Page 71: of Maritime Reporter Magazine (June 1995)

3 hot product today is its and it has already re- juiries from its venture to

Is, said Magne Flagan, , merchant marine prod- ale the company is not yet a t the big cruise ship market, ffer significant advantages )wners and yards alike. Mr. describes the company's ly small size as a flexibility age, allowing it to be more id willing to respond to cus- lemands for unique products iplications. stad, a unit of Crane, is an- smaller company which has a lucrative niche. Westadisa facturer of butterfly and ball s for marine, offshore and pet- mical applications. The com- — which is celebrating its cen- tal — started as a supplier to paper and pulp industry. Its k into the maritime industry following World War II, when wegian owners were building up ts. It is these early partnerships h Norwegian owners and ship- ds which has helped Westad be- ne one of the most respected sup- ers for high-value vessels. As irry Bjorn Bystrom, Westad's

The group of Norwegian manufacturers which visited the U.S. offer experience in supplying quality and cost-effective products and services to the international ship- building market. senior manager, marine sales de- partment, explains, the Norwegian industry was willing to try out new products and concepts in the name of advancing marine technology in general, and fellow Norwegian com- panies specifically. This has helped the company become a lead supplier on today's most technically advanced ships, despite not flaunting the low- est prices on the market. "If the shipyard makes the deci- sion, they only look at price," said

Mr. Bystrom. "But on an LNG, per- formance matters and the company size makes no difference." The company will manufacture between 4,000 and 5,000 valves per year.

Perhaps the most interesting com- pany statistic is the one which shows that Westad's market share grows with the complexity of the vessel.

For instance, company statistics show that for 2,800 oil tanker newbuilds between 1970 and 1994, 170 ships feature Westad products, or a six percent market share. How- ever, in the product carrier segment,

Westad's market share is 18 per- cent, followed by: chemical carriers (20 percent); LPG & LEG carriers (20 percent); and LNG carriers (25 percent). \^ile the company has enjoyed great success in the high- end market, it recognizes the need to diversify and is currently explor- ing areas such as seawater ballast systems, introducing its composite- constructed valve in 1991. The new composite material is resistant to seawater and corrosion, as well as most chemicals, and features 75 per- cent lower weight than comparable steel or iron equivalents, the com- pany said.

While many of the Norwegian suppliers which participated in the

U.S. yard visits are justifiably clas- sified as small to medium-sized niche companies, all are not. The two companies which comprise the

Ulstein deck machinery makers are backed by the Ulstein reputation and international reach. Another participant, Unitor, has 74 offices in 32 countries, 180 authorized agents in a further 67 countries, and serves 950 of the world's ports. The com- :: - '

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QSCS me. 1995 Circle 208 on Reader Service Card 73