Henry has stated that the aim is to follow the path of least resistance for MABR. The fact is that in other parts of the world, the adoption rate of new water technology is slow. China is faster to adopt and approve new technology and is also a one time investment opportunity. If they do not form relationships and get actual sales from partners within the next 24 months, the partners who have not adopted MABR will probably not adopt it as they will have invested and built out other forms of treatment, and the current trend is all about standardization. Within about 8 years, the government investment in new installs of water treatment will be over, so really its now or never for China.
Hopefully the revenue from China allows Fluence to have a profitable, sustainable business base by 2020. They then have the time required for MABR to penetrate into other regions, using the data built up from installs in China, Israel, Manila, Philippines & USA.
As I have said previously, without short term income from China, RoW would likely have been too slow to keep Fluence sustainable.
SUBRE will be the key. I think it is where the most interest lies for potential partners. We will see in 6 months.
Media Update, page-28
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