Hon. Hilary Onek

Minister of Energy and Mineral Development

Prof. Maggie Kigozi (TBC)

Executive Director, Uganda Investment

Authority (UIA)

Mr. Hermann Plumm


Mr. Philippe Simonis

Energy Focal Area Coordinator GTZ

Mr. Frank Heise

Centrosolar AG

Mr. Medard Muganzi

PSFU

7:30 pm Dinner

13

Thursday, August 6th

2009:

Sales and marketing – strategies for PV in Uganda

In the context of the quality of PV products and applications as a key issue of marketing strategies, this

day starts with the assessment of the current market segments for PV in Uganda and how they are

being targeted. Subsequently, the most promising short-term and mid-term market segments will be

identified and implications for the strategic market development of these segments will be discussed.

The session will conclude with different ways of intervention for strategically developing new business

opportunities.



9:00 am Sales and marketing strategies: experiences,

challenges and prospects from the Ugandan

perspective

Mr. Abhay Shah

Director, UltraTec Ltd.

Mr. Richard Kanyike

Managing Director, Solar Energy

Uganda Ltd.

9:30 am Developing market segments and exploring

new opportunities: experiences from Germany

Mr. Kai Deponte

Konserve Consult Ltd.;

former Product Manager BP Solar

Europe

9:45 am Q&A-session and discussion

10:15 am Tea break

10:30 am

Strategies for solar business development

SWOT analysis of business strategies

and prioritization

Efficient use of existing sales and

marketing channels and monitoring

competition

Identifying new distribution channels

Evaluating new opportunities for business

Business expansion – reaching out new

customers and geographic areas

Making „quality“ a core value of the

business and your USP

Mr. Charles Ocici

Executive Director, Enterprise Uganda

1 pm Lunch break

14

Thursday, August 6th

2009 (cont’d):


As building business partnerships needs time, this session offers the opportunity for exclusive meetings.

The business to business meetings will be pre-arranged: please use the registration forms distributed

on Sunday, August 2nd

(or send to you upon request via email). GTZ will inform you about time and

location of your meetings.

Venue: Protea Hotel


2:30 pm -

5:30 pm




“Market place”

Meet lecturers and experts for further discussions

on Solar PV market development

Coordinated by Ms. Regine Dietz /

Mr. Daniel Busche


15

Friday, August 7th

2009:

PV project development and financing

Depending on the participant‟s professional background, business interests and learning objectives, this

day offers two parallel sessions. Session A is intended for solar companies, Session B primarily focuses

representatives of financing institutions:

Session A: PV project and business plan development (for companies)

Session B: PV project finance (for financing institutions)

Venue: Makerere University, Department of Food Science and Technology

Session A: PV project and business plan development

Key issues, primarily for solar companies

Technical design and financial planning of PV projects.

How to develop a project and how to realize it?

What are key parameters in PV project development?

How to identify, promote, finance and realize viable projects?

Get to know project planning tools (e.g. business plans).

Session B: PV project finance for financing institutions

Key issues, primarily for financing institutions

Information about the characteristics of the solar PV market and financing needs of Ugandan

solar companies.

Identify the cash flow profile of PV projects and the technical parameters influencing a project

Learn how to verify technical assumptions provided by potential borrowers,

Learn how to develop a simplified financial model for a PV project and how to analyze the risks

16

Friday, August 7th

2009 (cont’d):

Session A: PV project and business plan development


9:00 am Joint welcome address Ms. Regine Dietz/ Mr. Daniel Busche


9:15 am

Overview of project development and different

PV project types

different applications: on/off-grid, system size, etc.

Mr. Georg Hille

Energy Consultant and Project Developer

9:45 am

Technical planning

Customer assessment

Assessment of local social conditions

Evaluation of political framework conditions

Technical viability through demand and

supply side analyses

Mr. Georg Hille


10:45 am Tea break

11:00 am

Financial planning

Investment costs

Transport, tax and duty

Installation costs

O&M costs

Revenues from the project subsidies

Mr. Georg Hille


11:45 am

Business plan development and financing

conditions

Important financial and technical

parameters for a possible investor/bank

Methods to derive a first rough estimation

of the technical and financial project

viability

Risk management strategies and project

controlling

Mr. Georg Hille


12:30 pm

Joint session – Financing solar energy projects

Analysis of developed business plan

Discuss key constraints about financing

solar companies and exchange

experiences

Mr. Georg Hille


Ms. Silvia Kreibiehl

Deutsche Bank AG

1 pm Joint lunch break

17

Friday, August 7th

2009 (cont’d):

Session B: PV project finance


9:00 am Joint welcome address Ms. Regine Dietz/ Mr. Daniel Busche


9: 15 am

Technical introduction to PV technology

Mr. Volker Schacht

BSW-Solar

9:45 am

Financial planning of a PV project

Key technical and financial drivers

Cash flow planning

Key constraints about financing solar

projects and exchange experiences


Deutsche Bank AG

10:15 am

Financing PV projects – credit risk analysis

SWOT analysis

Business plan analysis

Appropriate financing structure (debt

financing portion, repayment schedule,

guarantees etc.)

Checklists for discussions with potential

borrowers


Deutsche Bank AG

10:45 am Tea break

11:00 am

Financing solar companies

Dynamics of the solar industry

Working capital financing requirements

Business plan analysis and risk assessment


Deutsche Bank AG

12:30 pm

Joint session – Financing solar energy projects

Analysis of business plan developed in

session A

Discuss key constraints about financing

solar companies and exchange

experiences

Mr. Georg Hille



Deutsche Bank AG

1 pm Joint lunch break

18

Friday, August 7th

2009 (cont’d):

Joint closing session

The closing session will wrap-up the seminar and give an outlook on the follow-up activities of the

programme. One focus is the project development support that the participating Ugandan companies

can access.

Venue: Makerere University, Department of Food Science and Technology


2 pm

Concluding plenary session

Outlook on future cooperation and follow-

up process and activities

Mr. Frank Heise


Centrosolar AG

Dr. Izael Pereira Da Silva

Director CREEC

3 pm

Closing

Certificates

Words of thanks

Mr. Philippe Simonis

Energy-Focal Area Coordinator, GTZ

Mr. James Baanabe

Commissioner, Ministry of Energy and

Mineral Development (MEMD)

Mr. Hermann Plumm


Amb. Reinhard Buchholz

German Ambassador

4 pm End of the seminar

19

Notes

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Programme Develop Solar! - Solarwirtschaft · 2020-03-06 · Programme – Develop Solar! ......

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Transcript of Programme Develop Solar! - Solarwirtschaft · 2020-03-06 · Programme – Develop Solar! ......