16 - 19 March 2015 in Vaasa, Finland
SEVEN EVENTS FOUR DAYS ONE BIG PARTY 8 “EACH VISIT TOOK ME TO THE BEATING HEART OF GLOBAL TECHNOLOGY” 3 “A FEW YEARS AGO TECHNOLOGY WASN’T READY FOR THIS” 14
RESEARCH IS DEVELOPMENT 4 “THE MOMENT YOU’RE TALKING TO A CLIENT IS JUST A FRACTION OF THE SALES PROCESS”
CASE STUDY A GIANT POWER PLANT IN THE DESERT
“WE ARE SEARCHING FOR THAT FINE LINE, EXPLORING WHAT AUTOMATION CAN ACCOMPLISH”
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Contents
EVENTS
Contents 2 Foreword 3
6
EVENT 1
Energy and Environment Seminar 11
Is the energy sector going “freelance”?
EVENT 2
Renewable Efficient Energy V
11
EVENT 3
Vaasa Wind Exchange 11 & Solar EVENT 4
Sales Café Vaasa region R&D investments benefit Finland 4 Schedule 8
7
CASE STUDY
A giant power plant in the desert
EVENT 5
EnergySpin EVENT 6
Energy and Buildings
12 12 12
14
No sleep ‘til turbines
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May the sales force be with you
ENERGYWEEK2015 PUBLISHER: EnergyVaasa EDITORS: Suvi Markko (VASEK), Robert Olander (Merinova), Hanna Sjöberg (C2 Advertising). Case study by Citec. PRODUCTION AND LAYOUT: Tom Båssar (C2 Advertising)
PHOTOS: Katja Lösönen, Timi Kumara and Kai Kettu photo by Samuli Pulkkinen, Ilkka Homanen photo by Cleantech Finland. PRINTING: WaasaGraphics
Welcome to Vaasa!
THEME MEETINGS FOR YOUR A-TEAM Book a quick gettogether between seminars or give your guests an evening they won’t forget. Choose from three dynamic themes:
THERMAL ENERGY SAUNA BY THE SEA @ BERNY’s
Dear friends of electrical and energy technology, It’s time to shift our focus toward Vaasa once again. I’m of course thinking of the Vaasa Energy Week 2015 event, taking place on 16 – 19 March this year. I’ve been in Vaasa hundreds of times. Already as a young engineer, working with electrical and automation technology at ABB, I felt like each visit took me to the beating heart of global technology. Everything I encountered was absolutely worldclass. It was a privilege to work with professionals of that calibre. Today I am head of Finpro’s Global Cleantech and Cleantech Finland. Last year, after a longer pause, I went back to Vaasa to familiarize myself with the Energy Week event. As I arrived at the venue, a familiar feeling took hold of me: Vaasa was still the world-class energy technology environment I remembered. There was a unique feeling during those following two days – it was a deep dive into the latest the energy industry had to offer. I especially enjoyed the possibility to network with national and international actors. The Vaasa region represents a significant cluster of technological knowhow – both on a national and international scale. Likewise, Energy Week has grown to be an internationally acclaimed event. I firmly believe that the event will be even more fruitful and thought provoking this year. That’s why I advise all of you to take part, learn something new and take the opportunity to network among world-class knowhow. Best regards, ILKKA HOMANEN HEAD OF CLEANTECH FINLAND
A real Finnish sauna with a view of the UNESCO world heritage archipelago and the longest bridge in Finland, complete with excellent food and an outdoor heated tub.
79 € / PERSON
Incl. towels, sauna, outdoor tub, meal.
KINETIC ENERGY BOWLING & FOOD Nothing connects people like bowling. Pair with delicious food and your evening is complete.
24 € / PERSON *
From * Price valid for groups with 10 or more participants.
NORDIC WALKING
Ever tried a walking meeting? Fresh air will get your brains working wonders!
30 € / PERSON
Incl. black pot campfire coffee, duration 2 h.
POTENTIAL ENERGY LUNCH MEETING @ RADISSON
The good old lunch meeting is a classic that works even on a tight schedule. Stay close to the EnergyWeek action and invite your guests to a local feast.
37 € / PERSON *
From * Price valid for groups with 10 or more participants. Incl. coffee, snacks, conference lunch, conference facilities (2-4 h).
REGISTER
NOW!
ENERGYWEEK.FI
ERKKI LAAKSO Marketing Manager, VisitVaasa +358 (0)50 4699 007 ERKKI.LAAKSO@VISITVAASA.FI VISITVAASA.FI
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Vaasa region R&D investments benefit Finland
Vaasa region R&D investments benefit Finland 200 M €
180 M €
SINCE 2008 R&D INVESTMENTS HAVE CREATED
1,390 NEW JOBS.
160 M €
140 M€
140,0 M € 126,0 M €
120 M €
100 M €
1,000 PERSONS
93,0 M €
IN 2014 2,000 PERSONS WERE WORKING IN R&D. 33 % OF THEM HAVE AN ACADEMIC BACKGROUND.
80 M €
60 M €
62.6 M € 2005
2006
2007
2008
2009
2010
2011
Vaasa region R&D investments benefit Finland
“ABB Finland develops many of the core product segments and technologies of the ABB Group. We also have strong research cooperation with clients, companies, schools and research communities. The past five years our R&D investments have grown from 132 million to 193 million euros in 2013. At the moment ABB is the second largest researcher in Finland.” HEIKKI UUSITALO, CTO AND DIVISION MANAGER, ABB FINLAND “Vaasa is the centre of Wärtsilä’s fourstroke engine development. Not only are our products constant ly developing – our way to develop them is also advancing. Today we cooperate with a network of players, creating entire energy solutions. Suppliers and customers are involved at an early stage and when it comes to research and testing, we have intensified our cooperation with universities.” STEFAN DAMLIN, MANAGING DIRECTOR, WÄRTSILÄ FINLAND “The R&D investments of the companies in the Vaasa region have almost tripled during the last few years. This shows that the companies and their owners believe that there is a growing market that will give a return of investment. This makes it easier for the rest of us to look positively on the future.” ROBERT OLANDER, MARKETING DIRECTOR, MERINOVA
164,0 M € 152,5 M €
2,000 PERSONS
2012
2013
2014
Since 2005 EnergyVaasa com panies companies have tripled their R&D spending. Quite naturally, R&D teams have also expanded in order to cope with all the research. No one dares to stay in business with out some kind of crystal ball. Interestingly enough, compa nies in the Vaasa region like to do their own research, with their own funding. What does Margareta Wihersaari, Vaasa’s very own Professor of Energy, think of this? ”It’s a challenge for the local universities – does the focus of our research meet the needs of the industry and how can we be a part of it? The industry likes to absorb our students and their thesis work, but they should also engage in research that gives the entire Vaasa region visibility in scientific journals.” While most companies are used to keeping an eye on pat ents, fresh scientific publica tions tend to remain a treat for the academia. To obtain anoth er set of antennas, the industry should look to universities for new trends. According to Margareta, researchers who’ve never worked in the
industry can have a very differ ent view of what the industry needs. Engineers in the latter half of their career should real ize that they have a lot of expe rience to pass on. With a good research topic in mind, or even a PhDdegree, it is much easier to return to the university. “You need to have that courage to break free and find the time to research. The abso lutely best option would be a possibility to alternate between industry and university.” One of the goals for regional universities should be to train doctoral researchers together with the energy industry. “I dream of someone who is around 35 – 45 years old, with 10 – 15 years of relevant work experience. The research would focus on current hot topics and s/he would supply the industry
with visions for the future.” Does this sound like you? Well, Margareta will be ex pecting your call.
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ABB
Is the energy sector going “freelance”? How many engineers does it take to change a light bulb? As you might know, the answer varies. More often than not, the real hero of the story, the light bulb, is left in the shade. The question you should be asking yourself is, how many watts it takes to light that bulb. The answer is: less and less. Accor ding to Dick Kronman, Busi ness Development Manager at ABB, saving energy isn’t always the solution – instead we should achieve the same, or more, in smarter ways. “I think we’re moving toward dynamic pricing. This means that the hour based market price defines how much your electricity costs.” At the moment a lot of cheap and expensive electricity goes unnoticed. Once we add smart technology, our electri cal devices can power up and down in sync with the electri city price.
The internet of things (and the energy industry) At the moment ‘the internet of things’ seems to be the world’s favourite buzzword. Within the energy sector people are getting excited about another kind of internet: Smart Grids. Dick breaks it down for us: “Smart Grids are basically about three things. First of all, the way we produce electricity is changing. As we add more
renewable energy sources de pendent on weather forces we face new challenges, as the power of nature cannot be controlled. Secondly, power distribution is becoming more intelligent and reliable through automation and digitalization. The third thing is that smallscale distributed generation is increasing – now everyone can put solar panels on their roof.” As the energy industry evolves, Smart Grids connect all the players on the field. This means new roles and new business opportunities – a completely new eco system. According to Dick, a big ques tion is whether the market will permit the creation of a ‘free lance’ sector or not. “Small-scale production and demand response can only get a commercial break if some one stitches the pieces together. At the moment that someone doesn’t really exist in Finland. Should the existing companies fill the gap? Should there be new actors? That’s a question that still needs to be solved.”
How far can automation go? Dick and his colleagues are working hard to ensure a reliable supply of electricity, at all times. Our modern society just won’t tolerate life with elec tricity outages anymore. “In Finland we even have
READ MORE ABOUT ABB SMART GRIDS ONLINE: new.abb.com/smartgrids
a new law stating that elec tricity must be restored within 6 hours in urban areas. It can sound like nothing, but let me tell you, it isn’t. The entire grid needs thorough planning – and automation.” As a result, Finland is investing heavily in replacing overhead lines with a less vul nerable cable network. Dick estimates that the project will take around 5 – 10 years, but once it’s done, Finland has a chance to get ahead of the rest of the world in terms of auto mation. So, how far can automation go? As we speak, Dick and his colleagues are finding out. The pilot project Sundom Smart Grid, located in the village of Sundom in Vaasa, is an excel lent demonstration of energy sector cooperation. ABB, elec tric utility company Vaasan sähkö, the ICT-sector company Anvia and the University of Vaasa all add unique, local expertise. “We are searching for that fine line, exploring what auto mation can accomplish. Our dream is to create systems smart enough to guarantee delivery reliability.” Once again, Vaasa has the possibility to be a pioneer.
Citec
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A giant power plant in the desert in 2013, Citec executed engineering and documentation for one of Wärtsilä’s biggest-ever power plants, the IPP4 Al-Manakher power project in Amman, Jordan. The project is in many ways exceptional. POWER PLANT, JORDAN, AMMAN • • • • •
The order was to build a vast
power plant on a small area of land. The conditions were Jor dan’s dry desert landscape and very strict owner and official requirements, especially with respect to health, safety and the environment (HSE). Citec produced all of the engineer ing and documentation for the plant. Project Managers Timo Kumara of Citec and Kai Kettu of Wärtsilä are satisfied and re lieved – and with good reason. As the project progressed, the number of requirements grew, and the engineering work ex panded massively. “The site was full of unusual features that we had to grapple
with. Each discipline had its own challenges, but Citec succeeded in everything it did”, says Kettu. In summer 2014, the 250 MW power plant’s 16 engines began to generate electricity for the Kingdom of Jordan’s grid. The power plant will use heavy fuel oil until 2015, when gas will start to arrive via the Amman pipeline.
The jordanian power plant project is in many ways
exceptional and has broken many records. It was unusual that the power plant’s building permit was within Wärtsilä’s remit and a significant amount of engineering had to be made
Sixteen 20 MW 18V50DF engines, net power 250 MW. Tri fuel plant: uses light or heavy fuel oil or gas End-customer: AES, USA Citec’s engineering hours: 49,000 Engineering began in autumn 2012; construction work started in winter 2013, completed in summer 2014.
before Wärtsilä’s EPC contract was signed. Citec therefore started the engineering work at a very early stage. “It’s also exciting for us to do all of the engineering and documentation for a project. It has been an enormous amount of work, i.e. around 49,000 en gineering hours”, says Kumara.
Everything went well from
the very beginning: when the excavator bucket hit the sand, a whole hillside was cut away and more than 100,000 cubic metres of soil was removed. As there are people living on a nearby hill, noise had to be minimised as well. That’s why the fuel tanks were built side by
side, forming a sound barrier. And because of that, an effi cient tank cooling system had to be engineered in case of fire. “Due to Jordan’s fire stand ards and limited water re sources, a larger than usual firefighting and raw water storage tank was added to the site.” says Kumara. Kettu considers that the close cooperation between Wärtsilä and Citec contributed to the success of the project. “The site is small but it has a huge number of structures, pipes and cables. Although in stallation has been challenging, we managed to fit everything perfectly together, thanks to Citec.”
Wärtsilä has been a key partnership customer for Citec for several years. In Wärtsilä’s power plant projects, Citec is an important partner able to offer Wärtsilä resource and competence flexibility through the partnership agreement. With the help of Citec, Wärt silä achieves very fast delivery times. Over the years, Citec has helped Wärtsilä design more than 1,000 power plants. PROJECT MANAGERS TIMO KUMARA OF CITEC AND KAI KETTU OF WÄRTSILÄ
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Schedule
Schedule MONDAY March 16, 2015
TUESDAY March 17, 2015
9:00
10:00
Renewable Efficient Energy V 9:00 – 16:00 University of Vaasa
11:00
12:00
Renewable Efficient Energy V 9:00 – 16:00 University of Vaasa Vaasa Wind Exchange & Solar 10:00 - 17:00 Vaasa City Hall
13:00
14:00
Energy and Environment Seminar 12:00 – 16:00 Vaasa City Hall
15:00
16:00
17:00
18:00
19:00
20:00
21:00
Meet the people, grab some dinner and enjoy the music! EnergyWeek evening event with dinner 19:00 – Night Club Fontana
22:00
CHALLENGE: Pick up the phone and agree to meet a business partner in Vaasa during EnergyWeek.
Schedule
REGISTER
NOW! ENERGYWEEK.FI
WEDNESDAY March 18, 2015
Vaasa Wind Exchange & Solar 10:00 - 15:00 Vaasa City Hall
THURSDAY March 19, 2015
Sales Café 09:00 - 13:00 Hanken School of Economics
Energy & Buildings 09:00 – 16:00 University of Vaasa
Fast Track Energy Kasvu Open 09:00 – 11:00 Vaasa University of Applied Sciences
EnergySpin 13:00 – 18:00 (ca) Vaasa University of Applied Sciences
University of Vaasa
Hanken School of Economics
Vaasa City Hall
Night Club Fontana
Vaasa University of Applied Sciences
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EnergyWeek Events
Energy & Environment Seminar EnergyWeek 2015 kicks off with two of the hottest topics the Finnish energy industry has to offer this spring. Learn why everyone is so pumped up on gas and how you can start producing energy on your very own backyard.
THEME I: THE GAS REVOLUTION IN TRANSPORTATION The signs are everywhere – gas is one of the most important future substitutes for traditional fuel. Just look at the Ministry of Trade and Economics, investing heavily in new LNG terminals. It remains to be seen what effects the growing LNG network will
have on the production and dis tribution of domestic bio gas.
THEME II: SMALL SCALE ENERGY PRODUCTION Guess what? Soon private citizens could produce and sell their own energy. Yes, that includes you! The key words are Smart Grids. In Germany a
significant part of the total en ergy production already comes from smallscale production and after many years of discussion words are turning to concrete projects in Finland as well.
Renewable Efficient Energy V Want to meet experts in the international field of renewable energy, distributed energy pro duction and energy technology? In that case, you already have three good reasons to visit the fifth edition of the Renewable Efficient Energy Conference (REE V).
TUESDAY: WIND & SOLAR: POWER MANAGEMENT The first day of REE V deals with topics related to wind & solar and power management. According to the Finnish energy roadmap, the future energy markets will in many scenarios be increasingly based on renew able energy sources. The grow ing amount of renewables will create, both from the technical
and economical point of view, new possibilities and challenges for power management.
WEDNESDAY: ENERGY GASES The second day of REE V deals with topics related to energy gases. Energy gas is the collec tive term for e.g. biogas, natural gas and hydrogen. They have a wide range of applications and can replace conventional fossil
fuels in industry and power generation as well as in shipping and road traffic. By increasing both knowledge and the use of gas in energy production and transportation, it is possible to strengthen competitiveness and reduce the environmental impact.
Vaasa Wind Exchange & Solar Vaasa Wind Exchange & Solar is an international top event. Now arranged for the fifth time, wind power teams up with solar energy for even greater synergy effects! The event consists of an exhibition, briefings and a valued seminar − many excellent opportunities to get updated on renewable energy issues.
STRONG WINDS AND EXUBERANT RAYS If natural power is your passion, VWE&S will bring you to the vanguard of renewable energy solutions. Fair winds are blow ing around the event this year, as Finland’s estimated wind power capacity will be around 900 – 1000 MW at the end of 2015.
WORK THE NET Vaasa Wind exchange is the big gest event of its kind in Finland. Put on your networking shoes and grab the opportunity to catch up with, literally, the entire supply chain. This is the place to showcase your products and expertise to the most powerful players on the energy field.
Vaasa Wind Exchange & Solar is arranged by POhjanmaan Expo Oy. The Exhibition, seminar and briefings are free of charge.
>> Check out energyweek.fi for more details!
THE BUZZ Topics cooking on the gas stove How can we ensure that gas will be utilized in energy production? How can gas be quickly directed to transportation? How do we encourage consumers to shift to technology that utilizes gas? Will the LNG network speed up the production and distribution of biogas?
Big questions on small-scale production How can smallscale production become profitable for consumers? What kind of investments does the distribution grid require? Is small scale production already possible? Is Finland ready? Top players from the industry meet with minister of the environment, Sanni Grahn Laasonen, to discuss how public decisions influence the development of this heavily growing market in Finland.
Calling all academics and business professionals How do you feel about renewables? At the REE Seminar there is no need to spare the jargon – go ahead and make some professional acquaintances whilst discussing wind & solar, power management and energy gases!
PARTICIPATION FEES Registration (until 7 March) 2 DAYS: 279 € (+VAT) / 1 DAY: 179 € (+VAT) Late registration (after 7 March) 2 DAYS: 319 € (+VAT) / 1 DAY: 219 € (+VAT) The price includes lunch and coffee. The price does NOT include evening programme on Tuesday.
Supporting wind power: a European perspective THOMAS BECKER has been CEO of the European Wind Energy Association since April 2013. He has longstanding experi ence of international negotiations at the highest level, having spent 26 years with the Danish government in numerous positions, including the OECD and IEA. Becker was Deputy Permanent Secretary for Denmark’s Ministry of Climate and Energy from 2007 to 2010, and the EU’s lead negotiator on climate change to the United Nations from 2005 to 2008.
EnergyWeek Events
1 day March 16, 12:00-16:00
Go to
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Contact Got a question? Ask Mia: MIA BRÄNNBACKA mia.brannbacka@chamber.fi +358 (0)50 309 2331
Vaasa City Hall (Senaatinkatu 1)
Language
All presentations will be held in English.
2 days March 16-17, 9:00-16:00
Go to University of Vaasa (Wolffintie 34)
Contact Got a question? Ask Teemu: TEEMU NÄRVÄ Vaasa Energy Institute teemu.narva@vei.fi +358 (0)400 817 006
Language
All presentations will be held in English.
2 days March 17-18
Go to Vaasa City Hall (Senaatinkatu 1)
Language
Contact Got a question? Ask Hanna: HANNA NYHOLM Pohjanmaan Expo hanna.nyholm@pohjanmaanexpo.fi +358 (0)400 691 681
All presentations will be held in English.
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EnergyWeek Events
Sales Café AROUND THE (SALES) TABLE
BACKGROUND
At Sales Café prominent keynote speakers challenge the audience to become better salesmen and women. After the opening speeches the event continues with workshoplike round table discussions that are led by the best sales professionals of the region. Welcome to be part of the future’s sales success!
There is an evident need for developing sales skills, both amongst students but also among professionals. To tackle this challenge, the Sales Café concept was developed in cooperation with VAMK, Novia and the EnergyVaasa compa nies, with great support from Wärtsilä.
SALES CAFÉ IS POWERED BY VAMK, Novia, Hanken School of Economics, Wärtsilä, Citec, Leinolat Group, Viexpo and VASEK.
EnergySpin NEW! EnergySpin is the begin ning of a network connecting energy innovations and startups with investors. Take the chance to be a part of what aspires to become a major startup event within the field of energy.
NETWORKING WITH A TWIST
TOP 30 ENERGY STARTUPS
What are the best angel invest ing practices and most potential investment targets? What is crowdfunding? How about start ups and spinoffs? EnergySpin shares best practices for those interested in investing in and/ or fostering entrepreneurships, showing just how rewarding investments can be.
As a part of EnergySpin Vaasa Entrepreneurship Society present the result of an analysis of a bunch of potential energy startups. Which are the most promising ones and which we believe are the innovators of tomorrow?
The growth competition FAST
TRACK ENERGY KASVU OPEN is launched just before EnergySpin. Come and hear how your company can participate and benefit from the 900 experts in the KasvuOpen network. Welcome!
Energy & Buildings The Energy and Buildings Seminar covers topics regarding innovative solutions for energy efficient building techniques and technologies. Attend this event to find out more about how this is done and what more we can expect from coming solutions!
AUTOMATION AND HYBRID SOLUTIONS Thanks to global efforts all new constructions will soon be nearzero energy buildings. However, to reach that standard, several different energy sources must be used. This in turn creates new demands and
challenges. In the future, hybrid solutions will become a must and, to make them function in an optimal manner, automated systems have to be developed. This is where we stand today and this challenge will also be the main topic of this year’s Energy and Buildings seminar.
>> Check out energyweek.fi for more details!
THE BUZZ DIY: A winning sales culture
EnergyWeek Events
1 day
JONAS KJELLBERG, one of the creators
of Skype, is a highly appreciated lecturer, teaching at Stanford University and Stockholm School of Economics. Jonas is specialized in developing a fundamental understanding on how product, sales and profitability must interact in order to create successful business.
March 18, 9:00-13:00
According to ATTE LINDSTRÖM, Director, Technical Sales, from UPM Paper Europe and North America, Technical Sales can function as a revenue generator and source of competitive advantage. Sales are about understanding customers, offering solutions to their challenges, and ensuring that sales drive relationships to business opportunities.
(Kauppapuistikko 2, entrance from Kirjastokatu 16)
The place to be for investors and start-ups. PAULO ANDREZ is an expert in innova
tion, entrepreneurship and early stage investment. He is also the founder & Board Member of DNA Cascais Incubator Centre; President Emeritus of European Trade Association for Business Angels (EBAN) and Board Member of Portuguese Business Angel Federation (FNABA).
Go to Hanken School of Economics
Language All presentations will be held in English.
1 day March 19, 9:00 -
Go to Vaasa University of Applied Sciences (Raastuvankatu 31)
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Contact Got a question? Ask Heidi or Stefan: HEIDI HELLSTRÖM Senior Lecturer, Marketing VAMK, University of Applied Sciences heidi.hellstrom@vamk.fi +358 (0)50 5057780
STEFAN GRANQVIST Lecturer, Novia University of Applied Sciences stefan.granqvist@novia.fi +358 (0)50 537 0430
Contact Got a question? Ask Marko: MARKO KOSKI marko.koski@vasek.fi +358 (0)50 5615858
Language
All presentations will be held in English.
Smart buildings shaping the future around the world Buildings play an important part in our strive to cut down energy consumption and C02 emissions. Did you know that almost 40 % of all energy use and C02 emissions are connected to the built environment? This calls for actions on a global scale. How can automation and hybrid systems make buildings smarter and more energy efficient, helping us shape a more sustainable tomorrow? At E&B you will hear interesting cases from Germany, Russia, Finland and other countries.
1 day March 19, 9:00-16:00
Go to Tritonia Yliopistonranta, University of Vaasa (Wolffintie 34)
Contact Got a question? Ask Mauritz: MAURITZ KNUTS Vaasa Region Development Company VASEK mauritz.knuts@vasek.fi +358 (0)50 306 8419
Language All presentations will be held in English.
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EPV
No sleep ‘til turbines Frans Liski, CEO of the sub sidiary EPV Windpower Ltd., is sitting in a taxi, heading for the airport. He’s not really late, but the gigantic truck dragging along in front is starting to get on his nerves. Deep inside, however, he knows it’s all for the greater good. This sluggish piece of heavy transport is on its way to Torkkola, EPV Windpower’s greatest project so far. With its 16 turbines (150 000 MWh/year) the wind farm will increase wind power production in Finland by an estimated 20 % *.
From timberland to cultivated wind farm Back in 2007 – 2008 the wind power team at EPV were location scouting. They knew exactly what they were looking for: emptiness, height and sufficient power transmission possibilities. And, of course, a collaborative municipality. Once the perfect spot had been found, the project kind of faded away for a while. “The whole thing existed in the middle of the woods, there wasn’t really any wind and the aviation people didn’t like the idea of high turbines”, Frans remembers. In 2012 all the pieces sudden ly fell into place and there it was – EPV’s most extensive wind farm project. “A few years ago technology wasn’t ready for this. The past two years have brought us tur bines that are high enough for forest conditions. In a way, you could say that our timing has been perfect.”
Wind, wind, go away Ironically, the wind can some times get in the way of critical building processes. In many ways wind farms are built at the mercy of the weather gods. “We’ve actually had great weather. The wind risk is a big threat, both to the budget and the timetable, but we’ve been lucky. It’s expensive to keep colossal cranes on hold, you know.” According to Frans, the ideal installation pace would be about one turbine per week. Sometimes, however, the quest for perfect weather conditions has required “all-nighters” – e.g. when 1,200 truckloads of concrete needed to be poured in place during the cool hours of the night. “That’s just the way it is”, says Frans. And the team knows it too.
130 landowners Apart from administering a colossal building project, EPV has kept in touch with no less than 130 landowners. “Of course it’s hard work when 130 persons call you about something. The important thing is to treat every individual equally. Our building site manager, Jani Keckman, has kept EPV present at the site at all times. That’s so important. It just doesn’t do to sit here at the office drinking coffee, waiting for the wind farm to be built.” The landowners’ old bumpy roads have also been replaced with a splendid 15 km road network – a very important
detail, considering that some seven shiploads of turbine parts have been delivered from the seven seas. “Logistics is actually one of the first things we plan. For example, every big delivery has its own route – we don’t want to disturb traffic more than we have to.”
Built by the home team Interestingly enough, the majority of the Torkkola wind farm project has been built with local knowledge. The turbines, however, have been delivered by Danish Vestas. Every company has earned its place through tendering. “Although I know how much unique knowledge we have in the Vaasa region, it’s still been a positive surprise to see how great all these companies can be together. This is the largest project we’ve done so far, but when we think about the future, it’s still quite small.” In the near future EPV is planning to build wind farms with at least 24 turbines. Looks like 2015 – 2017 will offer some good winds. Godspeed! * calculated according to the total production in 2013 (777 GWh).
FRANS LISKI CEO of the subsidiary EPV Windpower Ltd
Wärtsilä
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May the sales force be with you Wärtsilä’s Pauliina Palomäki and Johan Hanstén have just finished a Sales Café. As business cards find new pockets and the last drops of coffee are being ‘sipped’ from white cups, you can tell that the event has been a success – both from a content and informative point of view. The most appetizing item on the ‘menu’ seems to have been the opportunity to network and develop one’s own sales skills. “It all started in 2012 when we were discussing how local Universities of Applied Sciences could communicate real business life challenges to their students”, Pauliina says. “Technological knowledge is not enough anymore – people also need to understand the basics of project management and sales.” There was a need to create a forum where schools and busi nesses could meet and develop these topics together with the students, i.e. future employees. The result was an entirely new concept: Sales Café. “We still don’t have all the answers”, Johan admits, “but together we can establish and share new best practises.”
Sales minded engineers If you’re looking for a quick fix for your sales team − don’t bother. Selling is about unique customer meetings that, over time, teach you what you need to know. “There are many ways to sell”, says Sales Director, Johan. “Earlier people were buying and selling products, today it’s more about finding the right solu tions. It’s crucial to understand what problems your customer is facing and then come up with something that is a match to those needs.” Pauliina, on the other hand, calls herself a “salesminded en gineer”. Her real title is General Manager. “I work within the Ship Power Engines business line sales organisation. I supply knowledge on what’s happening on the market right now, what are the trends, and how Wärtsilä is per forming
compared to overall global ship building capacity development. This information is then used e.g. by Johan’s team. So in addition to feeding the business line with necessary information, I’m supporting the global sales network to reach its targets.” The network, indeed. Gone are the days when lonely ‘sales guys’ roamed their target markets to haul in new clients. At Wärtsilä each and every one has their part to play in the sales process. Engineers, project managers and salesper sons are all selling, no matter what their LinkedInprofile says. “The moment you’re talking to a client is just a fraction of the sales process”, Johan explains. Pauliina can also confirm that a lot of research and calculations go into every successful sales case. For exam
ple, it’s not unusual that a sales project at Wärtsilä takes up to two years. Out of this the final negotiation stage can be 2–3 weeks. All that time the team knows that those piles of paper can one day become a part of a real ship – “but only if the network does its work well”, Pauliina and Johan agree.
Be a champion! Ship Power is all about big pro jects and advanced technologies. If you’re going to sell that by handing out a good oldfash ioned brochure, you might as well save your breath and just mail it. Those who really want to give their customers some added value need to know what they’re talking about. “You don’t have to be an engi neer to sell Wärtsilä’s solutions, but it helps. At least you need to have a really strong interest in technology and understand our business logic”, Pauliina says. According to Johan, the best combination would be tech nical knowledge paired with a salesoriented mind. “There are a lot of excellent engineers out there who are too absorbed in their technology to get anything sold. Instead, they should show interest in their client, work with and for the cli ent, and thus make good results. Never settle for third or fourth place − be a winner. That’s what can make anyone a sales pro.” You know what else can make you a sales pro? That’s right: Sales Café. To be continued...
TOP TIPS FOR WIN-WIN SALES 1. Listen and be curious (this will take you far) 2. Truly understand your customer’s needs 3. Be determined and keep to the facts 4. Be honest, never ever badmouth competitors 5. Don’t settle for one sale only, the customer should want to come back to you for more
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