COSPP spoke with two microturbine firms at opposite ends of the market spectrum - one the established market leader, with an 85% market share; one a new sector entrant with significant market potential - to discover the commonalities and differences in how each has strategised its market approach.
Jim Crouse, Executive Vice-President of Sales and Marketing at microturbine manufacturer Capstone Turbine, says he 'would agree with' Navigant's analysis. Although increased shale gas availability in the US 'hasn't been as impactful on the cogen side,' he notes, it has 'certainly been helpful from an oil and gas perspective.'
Once MTT had developed its technology, he continues, 'we needed to focus on a particular market. We had chosen micro-cogeneration, a common and large market, and also a market where the specific advantages of the microturbine are very important.' Micro-cogeneration, he says, has 'been around for 10 to 15 years now with no real breakthrough: the available systems are too expensive and/or the maintenance costs are too high.