Gr?nges’ cooperation with the Romanian heat exchanger manufacturer RAAL started on a fairly modest scale back in 2013, but when Gr?nges launched the new generation material Trillium Lean at the end of 2017, things really took off.
“The volumes were rather low, but we initiated discussions with the customer to attract them to significantly increase their purchases of Trillium,” says Peter Hamn?s, key account manager for RAAL at Gr?nges.
The work that followed earned the team a nomination in last year’s Company Awards, in the commercial performance category. Apart from Hamn?s, the team also included representatives from Product Development, Customer Support, Quality, Process Development, Research & Innovation and Gr?nges Business Control.
“Our strategy has always been to have a close customer relationship,” says Hamn?s. “We have focused on many tests and evaluations, and a clear and transparent pricing model where we start with a higher price which we then could lower as volumes and our production increases.”
RAAL has two production facilities with a total of 2,500 employees. In many ways it is a typical Gr?nges customer, producing heat exchangers for applications like agriculture and forestry, mining and construction, and the car industry.
“At the moment, the car industry is RAAL’s smallest business area, but the company sees big possibilities to develop that part of the business, partly due to the increase in electric vehicles and battery cooling,” says Hamn?s. “RAAL now bets big on Trillium as a material, and at the end of last year it opened a new production facility adapted to Trillium and without fluxing as part of the process.
From a market perspective, Mikael Pettersson, marketing and inside sales manager, sees a bright future for the new generation Trillium. Its main benefits are that customers can remove steps in the production process and thus cut their staff costs. At the same time, they can develop more complex and compact designs.
“Furthermore, customers can reduce the use of fluxing agent and by that improve the work environment for their employees. Such considerations are becoming increasingly common as more and more companies, and also our end customers, want to improve conditions throughout their value chain and with their suppliers,” says Pettersson.
Peter Hamn?s hopes the breakthrough with RAAL can become a springboard for Gr?nges to meet the growing interest in applications linked to the development of electric vehicles and especially battery cooling.
“Trillium will not replace all materials, but in a few years’ time I believe that it will reach 20 to 25 percent of the total production volume in Finsp?ng,” he says.