Energy

40 Years of Experience Within the Industry

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Over the past 40 years SAI has developed an expertise and knowledgebase in the energy field, including the traditional O&G and power generation industries as well as such alternative energy sectors as photovoltaics/solar, wind, advanced batteries and fuel cells. This extensive on- and off- shore experience allows SAI to support your growth initiatives, address challenges within your industry, analyze investment and acquisition opportunities, and reinforce management decisions with critical insight and actionable conclusions and recommendations. Our team has years of industry experience in commercial roles and technical expertise to understand key technology and business issues on a global basis.

SAI has undertaken numerous studies involving batteries and fuel cells related products

SAI has assessed many key aspects of the industry, as described below:

  • Industry structure
  • Market size, growth drivers, and forecasts
  • Trends and developments
  • Manufacturing costs
  • Competitive dynamics
CASE EXAMPLE: LITHIUM-ION BATTERIES – CHINA

OBJECTIVE: 

SAI analyzed ten lithium-ion battery producers in China to determine their needs for such battery components as anodes, cathodes, separators, electrolytes, etc.

APPROACH: 

Through 180 interviews with the ten target Li-ion battery producers, raw material suppliers, battery component suppliers and other knowledgeable industry sources, SAI developed an in-depth evaluation of each target company from a potential customer perspective, including the company’s history in Li-ion batteries, number of employees, revenues, cell production volume, application focus, current suppliers and unfulfilled needs

RESULTS: 

SAI’s overall recommendations included which potential customers for our client to target and SAI armed the client’s business development team with the tactical insight necessary to effectively approach these new potential customers

CASE EXAMPLE: AUTOMOTIVE BATTERIES – ASIA

OBJECTIVE: 

A supplier of battery materials asked SAI to develop an understanding of four Asian manufacturers of lead acid automotive batteries.  SAI was tasked with developing profiles of each company’s production and export sales capabilities, as well as their manufacturing cost structures

APPROACH: 

To develop the required information, SAI’s team completed over 100 phone and face-to-face interviews with organizations in the automotive battery industry, including battery manufacturers, raw material suppliers, battery distributors and other institutions such as government bodies, regulators and auditors

RESULT: 

Based on its primary research, SAI identified the competitive strengths of each competitor and provided insight on geographic regions being targeted in export markets.  As a result, the client was able to build this detailed third-party analysis into its global strategy

SAI has strong experience in the oil and gas industry, including a range of assignments:

  • Business strategies
  • Acquisition analyses
  • Manufacturing cost economics
  • Capital investment analyses
  • Competitive assessments
  • Market size and segmentation
  • Key account analyses
  • Other proprietary assignments
CASE EXAMPLE: EQUIPMENT - CHINA

OBJECTIVE: 

SAI’s client is a provider of equipment and components applied in oil and gas drilling, production operations, oilfield services and supply chain integration services to the upstream oil and gas industry. The client would like SAI to conduct voice of customer to understand the Chinese customer’s buying behaviors and perceptions on its product and services

APPROACH: 

SAI and the client have worked together to orient the client’s product offerings, define major criterions, design questionnaires, and select interviewees. SAI conducted 53 in-depth interviews with oil and gas companies, and has provided qualitative and quantitative assessment on the client’s performance against its competitors

RESULTS: 

SAI has identified important purchasing factors and respective satisfaction levels. Based on the key findings, SAI extracted four important facts which could serve as the base for developing the marketing strategies. SAI also indirectly assessed market trends and the threat posed by competitors specifically how likely respondents might be to switch loyalty to identified competitors

CASE EXAMPLE: NATURAL GAS – GLOBAL

OBJECTIVE: 

For a leading international supplier and licensor of process technology and equipment used in the oil and gas segment, SAI was tasked to understand the market view, competitiveness, value creation and potential impact of a new, environmentally friendly gas conditioning equipment technology finding application in offshore gas production, onshore wellhead and onshore gas plants. Using condensation and separation at high velocity the technology provided benefits in gas dehydration, dewpointing and NGL recovery

APPROACH: 

SAI approached the effort by making determinations in three key areas: Voice of customer to understand decision makers and influencers (including contractors) in the selection of gas dehydration equipment, key evaluation criteria, perceptions and expectations for the new technology versus in-kind and not-in-kind technology and key differentiators that set the new technology apart from competing alternatives; New technology competitive position to understand standard solutions or next best alternatives to the new-technology solution; and Market potential for the new technology. SAI completed over 160 interviews globally with potential customers, engineering firms and competitors in locations where existing and new gas infrastructure projects are centered in Brazil, five countries in S.E. Asia and Nigeria

RESULTS: 

From SAI’s analysis it was determined that the new technology is a promising advancement in equipment used for gas dehydration and dewpointing. Additional benefits, such as carbon dioxide processing and subsea applications needed to be defined more clearly and that the “greener” and favorable long-term cost position of the technology was more attractive than alternative solutions. SAI recommended that the client invest in the new technology as a compliment to existing technologies and services already offered by the firm and undertake strong marketing efforts with a physical presence in regions analyzed. SAI’s client ultimately entered into an exclusive marketing alliance with the technology holder and acquired a minority position in the enterprise with an option to purchase 100% over a five-year period

SAI’s experience in the utility business ranges from advanced materials and systems to power generation to transmission to distribution for electric, fossil, nuclear and solar power.

CASE EXAMPLE: COAL CONVERSION - CHINA

OBJECTIVE:

The client required SAI to develop an overall assessment of the investment opportunities for coal conversion projects in Xinjiang Province in China, and specifically to:

  • Assess coal reserves and allocations of these reserves to companies, in particular for coal conversion projects
  • Determine the status of coal conversion project
  • Assess selected coal conversion projects, including cost of coal analysis
  • Assess political and regulatory factors
  • Assess water resources
  • Assess transportation infrastructure within Xinjiang and links to markets in the rest of China

APPROACH:

SAI developed the information and analysis by conducting 320 field interviews with coal mining companies, coal conversion companies, logistics companies, utilities (water and power), engineering companies, government (local and central)

RESULTS:

  • The project provided the client with a detailed comparative analysis of the top seven coal conversion projects.
  • This enabled the client to assess which coal conversion project it should target as a potential investment
  • The results also equipped the client with information to negotiate with potential partners and the government
CASE EXAMPLE: THERMAL COAL – ASIA

OBJECTIVE:

SAI’s client is one of the major diversified natural resources company. The client was interested in evaluating opportunities and threats for itself in the thermal coal segment

APPROACH:

SAI used its standard top down bottom up market assessment and forecast methodology for carrying out this project. In total, SAI carried out over 150 interviews among government organizations , merchant producers of coal , international coal producers and import organizations, key end-users (both public and private) in the power, domestic transportation groups such as the railways, truck operators ,associations and others including experts

RESULTS:

SAI developed information on the thermal power scenario along with the current and future thermal coal demand and logistics for thermal coal.

SAI also recommended the client to review and update its information on a bi-annual basis at least for the next two years

SAI has extensive experience in solar energy with a focus in three key application areas as shown below:

  • Photovoltaics (PV)
  • Passive solar
  • Solar thermal

SAI’s staff understands the key driving forces for technology development, the market structure for manufacturing, equipment and processing, and engineering and design services

In addition, SAI maintains a network of useful contacts internationally among:

  • Manufacturers of PV cells, modules and systems
  • Wafer and raw material suppliers
  • End users
  • Key industry trade groups and government agencies
  • Other knowledgeable industry sources
CASE EXAMPLE: SOLAR INDUSTRY - CHINA

OBJECTIVE: 

A multinational solar materials producer commissioned SAI to identify and analyze the credit payment terms provided by materials suppliers to solar module manufacturers in China.  Deliverables included developing information on credit terms reported by select solar module manufacturers and offered by four key material suppliers, focusing on:

  • Credit limits
  • Repayment period
  • Discounts
  • Penalties
  • LC requirements

APPROACH: 

SAI’s team in China completed dozens of interviews with solar module manufacturers, material suppliers and financial institutions to develop information on credit payment terms and determine their significance in supplier selection

RESULTS: 

SAI determined where and why differences in credit terms existed and made specific recommendations the client could take to improve its position in the negotiation of credit terms.  As a result of SAI’s research, the client established a new internal process for negotiating and extending credit terms in China

CASE EXAMPLE: PHOTOVOLTAIC CELL PRODUCERS - MALAYSIA

OBJECTIVE: 

SAI’s client requested a sales lead generation study of the photovoltaic cell market in Malaysia, including identifying and assessing current and expected manufacturers and players

APPROACH: 

SAI interviewed more than 30 organizations related to the photovoltaic industry in Malaysia and conducted a comprehensive secondary study

RESULTS: 

SAI’s study identified which photovoltaic cell producers were potential customers and SAI’s client approached these prospective customers

SAI’s project experience in wind energy has included assessments of markets, technologies and competitors across the wind energy value chain.

SAI regularly engages with clients regarding the critical business issues arising from the rapid growth, consolidation and globalization of the wind industry.

CASE EXAMPLE: BEARINGS AND RELATED PRODUCTS – CHINA

OBJECTIVE:

A leading global manufacturer of bearings and alloy steels was interested in understanding the market for its products in the wind energy aftermarket market in China

APPROACH:

SAI developed information and analysis through 120 interviews, primarily with equipment and service suppliers and wind farm operators

RESULTS:

  • SAI mapped out the historic and forecast capacity of the industry and illustrated the market by service type and turbine type
  • Developed key project information, such as capacity, geography, strategy and requirements of key wind farm owners
  • Developed specific information regarding market entry strategy including segmentation between ‘in warranty’ and ‘post warranty’ turbines, and the different types of services that are required at the different stages of the value chain for each segment
  • Analyzed the most attractive market segments to focus on and a three stage action plan advising on which services and customers to approach in order to successfully enter and develop presence within the market