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Summary of the 3rd Delta-ee Utilities & Heat Pumps Roundtable, organised in association with the ehpa

The 3rd edition of Delta-ee’s Utilities & Heat Pumps Roundtable, organised in association with the ehpa, united 40+ attendees from the utility and heat pump industries in Wiesbaden, Germany, on February the 12th 2015.

Being held in an open and participative style the event once again enabled and encouraged fruitful discussions about the potential synergies between these two players on the supply and the demand side of the energy market. Below you will find the key messages from each of the four sessions and links to more in-depth summaries of each topic:
  • Session 1 – Market context & outlook for heat pumps - The HP market is recovering and is expected to have entered a period of sustained growth over the next five years – with growth mainly driven by the residential new build sector. A breakthrough in the renovation market has yet to happen and the opportunity in the non-residential sector needs to be developed. Click here to read a summary of the presentations and discussion in session 1.
  • Session 2 – The value of “smart” to the customer and the HP supply chain - The knowledge and know-how around smart heat pumps is increasing, with many projects demonstrating that the technology can deliver important benefits in a decentralised energy system. But more needs to be done in order to overcome regulatory barriers and drive the introduction of flexible tariffs – enabling stronger business cases and customer propositions through capturing the value generated by heat pump flexibility. Click here to read a summary of the presentations and discussion in session 2.
  • Session 3 – Business to customer (B2C) business models: How to engage the - In order to realise the heat pump market potential one must choose a strategy which integrates the technical capabilities and economic proposition with the social requirements of each individual customer. New players bringing disruptive business models to the market and the evolution of the traditional sales channels can turn this insight into increasing heat pump sales. Click here to read a summary of the presentations and discussion in session 3.
  • Session 4 – Business-to-business: Potential, Solutions and Business Models - There is a large untapped potential for industrial and other non-residential heat pumps in Europe. Energy contracting models and performance guarantees are two propositions which have proved successful in unlocking the potential to date, and are expected to be increasingly important drivers for heat pumps to reach their potential in the non-residential market. Click here to read a summary of the presentations and discussion in session 4.

Organisations who attended our 2015 Utilities & Heat Pump Roundtable include:


  • ait-deutschland GmbH
  • Alliander
  • Avantigas
  • BDHO
  • boostheat
  • British Gas
  • Carel Deutschland GmbH
  • Chemours Deutschland GmbH
  • CSD Engineers
  • Daikin Europe NV
  • Danish Energy Agency
  • Danish Energy Association
  • DuPont
  • E.ON Technologies GmbH
  • EHPA
  • Emerson Climate Technologies
  • Eneco
  • eRisk Group
  • Fraunhofer ISE
  • Insero Energy
  • Jabil
  • Laborelec
  • National Grid
  • NIBE
  • Panasonic R&D Center Germany
  • ThermoLift
  • TNO
  • Vaillant Group
  • Viessmann Waermepumen GmbH
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Session 4 of the 3rd Delta-ee Utilities & Heat Pumps Roundtable – B2B: Potential, Solutions and Business Models

3rd Utilities and Heat Pumps Roundtable Programme

In the last session of the 3rd edition of Delta-ee’s Utilities & Heat Pumps Roundtable, organised in association with the ehpa,
focused on non-residential heat pumps in commercial and industrial applications.

Lukas Bergmann, Heat Pump Research Service Manager at Delta-ee introduced the session, concluding that non-residential heat pumps are currently still at the very beginning of their market development, but having a significant potential.

Philippe Nellissen, Product Manager Industrial Applications at Emerson Climate Technologies presented a study assessing the potential for an energy revolution through electrically driven compression heat pumps in industrial applications. About 70% of a total potential of 174 TWh of annual heat demand in the European industry could be met by electrically driven heat pumps available today, with the remaining 30% requiring the ability to reach flow temperatures >90°C – technology which is already under development.

Fabrice Rognon, Head of Energy Western Switzerland at CSD Engineers presented the significant opportunity for development of heat pumps in the non-residential sector. The most successful approach to switch commercial and industrial customers to heat pumps in Switzerland has proven to be energy contracting, as it provides the customer with the greatest convenience, by removing all responsibility for planning, installation, operation and maintenance from him. Remaining barriers hindering the market success of the technology are a lack of knowledge about and experience with heat pumps as solutions for the commercial and industrial market segments.

Dr. Alastair Hotchkiss, Heat Pump Specialist at British Gas Business Energy Performance presented a case-study on how the business energy services branch of British Gas successfully introduced ground-source heat pump technology to several very large supermarkets of one of the UK’s largest supermarket chains. Creating peace of mind through introducing safety nets was a key factor for getting management buy-in into the proposition both on the side of British Gas and the supermarket chain. Another key factor for convincing the customer was the development of a balance sheet neutral financing model based on energy contracting, which includes a performance guarantee to the customer as well as shared bonus and penalty payments if the guarantee is over or under fulfilled.

Views from delegates and the discussion…
  •        An equal number of participants of the Roundtable thought that during the course of 2015 between 50-100MW or 100-200MW of large scale heat pumps (>100kW per unit) will be installed in Europe.
  •        Informing, educating and supporting specifying engineers came out as one of the key actions required to achieve the potential of the non-residential heat pump market in the future.
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Session 3 of the 3rd Delta-ee Utilities & Heat Pumps Roundtable – B2C Business Models: How to engage the customer

3rd Utilities and Heat Pumps Roundtable Programme

Session number 3 of the 3rd edition of Delta-ee’s Utilities & Heat Pumps Roundtable, organised in association with the ehpa,
analysed the needs of (end-)customers and how new business models could engage them with HP technology.

Julian Jansen, Heat Pump Analyst at Delta-ee introduced the session, painting a picture of how customer concerns can pose a barrier to market growth. This means that manufacturers need to explore different business models and routes-to-market that target the customer directly. The key message arising from Delta-ee’s research has been that every customer is different and thus requires different approaches.

Troels Hartung from the Danish Energy Agency, emphasised that new business models go hand in hand with additional regulatory support and customer education. He highlighted that in the future heat needs to be seen as a service rather than a heat pump as a product. As such it is important integrate the product with the installation service and increasing the focus on supporting technologies.

Gerriette Mollink and Maarten van Blijderveen from Dutch network operator Alliander, explained where technological innovation can improve the customer proposition. They highlighted that in order to maximise heat pump market potential one must choose a strategy that integrates technical capabilities of the system with the social requirements that different customers have. Essentially it needs to be understood that ‘one size does not fit all’.

Views from delegates and the discussion…
  •        The majority of participants believed that 5-15% of residential heat pump sales will be made by energy suppliers to their customers in 2020 – compared to the last Roundtable this number has fallen.
  •        During the discussion there was an extent of disagreement regarding the viability of taking into account customers’ social backgrounds and encouraging participation.
  •        Most participants agreed that it would take some time before a winning business model would emerge.
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Session 2 of the 3rd Delta-ee Utilities & Heat Pumps Roundtable - The value of smart: How close are we to capturing it?

3rd Utilities and Heat Pumps Roundtable Programme

Session 2 of the 3rd edition of Delta-ee’s Utilities & Heat Pumps Roundtable, organised in association with the ehpa, discussed the value smart heat pumps could bring to the energy sector.

Lindsay Sugden, Principal Analyst at Delta-ee assessed what developments since 2014’s Roundtable. We have seen, for example, steps towards implementation of some of the large demonstration projects; the emergence of new players in the market (independent aggregators; telecoms companies; IT companies); and the growth of “connectivity” bringing more and more opportunities for demand side technologies (incl HPs) to participate in the wider energy market and capture value.

Peter Wagener, BDH, emphasised that the need for a flexible demand side is already there and getting stronger, illustrating this with examples from a real Dutch town of the impact on peak demand of a moderate increase in heat pumps and electric vehicles (see BDH Scenariotool).

Koen Kok from TNO drew on his experience of implementing heat pumps in smart projects. He highlighted that it is more challenging to capture value from heat pumps which have been retrofitted than in new build, and that there are still regulatory restrictions to overcome – market mechanisms are not designed for large numbers of small assets such as heat pumps.

Cathy Crunelle of Laborelec highlighted that both thermal and electrical storage are becoming affordable options to support flexibility getting into the home, but that flexibility is not only a technical question - the end-user comfort and behaviour needs to be considered.

Views from delegates and the discussion...
  •        Most participants thought that 15-30% of heat pumps would be operated “smartly” by 2020
  •        The value to the customer from smart heat pumps was thought to be 10-15% savings on annual energy bills
  •        From the discussion it was clear that in some markets we are closer to capturing the value from smart – for example in Sweden utilities are now more engaged in offering flexible tariffs. But in other markets, there are still regulatory hurdles.

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