Page 17 - MetalForming July 2009

1. Service crane
2. Generator
3. Cooling system
4. Top control unit
5. Gearbox
6. Main shaft with two bearings
7. Rotor lock system
8. Blade
9. Hub
10. Hub cover
11. Blade bearing
12. Bed frame
13. Hydraulic unit
14. Shock absorbers
15. Yaw ring
16. Brake
17. Tower
18. Yaw gears
19. Transmission–
High-speed shaft
This cutaway illustration from wind-turbine manufacturer Gamesa Corp. shows some of the major fabricated and machined components of a wind turbine.
organizations like the Great Lakes Wind Network in Ohio, or NextEnergy (www.nextenergy.org) in Michigan, both of which provide supplier-screen- ing services for OEMs. More and more states and even regions of states are setting up offices and staff to facilitate introductions.
An even better source for many firms is their own supplier and cus- tomer network. Who do you know that is already supplying the wind indus- try? Are you already pro- viding parts to GE, Siemens, Alstrom or other major players?
“good” is not good enough. As Garran puts it, “To get where you want to be, you have to know what you do best, what you do very, very well.”
• Do your homework. The wind industry, like all of the emerging alter- native-energy industries, has its own character, its own leaders, its own mar- ket drivers, its own business models and its own way of doing things. It’s very worthwhile to invest the time to figure things out before you try to jump in.
The AWEA website (www.awea.org) offers plenty of information about the market and the major OEMs. Attend conferences and network with others in the industry. Dig into the websites of major OEMs and Tier One suppliers to learn who the leaders are, what they want you to know about them and their products. Talk to companies already supplying the industry. AWEA provides access to a supplier database, and you also can get the annual Buyer’s Guide from North American WindPower (www.nawindpower.com) for a list of current and hopeful suppliers.
• Take the long-term strategic view.
Wind-turbine OEMs and their Tier One suppliers are in this industry for the long haul. It can take 12 to 18 months between initial discussions and receipt
of an order. Then, if you’re successful, you’ll be asked to grow rapidly with the industry, requiring you to make repeated investments in equipment, facilities, people and capabilities. Think it through, make a plan, ask others to help you do it better, and make sure you have a good relationship with your banker.
• Be a partner, not just a parts sup- plier. In large wind, and in other emerg- ing alternative-energy industries, OEMs want to cultivate partnerships with their suppliers that will steadily improve product and reduce risk over the long term. Each OEM and Tier One in the industry is different, so you have to lis- ten to what they are looking for, and give it to them. Building trust, espe- cially through reliability, honesty, aggressive problem solving, and demon- strated willingness to invest and grow will go a long way.
• Get a quality referral. The OEMs in this industry are inundated with firms trying to get their business. A quality referral from someone trusted by the industry OEMs can save suppliers many months of effort. Two great sources of referrals are referral networks and sup- pliers/customers already in the wind- industry supply chain. Work with
• Think broadly about your opportunities. Most metalwork- ing firms will never sell directly to a large wind-turbine OEM. On the tur- bine-manufacturing side of the busi- ness, Tier One and Two companies will likely be a better fit. The wind industry also needs construction equipment, cranes, supports, tractor trailers, rail cars, transformers, electrical substa- tions, transmission poles and wiring, and maintenance and repair equipment
and materials, and more.
MF: What does the market look like for small wind, and how open is this market to new suppliers?
McCabe: The small-wind market— turbines less than 100 kW in capacity—is beginning to experience serious growth, and so it offers tremendous potential. Turbines in the 10 to 50 kW range are being purchased by farms, schools, and other businesses; homeowners purchase turbines in the 1 to 2 kW range.
A number of features of the small- wind market are worth taking a close look at for many metalformers. In 2008, global small-wind sales exceeded $150 million, representing more than 50 per- cent growth over 2007. The United States represents about half of the worldwide market and is growing faster than the global market—78 percent in
www.metalformingmagazine.com
METALFORMING / SPECIAL ONLINE-ONLY ISSUE 2009 15