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1 < >MAN Diesel & TurboMichael Jeppesen22.06.2012 MAN Diesel & Turbo Michael Jeppesen Promotion Manager Sales & Customer Support Marine Low Speed GO BU-L.

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Presentation on theme: "1 < >MAN Diesel & TurboMichael Jeppesen22.06.2012 MAN Diesel & Turbo Michael Jeppesen Promotion Manager Sales & Customer Support Marine Low Speed GO BU-L."— Presentation transcript:

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

2 2 < >MAN Diesel & TurboMichael Jeppesen GO BU-L Seminar 2013 How to compete with Wartsila X-Series 1Marketing, Engine layout, Comparisons 2Installation aspects 3Reference lists, market shares 4Two newbuilding projects, a good and a bad example 5Conclusions

3 3 < >MAN Diesel & TurboMichael Jeppesen GO BU-L Seminar 2013 How to compete with Wartsila X-Series 1Marketing, Engine layout, Comparisons 2Installation aspects 3Reference lists, market shares 4Two newbuilding projects, a good and a bad example 5Conclusions

4 4 < >MAN Diesel & TurboMichael Jeppesen Marketing, Engine Layout, Comparisons Wartsilas 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

5 5 < >MAN Diesel & TurboMichael Jeppesen Market, Engine Layout, Comparisons MDT G- and S-engines, Wartsila X-engines

6 6 < >MAN Diesel & TurboMichael Jeppesen Market, Engine Layout, Comparisons MDT G- and S-engines, Wartsila X-engines

7 7 < >MAN Diesel & TurboMichael Jeppesen Market, Engine Layout, Comparisons MDT G- and S-engines, Wartsila X-engines Wartsilaila X-72 comparison 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

8 8 < >MAN Diesel & TurboMichael Jeppesen GO BU-L Seminar 2013 How to compete with Wartsila X-Series 1Marketing, Engine layout, Comparisons 2Installation aspects 3Reference lists, market shares 4Two newbuilding projects, a good and a bad example 5Conclusions

9 9 < >MAN Diesel & TurboMichael Jeppesen Installation Aspects Dimensions, Weight EngineBCD *H1 **L ***Weight **** X S35ME-B X S40ME-B X G60ME-C (395) 439 X G70ME-C (580) 642 RT-FLEX82T G80ME-C (850) 945 X S90ME-C G95ME-C ??? B H1 C D * To exh. valve ** Normal vertical lift *** Length, 6 Cyl. **** Weight in Tonnes

10 10 < >MAN Diesel & TurboMichael Jeppesen Installation Aspects Propeller / engine optimisation parameters Tip clearance Propeller diameter Base line Cl. crankshaft Overhaul height MDT can offer complete propulsion systems MDT Alpha can offer specialist assistance with aft ship design

11 11 < >MAN Diesel & TurboMichael Jeppesen 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 The Steam Challenge with increased engine efficiency

12 12 < >MAN Diesel & TurboMichael Jeppesen 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 The Steam Challenge New trends for solutions

13 13 < >MAN Diesel & TurboMichael Jeppesen GO BU-L Seminar 2013 How to compete with Wartsila X-Series 1Marketing, Engine layout, Comparisons 2Installation aspects 3Reference lists, market shares 4Two newbuilding projects, a good and a bad example 5Conclusions

14 14 < >MAN Diesel & TurboMichael Jeppesen Reference lists G – engines, Firm orders, February Total: 99 enginesTotal:1.6 GW RASA/ Dept LSP

15 15 < >MAN Diesel & TurboMichael Jeppesen G engine – Tier II Reference list Firm orders Total: 99 enginesTotal:1.6 GW RASA/ Dept LSP No. of ships Opt. No. of engines EngineMk.GasShip TypeCapacityUnitOwnerBuilderYardHull no. Engine delivery date 2 26G80ME-C9.2 Container5000TeuThenamarisHyundaiHSHISH616/ G80ME-C9.2 Container4800TeuEvalendHyundaiZhejiang Ouhua ShipyardOUHUA 654/ G80ME-C9.2 Container5000TeuZODIAC Maritime AgenciesSTXDALSTX Dalian shipbuildingD-2251 ~ G80ME-C9.2 Container5500TeuBernhard Schulte GmbHHyundaiHanjin Heavy IndustriesP0087~ G80ME-C9.2 Container5000TeuKMTCSTXSTX Offshore & ShipbuildingS G80ME-C9.2 ?? -HyundaiHSHISH692 ~ G80ME-C9.2 VLCC318000dwtALMI Tankers S.A.HyundaiDSMEDW5365/ G80ME-C9.2 VLCC320000dwtAET ShipmanagementDoosanDSME5382/ G80ME-C9.2 VLCC319000dwtMaran tankersCMD / HyundaiSWSH1231/ H / G80ME-C9.2 VLCC -HitachiUniversal G80ME-C9.2 VLCC320000dwtThenamarisCMDShanghai Jiangnan-ChangxingH G80ME-C9.2 Tanker JX ShippingHitachiIHI Marine United G70ME-C9.2 Tanker158000dwtChevronDoosanSamsung2060/ G60ME-C9.2 Tanker106000dwtDensaHyundaiHHI - SBD G60ME-C9.2 Tanker73000dwtSun Enterprises Ltd.HyundaiHHI - SBDHHI 2601/ G60ME-C9.2 Tanker47000dwtGrupo TomzaHyundaiHHI - SBD *+486G50ME-B9.3 Tanker51000dwtTanker Pacific ManagementSTXDALSTX Dalian shipbuildingD-2179 ~ G50ME-B9.2 Tanker RafflesSTXDALSTX Dalian shipbuilding G50ME-B9.3 Tanker50000dwtScorpio TankersHyundaiHyundai MIPOHMD G50ME-B9.3 Tanker50000dwtd'AMICOHyundaiHyundai MIPOHMD2407/ G50ME-B9.3 Tanker50000dwtCentral Mare IMCHyundaiHyundai Vinashin ShipyardHMDS G50ME-B9.3 Tanker49000dwtWilmarHyundaiHyundai MIPOHMDS400/ G50ME-B9.3 Tanker50000dwtEuropean NavigationSTXSTX Offshore & ShipbuildingS-1582/ *+3105G70ME-C9.2GILNG tankers173400CBMTeekay LNG partnersHyundaiDSME G70ME-C9.2 Bulk carrier208000dwtPolaris ShippingSTXSTX Dalian shipbuildingD G70ME-C9.2 Bulk carrier208000dwtU-MingCMDSWSH1290~ G70ME-C9.2 Bulk carrier186300dwtPolembrosCMDSWSH1275/ H G70ME-C9.2 Bulk carrier180000dwtEmirates ship investmentHyundaiQingdao Beihai ShipbuildingBC / G60ME-C9.2 Bulk carrier64000dwtAsia Pacific ShippingSTXDALJinling shipyardJLZ ~ G60ME-C9.2 Bulk carrier HI Investment SecurityHyundaiJiangsu HantongHT64-120/ G50ME-B9.3 Bulk carrier60000dwtCIDOHyundaiHyundai MIPOHMD6047/48/53/ G50ME-B9.3 Bulk carrier63000dwtJoong-Ang ShippingHyundaiHMDHMDS085/ G50ME-B9.3 ?? GlovisHyundaiHyundai MIPOHMD2393 ~

16 16 < >MAN Diesel & TurboMichael Jeppesen Reference lists X - Engines, Firm orders, November LSP/ RASA

17 17 < >MAN Diesel & TurboMichael Jeppesen Reference lists S90ME-C9.2, Firm orders, February 2013 All data provided on the following slides is for information purposes only, explicitly non-binding and subject to changes without further notice Total no. of S90ME-C9.2 engine is 106 LSP/ RASA No. of. Ships Vessel type Capacity/ TEU EngineMarkShipownerHull NoShipyard Engine Builder Delivery year 10 Container 7S90ME-C9.2Hamburg Sud2521 ~ 2530HHI-SBDHHI2013 3Container9,200 TEU8S90ME-C9.2Fratelli d'Amato - NapoliS3042, 43, 44STX KoreaSTX2015 / Container9,000 TEU9S90ME-C9.2Bernhard Schulte GmbH & Co. KGH1065A - >Jiangnan Changxing ShipbuildingHHI-EMD2012 / Container8,800 TEU9S90ME-C9.2Costamare Shipping Company S.A.H1068A - >Jiangnan Changxing ShipbuildingHHI-EMD2013 4Container8,800 TEU9S90ME-C9.2MSC Technical Cruises Division >Sungdong Shipbuilding & Marine Eng.HHI2012 / Container9,200 TEU9S90ME-C9.2China International Marine Containers- CIMC C /2/3/4/5/6DSICHHI2013 4Container9,200 TEU9S90ME-C9.2CIMC (CMA CGM Group)D STX DalianSTX2013 4Container10,000 TEU10S90ME-C9.2China Shipping Container Lines, CSCLC10K-1 - C10K-4Dalian Shipbuilding Industry, DSICMES2013 4Container10,000 TEU10S90ME-C9.2China Shipping Container Lines, CSCLH1701A – 1704AHudong ShipbuildingMES2013 5Container13,000 TEU10S90ME-C9.2Hyundai Merchant Marine >DSMEHHI2013/ Container9,200 TEU10S90ME-C9.2NOL Neptune Orient Lines Limited > 60/61DSMEDoosan 8Container10,000 TEU10S90ME-C9.2Seaspan CorporationYZJ / /1005 Jiangsu Yangzijiang ShipbuildingCMD2013 4Container8,650 TEU10S90ME-C9.2Orient Overseas Container Line, OOCLH1565A/H1585A/H16 67A/H1668A Hudong-Zhonghua shipbuildingDoosan Container13,900 TEU11S90ME-C9.2NOL Neptune Orient Lines LimitedS630 - >Hyundai Samho Heavy IndustriesHHI Container16,000 TEU11S90ME-C9.2Zodiac Maritime1527– 30/ Dae Dong ShipbuildingSTX Container14,000 TEU11S90ME-C9.2LEMOS > / SH662 - >HHI-SBD, HSHIHHI Container13,300 TEU12S90ME-C9.2Orient Overseas Container Line, OOCL >Samsung Heavy IndustriesHHI2012 / 2013

18 18 < >MAN Diesel & TurboMichael Jeppesen Propulsion 13, ,000 teu container vessel, 23 kn Engine typeL1/R1SFOC L 1 /R 1 10G95ME-C9.267,000 kW x 78 r/min166 g/kwh 9G95ME-C9.260,300 kW x 78 r/min166 g/kwh 10X9258,500 kW x 76 r/min167 g/kwh 11S90ME-C9.263,910 kW x 84 r/min166 g/kwh 11S90ME-C10.267,100 kW x 84 r/min166 g/kwh 10S90ME-C10.261,000 kW x 84 r/min166 g/kwh SMCR for 23.0 kn (10% EM, 15 SM, 5% LR) Alt.SMCR(Dprop)Engine type SFOC at N=NCR=90% SMCR 1M1=53,000 kW x 74 r/min(9.9 m x6)10G95ME-C g/kwh 2M2=53,000 kW x 74 r/min(9.9 m x6)9G95ME-C g/kwh 3M3=53,000 kW x 74 r/min(9.9 m x6)10X g/kwh 4M4=53,000 kW x 74 r/min(9.9 m x6)11S90ME-C g/kwh 5M5=53,000 kW x 74 r/min(9.9 m x6)11S90ME-C g/kwh 6M6= kW x 74 r/min(9,9 m x6)10S90ME-C g/kwh

19 19 < >MAN Diesel & TurboMichael Jeppesen Market Shares Contracting Four Quarter Moving Ships Larger than 2,000 DWT/GT

20 20 < >MAN Diesel & TurboMichael Jeppesen GO BU-L Seminar 2013 How to compete with Wartsila X-Series 1Marketing, Engine layout, Comparisons 2Installation aspects 3Reference lists, market shares 4Two newbuilding projects, a good and a bad example 5Conclusions

21 21 < >MAN Diesel & TurboMichael Jeppesen 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 !! Recent newbuilding projects A good example

22 22 < >MAN Diesel & TurboMichael Jeppesen 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. Recent newbuilding projects A bad example

23 23 < >MAN Diesel & TurboMichael Jeppesen 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 24 < >MAN Diesel & TurboMichael Jeppesen Thank You for Your Attention 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.


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