end-user marketing geosynthetics / advanced composites - TenCate

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TenCate business model CONNECTED THROUGH END-USER MARKETING – TENCATE ADVANCED COMPOSITES Continued from page 13 Production of advanced composite materials at TenCate Advanced Composites in Nijverdal Shift and improvement The industry is now faced with the challenge of producing more aircraft and lighter parts while maintaining quality and reducing the cost price. The answer is the automization of production processes (through robotization and simulation) and innovation in materials, which can lead to improved productivity and innovative materials. The strategy of TenCate Advanced Composites is focused on a new generation of TenCate Cetex® thermoplastic composites that are suitable for automated volume production. This leads to more efficient processes (cost efficiency), new composite architectures (product differentiation) and improved temperature performance (innovation). The industrialization in aviation has a positive side effect. This development makes these materials also suitable for application in the automotive industry, where automated and robot-based production is already a condition. And here too the desire for weight reduction is growing. ‘Toray Industries develops carbon fibre for use in this industry. In the near future TenCate Advanced Composites, together 14 txtures | number 3 | autumn 2011 with Toray, is going to carry out research into market-product development in thermoplastic composites for applications in the automotive industry,’ says Frank Meurs (director TenCate Advanced Composites EMEA). ‘The two are going to cooperate with a view to accelerating the pace of market introduction of new materials and processing technologies.’ Materials and production processes The above developments are in line with the TenCate strategy to grow strongly in this area through its leading technological position. A technology pull from the automotive industry is clearly noticeable. ‘We develop high-grade composite materials that offer the end-user advantages,’ says Nick Tiffin (director sales & marketing Aerospace). ‘For example, welded structures are possible with thermoplastic composites, and this ensures both a better connection and a reduction in the traditionally high costs.’ Increasing name recognition and visibility is also receiving serious attention. No longer is TenCate an unknown quantity to OEMs. As supplier of materials for Airbus and Boeing, TenCate has excellent references, and now there are also direct contacts with the supply chain managers, the purchasing managers and the decision makers at engineering level. Visibility in the markets is being further increased through participation in trade fairs, articles in trade magazines, web-based marketing and targeted sales representation. The Aerospace Selector Guide is a practical and convenient guide on the TenCate website that shows what materials are being developed and produced. Industrial applications In addition to the applications for space, aero space and antiballistics (personal protection and vehicle armour), priority is currently being given to the development of new applications for composite materials. In the past TenCate has successfully capitalized on specific requests, and a relatively small part of the turnover has been realized in industrial applications. For example, TenCate produces materials for a top-quality brand of racing bicycle. Its own companies too, such as Xennia Technology, use composites in components for industrial inkjet printing machines. Besides the automotive sector, attention is focused predominantly on applications for wind energy, oil and gas extraction, high-end sports applications, the medical sector, mechanical engineering and construction. For various reasons there is a strong motivation in these sectors to search for new materials. Material of the future In the case of mechanical engineering, it means the manufacture of lighter and stiffer moving parts, a higher degree of precision, and lighter driving mechanisms to enable increased performance and decreased energy consumption. The size of wind turbine blades is increasing
in order to boost turbine output, and this imposes new demands on materials. Because of the increased weight, approximately 10% of the blades are lost through breakage or damage during the installation of blades on turbines. In the oil industry, the pipes must be lighter when oil is being extracted at greater depths. In short, composites are the material of the future. For this reason many development projects have now been initiated, and the goal is to realize a substantial turnover in indus trial applications within five years. Here the end-user marketing targets mainly designers, materials experts and companies in The reason customers opt for composite materials from TenCate is based on their quality, reliability and continuity. the chain that process these composites into end products. The question of persuading end-users and OEMs is diminishing: the need clearly exists! www.tencateaerospacecomposites.com aerospacecomposites.europe@tencate.com aerospacecomposites.usa@tencate.com 15
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