© 2012 BALLARD POWER SYSTEMS, INC. ALL RIGHTS RESERVED.

Commercializing Fuel Cell Applications Larry Stapleton: Vice President, Sales

Oct 17, 2013

Who We Are

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Ballard Power Systems, Inc. is a recognized global leader in clean energy PEM fuel cells Design, manufacturing, distribution,

support Multi-market focus

350+ employees worldwide

Headquarters in Burnaby, BC, Canada

Operations: Canada, Denmark, U.S.A. (University of Maryland; Bend, OR), Mexico

Burnaby HQ facility

Maryland USA

Bend, OR USA

Tijuana Mexico

Hobro Denmark

Unrivalled Intellectual Property Portfolio

Over 200 patents/applications owned, and license rights to >700 patents/applications owned by Daimler & Ford MEA designs Plate designs Catalyst Coated Membranes Gas Diffusion Layer materials Manufacturing processes

Intellectual property (“IP”) portfolio also includes know-how and trade secrets, developed with over 25 years of research and product development Fundamental knowledge in key

areas of stack operation, system integration and fuel processing

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Ballard Fuel Cells in the Field

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>2500 installed telecom systems

~50 fuel cell buses operating

>4,000 forklift trucks operating

>300 fuel cell cars operating

Ballard is experienced in developing technology to customer requirements, success mainly driven by development approach learned from Ford and Daimler

Fuel Cell Product Portfolio

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Ballard product portfolio includes industry-leading fuel cell stacks, fuel cell modules and complete fuel cell system solutions

Fuel Cell Stacks

• 500W-2kW • Up to 8k hrs

• 2kW-8kW • Up to 30k hrs

• 4kW-20kW • Up to 12k hrs

• 100kW • >5k hrs

Fuel Cell Modules

Complete Fuel Cell Systems

• 75kW-150kW • Up to 20k hours

• Multi-MW power

• 2kW & 5kW • Direct

hydrogen • Indoor (rack-

mountable) & outdoor use

• 2.5kW & 5kW • Methanol fuelled • Outdoor use

Fuel Cell Engineering Services

Ballard’s engineering services provide a high-value means to accelerate customers’ fuel cell development efforts

Ballard’s team provides tools and technologies for development, optimization, integration and validation of fuel cell components, stacks and systems

Facilitates development of new business opportunities through access to new applications

Leverages a high level of competency across a range of specialized activities, including – Applications engineering Reference systems Product development Fuel cell testing services Simulation and modeling Failure analysis Infrastructure improvement

Ballard test facilities in Burnaby, BC

Ballard Bus Program Evolution

PHASE 1 - Proof of Concept 1991-1992 Vancouver, Canada

PHASE 2 - Commercial Prototype 1993-1995 Vancouver, Canada

PHASE 3 - Fleet Demonstration Alpha Sites 1996-1999

3 Vancouver, Canada & 3 Chicago, USA

PHASE 4 - Fuel Cell Engines Beta Sites 1999-2002 Palm Desert, USA

PHASE 5 - Serial Production 2002-2009 5 Continents, CUTE (30), Perth (3), California (3), Beijing (3)

PHASE 6 – Hybridization of Fuel Cells 2009 - Current 40+ Canada\Europe\USA\Brazil

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Why Fuel Cell Buses?

Completely eliminates tailpipe emissions Nox, Sox, PM

Noise reduction and comfortable ride

Flexibility of operation • Freedom from overhead or

underground charging system

Improved fuel efficiency 1.5-2.5x improvement over

conventional diesel buses on an energy equivalent basis

Reduced Greenhouse Gas Emissions Demonstrated on a well to wheel

basis

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Source: Test report witnessed by TUV for Van Hool fuel cell bus on SORT 1 & 2 drive cycles, dated June 24, 2013

SORT 1 / 2 Testing of Van Hool 13 M, 3 Axle fuel cell bus

651

69

405

56

7812

824

4900

436

1

10

100

1000

10000

NOx (kg) CO2 (T) CO (kg) Energy saved (MJ000)

Per Bus Yearly and Lifetime Savings

FCvelocity®-HD6

Unique features… Power density: 400 kgs, delivering

150 kW gross power Leveraging state of the art

automotive stack technology (economies of scale) Module lifetime 10+ years Offered with a 12,000 hr or 5 year

fuel cell stack warranty Available in 150 or 75 kW

configurations to appropriately match bus type and application Air compressor supplied separately

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Fuel Cell Bus Integration

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Steered second axle

Air compressor for bus Electric drive motor group

Ballard HD6 fuel cell Air Filter for fuel cell

Process air compressor Invertor group

Brake resistors

Air conditioning unit Compressor for airco unit

Hydrogen storage group Energy storage–battery pack

Cooling unit for battery pack Cooling unit for fuel cell

24 V Inverter

~50 Ballard powered buses operating worldwide

Brazil: 1

Canada: 20

India: 1

China: 3

Europe: 22

United States: 4

Current Fuel Cell Bus Deployments

Whistler, B.C. - Largest FC Hybrid Fleet in the World

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Logged more than 4.0 million kilometers in public transit revenue service

180,000+ hours in revenue service

Consumed more than 400,000 kilograms H2 dispensed

More than 17,000 safe refueling events

FCvelocity-HD7 concept – The Next Generation

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• Latest generation fuel cell stacks

• Reduced parts count

• Higher FC stack durability

• Lower price than HD6

• Air compressor and coolant pump included in scope of supply

• Lower Parasitic loads

• Scalable from 50 to 200 kW

• Available H1 / 2014

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Telecom Backup Power Market Overview • Target environment

• Cell sites susceptible to severe weather, natural disasters or poor electric grid reliability

• Customer value • Reliable, clean, short & extended run

backup power solution with low lifecycle cost & low operating costs

• Industry trends favor fuel cell systems • Frequency of grid outages • Increased network reliability requirements • Regulations to reduce diesel genset usage • Rising diesel costs • Focus on reducing site power requirements • Government initiatives / corporate sustainability programs • Emergency backup power requirements calling for longer durations

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Telecom Backup Power Market Drivers

Unreliable Electricity Grids • Regular – even daily – outages • Includes geographies such as

Asia, Africa, Latin America • Grid outages can interrupt

wireless telecom service … batteries & diesel generators not always able to provide necessary run time

• Fuel cell systems are reliable; deliver extended duration run time

Crisis Situations • Concern over potential grid

outages lasting for extended periods

• Includes geographies which experience extreme weather, floods, earthquakes, potential security breaches

• Benefits of ElectraGenTM are being demonstrated in the Caribbean and in Japan with NSN

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Backup Power Value Proposition

•Commercially proven •Industry leading technology

High Reliability

•Extended duration runtime •Remote monitoring • Flexible fueling

Autonomous Solution

•Minimal maintenance • Longer lifecycle – less frequent replacement •Not subject to pilferage issues •Up to 20% more efficient than alternatives

Reduced Operating Costs

•Methanol-fuelled • 20-50% reduction in CO2 • > 95% reduction in CO, NOx and SOx • Zero particulate matter

•Direct hydrogen • Zero-emission

Environmentally Friendly

• Light weight, small footprint •Quiet - no vibrations • Low emissions

Flexible Siting

Backup Power System Highlights

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ElectraGenTM – H2 ElectraGenTM – ME

Ballard Telecom Backup Power 2,500+ Systems Shipped Globally

Smarter Solutions for a Clean Energy Future Countries where Ballard’s fuel cell

systems have been installed

North America Over 150 installed

Latin America & Caribbean Over 300 installed

Southern Africa Over 350 installed

Europe Over 350 installed

Asia & Australia Over 1,500 shipped

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Case Study – Emergency Backup for Denmark

• Motorola • Location: Denmark • Industry: Telecommunications

Customer:

• Provide backup power to Denmark SINE/TETRA safety network

• Maintenance & full logistics chain for hydrogen supply for days of emergency backup power

Challenge:

• 1.7kW fuel cell system and hydrogen integrated in outdoor cabinets with radio equipment deployed at 120 – 150 sites

• Load (average): 1.7kW @ 48Vdc • Product: Air-cooled hydrogen fuel cell system • Fuel: Hydrogen gas

Solution:

• Site autonomy • Cost competitive with diesel genset • Improved site availability • Zero emission, low noise

Advantages:

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<= Backup power for fiber optic grid (5kW)

Backup for TETRA phone grid (1,7kW)

Backup power for BTS (1.7kW) =>

Case Study: Danish Network

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Case Study: Danish Network

Ballard fuel cell deployments across Denmark

• Systems in operation since 2009

• Measured reliability metrics:

• MTBF: 15 years

• Availability: 99.9%

• Reliability: 99.5%

Diesel Genset (C8D5) reliability =97.5% Fails 1 in 40 starts

ElectraGen™-ME System

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Next Generation Reformer-Based Backup Power Fuel Cell System Product Configurations • 2.5 kW or 5 kW • 24 Vdc or - 48 Vdc • Standard (-5C to 46C) or Cold (-40C to

46C) • Fuel: HydroPlus (Methanol-Water liquid

fuel) • CE and ANSI/CSA FC-1 certified

Key Features • Integrated fuel cell (PEM) + reformer

system • 225 liter tank (up to 40 hrs autonomy @

5kW) • Weight < 300 kg (dry) • 2 x 2.5 kW stack design (alternate usage,

redundancy) • 4,000 hours life time • Customer user interface keypad with LCD

display for set-up and diagnostics (no PC required)

• Dry contacts (8) + SNMP interface

Run Time Load

40 hours 5 kW

100 hours 2 kW

140 hours 1 kW

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• Composition • 62% methanol & 38% de-ionized water

• Methanol is a common liquid • Global production in 2010 – 57 billion liters

• Methanol applications • Windshield washer fluid (up to 50% methanol) • Fuel additive – Over 3.5 billion liters in China 2007 • Solvent • Manufacture of plastics and building products

• Benefits of methanol based fuel • Easily transported liquid fuel • Water miscible, biodegradable and sulfur-free

• Extremely low freezing point < -60°C • May be stored for years without degradation

• Renewable sources of methanol • Produced by crude glycerol in mass production • Waste CO2, wood waste, and others are in

development

HydroPlusTM

Custom Mobile Refueling System

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NSN ElectraGen™ ME Video

http://youtu.be/4Nq8XRKeo_I

•NSN produced video on You Tube

•~ 5 minutes duration

ElectraGen™ ME system – Liquid Fuel

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Payback period ~3 years IRR = 40%

• Total cost comparison – methanol fuel cell solution vs. battery & diesel generator solution

• Economic benefits • Substantial positive payback driven by

reduced maintenance schedule & avoiding battery replacement costs

• Savings grow linearly with the number of sites in a network

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Backup Power Webinar Series

• Webinar audio and slide presentation material available from our homepage at www.ballard.com

• Webinar addresses the role of fuel cells in delivering Telecom Backup Power solutions … and the proven reliability of ElectraGenTM systems located in the Bahamas, when Hurricane Sandy hit!

Watch for a new webinar in Q1 2014, with a focus on the European telecom backup power market

Fuel Cell Bus Commercialization

Putting fuel cells to work

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