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1 DSOs growth model: the cornerstone figure for the expansion of natural gas Gas Promotion Spain Gas Distribution Business Madrid, march 5 2 Appendix 1. Spanish market conditions 2. Unbundling 3. Promotion and MKT development

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  2. DSO’s growth model: the cornerstone figure for the expansion of natural gas Gas Promotion Spain Gas Distribution Business Madrid, march 5 2

  3. Appendix 1. Spanish market conditions 2. Unbundling 3. Promotion and MKT development activities 4. Abstract 3

  4. Spanish market conditions 4

  5. Spanish market conditions Climatic features Spain has 5 climate zones (solar radiation)…. Average T. (ºC) City Jan Jul Year Zone I La Coruña 9,9 18,9 13,9 Zone II Burgos 2,5 19 10,6 Zone III Cuenca 3,1 21,9 11,7 Zone IV Toledo 5,9 26,1 15 Zone V Sevilla 10,5 28 19 ….with needs of heating…. …cooling… …and heating and cooling Spain is the EHP paradise 5

  6. Spanish market conditions Others features (1) Low penetration vs other …. with different levels… countries…. No distribution GND Zone 0-30% saturation 30-60% saturation >60% saturation ...and the 2 nd residence culture 6

  7. Spanish market conditions Others features (2) Natural gas is a cost competitive energy 25 Prices evolution (c€/kWh) 10.000 kWh/year consumption Electricity 20 15 Gas oil c€/kWh LPG +112 % ~ 10 +40 % +30 %~ ~ 5 0 Gas Natural Butano Propano Canalizado Electricidad sin DH (sin TF) Gasoil 7

  8. The role of DSO’s. Unbundling 8

  9. The role of DSO’s What the unbundling is? EU’s Energy Companies are forced to unbundling Two players appears i.e: DSO Trading company �������������������������������������������� � ��������!���������������������������������� �������������������������������������� ����������������� ����������������������������������������� ������������������������������������� 9

  10. The role of DSO’s Main pillars "������������������������������������ �������������#����������������������$ • Because in most countries DSO have the responsibility to expand the network to locations interested in having access to the gas network, and to connect new gas consumers • Because DSO has a good position to explain gas solutions to consumers, clarify energy choices and make municipalities and final consumers aware of gas efficiency and safety And because DSO only has a commitment: the natural gas, the only one concern With stakeholders With costumers Security Efficiency Availability Transparency Neutrality Objectivity 10

  11. Promotion and MKT development activities 11

  12. Promotion and MKT development activities Focusing in spanish market "� ���!�� ���������� ����� ��������% Domestic: Domestic potential market (GNF area) 2.000.000 1.500.000 1.000.000 500.000 0 Butane Electricity Butane + Electricity Gas oil Others Other markets: New buildings Transport Industry 12

  13. Promotion and MKT development activities New market model focused on the gas promotion (1) 1 2 &��������'����!��������� �������������� ���������� '� ���������������� ������������ Sales agents national meeting Technical meeting To know potential customers to approach them more efficiently New direct channels Many realities : • Different segments, barriers and levels of "difficulty" in capturing Installer’s web . • Need to enrich potential database Phone platform AVANZA. Sales agents Trade Marketing Activities (Aprox. mobility tools 260 per year) 13

  14. Promotion and MKT development activities New market model focused on the gas promotion (2) 3 ������� '� ������������ Commercial arguments: Seasons in media http://youtu.be/yN5nODMhy04 Special offers and seasons 14

  15. Abstract 15

  16. DSO’s growth model: the cornerstone figure for the expansion of natural gas Abstract • Spain has an extreme climatic features • We need heating and cooling solutions • Low penetration level • Spain’s energy market is forced to unbundling (EU) • To trading companies the natural gas is a product more • To DSO the natural gas is the only one product……. ...so there is nobody like us to care him 16

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