1. “ 4 STEPS TOWARDS COMMERCIALIZATION’’
Pierre Gauthier, Director, Hydrogen Energy
Air Liquide Advanced Technologies US LLC (ALATUS)
April 1, 2008

2. Agenda STEP 1: Develop H2E Knowledge
STEP 2: Develop Solid Projects with ‘Real’ END-USERS
STEP 3: Develop Solid H2 Packages
STEP 4: Develop Vertical Markets

3. Various options exist ...

4. Even more Options… Green H2 at the right price…
… but also, knowledge gaps…

5. …we need alignment now! Insurance 101 AHJ’s 101
…Knowledge ‘GAPS’
Insurance 101
Propane Installation 1$
Hydrogen Installation 5X$
AHJ’s 101
Permitting Takes Up to 2 Years
Codes & Standards Alignment Effort
Hydrogen for Journalists 101
Green H2? H2 Pricing? WTW? FC Cars?
…we need alignment now!

6. Knowledge vs Road Map Targets: R&D
                 
New packaging
Filling stations
Storage modeling
Filling stations
H2 fueled cars
Advanced storage
Fuel-cell tests
Liquid H2 storage
Membrane
Fuel-cell
Security tests
Cryogenics

7. …and Industry is Reducing TARGET ‘GAPS’
Storage Materials for H2
LH2 Boil-off Rates
Hydrogen With CO2 Sequestration
FC Reliability
Stack Life
Lower COSTS H2 Systems
…and needs continued funding support!

8. STEP 1: Develop H2E Knowledge
STEP 2: Develop Solid Projects with ‘Real’ END-USERS
STEP 3: Develop Solid H2 Packages
STEP 4: Develop Vertical Markets

9. Challenge 1 : H2 for End Users
Gas Industry Has An Unbiased Approach…
Cylinders
Users
SR Gas
Filling Centre
SR Liquide
Transport
Generation
Pipelines
Positioned to support the significant near term growth foreseen to continue in Oil Refining there are already many mechanisms available to supply whatever the size of demand for hydrogen supply for a given end user.
New On-Site Studies: Waste to electricity/H2, Methane to NG/H2, Wind/Solar & H2
ISSUE: H2 AT THE RIGHT PRICE! …Transportation Costs!!!

10. Challenge 2: Solid Cases at Today’s H2 $
REAL END-USERS
Forklifts
Campus Vehicles
Airport TUGs
Delivery Vehicles
Shuttle Buses
Transit Buses
Mining Vehicles
Back-up Power
Remote sites
Niche Vehicles

11. …how will investors do it!
Challenge 3: Early Wins
If we cannot explain how the H2 system will sustain itself after the Demo…
…how will investors do it!

12. STEP 1: Develop H2E Knowledge
STEP 2: Develop Solid Projects with ‘Real’ END-USERS
STEP 3: Develop Solid H2 Packages
STEP 4: Develop Vertical Markets

13. RIGHT-SIZE FUELING STATION
H2 Forklift ‘Package’
OEM
FC PACK
INCENTIVES
SAFETY
BUILDING OWNER
GREEN H2
UNIONS
AHJ
TRAINING
RIGHT-SIZE FUELING STATION
PACK INTEGRATOR
RIGHT PRICE H2

14. RIGHT PRICE H2 DELIVERED
FC Back-up ‘Package’
INCENTIVES
OEM
FC PACK
SAFETY
FC PACK CERTIFICATION
LAND OWNER
UNIONS
GREEN H2
NEW H2 LOGISTICS
AHJ
TRAINING
RIGHT-SIZE STORAGE
PACK INTEGRATOR
RIGHT PRICE H2 DELIVERED

15. …teaming up to crack one market open!
… H2 Packages Need Teams
Serious DATA was Presented for Market Size
But…
H2 Packages are Complex Systems
Business Cases Made with Unknown Volumes
A Team Member Alone Cannot Open a Market
Team members with the Same Vision
…teaming up to crack one market open!

16. STEP 1: Develop H2E Knowledge
STEP 2: Develop Solid Projects with ‘Real’ END-USERS
STEP 3: Develop Solid H2 Packages
STEP 4: Commercialize Vertical Markets

17. 10 H2 Potential Verticals

18. Vertical Markets Before Commercialization
Ensure Key Stakeholders are properly Informed and Documented;
Continued Funding in R&D to Meet H2 Roadmap Targets;
Bring Business Sense to the Pre- Commercial Projects;
Find Right Team with Shared Vision
It can be done!

19. Vertical Markets
They are out there!

20. Air Liquide Advanced Technologies US LLC.
Thank You…
Air Liquide Advanced Technologies US LLC.