The Ship of the Future

ShippingInsight Presentation Stamford, CT

October 9, 2012

Gottlieb International Group, Inc.

www.gottliebinternationalgroup.com

Gottlieb International Group Inc.

• Founded 2002 by Alan Gottlieb, Managing Director

• Provides Market Research, Business Development/Sales Services and Training to the Maritime Satellite Industry, and advises Private Equity on Buyouts and Acquisitions;

• Absolutely “dead on” maritime market forecasts documented in published articles in Sat News from January 2009 onward.

• Clients Include: , Orange Business Services, Intelsat, RigNet, ST Teleport, Verestar, Parallel UK (now a subsidiary of iDirect), KVH Industries, Inmarsat, Speedcast Ltd., Globecomm Systems, SingTel, Seatel, Providence Equity Partners, Permira Advisors, FSN Capital Partners, CapMan Partners, Midwood Capital, Frontier Technology, Sonic Telecom, OPT French Polynesia

• Website: www. gottliebinternationalgroup.com

Gottlieb International Group ©2012

What We Do

• Sales Training – How to Sell Maritime VSAT

• Market Research - Defining product and service requirements by vessel segment

• We forecast market trends

• We advise shipping companies what services to buy

• We Write PR Pieces that sell Product and Services to the MVSAT Community

• We provide M and A Support for Private Equity Firms

Gottlieb International Group ©2012

Content

• The Ship of The Future: How Low Cost Broadband Will Transform the Industry:

• Adopters of the new, low cost, always on broadband services will benefit from a whole range of efficiency enhancing and cost saving solutions. Market leadership in the future will be defined by the ability of the shipping company to instantaneously share data internally and with the customer. We will project the future of shipping as defined by such new applications as fuel optimization, vessel telematics, remote diagnostics and repair of PCs and Bridge Systems, unrestricted synchronization of O and M Databases, real time e-Mail dispatch, direct Access to onshore databases and other game changing applications.

Agenda •An overview of the obstacles faced by today’s ship owners who are operating without the benefit of fixed priced VSAT Broadband; •An overview of how the “Ship of the Future” will utilize satellite communications to enhance operating efficiency, lower operating costs and enhance Crew Morale. •An overview of Inmarsat Global Xpress vs. Intelsat EpicNG including strengths and weaknesses and how these will or will not meet the needs of select customer segments.

Today: Communications Isolation w/Pay by the Bye Services

High Cost Phone Service Internet Use Cost Prohibitive

No Remote Repair Capability for PC’s and Bridge Systems

Vessel Off Company Network

Today’s Infrastructure

• Fleet 55, Fleet 77 - $32 Per Megabyte – prohibitively expensive for Internet Access;

• Fleet Broadband: $1 to $12 Per Megabyte – Prohibitively expensive for Crew Internet Access, web surfing, video or other high bandwidth applications;

• Ku VSAT using 1.0-1.2 Meter Antennas + Fleet Broadband back-up: $3,500 to $4,500 per/month for 512X 256 Kbs w/32-64 Kbps CIR + $8-$12 per Megabyte for back up – economically practical under Ku Band, FB not economic for Internet access.

Resulting In… • Higher Fuel Costs due to inability to use Fuel Optimization

Programs efficiently;

• No IT Security: Administrative passwords on the vessel resulting in installation of unauthorized programs and system crashes and the need for high-cost over the phone support;

• Need to send technicians to the vessel at very high per-incident cost;

• Inability to diagnose equipment problems remotely or predict failures in major operating systems;

• Infrequent data synchronization between ship and shore resulting in possible delays in maintenance, parts procurement, etc.

And..

• Need to write long, time consuming descriptions of ship maintenance issues instead of sending photographs;

• No access to updated critical documents and forms;

• Need to wait for CD-ROMs to facilitate software and virus updates;

• Need to purchase a $4,000 decoder to receive electronic chart updates via an Inmarsat based service;

• Lack of Videoconferencing capability;

• Isolated and unhappy crew resulting in…

Excessive Staffing Costs

High Crew Attrition Rates Escalating Recruitment Costs

Added Training Cost Reduction in Operating Efficiency Lower SIRE Score (Tankers)

The Ship of Tomorrow

Tomorrow’s Infrastructure

• 1.2 – 1.5 Meter Combination Ku/C Band (single antenna) offering fixed cost global connectivity @ 1 Megabit X 512 Kbps Ku i.e KVH V11

• Ku 1.2 Meter w/FB 500 or Iridium Next Pay-By-the Byte Back-Up.

• Ku 1.2 Meter with separate C Band Antenna (Spread Spectrum)

• Global Xpress Ka w/L Band Back Up

Inmarsat Global Xpress

• Ka very susceptible to Rain Fade. No Ka networks currently operating in this environment;

• Onset of rain or snow will reduce bandwidth and shut down of numerous applications by priority.

• Extreme drop in bandwidth will disrupt interactive applications such as access to databases on shore, Remote PC and Bridge System maintenance, videoconferencing and possibly VPNs.

• Unlikely to offer CIR, totally contended bandwidth. • Unlike Ku, No in-orbit spare satellite(s). • As a result, Global Xpress will only be suitable for

casual Internet users, not the high end fleet market.

Intelsat EpicNG + Global Mobility Network

• Combines high-capacity 200 Mbps Spot Beams to serve high density routes and Ku Wide Beams to serve less traveled routes resulting in high efficiency;

• Offering of Ku, C and Ka Band spans multiple applications and markets resulting in high utilization and potential lower cost per/bit than a Ka only service.

• Ku is more Rain Fade tolerant than Ka.

Gottlieb International Group ©2012

World Shipping Routes

Intelsat Planned Global Ku Infrastructure

IS-22 Q4 2012 IS-19

IS-19 Q4 2012 IS-19

Q4 2012

IS-21

IS-27 Q3 2013

IS-21 Q4 2012

IS-14

IS-14

IS-20 Q4 2012

IS-22

IS-18 Q3 2011

IS-18 Q3 2011

Between 2011 and 2013 Intelsat is scheduled to launch six satellites with optimized Ku Mobility Coverage

Intelsat EpicNG Overlay

Total Global Connectivity @ Low Cost

Crew Management

IT Management

Cargo Management

Technical Management

Voyage Management

Enabling….

Voyage Management

Fuel Savings • New, Fuel Optimization software receives

weather and currents data via always on, fixed-price data link and plots an appropriate course w/continuous stream of data sent to shore where course corrections are calculated and sent to vessel.

• Dynamic Trim Optimization: Voluminous data fed to shore and recommendation for optimum trim sent to vessel.

Safety and Security

• Electronic Chart Updates without $4,000 decoder

• Media Updates: Piracy Warnings, Hazardous Weather

• Video Surveillance

IT Management

IT Operations • ERP (Enterprise Resource Planning)

• Centralized Applications

• Data Back-Up

• VoIP

• PC Security: Administrative passwords secure at HQ IT eliminating installation of unauthorized software, and reducing support costs;

• SW and Virus updates: Done by point to multi-point satellite broadcast

• PC Maintenance: Need to send technicians to affect PC/Bridge System repair reduced

Crew Management

Crew Services

• Web Browsing

• Email

• News

• E-learning

• VoIP/GSM

• Entertainment

Cargo Management

Cargo

• Container tracking

• Reporting of tampering, refrigeration failure, temperature

Technical Management

Improved Maintenance

• Always on Broadband will facilitate frequent synchronization of O and M Data Bases between ship and shore thereby assuring prompt ordering of parts and compliance with maintenance requirements;

• Ability to transmit photographs and video will assure accurate reporting of visible equipment failures, corrosion and other infrastructure damage

• Electronic Logbooks

Vessel Telematics

• Will allow remote diagnostics of propulsion and loading systems, monitoring of fuel consumption, Trim Analysis, Hull Aging, etc.

• Artificial intelligence software will use sensor input to learn normal operating behavior of vital systems and predict failures allowing preventative action to be taken.

• Costly breakdowns will be avoided.

Selected Application Providers

• Sperry Marine: Fuel Optimization, Bridge Automation Systems, Telematics

• Eniram: Fuel Optimization, Performance measurement, Hull Aging Analysis, Dynamic Trim

• Napa: Voyage Reporting, Fuel Optimization, Electronic Logbook

• Propulsion Dynamics: Hull and Propeller Performance Monitoring

• Datatrac: Tracks compliance to SIRE inspection Criteria

The Future – Maritime Market • Increased Ku coverage will minimize backup requirement

making use of small, spread spectrum C Band backup services less costly per/vessel served;

• Ku with Iridium or C Band backup will dominate the high-end market;

• Ka Band will be deployed for less critical applications if the cost is low enough;

• Fleet Broadband use will decline in high end markets as the economy improves and customers can again afford VSAT systems;

• New Near-Shore Broadband solutions such as 4G and Digital Radio will reduce the need for satellite bandwidth in other than trans-oceanic markets.

Gottlieb International Group ©2012

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