Pre-IOREC Off-Grid Matchmaking Session · PROMOS – Special Agency of the Milan Chamber of Commerce for International Activities Pre-IOREC Off-Grid Matchmaking Session Nairobi, 29

PROMOS – Special Agency of the Milan Chamber of Commerce for International Activities

Pre-IOREC Off-Grid Matchmaking Session Nairobi, 29 September 2016

Ref. Contract Service 81204241 - Project Processing No. 14.2500.8-550.69

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FINAL REPORT

Summary

1. Description of the Matchmaking Service ...................................................................................................... 3

2. Methodology ................................................................................................................................................. 3

3. Analysis of Participants .................................................................................................................................. 4

4. B2B Meetings ................................................................................................................................................. 9

5. Analysis of the Feedback Forms .................................................................................................................. 12

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1. Description of the Matchmaking Service

Promos – Milan Chamber of Commerce supported the organization of the matchmaking session on the day

prior to the International Off-Grid Renewable Energy Conference (IOREC), that took place in Nairobi on 2

November 2016, organized by GIZ and the Alliance for Rural Electrification (ARE).

Throughout the matchmaking session, no. 79 participants from 24 Countries had the possibility to meet

potential cooperation partners during no. 218 scheduled face-to-face meetings (B2B).

The Matchmaking Service was open to companies, NGOs, research centres and universities, consultants and

development partners to meet and discuss about their businesses and projects.

2. Methodology

As agreed with GIZ and ARE, interested participants were pre-selected by ARE and contacted by PROMOS to

register for the matchmaking session..

The matchmaking service was facilitated by the use of a brokerage platform (www.offgrid-b2b.talkb2b.net)

ad hoc created to register participants to B2B, foster the matchmaking and schedule the meetings.

Interested companies were invited to register on the brokerage platform. Companies were supported by

PROMOS staff in drafting high-quality cooperation profiles, identifying their key points, their competitive

advantages. Only participants with complete, clear and coherent profiles were validated and participated to

the B2B meetings. Registration were accepted until 26 September, however interested companies had the

chance to register directly at the B2B registration desk on 29 September and to book their meetings on the

spot.

From 8 September 2016 on, participants were invited to select and book the meetings with the interesting

counterparts through the platform. PROMOS’ team supported companies to find the relevant counterparts

and to book the most interesting meetings. Participants were encouraged to confirm their attendance and

accept the booked meetings. In this way, only meetings accepted by both parties were scheduled, to be

certain that a real interest for the meeting was confirmed.

Participants had the possibility to check the status of their B2B meeting agenda on real time directly on the

platform. The final agenda was delivered to the participants directly at the registration desk.

On the basis of the participant’s requests, extra meetings were scheduled on the spot between already

registered companies and new ones recorded directly at the registration desk. In this latter case, participants

expressed their preferences about new counterparts to meet after consulting the participants’ catalogue ad

hoc created by PROMOS team.

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3. Analysis of Participants

No. Participants 79

Profile of Participants

33% SMEs 20% Corporate Firms 14% Consultancy 13% Development Organization 5% Finance Institution 3% Government Agency 3% No-profit Organization 1% Academia / Research Institute 9% Other or N/A

No. Countries 24

Area

30% EU Countries 56% African Countries 6% American Countries 4% Asian Countries 4% Other

No. of meetings 218

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Type of organization

Academia / Research Institute 1

Consultancy 11

Corporate Firm 16

Development Organization 10

Finance Institution 4

Government Agency 2

No profit organization 2

Small and Medium Enterprise 26

Other 4

N/A 3

1%

14%

20%

13%

5%2%

3%

33%

5% 4%

Profile of participants

Academia / Research Institute

Consultancy

Corporate Firm

Development Organization

Finance Institution

Government Agency

No profit organization

Small and Medium Enterprise

Other

N/A

6

5

3

2

6

3

4

1

1

3

3

1

1

2

1

22

2

1

1

6

1

1

1

1

6

1

0 5 10 15 20 25

USA

United Kingdom

Uganda

Tanzania

Spain

South Africa

Portugal

Pakistan

Other

Nigeria

Niger

Netherlands

Mozambique

Mali

Kenya

Italy

Israel

India

Germany

France

Ethiopia

Egypt

Burkina Faso

Belgium

Austria

Participants By Country

56%

6%4%

30%

4%

Participants by Area

Africa America Asia EU Other

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Sectors

Hydro Power 8%

Wind Power 7%

Sustainability 8%

Solar Power 15%

Bioenergy 7%

Hybrid 8%

Battery / Energy Storage

8%

Bio diesel back-up 5%

Inverters / Power Components

6%

Rural Electrification 15%

Energy 12%

8%

7%

8%

15%

7%

8%

8%

6%

6%

15%

12%

Sectors

Hydro Power Wind Power Sustainability

Solar Power Bioenergy Hybrid

Battery / Energy Storage Bio diesel back-up Inverters / Power Components

Rural Electrification Energy

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Expertise in rural electrification

(D)ESCO 4

Advocacy 1

Capacity Building 3

Consultancy 7

Development Organization 1

Finance and Investment 7

Manufacturer 13

N/A 11

Other 5

Product Sales 2

Project Developer 22

Service Provider 3

0 5 10 15 20 25

(D)ESCO

Advocacy

Capacity Building

Consultancy

Development Organization

Finance and Investment

Manufacturer

N/A

Other

Product Sales

Project Developer

Service Provider

Expertise in rural electrification

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4. B2B Meetings

The B2B meetings were organized by PROMOS through the matchmaking platform http://off-

grid2016.talkb2b.net.

From 8 to 26 September, no. 91 organizations registered into the platform and booked 222 B2B meetings.

During registrations no. 24 organization did not show-up., but no. 12 new interested organizations registered

to the matchmaking session, for a total number of effective participants of no. 79.

No. 218 meetings took effectively place during the matchmaking session.

ORGANIZATION COUNTRY CONFIRMED MEETINGS

ANNOTATIONS

ABB Spain 5 registered in the platform

Absolute Energy Italy 7 registered in the platform

Absolute Energy Kenya 8 registered in the platform

Abzesolar Mali 8 new company

AccessHolding / LFS Germany 7 registered in the platform

Adviser to African Development Bank France 5 registered in the platform

AESA East Africa Kenya 8 registered in the platform

Ahadi Community Initiatives Co.LTD Tanzania 7 registered in the platform

Amnon Shpira Smart Energy Solutions Israel 7 registered in the platform

Angaza Kenya 4 registered in the platform

Anper / Niger Rural Electrification Agency

Niger 3 new company

Aquion Energy USA 10 registered in the platform

Camco Clean Energy Kenya 6 registered in the platform

CINIARANCTO 3 new company

CONUEL Nigeria 8 registered in the platform

EARTHSPARK INTL USA 4 new company

EDP - Energias de Portugal, S.A. Portugal 8 registered in the platform

EEP South Afriica 8 registered in the platform

Elgon Power Kenya 5 registered in the platform

ELITE PONGAMIA BIOENERGY PROJECT LTD

Kenya 4 registered in the platform

EN MASS ENERGY United Kingdom

5 new company

Energy 4 Impact United Kingdom

8 registered in the platform

ENERSOL SPRL Belgium 8 registered in the platform

Fluidic Energy USA 2 registered in the platform

Fluidic Energy USA 8 registered in the platform

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FORTIN ltd Kenya 3 new company

FuturaSun Italy 7 registered in the platform

G7 Renewable Energies South Afriica 3 registered in the platform

G7 Renewable Energies (Pty) Ltd South Afriica 2 registered in the platform

Gamesa Offgrid-Hybrid Projects Spain 8 registered in the platform

Gense BVBA Belgium 12 registered in the platform

Gense BVBA Belgium 4 registered in the platform

Gildemeister energy storage Gmbh Austria 6 registered in the platform

GIZ TANZANIA - Deutsche Gesellschaft für Intenationale Zusammenarbeit GmbH

Tanzania 3 registered in the platform

Graeme Watson Associates Kenya 4 registered in the platform

Innovation Norway Kenya 2 registered in the platform

JinkoSolar Kenya 5 registered in the platform

Jokima Renewable Saving Energy 1 new company

Kiwyua 1 new company

Kmaali Energy Consulting Kenya 3 new company

LFS Financial Systems Germany 4 new company

Ludewa Clean Energy Ltd Tanzania 5 registered in the platform

LUMETER Kenya 1 registered in the platform

Mandulis Energy Uganda 4 registered in the platform

Ministry of Environment, Forest and Climate Change

Ethiopia 2 registered in the platform

Msolar Africa Kenya 4 registered in the platform

n/a n/a 2 new company

Nigerian Energy Support Programme Nigeria 9 registered in the platform

Nizam Energy Pakistan 8 registered in the platform

Nizet - CFE EcoTech Belgium 7 registered in the platform

OFGEN Kenya 3 registered in the platform

OPES Solutions GmbH Germany 10 registered in the platform

Phocos AG Kenya 2 registered in the platform

POWER AFRICA CO/HARDEXO LTD Kenya 1 registered in the platform

PowerCorner/ENGIE Belgium 7 registered in the platform

Practical Action United Kingdom

4 new company

PUM Netherlands Senior Experts / LOO e-Consult

Netherlands 5 registered in the platform

Rafiki Power/E.ON Off-Grid Solutions Tanzania 7 registered in the platform

RCREEE Egypt 9 registered in the platform

RECP Finance Catalyst South Afriica 8 registered in the platform

RVE.SOL Lda Mozambique 8 registered in the platform

SAHELIA SOLAR Burkina Faso 8 registered in the platform

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SCHNEIDER ELECTRIC (KENYA) LIMITED Kenya 6 registered in the platform

SMA Sunbelt Energy GmbH Germany 8 registered in the platform

SNV Netherlands Development Organisation

Kenya 3 registered in the platform

Solafrique Kenya 8 registered in the platform

SOLARKIOSK Germany 3 registered in the platform

SparkMeter USA 2 registered in the platform

SteamaCo Kenya 4 registered in the platform

SunFunder Tanzania 8 registered in the platform

Technolectric Ltd. Kenya 8 registered in the platform

Tiger Power Belgium 6 registered in the platform

Trama TecnoAmbiental (TTA) Spain 2 registered in the platform

TURIANI HYDRO POWER CO LTD Tanzania 9 registered in the platform

Uganda Energy Credit Capitalisation Company

Uganda 5 registered in the platform

UK Department for International Development

Mozambique 6 registered in the platform

Varel Engineering Co. Ltd Kenya 3 registered in the platform

Vikram Solar India 10 registered in the platform

Wuppertal Institute - Wisions Programme

Germany 7 registered in the platform

51%

6%6%

35%

2%

Meetings by Geographical Area

Africa

America

Asia

EU

Other

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5. Analysis of the Feedback Forms

After the matchmaking session, no. 23 feedback forms were collected, representing the evaluation of

almost the 30% of the participants.

The evaluation of the speeches and presentations has been very encouraging, with an average positive

feedback of 78,26%, as represented below.

The evaluation of the practical organization and content of the B2B session gained an average of 82,6% of

positive feedbacks, especially with regard to the level of interest of the counterparts met.

4%

4%4%

4%

9%

9%

9%

61%

43%

22%

30%

0% 10% 20% 30% 40% 50% 60% 70%

Speeches and presentations were of high quality, clear anduseful

Information provided is relevant for my business and I willconsider it for my future business opportunities

Evaluation of speeches and presentations

totally agree agree undecided disagree totally disagree no answer

4%

4%

4%

4%

4%

4%

9%

9%

4%

4%39%

30%

39%

39%

52%

48%

0% 10% 20% 30% 40% 50% 60%

Meetings have been honoured

Timing was satisfying

Companies/Organizations met were interesting

Evaluation of the practical organization and content of B2B session

totally agree agree undecided disagree totally disagree no answer

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The B2B session has been rated very positively with a score only above 8 points/10.

Duration of meetings (20 minutes) was considered ideal by 91% of participants, while the 87% valuated as

ideal the number of meetings.

General Assessment of the B2B session

no answer 0-05 06-07 08-09 10

5%4%

91%

Duration of the meetings

no answer too short ideal

13%

87%

Number of meetings

too few ideal

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The feedback forms recorded also the concrete results and expectations coming from the business meetings.

The survey shows that the 97% of the meetings will produce concrete outcomes for the participants, as

shown below:

Nr. % on given feedbacks

% on TOT B2B

Fixed Cooperation 4 5% 2%

Cooperation Possible 56 71% 26%

Very interesting Meeting 17 22% 8%

Insufficient Interest 2 3% >1%

TOT 79

97%

35%

The methodology carried out to organise the business meetings and the assistance provided to participants

throughout the process fostered the scheduling of meetings only of a real and concrete potential interest

between the counterparts. Indeed, the scheduled meetings were the ones confirmed by both sides. It

avoided to schedule meetings of insufficient interest and increased the chances of fruitful meetings.

0%

10%

20%

30%

40%

50%

60%

70%

80%

Insufficient interest Very interesting Cooperation possible Cooperation fixed

Review of the meetings