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Monthly Archives: July 2012

SALAMAT FOR A SUCCESSFUL SALES MEETING!

By Richard Hepworth, Managing Director, Trelleborg Marine Systems.


The end of June saw our sales meeting for Asia, which took place in Cebu in the Philippines.  A lot of information and best practice was shared, and we even managed to squeeze in a few rounds of golf!

With the APAC region being such a fast growing and diverse market, it’s a key target for us and we’re working to extend our service offering throughout the region and add value to the strong product offering we already have, we’re already doing this, for example, through the recent expansion our fender rental service to the APAC region.

The sales meeting was a great opportunity to get everyone together. With a global company like Trelleborg, it’s important to ensure that practical, on-the-ground regional presence is available for our customers and it’s brilliant to see that the sales team truly understand and can fully support the specific needs of their region, and the specific needs of each country within it.

Although we discussed a number of key trends emerging in Asia; it’s amazing how much the market changes from country to country, even within one region.  For example, compare the high documentation requirements in Australia to the market education that is required in China around quality control and whole life cost considerations.

Another of the hot topics on the agenda included the use of foam fenders in the region – they’re already very successful in Japan, where their used by the coast guard and there’s a moderate demand in China and Korea, but they’re almost non-existent in other Asian markets.

Again, this brings to mind the market education that could be brought to the region, to inform procurement decision makers that there may be more suitable solutions for their projects that they’re missing out on by making habitual decisions.

With our commitment to service, as well as products, we’re aiming to educate the market on all the options that are available – to ensure that marine environments avoid sticking with the status quo – it may not be the most effective solution.

In closing, thanks to all that attended the sales meeting and made it so successful – I look forward to seeing you at the next one!

 

TRELLEBORG BREAKS LARGEST FENDER ORDER RECORD

By Richard Hepworth, Managing Director, Trelleborg Marine Systems.

It’s safe to say there are exciting times ahead for us here at Trelleborg after the phenomenal news that we secured the $24.5 million (€19.5million) contract to supply the largest marine fender solution project in history for a state-of-the-art new port project (NPP) in Qatar.

Which, valued at $7.1billion (€5.8billion), is currently the world’s largest Greenfield port-development project.

After working closely on the deal for over five years, we are delighted to have the opportunity to apply our unique solutions to bring efficiencies to such a prestigious, large scale project. It goes without saying that securing the biggest ever order for fender solutions in both quantity and value is a massive coup and proves once again that we are an industry leader. Each and every individual whose hard work contributed to the contracts fruition deserves significant congratulations.

Being awarded such large scale contract wins and breaking records in the process, Trelleborg are raising the bar and setting the standard for this type of project, which needed in-depth engineering and application know-how to provide full service solutions. I fully expect these types of contract to become more prevalent in the coming years due to the increase in vessel sizes and traffic coming through major ports, and we’re delighted to have proved we can deal with the additional demands they bring.

I would personally like to extend my congratulations to Paul Welling and his team, whose efforts have been nothing short of exceptional and have proved instrumental in the award of what is a monumental contract win. I know I won’t be alone in saying; I thoroughly look forward to seeing what the future holds for Trelleborg.