Transcript Winergy Master

Annual Conference of National Council for
Advanced Manufacturing (NACFAM)
Welcome!
Richard Nelson – Director, Aftermarket & Aftersales
Arlington, Virginia | April 9, 2015
For internal use only/© Winergy
Function of Wind Turbine Gearboxes
The gearbox is an
important part of the
wind turbine drive train.
It transfers mechanical
power generated from
wind to the generator
where it is converted
into electric power.
© Winergy 2013
1
U.S. Annual and Cumulative
Wind Power and Capacity Growth
Source: AWEA U.S. Wind Industry Fourth Quarter 2014 Market Report
© Winergy 2013
2
2012
Winergy Drive Systems Corporation (WDSC) at a Glance
Winergy is the No. 1 supplier of wind turbine gearboxes in North America
WDSC operates the largest serial test bench capacity in North America
Approx. 18,000 gearboxes are installed in North America,
thereof 9,000 units produced by Winergy Drive Systems in Elgin, IL
WDSC offers Turbine-Ready Solutions™ with original parts and
engineered upgrades
WDSC supports the management of Levelized Cost of Energy (LCOE) for
Winergy products, Clipper and other selected platforms.
© Winergy 2013
18.07.
3
Long-term Customer Relationships
Siemens Wind Power A/S
Sewind
Guang Dong Ming Yang
Wind Power Industry
Group Co., Ltd
© Winergy
4
Winergy / Siemens Wind Power Relationship
Winergy & Siemens Wind Power Organizations (excerpt)
Siemens
Sector
Wind Power & Renewables
Power & Gas
Energy Managet
Mobility
Digital Factory
Process Industries & Drives
Building Technologies
Division
Included therein:
 Drive Technologies
 Winergy
© Winergy 2013
5
Global Presence
Voerde, Germany
Tianjin, China
HQ
Elgin, IL, USA
Chennai, India
© Winergy 2013
6
Compelling Event for Customer Service
NAM Onshore Capacity Added (mW)
Complicating Factors
16,000
14,000
• Uncertainty of PTC
12,000
• Exchange rates, cost of offshore
production
10,000
• Global footprint utilization, based on
significant global growth variances
8,000
6,000
4,000
2,000
0
2012
2012, 2016e Winergy NAM Portfolio Blend
8%
2013
2014
U.S.
2015e
2016e
Canada
Benefits to Quick Pivot
19%
• Maintain established supply chain
• Sustain trained workforce
81%
92%
• End User connection drives demand
• Processes continue to develop
New Production
Service
© Winergy 2013
8
Steps to Establish a Service Presence
1. Develop a service vision
2. Listen to customer requirements
3. Align requirements with portfolio
4. Identify, evaluate channels to market
5. Identify core strengths/challenges
6. Measure performance
7. Repeat
© Winergy 2013
9
Competitor Approach – Do It All
• Supply chain
complexity
• Inventory Risk
• Revision Control
• Workforce Training
• EHS exposure
Spreading too thin risks brand, dilutes competencies
© Winergy 2013
Develop a Vision
• Prepare your organization for a change in culture
• Elevating organizational reporting structure to appropriate level is critical
• Appoint a leader that understands service
• Look for a leader with history of driving change – dramatically shifting
culture is not a management task
• Service channels to market, negotiation cadence, and customer
expectations are very different from those experienced in serial
negotiations
• Develop a mission statement (future state, values, etc.)
• If all goals are reached, what does that look like? It is very difficult to be
great at everything – focus on areas where you can drive customer
value
• Model the proposed business
© Winergy 2013
11
Listen to Customer Requirements
Focus portfolio development:
• Allow customers to participate in the discussion of need, to avoid internal
cultural bias
• Where entitlement exists, expand complimentary offerings; drive customer value
• Recognize geographic constraints, and adapt
• Look for underserved markets, where current infrastructure offers advantages
© Winergy 2013
Page 12
Align Requirements with Portfolio
Wind Turbine
OEM:
Independent
Service Provider /
Authorized
Service Provider
Asset Owner
Winergy
Selected
Non
Winergy
Winergy
Selected
Non
Winergy
Winergy
Selected
Non
Winergy
Scheduled Maintenance
-
-
-
-
-
-
Remote Monitoring
-
-
-
-
-
-
Minor Correctives
-
-
-
-
-
-
Technical support
+
-
+
+
+
+
Spares & Distribution
+
-
+
+
+
+
Major correctives
+
+
+
+
+
+
Component Upgrades
+
+
+
+
+
+
Other Services
© Winergy 2013
Page 13
Identifying Channels to Market
© Winergy 2013
Page 14
Identifying Channels to Market
EU / OO
DIRECT
END User / Owner Operator
OEM
Original Equipment Mfg
Affiliate /
Internal
ASP
Authorized Svc. Partner
Winergy (WDSC)
© Winergy 2013
Page 15
Evaluating New Channels
Channel
OEM
Original Equipment
Manufacturer
ASP/ISP
Authorized Service Provider
EU
End User
Strengths
• Estabished Sales
Channels
• Installed base data
• Established terms
Challenges
• High price pressure
• Hard to establish
brand loyalty
• Local, established
• Stress relationship
relationships with owners
with OEM
• ASP/ISP has no
entitlement
• Highest opportunity value • Stress relationship
• Ability to protect brand
with OEM
loyalty, once established • High effort to
negotiate terms
• Establish sales
footprint
© Winergy 2013
Growth
Opportunity
Life Cycle Services Portfolio
Field Service / Uptower Solutions
 On-site Repairs
 Full range of uptower solutions utilizing Winergy developed procedures, tooling and parts
Gearbox Shop Service
 Disassembly, inspection and remanufacture incl. engineered upgrades (new production standard)
 Paint/rewiring & oil supply system replacement
 Full load testing of each unit
Turbine-ready Solutions
 Main shaft, Main bearing
 Brake and coupling
Gearboxes for Service
 New and remanufactured units
 Gearbox exchange program
 Upgrades for higher efficiency
 One-Stop Shop solutions
Spare Parts
 Consumable spare parts and up tower parts kits
Service Education
 Customer training
 Winergy Authorized Service Provider (ASP) program
© Winergy 2013
17
Thank you
Richard Nelson
+1-847-531-7421
[email protected]
For internal use only/© Winergy
18