1. These are not Smart Grids U.S. Commercial Service © 2011

2. U.S. Commercial Service Exporting Smart Grid Resources for U.S. Companies Connectivity Week, 2011 Silicon Valley U.S. Export Assistance Center Shannon.Fraser@trade.gov Karl.Kailing@trade.gov U.S. Commercial Service © 2011

3. 21 st Century Smart Grid Information rich Distributed design and operation Clean tech priority Ubiquitous storage Automated operations Highly differentiated energy services U.S. Commercial Service © 2011

4. Exporting Smart Grid The Smart Grid Export Sector Includes:  Grid Modernization: Electric grid equipment products and services required for the modernization of distribution and transmission systems.  Integrated ICT: Information and Communication Technologies (ICT) and services that support a fully networked grid and enable two-way communications and electric flows. U.S. Commercial Service © 2011

5. Smart Grid Sector Analysis: Grid Equipment Trade Data U.S. Commercial Service © 2011 Grid Modernization Equipment Totals20082009 U.S. Exports$12.7 Billion$10.2 Billion World Trade$160.2 Billion$126.4 Billion U.S. Export Share7.93%8.06% Source: International Trade Commission and Department of Commerce data

6. Estimated 5-Year Growth in Smart Grid Industry Segments, 2010-2015 U.S. Commercial Service © 2011 Source: Department of Commerce and Industry Estimates Smart Appliances (>500%) Smart Meters (200%) Advanced Metering Infrastructure (200%) Communications (150%) Integrated IT (150%) Home Area Networking (75%)

7. U.S. Smart Grid Exports U.S. Commercial Service © 2011  Industry research estimates that $200 billion will be invested globally in the Smart Grid Network between 2008-2015  U.S. firms are global leaders in:  Grid modernization products  Energy storage technologies  Smart meters  AMI  Communications Networking Technologies  IT Applications and Platforms  Top Competitors: Germany, China, France, Japan, Korea, Italy

8. Smart Grid: Best Market Export Prospects Australia Brazil Canada China European Union India Japan Russia South Korea U.S. Commercial Service © 2011

9. Exporting Smart Grid Why export? What export services are available? How can I access export resources? Who can help me? Where can I find the U.S. Export Assistance Center? When can we start exporting? U.S. Commercial Service © 2011

10. Exporting Means Growth More than 70% of the world’s purchasing power is outside the borders of the United States In the last 20 years, U.S. exports have increased to almost $2 trillion Exports translate to higher wages Manufacturers that export grow jobs more quickly US firms need to engage internationally to compete, even here at home –(but it’s not a zero-sum game) –The private sector has a leading role to play, as does government Cleantech drivers are imperatives that will impact economic security Resource efficiency will be a major competitive factor in the coming decades –Those who are unable or unwilling to move up the innovation curve will lose market share. U.S. Commercial Service © 2011

11. Exporting Means Commitment Effort: a lot of work up front, prospects for reward unclear Time: already too busy getting up and running, attending to local/domestic market Money: all funds dedicated to ramp-up, no slack to dedicate $30-40k to approaching an overseas market Experience: lack of familiarity with culture, language, currency, legal/regulatory framework U.S. Commercial Service © 2011

12. Common Exporting Questions How can determine which markets are best for my product? How can I find an overseas partner (distributor, importer, etc.)? Is there a way to conduct due diligence on a potential overseas partner? Am I using the correct HS code to classify my product? How can I be sure Brazil will accept the testing that has been done on my product? How can I protect my intellectual property abroad? I need an in-country attorney to help review my contract, can you help? I want to open a sales office in Singapore, what’s required? Is a license required to export my product? My buyer never paid me. Help! My company is bidding on a project in Turkey. What support can the USG provide? U.S. Commercial Service © 2011

13. U.S. Commercial Service  U.S. Department of Commerce agency, founded in 1980  Promote the export of goods & services from the United States  Help U.S. companies successfully navigate foreign markets  Educate companies about tailoring their activities to a specific market  Assists new and experienced exporters with the knowledge and tools that they need to succeed globally U.S. Commercial Service © 2011

14. Our Global Network U.S. Commercial Service © 2011

15. 2010 Highlights 12,000+ successful transactions $80 billion+ in U.S. goods and services $30 billion in project advocacy 200 markets abroad Focus on small-to-medium enterprises Transactions from $50 to more than $50 million U.S. Commercial Service © 2011

16. Trade Counseling We can help you:  Determine the best markets for your products & services  Identify and screen potential overseas business partners  Comply with foreign and domestic government standards, labeling and other regulations  Locate suitable professional service providers in the market (legal, tax, accounting, etc)  Learn about cultural issues and business protocol U.S. Commercial Service © 2011

17. Market Research at www.export.gov Our Market Research Library contains more than 100,000 country and industry specific market reports, web sites, events, and trade directory listings. Country Commercial Guides (CCGs) Market Research by Industry/Country Customized Market Research U.S. Commercial Service © 2011

18. Gold Key Matching Service  Pre-screened appointment schedule arranged for you before you travel overseas  Customized market and industry briefings with our local trade specialists  Timely and relevant market research  Post-meeting debriefing with our trade specialists and assistance in developing appropriate follow-up strategies  Help with travel, accommodations, interpreter service, and clerical support U.S. Commercial Service © 2011

19. International Partner Search Detailed company information on up to five prescreened potential overseas partners that have expressed interest in your company’s product/service. High-quality market profiles information on the marketability and sales potential for your product/services. U.S. Commercial Service © 2011

20. International Company Profile Detailed information on a specific foreign company Information gathered from the foreign company with its cooperation, and/or from publicly available sources Details include competitors, credit rating, profit and loss numbers, key officers, and our opinion on the overall viability of the firm in its market U.S. Commercial Service © 2011

21. Additional Export Resources Trade Missions: http://www.trade.gov/trade-missionshttp://www.trade.gov/trade-missions June 5-10, 2011 Transportation and Energy Products and Services Trade Mission to Qatar and U.A.E. June 20-24, 2011 Eurasian Oil & Gas Suppliers Trade Mission to Kazakhstan and Turkey Export Training: http://www.export.gov/training/index.asphttp://www.export.gov/training/index.asp Export Webinars: http://www.export.gov/training/eg_main_021857.asphttp://www.export.gov/training/eg_main_021857.asp IPR Resources: www.stopfakes.govwww.stopfakes.gov IPR Toolkits : Brazil, Brunei, China, Croatia, Egypt, European Union, India, Italy, Korea, Malaysia, Mexico, Pakistan, Paraguay, Peru, Russia, Taiwan, Thailand, Vietnam DOC-ABA free intellectual property legal consultation (http://www.abanet.org/intlaw/intlproj/iprprogram.html) U.S. Commercial Service © 2011

22. Export-Import Bank www.exim.gov Paul.Watts@exim.gov www.exim.gov Official export credit agency of the United States Working capital, export credit insurance, loan guarantees, finance lease guarantees & direct loans Assumes credit and country risks that the private sector is unable or unwilling to accept Helps U.S. exporters by matching the financing that other governments provide to their exporters Supports U.S. exports to more than 150 countries U.S. Commercial Service © 2011

23. U.S. Small Business Administration http://www.sba.gov/content/export-loan-programs Jerry.Avila@sba.govhttp://www.sba.gov/content/export-loan-programs Export Express Streamlined loan up to $500,000; Company must be in operation for at least 12 full months Used for business purposes that will enhance a company’s export development. (ex: participation in a foreign trade show, finance standby letters of credit, finance specific export orders, equipment purchases, real estate acquisitions, etc. Export Working Capital Program (EWCP) Provides lenders with up to a 90% guaranty on export loans as a credit enhancement Financing for suppliers, inventory or production of export goods International Trade Loan Program Term loans to businesses that plan to start or continue exporting, or that have been adversely affected by competition from imports. May be used for: Acquisition, Construction, Renovation, Modernization, Improvement, Expansion Refinancing of an existing loan used for these same purposes.

24. U.S. Trade Development Agency (TDA) www.tda.gov Helps countries establish a favorable trading environment & modern infrastructure Assists overseas project sponsors to access U.S. private sector expertise in the areas of: (1) Trade capacity building - helps establish industry standards, rules & regulations, trade agreements, market liberalization, policy reform (2) Project Definition and Investment Analysis - supports large capital investments that contribute to overseas infrastructure development. Funds: Orientation Visits, Investment Analysis, Workshops and Conferences Highlighted sectors include transportation, energy, environment, health care, natural resources, telecommunications, and information technology. Since 1981 has been associated with more than $25 billion in U.S. exports U.S. Commercial Service © 2011

25. Happy Clients: OSIsoft Domestic Platinum Key client –Regular user of both standardized and customized CS services, including recent FedEx Green Industries TM to Europe –Oakland Commercial Service Office partnered with OSIsoft on an “End-to-End Smart Grid” Seminar, which attracted over one hundred registrants and speakers, including the U.S. Ambassador to Australia, the Australia Consul General, & three Senior Commercial Officers –Member of the International Trade Advisory Committee for Energy, which provides trade recommendations to USTR and DOC

26. Commercial Service Export Services: –Gold Key Service for Australia. Led directly to: $2.5 million + Pilot/Demo project at Alice Springs airport 1 signed developer agreement; 4 others in current negotiations Direct bidding assistance on $1 billion + (200 MW) project with Australian utility –Trade Development Agency project support in Northwestern Mexico – Green ICT Trade Mission to Mexico September 2010; Development Bank project finance –Ongoing counseling from Silicon Valley USEAC and other members of Bay Area Clean Tech team: Market research, Trade event support, Meetings with inbound delegations, Introductions to federal and international government resources

27. A synthetic biology company that is developing renewable, algae-based fuels and products –Both Soladiesel BD™ and Soladiesel RD™ are fully compatible with existing infrastructure, and can be used with factory-standard diesel engines, with no modifications. –SolaHR Jet TM jet fuel has passed all of the eleven essential tested specifications required to meet the ASTM D1655 (Jet-A1) standard. It is the world’s first microbially-derived jet fuel to do so. Commercial Service is assisting with due diligence in multiple markets. Solazyme participated in the DOC-organized US Cleantech Delegation to the UN Climate Summit in Copenhagen.

28. Video: How to Make International Sales Without Leaving the U.S. Matchmaker on a Mission http://www.export.gov/articles/eg_main_023158.asp

29. Thank You! Shannon.Fraser@trade.gov Karl.Kailing@trade.gov Silicon Valley U.S. Export Assistance Center 55 S. Market Street, Suite 1040 San Jose, CA 95113 Phone: 408-535-2757 http://www.buyusa.gov/siliconvalley