©2004 InfoNetrix LLC All Rights Reserved Worldwide 5-1 PART FIVE Supplier Environment Market Horizons™ Report Real-time Automation & Controls (RTAC) in

5-1©2004 InfoNetrix LLC All Rights Reserved Worldwide

PART FIVESupplier Environment

Market Horizons™ ReportMarket Horizons™ ReportReal-time Automation & Controls (RTAC) in the North

American Water/Wastewater Utilities Marketplace (2003-2007)


About This Report

InfoNetrix LLC, an independent technical research and consulting firm

specialized in utility automation and information technology (Utility Automation/IT)

markets conducted the research for this report. InfoNetrix reports are available for

subscription by any and all interested parties, foreign and domestic (except as

prohibited by law), in accordance with the pricing and terms set forth in the

prospectus, provided separately.

This report addresses Real-time Automation & Controls (RTAC) in the North

American Water/Wastewater Utilities Marketplace. Other reports in the Market

Horizons™ Series provide similar analyses of Real-time Automation & Controls

(RTAC) in the North American Electric Utilities Marketplace and Geospatial &

Field Automation Solutions (GFAS) in the North American Utilities Marketplace.

Please visit www.InfoNetrix.com for more information about these and other

InfoNetrix Advisory Services.

InfoNetrix LLC, an independent technical research and consulting firm

specialized in utility automation and information technology (Utility Automation/IT)

markets conducted the research for this report. InfoNetrix reports are available for

subscription by any and all interested parties, foreign and domestic (except as

prohibited by law), in accordance with the pricing and terms set forth in the

prospectus, provided separately.

This report addresses Real-time Automation & Controls (RTAC) in the North

American Water/Wastewater Utilities Marketplace. Other reports in the Market

Horizons™ Series provide similar analyses of Real-time Automation & Controls

(RTAC) in the North American Electric Utilities Marketplace and Geospatial &

Field Automation Solutions (GFAS) in the North American Utilities Marketplace.

Please visit www.InfoNetrix.com for more information about these and other

InfoNetrix Advisory Services.


General Information & Notifications

PURPOSE

The information contained in this document is for the sole use of InfoNetrix clients

and is not to be distributed outside client organizations. No part of this publication

may be reproduced, transcribed, or transmitted in any form or by any means,

electronic or mechanical, including photocopying, recording, or by any electronic

storage and retrieval system, without permission in writing from the copyright owner.

DISCLAIMER

This publication has been prepared with care, however, no guarantee of accuracy,

completeness, or warranty of any kind is expressed or implied, nor shall InfoNetrix

be liable to any user of the publication or any portion(s) hereof for any direct or

indirect damages, expenses, costs or losses of any kind resulting from its use.

COUNTRY OF ORIGIN

United States of America

PURPOSE

The information contained in this document is for the sole use of InfoNetrix clients

and is not to be distributed outside client organizations. No part of this publication

may be reproduced, transcribed, or transmitted in any form or by any means,

electronic or mechanical, including photocopying, recording, or by any electronic

storage and retrieval system, without permission in writing from the copyright owner.

DISCLAIMER

This publication has been prepared with care, however, no guarantee of accuracy,

completeness, or warranty of any kind is expressed or implied, nor shall InfoNetrix

be liable to any user of the publication or any portion(s) hereof for any direct or

indirect damages, expenses, costs or losses of any kind resulting from its use.

COUNTRY OF ORIGIN

United States of America


Research Standards & Methodology

The preparation of this report follows generally accepted standards of market research practice and is based on principles of truthfulness and professionalism. A reasonable and prudent effort has been made to ensure that factors and circumstances having a material impact on any decision-making process derived from, or impacted by, this report are included in the analyses and recommendations. The representations of industry and market data and portrayals of the business environment are based on market research conducted by experienced professionals with broad knowledge and experience in the markets addressed.

The information upon which the findings and analyses contained in this report are based was obtained through a combination of telephone interviews with key suppliers and consultants and other individuals with extensive market knowledge and experience, augmented by survey with a cross section of utility managers and ongoing interactive research with over 1,000 utilities annually. Each telephone interview/survey was guided by a specially designed questionnaire to obtain pertinent data, insights and market perspectives. These interviews were augmented by secondary research across a wide range of reliable public and proprietary information sources pertinent to the study.

The preparation of this report follows generally accepted standards of market research practice and is based on principles of truthfulness and professionalism. A reasonable and prudent effort has been made to ensure that factors and circumstances having a material impact on any decision-making process derived from, or impacted by, this report are included in the analyses and recommendations. The representations of industry and market data and portrayals of the business environment are based on market research conducted by experienced professionals with broad knowledge and experience in the markets addressed.

The information upon which the findings and analyses contained in this report are based was obtained through a combination of telephone interviews with key suppliers and consultants and other individuals with extensive market knowledge and experience, augmented by survey with a cross section of utility managers and ongoing interactive research with over 1,000 utilities annually. Each telephone interview/survey was guided by a specially designed questionnaire to obtain pertinent data, insights and market perspectives. These interviews were augmented by secondary research across a wide range of reliable public and proprietary information sources pertinent to the study.


Research Reliability & Acceptance

The information presented in this report was gathered, recorded and analyzed with care and precision. However, there will undoubtedly be differences between the findings presented and actual results for various reasons and, because future events and circumstances frequently do not occur as expected, those differences may be material.

For these and other reasons (including, but not necessarily limited to human error, misinterpretations, misunderstandings and information sensitivities among respondents), the resulting data will most likely not be completely accurate in all respects. Moreover, the forecasts presented herein reflect judgments made as of the period during which this report was prepared. As such, some aspects can be expected to change as a result of numerous direct and indirect factors, which are beyond the scope of this report to accurately predict. For example, it assumes that current events will continue to have the same effect on the marketplace in the future and that the conventional wisdom of today will continue to be completely applicable to future market conditions, which is at best, unlikely.

By accepting and using the information contained in this report, the user assumes all responsibility for its use for any and all purposes as user may deem appropriate and agrees to hold InfoNetrix, its principals and its staff harmless from any direct, indirect or consequential damages resulting from, or in any way related to, such use(s). However, InfoNetrix actively solicits and welcomes inquiries or other input regarding any errors, omissions or inconsistencies discovered during the course of using this report. Please direct any such correspondence to InfoNetrix Client Services.

(Detailed company contact information is provided on the web at: www.InfoNetrix.com.)

The information presented in this report was gathered, recorded and analyzed with care and precision. However, there will undoubtedly be differences between the findings presented and actual results for various reasons and, because future events and circumstances frequently do not occur as expected, those differences may be material.

For these and other reasons (including, but not necessarily limited to human error, misinterpretations, misunderstandings and information sensitivities among respondents), the resulting data will most likely not be completely accurate in all respects. Moreover, the forecasts presented herein reflect judgments made as of the period during which this report was prepared. As such, some aspects can be expected to change as a result of numerous direct and indirect factors, which are beyond the scope of this report to accurately predict. For example, it assumes that current events will continue to have the same effect on the marketplace in the future and that the conventional wisdom of today will continue to be completely applicable to future market conditions, which is at best, unlikely.

By accepting and using the information contained in this report, the user assumes all responsibility for its use for any and all purposes as user may deem appropriate and agrees to hold InfoNetrix, its principals and its staff harmless from any direct, indirect or consequential damages resulting from, or in any way related to, such use(s). However, InfoNetrix actively solicits and welcomes inquiries or other input regarding any errors, omissions or inconsistencies discovered during the course of using this report. Please direct any such correspondence to InfoNetrix Client Services.

(Detailed company contact information is provided on the web at: www.InfoNetrix.com.)


Market Horizons™ Report Contents

1. Executive Market Summary

2. Marketplace Characteristics

3. Market Drivers, Issues & Trends

4. Market Analysis & Future Outlook

5. Supplier Environment


WWMS-RTAC Supplier Environment

• Supplier Groups & Characteristics• Supplier Leadership Qualities• Principal WWMS-RTAC Suppliers• Top Suppliers by Category• Supplier Dynamics • Competitive Threats & Vulnerabilities


Supplier Groups & Characteristics

• There are 4 main types WWMS-RTAC suppliers:1.1. SCADA System SuppliersSCADA System Suppliers - Suppliers of supervisory control and

data acquisition systems for Water Supply & Distribution and Wastewater Collection & Treatment

2.2. Process Automation System (PAS) Suppliers -Process Automation System (PAS) Suppliers - Suppliers of Water Purification Plant and Wastewater Treatment Plant process measurement, monitoring & controls.

3.3. Hybrid System Suppliers -Hybrid System Suppliers - Suppliers of combined SCADA and PAS systems, whether or not fully integrated

4.4. Field Data Device (FDD) Suppliers -Field Data Device (FDD) Suppliers - Suppliers of Remote Terminal Units (RTUs), Programmable Logic Controllers (PLCs) and Distributed Control System (DCS) nodes for SCADA and/or PAS applications.

• SCADA/PAS/Hybrid suppliers are relatively few & stable• FDD suppliers are diverse and rapidly expanding


Supplier Leadership Qualities

1. Market Tenure, Stability & Reputation• Frequent and consistent market participation

• Sound financially and organizationally qualified

• Widely respected by customers; suppliers; other participants

2. Product Suitability & Performance• Addresses current and emerging market needs & applications

• Meets/exceeds required performance specifications

• Compliance with contemporary performance standards

3. Geographical/Market Presence• Broad availability of company/product information

• Easy access to information, staff & other resources

4. Propriety of Business Practices• Compliance with competitive and general business ethics

• Follows, engages in and develops industry best practices


Supplier Leadership Qualities (Cont’d)

5. Technological Insights & Direction• Innovative solutions to technical challenges

• Sets the pace for advancing state-of-the-art

• Participates in and makes tangible technological contributions to:• Professional Associations• Conferences, Exhibitions & Symposia• Local/Regional/National/International Standards

Organizations/Forums

6. Financial Performance Factors• Maintains a significant and consistent share of target markets

• Historical record of increased sales and profits

Market Leadership is not measured exclusively by sales and market shares; it is a combination of these and other factors!

Market Leadership is not measured exclusively by sales and market shares; it is a combination of these and other factors!


Principal WWMS-RTAC SuppliersSystem Solutions & Field Data Devices

WWMS-RTAC SUPPLIER SCADA PAS HYBRID RTU PLC DCS

ABB

Bristol-Babcock

Control Microsystems

Emerson Power & Utility Solutions

GE-Industrial (GE-Fanuc)

Honeywell

HSQ Technology

Invensys (Foxboro)

Motorola

Opto-22

Rockwell (Allen-Bradley)

Schneider Electric (Square D, Modicon, etc.)

Siemens

Systems Integrated

Telvent

TESCO

Transdyn

US Filter

= Dominant Area = Participation Area


Principal WWMS-RTAC Suppliers (Cont’d)Consulting Engineering Firms

• Black & Veatch• CDM (Camp-Dresser-McKee)• CH2M-Hill• CTE (Consoer-Townsend-Envirodyne) Engineers• EMA• Hazen & Sawyer• Malcolm Pirnie• MWH (Montgomery-Watson-Harza) Engineers• RM Parsons• Roy Weston (Weston Solutions)• Westin Engineering


WWMS-RTAC Supplier Leadership

• Top 5* SuppliersTop 5* Suppliers (Key Market Strengths)1. Rockwell/Allen-Bradley (Systems & FDDs)

2. Emerson Power & Utility Solutions (Systems)

3. ABB (Systems)

4. Schneider Electric (FDDs)

5. Bristol Babcock (Systems & FDDs)

• * Leadership ranking determined by multiple criteria as detailed earlier in this section.


Top Suppliers by CategorySystem Solution Providers

• Leading SCADA Suppliers ABB Bristol Babcock Rockwell (Allen-Bradley) Transdyne Telvent

• Leading PAS Suppliers ABB Bristol Babcock Emerson Power & Utility Solutions Rockwell (Allen-Bradley) Invensys (Foxboro) Honeywell

• Leading Hybrid Suppliers ABB Bristol Babcock Emerson Power & Utility Solutions Transdyne


• Leading Suppliers of RTUs (& RTU-like) Devices Control Microsystems Motorola Rockwell (Allen-Bradley) Telvent

• Leading Suppliers of PLCs (& PLC-like) Devices GE-Industrial (GE-Fanuc) Rockwell (Allen-Bradley) Schneider Group (Square D, Modicon etc.) Siemens

• Leading Suppliers of DCS (& DCS-like) Devices Bristol Babcock Emerson Power & Utility Solutions (Westinghouse) Honeywell Invensys (Foxboro)

Top Suppliers by Category

Field Data Device (FDD) Suppliers


Supplier DynamicsSCADA/PAS Solutions

• SCADA/PAS Supplier Outlook (2003-2007) Potential sale of Rockwell/A-B and/or Invensys/Foxboro; not

apparent but both remain possible Bristol Babcock is no longer actively for sale GE recently reorganized its business into 11 divisions;

potentially more consolidation affecting GE-Fanuc & Intellution (currently under GE Consumer & Industrial Division) possible

Siemens is poised to make significant acquisitions; Foxboro is rumored to be a high prioritytarget

Schneider expected to initiate pro-active moves within the Water/Wastewater sector in 2004-2007

Emerson expected to gain increasing momentum as Westinghouse acquisition is fully absorbed


• FDD Supplier Outlook (2003-2007) Expect continued trend toward increased use of

PLCs, gradually displacing more RTUs and DCS nodes

Rockwell/Allen-Bradley will continue to dominate the PLC business, but expect some encroachment from low-cost sources (e.g., Automation Direct) to impact low-end units priced ≤$1,000

Supplier Dynamics (Cont’d)Field Data Devices (FDDs)


Competitive Threats & Vulnerabilities

Supplier Consolidation & New Entrants

• Supplier Consolidation Ongoing supplier consolidation, especially among 2nd- & 3rd-tier

system suppliers and commodity FDD suppliers

• New Entrants Expect new entrants from outside North America

• Activity slowed in 2002-2003 due to weak market and poor regional economic conditions

• Weak US dollar creating lucrative takeover scenarios• Global market strategies of major environmental firms have lost

some traction due to backlash from failed privatization projects

Expect new entrants from other market areas• New regulatory and legislative compliance mandates will strain

ability of smaller suppliers to meet market requirements• RTAC will become much more closely related to IT on business,

technological and organizational levels, creating opportunities for new entrants from other market areas


• In-sourcingIn-sourcing Users are becoming more capable of self-automatingUsers are becoming more capable of self-automating Between 10 & 20% of host system procurements are Between 10 & 20% of host system procurements are

internally integrated (i.e., no turnkey supplier selection)internally integrated (i.e., no turnkey supplier selection)

• OutsourcingOutsourcing User demands for more holistic product/service sets will

drive outsourcing on multiple levels:• Engineering Specification & Procurement• System Integration, Installation & Testing• Maintenance, Training & Support

Consulting engineering firms are consolidating, creating more robust outsource capabilities attractive to utilities

Strong supplier-consultant relationships are vitally important Supplier solutions expected to work right out of the box

Competitive Threats & Vulnerabilities (Cont’d)In-sourcing & Outsourcing Forces


• Security & IT: Utilities likely to look to stable, vertically integrated suppliers to meet increasingly rigorous security and IT mandates including: AGA-12 (Data Encryption/Authentication) GASB 34 (Asset Reporting) Sarbanes-Oxley (Financial Reporting)

• Legacy Base: Utilities resist change and may even stay with inferior technology to avoid it. Suppliers must sell benefits; not features!

• Legislative Initiatives: Clean Water Act and Safe Drinking Water Act set high standards that demand high levels of expenditures, but suppliers must show utilities how to budget and justify automation expenditures on a business case basis

• If utility infrastructure investment remains flat for the period 2000-2019, there will be a $120+ billion payment gap for both clean water and drinking water (i.e., each).

Competitive Threats & Vulnerabilities (Cont’d)Business & Technological Challenges

Documents

©2004 InfoNetrix LLC All Rights Reserved Worldwide 5-1 PART FIVE Supplier Environment Market Horizons™ Report Real-time Automation & Controls (RTAC) in