SERGI TP Notes

1. Positioning & Market Reality

The SERGI Transformer Protector (TP) is a hard-sell product in Australia because:

• Most utilities and large operators self-insure.

• They rely on blast walls, spacing, and redundancy rather than active protection.

• Australian operators have 2 transformers doing the work of one, reducing perceived risk.

• They perform their own internal risk assessments and trust structural mitigations.

However, the SERGI TP remains the world-leading solution for preventing transformer explosions and fires, especially from internal arc faults.

2. Key Insight: It Sells After a Disaster

The easiest sale occurs:

• Immediately following transformer failures

• When operators face fire, outage, regulatory scrutiny

• When the economic and reputational cost is fresh

We should not wait for local failures — instead:

Find Australian sites similar to overseas failure locations, and proactively present the case studies.

3. Strategic Opportunities & Pathways

A. REZ Standards & Regulatory Influence

• Renewable Energy Zones (REZs) create a unique opportunity.

• Australian standards require mitigation (blast walls, separation distances).

• SERGI can meaningfully reduce cost + risk compared to large reinforced blast walls.

• We must engage with:

  • Standards writers

  • Distribution & transmission asset strategists

  • REZ developers

  • EPCs early in the design stage

Goal: Get SERGI written into specs as an accepted design option.

B. Upfront Installation vs Retrofit

Upfront

• The strongest argument: flanges must be fitted during transformer fabrication.

• When flanges exist, the TP becomes an easy add-on.

• Challenge: getting OEMs (including Chinese manufacturers) to include flanges as standard.

Retrofit

• Retrofitting is possible but complex — Barrow Island is an example:

  • Compressed gas environment = extreme risk

  • Internal arc = catastrophic

  • RETROFIT may be the only feasible mitigation

• Training and learning pathways needed for retrofit sites.

C. International Manufacturing Trends

• Many Australian transformers are now built in China.

• Chinese OEMs may be more open to incorporating SERGI requirements upfront.

• Opportunity:

  • Build relationships

  • Provide guidance on flange placement

  • Influence procurement specs through Australian clients

4. Business Development Approach

A. Build a Circle of Influence

To penetrate this market, we need deliberate influence across:

• Government policymakers

• REZ planners

• Asset managers

• Insurance advisers

• EPCs

• Standards committees

• Consultants signing off on safety cases

This is a long game, but high-value.

B. Engagement Tactics

1. Lunch-and-Learns (essential)

• Host targeted sessions with operators, EPCs, consultants.

• Show real case studies (global failures vs protected outcomes).

• Use visual assets showing explosion physics and SERGI’s prevention mechanism.

2. Contact Oil Lab Customers

• Oil lab clients often own transformers suitable for TP systems.

• Leverage existing relationships; they already trust machinemonitor®.

• Use dissolved gas analysis results to start conversations around explosion risk.

3. Follow up with Ergon & Powerlink

• Maintain momentum — they are high-potential early adopters.

• Reinforce the value proposition in relation to:

  • Fire safety

  • Environmental protection

  • REZ compliance

  • Transformer fleet health

5. Hard Yards: Why This Is Tough But Worth It

Selling SERGI TP in Australia is difficult because:

• The regulatory framework is light

• Redundancy is cheaper in the short term

• Fire events are infrequent

• Many operators use structural mitigations

• Procurement teams resist “new” protection layers

But the payoff is extremely high:

• One sale is significant revenue

• Specifications embed SERGI for decades

• Success unlocks multiple projects across an operator’s fleet

• Positions machinemonitor® as the fire safety leader in the HV transformer space

6. Immediate Recommendations

1. Create a list of oil lab customers with transformers likely to benefit from TP.

2. Schedule Lunch-and-Learns with 10–15 priority operators.

3. Develop a SERGI vs Blast Wall cost–risk comparison sheet.

4. Prepare a case study pack highlighting international failures and successful TP activation.

5. Identify the right contacts at:

   • PowerLink

   • Ergon

   • REZ planning groups

   • EPCs (UGL, CPB, Downer)

   • Chinese transformer OEMs

6. Plan an influence strategy to reach spec writers and approval authorities.

7. Pursue early wins in high-risk environments (Barrow Island, LNG plants, mines).