SALES: HOW TO USE THIS PRESENTATION Path to selling Electrical System Services Chapter Key message Opening Emphasize that, in our experience, customer installed base status is not well known Electrical system Introduce electrical system key products Customer challenges Describe typical challenges; your customer may recognize and acknowledge many of these ABB approach Discuss ABB’s approach that spans from assessment to implementation ABB service portfolio Share ABB’s full service portfolio to cover all needs Service overviews Present overviews of needed service Case studies Present case studies to demonstrate our value Summary Summarize benefits of our approach Next steps Your job is to lead customer to choose what they do next

Electrical System Services Efficient use of resources Name, Title, Date of Presentation Electrical System Services Efficient use of resources

ABB Electrical System Services Agenda ABB Electrical System Services Customer challenges Electrical system definition ABB Electrical System Services approach ABB Electrical System Services Portfolio Benefits ABB Service offerings across the life cycle Service offering descriptions Case studies Summary Next steps

Are you making maintenance decisions based on facts? In a typical electrical system, up to 25% of products are not fully supported and are increasing the risk to operations. ABB experience from Life Cycle Assessment services

Electrical System Services What are today’s challenges? Asset management Need for condition-based maintenance instead of time-based maintenance Current status of equipment and associated risks are not fully known; obsolete components in system are not visible Electrical system is not modeled for years – only single protections are tested; complete protection coordination is not Limited capital driving need to extend asset life Operations Energy cost is a long-term concern Potential issues that can lead to damage or power outages may currently be unforeseeable Resources Over-allocated resources and under-performing services lead to lost production and inefficiency Fewer technical and process skills; training, headcount, retirement and retention issues Personal safety Ensuring the safety of on-site personnel Discuss what customer recognizes as the top 3 challenges

What is the electrical system? Every industrial process needs reliable energy Every plant requires delivery, distribution, and switching of energy to meet the needs of equipment that consumes power High and medium voltage require special certifications and expertise Low voltage drives and motors need more regular maintenance System design characteristics Equipment dimensioning, short circuit capability and protection coordination studies are essential to avoid large system failures Power quality Harmonics, flicker, transients and load flows can cause interferences if not managed regularly

ABB Electrical System Services Agenda ABB Electrical System Services Customer challenges Electrical system definition ABB Electrical System Services approach ABB Electrical System Services Portfolio Benefits ABB Service offerings across the life cycle Service offering descriptions Case studies Summary Next steps

ABB Electrical System Services From assessment to implementation Collect and understand Prioritize and plan Execute and follow up Customer priorities Safety Maintenance Production Reliability Energy efficiency Asset management Detailed plans Maintenance Migration Improvements Expansions Maintenance execution Customer ABB Annual reviews with ABB technical account manager Equipment location and life cycle status reported Life Cycle Assessment More thorough equipment condition and fault history data analysis System Heath Check Overall system studies Short circuit current and protection coordination studies

ABB Electrical System Services Service offerings to match customer situation ABB electrical system services cover needs from design to upgrades and replacements: Assessments System studies Design Engineering Installation Commissioning Preventive and corrective maintenance Troubleshooting Upgrades Replacements Power Generation Transformer Protection and Control IEDs Variable Speed Drive Motor Controller LV Switchgear Grid connection Generator Protection and Control IEDs Motors Protection and Control IEDs High Voltage Medium Voltage Low Voltage

ABB Electrical System Services Benefits Facts and insight into system status and associated risks Identify risk areas and obsolescence issues Lower maintenance costs by allowing customers to more effectively use resources, time and money based on equipment status and business needs Minimize downtime with focused maintenance and condition-based services Maximize life cycle with proper migration planning Improve on-site safety with proper studies

ABB Electrical System Services Agenda ABB Electrical System Services Customer challenges Electrical system definition ABB Electrical System Services approach ABB Electrical System Services portfolio Benefits ABB Service offerings across the life cycle Service offering descriptions Case studies Summary Next steps

From design to full operations and maintenance ABB Service Portfolio From design to full operations and maintenance ABB Service Portfolio Design and construction Installation and commissioning Warranty and post-warranty Front-end engineering Detail engineering Equipment selection and procurement Construction Commissioning Start-up Operation Lifetime extensions Decommissioning Spares and consumables Installation and commissioning Training Maintenance Repairs Preventive maintenance Advanced services Extensions, upgrades and retrofits Replacement ABB Electrical System Services portfolio aligns with a variety of customer needs and plan life cycle phases. End-of-life services Engineering and consulting (asset life cycle, energy efficiency, functional safety, process safety)

Design and construction Ensure optimum design Engineering Electrical design and system engineering Electrical protection studies Operation and maintenance guidance HAZOP / SAFOP studies Third-party design verification Equipment selections and procurements

Installation and commission Accelerate startup and time to full production Installation and commissioning Correct installations form the foundation for extended operation Professional commissioning ensures shortest startup time Spares and consumables Optimum quantities of spare parts and supplies are provided Training Staff is properly trained and educated

Warranty and post-warranty Optimize maintenance Corrective maintenance Repairs Predictive maintenance Advanced services Condition monitoring and diagnostics System performance Energy efficiency

ABB Electrical System Services Agenda ABB Electrical System Services Customer challenges Electrical system definition ABB Electrical System Services approach ABB Electrical System Services Portfolio Benefits ABB Service offerings across the life cycle Service offering descriptions Case studies Summary Next steps

Life Cycle Assessment – Oil and gas plant Customer case study Life Cycle Assessment – Oil and gas plant Challenge Equipment status is unknown Equipment is more than 20 years old Supplier support and related risk is unknown Solution Life Cycle Assessment service More than 2,200 products validated on-site and updated to ABB database Comprehensive report and review with customer Result Obsolete products found Fact-based insight into installed base Protection relay upgrade program started Plan to conduct Life Cycle Assessment across all plants

Efficient maintenance and parts Customer case study Efficient maintenance and parts Challenge Maintaining equipment performance at operations spanning multiple countries Managing spare parts inventory for guaranteed availability across operations Tracking inventory to identify needed spare parts Solution ServicePro Service Management System Result Increased operational understanding, improved accounting for parts and materials and enabled accurate labor cost tracking ABB and customer personnel use ServicePro to track and maintain spare parts inventory over the company’s extensive operations, including six offshore platforms and six onshore assets

Electrical system upgrade in dragline Customer case study Electrical system upgrade in dragline Challenge Entire electrical system commissioned in 1972 was worn out and had not operated for many years Inefficient technology drive system Solution Design and commissioning of new system Dry type transformers, frequency converters, motors MV switchgear and auxiliary LV panels Control system and dragline remote monitoring Result Improved reliability and lowered maintenance costs Reduced losses in drive system, saving 1.2 MWh/year Lowered dynamic load to extend lifetime for gearbox and ropes Shortened working cycle by 1–3 seconds, resulting in 2–4% higher productivity Extended total dragline life by 15 years

ABB Electrical System Services Agenda ABB Electrical System Services Customer challenges Electrical system definition ABB Electrical System Services approach ABB Electrical System Services Portfolio Benefits ABB Service offerings across the life cycle Service offering descriptions Case studies Summary Next steps

ABB Electrical System Services Summary Benefits Gives customers insight into system status and associated risks Lowers maintenance cost Minimizes downtime Maximizes equipment life cycle Improves on-site safety

ABB Electrical System Services approach Summary Collect and understand Prioritize and plan Execute and follow up Set priorities with customer Safety Maintenance Production Reliability Energy efficiency Asset management Detailed plans Systematic maintenance Annual reviews with ABB technical account manager Equipment location and life cycle status reported More thorough equipment condition and fault history data analysis Overall system studiy

Next steps Life Cycle Assessment - ABB will assess and validate customer installed base and report its status System Health Check - Select area with the most concerns to be inspected System Study - Starts with validation of single line diagrams Are you ready to have a betting understanding of status of your electrical system, its overall condition and expected life time?