1. How to compete with Wartsila
MAN Diesel & Turbo
3/31/2017
GO BU-L Seminar 2013
How to compete with Wartsila
X62/72/92 series
Michael Jeppesen
Promotion Manager
Sales & Customer Support
Marine Low Speed
Disclaimer
All data provided on the following slides is for information purposes only, explicitly non-binding and subject to changes without further notice.
[Optional Footer]

2. GO BU-L Seminar 2013 How to compete with Wartsila X-Series 1
Marketing, Engine layout, Comparisons 2
Installation aspects 3
Reference lists, market shares 4
Two newbuilding projects, a good and a bad example 5
Conclusions
We have the recent year experienced a strong promotion campaign from Wartsila with the intorduction of their new X-series engines.
This presentation will give some views on which challenges we are facing and how we should react.
[Optionaler Eintrag]

3. GO BU-L Seminar 2013 How to compete with Wartsila X-Series 1
Marketing, Engine layout, Comparisons 2
Installation aspects 3
Reference lists, market shares 4
Two newbuilding projects, a good and a bad example 5
Conclusions
We have the recent year experienced a strong promotion campaign from Wartsila with the intorduction of their new X-series engines.
This presentation will give some views on which challenges we are facing and how we should react.
[Optionaler Eintrag]

4. Marketing, Engine Layout, Comparisons Wartsila’s promotion methods
W has an aggressive marketing policy, and they are very active.
W is “the little brother”, so in their presentations they are making comparisons and are constantly trying to make their products appear better than ours. They often present our products in the worst case scenario and compare it with their products in the best case scenario.
Tolerances on performance data are generally smaller than ours.
In earlier years B&W Diesel was “the fast follower”, now with our dominant market position, it is the other way around.
W is still giving cash benefits and royalty free
[Optional entry]

5. Market, Engine Layout, Comparisons MDT G- and S-engines, Wartsila X-engines
[Optional entry]

6. Market, Engine Layout, Comparisons MDT G- and S-engines, Wartsila X-engines
[Optional entry]

7. Market, Engine Layout, Comparisons MDT G- and S-engines, Wartsila X-engines
With the new X-series Wartsila is claiming
Better fuel economy
Better fuel flexibility
Better steam capacities
More compact engines, lower weight
Less electrical aux. power requirement
MDT G70 ME-C9.2 Comparison
Wartsilaila X-72 comparison
[Optional entry]

8. GO BU-L Seminar 2013 How to compete with Wartsila X-Series 1
Marketing, Engine layout, Comparisons 2
Installation aspects 3
Reference lists, market shares 4
Two newbuilding projects, a good and a bad example 5
Conclusions
We have the recent year experienced a strong promotion campaign from Wartsila with the intorduction of their new X-series engines.
This presentation will give some views on which challenges we are facing and how we should react.
[Optionaler Eintrag]

9. Installation Aspects Dimensions, Weight D H1 C B Engine B C D * H1 **
X35
2264
830
5556
6850
5046 84
S35ME-B9.3
2300
831
5670
6875
4990 90
X40
2590
950
6335
7700
5750
125
S40ME-B9.3
6480
7800
5700
131
X62
4180
1360
10050
11950
8110
377
G60ME-C9.2
4090
1500
9934
12225
8280
(395) 439
X72
4850
1580
11640
13950
9350
561
G70ME-C9.2
4760
1750
11660
14925
(580) 642
RT-FLEX82T
5320
1800
12250
14750
11045
810
G80ME-C9.2
1960
12790
16100
10735
(850) 945
X92
5550
1900
12750
11630
1120
S90ME-C9.2
5160
12720
15000
12802
1100
G95ME-C9.2
5420
2100
13700 ? D H1
Generally our “B” is smaller, our “C” is a little bigger, our “D” is more or less equal, our H1 is bigger, weight has just been adjusted to a more honest v
alue. Wartsila’s engine weights are generally 3-6 % lower than our “old” information on all engine types.
Stroke G60: 2790, Stroke X62: Stroke G70: 3256, Stroke X72: 3086 C B
* To exh. valve ** Normal vertical lift *** Length, 6 Cyl. **** Weight in Tonnes

10. Installation Aspects Propeller / engine optimisation parameters
MDT can offer complete propulsion systems
MDT Alpha can offer specialist assistance with aft ship design
Overhaul height
Tip clearance
Propeller
diameter
Wartsila is claiming that they can offer a total system configuration. Our counteract in this respect is our ability to provide a complete propulsion package and experienced and proffessional assistance with aft shipl design.
Cl. crankshaft
Base line

11. The Steam Challenge with increased engine efficiency
Fuel consumption is reduced by
Increasing the Max- and Mean effective combustion pressures
Gas fuel operation
Engine deration
High efficiency turbochargers
Tuning methods
Slow steaming
This causes
Lower exhaust gas volume and temperature from the main engine
Lower steam capacity
Consequence
The traditional economiser may not be able to produce enough steam
The oil fired section must be started

12. The Steam Challenge New trends for solutions
Installation of conventional turbocharger(s)
Opening the EGB valve at any load
Increasing ΔT over the economiser or lowering the steam pressure
Utilizing the aux. engine exhaust gas in the economiser
Installing individual aux. engine exhaust gas economisers
Electrical heaters for steam production
Other WHR solutions

13. GO BU-L Seminar 2013 How to compete with Wartsila X-Series 1
Marketing, Engine layout, Comparisons 2
Installation aspects 3
Reference lists, market shares 4
Two newbuilding projects, a good and a bad example 5
Conclusions
We have the recent year experienced a strong promotion campaign from Wartsila with the intorduction of their new X-series engines.
This presentation will give some views on which challenges we are facing and how we should react.
[Optionaler Eintrag]

14. G – engines, Firm orders, February 2013
Reference lists
G – engines, Firm orders, February 2013
No. of ships
Opt.
No. of engines
Engine
Mk.
Gas
Ship Type
Capacity
Unit
Owner
Builder
Yard
Hull no.
Engine delivery date 2 7 G 80
ME-C
9.2
VLCC
318000
dwt
ALMI Tankers S.A.
Hyundai
DSME
DW5365/66 6
Container
5000
Teu
Thenamaris
HSHI
SH616/17
320000
AET Shipmanagement
Doosan
5382/ 5383
4800
Evalend
Zhejiang Ouhua Shipyard
OUHUA 654/655
319000
Maran tankers
CMD / Hyundai
SWS
H1231/ H1236
/ 06-30 1 -
Hitachi
Universal
202
Tanker
JX Shipping
IHI Marine United
3347
CMD
Shanghai Jiangnan-Changxing
H1200 10
ZODIAC Maritime Agencies
STXDAL
STX Dalian shipbuilding
D-2251 ~ 60 5
5500
Bernhard Schulte GmbH
Hanjin Heavy Industries
P0087~91
KMTC
STX
STX Offshore & Shipbuilding
S-3041 4
SH692 ~ 695 70
158000
Chevron
Samsung
2060/ 2061
Bulk carrier
208000
Polaris Shipping
D-2237
U-Ming
H1290~93
186300
Polembros
H1275/ H1276
2014
180000
Emirates ship investment
Qingdao Beihai Shipbuilding
BC /51
*+3 GI
LNG tankers
173400
CBM
Teekay LNG partners 60
106000
Densa
HHI - SBD
2598
73000
Sun Enterprises Ltd.
HHI 2601/ 02
64000
Asia Pacific Shipping
Jinling shipyard
JLZ ~11
HI Investment Security
Jiangsu Hantong
HT64-120/121
47000
Grupo Tomza
2634
*+4 8 50
ME-B
9.3
51000
Tanker Pacific Management
D-2179 ~ 82
Raffles
50000
Scorpio Tankers
Hyundai MIPO
HMD
60000
CIDO
HMD6047/48/53/54
d'AMICO
HMD2407/08
Glovis
HMD2393 ~ 402
Central Mare IMC
Hyundai Vinashin Shipyard
HMDS406
49000
Wilmar
HMDS400/01
European Navigation
S-1582/1583
63000
Joong-Ang Shipping
HMD
HMDS085/086
Total: 99 engines
Total: 1.6 GW
RASA/ Dept LSP

15. G engine – Tier II Reference list Firm orders
No. of ships
Opt.
No. of engines
Engine
Mk.
Gas
Ship Type
Capacity
Unit
Owner
Builder
Yard
Hull no.
Engine delivery date 2 6 G 80
ME-C
9.2
Container
5000
Teu
Thenamaris
Hyundai
HSHI
SH616/17
4800
Evalend
Zhejiang Ouhua Shipyard
OUHUA 654/655 10
ZODIAC Maritime Agencies
STXDAL
STX Dalian shipbuilding
D-2251 ~ 60 5
5500
Bernhard Schulte GmbH
Hanjin Heavy Industries
P0087~91 1
KMTC
STX
STX Offshore & Shipbuilding
S-3041 4 ?? -
SH692 ~ 695 7
VLCC
318000
dwt
ALMI Tankers S.A.
DSME
DW5365/66
320000
AET Shipmanagement
Doosan
5382/ 5383
319000
Maran tankers
CMD / Hyundai
SWS
H1231/ H1236
/ 06-30
Hitachi
Universal
202
CMD
Shanghai Jiangnan-Changxing
H1200
Tanker
JX Shipping
IHI Marine United
3347 70
158000
Chevron
Samsung
2060/ 2061 60
106000
Densa
HHI - SBD
2598
73000
Sun Enterprises Ltd.
HHI 2601/ 02
47000
Grupo Tomza
2634
*+4 8 50
ME-B
9.3
51000
Tanker Pacific Management
D-2179 ~ 82
Raffles
50000
Scorpio Tankers
Hyundai MIPO
HMD
d'AMICO
HMD2407/08
Central Mare IMC
Hyundai Vinashin Shipyard
HMDS406
49000
Wilmar
HMDS400/01
European Navigation
S-1582/1583
*+3 GI
LNG tankers
173400
CBM
Teekay LNG partners
Bulk carrier
208000
Polaris Shipping
D-2237
U-Ming
H1290~93
186300
Polembros
H1275/ H1276
2014
180000
Emirates ship investment
Qingdao Beihai Shipbuilding
BC /51
64000
Asia Pacific Shipping
Jinling shipyard
JLZ ~11
HI Investment Security
Jiangsu Hantong
HT64-120/121
60000
CIDO
HMD6047/48/53/54
63000
Joong-Ang Shipping
HMD
HMDS085/086
?? 
Glovis
HMD2393 ~ 402
Total: 99 engines
Total: 1.6 GW
RASA/ Dept LSP

16. X - Engines, Firm orders, November 2012
Reference lists
X - Engines, Firm orders, November 2012
LSP/ RASA

17. Reference lists S90ME-C9.2, Firm orders, February 2013
No. of. Ships
Vessel type
Capacity/ TEU
Engine
Mark
Shipowner
Hull No
Shipyard
Engine Builder
Delivery year 10
 Container 7 S 90
ME-C
9.2
Hamburg Sud
2521 ~ 2530
HHI-SBD
HHI
2013 3
Container
9,200 TEU 8
Fratelli d'Amato - Napoli
S3042, 43, 44
STX Korea
STX
2015 / 2016
9,000 TEU 9
Bernhard Schulte GmbH & Co. KG
H1065A - >
Jiangnan Changxing Shipbuilding
HHI-EMD
2012 / 2013
8,800 TEU
Costamare Shipping Company S.A.
H1068A - > 4
MSC Technical Cruises Division
>
Sungdong Shipbuilding & Marine Eng. 6
China International Marine Containers- CIMC
C /2/3/4/5/6
DSIC
CIMC (CMA CGM Group) D
STX Dalian
10,000 TEU
China Shipping Container Lines, CSCL
C10K-1 - C10K-4
Dalian Shipbuilding Industry, DSIC
MES
H1701A – 1704A
Hudong Shipbuilding 5
13,000 TEU
Hyundai Merchant Marine
>
DSME
2013/ 2014 12
NOL Neptune Orient Lines Limited
> 60/61
Doosan
Seaspan Corporation
YZJ /993-94/1005
Jiangsu Yangzijiang Shipbuilding
CMD
8,650 TEU
Orient Overseas Container Line, OOCL
H1565A/H1585A/H1667A/H1668A
Hudong-Zhonghua shipbuilding
2014
13,900 TEU 11
S630 - >
Hyundai Samho Heavy Industries
16,000 TEU
Zodiac Maritime
1527– 30/
Dae Dong Shipbuilding
14,000 TEU
LEMOS
> / SH662 - >
HHI-SBD, HSHI
13,300 TEU
>
Samsung Heavy Industries
Total no. of S90ME-C9.2 engine is 106
All data provided on the following slides is for information purposes only,
explicitly non-binding and subject to changes without further notice.
LSP/ RASA

18. Propulsion 13,000 - 14,000 teu container vessel, 23 kn
31-Mar-17
SMCR for 23.0 kn (10% EM, 15 SM, 5% LR)
Alt.
SMCR
(Dprop)
Engine type
SFOC at
N=NCR=90% SMCR 1
M1=53,000 kW x 74 r/min
(9.9 m x6)
10G95ME-C9.2
158.8 g/kwh 2
M2=53,000 kW x 74 r/min
9G95ME-C9.2
161.6 g/kwh 3
M3=53,000 kW x 74 r/min
10X92
162.2 g/kwh 4
M4=53,000 kW x 74 r/min
11S90ME-C9.2
162.1 g/kwh 5
M5=53,000 kW x 74 r/min
11S90ME-C10.2
160.7 g/kwh 6
M6= kW x 74 r/min
(9,9 m x6)
10S90ME-C10.2
163.4 g/kwh
Engine type
L1/R1
SFOC L1/R1
10G95ME-C9.2
67,000 kW x 78 r/min
166 g/kwh
9G95ME-C9.2
60,300 kW x 78 r/min
10X92
58,500 kW x 76 r/min
167 g/kwh
11S90ME-C9.2
63,910 kW x 84 r/min
11S90ME-C10.2
67,100 kW x 84 r/min
10S90ME-C10.2
61,000 kW x 84 r/min
[Optional entry]

19. Contracting Four Quarter Moving
Market Shares
Contracting Four Quarter Moving
Ships Larger than 2,000 DWT/GT 1

20. GO BU-L Seminar 2013 How to compete with Wartsila X-Series 1
Marketing, Engine layout, Comparisons 2
Installation aspects 3
Reference lists, market shares 4
Two newbuilding projects, a good and a bad example 5
Conclusions
We have the recent year experienced a strong promotion campaign from Wartsila with the intorduction of their new X-series engines.
This presentation will give some views on which challenges we are facing and how we should react.
[Optionaler Eintrag]

21. Recent newbuilding projects A good example
Technomar Shipping, x 6600 TEU C/V at Hanjin, Korea
Main engine alternatives: 8G80ME-C9.2 >< 8RT-Flex82T
Initial project status:
Owner generally in favour of MAN B&W engines
Hanjin was asking USD more for the G-engine
HHI Licensee probably subsidising the RT-Flex82 engine
Owner could accept MDT engine, only if price gap narrowed to USD
LSP Promotion action:
Meetings in Athens with owner, intense correspondence and contact via local office in Athens.
Incentives of spare parts credit line, extra warrantee, free ME training, LEP QA, etc.
Pressure at HHI and Hanjin from local Korean MDT office.
We got the order !!

22. Recent newbuilding projects A bad example
Ariston Navigation, x Seahorse 35 B/C at Jingling SY, China
Main engine alternatives: 5S50ME-B9.2 >< 5RT-Flex82T
Gensets alternatives: Yanmar >< MAN B&W Holeby
Initial project status:
Owner generally in favour of MAN B&W engines, but very demanding on equipment selection conditions
Wartsila very strongly promoting their products
LSP Promotion action:
Several meetings in Athens, intense correspondence and contact via local office in Athens. We were a confident “winner” and comfortably in the lead.
Extensive Incentives for both main engine and gensets.
We lost the order !!....
To Wartsila Doosan due to price reduction, royalty reduction and other unknown reasons.

23. How to compete with Wartsila X-Series Conclusions
Our G- and Mrk. 9 engines are very competitive
(SFOC, steam capacities, dimensions, weights, DF, TIER III, ref. lists, 90 % market share)
We must focus the cooperation in our GO by
Close communication
Local support from GO to main office and vice versa
We must constantly be alert, observe the actions from W
Counteract price differences with Incentives, package
solutions and strong support to our licences.
We have the best product and a very strong brand
We must strive to maintain this position with a positive and
professional attitude in our promotion activities
This is how to compete (beat) Wartsilas X-series !!

24. Thank You for Your Attention
31-Mar-17
All data provided in this document is non-binding. This data serves informational purposes only and is especially not guaranteed in any way. Depending on the subsequent specific individual projects, the relevant data may be subject to changes and will be assessed and determined individually for each project. This will depend on the particular characteristics of each individual project, especially specific site and operational conditions.
[Optional entry]