“We have increased our market share in wind power and are now aiming to grow even more,” says Zhu Song, Vice President of Sales at Gra?nges Shanghai, and one of the members in the project team.
Harrison Zhang, Vacuum Brazing Segment Leader for Gra?nges Shanghai, adds, “This is a win-win situation for Gra?nges and for customers.”
The success of the Shanghai team began in 2012 when they began developing brazed aluminium technologies. While Nocolok brazing is now far more common for use in heat exchangers, brazed aluminium produces components that have stronger joints and can be more resistant to corrosion. The Shanghai team experimented with alloys and produced Generation 2 and Generation 3 materials that offered superior strength and corrosion resistance.
Harrison Zhang says a few years ago Gra?nges Shanghai realised the wind power sector was neglected in terms of heat exchanger materials and a decision was made to target it. The strategy involved a range of commercial activities. Gra?nges held talks with wind power OEMs to learn about their challenges, tested a range of new materials in cooperation with them, and invited representatives to seminars. Finally, after a two-year process China’s biggest wind power OEM Goldwind approved the Gra?nges product for use in heat exchangers for its plant and made it a preferred material. Zhu Song says Gra?nges’ brazed aluminium material lasts six or seven times longer than the material produced by competitors.
Zhu Song also says another key strategy was to enter into an exclusive agreement with a slitting centre. This means that the centre only sells the Gra?nges wind power aluminium solution, protecting the company’s intellectual property.
Harrison Zhang concludes the lesson for other Gra?nges teams around the world hoping to grow their business is simple: “Try to understand what the customer needs and always be creative and innovative.”