Boating Business March 2020

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MARCH 2020

Marketing 7 | Washington Post 8 | Person Behind the Face 8 | British Marine 12 | Business Matters 12 | Profile 24 | People 25

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MARCH 2020

Marketing 7 | Washington Post 8 | Person Behind the Face 8 | British Marine 12 | Business Matters 12 | Profile 24 | People 25

CREDITORS OWED NEARLY £3.5m

NEWS

Marine exports growth £2m raised Record earnings pages 3-11

PAINTS & COATINGS

Discovery Yachts Group owed almost £3,485,450 to creditors when it entered administration in December 2019.

This included almost £7,200 to Southampton International Boat Show. The company's net property was valued at £153,338. It was sold for £490,004 to German company Binti Holding Gmbh (BHG).

The figures are according to administrator Chris Moore of K J Watkin & Co in his statement of administrator's proposal.

In his report, Mr Moore states Brexit was a major contributing factor into the Group's poor finances - in the year ended August 31 2019, the group had a gross revenue of £8,010,000, a gross loss of £466,000 and a net loss of £2,266,000.

“As a high proportion of the yachts manufactured were exported, the threat of import duties within the customers' own countries have supressed sales,” said Mr Moore. “UK sales have suffered from a perceived delay in customers' willingness to commit to sizeable expenditure on obviously luxury items.”

8 Discovery Yachts Group was sold in a pre-pack deal, safeguarding jobs

The company was sold in a pre-pack deal immediately following administration, a move Mr Moore says prevented a collapse of Discovery Sales Ltd and Discovery Group Yacht Sales and safeguarded employment for 105 employees.

It also secured an ongoing tenant for the company's landlords at Marchwood, Hampshire and Lymington Yacht Haven.

However, it is unlikely the unsecured creditors will receive a dividend though they may still receive a proportion of the net property. Since the pre-pack deal to BHG, an additional £700,000 working capital has been loaned to DSL to enable wages and salaries to be paid and pro-forma orders sent to suppliers.

BHG has also stated a further £1,300.000 is available when needed.

Branding refresher New osmosis system Single pack coating pages 13-19

ELECTRONICS

US$6.8M IN DAMAGES AWARDED LaserPerformance has been ordered by a US court to pay damages of more than US$6.8m for infringing the trademark of the original designer of the Laser dinghy.

After a four-day trial, the jury found in favour of sailboat designer Bruce Kirby who alleged that after he ended an agreement to have LaserPerformance sell his design, the company continued selling boats with his name and mark on them. The jury found that LaserPerformance, legally known as Quarter Moon Inc., had wilfully infringed Kirby's trademark, and awarded Kirby US$4.33 million from Quarter Moon and

US$2.52 million from its European unit, LaserPerformance (Europe) Ltd. The court will also assess whether punitive damages are warranted.

Yacht designer Bruce Kirby is best known for designing the Laser in 1969. He represented Canada in the Finn and Star classes at the Olympics Games in 1956, 1964, and 1968. He filed suit in March 2013, alleging that LaserPerformance, a name shared by several companies controlled by Farzard Rastegar, was ripping off the sailboat design created by Kirby around 1970.

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NEWS

VIEWPOINT BRITISH MARINE’S NEW VISION KATINA READ Editor PUTS MEMBERS FIRST ❘

According to a report published in South Florida Sun Sentinel and Sailing Scuttlebutt, Sunseeker has been playing financial musical chairs with a boat buyer’s money.

The article details how Florida based Kevin Turner is $US4m out of pocket having paid a local yacht broker to have a Sunseeker Sport Yacht built and since being caught in the middle of a dispute between a boatbuilder and its authorised dealer.

Mr Turner sued Sunseeker International, its US subsidiary Sunseeker USA and former dealer Rick Obey and Associates, in a lawsuit and the 74ft yacht was placed ‘under arrest’ at the end of last year’s Fort Lauderdale International Boat Show.

Apparently Obey took deposits from buyers, sent the money to Sunseeker and the boatbuilder used these funds to finish boats for earlier buyers. Sometimes the money was applied to boats Sunseeker sold Obey on spec so he always had something to sell and customers didn’t have to wait.

This system failed however when an engine blew up on a boat Obey had sold to another client and he then fell behind with payments when Sunseeker refused to reimburse him for the repair costs.

The upshot of this is the Mr Turner is without a boat and is $4m down – not a good endorsement for the British (or in fact any) boatbuilder, hence the initial lawsuit to have the boat placed in custody – a routine (though not common) procedure under global maritime law.

After four months of the boat being impounded, Sunseeker has been successful in its motion to have the boat released but Mr Turner is pledging this is not the end.

One wonders how much this sort of financial musical chairs goes on throughout the industry and how much money is spent on lawyers defending law suits?

I often hear about suppliers putting their key customers on ‘stop’ as payments are overdue putting them on proforma. I’m obviously not a boatbuilder handling multimillion-pound payments but on the surface, it seems to me as if stage payments should be put towards the next stage in the build process and allocated to the particular yacht to which the payment was made for.

Or is that too simplistic and short-sighted a view?

If times are currently tough for the industry, one can but only fear what may happen in the next few months when the full effects of the coronavirus are known.

As I write this, several Asian boat shows have been cancelled, the Clipper Round the World Race has been rerouted to avoid potential infection and there is talk about London hosting the Olympics this summer instead of Tokyo.

And add to that the effect on imports and exports to and from China with firms already struggling to get hold of goods and parts and one can only guess at the consequences to an already ailing boating economy. One can only hope that the virus is contained quickly and the world can soon be trading as before.

4 | MARCH 2020

VISION AND MISSION Following a 2017 examination of the market and consultation with members in 2018, BM has identified its vision of 'a thriving industry delivering amazing on-water Brunswick is to cut staff by 9% during 2020, with a target of US$50m in structured savings.

As part of its strategic overview for 2020, the company says it hopes to achieve stronger margins and earnings in a challenging market while continuing to make investments, reduce debt and increase dividends.

The company has eight key areas of focus in the coming year geared towards growing its share price from US$4.33 to up to US$7.25 by 2022.

To achieve this, it plans to extend its propulsion leadership to 45% share of the US outboard engine market,

experiences for everyone' based on a mission to 'deliver outstanding services, representation and products to promote the sustainable success of our members'.

Core to the mission are five themes, identified through member engagement, comprising participation, people and skills, environment, technology and innovation and representation. Each theme will carry a goal managed by regularly reviewed objectives.

"You can be assured that the National Agenda has not been based on conjecture," said Greg Munford, president of BM and chief executive of Richardsons Leisure.

"At every step the executive staff and board have

8 British Marine has released its first National Agenda

engaged with the valued expertise and knowledge of the British Marine Council and our association committees."

GROWING BUSINESSES BM seeks to reassure members that their businesses are at the heart of the new agenda.

Through its five themes members will be able to innovate and use new technology to help grow their businesses, attract and retain the right people with the right skills, manage their relationships with the environment and benefit from industry representation.

$50m SAVINGS TARGET

Credit: Brunswick

Is financial musical chairs commonplace?

British Marine has released its first National Agenda, 'an achievable and measurable plan' outlining the organisation's ambitions for a thriving industry into 2025 and beyond.

Shifting consumer behaviours, advances in technology and environmental pressures are combining to reshape the leisure marine market. BM sees these 'disrupted times' as a great opportunity to set in motion a new vision based on members' needs.

"British Marine's deep skills and resources will be directed towards areas of most impact for members [who] will be placed front and centre of all British Marine activities with service that is personalised, easily accessible and always available," said BM's chief executive, Lesley Robinson.

"Quality will pervade everything we do."

Credit: BM

kread@boatingbusiness.com

enhancing the boating experience to a 70+ net promotor score.

In the parts and accessories sector the plan is to grow to more than US$400m in incremental

8 Brunswick has released its strategic overview

revenue with mergers and acquisitions and become an acknowledged leader in ACES and innovative marine technology.

For the latest news and analysis go to www.boatingbusiness.com/news101

NEWS

MARINE EXPORT GROWTH UP 4% YOY 8 Lesley Robinson: "We are delighted to see the marine industry continuing to prosper

Image: British Marine

New figures released today

by British Marine have revealed the UK's marine exports have grown by 4% to ÂŁ1.5bn in 2018/19, higher than national average export growth.

The Key Performance Indicators for the leisure, superyacht & small commercial marine industry report shows that new and used boat sales now account for 78% of the industry's exports, while exports to Europe account for 74% of the total and now stand at a value of more than ÂŁ1bn.

Lesley Robinson, CEO of British Marine, stated: “We are delighted to see the marine industry continuing to prosper - providing a significant number of jobs to the UK economy. In particular, it is encouraging to see the growth of the boat manufacturing sector, which now accounts for one in four jobs in the entire sector.�

The UK's 5,800 marine businesses directly

contributed ÂŁ1.4bn gross value added (GVA) to the country's economy, an

increase of 17% from 2017/18.

Total industry revenue climbed to nearly ÂŁ4bn in

2018/19, a 10% increase on the previous year. Boat and equipment manufacturing experienced the highest levels of growth at 15%.

The new data also highlighted the challenging environment that some parts of the sector face due to political uncertainty. The boating tourism sector in particular has experienced challenging conditions due to a Brexitrelated dip in domestic consumer confidence.

IMDS SIGNS WITH DUTTON-LAINSON US based trailer winch manufacturer DuttonLainson Company has appointed IMDS as its sole sales representative in Europe.

The two companies will now work together to set

up a centralised base in the Netherlands.

The move brings a change to the current distribution channel allowing customers from all regions to access stock.

Dutton-Lainson has been

manufacturing marine products for more than 130 years, currently manufacturing winches, trailer parts, filters and agricultural components. It has been ISO 9001 accredited since 1995.

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For the latest news and analysis go to www.boatingbusiness.com/news101

BRIEFS Restructure ASAP Supplies has restructured its management team, appointing a new general manager, operations manager and head of trade. Tom Edwards will be the new general manager, having worked at the company for the past 18 years in roles including warehousing and sales and commercial manager. Former general manager Cheryll Gill has taken up a new position as staff development manager, Arleigh Group.

Gary Aldred has been promoted to the new role of operations manager, having been involved in all departments over the past 14 years while Ashley Bradley has been promoted to head of trade following his seven years’ experience in the sales and trade departments.

Director leaves Irene Dros, METSTRADE director, has left to seek a new challenge in her career. Irene has overseen an unparalleled growth of the B2B event over the past 18 years, during which time it has become recognised as a meeting point for the leisure marine industry. From 714 exhibitors in 2001, the 32nd edition in 2019 welcomed almost 2,000 exhibitors from 53 countries, while the number of visitors totalled 26,984 from 122 countries.

Production begins Volvo Penta has started production and assembly of Seven Marine outboards, further developing the company's outboard offering. The entire range of engines has been incorporated into the production process.

MARCH 2020 | 5

NEWS

Restructure Protective coatings company MS Yacht Services has restructured and rebranded as MS Global Solutions. The company, that has its origins in the marine market, says the restructure is part of its growth strategy to diversify into construction, automotive, public transport, aviation and medical industries.

It was established in 2017 and has bases in the UK, BVI and Dubai.

New event The British Boat Forum, a new event for international boat manufacturers and high net worth individuals looking to buy a boat, will take place in London's IET Savoy Place on 16 January 2021. Brought by the organisers of the Western and Northern Boat Shows and billed as a 'new way to sell boats' the forum is a highly focused event encompassing one-toone meetings, interactive seminars and networking opportunities.

IWA PLEDGES TO PROTECT WATERWAYS FROM HS2 The Inland Waterways Association is to continue its decade-long campaign to protect the waterways from the worst effects of HS2's construction and operation.

The announcement follows the government's decision that the high-speed rail project will go ahead.

IWA has achieved several changes to the project since 2010 but continues to be concerned about its noise impacts on many waterways and its damaging effects on some canal restoration schemes.

“IWA has petitioned Parliament three times and given evidence to both the House of Commons and Lords Select Committees on a range of issues including the need for better noise protection at all the locations where HS2 crosses or runs close to waterways,” said Phil Sharpe, IWA Lichfield Branch chairman and

8 The Trent & Mersey Canal

Credit: wikipedia

BRIEFS

member of IWA's planning advisory panel.

The Government's decision is to proceed with Phase 1 and Phase 2a of HS2 raising concerns about the

noise impact on a section of the Oxford Canal near Wormleighton and the impact of construction on the Trent & Mersey Canal at Great Haywood.

REICH DRIVE SYSTEMS AND MIT PARTNER Reich Drive Systems UK and Marine & Industrial Transmissions, part of Axel Johnson International, have partnered.

The aim is to allow the organisations to benefit from combined expertise and

provide a comprehensive range of coupling solutions.

Reich manufactures a range of both torsionally flexible and torsionally rigid couplings for use in the power generation, marine, oil and gas, highway and

EXHIBITORS FOR SIBS 2020 UP BY A FIFTH

Partnership DEUTZ subsidiary Torqeedo has entered into a partnership with ZF Friedrichshafen. The partnership will enable Torqeedo to integrate ZF’s Steerable Pod Propulsion (SPP) into its Deep Blue drive systems.

ZF will supply components with Torqeedo carrying out the worldwide sales and servicing activities for the Deep Blue systems. The collaboration is intended to help Torqeedo gain a technological USP in the 50 and 100kW power output range.

6 | MARCH 2020

Almost 200 companies are on the waiting list to exhibit at the 2020 Southampton International Boat Show.

The 2019 show contracted 485 unique companies and of those 85% have currently confirmed their attendance

Phase 2b, which is yet to get the final government goahead, also prompts concerns for at least 16 waterways in 22 locations.

“Keeping up with HS2 by reading all the reports and examining all the relevant plans has been a massive undertaking but we will continue to engage with all the HS2 public consultations and to campaign for better protection for the precious environment of our navigable and restorable waterways,” added Phil.

for 2020, a 19% year-on-year increase in confirmations.

The waiting list of 194 shows a 21% increase on the February 2019 waiting list.

SPECTACULAR “Following the success of

8 Exhibitors for SIBS 2020 are up by a fifth

last year's event, which also saw strong sales from across a spectrum of exhibitors, I am delighted to report strong interest in exhibiting at 2020's show with

general industrial sectors.

MIT produces driveline systems, providing customers with full product life cycle support.

The partnership cements MIT's commitment as a complete driveline supplier. enquiries at its highest ever recorded at this time of year," said Lesley Robinson, chief executive of show organisers British Marine.

“Southampton International Boat Show is Britain's biggest and most popular boat show and the team is working hard to ensure that this year's event once again offers visitors of all ages, from watersports enthusiasts to young beginners, the opportunity to explore the marine world and get out on the water, whether on a paddleboard, kayak, dinghy, sailing yacht or RIB. “With an array of boats, products, services and expertise showcased from over 600 exhibitors and a daily line up of B2B and B2C activities, the show is the best platform in the UK for marine companies of all shapes of sizes to do business and network," she added. "Whether you're a British Marine member or non-member, you can exhibit at this fantastic event."

For the latest news and analysis go to www.boatingbusiness.com/news101

NEWS

Borrow A Boat has raised almost ÂŁ2m through crowdfunding.

The company, that is aiming to be the Airbnb for boats, was formed in 2016 and since then has grown to have more than 22,000 boats listed for people to charter in more than 65 countries. “How people go boating is changing - and Borrow A Boat is providing the 21st century solution,� said a company spokesman. “With charter boats of all types including peer-to-peer vessels, Borrow A Boat brings maximum choice to boaters and our website and app allow short notice and on-demand, onlocation boating.�

The company previously raised money through crowdfunding in 2017 and since then has rebuilt its website, grown its team from four to 13 and achieved 300% of revenue turnover.

It is aiming to be the

ÂŁ2m RAISED THROUGH CROWDFUNDING MARKETING SOPHIE FOYLE is Associate Director at ADPR

largest boat charter marketplace worldwide, gaining an increased share of the global charter market. “The global boat charter market is a mature ÂŁ50bn global market, yet pent-up demand for boating also exists as many people are still put off of boating by the perception of the

requirement to buy a boat,� said the spokesman. “Borrow A Boat makes it easier than ever for people new to boating, while also better serving the existing mature market, which is fragmented and in need of a global marketplace booking solution.�

The latest crowdfunding follows two previous rounds - in 2018 ÂŁ1.5m was raised

EUROPEAN MARKET STILL ROBUST FOR BENETEAU

8 Groupe Beneteau has released its outlook for 2019/20

with 2% to 4% expected on a reported basis, will be driven by the good level of the European market, the development of sales with charter companies and the healthy position of Beneteau's multihull business (Lagoon and Excess).

At group level, revenue growth is expected to come in at 2% to 4% whilst EBITDA growth is expected to reach 4% to 6% on a reported basis, benefiting from a stronger level of activity, an improvement in production site efficiency and a more effective overhead cost control.

and in 2017, almost ÂŁ470,000 was raised.

It is backed by venture capital partner Edition Capital.

In Summer 2019 Borrow A Boat Plus was launched - a link-up with a superyacht central agent that has been bringing in new revenue for luxury crewed charter.

STAY CONNECTED Credit: Groupe Beneteau

Groupe Beneteau has presented its full-year outlook for 2019/20 showing that the European boat and fleet markets are successfully offsetting the slowdown seen elsewhere in the world.

The robust trends on the European and fleet markets are making it possible to offset the slowdown on the North American and Rest of the World markets.

The order book as at 31 January 2020 is up 2.1% on a reported basis compared with the previous year reflecting the growth observed on the sailing segment.

The Boat Division's full- year revenue growth,

8 Borrow A Boat has raised money through crowdfunding

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For the latest news and analysis go to www.boatingbusiness.com/news101

I recently spoke at the British Marine Expo about the importance of internal communication to build your business from the inside out.

How you treat your people forms the lifeblood of your organisation. Great internal communication directly contributes to the profitability, reputation and success of your company.

Here are some steps to create an effective internal communications plan: 1) Purpose - this is why your business exists. Your team need to know how their role plays into the bigger picture.

2) Audit - it is critical to understand what your starting point is. A good indicator would be to conduct an anonymous staff survey.

3) Objectives - with the results from the survey you should be able to see where you need to make improvements.

4) Segment - just with external communications, don't take a 'one size fits all' approach. It's up to you how you segment your audience - it could be by location, department or job role.

5) Define your messaging messages should be relevant and appropriate to the audience.

6) Channels - use your employee survey to find out how your team want to be communicated with.

7) Content - stats show staff are more likely to consume company information if provided in video or infographics but to reach everyone within your organisation, use a variety of communication types.

8) Repeat - once you begin an internal comms plan you need to commit to it.

MARCH 2020 | 7

NEWS

WASHINGTON POST JIM NOLAN runs US based marketing agency James Nolan Associates Key observations from the 25th Annual State of the Sailing Industry presentation given by Sally Helme, Cruising World and Sailing World, Bonnier Media, at the Miami International Boat Show showed that the sailboat market in the US took a hit in 2019.

Sailboat imports hit a speed bump in 2019, down 9% in units overall, driven by small boat losses while units 20ft and larger remained flat.

IMPORTS DOWN Imports under 20ft were down 131 units to 957 from 1088 in 2018, boats from 20ft to 35ft were up 27 units for a total of 91, 36ft to 45ft were off 11 units to 178 and boats 46ft or more were off 21 units to 109.

Multihull imports over 20ft were down 28 units or 11% to 172 in 2019.

Domestic production lost ground after 2018's uptick and was down 737 units overall in 2019 to 3,089 from 3,826.

Sailboats under 20ft make up 87% of the market and were down 21% overall to 2,678 from 3,382.

PRODUCTION DOWN Production in the 11ft and under segment was down 28% to 1,073 units from 1,499 while the 12ft to 19ft segment declined 17% to 1,605 units from 1,933.

Production of sailboats over 20ft was down 7% overall or 33 units to 411 in 2019 from 444 in 2018.

Only one segment saw gains, 46ft to 59ft which was up 16 units or 64%.

8 | MARCH 2020

SailGP has sold what it describes as a 'minority stake' to global entertainment, sports and content company Endeavor.

The investment is said to value SailGP - that is about to embark on its second season of operation - at US$200m.

“Endeavor's partnership with SailGP represents a pivotal moment in our young and developing history,” said SailGP CEO Sir Russell Coutts.

“It strengthens our position going into our second season and signals the projected long-term value of SailGP. “This is the start of a new era in our sport and we couldn't have a better partner than Endeavor.”

As part of the investment,

SAILGP TO START A NEW ERA

SailGP will benefit from access to the Endeavor network's knowledge across content production, media rights distribution, creative services, licensing, sponsorships and

consumer marketing.

Endeavor president Mark Shapiro added: “SailGP is transforming the way people view sailing. For the first time, the sport is being packaged in a broadly

THEPERSONBEHINDTHEFACE Interview by Alice Driscoll

KATE O'SULLIVAN

How I got into this industry...

By accident. I loved to write it was mentioned that PR might be a good fit. I researched local PR agencies, found ADPR, wrote to see if there were any vacancies and the rest is history.

Best advice I've ever received...

Treat everyone how you would like to be treated.

A little bit of kindness can go a long way and there's no excuse not to try and see the good in people and to treat them with respect.

You should really read...

As often as you can. I don't have an all-time favourite, but recently read The Light Between Two Oceans by M.L Stedman, which is well worth a read.

One thing the industry needs less of is...

Resistance to change. The world is moving at such a

fast pace with innovation and technology taking centre stage in all walks of life. It's essential to embrace change and innovation in order to futureproof the industry.

Most hated buzzword or workplace expression...

I'm not the biggest fan of office jargon; it just irritates people. Blue Sky Thinking is probably the one I love to hate the most, it's just a meaningless phrase for creative thinking.

Best place I've been...

I love travelling, and recently have discovered the joy of camping and appreciating what's on our own doorstep.

With sunshine you can't beat the UK. Daymer Bay in North Cornwall is a stunningly beautiful beach with some of the best sunsets I've ever seen.

Don't worry about...

The things you can't change.

It's too easy to waste time and energy worrying about things we aren't in control of.

If you can't change something, take a deep

breath, accept it for what it is and move on. Simple.

Favourite meal...

It's got to be a Sunday roast.

Nothing beats a long walk, followed by a good roast dinner and maybe a glass of wine or two..

One thing I couldn't live without...

Can I pick four? Family, friends, Chester (my dog)...and wine.

How I cope with stress...

I get outdoors for a walk or a run. I'm lucky enough to live at the foot of the Quantock Hills in Somerset and nothing clears a foggy mind like getting outside and appreciating the simple magic of being in nature. It never fails.

Something about you that people might be surprised by...

I've always been interested in holistic therapies and am fully qualified to practice Reiki and Indian Head Massage.

Kate O'Sullivan is MD of ADPR

8 SailGP is valued at US$200m

appealing, consumable, consistent and exciting format, bringing it in line with some of the world's top sporting events.

“If the first season is any indication, SailGP has incredible potential and strong value for its partners and we look forward to helping forge the future of the league.”

SailGP season two starts February 28-29 in Sydney.

The event will again visit Cowes in August.

ASAP TAKES ON KUS ASAP Supplies has taken on the KUS range of marine gauges and senders.

Products are available to suit both 12V and 24V systems in a variety of styles.

The gauges offer an IP67 protection rating allowing them to be suitable for applications up to 1m under water.

They feature a reinforced scratch resistant anti fog lens, a multi-plug socket connection and screw on back clamp for ease of installation.

Gauges available include GPS speedos, combination gauges and rev counters that can be calibrated to suit outboard and inboard engines.

The range is supported by a choice of compatible senders and accessories to work alongside the gauges.

For the latest news and analysis go to www.boatingbusiness.com/news101

NEWS

Boat show

8 Brunswick has released its financial results for 2019

boats was 4%, with adjusted net sales down 6.1%. The segment returned adjusted operating margins of 5.9%.

Brunswick acknowledged the challenges the segment has faced. Operating margins were influenced

mostly by lower volume associated with planned pipeline reductions.

However, the company noted healthy dealer pipelines and significant new product activity.

There was strong sales

growth at Sea Ray and increases at Lund.

Boston Whaler has an outstanding second-half retail performance though tough wholesale comparisons due to new product introduction activities.

Additionally, the company opened Brunswick Integrated Manufacturing Center and the Boat Group Technology Centre. It formed the Aluminum Boat Group and Venture Group, plus brought the Freedom Boat Club and opened its 200th location.

In 2020, Brunswick anticipates revenue growth of 6-8% and operating margin improvements of 40 to 60 bps.

ORDER BOOK IS 31% UP

REVOLUTIONARY NEW

Superyacht painting, supply and maintenance company, GYG has strengthened its order book and gained market share in the New Build sector.

The group says 2019 was a transformational year in which it made 'excellent' progress with results for the year ended December 31 2019, ahead of the board's previous expectations.

“Aside from being busy winning contracts, we have also made significant changes in all areas of the organisation, improving our operational efficiencies,” said Remy Millott, CEO of GYG.

BRIEFS

BOW PRO THRUSTERS

8 GYG has continued its growth in refit and new build projects

“The team is fully focused on further enhancing margins and the quality of earnings for the year ahead.”

The group's order book currently stands at €44.4m, 31% ahead of the same point in the prior year (January 2019: €33.9m).

Six new builds were signed in 2019 with an 80m yacht scheduled to start in Q4 2020. In addition, new facilities in Barcelona and the US have contributed to a record number of refit projects.projects signed.

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For the latest news and analysis go to www.boatingbusiness.com/news101

ENGINES | STERN GEAR | FUEL | INSTRUMENTS | FRESH WATER | WASTE WATER | MANOEUVRING | ELECTRICAL | STEERING | HATCHES | VENTILATION

BOAT SEGMENT The total international full year revenue growth rate for

RECORD MARINE ENGINE EARNINGS FOR BRUNSWICK

Image: Brunswick

Brunswick FY 2019 adjusted net sales increased by US$37.6m (0.9%) with record earnings in the marine engine segment.

The US company said its total international full year revenue growth rate for engines was 6%. The segment's top-line was up 2.7% and there was an adjusted operating margin improvement of 100 bps.

Brunswick's marine engine segment saw strong increases in gross and operating margins. It was boosted by continued robust demand and market share gains in 175+ horsepower outboard engine categories.

The planned outboard capacity expansion has also been completed, while the formation of Advanced Systems Group - Power Products continues to be a strong performer.

This year’s Chichester Boat Show will take place from 25 – 26 April 2020 at Chichester Marina. Alongside new and pre-owned sailing and power boats, the show will include a dedicated watersports area and on the Sunday, there will be a flares disposal service available. Exhibitors will include onsite brokerages, Ancasta International Boat Sales, Blackrock Yachting and Boat Shop.

Certification Survitec’s marine training academy in Stonehaven, Scotland, has been certified as a recognised provider of maritime safety equipment training, following the successful audit of the facility by classification society DNV GL.

£13m of orders Fairline Yachts has celebrated its best ever boot Düsseldorf, with more than £13m of orders taken at this year’s show. boot Düsseldorf saw launch of Fairline’s Targa 45 GT and the new F//Line 33 Outboard.

Official supplier Musto has signed on with 11th Hour Racing Team as official supplier for the next three years, providing high performance clothing on and off the water for the team’s Ocean Race 2021 campaign.

Day cruiser Bavaria Yachts is to launch its first day cruiser with outboard, to go into production in September at the Giebelstadt yard.

The plans follow Bavaria’s recent acquisition of Greenline's NEO range of outboard sports boats.

MARCH 2020 | 9

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LESLEY ROBINSON British Marine CEO Lesley Robinson, British Marine CEO: “I was delighted to see many familiar faces, as well as new ones, at British Marine's Spring Expo 2020.

In total, 450+ of you dedicated marine professionals joined us for what proved to be a true coming together of the industry.

“The aim of the Expo was to kick start conversation and I believe we certainly achieved this with the launch of our first National Agenda, followed by two days of engaging talks and seminars. The National Agenda received great praise from industry at the event and we hope it's a truly valuable platform that can help invigorate the industry going forward.

“My personal highlight was talking to people about the Agenda and hearing how they wanted to get involved. It's exciting that our industry is getting behind it.

“There's no denying the event was a success with reports from speakers, exhibitors and delegates of the buzzing atmosphere experienced across the event. It felt like the industry was collectively focused on one goal - a thriving industry delivering amazing on water experience for everyone. Thank you to all for making it successful!

“But it doesn't stop here.

The variety of learning, networking and business opportunities at the Expo is the start of what we hope to deliver for our members throughout 2020.”

For further information on the National Agenda visit britishmarine.co.uk/national agenda.

10 | MARCH 2020

SailForce will once again be holding its pre-season spring trade days in March 2020.

For the 16th consecutive year the newly expanded nationwide tour will bring exclusive offers, opportunities to meet manufacturers and the latest product updates to a variety of venues.

The tour begins on 17 March in Suffolk, before finishing a week later in Glasgow. For 2020 a new venue near Chester has been added to better serve the north west.

The full complement of SailForce brands will be found at each trade event including Barrus, Barton Marine, Seasure, Shoreside International, Ocean Safety, Nauticalia, Typhoon, Holebrook, Orca Bay, Dometic and Xylem.

A wide selection of these manufacturers' and distributors' product

Credit: Sailforce

SAILFORCE BIGGEST EVER TRADE DAY TOUR

ranges will be available with experts on hand to answer questions.

The full tour dates are 17 March - Ipswich Royal Harwich Yacht Club; 18

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March - Southampton Royal Southern Yacht Club; 19 March - Plymouth Royal Western Yacht Club; 24 March - Northrop Northop Country Park

8 Sailforce has added a new date to its March tour to better serve the north west

Golf Club and 25 March Glasgow - Gleddoch House Hotel.

HOUDINI ENTERS FORMAL AGREEMENT Houdini Marine Windows and Netherlands based Top Windows have entered into a formal arrangement to design and manufacture a new folding windscreen system.

The two companies were next door neighbours at boot Düsseldorf 2018 and 2019 and as a result decided to collaborate to design and manufacture the aluminium flybridge windscreen system.

“Top Windows has developed a unique range of PVC window frames but found that their customers also needed an aluminium windscreen for the flybridge found on most Dutch vessels,” explained Charlie Stewart, Houdini MD. “Due to the different production techniques required for the two different materials, Top Windows were looking for a partner to work

8 Houdini Marine Windows and Top Windows have developed a new folding windscreen system

with to manufacture the screens for them.

“We developed and prototyped a new screen system with input from both companies and launched it at the 2020 Dusseldorf Boat show.”

The system is unique as it is the first to offer the possibility of being fitted with double glazed units added Charlie. It can be configured to either be a rigid or a fold down screen system.

Since the introduction of the system, the two companies have sold ten screens.

For the latest news and analysis go to www.boatingbusiness.com/news101

Sheltered Adventures

CrĂŠdit photos : Matthieu Latry.

The new Stamoid Smart ensures the best technology to make your life easier on board.

It is 100% waterproof, breathable & provides total protection from UV. Both at sea and when moored, Serge Ferrari composite materials protect your crew and your equipment. It elegantly covers your seating against the weather and has a long lifespan.

Kayospruce is the UK distributor of the Stamoid range for Serge Ferrari

info@kayospruce.co.uk

Tel: 01489 581696

Stamoid by

BUSINESSMATTERS ADAM BERNSTEIN: Freelance Journalist

SCORING A LINE (OF CREDIT) Access to cash can be restricted or carry a burdensome cost if a borrower is seen as risky.

We're credit checked and either approved or rejected or have it granted but on expensive terms. Credit checking ties an individual's record to publicly available information and that which is shared by financial organisations with credit reference agencies.

But not everyone appreciates that the process applies to businesses.

A credit score is a measure of creditworthiness, which is made up from a number of different factors to understand financial position and level of financial risk. This information is combined to create a score which influences whether companies are seen to be a repayment risk.

Business information is held by a number of credit reference agencies and comes from multiple sources, including creditors, such as banks, credit card companies and building societies, as well as publicly available records such as Companies House or the main Gazettes.

It's collated with data on payment performance, County Court Judgments (CCJs) and bankruptcies.

Credit reference agencies look at this data in a number of ways and apply analytical methodologies to build a score.

GOOD REPORT Because of these processes, businesses should try to have a good report as it influences their ability to make purchases. It's of note that business credit ratings are not as ubiquitous as personal credit ratings, however they are more prevalent when dealing with larger purchases or lending decisions.

It's notable that credit ratings have effectively been mandated by the authorities;

in line with Financial Conduct Authority principles, lenders score to promote responsible lending decisions and ensure that businesses only take on debt they can afford to repay.

The problem for businesses with little to no financial history - known as 'thin file' businesses - is that they may struggle to be accepted or get the best rates. In these circumstances, a business owner's or director's personal credit scores can be considered to help with the decision.”

Where information held is inaccurate or plainly wrong, steps should be taken to

CREDIT TERMS The wonder of information is that it invariably has more than one purpose. Just as a credit report allows a lender a window into the world of a (potential) borrower, so the process can be reversed by a business looking to check on its suppliers and its customers to ensure they can pay for their services. It'll

also help set credit terms granted to customers.

But checking potential clients for their ability to pay isn't the only advantage of credit checking.

Credit information helps fight fraud in that a business can confirm that contacts and clients are who they say they are - and that their business is performing the way they say it is.

Credit reference agencies offer a variety of services to support businesses such as ad-hoc credit reports or data for account opening and account management. Each agency has its own variants Equifax, for example, offers products to age verify, bank account verify, document verify and more.

The costs associated with credit information aren't as horrific as might be expected.

Experian's Business Express allows the checking of clients and costs from £25 per month. Alternatively, to check a business's own credit score, Experian offers My Business Profile at a cost of £24.99 per month.

Like it or not, credit information exists and is here to stay. Whether it's to borrow or to seek terms with a supplier, having a whiter than white report is going to put a business head and shoulders above its rivals.

National Minimum Wage (Amendment) Regulations 2020 Regulations are to amend the National Minimum Wage Regulations 2015 to increase the single, main hourly rate of the National Living Wage (NLW). This instrument also increases the hourly rate of the National Minimum Wage (NMW) for workers. The rates come into force on 1 April 2020.

In essence, the rate of the NMW for workers who are

aged 25 or over will rise from £8.21 to £8.72 per hour; the rate of the NMW for workers who are aged 21 or over (but not yet 25) will rise from £7.70 to £8.20 per hour; the rate of the NMW for workers who are aged 18 or over (but not yet 21) will rise from £6.15 to £6.45 per hour; the rate of the NMW for workers who are aged under the age of 18 will rise from £4.35 to £4.55 per hour; and the apprenticeship rate will rise from £3.90 to £4.15 per hour.

correct it. The only option is to dispute the business credit report by contacting the relevant credit reference agencies. Not only can they correct data that can be shown to be inaccurate, but they also have services to review company reports.

HOW TO SUPPORT EU CITIZENS The Home Office has released documents for employers, local authorities and community groups on how best to support EU citizens who are applying to stay in the UK, as well as general information on the scheme.

The documents, on a page entitled EU Settlement Scheme: community groups toolkit released on 31 January 2020, consist of promotional materials, draft letters notifying EU citizens

12 | MARCH 2020

of their rights and leaflets, all available in 25 European languages and Welsh.

GDPR will continue to apply in the UK until December 2020 The Information Commissioner's Office (ICO) has issued a statement on the implications of Brexit on the UK data protection regime. The ICO stated that EU data protection laws, such as the GDPR, will continue to apply in the UK

during the transition period until December 2020.

However, companies and organisations offering goods or services to the EU will not be required to appoint a European representative.

The ICO highlighted that it will remain as the lead data protection supervisory authority for businesses and organisations operating in the UK. For further guidance, see ICO's updated Information rights and Brexit FAQs.

For the latest news and analysis go to www.boatingbusiness.com/news101

PAINTS & COATINGS

NEW PRODUCTS FROM INTERNATIONAL

NEW CONCEPT Perfection Pro topcoat is a two-part polyurethane product with a high gloss finish, suitable for use on any substrate.

“With the addition of the new undercoat and varnish, International can now offer complete mix of product solutions," added Amanda.

“The market has been telling us what products it wants and we've responded.”

Perfection Pro is a paint mixing system providing concentrated tint bases that are then mixed with binders.

Available in a wide range of colours, the paint can be applied by spray or brush/roller and is resistant to UV, fuel, oil, mild acids and detergents.

FAST-DRYING Formulated for use with the topcoat, the Protection Pro Undercoat is a fast-drying,

three-part polyurethane undercoat formulated for brush and roller application.

Completing the range is the Perfection Pro Varnish, a two-part polyurethane varnish ideally suited to oily woods such as teak. The product has a high gloss finish and offers UV protection and is chemical and abrasion resistant.

Credit: AzkoNobel

International Paint has released a range of new products including a propeller primer and two additions to its Perfection Pro topcoat series.

Propeller Primer is a one-part primer specifically formulated for use on outdrives, outboard legs, propellers and stern gear.

It uses dual-activated bonding technology to form a tough bond with a range of substrates when overcoated with International's recommended antifouling.

“It provides outstanding adhesion between the propeller and the antifouling,” explained Amanda Johnson, AkzoNobel regional marketing manager. “Unless the primer carries out its job well, the antifoul will not stick to the propeller. We're really excited about this product, it's a real solution for boat owners and yards.”

The primer is suitable for application with bronze, aluminium and stainless steel and is compatible with Trilux 33 and Trilux Prop O Drev.

8 The Perfection Pro range from International Paint

UK TO ESTABLISH STAND-ALONE REGIME The UK's antifoul market is looking towards what happens now that the country has left the EU. The Health and Safety Executive's 'biocides-no-deal' section of its website has a series of guidelines to help the marine industry past the point of exit.

According to the British

Coatings Federation, the UK will establish an independent standalone biocidal products regime, retaining the Biocidal Products Regulation process and its subsidiary regulations in national law using the provisions of the EU Withdrawal Act. During the time of transition, the UK national

regime will essentially be the same as the current EU framework, with changes made only where they are required to enable the regime to operate effectively in a national context, said a BCF spokesman.

This will ensure continued levels of protection for health and the environment and

give certainty to UK businesses putting biocidal products on the market.

However, complying with two sets of similar but different regulations would potentially entail duplicated costs for manufacturers.

The BCF says it will continue to work to clarify the impacts of the BPR and Brexit.

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For the latest news and analysis go to www.boatingbusiness.com/news101

MARCH 2020 | 13

Yard, Applicator, Paint Manager?

Find out how Jotun can help you achieve the “wow” factor on your next topcoating project Every boat owner wants to hear an appreciative “wow” as people walk past their pride and joy. Achieving that “wow” factor through paint application is often considered a dark art, only achieved by top applicators who have mastered their trade through many years of dedicated practice. Until now, topcoats have often been fickle, with the slightest over or under application resulting in a less than perfect finish. You know that owners expectations tend to be unrealistically high, with the quest for perfection often requiring extensive rework and reapplication in order to get a project signed off. Every sag or dry spray fix eats into your profit margin. It’s time to look for a better solution!

Why MegaGloss AC equals longer lasting “wow” factor?

High film thickness equals increased coating performance Higher volume solids percentage than other well known products, means a greater dry film thickness once all the solvent has evaporated away. A thicker layer of paint leads to better flow and opacity, less colour drift and longer gloss retention. A perfect finish using less coats.

Less project rework equals quicker project turn around Wide wet film thickness application tolerance results in fewer sags or runs, helping you get it right first time. A high quality finish with outstanding DOI means projects are signed off faster, having required significantly less rework.

Highly buffable formulation equals reduced labour hours Highly buffable formulation means less effort with fewer steps required to bring the paint film back up to a high gloss finish (90-95%).

MegaGloss AC is also readily repairable.

In service wear and tear, such as fender rub, has reduced impact on the cured paint film due to its superior abrasion resistant binder technology.

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Image courtesy of David Heritage Racing Yachts

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PAINTS & COATINGS

LONGEVITY IS DEMANDED In the past year UK paints and coatings distributor Marineware has advanced its technical and product ranges.

This has included Investment to meet the increasing demand for colour mixing with Awlgrip's release of the new Muse spectrometer so that Marineware's tech team can now scan colours on site.

Meanwhile, according to Marineware's head of sales Simon Crawford, production builders and superyacht builders are facing demand for more longevity in their paint systems and colour choices similar to car manufacturers.

This has now been achieved with the new Awlgrip HDT topcoat.

Style lines on production boats - applied in the mould or sprayed after - have also been addressed.

8 Epifanes has launched a new Speed coat polyurethane system

However, points out Simon, masking the moulds is time consuming and spraying needs dedicated facilities.

International's Perfection Pro that is for hand painting has resolved these issues.

“It flows so well and is more tolerant than other products to conditions,” he said. “This is providing a quick and very neat solution.”

A new primer will also soon be available.

Marineware continues to supply the classic Epifanes varnish which is in demand more people learn to use spray equipment or build spray booths.

Epifanes has also launched a new Speed coat, a clear polyurethane system designed for spraying and speed.

BRANDING REFRESHER FOR TEAMAC New from Teamac for 2020 is Teamac Galley Paint, a product for cabin walls, bulkheads, ceilings and interiors.

The paint is designed to reduce condensation forming on interior surfaces

in galleys, heads and shower rooms, by way of a lightly textured surface that can be overpainted with Teamac marine products.

Teamac offers customers more than 50 marine paint colours to choose from, while

offering bespoke services including colour mixing and low-volume orders.

The company has entered the year with a refresh of their paint and coatings labels - the more contemporary look and clearer product information is on its way into chandlers, marine equipment retailers and online sellers.

In addition, new 'point-ofsale' shelving displays are being positioned with qualifying retailers and stockists, resembling the look and feel of a traditionally made boat.

Teamac antifouling and primer best sellers include Antifouling D Plus, Antifouling A Plus, Metaclor Antifouling PrimerHigh Performance Marine Primer and Marine Penetrating Wood Primer.

More diverse products include Teamac Suregrip Anti-Slip Deck Paint and Teamac Marine Gloss Matting Agent, used to produce a range of finishes such as matt, eggshell, satin and semi-gloss, allowing the sheen level of all colours of Teamac marine gloss to be customised to a desired finish.

8 Teamac has rebranded its paint and coatings labels

16 | MARCH 2020

For the latest news and analysis go to www.boatingbusiness.com/news101

9 JUNE Southampton 112020 United Kingdom TO

Seawork is open for business – all year Reserve now for 2020. Make the most of marketing & PR support from Seawork and our leading commercial marine magazines, in print, online, eNews and via social media.

Europe’s leading commercial marine and workboat exhibition.

Show your latest innovations in vessels, equipment and services to over 7,700 maritime professionals.

12,000m2 of exhibition halls featuring 600 exhibitors.

Over 70 vessels and

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European Commercial Marine Awards (ECMAs) and Innovations Showcase.

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Also returning in 2020

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BOATINGBUSINESS BOATING BUSINESS & MARINE TRADE NEWS

PAINTS & COATINGS

JOTUN OSMOSHELL COMES TO THE UK

EPOXY IS SUITABLE FOR A TEN-YEAR PAINT SYSTEM UK manufacturer SML Marine Paints has introduced its new Ballastic Epoxy for the spring of 2020.

The advanced product bridges the gap between having to sand or blast back a steel canal boat to bare metal before applying a twopack epoxy primer.

The epoxy is suitable for a ten-year paint system and prevents the application of a bitumen-based product every year.

It can be applied over existing bitumen paint but provides the protection of an epoxy primer and will allow the use of two-pack topcoats.

Testing has been carried out on SML's 45ft steel ketch.

OWN-BRAND “We want to get first hand, real world experience and this is the best way, actually getting dirty and doing the work,” says Malcolm Johnston, owner of SML Marine Paints.

While SML is primarily a distributor of Jotun paints, Ballastic Epoxy is one of several ranges of own-brand marine coatings the company has formulated.

The company has adapted the formulations to allow for using a brush and roller or for applying in less than perfect conditions.

Other product ranges in SML's own-brand line-up include Shield and Lustre primers and topcoats designed to compete with the quality of professional use paints but formulated to get the best results when applying with a brush and roller. SML's antifoul offer is its Cu-Pro Premium Antifouling.

18 | MARCH 2020

Jotun Osmoshell has been launched in the UK. The osmosis repair scheme is aimed at saving time, reducing project costs and minimising the risk of inter-coat failure.

Most importantly, Jotun claims, it acts as a far superior moisture barrier than any gelcoat ever will, new or old.

Osmoshell is a high-solids, high-build, glass flake reinforced two component epoxy coating, which is applied by trowel to achieve a 1500μ film in only two coats.

It provides high abrasion resistance with adhesion on fibreglass substrates.

REPAIRS It is designed to be used for complete or partial repairs of stripped and fully dried GRP hulls and can be offered with a five-year guarantee for anyone becoming an approved applicator through

the complementary Jotun training programme.

Once a hull is repaired, the hull can be finished with Jotun's professional antifouling, NonStop

Supreme that uses hydractive technology alongside boosting biocides to provide maximum antifouling performance in the very highest fouling areas.

8 Jotun's Osmoshell provides high abrasion resistance

The full Jotun professional range is available from Marine & Industrial.

PERFORMANCE IS NOT HINDERED

Coppercoat is also facing the increasingly restrictive laws governing the use of biocides in antifouls.

Ewan Clark, Coppercoat's MD, believes that the Biocides and Pesticides

Register legislation has reduced the number of allowable biocides by as much as 80%, severely depleting the armoury available to paint chemists.

However he says a

8 Coppercoat is semipermanent, lasting for ten to 20 years per treatment

restricted choice of ingredients and a lowering of biocide levels need not hinder performance.

The current version of Coppercoat antifoul is a case in point, says Ewan.

The water-based and VOC-free epoxy acts as an environmentally responsible carrier for the natural copper particles.

When cured, this creates a copper-rich surface inhospitable to bio-fouling.

Additionally, the epoxy base allows Coppercoat to be semi-permanent, providing extended protection against growth, typically for ten to 20 years per treatment.

“We recently entered a five-year trial, conducted by Dr Vance at Plymouth Marine Laboratories on behalf of EDF Energy and were delighted when Coppercoat was declared the best performing antifoul,” said Ewan. “This research by Dr Vance also highlighted it as the most long-lasting, losing just 4.3% of thickness over five years.”

For the latest news and analysis go to www.boatingbusiness.com/news101

PAINTS & COATINGS

FLAG Paints is just one company working to produce effective products while confirming to the Biocidal Products Regulation.

The UK company is moving to meet the approval of dicopper oxide being allowed for use in European Antifoulings (EU Biocidal Products Regulation 528/2012).

The deadline for approval submission to European Chemicals Agency in Europe was 31st December 2017, but, says Flag Paints' MD Martin Noon, this was just the beginning.

“It's a big challenge for SME specialist manufacturers like FLAG Paints,” he said. “The UK historically had a wide range of smaller antifouling manufacturers.

“Some of these were quite niche and sometimes very

SPECIALIST MANUFACTURERS FACE CHALLENGES

technically competent, but the cost of the approval process has resulted in many smaller manufacturers stepping out of the antifouling market.”

He added: “To date, we

have been working on this for almost five years. It's one of the largest and most expensive research and development projects we have ever undertaken.

“I'm personally concerned

TWO YEARS’ OF PERFORMANCE Hempel A/S has been optimising coatings solutions for many years to minimise the impact on the environment.

The latest result is Hempel's Silic One coating, the first single pack, biocidefree, foul-release coating now widely available for pleasure craft.

The product gives two years of performance, cutting down on customers' maintenance costs.

As boat owners are determined to find a longterm solution that doesn't involve the hassle and cost of reapplying a new coat every season, Hempel believes its customers are seeing the advantages of this product over traditional antifoulings.

Hempel's patented hydrogel technology in combination with the ultrasmooth silicone finish have been developed to give the coating's surface water like properties making it difficult for fouling organisms to attach to the hull and easy

that this approval process has resulted in higher cost to the end user and a reduced amount of competition in the UK market place.”

The regulations mean all copper based antifouling paints must be approved by each country in which the product is marketed.

8 FLAG Paints has been working on BPR compliant products for five years

There is also confusion between European agencies as each country appears to approach the technical complexities with different methods and timescales.

✔ Europe’s leading supplier of anodes ✔ 100% manufactured in Italy ✔ ISO 9001 Certified ✔ Alloys meet US MIL Standards for them to be removed when the boat is in motion.

A switch to Silic One comes with the support of a full range of products for application to unpainted surfaces or existing antifouling coatings.

Hempel Silic One also works on propellers,

providing a single solution for both hull and propeller.

The silicone technology ensures ultimate hull smoothness on both motor boats and sailing boats, with customers giving positive feedback on fuel savings and improved cruising speed for sail boats.

For the latest news and analysis go to www.boatingbusiness.com/news101

✔ Superior die cast finish ✔ Trust the quality

MARCH 2020 | 19

ELECTRONICS

NEW HTML5 INTEGRATION WITH MFDS The new HTML5 integration between Victron power electronics and multifunction displays allows boat electrical systems to be monitored on a display at the helm.

The feature allows for a connection between the helm display and a Victron GX device allowing owners to see, monitor and control all connected Victron equipment via their main display, including Victron's GX monitoring products.

“This is a great feature for boat builders and owners as so many vessels already have MFD's installed,” explained Paul Holland, MD of Victron UK distributor, Energy Solutions. “They can now access all the great functionality and information that is available from the Victron system in one place.”

The GX-device will provide monitoring and operating as the communication centre of an installation. System components such as inverter/chargers, solar chargers and batteries are connected to the device. The GX range includes Victron's Colour Control, Venus GX and the new Cerbo GX. Once the GX device is connected to the MFD, (via a standard network cable, RJ45) Victron's app will allow owners to navigate from the initial screen to see shore power and generator information, inverter and charger data, battery levels and AC load information.

HTML5 connectivity is currently available with selected MFD's from Garmin, Raymarine and Navico.

TOUCH SCREEN LIGHT SWITCH SUCCESSOR The successor to E-Plex's touch screen light switch will be a graphical, screenbased device that will allow for switchable pages, currently in its testing phase.

This will provide users with the ability to change from lighting switch functions such as viewing tank levels or battery health at the touch of a button.

With industries continuing move to integration and sharing of information from one device to another E-Plex has also introduced a new Modbus to E-Plex interface module and a new, more powerful and flexible CanBus to E-Plex interface module to make the system more capable of sharing and receiving information and control of multiple technology protocols UNDER DEVELOPMENT In addition, with the continuing push over to LED lighting and lower power DC One of the most notable changes in marine technology across the last ten years is the increase in consumer desire for products with ease of use and arguably more importantly, ease of installation, believes Dave Manessah.

The European sales manager (antennas) for Shakespeare says this demand for simplicity has contributed to the company selling more of its 'easy install' plugs, such as the PL259-CPG and PL-258-CPG, than ever before.

“This is not the only factor that has impacted research and design processes throughout the industry

SALES@MARINEWARE.COM 02380624555

20 | MARCH 2020

devices, the need for a lower power low cost module has also been a requirement, so a four-channel low-power, low-cost module to handle this requirement is under development.

“E-Plex has gone from strength to strength and now

enjoys a great deal of worldwide installations including more recently on the new 26M Explorer style yachts from Numarine out of Turkey,” said Melanie Lay, EPlex marketing and resources director. “With this style of boat spending more

8 E-Plex products provide reliability and functionality

and more time away from the marina and doing what its design intended exploring the seas of the world - the need for reliability and functionality is key.”

COURIERS LIKE EASY TO SHIP GOODS 8 The GALAXY-INFL8 is easier and cheaper to ship than traditional antennas

however,” he says. “Another is the need for easy-to-ship goods for couriers.

“As antennas are, by nature, large products, they are difficult to safely ship at reasonable courier costs.”

This difficulty steered

Shakespeare towards developing the GALAXYINFL8 inflatable antenna that is able to be packed down to a much smaller size making it cheaper to ship.

Another influencer when developing products is the

prevalence of smartphones, with many boaters are choosing to rely on mobile phones for emergency signalling - not something recommend due to the risk of losing network signal.

“With the introduction of 'plug and play' technology becoming more commonplace, boating seems to be gradually transitioning from a highlytechnical past time to a more inclusive one - something which is great for the industry,” adds Dave.

WWW.MARINEWARE.COM For the latest news and analysis go to www.boatingbusiness.com/news101

ELECTRONICS GLASS BRIDGE DISPLAY HAS ULTRA-FAST RESPONSE

SAILSENSE AIMS TO MAKE BOATING SAFER Sailsense Analytics has developed an integrated smart boating assistant for charter companies and boat owners.

The system consists of a fleet management dashboard, mobile app and dedicated hardware, aimed at making boating easier and safer.

“Sailsense is a single product that delivers both efficiency benefits and cost savings to the operating company and gives their customers a better experience,” said Eurotask's Mark Luffingham who represents Sailsense in the UK. “From check in to check out, with the Sailsense system everyone benefits.

“For the fleet manager, the web-based tool monitors the fleet, rental processes and maintenance tasks.”

The system also provides alerts for low battery and

over revving. In addition, groundings are recorded, reported and assigned to work schedules.

“The app provides an

easier and safer sailing experience by giving connectivity for reporting problems, accessing documentation and for

8 Sailsense monitors a fleet via sensors and an app

sharing trips and events with friends and family on social media,” added Mark.

NEW SMART MICRO-TERMINATOR Actisense has launched its smart universal microterminator for the NMEA 2000 bus.

The TER-U acts as an intelligent diagnostic terminator to provide instant

feedback as to the state of the NMEA 2000 bus onboard.

It is also a universal terminator which can be used as an in-line terminator or as a male or female terminator.

“The TER-U is not only a

termination resistor, but it has a built-in high accuracy voltage monitoring circuit which continuously monitors the bus voltage,” said Phil Whitehurst, Actisense CEO.

NEW MFDS AND COMBOS FROM GARMIN

GPSMAP PLUS The Plus line-up comes with preloaded worldwide base map and supports BlueChart g3 charts with integrated Navionics data and built-in auto guidance to create suggested routes.

The 'xs' Plus versions support 1kW CHIRP traditional

Credit: Garmin

Garmin has expanded its range with a series of new multi-function displays and combos that bring built-in ultra-high-definition sonar to anglers.

The GPSMAP Plus series is the latest addition to the company's GPSMAP line-up of multi-function displays, enabling engine and OneHelm third-party integration whilst the ECHOMAP UHD series is a new line of keyed and touchscreen combos with support for UHD scanning sonar and Panoptix LiveScope. sonar, ClearVü scanning sonar and Panoptix sonar including the Panoptix LiveScope system. The 'xsv' Plus models also include support for SideVü scanning sonars.

The series is available with 7, 9 or 12in touchscreen displays with built-in wi-fi.

“The ECHOMAP UHD

series offers built-in support of UHD scanning sonar and all units support ClearVü with the larger models also supporting SideVü. The larger units are also compatible with Panoptix sonar transducers and Garman's Force trolling motor.

All models come with

For the latest news and analysis go to www.boatingbusiness.com/news101

8 Garmin's new ECHOMAP UHD 75cv

preloaded worldwide basemap and BlueChart g3 charts. As with the GPSMAP Plus series, anglers can use the ActiveCaptain mobile app and the series comes with a 6, 7 or 9in display.

Simrad, part of the Navico group, has released the NSO EVO3S Glass Bridge display featuring the new iMX 8 integrated six-core processor to deliver ultra-fast response times.

With up to twice the CPU performance, page loading times have been halved. The increase in power means the NSO EVO3S can multitask with no drop in performance.

“It is always our ambition to deliver the next level of product excellence and efficiency to our customers,” commented Knut Frostad, CEO of Navico Group.

“With the new SIMRAD NSO EVO3S we are doing just that, giving any skipper an unprecedented level of built-in functionality and easy to use hardware.”

Bridge layouts can be customised to suit any activity and users can switch seamlessly between layouts.

Low-profile glass bridge styling conceals and protects the powerful core.

Navico brand B&G has launched the Zeus3S Glass Helm multifunction display system, also with the new iMX 8 integrated six-core processor, to deliver twice the previous versions performance.

Users can create their own custom helm layouts and switch between layouts, with the added benefit of full high definition displays designed for larger sailing yachts.

The ZC2 Remote Controller provides keypad control of up to six displays. Wide viewing angles also keep the screen visible, even with polarised sunglasses.

There is a full suite of sailing features, including Sailsteer, PredictWind, RacePanel, LayLines and SailingTime.

MARCH 2020 | 21

ELECTRONICS

Furuno has launched its latest MFD, the TZtouch3 Hybrid Control with updated functions and features.

NavNet TZTouch3 offers three display sizes - 12, 16 and 19in - all with Furuno's RotoKey and a quad-core processor giving four-way split-screen displays. Each MFD includes a 1kW dual- channel TruEcho CHIRP fishfinder designed to operate across a wide range of frequencies.

The CHIRP fishfinder can also be boosted through the use of Deep Impact DI-FFAMP or can output a traditional CW signal.

CUSTOMISATION The NavNet series' scalability allows mariners to customise their helm with the use of add-ons such as DRS radars, black box fish finder selection, AIS and VHF, autopilots, compasses and weather options whilst functions such as Fast Target Tracking, Bird Mode, Rain Mode and Target Analyzer alert navigators to the current situation.

The TZTouch3 includes MapMedia Raster and Vector cartography for the US coastline and additional options including C-MAP, Datacore by Navionics and CMOR bathymetric charts.

With TimeZero's PhotoFusion, users can overlay high-resolution images without obscuring chart details and apply custom depth colour scale to both 2D and 3D Vector and Raster charts.

Data is secured on the TZ cloud platform.

Further integration across existing automatic identification systems is inevitable.

That's according to Vesper Marine's chief technology officer who says the relatively young system is of immense benefit to the marine industry.

"AIS is here to stay and there is no question of its safety value," said Carl Omundsen. "The next ten years of AIS evolution and maritime VHF communications innovation will continue to enhance safety at sea."

He warns, however, that AIS could become a victim of its own success. "The popular benefits and broadening adoption will eventually see the AIS channels become overloaded and that could harm the protocol's

effectiveness at delivering the vessel to vessel safety benefits it set out to during its inception."

THE FUTURE OF AIS Carl believes it is a natural evolution for AIS technologies to become

more integrated and easier to use. "It's inevitable that integration into VHF systems like Vesper Marine's Cortex are natural progressions," he said.

"We also predict more interoperability between MFDs and the rest of the

8 Vesper Marine’s CTO predicts greater integration of AIS systems

boat, with the ability to interact with and control systems from more than one place on board and ashore."

SYSTEM MANAGES MULTIPLE TANKS Oceanic Systems (UK)'s Poseidon system has been installed on Spirit Yachts' P70 motor yacht.

The Spirit P70 was designed for a motor yacht customer who requested an owner-driven yacht capable of cruising 1,000nm at an average of 18 knots across the North Sea without having to refuel.

The Poseidon system was chosen to automatically manage the multi tank fuel system to maximise the yachts range with minimum input from the owner.

This includes the automatic selection of fuel tank usage and the ability to transfer fuel automatically.

The system also monitors the engines and

SALES@MARINEWARE.COM 02380624555

22 | MARCH 2020

THE FUTURE OF AIS

Credit: Vesper Marine

NEW TZTOUCH3 MFD FROM FURUNO

transmissions with full data logging for later analysis.

“We chose Oceanic Systems' Poseidon system for the totally flexible interface that enabled us to manage our fuel system for

optimal results automatically which is exactly what it has done,” said Nigel Stuart, Spirit Yachts MD. Poseidon is an alarm, monitoring and control system that has PIN

8 The Poseidon system manages a multi tank fuel system on board the P70 motor yacht

controlled user access and user customisation capabilities.

WWW.MARINEWARE.COM For the latest news and analysis go to www.boatingbusiness.com/news101

ELECTRONICS

THREE NEW PRODUCTS FROM VEETHREE PRODUCT APPROVAL FOR ANTENNA Mobile satellite communication antenna systems company Intellian, has received product approval from Inmarsat for its new GX100NX antenna.

The antenna supports 2.5GHz Ka wideband networks and is supplied with a 5W BUC as standard, with the option to upgrade to a high-power 10W unit.

Sea trials have shown the advances over previous Intellian's GX100 models, with faster satellite acquisition and a 1dB (25%) signal increase.

“We designed our NX series to bring cutting-edge performance to our customers, both now and into the future,” said Eric Sung, Intellian CEO. IDEALLY SUITED “Inmarsat's rapid network expansion, both in terms of coverage and bandwidth, gives us the opportunity to demonstrate that the GX100NX is ideally suited to do just that.”

Intellian NX antennas including the GX100NX feature a single cable design, along with new AptusNX software to enable fast commissioning and maintenance.

The antennas have a modular design allowing for spare parts to be used across the range.

The Ka-band GX network of satellites from mobile satellite communications company Inmarsat, will be increased over the next four years from four to 12 in response to increasing user demand for high speed data services, including hard-to- reach Arctic regions.

Marine electronics manufacturer Veethree Technologies has launched three new products for the marine market - including two additions to its range of CAN displays.

The R Series display provides a drop in digital replacement to 3in analogue gauges. It is a round edge-toedge touch screen display, capable of swipe actions to change screen views.

Screens can be adapted to suit different aesthetic demands and an 'off the shelf' option is also available with engine monitoring software preinstalled.

Veethree's T7i. has a hi-resolution 7in colour touch-screen in a slimline housing, sealed to meet IP standards 66 (front) and 67 (rear).

Veethree's third new product is its VeeConnect digital power management system, developed for small craft.

It is capable of switching 12 channels up to 20 amps each and supporting pulse width modulation (PWM) signals for lighting.

“We are seeing a lot of interest in the NMEA 2000 R3 display which can take the place of analogue gauges to

modernise consoles and bridges for today's connected world,” said marketing manager James Cope.

“These products have been specifically created for the marine market where boatbuilders and

8 The VeeConnect is a new digital power management system for small craft

end-users demand aesthetically pleasing designs that are robust and ready to withstand the demands of marine applications.”

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MARCH 2020 | 23

PROFILE

JAMES HEWITT OCEAN SIGNAL MD

Having progressed from a childhood sailing dinghies to the excitement of big boat racing at international regattas including the Fastnet, it's hardly surprising James Hewitt was drawn to a career in the marine industry.

“I studied product design at Bournemouth University,” he explains. “But like so many people, I didn't quite know what it was I wanted to do.

So, I went sailing for a few months and during that time realised how interesting it would be to work in an industry I loved.”

Currently MD of Ocean Signal and United Moulders, James' CV shows more than 20 years of work but just one previous employer, Tacktick.

His first break came with that firm after he set about writing speculative letters to companies advertising in Yachts and Yachting.

“I got a phone call from Clive Johnson at Tacktick and went over to see them at Emsworth. And even though there was no particular job opening, they must have seen some potential in me and offered me work.”

DIGITAL COMPASS Tacktick had just launched the first solar-powered digital compass and was still a fledgling company, having been established by brothers Clive and Mark Johnson in 1998.

James started at the bottom packing boxes, but, with direction from Clive, his role evolved into a sales position which he found suited him because of his passion for the product.

“I learned a huge amount from Clive, he's an incredibly hard worker and a real entrepreneurial type.”

Twelve years later, he received a call from a friend he had sailed with in Antigua, James Flynn, who, along with

24 | MARCH 2020

Alan Wrigley, were the founders of Navico.

Simrad had bought Navico and was using a Margate facility to develop their products. On hearing this site was to close, James Flynn and Alan Wrigley saw the opportunity to use it to start up Ocean Signal.

HUGELY EXCITING Hired as sales and marketing manager, James set about establishing an impressive global distribution network, aided by existing contacts from his former role. James says it was 'hugely exciting' to join Ocean Signal at that time.

The first three products, an EPIRB, SART and GMDSS VHF, were all equipment mandated in the commercial world, says James, “and we started to get some good traction with those”.

But it was the launch of Ocean Signal's rescueME PLB1 that really changed things. “It was and still is the world's smallest personal locator beacon and that really put Ocean Signal on the map.”

In 2015, the firm was acquired by ACR Electronics.

UML, which produces lifejacket inflation systems and lights, was added to the group in 2017.

LIVES SAVED James credits much of Ocean Signal's success to the R&D team which has developed high-quality new products year on year that prove popular with customers as the smallest or best performing available.

8 James continues to sail with his two sons Henry and William

A huge amount of effort, knowledge and practical experience goes into ensuring that market leading technology, innovation and design are combined in every product.

Many of the staff spend a lot of time on the water or out on mountains and understand first-hand the importance of Ocean Signal's products. “We have saved hundreds of lives and we're very proud of that.”

James continues to sail with his two sons, Henry and William, in a 14ft Yachting World dayboat and a Salcombe Yawl.

During a decade working in the safety-at-sea sector, he says he has seen a significant improvement in safety awareness and responsibility.

“In particular the RNLI, but also the RYA and RORC, have done a really good job and the message is really starting to resonate with people and it's great to see.”

TIGHT BUDGET Talking of lessons learnt, James says: “I think anyone working in a small business with a tight budget really learns to get the best value from what you have. Clive Johnson taught me to think of it as your own money and question whether it's going to make the difference.

"That really resonated and it has stuck with me. You learn to think outside the box as well, there are always different ways of doing things.

The importance of having good people is also crucial and I have been lucky to have worked with some talented and committed colleagues in both companies I have been involved with.”

He adds: “Never underestimate the power of a good distributor. They're hugely important as you start up, as you're relying on their expertise and knowledge of their own market to really push and develop your product and brand. At Ocean Signal we've been really lucky to pair up with some of the best in the business and that has made a huge difference to our success.”

8 James learnt to sail at an early age and now sails with his sons

For the latest news and analysis go to www.boatingbusiness.com/news101

PEOPLE: MOVEMENTS

Julian Potter E-Plex

Mark Dixon Baltic Safety Products

Dr Craig Goodfellow Clean Fuel

Julian Potter has joined E-Plex as head of sales. His role in the multiplexing technology company will involve managing the company's dealer network, overseeing new product introduction and identifying and securing new business opportunities.

He will work internationally across the company's marine and vehicle markets, supporting the business's worldwide dealer base and expanding the company's distribution routes and sales. He joins E-Plex from Carling Technologies where he was sales manager EMEA marine systems.

“Julian brings with him a fantastic breath of knowledge of the E-Plex system which will contribute tremendously to our growth plans over the next few years,” said E-Plex MD Paul Holland. “We are delighted to have him as part of the team.”

Baltic Safety Products has appointed Mark Dixon as sales manager. Based out of the UK office Mark will be looking after existing accounts across the world.

“Baltic are leaders in their field with world class products for both leisure and commercial sectors,” he said. “I'm looking forward to working with the UK team and distributors in the many countries where Baltic products are sold.”

Ian Clark, head of business for Baltic UK, added: “We are pleased to welcome Mark to the team here in the UK, his industry experience will help strengthen and enhance Baltic as we support our UK and Worldwide distributors and retailers.”

Mark has more than 25 years experience in the marine industry.

Dr Craig Goodfellow has joined the board of Clean Fuel as chief technical officer to lead the company's programme of research and testing including third-party trials.

One of these will see hydro diesel used onboard Excalibur, Team Britannian's boat that will be used to try and break the round the world powerboat record.

Dr Goodfellow is a Fellow of The Royal Society of Chemistry, a chartered chemist and scientist. He joins Clean Fuel from Coryton Advanced Fuels.

“A better understanding of the pollution and environmental impacts of shipping and the power generation sectors, coupled with stricter rules on pollution means we are all hunting for solutions,” he said. “That answer for a number of applications could well be emulsification.”

SALES@MARINEWARE.COM 02380624555

Kevin Lench Dometic UK Blind Systems

Dr John Reid Brunswick Corporation

Veethree Technologies Jon Newman

Veethree Technologies Laurence Jenkins

Dometic UK Blind Systems has appointed Kevin Lench as MD. Kevin has more than 25 years' experience in senior leadership positions, most recently as MD of RadioDetection, part of SPX corporate.

He succeeds Justine Heeley and will work to further drive, develop and enhance Dometic Blinds' positioning within its operating markets.

“I'm thrilled to have Kevin enter this role at Dometic Blinds and am positive that he will help drive the growth and expansion of this already well-established organisation,” said Julien Lefeuvre, head of marine OEM EMEA, Dometic.

“I look forward to seeing his impact within the company, creating a profitable and productive future.”

Brunswick Corporation has appointed Dr John Reid as its vice president Enterprise Technologies.

Dr Reid will be based in the company's Mettawa, IL HQ and will report to Brunswick CEO David Foulkes.

Dr Reid brings to Brunswick more than 30 years of technology leadership experience most recently serving as director, enterprise product innovation and technology and technical fellow at Deere & Company.

“As a long-time boater, I'm excited about the opportunity to help advance Brunswick's product and technology leadership,” he said.

Veethree Technologies has appointed Jon Newman as business development manager and Laurence Jenkins as business development executive.

Jon comes from a background of electronics and software and joins the team with almost a quarter-century of sales experience. Laurence joins with five years of sales of experience in the technology sector.

“We are delighted to welcome Jon and Laurence to our team at an exciting time for our business and off the back of an outstanding 2019 in which we saw a 28% increase in turnover,” said Neil Campbell, general manager at Veethree Technologies.

“With them on board, we will continue to work towards further expansion and business development goals, with plans for the coming year including new staff, new customers and business growth and bringing to market yet more innovative products and potentially new and improved premises as well.”

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MARCH 2020 | 25

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