Interview

Tecloman Details Financing Solutions and Partnership Approach for EPCs

At the EUPD Research EPC Awards 2025, Julia Z. Pohl spoke with Alexandra Hu, VP of Global Market at Tecloman. Hu detailed Tecloman's strategic approach to supporting EPC partners, emphasizing flexible financing solutions and long-term collaboration beyond standard equipment supply.

Event
EUPD Research EPC Awards 2025
Market
Europe
Segment
Utility
Technology
Format
Interview
Interviewer · EUPD Group
Julia Z. Pohl
Director Research Operations · EUPD Group
Guest · Tecloman
Alexandra Hu
Vice President of Global Market · Tecloman
Filmed ·Munich·Runtime 04:26Interview ·
InterviewEUPD Research EPC Awards 2025 · Munich
04:26
Filmed on site · No editorial direction beyond question set · Captions auto-generated, reviewed by EUPD Research

Key takeaways

4 points · 04:26 video
  1. Flexible Financing Solutions
    Tecloman offers diverse financing solutions, partnering with prominent European and global providers to support EPCs. These solutions help manage project costs and payment terms effectively, ranging from immediate to several years.
  2. Long-Term Strategic Partnerships
    The company positions itself as a long-term partner throughout the entire 20-year project lifecycle, moving beyond being solely an equipment supplier. This approach prioritizes the overall end result for the project owner over initial price considerations.
  3. Increased Flexibility for EPCs
    Tecloman’s flexible financial models can extend payment terms over multiple years for projects demonstrating strong profitability. This directly increases financial flexibility for EPCs and significantly reduces their financial management pressures.
  4. Proven Implementation Success
    Tecloman has successfully implemented its financing solutions, including structuring one-year payment terms with a third-party provider for an EPC partner. This demonstrates the practical value and support offered to their partners.

Tecloman's Holistic Approach to EPC Partnerships

Tecloman expands its role beyond that of a technology or solution provider by offering comprehensive financing solutions tailored for EPCs. The company leverages a network of partners, including prominent European and global financing entities, to provide adaptable solutions based on specific project locations and scales. These integrated financial models are designed to enhance flexibility, allowing for extended payment terms over several years for projects that demonstrate robust profitability. This strategy underscores a shift in focus from initial acquisition price to the long-term value and sustained energy service delivered throughout a project's estimated 20-year operational lifetime.

"what the owner receive is what they want used to buy, you know, uh, the, the energy service. And we're just part of this, uh, you know, uh, like 20 year lifetime story." Hu · 02:10

Reducing Financial Pressure and Demonstrating Success

Tecloman's strategic partnership approach is designed to increase flexibility for EPCs by alleviating financial pressures, enabling them to concentrate on their core responsibilities of providing optimal technology and service. By integrating robust financial support, Tecloman contributes directly to a better final outcome for the project owner. The company has already demonstrated the successful implementation of these solutions in practice, citing an example where an EPC partner was offered a one-year payment term facilitated through a third-party financing provider. Tecloman manages the organization of payment terms and connects EPCs directly with these financing partners for structured agreements.

"financing gives them less pressures on the, uh, you know, uh, management on the financial side." Hu · 03:58

Two questions on the stand

Chapters · click to jump
00:00
Introduction to Tecloman's EPC Engagement
Julia Z. Pohl introduces Alexandra Hu of Tecloman, who begins to detail the company's offerings and flexible business models for EPC partners beyond technology provision.
00:36
Tecloman's Global Financing Solutions for EPCs
Alexandra Hu describes Tecloman's extensive network of financing partners, providing tailored solutions across Europe and globally to support EPCs and extend payment terms.
03:52
Real-World Application and Relieving EPC Pressures
Hu shares a successful case study of a one-year payment term facilitated with a third-party financier, underscoring how Tecloman acts as a long-term partner to ease EPC financial management.

Interview transcript

Auto-generated · reviewed · ~3 min read
Hi, and welcome everybody. My name is Julia Pohl, and I'm the Director of Research Operations at the EUPD group. We just wrapped up the second day of The smarter E Europe Munich, and we're gathering tonight for our EPC networking event. I'm joined tonight by Alexandra Hu the Vice President of Global Sales at Tecloman. Hi, Alexandra. Hello there. Nice to meet you. I want to know a little bit more about your products and services with regards to EPCs as a target and partnership group. Um, in the first step, what would you say, uh, are you offering besides just being a technology provider and a solution provider, what are the business models and flexible solutions you can offer EPCs? Uh, one thing, uh, with our partner with EPC, uh, very important, uh, is the financing solutions. Uh, I mean like same, uh, with the project owner at the same time. Uh, but you see that there are several cycles, uh, around different entity. Right. And we're part of actually the supply chain. Right. And for us, we have many, uh, financing solution partners where we bring into the solution depending where you are. Uh, so for example, if you're in Europe, uh, we're working with some of the top, uh, prominent, uh, solution providers and, uh, we'll introduce them with our EPC partners and make sure they're registered and they will be supplied with several, uh, you know, solutions. And at the same time, uh, we also have a strong solution supplier, uh, behind us, uh, financing part. Mm-hmm. And, uh, uh, they're global wide. So with some of our EEPC partner, which is also like a, a global operation, uh, and we, we, that, that sites they can have a full package. So it's a, has, uh, actually the difference would be the cost mm-hmm. Or the, uh, financing plan. So some of them, it ranges. Uh, uh, first is, uh, depending on the payment terms, and secondly, it ranges, you know, several years if they have a very nice, uh, model with good profitability. So we make the, uh, you know, comparison no longer around the price, because I don't think the price is the most, of course, it's a important, uh, factor, but it's not the most important factor because at the end, what the owner receive is what they want used to buy, you know, uh, the, the energy service. And we're just part of this, uh, you know, uh, like 20 year lifetime story. Uh, and we want to do what we can to, you know, uh, give this, uh, good end result to the project owner together with our EPC partners. Mm-hmm. That sounds like a very solution orientated approach, and yes, it's very important. And I think it increases the flexibility of EPCs as well, that you work with, right, Exactly. Exactly. To them. Like they, they have even more responsibilities, and we are focusing on, you know, providing our te uh, best test, uh, solutions, technologies, and then also, uh, service providing. Yeah. Mm-hmm. Very interesting. So we've talked about the portfolio and the services you offer from a theoretical perspective. Mm-hmm. What I would love to know is about the practice. Is there a case or an example you can share where this has been successfully implemented with an EPC partner? Uh, yes. Uh, we have already, uh, implemented, uh, with, uh, one of our partner, uh, uh, not, uh, to mention the, uh, the exact name. Mm-hmm. Uh, but we actually offer them a very good solution, uh, with a one year, uh, payment with our third party solution, uh, provided. Uh, so basically, uh, we will, um, organize the payment terms, uh, ready and we'll forward this, uh, to our, uh, financing solution provider, and they will talk, uh, together with the EPC partner, uh, about, uh, uh, exactly how they gotta sign. Interesting. Now to summarize everything in a nutshell mm-hmm. When EPCs come to you, what can they expect? How is their portfolio and your experience, such as cases that you just mentioned, adding value to the work that the EPCs do? Uh, I think, uh, to EPCs, it's very easy to understand, uh, because, uh, financing, uh, gives them less pressures on the, uh, you know, uh, management on the financial side. Uh, so in a nutshell, you come to us, we're not just, uh, uh, equipment suppliers, uh, service supplier, uh, we are your partner, uh, in the long term, especially for the whole project. Yeah. Thank you, Alexandra. Yeah. And good luck for the rest of the show, and excited to hear next year what the update is. Yeah. Thank you very much. Thank you so much. Thank you.
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Frequently asked questions

Tecloman partners with prominent European and global financing solution providers to offer various options. These include flexible payment terms, some extending over several years, designed to match the profitability models of different projects.

Tecloman positions itself as a long-term partner in the entire 20-year project lifecycle, not just an equipment supplier. This includes taking responsibility for financing solutions, which reduces financial pressure and increases flexibility for EPCs.

Yes, Tecloman has implemented solutions such as a one-year payment term offered to an EPC partner through a third-party provider. Tecloman organizes the payment terms and connects the EPC directly with the financing provider for agreement.

Tecloman works with financing partners who operate globally, including prominent providers in Europe. This allows them to support EPC partners with global operations, ensuring tailored solutions based on their specific location and needs.

Tecloman emphasizes that the overall value an owner receives from an energy service over a 20-year lifetime is more crucial than the initial price. By providing long-term partnership and financial support, they contribute to a good end result for the project owner.