1. TECHNICAL SEMINARPage 1 REV.1 dell’APRILE 2012

2. TECHNICAL SEMINARPage 2 REV.1 dell’APRILE 2012 INDEX

3. TECHNICAL SEMINARPage 3 REV.1 dell’APRILE 2012 This presentation aims to present the technical and commercial differences between Garioninaval and its competitor in the marine market. In particular we will compare our products with our overall range competitor (Aalborg Industries) and two niche competitors (Heatmaster and Gesab).

4. TECHNICAL SEMINARPage 4 REV.1 dell’APRILE 2012 Garioninaval vs. Aalborg Ind.

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6. TECHNICAL SEMINARPage 6 REV.1 dell’APRILE 2012 Comparing the ranges of steam boilers Aalborg rangeGarioninaval equivalent UNEX CHB (traditional heat exchange system)NG-V UNEX BH (traditional heat exchange system)NG-C MISSION OS (pin tube exchange system)NG-V MISSION OC (pin tube exchange system)COMBI MISSION OS TCi (pin tube exchange system)NG-V MISSION OC TCi (pin tube exchange system)COMBI Garioninaval vs. Aalborg Ind.

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8. TECHNICAL SEMINARPage 8 REV.1 dell’APRILE 2012 Aalborg has in its product range the same products as our NG-C they are called UNEX BH. UNEX BH Garioninaval vs. Aalborg Ind. NGC

9. TECHNICAL SEMINARPage 9 REV.1 dell’APRILE 2012 NGV UNEX CHB Garioninaval vs. Aalborg Ind. Aalborg has in its product range the same products as our NG-V, they are called UNEX CHB.

10. TECHNICAL SEMINARPage 10 REV.1 dell’APRILE 2012 The main difference between our horizontal NG-C and Unex BH is the difficulty in Aalborg’s product to remove the back part for maintenance and cleaning. UNEX BH LEARNING: AALBORG’S BACK IS IMPOSSIBLE TO REMOVE FOR MAINTENANCE AND CLEANING Garioninaval vs. Aalborg Ind. STRENGTH: IN OUR NGC THE BACK PLATE CAN BE EASILY REMOVED FOR EASY MAINTENANCE AND INSPECTION NGC

11. TECHNICAL SEMINARPage 11 REV.1 dell’APRILE 2012 In the following table we underlined Aalborg’s high water content in all its Unex range and, consequently the weight associated to every boiler: Unex typeNG-CWater content BH (NG-C)Weight BH (NG-C) BH 100010002.300 litres (1.400)4.180 kg (2.800) BH 250025004.500 litres (2.000)6.650 kg (5.500) BH 400040007.100 litres (3.700)10.380 kg (7.700) BH 6000600011.300 litres (7.400)15.400 kg (12.400) LEARNING: more water content implies more fuel consumption in order to keep water warm during stand-by periods! Garioninaval vs. Aalborg Ind.

12. TECHNICAL SEMINARPage 12 REV.1 dell’APRILE 2012 Unex CHB differentiates in the position of the burner which is on the side, instead on the top like in our NG-V. UNEX CHB Garioninaval vs. Aalborg Ind. NGV

13. TECHNICAL SEMINARPage 13 REV.1 dell’APRILE 2012 Unex CHB differentiate in the position of the burner which is on the side, instead on the top like in our NG-V. Burning positionProsCons Side BurnerEasy operation And control positioning, continous ventilation not necessary Lower irradiadiation due to bad flame shape and fire flow - Possible boiler body deformation due to bad heat distribution -Impossibility to access boiler bottom for maintenance Garioninaval vs. Aalborg Ind.

14. TECHNICAL SEMINARPage 14 REV.1 dell’APRILE 2012 Unex CHB differentiate in the position of the burner which is on the side, instead on the top like in our NG-V. STRENGTH: OUR NGV HAS THE BURNER MOUNTED ON THE TOP OF THE BOILER, THIS RETURNS A BETTER FLAME FLOW IN THE FURNACE Garioninaval vs. Aalborg Ind. UNEX CHB NGV LEARNING: BAD FLAME FLOW SOLUTION

15. TECHNICAL SEMINARPage 15 REV.1 dell’APRILE 2012 Unex CHB differentiate in the position of the burner which is on the side, instead on the top like in our NG-V. UNEX CHB LEARNING: The configuration of this area creates impossibility of maintenance; no manhole or dismantle part is present. When the bottom suffers for scaling it’s impossible to remove for cleaning! Garioninaval vs. Aalborg Ind. NGV

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17. TECHNICAL SEMINARPage 17 REV.1 dell’APRILE 2012 Aalborg Mission OS In addition Aalborg has another serie of vertical oil fired steam boilers, adopting another exchange system (the pin tubes) rather than the Garioninaval alike fire tubes. Garioninaval vs. Aalborg Ind. Garioninaval NGV

18. TECHNICAL SEMINARPage 18 REV.1 dell’APRILE 2012 This characteristic is also present in Aalborg’s Combi Boilers (exhaust gas + oilfired ). Aalborg Mission OC Garioninaval COMBI Garioninaval vs. Aalborg Ind.

19. TECHNICAL SEMINARPage 19 REV.1 dell’APRILE 2012 Aalborg pin tube technology Smoke side Water side Steam side Garioninaval vs. Aalborg Ind.

20. TECHNICAL SEMINARPage 20 REV.1 dell’APRILE 2012 Exchanging device DescriptionProsCons Pin tube systemPin tubes operate in the oil fired section as a mean of exchange between water contained into the tube and smokes outside High exchange efficiency; Aalborg developed a new pin tube with high lifetime values If operating with HFO, the pin tubes are easily collecting dirt; removal of dirt could be not easy and harmful for the boiler, efficiency of the boiler dramatically drops Aalborg pin tube technology Garioninaval vs. Aalborg Ind.

21. TECHNICAL SEMINARPage 21 REV.1 dell’APRILE 2012 Aalborg’s datasheets say that the pin tube technology decreases the total empty weight of their boilers, but, comparing the numbers with our NG-Vs this difference is not evident for small boilers (only – 2,4% if compared with NG-V 2500). In some cases, Aalborg’s data exceeds Garioninaval’s in similar size boiler (+18,5% if compared with NG-V 4000). Mission typeNG-VEmpty Weight Mission (NG-V) OS 250025006.200 kg (6.350) -2,4% OS 400040008.300 kg (7.000) +18,5% Aalborg pin tube technology Garioninaval vs. Aalborg Ind.

22. TECHNICAL SEMINARPage 22 REV.1 dell’APRILE 2012 LEARNING: The pin tube system is IMPOSSIBLE to clean, this leads to a DRAMATIC drops in boiler efficiency and performance! Aalborg pin tube technology Garioninaval vs. Aalborg Ind.

23. TECHNICAL SEMINARPage 23 REV.1 dell’APRILE 2012 Side burner solution Garioninaval vs. Aalborg Ind. Aalborg Mission OS Garioninaval NGV

24. TECHNICAL SEMINARPage 24 REV.1 dell’APRILE 2012 Burner positionProsCons Side Burner-Easy operation/control positioning - Continous ventilation not necessary -Lower irradiadiation due to bad flame shape and fire flow - Possible boiler body deformation due to bad heat distribution -Impossibility to access boiler bottom for maintenance Garioninaval vs. Aalborg Ind. Side burner solution

25. TECHNICAL SEMINARPage 25 REV.1 dell’APRILE 2012 Garioninaval vs. Aalborg Ind. STRENGTH: Garioninaval designed a NG with side burner solution called NG-VS, in order to compete with Aalborg’s Mission OS range, this underline our flexibility in fulfilling every customer and market’s needs Garioninaval NG-VS Aalborg Mission OS Garioninaval’s answer to Aalborg’s side burner solution

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27. TECHNICAL SEMINARPage 27 REV.1 dell’APRILE 2012 Mission OS and Mission OC present the same configuration, hence the SAME WEAKNESSES Garioninaval vs. Aalborg Ind.

28. TECHNICAL SEMINARPage 28 REV.1 dell’APRILE 2012 Pin tubes weaknesses LEARNING: Pin tubes get easily dirty, especially when HFO is used, this means decreasing of efficiency and performance! Garioninaval vs. Aalborg Ind.

29. TECHNICAL SEMINARPage 29 REV.1 dell’APRILE 2012 Comparison: our NG-V STRENGTH: Garioninaval solution hasn’t pin tubes or other easy-dirt surfaces; efficiency remains constant in time Garioninaval vs. Aalborg Ind.

30. TECHNICAL SEMINARPage 30 REV.1 dell’APRILE 2012 Furnace weaknesses LEARNING 1: Lower irradiation due to bad flame shape and fire flow LEARNING 2: the flame is touching the furnace wall! LEARNING 3: the furnace wall is cooled down by water and do not crack ONLY IF the water treatment is always PERFECT LEARNING 4: after some period the scaling is present on the external wall, which increases its temperature and consequently breaks down Garioninaval vs. Aalborg Ind.

31. TECHNICAL SEMINARPage 31 REV.1 dell’APRILE 2012 STRENGTH: In our boilers the flame perfectly fits the furnace, not touching the walls and ensuring a safe use and longer life. Our design follows the indications given by burner manufacturers on the flame dimensions Comparison: our NG-V Min Furnace Dimensions Chart Garioninaval vs. Aalborg Ind.

32. TECHNICAL SEMINARPage 32 REV.1 dell’APRILE 2012 Furnace weaknesses LEARNING 1: The boiler furnace bottom is not taking part to any exchanging process LEARNING 2: boiler bottom cannot be accessed to remove scaling Garioninaval vs. Aalborg Ind.

33. TECHNICAL SEMINARPage 33 REV.1 dell’APRILE 2012 STRENGTH: Tubes maintenance and scaling removal can be done by accessing appropriate holes Comparison: our NG-V Garioninaval vs. Aalborg Ind.

34. TECHNICAL SEMINARPage 34 REV.1 dell’APRILE 2012 STRENGTH: NGV boiler bottom takes part to the exchanging process, Garioninaval vs. Aalborg Ind. Comparison: our NG-V

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36. TECHNICAL SEMINARPage 36 REV.1 dell’APRILE 2012 In addition to Mission OC (combi) and OS (standard), Aalborg proposes the TCi version (Turbo Clean intelligent), which have higher smoke flow speed helping the boiler to “self cleaning”. Garioninaval vs. Aalborg Ind. The weakness of this type of boilers consists in the burner, which is fully integrated and clearly unbranded. As per Aalborg admission in this case a standard burner cannot be used and the customer has no choice of burner traditional brands. LEARNING: NO CHOICE IN BURNER BRAND Aalborg Mission OC and OS version TCi Garioninaval NGV

37. TECHNICAL SEMINARPage 37 REV.1 dell’APRILE 2012 Garioninaval vs. Aalborg Ind. Garioninaval NGV Garioninaval offers a wide range of burner brand choice Riello Weishaupt Baltur Oilon Bentone …..

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39. TECHNICAL SEMINARPage 39 REV.1 dell’APRILE 2012 Comparing the ranges of thermal oil heaters Aalborg rangeGarioninaval equivalent MISSION TFOTH, TH-V, THM, THM-V Garioninaval vs. Aalborg Ind.

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41. TECHNICAL SEMINARPage 41 REV.1 dell’APRILE 2012 Aalborg’s thermal oil heaters are called Mission TFO, and, like Garioninaval’s, their executions can be both horizontal or vertical. MISSION TFO Garioninaval vs. Aalborg Ind. TH, THM

42. TECHNICAL SEMINARPage 42 REV.1 dell’APRILE 2012 MISSION TFO Garioninaval vs. Aalborg Ind. TH-V, THM-V Aalborg’s thermal oil heaters are called Mission TFO, and, like Garioninaval’s, their executions can be both horizontal or vertical.

43. TECHNICAL SEMINARPage 43 REV.1 dell’APRILE 2012 The smoke flow concept is identical as in Garioninaval’s TH- THM, with a three passes solution. Garioninaval vs. Aalborg Ind. MISSION TFOTH, THM

44. TECHNICAL SEMINARPage 44 REV.1 dell’APRILE 2012 The main differences between heaters of the same capacity involve dimensions, weight and oil content. In spite Aalborg’s website doesn’t provide any technical data for the TFO, we could compare a couple of sizes from Aalborg’s offers. MISSION TFO Equivalent TH-THM Diameter (TH) mm Height (TH) mm Weight (TH) kg Oil content (TH) litres TFO 020THM 20001958 (1650)3413 (3850)4810 (4000)1310 (633) TFO 015THM 15001643 (1420)2971 (3050)3170 (2900)800 (435) Garioninaval vs. Aalborg Ind.

45. TECHNICAL SEMINARPage 45 REV.1 dell’APRILE 2012 What does it mean to have more oil content in the heater? FeatureProsCons Higher oil content-It derives from a higher heating surface -Better efficiency -The boiler is bigger in dimension and weight -The boiler should cost more than a lighter one -The thermal inertia is higher -The system requires more oil, with bigger expansion and storage tank LEARNING: the bigger diameter dimension of the TFO generates a higher oil content and hence heavier heaters. Garioninaval vs. Aalborg Ind.

46. TECHNICAL SEMINARPage 46 REV.1 dell’APRILE 2012 What does it mean to have less oil content in the heater? STRENGTH: less oil into the heater means: 1)– less system construction costs 2)- less heat losses 3)- less fuel consumption to keep the oil warm during stand-by periods Garioninaval vs. Aalborg Ind.

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48. TECHNICAL SEMINARPage 48 REV.1 dell’APRILE 2012 LEARNING: The flanges are not insulated, this generates heat losses in this area Garioninaval vs. Aalborg Ind. STRENGTH: Insulated flanges enables to consistently reduce heat losses Aalborg’s construction weaknesses (1)

49. TECHNICAL SEMINARPage 49 REV.1 dell’APRILE 2012 Garioninaval vs. Aalborg Ind. LEARNING: Pipes used by Aalborg are bigger and loose their shape easily, this implies decreasing of performance/bad oil flow STRENGTH: Garioninaval heaters are equipped with highly deformation resistant coils, coil diameter is optimized to avoid deformations Aalborg’s construction weaknesses (2)

50. TECHNICAL SEMINARPage 50 REV.1 dell’APRILE 2012 Garioninaval vs. Aalborg Ind. LEARNING: Aalborg heater cannot be open from rear, this causes a very difficult maintenance operation STRENGTH: Our heaters can easily be opened removing the back plate, ensuring a better maintenance/cleaning Aalborg’s construction weaknesses (3)

51. TECHNICAL SEMINARPage 51 REV.1 dell’APRILE 2012 Garioninaval vs. Aalborg Ind. LEARNING: Aalborg uses a lot of refractory; when the pumps are not working the refractory transfers back a lot of heat to the coils, accelerating the oil cracking process STRENGTH: The refractory quantity used in our boilers is optimized to avoid oil cracking problems Aalborg’s construction weaknesses (4)

52. TECHNICAL SEMINARPage 52 REV.1 dell’APRILE 2012 Garioninaval vs. Aalborg Ind. LEARNING: Aalborg sometimes presents heaters with short length; in short heaters the flame touches the back causing damages and collapse of the refractory material itself STRENGTH: the flame is not touching the back of the boiler and the furnace is shaped to avoid damages caused by flame operation Aalborg’s construction weaknesses (5)

53. TECHNICAL SEMINARPage 53 REV.1 dell’APRILE 2012 Aalborg’s construction weaknesses (6) Garioninaval vs. Aalborg Ind. STRENGTH: Garioninaval provides the sightglass in order to check and control the burner flame conditions

54. TECHNICAL SEMINARPage 54 REV.1 dell’APRILE 2012 MISSION TFO Garioninaval vs. Aalborg Ind. TH-V, THM-V STRENGTH: Garioninaval provides suitable supporting basements, stronger than Aalborg’s Aalborg’s construction weaknesses (7)

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56. TECHNICAL SEMINARPage 56 REV.1 dell’APRILE 2012 Garioninaval vs. Aalborg LEARNING: Aalborg doesn’t provide efficiency in the offers!

57. TECHNICAL SEMINARPage 57 REV.1 dell’APRILE 2012 Garioninaval vs. Heatmaster.

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59. TECHNICAL SEMINARPage 59 REV.1 dell’APRILE 2012 HEATMASTERGARIONINAVAL LEARNING: Heatmaster coils are single-threaded, this reduces the thermal exchange and decrease the heater capacity STRENGTH: MULTI-THREADED COILS Garioninaval vs. Heatmaster

60. TECHNICAL SEMINARPage 60 REV.1 dell’APRILE 2012 LEARNING: Heatmaster heaters have serious difficulties in extracting the burner/refractory cone to access inside areas for maintenance and inspection GARIONINAVAL HEATMASTER STRENGTH: REMOVABLE PLATES FOR INSPECTION AND MAINTENANCE Garioninaval vs. Heatmaster

61. TECHNICAL SEMINARPage 61 REV.1 dell’APRILE 2012 GARIONINAVAL HEATMASTER LEARNING: Heatmaster electrical cabinets are smaller, dedicated and must be hanged on the wall, this reduces the application and installation possibility and are of course cheaper Garioninaval vs. Heatmaster STRENGTH: SELF SUPPORTING ELECTRICAL CABINETS

62. TECHNICAL SEMINARPage 62 REV.1 dell’APRILE 2012 GARIONINAVAL HEATMASTER LEARNING: Heatmaster electrical cabinets are smaller in depth, this implies a worse ventilation condition inside the cabinet Garioninaval vs. Heatmaster 300 400

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64. TECHNICAL SEMINARPage 64 REV.1 dell’APRILE 2012 Heatmaster proposes the following scheme as typical system with thermal fluid heater and exhaust gas unit Garioninaval vs. Heatmaster

65. TECHNICAL SEMINARPage 65 REV.1 dell’APRILE 2012 The exhaust gas heater is mounted in line with the oilfired heater Garioninaval vs. Heatmaster

66. TECHNICAL SEMINARPage 66 REV.1 dell’APRILE 2012 What happens when the exhaust gas heater is mounted in line with the oilfired heater? LEARNINGS: 1)- Increase of system pressure drops 2)- Heatmaster can offer smaller heaters, but with evident reduced total capacity and functionality Garioninaval vs. Heatmaster

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68. TECHNICAL SEMINARPage 68 REV.1 dell’APRILE 2012 Garioninaval vs. Heatmaster LEARNING: Heatmaster provides only few and uncomplete basic data in the offers, efficiency and dimensions are not mentioned

69. TECHNICAL SEMINARPage 69 REV.1 dell’APRILE 2012 Garioninaval vs. Heatmaster OTHER LEARNINGS ON HEATMASTER SPECIFICATIONS: 1)- Normally Heatmaster is not including accessories as quick closing valves for some elements like expansion tanks and exhaust gas units 2)- Very often fuel systems are supplied as loose components and not in complete units 3)Sometimes Heatmaster writes the capacity of the units without considering the efficiency. Example: if Heatmaster specifies 2.000 kW of capacity (with an efficiency of 90%) the real power provided is 1.800 kW

70. TECHNICAL SEMINARPage 70 REV.1 dell’APRILE 2012 Garioninaval vs. Gesab.

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72. TECHNICAL SEMINARPage 72 REV.1 dell’APRILE 2012 LEARNING: Gesab heaters, like Heatmaster have serious difficulties in extracting the burner/refractory cone to access inside areas for maintenance and inspection GARIONINAVAL GESAB STRENGTH: REMOVABLE PLATES FOR INSPECTION AND MAINTENANCE Garioninaval vs. Gesab

73. TECHNICAL SEMINARPage 73 REV.1 dell’APRILE 2012 LEARNING: Gesab heaters use, as a standard solution, in-line pumps, which are cheaper and less reliable than the ones used by us GARIONINAVALGESAB STRENGTH: HORIZONTAL PUMPS GIVE MORE STABILITY AND LESS VIBRATIONS Garioninaval vs. Gesab

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75. TECHNICAL SEMINARPage 75 REV.1 dell’APRILE 2012 Garioninaval vs. Gesab

76. TECHNICAL SEMINARPage 76 REV.1 dell’APRILE 2012 What happens when the exhaust gas heater is mounted in line with the oilfired heater? LEARNINGS: 1)- Increase of system pressure drops 2)- Gesab can offer smaller heaters, but with evident reduced total capacity and functionality Garioninaval vs. Gesab

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78. TECHNICAL SEMINARPage 78 REV.1 dell’APRILE 2012 LEARNING: Gesab provides only few and uncomplete basic data in the offers, efficiency and dimensions are not mentioned Garioninaval vs. Gesab

79. TECHNICAL SEMINARPage 79 REV.1 dell’APRILE 2012 THANKS