November 30th, 2015
UTILITY PHOTOVOLTAIC PROJECTSCONFERENCE-DINNER
SMA Solar Technology AG
AGENDA
03.12.2015 3
1
2
3
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France: a promising future for large-scale plants
Global Large-scale market. A great place to be
Success story: The SMA UK example
SMA Service: Top performance, maximum yields
5 Securing Economic profitability withSMA's new turnkey solution
PASCAL RICHARDSales DirectorSMA FRANCE
MARKO WERNERExecutive Vice President
Sales EMEAJAN VAN LAETHEMManaging DirectorSMA West Europe
MICHAEL PLÖCHLHead of Operations &
Maintenance
BERNHARD VOLLHead of Platform Solutions
DINNER
SMA Solar Technology AG
FRANCE: A PROMISING FUTURE FOR LARGE-SCALE PLANTS.
FRANCE'S CALLS OF TENDERS2016 – 2019 PLANNING
03.12.2015 5
4,35 GWallocated01.01.2016 01.01.2019
France to become a major European market for Utility-scale projects
FRANCE'S CALLS OF TENDERS2016 – 2019 PLANNING
03.12.2015 6
2016 2017 2018 2019
1 2 3 4 1 2 3 4 1 2 3 4 1 2 3 4
CRE2 > 250 kW
CRE3 > 250 kW800 MW
CRE4 ground application 3000 MW X X X X X X
CRE4 rooftop application 1350 MW X X X X X X X X X
X Bid announcement
Period of installation
SMA SOLAR TECHNOLOGY AG –ENERGY THAT CHANGES
Marko WernerExecutive Vice President Sales EMEA
December 2015
IMPORTANT LEGAL NOTICEThis presentation does not constitute or form part of, and should not be construed as, an offer or invitation to subscribe for, underwrite orotherwise acquire, any securities of SMA Solar Technology AG (the “Company”) or any present or future subsidiary of the Company(together with the Company, the “SMA Group”) nor should it or any part of it form the basis of, or be relied upon in connection with, anycontract to purchase or subscribe for any securities in the Company or any member of the SMA Group or commitment whatsoever.All information contained herein has been carefully prepared. Nevertheless, we do not guarantee its accuracy or completeness and nothingherein shall be construed to be a representation of such guarantee.The information contained in this presentation is subject to amendment, revision and updating. Certain statements contained in thispresentation may be statements of future expectations and other forward-looking statements that are based on the management’s currentviews and assumptions and involve known and unknown risks and uncertainties. Actual results, performance or events may differ materiallyfrom those in such statements as a result of, among others, factors, changing business or other market conditions and the prospects for growthanticipated by the management of the Company. These and other factors could adversely affect the outcome and financial effects of theplans and events described herein. The Company does not undertake any obligation to update or revise any forward-looking statements,whether as a result of new information, future events or otherwise. You should not place undue reliance on forward-looking statements whichspeak only as of the date of this presentation.This presentation is for information purposes only and may not be further distributed or passed on to any party which is not the addressee ofthis presentation. No part of this presentation must be copied, reproduced or cited by the addressees hereof other than for the purpose forwhich it has been provided to the addressee.
This document is not an offer of securities for sale in the United States of America. Securities may not be offered or sold in the United States of America absent registration or an exemption from registration under the U.S. Securities Act of 1933 as amended.
DISCLAIMER
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SMA IS THE CLEAR #1 IN THE GLOBAL PV INVERTER INDUSTRY WITH A UNIQUE POSITIONING
Unique PositioningKey Facts
Headquartered in Niestetal since 1981
cum. 35 Gigawatt installed worldwide
Sales of > 800 million EUR
> 4,000 employees, thereof 500 in R&D
Stock-listed since 2008
20 Subsidiaries & 4 Production Plants
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On-grid
Residential2 kW to 30 kW
IndustrialTo > 1 MW
Crystalline modules
Thin film
ConcentratormodulesBackup
Off-grid
All PV applications All performance ranges All module types
Residential< 2 kW
Commercial30 kW to 500 kW
> Every market segment has different product requirements.
SMA SERVES ALL MARKET SEGMENTS WORLDWIDE
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SMA Canada
SMA America SMA Korea
SMA IndiaSMA Middle East
SMA Solar Technology AG
SMA FranceSMA Beijing
SMA IbéricaSMA Italia
SMA Australia
SMA Benelux
SMA PortugalService
SMA HellasService
SMA AmericaProduction
Headquarter Subsidiary
SMA UK
SMA Japan
SMA Thailand
SMA South AmericaSouth Africa
Best coverage with more than 700 sales + service professionals worldwide
> SMA is and will be present locally in all relevant PV markets
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SMA MARKET OUTLOOK SHOWS AN INCREASED DEMAND IN 2016
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> In Americas solar inverter sales are expected to grow by >35% to €1.5 bn in 2016 - The utility segment remains the key growth driver in revenue terms.
> In Japan solar inverter sales are estimated to decline by more than 25% due to the already introduced FIT cuts; India and South East Asia are expected to grow slightly in revenue-terms-This trend is mainly driven by commercial and utility-scale PV systems.
> The EMEA markets remain stable. Demand in UK remains strong until Q1 2016 due to the deadline for ROC3). Other key markets are Benelux and Germany with a strong demand for Commercial & Residential systems and Francefor the Utility segment.
Global PV Installations per Segment/Region1),2)
The sudden shift in demand towards Utility and North America will change the competitive environment - SMA is best positioned for future sales growth and clearly the global #1 player4)
GWdc € billion
Comments
12 12 1324 31 37
2015
49
62014
41
5ResCom
Uti
2016
56
7
1,5
4,0
1,0
1,6
2015
4,1
1,11,1
1,7
2014 2016
4,0
1,21,1
1,7
1) Excl. Off-grid and Hybrid Systems2) Source: SMA MI Market Model; Prices according to IHS PV Inverter Market Tracker Q3 2015
(Sept. 2015)
3) ROC: Renewable Obligation Certificate, incentive scheme for >1MW PV system4) IHS PV Inverter Market Tracker Q3 2015 (Sept. 2015)
2016
4,0
1,5
1,7
0,9
1,1
0,9
2,0
2015
4,0+2%
2014
4,1
0,9
2,3
0,9
1625 29 309
1010
108
EMEA
56
2016
+15%
AmericasAPAC
2015
49
2014
41
NO OTHER COMPETITOR HAS A SIMILAR SPECIALIZED GLOBAL SALES & SERVICE INFRASTRUCTURE
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SMA has a balanced regional sales mix and the ability to enter successfully into new upcoming regions (e.g. South America).
1. SMA estimate; preliminary figures
SalesService
SMA’s Global Sales Mix (in € million)SMA’s Global Presence
Global Service Specialists: 400+Global Service Partner: 90+Global Sales Professionals: 200+# of Sales & Service Subsidiaries: 16# of Service Monitoring Center: 3
226
36 %47 % 46 %
19 %19 %
45 %34 % 38 %
44 %
16 % 21 %
35 %
Q1 2015
Ameri
cas
Full Year 20151
APAC
EMEA
Q3 20151Q2 2015
203 240 -270
850 -900
Date, Author
SMA UTILITY SCALE SOLUTIONS FOR LARGE PV POWER PLANTS
SMA Solar Technology AG
PreventativeMaintenance
Commissioning
Extended Warranty
Ready for:✔ Centralized and distributed plant designs✔ All module types✔ Harsh environments✔ Worldwide grid requirements
Sunny Central 2200/2500 kVA1,000V or 1,500VSunny Central CP-JP
500/630/800 kVA
Sunny Central CP XT500/630/720/760/800/850/900/1000 kVA
Sunny Central-US1850/2200/2500 kVA1,000V or 1,500V
Sunny Central Storage500/630/720/760/800/850/900 kVASunny Central CP-US
500/630/720/750/800 kVA
Sunny Tripower20000/25000 TL
Sunny Tripower 60
SMA Power Plant Controller
SMA String Monitor
SMA String Combiner
Transformer Compact Station500/630/800/900/1000/1250/1600/1800
Transformer Compact Station -JP500/630/800
Medium Voltage Block2200 / 2500
SMA PRODUCT PORTFOLIO UTILITY
Communit Sunny Portal Pro
or: CompleteOperation and Maintenance
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CENTRALIZED SYSTEM SOLUTIONS FOR EVERY PLANT SIZE
SMA Utility Power System (IEC – global markets) – 1,000 and 1,500V> Perfectly synchronized components: Sunny Central 2200 / 2500, medium-
voltage block, DC technology, corresponding park control and services> Designed for ease of use: Easy transportation, installation and
commissioning, available as Turnkey Solution or Package
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Medium Voltage Power Station (global markets)> Turnkey container solution for Plug & Play> Available with one or two Sunny Central CP XT inverters> Power class: 500/630/800/900/1000/1250/1600/1800/2000kVA
SMA Utility Power System (ANSI – US market) – 1,000 and 1,500V> Perfectly synchronized components: Sunny Central 2200 / 2500, medium-
voltage block, DC technology, corresponding park control and services> Designed for ease of use: Easy transportation, installation and
commissioning, available as Turnkey Solution or Package
THE LARGEST PV POWER PLANTS RELY ON SUNNY CENTRAL TECHNOLOGY
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More than 35 GW installed worldwide - over 12 GW with Sunny Central
KalkbultSouth Africa75 MW
KagoshimaJapan70 MW
NagaurIndia44 MW
TemplinGermany128 MWTopaz
USA550 MW
Montalto di CastroItaly85 MW
CobijaBolivia5 MW2.2 MW Storage Nyngan
Australia100 MW
WHY EACH DAY OVER 20 MW OF SMA PV INVERTERS ARE INSTALLED WORLDWIDE
Direct exposure to the fast growing global solar market
SMA is the #1 for solar inverters for more than 2 decades
Proven technology and game changing new products
Flexible business model and best-cost sourcing strategy
Powerful sales and service infrastructure
Swift execution of transformation process to reduce fixed cost base
Bankable partner due to high equity ratio and net cash position
Conservative guidance, despite unique positioning
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Stable shareholder structure with Danfoss as strategic anchor investor
SMA minimizes your risk and maximizes your ROI1) and that since more than 30 years.1) Return on Invest
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SOCIAL MEDIAwww.SMA.de/Newsroom
SOCIAL MEDIAwww.SMA.de/Newsroom
SUCCESS STORY: THE SMA UK SHOWCASE
Owls Hatch 45MW
500 MW IN 3 MONTHS
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MISSION
For
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450 MWIN 30 DAYS!
LOCAL BRITISH EXPERTISEBACKED BY REGIONAL AND GLOBAL TEAMS
COMMISSIONING EVEN UNDER HARSH CONDITIONS!
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KEY FACTORS TO SUCCESSFUL PROJECTS
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FULL SERVICE
EXPERIENCED TEAM
SERVICELINE
FIELD SERVICE TEAM
FLEXIBLE SOLUTIONS
SMA SERVICE IN FRANCE
Owls Hatch 45MW
SUPPORT & SERVICE
8 years experience
Availability 365/365
12 Service technicians
4 Service Hub Permanent REX for improvement of your system
Updating campaign with the latest developments
Close relationship
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Continous training
LET’S TALK ABOUT RESULTS
03.12.2015 35
Availability of PV Plant under contract
> 99%
SOCIAL MEDIAwww.SMA.de/Newsroom
RÉSEAUX SOCIAUX
December 2, 2015, Michael Plöchl
SERVICE FOR PV POWER PLANTSTOP PERFORMANCE AND MAXIMUM YIELDS
SMA Solar Technology AG
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YOUR PV POWER PLANT HAS BEEN COMMISSIONED SUCCESSFULLY. BUT THIS IS ONLY THE PEAK OF THE ICEBERG.
TO ENSURE HIGHEST YIELDS AND OPTIMAL AND SECURE PERFORMANCE YOU NEED A COMPETENT AND EXPERIENCED SERVICE PARTNER BY YOUR SIDE.
YOUR PV POWER PLANT HAS BEEN SUCCESSFULLY COMMISSIONED. HOWEVER, THIS IS ONLY THE PEAK OF THE ICEBERG.
TO ENSURE HIGHEST YIELDS AND OPTIMAL AND SECURE PERFORMANCE, YOU NEED A COMPETENT AND EXPERIENCED SERVICE PARTNER BY YOUR SIDE.
GLOBAL LEADERSHIP, LOCAL EXPERTISE
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WELL POSITIONED IN 21MARKETS ACROSS THE GLOBE
15 GW TOTAL MANUFACTURING CAPACITY
35+ GWINSTALLED WORLDWIDE
30+ YEARS OF EXPERIENCE
SOLUTIONS FOR ALL POWER CLASSES AND APPLICATIONS
COMPREHENSIVE SERVICE NETWORK AND LOCAL CONTACTS
›
›
›
››
›
COMPREHENSIVE SERVICE OFFERINGS
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Innovative and comprehensive service offering throughout the entire lifecycle of a PV system backed by our team of highly trained experts.
COMMISSIONINGSUPERIOR PERFORMANCE RIGHT FROM THE START
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Safe and reliable grid connection to ensure that your system produces maximum yields.
Your advantages:
> Safer, proper commissioning of SMA components confirmed by SMA experts
> Updating with latest firmware
> Stable, optimized operation of your PV system – from day one
> Prevention of consequential damages and fault-related downtime
KAGOSHIMA, JAPANCOMMISSIONING AND MAINTENANCE
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100-megawatt system: 130 SMA Sunny Central 800 CP-US invertersManagement of all technical operations of the PV systemTop performance and planning securityMaximum efficiency and system profitability
Commissioned under extreme climatic conditionsRegular maintenance of the 70 MW power plant, largest in JapanProfessional support – local contacts
Volcanic eruption
Flood
Heavy rainThunderstorms
Commissioned under extreme climatic conditionsRegular maintenance of the 70 MW power plant, largest in JapanProfessional support – local contacts
EXTENDED WARRANTYFUTURE-PROOF YOUR INVESTMENT
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SMA Extended Warranty guarantees continued Full-Service - even after the SMA factory warranty has expired.
Your advantages:
> 100 percent guarantee on all replacement parts, diagnostic services and repairs
> Excellent price certainty for entire service lifecycle of the equipment
> Quick resumption of system operation when service is needed
PREVENTATIVE MAINTENANCEENSURING MAXIMUM OPERATIONAL RELIABILITY
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A regular maintenance optimizes the PV system performance and minimizes downtimes.
Your advantages:
> No unexpected malfunctions or hidden costs
> Experienced engineers perform comprehensive 50-point inspection and 17 functional tests
> Adherence to maintenance intervals is ensured
OPERATIONS & MAINTENANCE TOP PERFORMANCE AND MAXIMUM YIELDS
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SMA Operations & Maintenance (O&M) offers optimum, comprehensive services.We manage all the technical operations of your PV system including all its components.
SMA OPERATIONS & MAINTENANCE
24/7/365 remote monitoringRegular reportsAnnual inspection & maintenance (inverter and medium voltage)RepairsSecurity systemModule cleaningGreen keepingWarranty check and supportWeekend standby and maintenance hotline
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OPERATIONS & MAINTENANCE – UK, 2015GLEBE & ODELL FARMS, BEDFORDSHIRE – 33.75 MW
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SMA Service • Operations & Maintenance• Continuous remote monitoring, regular
maintenance, repairs and module cleaning• Tailored package offered to suit bejulo’s
individual needs
SMA System Technology• 28 SMA Sunny Central 900CP-XT• 1 SMA Sunny Central 800CP-XT• SMA Monitoring System• 110.640 modules (Canadian Solar)
Plant Information• Location: Wellingborough, UK• Commissioning: March 2015• Annual yield: 32.200 MWh
PARTNER WITH THE SMA SERVICE TEAM
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Industry leading technical support by highly qualified technicians to ensure quality and safety standards are met or exceeded.
Superior expertise in communications and monitoring: real-time monitoring and proactive service with our SMA Solar Monitoring Center significantly reduces costs
Comprehensive global service network: local presence, fast response times
A properly maintained PV power plant can increase yield by up to 30%, accelerating investment payback.
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YOUR SMA SERVICE CONTACTS
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Michael PlöchlManager
Operations & Maintenance
Pascal RichardSales Director, SMA France
Hervé Humez,Service Director, SMA France
SOCIAL MEDIAwww.SMA.de/Newsroom
SERVICE FOR PV POWER PLANTS
01-12-2015 / BU UT MVS / Bernhard Voll
BEST QUALITY SYSTEMS FOR MAXIMUM RETURN AND MINIMUM RISK
SMA Solar Technology AG
AGENDA
52
1
2
3
4
SAFETY
EFFICIENCY
NEW PRODUCTS EXTENDING THE RANGE
PHOTOS
5 THE FRENCH PACKAGE
6 SMA & SIEMENS – A PARTNERSHIP FOR YOUR SUCCESS
01-12-2015 / BU UT MVS / Bernhard Voll
02-2015 / Bernhard Voll
SAFETY
SMA Solar Technology AG
SAFETY BASICS
Plant operational safety is the key aspect of every installation. This is key forselecting components:• Use only type approved components• Require consistent high quality serial testing before equipment leaves factory• Design equipment for purpose
• Inverters have high common mode voltages which must be tolerated by transformers• Inverter harmonics can cause transformer overheating when not factored into design• PV Plant operation very different from standard utility transformer operation
• Check for Arc Flash Certificate• Whilst arc flash is not a must consideration for fenced off PV Plant operations not
accessible to public it is still an important consideration for your staff• SMA systems have a full arc flash certificate (IAC A 20 kA 1 s)
• Make sure component design is simple so easy to maintain and safe to operate
5401-12-2015 / BU UT MVS / Bernhard Voll
RETURN ON INVESTMENT
SMA Solar Technology AG
EFFICIENCY FOR BEST ROI
01-12-2015 / BU UT MVS / Bernhard Voll
AVAILABILITY MEANS MONEY
A change of 1% availability @ 0.10€/kWh results in a NPV difference of 2,000,000€ over 25 years
and even at 0.05€/kWh still 1,000,000€!
A change of 1% availability @ 0.10€/kWh results in a NPV difference of 2,000,000€ over 25 years
and even at 0.05€/kWh still 1,000,000€!
01-12-2015 / BU UT MVS / Bernhard Voll
Total cost of installation on site: 550€/hour
THE CONSTRUCTION COST IMPERATIVETypical 50 MW PV Plant:
Interest Rate: 5%CAPEX: €1.5/Watt = 75 MEURInterest during Construction:
Rate for high quality union electrician: €120/hour
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Reducing installation time has by far the biggest impact on your Return on Investment
$3,750,000 Per year$312,500 Per month
$10,274 Per day$430 Per hour
01-12-2015 / BU UT MVS / Bernhard Voll
PEACE OF MIND
SMA Solar Technology AG
SUCCESS FOR CONFIDENCE
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Since 01/2014 more than 800 Medium Voltage Power Stations have already been ordered until now 16 countries, total installed basis > 15GW for CP inverters!
United Kingdom
ItalyPortugal
Aruba
Ecuador
Chile
Rwanda
Philippines
Saudi Arabia
Jordan
Germany
Honduras
Israel
Countries with Sunny CentralCountries with MVPS and Sunny Central
Switzerland
KuwaitCuba
01-12-2015 / BU UT MVS / Bernhard Voll
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• We provide 5 year warranty – on all components• We provide top of the range service, anywhere• We design for performance• We design for simplicity• We design for zero failure• We design for the market conditions
SMA – NO COMPROMISES
02-2015 / Bernhard Voll
NEW PRODUCTS FOR BETTER ROI
SMA Solar Technology AG02-2015 / Bernhard Voll
Best in class> The world’s most compact 2.2/2.5 MW Power Block> Easy transport due to standard 20’ shipping container> Fully pre-commissioned plug & play turn-key solution> Worldwide only type tested system solution according to
IEC62271-202 incl. arc flash certificate IAC A 20 kA 1s
Ready for harshest environments> Full outdoor suitability for all environmental conditions> No additional ventilation or air conditioning required
Economically highly attractive> 2500 kW 1500 VDC block size is considered optimal for large
scale applications> Substantial reduction of installation & commissioning costs due to
full plug & play solution and high power density> Specifically designed transformer maximises system efficiency> >10% reduction (Watt specific) compared to MVPS1800SC
(excl. Inverter)
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KEY VALUE POINTS
NO OTHER SUPPLIER HAS THIS POWER DENSITY!
WORLD‘S ONLY 20‘ CONTAINER SOLUTION FOR 2500 KVA
NO OTHER SUPPLIER HAS THIS POWER DENSITY!
WORLD‘S ONLY 20‘ CONTAINER SOLUTION FOR 2500 KVA
01-12-2015 / BU UT MVS / Bernhard Voll
PHOTOS – MVPS 2200 - 2500
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Stack sideStack side
01-12-2015 / BU UT MVS / Bernhard Voll
PHOTOS – MVPS 2200 - 2500
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Low Voltage DC connection sideLow Voltage DC connection side
01-12-2015 / BU UT MVS / Bernhard Voll
PHOTOS – MVPS 2200 - 2500
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Control board, communication roomand air exhaust
Control board, communication roomand air exhaust
01-12-2015 / BU UT MVS / Bernhard Voll
PHOTOS – MVPS 2200 - 2500
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SwitchroomSwitchroom
01-12-2015 / BU UT MVS / Bernhard Voll
PHOTOS – MVPS 2200 - 2500
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Low Voltage AC buswayLow Voltage AC busway
01-12-2015 / BU UT MVS / Bernhard Voll
PHOTOS – MVPS 2200 - 2500
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Transformer 2500 kVA / 33 kV ONAN Dy11RIS Protection
Transformer 2500 kVA / 33 kV ONAN Dy11RIS Protection
01-12-2015 / BU UT MVS / Bernhard Voll
FRANCE – SPECIAL SOLUTIONS FOR A SPECIAL MARKET
The MVPS is fully prepared for the challenging French requirements!
• Interlocking between Low Voltage and High Voltage Side to prevent approach to transformer bushings while energised (NFC 13-100)
• Surge arrester between Transformer and Inverter (NFC 15-100)• Full insulation monitoring (NFC 15-100)• Special fire retardant oil containment (NFC 15-100)• Hermetic protection of transformer (NFC 13-100)• Safety equipment in switch room (Gloves, fire extinguisher, insulating
mat, rescue pole)• Emergency Stop button on outside of station (NFC 15712-1)• All documentation and signs in French (NFC 15712-1)
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We provide solutions tailored for market requirements01-12-2015 / BU UT MVS / Bernhard Voll
UNITED TECHNOLOGYLEADERSHIP FOR MAXIMUM CUSTOMER BENEFIT
SMA Solar Technology AG02-2015 / Bernhard Voll
ENERGY MANAGEMENT–PRESENT WHERE CUSTOMERS REQUIRE PRESENCE
~ €11 bnRevenue
~ 53,000Employees
~ 100Production locations
~ €350 mInvestment in R&D
01-12-2015 / BU UT MVS / Bernhard Voll
COLLABORATIVE SCOPE
03.12.201573
Sieme
nsco
mpon
entsi
nstall
ed in
some
SMA
equip
ment
COM
PLETE
PACK
AGE F
ROM
DC TO
GRID
01-12-2015 / BU UT MVS / Bernhard Voll
SYSTEM PARTNERSHIP
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Grid Access & Integration> Transformers> Switchgear> Grid connection engineering
(incl. collector- and substations)
> Corresponding servicesfor PV applications
Power Generation> Specialized DC
management equipment> Specialized inverter
management equipment> Best fit inverters> Inverter coupled medium
voltage systems
SMA SIEMENS
> Overall electrical plant design incl. grid connection
> Work as consortium or with jointsales approach
> Cooperation ensures best in classservice & engineering support
SMA & SIEMENS
01-12-2015 / BU UT MVS / Bernhard Voll
YOUR ADVANTAGES AT A GLANCE
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Perfectly aligned technology from components to even the most complex grid connections
Competent partners for all PV power plants from planning through commissioning to services and support
Deep experience in regulatory and application framework with fast, professional response
Top level engineering support helping you solve all the complex engineering tasks associated with connecting to the grid
Complete supply and service from DC to GRID CONNECTION, for a better ROI, better availability and maximum comfort
01-12-2015 / BU UT MVS / Bernhard Voll
SOCIAL MEDIAwww.SMA.de/Newsroom
SOCIAL MEDIAwww.SMA.de/Newsroom