National Science Foundation Innovation Corps Program May 23, 2012

Red Ox’s Electrochemical Desalination Cell 1. desalinates brine, a waste product from oil & gas and other

industries2. generates electricity quietly and3. produces bulk inorganics that can be sold as commodities.

André Taylor (PI) David Kohn (EL) Tom Livingston (IM)

Total Contacts:

Key Partners Key Activities

Key Resources

Value Propositions

Customer Relationships

Customer Segments

Channels

Revenue Streams

Cost Structure

-Turns waste cost into revenue-Decreased disposal costs and volume-Decreased transport costs-Decreased input costs / volatility and freshwater volume-Quiet electricity

-Water Treatment for Oil and Gas (Especially Produced Water)-Service Providers for Oil and Gas-Oil and Gas Owner/Operators

-Hydrofracking operations-Service providers for oil and gas industry-Oil and Gas Owner/Operators

-B2B marketing-Possibly distributors/ conferences-Oil &gas well service providers/ manufacturers

-R & D-Engineering customization

-People-Intellectual property

-Royalties from licenses-Service contracts-Strategic Partnerships

-Chemical sales-Electricity sales-REC sales-Brine treatment contracts

-People-R & D & Prototyping-Legal fees (IP, Licensing, Regulatory)

-Manufacture / Capital-Operation and maintenance-Sales and Marketing

-Manufacturers -Integrators-Membrane Mfgs-Engineering firms

-Know regulatory landscape-Foster relationships with stakeholders-Hiring & retention

-Chemical distributors-Chemical End Users-Chemical Producers

-Better public image for clients-Decreased permitting time

-Brand -Relationships with stakeholders and partners

-Doesn’t Cause Earthquakes

-Other frac water treatment startups

-Make it easy for them to get rid of their waste-Brand = good PR

-Environmental Groups/Regulators

Thank You!

One Interesting Discovery

Some oil and gas companies working in the Marcellus especially have been hesitant to talk to us because of bad press they’ve gotten. I don’t know exactly what they’ve had happen, but it’s taken a bit to convince them that we’re not trying to get information for bad ends. This might be why some folks aren’t returning calls…

Bad press = Skittish companies

So what are we doing about it?1. Trying to find connections to the companies rather than cold

calling, this seems to be the best thing we can do. It takes a little longer to get in touch, but we have leads to a number of the larger partners/customers we’re looking at-please help us if you have more.

2. Planning trip back out to PA to meet with folks at their office, easier for them to trust you in person, still better to reach them beforehand though

3. Use the I-Corps and student tack…do need to talk about the blog though.

Some oil and gas companies working in the Marcellus especially have been hesitant to talk to us because of bad press they’ve gotten. I don’t know exactly what they’ve had happen, but it’s taken a bit to convince them that we’re not trying to get information for bad ends. This might be why some folks aren’t returning calls…

Possible Partners Met/called or scheduledHave connections waiting til connection

madeCalled no return NEED CONNECTION if you

have please help!

Gas/oil well owner operators What’s in it for them? They want to lower costs and be on cutting edge of technology, some good for PR, mostly want a service agreement

Gas/oil well service providers, engineering firms and smaller treatment plants/services What’s in it for them? They want lower costs and to be able to take the market for water services/offer better services to clients. They want to license/own the technology. Some plants want a service.

Range ResourcesEQTHess CorporationCarrizo Oil and GasTalisman EnergyChesapeake EnergyBPChevronExxon MobilCONSOL EnergyWPXEnergy Corp of America

Hart ResourcesHydroRecoverySchlumbergerChester EngineersHalliburtonProcess Plants CorporationIntegrated Water TechnologiesAquatechVenture Engineering

Possible Partners Met/called or scheduledHave connections waiting til connection

made Called no return NEED CONNECTION if you

have please help!

Membrane and Technology Developers/Providers What’s in it for them? They want to offer a better/more integrated / cheaper solution. Likely want to own/license the technology.

Fuel Cell Manufacturers / Developers What’s in it for them? They want to get into a new market, and want a cut of profits / manufacturing contract / license or own technology.

OasysLesicoPWAHart Resource TechAsahi Glass Co.TokuyamaMiOxGE Water and PowerNanoH2OVeolia WaterSiemensAquatechEcosphere TechnologiesAltela/Casella

ProFlowFuel Cell EnergyBallardUTC PowerGE PowerOther OEM’s for these companies in the area

Key Takeaways from Possible Partners

From talking with owner operators this week:1. Learned more about pricing

1. TRANSPORT COSTS HUGE2. Reuse may be dominant

for a few years for many, but looking ahead

2. Learned about how they deal with new tech1. Often want service

agreement which can help with getting capital

2. Sometimes will put up own capital

3. Often a little skittish about talking

3. Would like a full solution…need to integrate

Key Takeaways from Possible Partners

From talking with tech developers1. Looks like some good

complementary tech out there1. Best to find someone

who’s either really big or not too deep in the space

2. Membrane mfgs could be a good fit because we can buy something from them, nice VP for them

2. Some pricing info verified some called into question, some of the stuff that some folks treat as waste, others seem to be able to sell, this is odd…

3. Transport costs also stressed! Major factor in the market.

Future

1. Keep calling/working on connections to possible partners / customers

2.The market is incredibly convoluted, where is the order in the chaos? Maybe that’s the opportunity

3. Get to PA, Boston and possibly TX/Canada if necessary to meet with folks.

4. Go to conferences meet people there. 5. Talk to the environmental groups and

regulators! Knowing them is key activity/resource.