The document summarizes a webinar about a US-China Clean Truck and Bus Forum and upcoming summit in Beijing. It discusses market access issues in China for US truck and bus technology companies, and provides an agenda for the summit that will include briefings on key issues, opportunities to network and schedule meetings between US and Chinese firms, and showcasing of technologies. The goal is to help US companies explore partnership and export opportunities in China's commercial vehicle market through targeted, exclusive meetings with Chinese technology leaders and government agencies.

1. US-China Clean Truck and Bus Forum Webinar
Market Access Issues and Upcoming Summit
October 2, 2012
Bill Van Amburg, Kevin Beaty, CALSTART
James Pruitt, US Department of Commerce
Brad Hess, US Department of Commerce

2. Webinar Reminder
» Please remember: enter your Audio PIN
(shown on your screen) so you can
participate when we get to discussion
» I cannot “open” your line to talk unless you enter
PIN
» All attendees are in “mute” mode until
discussion; unmuted for questions
» Use the Webinar controls to ask questions
(raise hand)

3. AGENDA
» Intro/Background Forum
» Bill Van Amburg, CALSTART
» Market Access Issues
» James Pruitt, US DOC
» Market Access Issues Discussion / Q&A
» Jim Pruitt, DOC
» Kevin Beaty, CALSTART
» Webinar Participants
» MDCP Program and US-China Clean Truck and
Bus Forum Intro
» Brad Hess, US DOC
» China Summit Update and Opportunities
» Bill Van Amburg, CALSTART

4. www.chinacleantruck.org
• Partnership with the US Department of Commerce/
International Trade Administration
• Goal: Help drive exports and business growth for US
truck and bus technology companies with prime
potential partners for advanced truck and bus
technology in the Chinese market

5. China Market – Why “New Energy”?
» Roughly 50% of China’s
transportation fuel goes to
commercial trucks and buses – as
opposed to less than a third in the
US
» New Energy means using less fuel
or using new fuels (electricity,
natural gas, efficiency)
» China plans to subsidize new
energy vehicles $12B Yuan
($1.76B) by 2012 – cars, trucks and
buses – Goal – 500,000 vehicles by
2011; 4 million vehicles by 2015

6. U.S. Companies Have a Range of Key
Technologies Valuable for China
Export
Advanced Combustion, Alt
Fuel Systems and Control
Advanced Transmissions
Electric Drive systems and
components
Power management and
control
Energy Storage and
management Hybrid Drive systems and
components

7. Forum’s Main Activities
» Webinars and Workshops on key
China business and market issues
» Business Practices, IP – April 26
» Intellectual Property – May 31
» Briefing at HTUF – Sept 18
» Local Content Rules, SUMMIT
opportunities – Oct 2
» China Business and Opportunities
Guide specifically for the US M/HD
tech market
» US-China Clean Truck and Bus
SUMMIT in Beijing
» Oct 30-Nov 1

8. US-China Clean Truck & Bus SUMMIT
• Targeted, exclusive meetings of US and Chinese tech leaders,
early tech users and key government agencies
• Where: Beijing, Kempinski Hotel
• When: October 30 – November 1, 2012
• NOTE: register and book hotel by Nov 5 to get special rate
• Goals:
• Expand/create exports via targeted meetings and
introductions for US tech companies with potential Chinese
customers

9. Summit Benefits for US Firms
» Highly focused opportunity and networking meetings
with top Chinese companies interested in new M/HD
energy tech
» Increased profile for your firm and technology via
briefings, private meetings, networking, resource
guide
» First-hand connection to Chinese market, key drivers,
from Chinese industry and government
» Unique focus on Chinese opportunities for advanced
M/HD vehicles
» Opportunities for follow-on meetings, tech
connections

10. Can You Still Take Part?
» YES!
» Contact CALSTART staff
» Susan Romeo – sromeo@calstart.org;
» Jamie Hall – jhall@calstart.org
» Or, just register on-line:
www.chinacleantruck.org
» TO GET BEST RATE AT HOTEL, BOOK BY Oct 5
» We can help you connect to potential partners
at meeting and show you opportunities for
after

11. Observations
» 5 Year Plan calls for more hybrid and electric
“new energy vehicles”
» Deployment programs behind schedule
» Seeing some signs of increasing willingness to
import in order to hit targets

12. Restrictions and Requirements
» Only 60% of critical parts can be imported;
remainder must be locally sourced (KPMG)
» Foreign companies limited to two JVs with a
maximum of a 50% share in a joint venture
» Local transit agencies and others seem to prefer
local domestic brands over imports
» Joint ventures formerly required to come out
with domestic brand

13. Promising Signs
» Joint Commission on Commerce and Trade (JCCT)
sending positive “official” signals
» Tech transfer not required for New Energy Vehicles
(NEVs)
» Foreign companies eligible for equal subsidies and
other EV programs
» Domestic brands not required for foreign companies
» New energy vehicles and materials added to
“import catalogue” which means incentives

14. China Market Access Issues
James Pruitt, U.S.
Department of Commerce
» International Trade Specialist, Office of China
and Mongolia, U.S. Department of
Commerce.
» Mr. Pruitt has worked in the Office of China
and Mongolia for 7 years, helping companies
with market access problems in China related
to government procurement, innovation,
transportation, and logistics.
» Before working for the Department of
Commerce he worked in international
marketing for a U.S. telecommunication
equipment manufacturer.
» He has an International MBA from the
University of South Carolina and has lived and
worked in China.

15. QUESTIONS?

16. China Market Access Issues
Kevin Beaty, CALSTART
» Vice President, High-Efficiency Truck Users
Forum (HTUF) Director
» Worked for Eaton Corporation previously
and launched its hybrid electric business
unit.
» Oversaw global product planning and
supply chain. Extensive work in China and
oversaw sales of several thousand hybrid
drive units
» Has also worked in natural gas engines,
engine controls systems and testing
» He has an MBA from Michigan State
University - The Eli Broad Graduate School
of Management and a BS in Mechanical
Engineering from Texas A&M University

17. DISCUSSION

18. Market Development Cooperator
Program (MDCP)
Brad Hess, U.S. Department
of Commerce
» Director, Market Development Cooperator Program;
Manufacturing and Services, International Trade
Administration (ITA)
» MDCP program praised by several influential business
groups as one of the most effective tools the federal
government has to help U.S. industry to compete in
global markets.
» Prior to directing MDCP, Brad led the non-profit FGI
which produced “Man of the House” radio program.
» As an international trade specialist at Shearman &
Sterling’s Washington, DC office, Brad advised clients
worldwide whose survival depended on international
trade. Has also investigated trade disputes for ITA and
did production control work for an aerospace firm.
» A Truman Scholar, Brad received his Master of
International Management from Thunderbird School
of Global Management.

19. QUESTIONS?

20. Summit Structure Supports Finding
Customers/Partners
» Briefing sessions on key issues of interest to US and
Chinese firms
» Focused on medium- and heavy-duty segment and
New Energy technologies
» Agenda broken up regularly with structured breaks
encouraging meetings, networking
» A Networking Center room will be the site of regular
breaks – each attending company will have a table
top space
» Can both circulate and learn about companies, and
try to schedule break meetings

21. Beijing Summit 2012 Agenda Day 1
» Co-welcome from China and US Policymakers
» China’s Interest in “New Energy” & Advanced Vehicles
» The need for clean vehicles in China
» Emerging requirements and commitments
» OPEN AND STRUCTURED MEETINGS IN NETWORKING ROOM –
» China’s Truck and Bus Market: Shape & Key Distinctions
» Market size and shape
» Spotlight on key trends and differences between US and China
» Networking Lunch
» China Technology Solutions and Interests
» Spotlight on Chinese Industry Leaders
» US Technology Solutions and Interests
» Spotlight on US Industry Leaders
» OPEN AND STRUCTURED MEETINGS IN NETWORKING ROOM -
RECEPTION

22. Beijing Summit 2012 Agenda Day 2
» Role of Policy in China’s Truck and Bus Market
» National emissions and efficiency standards
» Planned and existing incentive programs
» Business Success Stories – US and China
» Partnership structures working in China
» Success stories
» OPEN AND STRUCTURED MEETINGS IN NETWORKING
ROOM –
» Early Experiences with Advanced Trucks and Buses
» What is working in China – local targets, commitments, pilot
programs, incentives
» What is working outside China –targets, commitments,
programs
OPEN AND STRUCTURED MEETINGS IN NETWORKING ROOM –

23. US-China Clean Truck and
Bus Summit - Sponsor
• Industry leader in
advanced lithium-ion
battery design,
manufacturing
• World-class facility to
produce high-quality
batteries in Midland,
Michigan
• Production capacity
to export advanced
batteries
Vice President Biden at Dow Kokam groundbreaking.

24. US-China Clean Truck and
Bus Summit - Sponsor
» Biggest diesel engine
maker in world
» Largest player in China,
expanding force in world
market (Asia, Africa)
» Major natural gas
production capability,
developing integrated
hybrid
» Leads CCNP, a “new
energy” powertrain
alliance

25. US-China Clean Truck and
Bus Summit - Sponsor
• Industry leader in
hybrid electric and
hybrid hydraulic
drivelines for
med/heavy duty
trucks and buses
• Early exporter of
components to China
• Adding electric
vehicle recharging,
advanced
transmissions

26. US-China Clean Truck and
Bus Summit - Sponsor
• Largest U.S. truck and
engine maker
• Leader in advanced
engine combustion
tech, telematics,
aerodynamics
• First mover in electric,
hybrid drive systems,
adding natural gas
• Export and JV focus

27. US-China Clean Truck and
Bus Summit - Sponsor
• Fourth largest U.S.
bank
• Leader in clean tech
investments in
energy, efficiency
• Will invest $30 B in
sector by 2020
• Greenwich Excellence
Awards for “middle
market” company
investments and
international service

28. Examples of US Companies
Planning to Attend
• Achates Power – advanced combustion engine
• BAE – advanced truck and bus hybrid drivelines, power
electronics
• Caterpillar – stationary power, off-road equipment
• Evans Cooling - alternative, high-efficiency cooling fluids
• Gentherm – thermal power generation (waste heat recovery)
• Odyne – plug in hybrid truck technology, power electronics
• Quantum Technologies – advanced electric drive, power
electronics and control, gaseous fuel storage and systems
• Smith EV – advanced electric trucks, components
• Sturman Industries – advanced engine design and combustion
control

29. Examples of Chinese Companies
Planning to Attend
• CAERI – China Automotive Engineering Research Institute
• Dongfeng – largest full service truck maker in China
• FAW – leading truck maker of medium- and heavy-duty sized trucks
• Foton – bus and truck manufacturer
• Weichai Power – world’s largest diesel engine manufacturer; new capability
in natural gas and hybrid drivelines
• Shanghai & Shanghai Transit – plus • Chinese Domain Electric Cars
users from 5 other major fleets • Sophistication Electric Technology
• SAIC Iveco HONGYAN (Beijing) Co., Ltd.
• On Haide Lang Batteries • JAC
• On Haiao Wei Technology • Nanjing Green Show Technology Co.,
• CSR Times Ltd.
• Dongfeng Commercial Vehicle • CITIC Guoan MGL
Technical Center • Chongqing Qingling Motors Co. Ltd.
• Fuel Power • YinTong Energy Systems
• Shanghai Electric Drive

30. Can You Still Take Part?
» YES!
» Contact CALSTART staff – Susan Romeo –
sromeo@calstart.org; Jamie Hall –
jhall@calstart.org
» Or, just register on-line:
www.chinacleantruck.org
» TO GET BEST RATE AT HOTEL, BOOK BY Oct 5
» We can help you connect to potential partners
at meeting and show you opportunities for
after

31. Questions?

32. CHINA FINAL
THOUGHTS
» Significant economic change and growth
» New administration takes over in October,
seen as a “Year of Adjustment”
» Must grapple with impacts of growth:
congestion, air and water pollution
» Important timing for “new energy” tech
» Face-to-face meetings critical to China success
» SUMMIT is low risk strategy for US companies:
JOIN US!

33. CALSTART
Clean Transportation Technologies
and Solutions