0. Focused Industries Presented by Thomas Fröst, Director Focused Industries
14 April 2017

1. Focused Industries and Strategic Business
Marine
Pulp and Paper
Metals
Mining
Food and Beverage
Focused Industries:
To translate and communicate industry trends and customer challenges
To construct an attractive differentiated portfolio
To drive implementation through effective strategic account management and channel development
Strategic business – to give direction for prioritized:
Industries
Markets
Strategic accounts and sales channels
Products, services, competences and technologies
CMD 2013

2. Focused Industries trends and focus
Pulp and Paper
Increased demand in emerging economies
Consumption reducing in NAM and WE
Outsourcing maintenance activities in NAM/LAM/Europe
Expand presence in growth markets
Sustain existing business in mature markets
Metals
Meeting demand for resources
Dealing with volatility
Reduction of energy and materials
Power from West to East
Utilize and expand existing portfolio
Mining
Sustainability
Remote Monitoring / Operations Centers
Diversification and consolidation
“Extreme mining”
Establish long term relationships as solution provider
Develop preferred distributors
Hygienic manufacturing
Food safety
Automation and cost efficiency
Position SKF as the most knowledgeable supplier in the industry
Food and Beverage
CMD 2013

3. Marine business going strong
14 April 2017

4. Focused Industry: Marine
We provide solutions to minimise the operational costs, throughout the ship life cycle by improving
Energy efficiency
Asset availability
Health, safety and environmental (HSE) performance
CMD 2013

5. Market developments
The transportation sector still suffers from over capacity
Early indications of increasing long term confidence
Offshore and LNG sectors continue strong
New exploration projects, new environments
Larger and more efficient tonnage is most competitive
Ship operator’s needs
Minimize operating cost
Improve energy efficiency
Increase availability
Compliance of stricter regulations (HSE)
Conclusion: However, SKF is mainly involved with advanced ship types and this market is growing.
CMD 2013

6. Customer focus
Increased activity for advanced propulsion systems, such as thrusters, electric pods and water jets
Very high activity level in new and re-design projects
OEM focus is currently on reliability, lead times and costs
Ship owners focus on minimising the operational costs: Energy Efficiency, Availability and HSE best-practice
Focus in the end-user market on the leading ship owners and high-value ship types, including: Offshore (all ship types), LNG, Cruise and Ice-going vessels
CMD 2013
14 April 2017

7. SKF Marine Strategic Programs
Secure the leadership with propulsion system OEMs
Position SKF as a preferred application development partner
Widen the scope of supply for the application life cycle
Market leader for Asset Management for End-Users
Promote and develop existing service platform offers Worldwide
Establish dedicated sales and service delivery resources
Position SKF as a “Marine Specialist”
Raise the awareness of SKF marine global capabilities, with: Market leaders across the value chain, Influencers, Media
Supplier
Builder
Owner and operator
Where does BVI fit in here?
CMD 2013
14 April 2017

8. Becoming a preferred partner in Marine by acquiring Blohm+Voss Industries
Positions SKF as a preferred application development partner
Strengthens SKF’s service capabilities and global presence
Complementing SKF’s product and service range with marine sealing arrangements, hydrodynamic bearings, stabilizer systems and oily water treatment
Receiving a strong customer network with shipyards & ship owners, in addition to SKF’s strong position towards OEM’s
CMD 2013

9. Marine in Regional Sales and Service
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Marine in Regional Sales and Service
CMD 2013
14 April 2017
14 April 2017

10. Marine global coverage now including Blohm+Voss Industries network
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Marine global coverage now including Blohm+Voss Industries network
RSS Marine competence
BVI Headquarters
Sales Agents
Service Stations
CMD 2013
14 April 2017
14 April 2017

11. Growth ambitions in the Marine industry
Synergies
Net sales
SKF BVI
Synergies
SKF BVI
Existing business
Existing business
Existing business
Time
2012
2013 FC
2017 Target
CMD 2013
14 April 2017

12. Customer references David Crane, Technical manager for Farstad:
Hyundai Heavy Industries states in their marketing material for the new range of thrusters:
SKF Explorer class bearings
Optimum Selection & Arrangement
Bearing service life: > hours
David Crane, Technical manager for Farstad:
“We have had great success with this conditioning monitoring system over the years.
We have averted a number of major failures and resultant loss of hire or damage / injury through advanced warning of potential failures.
Not only are we able to avoid failures we can also minimise maintenance costs of larger electric motors by monitoring the bearing condition thereby extending service intervals greatly.”
CMD 2013

13. Shaft-line solutions 13 Couplings and Supergrip bolts
Condition monitoring (Vib, temp, oil, etc.)
SKF Vibracon machine foot
Alignment and troubleshooting
Intermediate shaft bearings
Application engineering services
Hydraulic nut for propeller mounting
Centralised lubrication system
Stern tube seals
Bearing arrangements
Propeller sleeve
Thrust bearings
Simplex system (seals and bushings)
Mounting and maintenance tools
CMD 2013
14 April 2017 13

14. SKF Blohm+Voss Industries portfolio
Oily Water Separators
For separation of bilge water into pure water and oily/greasy parts
Complete system
Stabilizers
Reduce roll amplitude up to 90%
Retractable and non-retractable fin stabilizers (incl. “Zero speed”)
Shaft components
Sterntube seals, which protect the shaft-bush-bearing against the ingress of sea-water and the sea-water from oil-pollution
Turn-key system
CMD 2013
14 April 2017

15. 14 April 2017