Ana María Ruz – January 23 rd , 2013

Creating Business Plan for establishing an ESCOKnowledge for the Promotion & Establishment of an ESCO Industry in JamaicaAgreement No. C0037-12 Based on TECHNICAL ASSISTANCE IN THE PREPARATION OF ESCO BUSINESS PLANS that Fundación Chile contracted from ECONOLER, as part of the program “Promotion of Market Opportunities for Clean Energies”, co-financed by IDB-MIF (ATN/ME-9862 CH) Ana María Ruz – January 23rd, 2013

Contents • Introduction • Contents of a Business Plan • BACKGROUND • THE ESCO’s VISION • THE ESCO’s MISSION • TARGET MARKET (DEMAND) • THE ESCO ENVIRONMENT • OFFER (ESCOsProducts and Services) • OBJECTIVES AND GOALS • FINANCIAL ANALYSIS • RISK ANALYSIS • Jamaican EE Target Market • ESCO Environment

Introduction • Fundación Chile provided technical assistance to the project’s Chilean ESCOs (3) in the preparation of their own business plans • A guide was created to allow the Chilean ESCOS to define their business plans. Available. • Summary of that guide was presented on Oct 2012 • Now we propose to work below two schemes: • Individual work by company or • Joint work for developing common aspects of ESCOs business plans

Contents of a Business Plan Introduction • BACKGROUND • THE ESCO’s VISION • THE ESCO’s MISSION • TARGET MARKET • THE ESCO ENVIRONMENT • OFFER • OBJECTIVES AND GOALS • MARKETING • ORGANIZATION • RESOURCES • FINANCIAL ANALYSIS • RISK ANALYSIS • SHAREHOLDERS • TIMELINES

Background This section should describe the entrepeneur’s general idea. Relevant elements could be: • The history of the company • The company’s most important current products in terms of sales • Internal or external events that led to the creation of the ESCO • Definition of the ESCO adopted From the typical ESCO model and adapt it to the circumstances. The simple definition of an ESCO is: "a unit or company that offers one or more of the following services: 1 –a comprehensive service that is a one-stop shop for the implementation of a full EE project, 2 - a way of sharing a project’s technical risks with a performance contract, and 3 - help a client to obtain investment financing. • Why the ESCO model is being adopted and why is it an interesting business opportunity?

Contents of a Business Plan - Background About Us Ameresco, Inc. is a leading independent provider of comprehensive energy efficiency and renewable energy solutions for facilities throughout North America, delivering long-term value through innovative systems, strategies and technologies. Ameresco's solutions range from upgrades to facility's energy infrastructure to the development, construction and operation of renewable energy plants combined with tailored financial solutions. We work with customers on both sides of the meter to reduce operating expenses, upgrade and maintain facilities, stabilize energy costs, improve occupancy comfort levels, increase energy reliability and enhance the environment. The Company was founded in 2000 by George Sakellaris, a pioneer in the energy service business. To best serve its wide-ranging clientele, Ameresco has regional offices located throughout North America. With dedicated energy and business professionals with years of experience and strong commitment to customer satisfaction and service, Ameresco offers you the resources needed to successfully plan, execute and even finance the energy program that will create real, sustained economic and operating benefits to fulfill your unique requirements.

Contents of a Business Plan - Background

Background Couldyouwrite in onetothreeparagraphsyourCompanyBackground? (10 minutes)…. or share withus……. This section should describe the entrepeneur’s general idea. Relevant elements could be: • The history of the company • The company’s most important current products in terms of sales • Internal or external events that led to the creation of the ESCO • Definition of the ESCO adopted From the typical ESCO model and adapt it to the circumstances. The simple definition of an ESCO is: "a unit or company that offers one or more of the following services: 1 –a comprehensive service that is a one-stop shop for the implementation of a full EE project, 2 - a way of sharing a project’s technical risks with a performance contract, and 3 - help a client to obtain investment financing. • Why the ESCO model is being adopted and why is it an interesting business opportunity?

ESCOs Vision This section should describe the ESCO’s aspirations. • The vision is a short text (a sentence less than half page). • It is a good strategy to present the vision to employees and customers in a way that generates pride • It should also be presented to suppliers and trade associations in such a way that it creates a brand image • For example: • “The ESCO fights climate change sustainably for the benefit of future generations” • A list of the values of the company can be developed: a series of words that characterize the ideals of the enterprise or the unit. For example: "excellence", "quality", "thorough", "professionalism", "commitment", "innovation", etc.

Contents of a Business Plan – ESCOsVision

ESCOs Vision Couldyouwrite in oneparagraphs/sentenceyourCompanyVision? (5 minutes) This section should describe the ESCO’s aspirations. • The vision is a short text (a sentence less than half page). • It is a good strategy to present the vision to employees and customers in a way that generates pride • It should also be presented to suppliers and trade associations in such a way that it creates a brand image • For example: • “The ESCO fights climate change sustainably for the benefit of future generations” • A list of the values of the company can be developed: a series of words that characterize the ideals of the enterprise or the unit. For example: "excellence", "quality", "thorough", "professionalism", "commitment", "innovation", etc.

ESCOsMission • This section describes in a practical way what the ESCO’s role is. • Examples of elements to include are: • what it sells and to whom • what economic area it belongs to • what its specialty is • what its target market is • who are its suppliers • what are its main activities • what will be its sources of investment financing, etc. • For example: • The ESCO’s Mission is to sell energy saving projects to organizations in Jamaica’s public sector, such as hospitals and schools, including measures for saving energy with medium and/or high levels of investment. The ESCO mainly sells engineering services, including: energy efficiency audits, detailed engineering, construction supervision, starting-up, and monitoring the measurement and verification (M&V) of the equipment purchases and works together with a contractor; it takes the technical risk with a "guaranteed savings" model and helps its clients in the search for financing from commercial banks.

Contents of a Business Plan – ESCOsMission

ESCOsMission • This section describes in a practical way what the ESCO’s role is. • Examples of elements to include are: • what it sells and to whom • what economic area it belongs to • what its specialty is • what its target market is • who are its suppliers • what are its main activities • what will be its sources of investment financing, etc. • For example: • The ESCO’s Mission is to sell energy saving projects to organizations in Jamaica’s public sector, such as hospitals and schools, including measures for saving energy with medium and/or high levels of investment. The ESCO mainly sells engineering services, including: energy efficiency audits, detailed engineering, construction supervision, starting-up, and monitoring the measurement and verification (M&V) of the equipment purchases and works together with a contractor; it takes the technical risk with a "guaranteed savings" model and helps its clients in the search for financing from commercial banks. Couldyouwrite in oneparagraph/sentenceyourCompanyMission? (5 minutes) … or share withus……

Target Market • Succinctly state what economic sector or branch of industry will be the ESCO’s target market • Qualitative description • Market size • Determination of the sales goal (sector(s), client(s))

Case 1: Target Market & OFFER Case 1: Onespecific new technology (Heatrecovery) • PRODUCTS • Identifiedtechnologiesfromstrategicsuppliers (partners) • M&V of savings • M&O • CONTRACTS • EPC • Supportforgettingfinancing leasing orborrow • Mediumterm Performance Contract – GuarantySavingsorDirectLoans • Long term Share savingsorFastOut • MARKET SIZE • 3000 Boilers in Santiago Regionwith 1000 Industrial Boilers • Market Target 100% in 10 years • Unknownmarket in Peru, Argentina & Bolivia • FINANCING • Short Termdirectfinancingfromclientorbank • MediumTermafterbuilding a trust relationwithbanksgotoloans • Total orpartialfinancingcouldbeoffer

Target Market and goals Case 1: Onespecific new technology (Heatrecovery) • Assumptions • Basedonproducts and associatedservices • Marketannualratepenetration of x% • Loan by 80% of theinvesment at 5 years

Target Market and Risks Case 1: Onespecific new technology (Heatrecovery) • RiskAnalysis • 1. Technicalrisks • Suppliersmustgivevalidwarranties • EquipmentmusthaveclearMinimum Performance levels • 2. Project risks • Goodinsurance • Havecreditlines “available” duringconstruction, usingcontracts as backupwithfinancinginstitutions • 3. Measurement and VerificationRisks • Clientmustunderstand and acceptdocumented/signed M&V methodology • Number of times thanMeasurementswillbemade (M&V) mustbedefinedoncontracts • Base line model and criteriaalsomustbepart of contracts • 4. Financingrisks • Havepreaproved/simultaneousfinancingwithfinancinginstitution • Takecare of financinginstitutioninterestrate (couldmakelessinteresting/killthebusiness)

Case 2: Target Market and Offer Case 2: EE Chileanmarket • PRODUCT • EE Pre diagnosis • Energy Audits • Investmentprojectsstudies • Project profitabilitystudies • TechnicalInspection of construction • M&V of savings, M&O • CONTRACT • Consultingservices • Contractsweresuppliertakestherisk • In thefutureESCOs performance contracts • MARKET SIZE • Bysectors • General level • FINANCING • Now, paymentdirect • Mediumterm - Leasing ESCOs • Long term - PrivateInvestmentFund

Jamaican EE Target Market

Jamaican EE Target Market 1%  11MMUSD/year Source: JPS annualReport 2011

Jamaican EE Target Market Source: PCJ annualReport 2010 1%  11MMUSD/year

ImportantforESCOs • Business size • Be aware of real EE marketsize • Utilitiescouldbethebest and worstpartners • ESCOsmarketneeds • Technical trust • Regulatoryframework • Financingoptions Source: IFC Energy Service Company Market Analysis, ECONOLER 2011

Importantfor DBJ Business plans are highlyconfidentialforESCOs Normally, ESCOsprofessionals are in thedaybydaywork and theyhave no time at all International experience has notalways local aplicability, ecosystems are different in each country CommercialPlans and Management on EE and ER SMEs has lowlevel of development ESCOs can startwith a LIGHT Business Plan ESCOs can developtheirownstrategies, itisgoodtohelpthemimproving EE ecosystem

The Esco Environment • For the understanding of the business environment should be reviewed • Macroeconomics • Energy sector • The energy efficiency environment • Financial environment • Tax related issues • Technology environment • Competition

Creating Business Plan for establishing an ESCOKnowledge for the Promotion & Establishment of an ESCO Industry in JamaicaAgreement No. C0037-12 Based on TECHNICAL ASSISTANCE IN THE PREPARATION OF ESCO BUSINESS PLANS that Fundación Chile contracted from ECONOLER, as part of the program “Promotion of Market Opportunities for Clean Energies”, co-financed by IDB-MIF (ATN/ME-9862 CH) Thanks for your attention¡¡¡

Ana María Ruz – January 23 rd , 2013