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© Wärtsilä PUBLIC
SERVICES: GROWTH THROUGH SOLID CORE FOUNDATION AND SMART SOLUTIONS
Pierpaolo Barbone,
President, Services & Executive Vice President
31 May 2018 Pierpaolo Barbone1
© Wärtsilä PUBLIC
The shift towards clean, efficient and smart vessels
MARINE MARKET TRENDS & IMPLICATIONS TO SERVICES
THE RISE OF ”SMART VESSEL”
Need for total asset management capabilities is set to increase
NEED FOR EFFICIENCY IMPROVEMENTS
Demand for performance based agreements with shared incentives will increase
INCREASING REGULATORY PRESSURE
Further investments to retrofit incompliant assets, increased scrapping and newbuilds
VERTICAL INTEGRATION AND MARKET CONSOLIDATION
Larger entities as customers more likely to outsource more and focus
on their core business
31 May 2018 Pierpaolo Barbone2
© Wärtsilä PUBLIC
The shift towards a clean, digital and smart energy ecosystem
ENERGY MARKET TRENDS & IMPLICATIONS TO SERVICES
SHIFT IN ENERGY PROVIDERS’ BUSINESS MODELS
The need for Asset Management and system integration will increase
ROLE OF LNG AS A BRIDGING FUEL
Rising demand for specific expertise and service capability in gas technology
ERA OF RENEWABLES AND ENERGY STORAGE
Demand for system integration around engine power plants and renewables is set to increase
ACCELERATING DIGITAL TRANSFORMATION
Growing demand for optimisation of asset operational efficiency,
reliability and connectivity
31 May 2018 Pierpaolo Barbone3
© Wärtsilä© Wärtsilä PUBLIC 31 May 2018 Pierpaolo Barbone4
A TYPICAL DAY IN WÄRTSILÄ SERVICES...
200Customers
served through
online channels
2-3Customer
training courses held
>4,000Plants operating
with Wärtsilä scope
>40,000Vessels operating
with Wärtsilä scope
800Installations under
lifecycle solution
agreement
71ton
Spare parts
shipped
to customers
70Customers
served through
24/7 support
centre
5.000Field service engineers
at customer sites
Serving
customers at
160locations
worldwide
© Wärtsilä PUBLIC 31 May 2018 Pierpaolo Barbone5
The size and scope of the Services business provide a solid platform for growth together with our customers
1 8421 939
2 184 2 190 2 215
2013 2014 2015 2016 2017
2017 WAS A RECORD YEAR
© Wärtsilä PUBLIC 31 May 2018 Pierpaolo Barbone6
Installed base development supports our growth ambitions…
0
20 000
40 000
60 000
80 000
100 000
120 000
140 000
2013 2014 2015 2016 2017 2018 2019 2020 2021
MW
Current Installed Base New Deliveries
GROWING 4-STROKE ENGINE SERVICES INSTALLED BASE
© Wärtsilä PUBLIC 31 May 2018 Pierpaolo Barbone7
…as does the increasing number of installations under agreement
201259
313394
544
263235
270
252
271
0
100
200
300
400
500
600
700
800
900
1 000
2013 2014 2015 2016 2017 2018 est
A SUPERIOR AGREEMENT OFFERING
EnergyMarine
© Wärtsilä PUBLIC 31 May 2018 Pierpaolo Barbone8
Customer satisfaction rates show steady improvement
0
10
20
30
40
50
60
2015 2016 2017 Apr. 2018
NET PROMOTER SCORE
Number of feedback >2000/Year
Formula: NPS = % of Promoters - % of Detractors
© Wärtsilä PUBLIC 31 May 2018 Pierpaolo Barbone9
We are continuously expanding our service portfolioto meet the needs of customers
UNDERWATER SERVICES
Underwater services minimise vessel downtime and
off-hire by enabling work to be performed underwater
during port calls instead of in dry dock.
RECENT ACQUISITIONS
LOCK-N-STITCH
Lock-N-Stitch is a sophisticated technology
for metal stitching repair, thread repair, furnace
brazing and fusion welding for marine and power
applications.
© Wärtsilä PUBLIC
HYBRID SOLUTION
WITH BATTERIES
Systems like the one Wärtsilä has
developed for us will be the standard
on all our vessels in future, that’s for sure.Sveinung Økland, Operation Manager, North Sea Shipping AS.
31 May 2018 Pierpaolo Barbone10
Increasing energy efficiency with a smart energy storage solution
TRANSFORMING THE INDUSTRY
Challenge
• Reduce environmental emissions and modernise the vessel to make it more competitive.
Solution
• Battery solution with estimated reduction in emissions of 5.5 million kg CO2, 30 tons of NOx and 1,200 kg SOx per year. In addition transformers, filters, switchboard, shore connection equipment, upgrades of existing components and commissioning.
Benefits
• Reduced energy consumption
• Lower operating costs
• Increased redundancy and responsiveness
• Improved environmental footprint
© Wärtsilä PUBLIC 31 May 2018 Pierpaolo Barbone11
Ensuring reliable operations of solar power plant
TRANSFORMING THE INDUSTRY
Challenge
• Optimised energy production of the PV plant in Burkina Faso consisting of solar plant which share control system with the thermal power plant. The thermal plant operates on 11 x Wärtsilä 32 engines.
Solution
• 7-year Asset Management Agreement for remote support by Wärtsilä Expertise Centres, to continuously monitor the plant parameters for optimised performance.
Benefits
• Efficient and stable power with unsurpassed performance
• Reduced fuel cost and environmental impact
HYBRID SOLUTION
WITH SOLAR POWER
This project represents
a breakthrough in the industry.
Christophe Fleurence, Africa Business Development
VP, EREN RE
© Wärtsilä PUBLIC 31 May 2018 Pierpaolo Barbone12
Growing in smart solutions from our strong core business
Combining our core business with asset management, connectivity, and business model re-engineering creates a solid foundation for new customer lifecycle value propositions, revolutionising how this industry is operating.
© Wärtsilä PUBLIC 31 May 2018 Pierpaolo Barbone13
ASSET MANAGEMENT TRANSITION
Our offering is based on meeting the needs of our customers according to their business objectives.
QuantiParts
QuantiServ
Spare parts
Equipment and service (parts plus maintenance
work)
Equipment, services,
operations and
maintenance
Analytics,
recommendations and
performance
guarantees
Delivery
excellence
Performance
monitoring
Optimised
operations
Optimising customers
businesses
From delivery excellence to optimising our customers’ business
© Wärtsilä PUBLIC 31 May 2018 Pierpaolo Barbone14
Situational awareness at your fingertips
TRANSFORMING THE INDUSTRY
Challenge
• Access to right real-time data for decision making and route optimisation.
Solution
• A mobile solution that utilises data collected from the vessel’s bridge, automation systems, and onboardsensors integrated with third-party information like weather forecasts to help improve the safety and efficiency of operations
Benefit
• Insights how to achieve for example:
– Increased safety and efficiency of operations
– Optimal trim to save fuel
– Exact RPMs needed to reach port just-in-time
– Show how route performance compares to other vessels in the industry
Eniram Mobile increases safety,
emphasises efficiency and provides
insights into compliance.
MARKET SHAPING
SOLUTIONS
© Wärtsilä PUBLIC
ASSET MANAGEMENT
ASSET
REGISTRY
MACHINE LEARNING TO MONITOR AND ALERT WÄRTSILÄ
MARKETPLACE
REMOTE
SERVICES AND
MANAGEMENT
MAINTENANCE
WORK
MANAGEMENT
SYSTEM
ASSET MANAGEMENT Managing equipment lifecycle in the most cost-effective manner
ASSET
REGISTRY
CYBER
SECURITY
PREDICTIVE
OPERATIONS
EQUIPMENT
NETWORK
INTELLIGENCE
WÄRTSILÄ
MARKETPLACE
FOR SPARE PARTS
& FIELD SERVICE
MAINTENANCE
WORK
MANAGEMENT
REMOTE
OPERATIONS
31 May 2018 Pierpaolo Barbone15
© Wärtsilä PUBLIC 31 May 2018 Pierpaolo Barbone16
Growing in smart solutions from our strong core business
• Environmental awareness and a greater focus on efficiency are changing customers’ service needs
• Hybrid solutions increase the importance of intelligent monitoring, control and optimisation
• Our transition to asset management will further improve customer performance
SUMMARY
THANK YOU