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Goldwind ppt presentation final
1.
2. Company Overview:
SITUATION
▪ Xinjiang Goldwind Science and Technology Inc.
▪ Target of selling 30% of its turbines overseas by 2012
▪ Chairman Wu: Globalization is about more than sales
▪ “It could enhance Goldwind’s human capital and corporate culture, giving a
company of its size the international pedigree it deserved”
▪ Goldwind USA
▪ Sold 18 turbines to small projects across 8 states in the U.S.
▪ 2 years of experience in United States (Founded Goldwind USA in spring 2010)
3. Company Overview:
COMPLICATIONS
▪ General
▪ GE
▪ Industry Growth Rate Decline
▪ Operational Experience
▪ Technical Difficulties
▪ Grid Parity
▪ Political
▪ Government Subsidies
▪ Tariffs
4. Company Overview:
ENABLERS
▪ General
▪ Parent Company
▪ World Market Share
▪ Experienced Team
▪ US Sourcing
▪ Technical
▪ R&D Centers
▪ PMDD Technology
▪ Experience Curve
▪ Political
▪ Job Creation
▪ Financial
▪ Strong Cash Position
8. POLITICAL
1. Reduced Government Subsidies:
▪ The U.S. government
▪ The Chinese government
2. Increased tariffs:
▪ Lobbying from U.S. Wind Tower Trade
Coalition (WTTC)
3. Clean energy adoption by 2035
PEST Model
10. SOCIAL
▪ Perception of Chinese Goods:
▪ China Quality
▪ Job creation after the recession of 2008:
▪ Creating jobs in the U.S. was the
message that Goldwind USA tries to
convey as a Chinese newcomer to the
American market.
▪ Going Green
▪ Wind power is Renewable Energy
PEST Model
14. POWER OF SUPPLIERS : LOW-MEDIUM
▪ Recession = Low Supplier Prices
▪ Raw Material Prices
▪ Vertical Integration Threat
▪ Switching Costs: Trust
15. POWER OF BUYERS: HIGH
▪ Diverse Customer Segments
▪ Utility Companies: Oligopolies
▪ Institutions
▪ Banks
▪ Clean Energy
▪ Unfavorable Gross Profit
16. THREAT OF NEW ENTRANTS: MEDIUM-HIGH
▪ Barriers to entry
17. THREAT OF SUBSTITUTES: HIGH
Industrial Structure- Diverse
▪ Fossil fuels
▪ Solar
▪ Hydroelectric
▪ Biomass
▪ Nuclear
21. RESOURCES AND CAPABILITIES
RESOURCES
▪ Strong financial position
▪ Small and nimble team
CAPABILITIES
▪ Commitment to research and
development efforts
▪ Manufacturing
▪ Innovative- capacity to enter new
product segments
▪ Turbines can work in harsher weather
conditions
▪ Currently developing blades much
larger than industry average
22. VRIN CORE COMPETENCIES
V R I N
▪PMDD technology
X X X X
▪Neodymium for its permanent magnets
X X
▪US suppliers network and strategy
X X X
25. #1 PROJECT INITIATION
▪ Focus on larger wind farms in a few places
▪ California
▪ Texas
▪ Iowa
▪ Illinois
26. #2 CUSTOMER VALUE
▪ Wind farm financing, development and management services
▪ Project customization
▪ Product Innovation
27. #3: BRANDING
▪ Novel advertising campaigns
▪ Human elements v machinery
▪ Quality & Integrity
▪ Continue partnering with established companies
28. IMPLEMENTATION
▪ Strategy- Increase US market share through initiating projects, enhancing customer
value and branding
▪ Structure- Utilize matrix structure to benefit project implementation growth and
customization.
▪ Systems- Customer satisfaction, CRM, product quality & efficiency, environmental
impact
▪ Style- Leadership style that promotes honesty and integrity, innovation, motivation and
productivity, close team relationships among employees
▪ Skill- Innovative and technological competencies
▪ Staff- Maintain current high standards of recruiting top talent, recruit marketing experts, strong
project managers
▪ Shared Values- Commitment to clean renewable energy in lieu of climate change, steadfast
commitment to innovation
30. GLOBALIZATION
▪ Globalization strategy: Adapt operations in USA to maximize effectiveness
▪ CAGE Distance Framework:
▪ Cultural: different languages, ethnicities, and values; lack of connective ethnic or social networks
▪ Administrative: differences in political and governmental systems in terms of the wind industry
▪ Geographic: physical distance between China and the U.S.; no common land border, differences in climates, time-zones, and geographic size and
population
▪ Economic: differences in consumer incomes and economic size, availability of human, financial, and natural resources, infrastructure, distribution
networks, and organizational capabilities
▪ What should Goldwind do now?
▪ Continue to adapt
▪ Emphasize economic arbitrage:
▪ Leverage differences in labor and capital costs, and costs of knowledge inputs
▪ R&D locations are in Germany and China
▪ Leverage resources available in the United States
▪ Higher incomes in U.S. = selling wind solutions at higher prices will not impact consumer interests as much as in China
▪ U.S own supplier network instead of aggregating or adapting China’s supplier network
▪ Emphasize geographic arbitrage:
▪ Leverage differences in climates to enhance performance of wind solutions
▪ Goldwind has exceptional wind capacity wind capabilities with thousands MW under its belt from Chinese operations
▪ Locally sourcing wind product components within the United States
By sticking to our expertise we can establish a better brand image and thus expand to larger wind projects in the United States.
Finishing up late-stage development of two 10 MW wind farms in Montana
Installing small wind farms in Pakistan, Bulgaria, Ethiopia, Australia, and Chile (in partnership with Mainstream)
Goldwind USA: continue to win in the Americas
General:
Competition from non-Chinese incumbents: General Electric
Culture changes: selling wind energy in US is not like selling it in China
US wind industry’s growth rates is on the decline since 2008
Lack of a first-mover advantage in the United States
Goldwind’s operational experience in China is not valid for US customers
Technical:
Wind power cannot achieve grid parity
Government:
Reduced overall demand for energy led to lower prices for natural gas and other conventional power generation sources, making it difficult for wind power to compete
Lack of long-term government incentive to wind energy producers
No stable policy framework for wind sector in the US (uncertain future of wind regulation)
Raised tariffs against imports of wind towers from China
General:
As a subsidiary of a Goldwind parent company:
Goldwind is 2nd in world market share for wind power with 9.4% in 2010
Team: people with solid US wind industry experience combined with successful track record of working in a cross-cultural environment
Supplier strategy in the United States
Expected to complete GL’s 100 turbine operating years standard by the beginning of 2013 to be commercially proven in the United States
Technical
3 International R&D centers (2 in China, 1 in Germany)
Cutting-edge Permanent Magnet Direct Drive (PMDD) technology
Excellent technological and operational capabilities and 2 decades into the experience curve
Turbines can work in more extreme weather conditions than found in the USA
Financial
Strong financial position
Government Policies
Improved brand image through partnerships with Mainstream and creation of jobs in the U.S.
Enablers:
As a subsidiary of a Goldwind parent company:
3 International R&D centers (2 in China, 1 in Germany)
Goldwind is 2nd in world market share for wind power with 9.4% in 2010
Strong financial position
Cutting-edge Permanent Magnet Direct Drive (PMDD) technology
Team: people with solid US wind industry experience combined with successful track record of working in a cross-cultural environment
Supplier strategy in the United States
Improved brand image through partnerships with Mainstream and creation of jobs in the U.S.
Excellent technological and operational capabilities and 2 decades into the experience curve
Turbines can work in more extreme weather conditions than found in the USA
Expected to complete GL’s 100 turbine operating years standard by the beginning of 2013 to be commercially proven in the United States
How can Goldwind USA capture a bigger portion of the wind turbine market in the United States?
Reduced Government Subsidaries:
The U.S. government passed the tax law expiring tax credit for clean energy, meaning less or no government subsidies. “Goldwind had banking relationships in China to backfill lack of debt, but it was much tougher to replace government subsidies.”
The Chinese government cut subsidies for its wind sector six months after the US government filed a complaint with the WTO that China had provided illegal grants to Chinese wind companies since 2008.
Increased Tariffs:
In December 2011, the U.S. Wind Tower Trade Coalition (WTTC) lobbied the U.S. government to raise tariffs against imports of wind towers from China.
Goldwind entered the U.S. in 2010. American economy is recovering from the 2008 economic crisis.
Clean energy adoption becomes the top priority in the agenda of economy development.
Goldwind is a symbol that China is moving towards Green Power as their economy develops.
This is not only beneficial to the Chinese citizens but also to China’s image among other nations.
Parts of the wind turbines are sourced locally
Due to the recession of 2008, the U.S. suppliers were actually offering reduced rates that made them more attractive than the Chinese suppliers.
Goldwind USA has well-established relationships with some of the leading wind turbine component suppliers in the U.S.
Concentration
Switching Costs
Is supplier product crucial?
Vertical Integration
Utility companies are oligopolies in the US. Example: Pacific Gas & Electric, Southern California Edison, Florida Power & Light, etc.
Unwilling to adopt clean energy
Many other wind turbine companies entered the US market from 2010 to 2011
Barriers= regulations, technological capabilities, financial support
In contrast to China, where a handful of vertically integrated regional monopolies dominated the power sector, power generation in the United States was extremely diverse and fragmented.
Fossil fuels are wider known among the population.
Other renewable energy sources such as biomass or solar.
Strong financial and capital capabilities: cash flow
Ability to offer secure financing to wind companies in the US
Manuf- Cost-efficient manufacturing excellence with focus on quality and reliability
PMDD technology (Acquisition of Vensys)
Most experience and best of providing direct drive technology versus competitors (Germany’s Enercon and Siemens, through its German subsidiary Vensys)
Uses rare earth metal neodymium for its permanent magnets
Goldwind continues to innovate in ways that permitted reductions in the neodymium content without sacrificing efficiency to save costs
Higher power output compared to metals used by competitors
Strong US suppliers network and strategy
Most locally sourced turbine company in the United States: positive brand image
Reduce skepticism surrounding Chinese quality, improves logistics and reduce lead time overseas and transportation costs, also allows suppliers to visit site for troubleshooting needs.
Innovative capabilities and capacity to enter new product segments
Turbines can work in harsher weather conditions:
Chinese deserts and tundra more extreme than found in Europe and the Americas
Go offshore
Sites with low wind speed, high altitude, or low temperature conditions
Currently developing blades much larger than industry average
Globalization strategy: Adapt operations in USA to maximize effectiveness
CAGE Distance Framework:
Cultural: different languages, ethnicities, and values; lack of connective ethnic or social networks
Administrative: differences in political and governmental systems in terms of the wind industry
Geographic: physical distance between China and the U.S.; no common land border, differences in climates, time-zones, and geographic size and population
Economic: differences in consumer incomes and economic size, availability of human, financial, and natural resources, infrastructure, distribution networks, and organizational capabilities
What should Goldwind do now?
Continue to adapt
Emphasize economic arbitrage:
Leverage differences in labor and capital costs, and costs of knowledge inputs
R&D locations are in Germany and China
Leverage resources available in the United States
Higher incomes in U.S. = selling wind solutions at higher prices will not impact consumer interests as much as in China
U.S own supplier network instead of aggregating or adapting China’s supplier network
Emphasize geographic arbitrage:
Leverage differences in climates to enhance performance of wind solutions
Goldwind has exceptional wind capacity wind capabilities with thousands MW under its belt from Chinese operations
Locally sourcing wind product components within the United States
By sticking to our expertise we can establish a better brand image and thus expand to larger wind projects in the United States.
Bring exceptional capability for MW capacity in China to U.S. wind projects
Expand to more states: highest rankings for installed wind capacity in 2012
California
Texas
Iowa
Illinois
Focus on larger wind farms in a few places
Easier to manage than small geographically dispersed projects with multiple customers
Focus on a small capable team building large projects
Differentiate through providing exceptional customer service including after-sales service
Differentiate through providing exceptional customer service including after-sales service
Wind farm financing and development
Wind turbine manufacturing and R&D
Wind farm management services
Leverage synergies in R&D between China, U.S., and other countries Goldwind is in and leverage financing capabilities by diversifying profits among these wind solutions
Look at all points of the wind value-chain: wind-farm developers, wind power distributors, potential buyers or financiers of wind farms, utilities, and even regulators to tailor project-specific solutions that enhance the market potential of Goldwind’s products.
Focus on innovation: product specialization
Design products for specific challenging weather environments
Based on temperatures, altitudes, wind speed, offshore, coastal/intertidal
e
Keep and emphasize novel advertising campaigns
Contrast industry-standard bland images of machinery
Demonstrate brand personality that project Goldwind’s human elements, product quality, and company’s integrity
Continue partnering with established companies in the wind industry
i.e. Mainstream and the Shady Oaks project
Work with partners who are willing to take a risk on Goldwind and in turn, get the right compensation for it
Get prospective customers to agree that Goldwind is the best option for them relative to established non-Chinese incumbents