MARINE NEWS | ISSUE 14 KOHLERPOWER.COM

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ISSUE MAY 2019

IN THIS ISSUE

Product News 1

Business Development 2

Recognition 3

Contact Us 6

A HUGE SPACE-SAVING, DOLLAR-SAVING, FUEL-SAVING BENEFIT: NEW 350-KW AND 500-KW SCANIA-POWERED MARINE GENSETS RELEASED With the release of the 350EOZCS/300EFOZCS and 500EOZCS/450EFOZCS, Kohler has further extended its product portfolio by adding two higher rating, compact and innovative gensets designed to provide ease of functionality and a high return on investment for commercial operators.

Feedback turned into improvements

The Scania- powered gensets are packed with innovative features. They are high-density power units claiming minimal engine room space.

With this new product, Kohler continues to extend its offering to include commercial-rated products

that are configurable for pleasure craft use.

Typical applications for these new products are Coast Guard vessels, large fishing boats, passenger boats, tugs, offshore support vessels, etc. Careful design consideration was given to the voices of the operator, fleet owner as well as the distributor.

Both new models are designed with double-bearing alternators for increased reliability during hard duty or rough seas. The double-bearing design reduces the stress on the engine flywheel housing resulting from the G forces while passing through rough seas.

STANDARD PARALLELING SOFTWAREThe KOHLER® DEC3500 controller with PGEN-software is standard issue on the new gensets. This standard offering is unique. The ability to parallel multiple gensets without the need

for expensive switchgear is a unique sales proposition, providing a competitive edge.

The PGEN-software also

provides a load-management option resulting in a prolonged engine life between overhauls-while, reducing the maintenance costs.

By allowing PGEN to control the number of active units online to handle the load, the overall operation will be more fuel-efficient and less demanding on maintenance.

One of our customers told us that for him it was a huge time and money saver to have all generators run the same number of hours, so they were able to schedule maintenance for all generators at the same time.

PRODUCT NEWS

KOHLERPOWER.COMMARINE NEWS | ISSUE 14

INTRODUCING KELVIN LAU, AREA MANAGER SEA Kelvin Lau, Area Manager – Marine SEA (Southeast Asia), joined Kohler Power Systems last February. Kelvin is married and has one daughter. Prior to becoming a member of the Kohler community, he worked at Volvo Penta for about five years as Sales Manager-Propulsion and Generators and

before that for a Japanese engine manufacturer. He has a diploma in mechanical engineering. This combination makes Kelvin a right fit for the job.

Kelvin spent the last 11 years selling engines to the marine and offshore industry. His most recent position was to provide full sales and marketing responsibilities and regional strategic support to Singapore, Malaysia and Indonesia businesses, focusing on enhancing and building Sales network with regular end-user visits (shipyards/ ship management).

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BUSINESS DEVELOPMENT

PRODUCT NEWS – CONTINUED

LESS IS MOREEqually high on our customer’s priority list is size. The “power density” of these KOHLER® models is unmatched, making them the right size product to refit on almost any boat. Kohler continues to develop models that will meet the highest level of emission legislation.

The newly released gensets are IMO Tier II-compliant, and a second release later this year will be IMO Tier III-compliant, with what is referred to as the FCR after-treatment package. IMO Tier III currently applies to Emission Control Areas (ECAs) which are expected to expand in the future. With emission control getting tighter, this is becoming more important to the end customer. The after-treatment package means more exhaust packaging equipment on the boat, which might be a space issue for some boats, but it does clean up diesel engine NOx emissions quite substantially.

Concluding, the product offers a lot of benefits that contribute to a more efficient, sustainable and durable operation by the customer. In other words, it’s a huge space-saving, dollar-saving, fuel-saving benefit to the end customer.

KOHLER AND LEONARDO DRS INTRODUCE COLLABORATIVE TOPS PROGRAM Industry leaders will work together to evaluate hybrid-electric technologies

Leading shipboard power experts Kohler and Leonardo DRS announced that they are teaming to appraise market readiness for advanced, highly efficient hybrid-electric onboard power solutions. The combined effort will be called Total Onboard Power Solutions (TOPS.)

Under TOPS, the two companies will combine their complementary maritime power portfolios and vast market experience to identify and evaluate a wide variety of maritime hybrid electric engine technologies with smaller and more power-dense configurations. The technologies will be designed for a range of applications and topologies to service both commercial vessels and megayachts.

“TOPS creates a wide selection of power generation, power conditioning, power management and controls to handle a wide array of onboard power needs,” said Jos Raats, Kohler’s Managing Director of Global Marine Power Systems. “As commercial ship developers rapidly incorporate hybrid electric drive systems into their propulsion systems, there is a need for globally-experienced technology developers and integrators, like Kohler and Leonardo DRS, to answer the needs of reducing emissions and engine operating costs,” said Clive Wilgress-Pipe, Director of Business Development and Strategic Programs for Leonardo DRS.

The TOPS team will work with ship developers to identify individual power needs for each project and propose a conceptual design to the specified requirements using readily available products from their combined portfolio. Propulsion designs can include AC and DC variable-speed systems; propulsion power demands and emergency generators; and diesel-electric hybrid and zero-emission propulsion modes.

For more information about TOPS design and integration solutions from maritime system leaders Kohler and Leonardo DRS, visit stand E2002 at the 2019 Electric Hybrid and Marine World Expo from June 25 to 27 in Amsterdam.

Singapore, India, China, Australia and Brazil offices all have dedicated marine personnel supporting a network of regional, authorized KOHLER distributors.

SHANGHAI OCEAN TOP PARTNER On January 15, 2019, the KPS global marine team visited our distributor in China, Shanghai Ocean. We received a generous welcome, with a tour in their facilities followed by dinner.

Kohler Power Systems was honored to present the “Top Partner Award“ to Shanghai Ocean in recognition of the outstanding marine product distribution performance.

RECOGNITION

Connecting with the customer

Asked about his vision for the market, Kelvin’s determination is unmistakable when he explains: “I would like to establish a more mature network. In Asia, Kohler is less known for its marine products, so one of my key focus points to drive the business forward is to raise awareness of the KOHLER® marine brand. If our customer does not know KOHLER, they will not buy our products. Therefore, I will spend more efforts now to connect and engage with the customers.”

Naturally, the SEA region works with distributors. However, the distributor network is still in a growing phase and needs to be expanded. “In first instance, I want to get to know our customers myself, but of course we will also continue to work closely together with our distributors. They are much closer to the customers in terms of culture and language. They are also the first to go out there to provide solutions if anything’s wrong with the generators.”

In addition to visiting prospects and customers, Kelvin and his team will also be participating and attending trade shows. “In this market a good relationship with the customer is key. Only once they know you, you can negotiate and conduct good business. Success also depends on how receptive the market is. Typically, customers in the Southeast region are less willing to pay more for new products. They want ‘cheap and good.’

That means we need to educate them on the advantages, along with the features and benefits of our products. Once our brand is more established, I am convinced it will generate more business opportunities.”

Asian market boost

Those opportunities are also boosted by the new ratings of 350 kW and 500 kW. These gensets will cater to vessels larger than 40 meters like ferries, crew boats, PSV, OSV, AHTS, RORO and ROPAX. We see that when the oil price goes up, there is an increased demand for these types of vessels, resulting in more orders for new builds. Especially Singapore and Malaysia are growth markets with economies depending heavily on the oil and gas business. In Singapore, yards mainly build for export to countries like Saudi Arabia and Malaysia.

Empathy opens doors

“On a personal level, the most important lesson I have learned during my career is that you need empathy and should always be prepared to learn new things. You need a certain level of empathy and sensitivity to create a win-win situation between yourself and your customers. By genuinely helping each other, you can create a lasting business connection,” Kelvin concludes.

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BUSINESS DEVELOPMENT – CONTINUED

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RECOGNITION – CONTINUED

DISTRIBUTOR AWARDS Build Trust Awards

Atlantis Marine Power Ltd. – Distributor, UK After many years of trying, in a combined effort from both Kohler EMEA and Kohler U.S.A. colleagues, Atlantis managed to book the first orders with Princess.

Saim SpA. – Distributor, Italy Despite not having recaptured the larger OEMs for small diesel, Saim’s relentless effort to create growth built on trust has paid off with an above-expectation increase on orders.

Drive Continuous Improvement Awards

Motocraft SA – Distributor, Greece Never give up, always find a solution, create business from a service/refit orientated market, a true example that resulted in considerable growth again in 2018.

PowerPort BV – Direct Dealer, Netherlands Never give up, always find a solution are also the words that characterize PowerPort’s service-oriented mentality which resulted in a respectable number of orders from a zero start position.

Set High Standards of Performance Award

Diesel Power AB – Direct Dealer, Sweden Diesel Power’s build-trust attitude has resulted in deliveries via two yards to the Swedish Navy. Spin-off; focus on quality awareness and optional available factory acceptance test for (defense) end customers.

Focus on End Customer Awards

BMG Diesel Center OÜ – Direct Dealer, Estonia BMG realized the largest percentage order growth in the EMEA region. And despite delayed Lloyds releases, they booked orders for patrol boats to be deployed in Germany.

EMTL Inc. – Direct Dealer, Taiwan Building relationships with end customers such the Taiwan Coast Guard, Ocean Alexander, Horizon and others resulted in shipments and orders above expectations.

A warm welcome to our newly appointed distributors in Q1 2019:

• Todomar, direct dealer marine for Colombia

• Marine Systems, Inc., distributor marine

for Alaska, Washington, Oregon, Montana, Utah,

Colorado, Wyoming and Idaho

• Grainmar, direct dealer marine for Trinidad and Tobago

• MC Trade, direct dealer marine for Peru

• Seijiro Yazawa Iwai Industries S.A., distributor marine for

Venezuela and Honduras

• Sea-Alliance Group, direct dealer marine for Israel

MARINE DISTRIBUTOR OF THE YEAR–KRAFT POWER CORPORATION

Kohler Co. is pleased to announce Kraft Power Corporation as our Kohler Marine Distributor of the year for 2018. On March 20, we had the opportunity to celebrate a great year by throwing some hatchets at Stumpies in Fairfield, N.J. Thank you for being the best in North America. Keep up the hard work in 2019!

Kraft was presented with the award because it continues to focus on the marine business with emphasis on developing its dealer base, gaining new accounts,

driving training internally, as well as at its dealers, and adding focused staff for the marine business. In 2018 Kraft increased marine diesel orders

substantially over the prior year, landed new accounts with Viking Yachts and the New York Police Department.

It trained and certified over 52 dealers on PGEN and KOHLER® product lines, increased its marine staff by adding marine-

specific engineers and displayed at six marine trade show events. Please congratulate Kraft Power on being Kohler’s Marine Distributor of the Year for 2018!

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TESTIMONIAL

PRACTICE MAKES PERFECT Francesco Pitardi, Service Manager EMEA (Europe, Middle East and Africa), has been working with and for Kohler for a quarter of a century. So, if anyone can explain about the new KDI common rail turbo 2.5-liter engine, he’s the one.

Together with specialists from the factory, Francesco set up a training course for the service managers and technical managers of the EMEA dealers to explain everything there is to know about the new engine.

The purpose of the training was to create know-how and experience with the new engine. Two groups of 18/19 people joined the three-day training to learn all about engine installation, service and diagnostics.

“The training was organized in close cooperation with local distributor Saim, who were very helpful and provided a lot of support during the training,” Francesco explains. “They let us use their location, with a testing room perfect for performing any test on the engine.”

The course was interspersed with practical exercises, with an operational engine available for dismantling. Following the theory, everyone had the opportunity to test it directly on the engine.

“During the first two days we discussed the engine, generator, paralleling and application. We were able to replicate the engine room of a boat as much as possible to show the perfect installation. In addition we were able to demonstrate paralleling with PGEN directly, which got very enthusiastic reactions.”

During the final part of the course, there was a session to talk about product registration on the website and, consequentially, the warranty which starts automatically after registration.

“The reactions were very positive, especially about the good power performance, small dimensions and the silence of the engine, which is very important for pleasure crafts. The previous version being 30 cm longer and 10 cm higher, the new compact dimensions were also received very enthusiastically,” he concluded.

In addition, to these courses, three training sessions focusing on the single product also took place with KOHLER® distributors in the Croatia area, the Mediterranean area and the Italian area. The season will start soon, and the purpose was to prepare distributors to perform the right service.

Let the season commence; EMEA is ready to roll!

MARINE NEWS | ISSUE 14 KOHLERPOWER.COM

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