Page 77: of Marine News Magazine (November 2012)

partnerships may be the way to go. Many newer technologies and Þ rms do not yet have market access or the commercial ÒIntelÓ to penetrate the market. With as many as 40,000 ships out there potentially needing BWT, the market is huge Ð but the question of how to penetrate it and get product into distribution remains unanswered for many manufacturers, a good percentage of which are new to the marine markets. Certainly, the ability to stockpile readily available BWT units for immediate delivery would be an attractive proposition for most. And although no BWT manufacturers have yet taken the step to secure a reliable, well-known distributor for their wares, it seems inevitable that it will eventually have to happen. Looking InlandAccording to Garner, another major focus for W&O includes the major tank barge builders in Texas, Louisiana, Tennessee and Indiana. Garner insists, ÒThis market is going to be very strong in the near future. Builders are aiming to build more barges next year than theyÕve ever produced before. WeÕre already seeing that demand in the valves because W&O is already the most widely speciÞ ed valve in the inland tank barge industry. Most of the primary builders only want the W&O Space valve, which has proven performance in handling these bulk cargoes.ÓW&OÕs multi-turn gate valve is used in all manners of cargo systems and W&O has modiÞ ed the valve so that it operates optimally in a tank barge environment. Garner told MarineNews, ÒWith this product Ð we target both the owner and the shipyard. Operators and shipyards want a valve thatÕs going to hold up for many years and a distribution company thatÕs going to back it up. ThatÕs the Space valve line and thatÕs W&O. And, when you distribute a valve thatÕs preferred by so many, it then occurs to the customers to keep it simple and standardize on one product line.Ó Challenges ... and Opportunities, too.Some of W&OÕs best partnerships stem from U.S. Navy and Coast Guard work. And, while some of those vessels may get cut from federal funding, that part of the business is likely to remain very strong for the MN 77www.marinelink.com MNNov2012 Layout 66-81.indd 77MNNov2012 Layout 66-81.indd 7711/7/2012 11:19:54 AM11/7/2012 11:19:54 AM