sunshine middleeast march 2015 market entry services

7/23/2019 Sunshine MiddleEast March 2015 Market Entry Services

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Member of:


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Sunshine Middle East All rights reserved 2

SUNSHINE MIDDLE EAST is the reference Solar PV advisory services

and engineering company in the Kingdom of Saudi Arabia.

SUNSHINE MIDDLE EAST is a joint initiative ofAl-Hadiyah Law Firm,

Sunshine Energy Advisors and Ingenia Solar Energy with a vision to

create a local company provider of expert engineering and

independent advisory services to institutions and companiesinterested in developing solar PV opportunities in the Kingdom of

Saudi Arabia and the GCC.

As part of the flourishing solar PV opportunity in the region from the

beginning, SUNSHINE MIDDLE EAST brings together the expertise in

the markets and the solar PV industry to contribute to a long lastingand sustainable renewable energy frame work.


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Al Hadyah Law Firm brings over three decades of experience in the practice oflaw in the Kingdom of Saudi Arabia.

It combines the know-how of a multidisciplinary team of outstanding reputation in

the industry and in the Saudi local law and regulations, with international western

experts with previous experience in the country.

Experience in international markets, being the reference firm of foreign companies

established in the Kingdom, providing custom made services.

Sunshine Energy Advisorsis an independent solar photovoltaic consultancy firm

based in Spain with a group of professionals with over 300MW of experience in

the solar PV business.

Among the areas of expertise, Sunshine Energy Advisorsbrings to its partners

over fifteen years of experience in the PV markets, regulation, market entry

strategy, strategic partnerships and business development.

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Ingenia Solar Energyis a recognized engineering and consultancy services

company specialized in PV projects with an experience of over 400MW` across

di"erent regions. Ingeniahas extensive experience as independent technicaladvisor to both developers, EPC contractors and financial institutions. Provider of

PV module quality control, on-site support, inspections and performance tests of

PV plants with own laboratory facilities. Equipped with state-of-the-art

instrumentation.


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Fernando Herrerias brings over twenty-five years of experience preforming executive positions in thetelecom and renewable energy sectors across Europe, the USA, South America and the Middle East.Fernando spend over a decade working at Alcatel-Lucent before joining Sunpower as GeneralManager for Utility and Power Plants where he deployed over 300MW. In 2012, he founded SunshineEnergy Advisors, a solar PV consultancy firm actively serving US firms to enter the EMEA market. Asco-founder of Sunshine Middle East, he is proud to be one of the few who lived the great expansion ofsolar PV across Europe. Fernando holds a BS in Electrical Engineering with honors from the Universityof Tulsa (Oklahoma, USA) and a Executive Program from IESE Business School in Madrid.

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Juan Redondois a lawyer and economist with great experience in Saudi Arabia. He begun hisprofessional career at Deloitte Netherlands and Spain before moving to the Spanish Embassy

Economic A"

airs o#

ce in Riyadh. He leaded the first solar energy Trade Delegation organized by theSpanish Government to the country. He then co-founded Al Hadiyah, the first law firm with a Spanishpartner in the Kingdom of Saudi Arabia, providing legal services to multinational companiesestablishing in the region. With a wide experience in legal, cultural and business fields in the country,Juan is the director of Sunshine Middle East in Saudi Arabia and head of our Riyadh o#ce.

Enrique Serrano is an electrical engineer and has a Master in Operational Management and IndustrialQuality, a Senior Management Program degree from Instituto de Empresa. He currently manages isresponsible at Ingenia, towards full sun dispatch able power plants. He most recently was founder ofSun to Market Solutions, a business with proprietary engineering optimization software in solar and

renewable energy integration, consulting often to the World Bank, and member of the IECCommittees. He previously worked in the petrochemical and energy industries for Repsol, Praxair andas an independent consultant for financial institutions for four years.


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Ali Al Ghamdi has a degree in Law and legal sciences from King Saud University, specialized in laborand commercial law. Ali has over ten years of practicing experience in Saudi Arabia. Before joining AlHadiyah Law Firm, he was a partner of Al Wafa Law Firm responsible of joint venture contracts, laborlaw and commercial agreements. During that time, he had the opportunity to collaborate as attorneywith other law firms in UAE and Bahrain. He also played a role as legal consultant in the SaudiMinistry of Foreign A"airs.

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Ahmed Al Houtobtained a Bachelors degree in Sharia from Imam Mohammed university and aMaster degree from The Higher Judicial Institute. Ahmed has held executive roles at Riyadh Dry Port,King Khalid International Airport, Ministry of Culture and Information, um Al-Qura (O#cial StateGazette), General Directorate of Publications within others. He was the Head of the committee of the

violations of the law of Press and Publications, Member of the committee monitoring theimplementation of recommendations on human rights education in the Kingdom of Saudi Arabia,Member of the media committee by Royal Decree and Chief Editor of houqoq magazine issue by theCommission on Human Rights in Saudi.

Saad Al Ghamdi is a experienced attorney specialized in sharia (Islamic law) and commercial law. Inhis more than thirty years of experience practicing law in the Kingdom, he was Legal Director of VIPcases in the private o#ce of the Governor of Riyadh and worked in the Municipality of Riyadh for

twenty years. He was legal advisor of HRH Crown Prince Salman Bin Abdulaziz during some of histime as Governor of Riyadh, providing legal assistance and consulting for two decades as Director ofthe Legal Department. He founded Al Wafa Law Firm and was managing director for twelve years.Among his references, he has worked for the Saudi Royal Family and a wide range of Ministries andPublic Organizations together with reference private companies such as Google KSA, Al Osais (partnerof Inabensa in KSA), Redico, AMC within others.


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MarketAs

sessment

Saudi Arabia general andsectorial market analysis

Value added productsand services to thecountry

Identification of potentialbusiness areas

Identification andselection of potentialadded value partners andcustomers

Business agenda toSaudi Arabia M

arketEntry

Strategy Strategic plan for the

Saudi Arabia market

SWOT analysis

Product and service localadaptation

Partnership closureassistance

Business model in thecountry

MarketExe

cutition

Prequalification processin selected private andgovernmental entities

Execution of selectedbusiness opportunities

New opportunityidentification

Assistance in tenderpreparation, submissionand follow up

Professional dedicatedresources in the countryincluding o#ceenvironment and services

Company representationin the country

for international companies entering in the KSA market


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Country report including legal entry requirements, corporateestablishment, o#cial bodies to register, foreigner investorlicenses, company laws, taxation, etc.

Energy and Renewable Energy sector market sizing,

attractiveness and projection. Main government institutionsand public tender process.

Detailed analysis of financial

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content, current regulationand treats.

Identification of marketsegment opportunities andpotential.

Global solar market attractiveness and ease of doing business

0

0

20

40

60

80

100

120

140

160

105 15 20 25 30 35 40

India

Brazil

Ukraine

Egypt

Romania

Turkey

Mexico

TunisiaSouthAfrica

Austria

Israel

Spain

UAE

Portugal

SaudiArabia

South Korea

France

Japan

Australia

Germany

United States

Poland

Bulgaria

Chile

NetherlandsTaiwan

Belgium

SwedenCanada

DenmarkUnitedKingdom

Greece

MoroccoChina

Italy

Easeofdoing

businessrank

Ernst & Young Renewable Energy Country Attractiveness Indices solar ranking

'


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Global solar market attractiveness and ease of doing business

0

0

20

40

60

80

100

120

140

160

105 15 20 25 30 35 40

India

Brazil

Ukraine

Egypt

Romania

Turkey

Mexico

Tunisia

SouthAfrica

Austria

Israel

Spain

UAE

Portugal

SaudiArabia

SouthKorea

France

Japan

Australia

Germany

UnitedStates

Poland

Bulgaria

Chile

NetherlandsTaiwan

Belgium

SwedenCanada

DenmarkUnitedKingdom

Greece

MoroccoChina

Italy

Ease

ofdoing

business

rank

Ernst& YoungRenewable EnergyCountry AttractivenessIndices solar ranking

'


Company added value to the KSA market.

Product and services market updatability.

Competition analysis.

Identification and selection of potential added value localpartners and customers.

Agenda of meetings for the company commercial visit to SaudiArabia: sponsorship, invitation letter and visa required to enter

the country.

Follow up of the action points identified during the visit to thecountry.


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Strategic development

Partnership Identification

Business Development

Establishment and implementation in the region

Legal Services

Joint venture agreements



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SWOT analysis.

Identification and definition of growth opportunities.

Value analysis per opportunity.

Requirements analysis per opportunity.

Prioritization criteria development and decision facilitation.

Analysis of vendor pre-qualification process and local content

requirement compliance.



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Business model in the country: local agency, solelyestablishment, local component, etc.

Country and company specific requirements.

Partnership closure assistance.

Action timeline.


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Prequalification process in selected private and governmentinstitutions: Saudi Electricity Company, Saudi Aramco,K.A.CARE, etc.

Execution of selected business opportunities.

Assistance in tender preparation.

Tender submission and follow up.

Opportunity follow up.

New opportunity identification.


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Full time dedication of professional resources including o#ceenvironment and services in Saudi Arabia.

Company representation in the country with the possibility toact as the companys own delegate with direct reporting to the

company.

Enlarge the companys presence in the country throughavailable o#ce environment including secretary, meeting roomand services.

Monitoring of local representative.



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Company establishment in KSA.

Legal due diligence.

Registration procedure in the

local administrations.

Expertise in commercial law for

JV, subcontracting and supplier.

contracts


Expertise in labor law for local work permitting, health safety

and contracting.

Expertise in real state legal advice for purchasing and rental

agreements.


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Site assessment

Weather data station validation

Solar resource analysisCorrelated analysis considering existing databases, installed weather stations, satellite,

Energy yield assessmentSelected technology, solar resource, PV GIS, over 400MW experience and own simulator

Pre/Feasibility studiesProduction estimates adding financial metrics

Optimized grid integration and grid code services

Technical & Financial due diligence recognized by main financial

institutions including World Bank

Financial modeling

Guaranteed performance models



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Conceptual design

Plant layout

Grid modelling (PSSE,DigSilent)

Grid integration design

Basic engineering design (BED)

Front end engineering (FEED)

Detail engineering

Lenders engineering/technicaldue diligence


Lenders advisory services

Design review

Owners engineering

Owners advisory services


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TENDERING

RFP preparation

Bid evaluation

Review EPC/EPCM tender package

PROCUREMENT

Designs by basic

Bill of quantities (BOQ)

Design and advise EPC/EPCM contract

IMPLEMENTATION

Vendor inspections

Bankability reports



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Construction surveillance

EPC supervision

Project Management

Quality inspections

Commissioning

Provisional and final

acceptance tests and

certifications



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Advanced laboratory Visual inspection for major defects

Thermo-graphic inspection for hot spots or cell cracks

Insulation resistance test to check there is su#cient protectionbetween the electrical circuit and the frame so that there are no

health and safety risks during handling and operation

Peak power determination ie: the maximum power generatedby the module under standard test conditions

Inspection service provided also includesa review of theequipment certificates and documentation

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Includes a Remote Operations Centre (ROC) which controls andmonitors the performance of the PV systems all year long. It iscapable of testing 200 modules per week. The lab is equippedwith state-of-the-art instrumentation:

AAA solar simulator used to measure the max power of PV

modules (according to international standard IEC 60904)

Thermo-graphic cameras to detect resistive hot-spots

I-V Curve tracer to check electrical strings of PV Modules on-site

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Remote monitoring & control

Analyse the energy production and yield, and detect potentialfailures.

On-site inspections & periodic checks of PV installations

Preventive maintenance of main equipment (PV modules,

inverters, transformers, support structures and trackers)according to manufacturers recommendations and industrystandards.

PV plant failures attendance and corrective maintenance.

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sunshine middleeast march 2015 market entry services

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