10 years of successful cooperation between MAN and Marine Technics

In 2006 Marine Technics Group of Companies and MAN (Germany) concluded cooperation contract where the Russian company became an exclusive representative of MAN for high-speed marine engines on the territory of Russia and CIS states (in Baltic states since 2012). Soon the central MAN service station was established together with the training center and continuously replenished stock.

All this years Marine Technics has been successfully developing presence of MAN high-speed engines on the shipbuilding market in Russia. For 10 years of cooperation the volume of supplies in Russia has significantly increased. MAN marine diesel engines are installed on new ships as well as on already operated ones. The programme of Russian fleet modernization has achieved a great success. Starting from 2009 due to this programme more that 30 vessels have been refitted in different regions of Russia, where about 50 MAN marine engines were installed. Marine Technics Company and MAN regularly receive positive feedbacks from ship owners, whose crafts were refitted.

Due to 10 years’ cooperation representatives of MAN Peter Schedel, Head of Marine sales, and Eugen Maier, Area Sales Manager, visited their partner Marine Technics Group of Companies and were interviewed where they disclosed secrets of partnership.

– 10 years ago MAN concluded a contract with Marine Technics Group of Companies (MT) where MT became an exclusive representative of MAN marine high-speed engines on the territory of Russia and CIS, and then Baltic states. Were there other partners at that moment? Why did you choose MT?

Peter Schedel:

– It is a very good question and I’m really happy to answer it. Before we met Abdul (Abdul Mekhtiev – General Director of Marine Technics Group of Companies) we had been trying to sell high-speed MAN engines on the Russian market for 10-15 years but without success. Once on the show before 2006 Abdul made a contact with us and said: “I want to make a contract with MAN”. Like this. We didn’t know him, had never met him before and had absolutely no idea about Marine Technics itself. It was a surprise. We decided to try and MAN gave a positive answer. For a short period of time we were confirmed that Abdul with his crew were ideal partners for us and in January 2006 we signed a contract for cooperation.

On behalf of MAN I can say, that MAN is extremely happy to have Marine Technics as a partner.

– What expectation did you have from the Russian market of shipbuilding at the beginning of your cooperation?

Peter Schedel:

– At the very beginning we had no exact expectations. We only knew that there were many ships in Russia and our engines could fit them. Thanks to Marine Technics we knew where our engines can be applied on the local market. At that time we work primarily with modernization projects.

– For all these years you have realized a lot of different projects. What project is the most interesting and which is the most challenging for realization from your point of view?

Peter Schedel:

– From my point of view the most interesting and the most difficult was and still remains fleet modernization programme of hydrofoils because in the process of its realization both companies, Marine Technics and MAN, learned quite a lot and as a result it was a big success.

– What is the result of this programme? Have you received feedback from other countries?

Peter Schedel:

– From this project we have received a great attention from other markets, because hydrofoils are operated not only in Russia, but also in Italy, Taiwan, and Greece. When we presented the first modernized hydrofoil, many our partners from other countries were astonished, that it was possible to refit so old vessels, which age exceeded 30 years when absolutely other technologies had been used in comparison with modern ones. Yes, it is possible! We hadn’t done it before and it was Marine Technics who showed us how to do it.

– How have Russian market in general and cooperation with MT in particular influenced MAN Marine?

Peter Schedel:

– 10 years ago our company was working only with pleasure boats where MAN engines were installed. We didn’t follow up working or commercial fleet. But when we started working with Marine Technics in Russia, we knew very soon that there was neither pleasure boat market nor high-speed ones. Together we found projects, where we could use light-duty and medium-duty engines and together, Marine Technics and MAN, studied step by step the market for high-speed commercial and customs vessels.

Eugen Maier:

– Especially to supply our equipment on commercial and customs vessels for the first time we received RMRS certificate for our new alarm system EISAS. Today we supply successfully our V-new engines equipped with this system in Russia.

– How do you assess the current political and economical situation in Russia when working on the Russian market?

Eugen Maier:

– Today political and economical situation is very difficult but we are glad to have realized projects even in the reality of current sanctions. It means we as well as Marine Technics need more efforts but we can realize these projects. It was possible even to increase sales volume what, from my point of view, is absolutely incredible in this situation.

– How do you see present Russian market of shipbuilding and its perspective for future?

Peter Schedel:

– I have been coming to Russia for many years. But Russia is so big and the demand is so different from the demand in the Western Europe. Every business trip for me is still a new challenge, new experience. I think that the main market for MAN in Russia is small high-speed vessels. We have a proper product and good connections and I think that in the nearest several years an immediate increase of high-speed vessels will be observed in Russia.

– Today due to ruble exchange rate bigger and bigger market share is occupied by Chinese and Korean manufacturers of marine engines. How do you plan to “strugle” with them?

Peter Schedel:

– Well, they have to struggle with us! Sometimes Russian clients have difficulties with finding the product but all of them – ship owners, ship builders and project engineers – understand technologies. They know what is appreciated world-wide on the engine sector and all of them are interested in up-to-date high-tech quality products for their vessels. That’s why Chinese and Korean manufacturer have to fight with us, and not we have to fight with them. Our product is superior!

– Today Russian shipbuilding market is reoriented more from civil fleet to special purpose vessels, including navy. How does it influence MAN in the reality of embargo?

Peter Schedel:

– Our engines are applied mainly on high-speed vessels. These boats are designed for customs, police and rescue services, etc. Our product has already established itself in this segment. We sell them world-wide. We are not affected by this embargo but I believe that it will not last forever.

– What perspectives do you see in cooperation between Marine Technics and MAN? What do you like most in your partner?

Peter Schedel:

– Let me start from what I like most in Marine Technics Company. What I like most in your company is the energy and the speed of a young team. They are not only interested in selling something, they care about technical details and that is important for us, because all MAN products, engines are high-tech and complex items so all our partners in the market have very good technical skills and that is exactly what the staff from MT offers. That’s why we are happy to work with them. They have the enthusiasm and the speed to run after the market to fight for the market for us and that is what I especially like here.

I recommend your company quite often to our partners, because of your refitting projects. Not so many partners all over the world carry about modernization. Modernization market is very interesting, it offers challenges and it’s very important. We showed to our partners a great number of your already realized refitting projects and told them: “Look, they can do it! Why don’t you do it as well?”

Marine Technics Group of Companies congratulates MAN with 10 years of successful cooperation and thanks Peter Schedel and Eugen Maier for the interview.