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Þ nish. So, what we do when we get a lead from the owners side or our marketing department, we begin to talk to all sections and departments of the shipyard Ð production and engineering. We then begin to build a solutions list for the type of vessel involved. This might involve special valves and actuators or special piping arrangements Ð anything that would make the job go faster and in a turnkey fashion.ÓTurnkey service, as it turns out, is what W&O is selling. Garner explains, ÒIt used to be that a shipyard would buy a valve from one source, an actuator from another and they would leave it up to their own force to do assembly and integration. ThatÕs what W&O can now do. We can provide that onsite technician. For example, the way valves communicate with control equipment has gotten much more complicated. The typical shipyard worker may not be familiar with that. So, we can go in with technicians to provide test and trial support right through commissioning.Ó New Products: Valuable Service In another development, W&O now has the exclusive arrangement to distribute the only USCG and ABS-approved CPVC pipe on the market. For owners who can lighten their piping systems by using plastic in places where they wanted to in the past, but couldnÕt do it because it wasnÕt allowed, the new products provide many advantages. Garner added, ÒWeÕre excited about this product and two or three others that weÕre going to be distributing.Ó W&O Ð already known for being a global supplier of marine pipe, valves and Þ ttings, as well as valve actuation and engineered solutions Ð has been selected by Georg Fischer Piping ?This market is going to be very strong in the future. Builders are aiming to build more barges next year than they?ve ever produced before.?Debbie Garner, W&O Gulf Coast Regional Manager MN 75www.marinelink.com MNNov2012 Layout 66-81.indd 75MNNov2012 Layout 66-81.indd 7511/7/2012 11:19:10 AM11/7/2012 11:19:10 AM