Exporting Case Studies
Patrick K. StromPatrick K. StromSales Sales Account Manager, International MarketsAccount Manager, International MarketsNRG SystemsNRG Systems
WINDPOWER 2011 Conference & Exhibition WINDPOWER 2011 Conference & Exhibition May 24, 2011May 24, 2011y ,y ,
Overview
• About NRG Systems and our products
• There is a world of opportunity Good news!• There is a world of opportunity. Good news!
• 3 ways to optimize international success
• 2 case studies
About NRG Systems y• Founded 1982
114 l• 114 employees
• 144 countries
• Lean manufacturing
• Niche business
• Met towers, data loggers sensorsloggers, sensors, LIDAR, turbine control sensors, software
NRG Systems manufacturing plant, Hinesburg, Vermont, USA
Wind Resourced esou ceAssessment Tower
Optimizing Success: p gGlobalization
The PuzzleThe Puzzle…
Optimizing Success: p gSea Freight
ComparisonComparison
TruckTruck• Vermont to Los Angeles: 3000 miles• Greater carbon footprint handlingGreater carbon footprint, handling• Cost: $5000-$10,000; 30% fuel surcharge
Sea Freight • Vermont to Port of Shanghai: 8000 miles• Sealed 20 ft container, few restrictions• Cost: $3500
Optimizing Success: Smart Packaging
EnviroCrate60m Tower System
EnviroCrate
Deliveryy
The value of a Freight Forwarder
• Long term relationships
• Invaluable in case of trouble• Invaluable in case of trouble
• Ally for getting payment safely
• Navigates complex letters ofNavigates complex letters of credit
The value of an International Partner
• Finding clients
• Navigating customs local regulations• Navigating customs, local regulations
• Targeted marketing
• Long term cooperation
Case Study 1:Case Study 1:Kiribati
• 2 x 34m complete systems, coral atolls
• NGO funding Japanese partner• NGO funding, Japanese partner
• Free sea/surface shipping to Hawaii, weekly flight to Kiritmati Islandweekly flight to Kiritmati Island
• High reliance on fossil fuels
• Climate change (43 ft highest point)• Climate change (43 ft highest point)
Case Study 2:Case Study 2:Mongoliag
• 30m complete system, Asian steppe30m complete system, Asian steppe
• Japanese partner & funding
• Free sea/surface shipping to Ulan BatorFree sea/surface shipping to Ulan Bator
• Early stage wind development, great potential
C l iConclusion
• Being in the U.S. has advantages
• Think about the whole product lifecycle• Think about the whole product lifecycle
• Avoid commoditization
• Use resources available to you: government programs, forwarders, partnersgovernment programs, forwarders, partners
Now go close the trade deficit!Now go close the trade deficit!
Patrick [email protected]
1-802-482-2255www.nrgsystems.com
