Table of Contents

Interview with AWEA's Britt Theismann

Tips for Getting the Most Out of WINDPOWER 2009

WebCore Technologies: Robust Growth in the Wind Industry

GLWN Announces New Supply Chain Workshops

Upcoming GLWN
Speaking Engagements

Wednesday, April 8, 2009
Saint Louis, MO

Wednesday, April 22, 2009
Fort Wayne, IN

Monday, May 4, 2009
Wind Power Supply Chain Seminar
AWEA WINDPOWER 2009
Chicago, IL

View from Washington:
Interview with AWEA's Britt Theismann

The European Wind Energy Association's annual conference and exhibition concluded last week in Marseilles, France, and in attendance was American Wind Energy Association's Britt Theismann. GLWN caught up with Britt upon his return. Here are notes from that conversation.

GLWN: What did you learn at the Europe meetings that would be interesting to U.S. component manufacturers?

Theismann: There's a huge interest in the American market, which is seen as the fastest growing in the world. People are especially interested in what the U.S. government has done from a policy standpoint, such as the passage of a long-term Production Tax Credit (PTC) plus the incentives included in the Federal Stimulus plan.

GLWN: So are the Europeans optimistic about the U.S.?

Theismann: Yes. To them the U.S. market now looks more stable, and their hope is that it will translate into increased capital investment in the U.S., as well as increased opportunities for European partnerships with U.S. companies to manufacture components in America for the wind industry.

GLWN: Regarding partnership opportunities, what kinds of components came up most in your talks?

Theismann: The focus for most of the companies I spoke with was components for nacelles, including gearboxes, bearings, and generators.

GLWN: What was the mood in Europe of the Wind Turbine OEMs?

Theismann: They're not happy with the global downturn, but they're hopeful that the U.S. will lead the industry out of it. They are also looking for the governments in Europe to duplicate what the U.S. has done.

GLWN: What features of the U.S. Stimulus Bill are expected to be most helpful to U.S. component manufacturers?

Theismann: It will have an impact in two ways, both direct and indirect.

The direct impact will come from a first-ever tax incentive package for manufacturers. Companies will be eligible to apply for a 30% investment tax credit for new capital assets used in the production of alternative-energy components. This money is not just for creation of new businesses—it will be available to expanding companies such as Cardinal Fastener & Specialty Co., Inc. What's important to know is that the funding is subject to a $2.3 billion cap, and our understanding is that decisions will be decided by competitive bidding. As soon as the Department of the Treasury provides guidance on this, we'll distribute the information.

The indirect impacts will come from the extension of the PTC and its ability to be converted by developers into cash early in the project. The result should be an increase in demand for new wind turbines and components.

GLWN: How soon could impact begin?

Theismann: We're hoping for 4-6 weeks, and there's a real sense of urgency in Washington to make that happen. Some programs, for instance are foregoing normal inter-agency reviews and public comment to speed their rollout to industry.

GLWN: So what is your advice for component manufacturers?

Theismann: Be sure to maintain your customer base so you'll be positioned to benefit when the wind market comes back. Also, if you're planning to expand, you should begin writing your business plans now so that you'll be in position to be one of the first to submit your application to the Department of the Treasury for the 30% capital investment tax credit. And don't forget to attend AWEA's WINDPOWER 2009 in Chicago in May.

WINDPOWER 2009—Maximize Your Investment

WINDPOWER 2009 is expected to be the largest show ever and here are some pointers from GLWN's Matt Garran to help you maximize your return on investment during your trip to Chicago.

Prior to the show

• Review with your team what exhibitors at the show may bring you value as a customer or supplier, make a list, and rank them in order of importance. An exhibitor listing and booth locations are available online in the registration brochure.
• Visit the appropriate websites to learn as much as you can about those you plan to visit. Write down key points and refresh your memory immediately prior to meeting with the key contact.
• Know what you're going to say about your company when you meet them. We recommend that you start by describing what you do very well. Add how large you are, in both sales and employees, including how much open capacity you have available. Then let them ask their questions. This is your opportunity to find out what is important to them.
• Review the program and identify which sessions you want to attend. Keep this handy so you don't schedule an appointment at the same time.
• Review the listing of events taking place after show hours. Plan on attending some of these.

At the show

Key connections

• Upon entering the show, go to the booths you identified ahead of time. If possible, schedule an appointment with your key contact, typically for 10 to 20 minutes. Get all your appointments scheduled prior to walking the show.
• Review your notes just before your meeting to refresh your memory and revisit any pressing questions or concerns.
• Be fully present and engaged with the contact: actively listen, make eye contact, respond promptly, and take just enough notes to capture the key points. Expand your notes after the meeting is concluded.
• Don't flood them with literature. Exchange business cards and send your information to their office. Anything you give them at the show may not make it back to their home base.
• Turn your phone off. If you take a call while talking with them, you waste their time and lose your chance. If it rings, it will be a source of distraction.
• Ask if they are sponsoring an after-hour event and if you may attend. If so, when and where is it?
• Prior to leaving, reinforce your important points:

• Your name
• Your company name
• Your industry sector
• Timeline and method of following up

• Finish by asking if they have any additional questions. Don't forget to thank them for their time.
• Don't send an email or a LinkedIn or Facebook request that night and then check in with them the next day to see if they received it.

Working the show floor

• Know what booths you want to visit and hit those first. Then, if time permits, walk up and down the aisles to see the remaining exhibits.
• Ask if the literature they are offering is available on their website. Why carry and possibly pay to transport something that is readily accessible, not to mention environmentally friendly.
• Make written notes about your competitors you meet and what they had to say. What did you think of their booth, literature, and personnel?
• Go early and stay late.
• Network. Ask questions and talk to the people sitting next to you. What have they found to be the most interesting part of the show, who do they know, etc.? Talk to as many people as you can—at the breaks, during lunch, and in the hallways walking.
• Don't focus on meeting the panel speakers. Their contact information is given in the session slide you can download when you return home.
• Stop by the Great Lakes WIND Network Pavilion and share your successes with us!

WebCore Technologies: Focusing on Wind

TYCOR®, a composite material patented by WebCore Technologies, is being used in wind turbine blade manufacturing

New Supply Chain Workshops Announced

Through the five supply chain workshops held around the state of Ohio last year, GLWN introduced 400 manufacturers to the opportunities and challenges of the North American wind industry. One-half of the companies chose to engage, and as a result Ohio now boasts a supply chain of over 500 active and emerging wind suppliers.

GLWN is pleased to announce the launch of its 2009 Wind Supply Chain Workshop Series, which has expanded into other states. The first workshop, targeting Missouri manufacturers, will be held in Saint Louis on Wednesday, April 8, 2009. Then it's on to Indiana, where GLWN will be featured at a workshop in Fort Wayne on Wednesday, April 22, 2009.

Check our website for a complete calendar of events, coming soon!