1. Education Program for Craftsmen „Initiative Group Education & Training“ 19 July 2004

2. Authors Ulrich Bünger, L-B-Systemtechnik, Ottobrunn Wolfgang Koschorke, Walter Pirk, Heinz-Piest-Institut, Hannover Frank Marscheider-Weidemann, Annette Roser, FhG-ISI, Karlsruhe

3. Contents Background - BERTA Project Masterplan - Motivation Masterplan - Target groups Masterplan - Structure in phases Masterplan - Qualification demand Masterplan - Calculation tool

4. Volume: ~ 20.5 M EUR/year or 61.4 M EUR total • 4 research areas: • Commercialisation the cells • Licensing and regulations, codes&standards • Infrastructure • Education and training/public acceptance • 3 projects • ZSW/Ulm Prof. Garche • FZJ/Jülich Prof. Stolten • HPI, FhG-ISI, LBST Fuel Cell Project - Focus Craftsmen BERTA = Brennstoffzellen-Entwicklung und Erprobung für stationäre und mobile Anwendungen* * Fuel Cell Development and Testing for Stationary and Transport Applications

5. Electricians Hairdressers Automotive technicians Heating appliance technicians Masons Carpenters Painters Metalworkers Butchers Precision mechanics Affected Trade Sectors by Fuel Cells

6. Impacts and Provisions for the Sanitarian/Appliances Technicians • Structural incontinuities are expected for the German sector of sanitarian/appliances technicians • Medium- to long-term loss of direct customer relation by new aquisitions of power and natural gas utilities in the energy service sector possible • Competition or new co-operations with electricians sector for the installation of small CHP units possible (first pro-active steps taken) • In the future a complete revolution of the sector is possible: • Closer link of the craftsmen to the appliance industry or the utilities, similar to the auto technicians • Loss of customer relation and technology specific in line with the specifications from industry • New business opportunities, if craftmen grab the chance and extend their activity to also include energy services and contracting

7. 6 Thesis on Implications of FC Technology for Craftsmen Thesis 1: Reason for change are energy market changes, not the FC itself Thesis 2: New competing structures in the market necessitate measures Thesis 3: Internal calibration within the craftsmen structures required Thesis 4: Self-image of the craftsmen profile to be modernised Thesis 5: Immediate measures by the craftsmen organisations overdue Thesis 6: Network structures help to overcome internal resistances

8. MASTERPLAN Education and training on fuel cells by

9. Motivation • Definition of activists in the „innovation process fuel cell“, required time spans as well as contents for the phases on the path to commercialisation • Assessment of education and training requirements • Indices for politicians and other relevant persons/groups

10. Facilitators and Applicants in 5 Target Groups • Target group craftsmen • Target group industry • Target group university • Target group school • Target group general public

11. Structure in Phases • Pilot phase (small numbers) • Market introduction (start series production) • Tactility (10 % market share) • Establishment (const. market shares, saturation)

12. Definition of Terms Market Tactility Establishment introduction Required personnel Units sold Number of users Number of facilitators Facilitator User 1. Sensitisation & information Product specific training 2. Practical training Units sold 3. Product spec. training X-5 years year x x+2 years x+5 years Years

13. Definition of Terms • EXCEL based calculation tool for 1st order assessment of qualification demand for facilitators and users • Starting point are forecasts for FC units sold versus time • Distinguished by • residential energy supply (single/multiple family houses)/small industry • transport (cars and buses) and • portable (micro, mini) • applications

14. Calculation Tool - Example