Pylontech deployed a storage solution in 14 airports in Mexico with approximately 5 MW of power and 10 MWh, in an initiative that combines load shifting and peak shaving and which the company seeks to position as a reference case for the commercial and industrial segment.
In a dialogue with Energía Estratégica, César Escobedo, Business Development Manager for LATAM at Pylontech, reveals that this experience becomes a showcase for scaling up in C&I, while the company also advances with utility projects of up to 400 MWh and focuses on the opportunities that the Latin American market opens up.
How did the project in Mexican airports come about?
It originated primarily in southern Mexico, in Mérida, where the network is very unreliable. We have three distributors in Mexico, and one of them brought the project to our attention. It began as a backup solution and ultimately provided solutions to 14 airports.
How did the process continue?
We have an engineering team, and we received the need. We created a checklist that the client sent us, and the solution was configured based on that. In other words, we combined our efforts: we offered the solution, the distributor installed it on-site, and the integrator executed the project.
Are all systems the same?
In all cases, the intention of the solution is to reduce costs, in a combination of Load Shifting and Peak Shaving.
Did it work?
Of course, the costs for each site were reduced, mainly the highest cost, which is peak hours, representing savings of over 35%, 40% on the energy bill.
Are those the types of projects they're targeting?
In Mexico we are very well positioned in the residential sector, because we were one of the first brands to enter the Latin American market, but now the challenge is more in commercial - industrial (C&I) and utility scale.
In C&I we have excellent solutions and competitive prices, but we didn't have much of a presence in that area. Whereas in utility scale, although the process has been challenging, we already have two flagship projects at that level.
What size?
One of 40 MW - 80 MWh and another of 200 MW - 400 MWh. And having those projects will make it a little easier to get involved in that type of power plant.
What is the main differentiator they possess for these projects?
We own the solution, from the raw materials used to manufacture the cell to all the solutions we offer. Unlike many brands that buy the cell or even the battery and only integrate the casing, we don't.
For example, we're quoting a project where space is very limited, and most brands can't offer a solution because it's a cabinet, so it won't fit. We divide it into racks, place them around the available space, and that MWh will fit because we can divide it; since we own the solutions, we can do that part.
In other words, the main differentiator is modularity…
Actually, I would say the versatility of the products, because just as we can offer an all-in-one, we can offer separate units in cabinets, in racks, the battery itself, however it needs to be accommodated in the project.
And when you talk to customers, what do they ask for or what are the first questions?
Besides the price, delivery time is very important.
What timeframes do they cover?
From the time we receive the purchase order, the contract is signed, and the advance payment is received, manufacturing takes four to eight weeks. Therefore, including transportation, the solution will be on-site in a maximum of three to four months.
If we look at Latin America besides Mexico, which countries do you find most attractive?
The focus is on Mexico, but there are also strong markets in the Dominican Republic, Colombia, Guatemala, and Central America and the Caribbean in general. There is excellent opportunity throughout this region.
And what about the Southern Cone?
While I'm not personally involved, what's happening in Chile and Brazil is incredible, and Argentina is also experiencing significant growth. And precisely because it's a rapidly growing region, the company has staff assigned to those three countries.