Bill Poulin, Director of Commercial Projects at BP Solar, discusses the facts and the philosophy behind BP Solar's large-scale commercial projects. This presentation was given December 4, 2009 at the Solar Energy Focus Conference: Fall 2009 hosted by the Maryland, DC, Virginia Solar Energy Industries Association (MDV-SEIA) in Gaithersburg, MD. To learn more please visit: www.mdvseia.camp7.org

1. BP Solar – Proprietary and Confidential
Commercial Solar: Drivers for Real Projects
BP Solar. Highest Lifetime Value. Lowest Lifetime Cost. 1

2. BP Solar – Proprietary and Confidential
BP International
• Celebrating 100 years in business
• $361 billion in revenues – ranked #4 in 2008
Fortune’s Global 500
• Approximately 92,000 employees
• Engaged in many aspects of energy Largest Global Companies
1. Wal-Mart Stores
2. Exxon Mobil
− Exploration, extraction, movement, refining, and 3. Royal Dutch Shell
sale of petroleum-based products 4. BP
5. Toyota Motor
− Alternative energy – including solar, wind, 6. Chevron
7. ING Group
biofuels, hydrogen, and carbon capture 8. Total
9. General Motors
sequestration 10. ConocoPhillips
• Active in over 90 countries
• Ranked in Fortune as #1 on 2008 list of Most
Accountable Big Companies
• BP has a fundamental belief that we can make a
positive difference in the world
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3. BP Solar – Proprietary and Confidential
BP Alternative Energy
• $8 billion investment over 10 years
• $2.9 billion by end of 2008
• Build material profitable new businesses in
energy value chains which facilitate BP’s
transition to a low-carbon future
• BP Alternative Energy
− Solar power
− Wind power
− Hydrogen power
− Biofuels
− Carbon capture and storage
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4. BP Solar – Proprietary and Confidential
BP Solar – Your Complete Solar Provider
Dependability:
BP Solar brings a 35+ year heritage, financial strength, and a world renowned and trusted brand
Highest Lifetime Value and Lowest Lifetime Cost:
Industry-leading module reliability, performance guarantees, lowest power output degradation
Solar Energy Services:
More than just a module producer – including financing options, monitoring, operation and
maintenance, and more
Strategic Partnerships:
Extensive strategic relationships with governments, suppliers, customers, and financiers
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5. BP Solar’s Track Record – 2008
Completed Turnkey Commercial Projects > 500kw
BP Solar – Proprietary and Confidential
GERMANY
Darst Nord
SPAIN Solarpark Geiseltalsee
Campillo del Río Fischer family - Bavaria
Cazalilla Pfeiffer Seil and Hebetechnik
Mora Feneberg
Manzaneque Waltenhofen
Orgaz Munich Airport
La Vega
Aznalcollar
Paradas
La Luisiana
Osuna Nuon Intl - Netherlands
Madridejos Union Bank of Switzerland KOREA
Arico Jindo
Unicaja Korea Electric Power Corp.
Toledo Solar Power Plant Telecon
USA Monelco Spain 35.2MW
Marine Corps – 29 Palms SPOTS
Nuon Renewable Ventures CamGSM Germany 12.6MW
CSU - Pueblo Mord
USA 11.9MW
FedEx PRODEEM
U.S. Cold Storage Tunisia 7.1MW
Sea Gull Lighting Indonesia 4.4MW
PV USA
Palo Verde Australia 4.1MW
Walmart (7 sites) South Korea 4.0MW
Whole Foods – 2 sites AUSTRALIA
Target Coca-Cola Amatil Brazil 1.3MW
Staples – 3 sites Cadbury Schweppes
Solar Cities Norway .5MW
City of Vallejo
River Park Queen Victoria markets Netherlands .35MW
Paulsboro
Switzerland .125MW
TOTAL 81.6MW
5
BP Solar. Highest Lifetime Value. Lowest Lifetime Cost. 5

6. BP Solar – Proprietary and Confidential
Two Types of Commercial Projects
• LCP – Large Commercial –
− Grid tied at customers site, typically at 480V three phase between
customer main disconnect and meter:
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7. BP Solar – Proprietary and Confidential
Project Example : LCP project
Case Study: Walmart – 27 sites awarded in California
Project Details
• Type: Grid connected
• System size: 500kw typical;
10 MW+ so far
• Annual production: 6,700,000 kWh
• YOC: 2007-2009
Situation Solution Accomplishments
• Walmart, the largest global company, • Seven sites awarded to BP Solar • BP has managed more than 12
set corporate objectives to run its construction sites across California at
• BP Solar delivers a 20º system tilt for
operations with 100% renewable the same time
maximum energy production and
energy
highest savings • Solar energy displaces ~30% of store
• Walmart issues a 22-store pilot RFP energy consumption
• BP Solar delivers highest lifetime
for sites in California
value at the lowest PPA rate • Walmart released additional RFP -
BP Solar is the only vendor to win the
contract for 20 additional sites
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8. BP Solar – Proprietary and Confidential
Utility Scale PV System
Typical interconnect into electric distribution or transmission system, at
13.5kv to EHV 69kv+
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9. BP Solar – Proprietary and Confidential
Project Example: Utility scale
Case Study: LIPA
Project Details
• Type: Utility
• System size: 37 MW
• Annual production: kWh
• YOC: in design
Situation Solution Accomplishments
• LIPA RFP for 50MW of PV in 2008, • BP Solar proposes a 37MW system • Environmental studies complete
BP Solar awarded 37MW+ portion located at the Brookhaven National
• Design on track
Lab, directly adjacent to substation
• PPA
8er. • Novel mounting system employed
• Construction begins in 2010
• BP uses ground mount fixed tilt • Tricky three way PPA
system utilizing available land
• Significant effort to satisfy direct
• Complicated environmental and Utility interconnection requirements.
physical arrangement
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10. BP Solar – Proprietary and Confidential
Drivers to Real Commercial Projects
• Identify good candidate sites/ jobs
− Type
− Size
− Environment, location, labor, permitting
− Build rate
• Make sure the project is/can be funded and the economics work!
− Who is the developer, who is funding the project
− Don’t waste your time
• Focus on what the customer really wants to achieve
− What are the real objectives of the decision makers
− Don’t waste your time
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11. BP Solar – Proprietary and Confidential
Drivers, continued
• Win the (a) job (be good at bidding or selling)
− Highly competitive, must be robust, believable, certain
•Civil
•Structural
mechanical
•Electrical
•Insolation
•Weather / Soiling
• Do the job well •Permitting
− Front End Loading – get the design right, value engineering
− Performance estimation, performance guaranty
− Job execution excellence:
− Safety, Quality, Integrity, Cost Control, change management, CM.
− Find partners who share your sense of value, win-win out-look.
• Operate the job
− Keep the asset running at its peak, system data analysis
• Learn, Learn, Learn
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12. BP Solar – Proprietary and Confidential
Good luck and thanks!
BP Solar. Highest Lifetime Value. Lowest Lifetime Cost. 12