PASSION #1 2017

PALFINGER MARINE MAGAZINE

PALFINGER + HARDING

THE GAME CHANGER NO SUDDEN MOVEMENTS With our new 3D-compensated cranes

FROM DESIGN TO DEMOLITION PALFINGER MARINE services you

ONE-STOP-SHOP SUPPLIER First contract signed

No 1/17

CONT ENT

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COVER STORY

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MIL EST ONES

THE GAME CHANGER

WE’VE MADE HISTORY

With Harding on board, the new PALFINGER MARINE has evolved into a top supplier for deck equipment, lifesaving equipment and services.

For more than 80 years, we have been working continuously to improve our products in terms of quality, to make them safer, stronger and more flexible.

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LIFECYCLE SERVICES

ONE-STOP-SHOP

FROM DESIGN TO DEMOLITION

FIRST CONTRACT SIGNED

“Lifecycle services means that we don’t only come when you call for a repair.

We are always there, taking responsibility for our products throughout their entire lifespan”, says Arnout IJzermans, PALFINGER MARINE’s Service Director.

PALFINGER MARINE wins contract for the delivery of both cranes and lifesaving equipment to Tersan Shipyard.

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INNOVATIONS

PALFINGER BLADE ACCESS The innovative solution for safe inspection and effective repair of wind turbine blades both on- and offshore.

20 Extending the brand 21 A new and fresh look 22 First offices merged 23 Exhibition calendar

01'17 PASSION ISSUE 01’17

PALFINGERMARINE.COM

CREDITS AND DISCLAIMER: Owner, editor, publisher: Palfinger Marine GmbH, F.-W.-Scherer-Strasse 24, 5020 Salzburg, Austria, Tel.: +43 662 4684 0, www.palfingermarine.com | Marketing: Christina Zopf, Claudia Rendl | INFORMATION FOR CUSTOMERS AND PARTNERS OF PALFINGER | Photos: Palfinger Marine GmbH and Harding Safety AS | Design and production: Zpirit | Disclaimer: All information has been carefully researched and compiled. The authors and editors assume no liability for the correctness and completeness of the content or for any interim amendments.

The content may be reproduced or processed electronically only with the permission of the editor. | PASSION is available in English. Subject to printing and typesetting errors. As of December 2016.

WELCOME TO OUR PASSION

We are proud to speak together in this magazine for the first time. 2016 has been an exceptionally exciting year for PALFINGER MARINE and Harding Safety. We merged two companies into one and by doing so, our range of products has increased, our number of colleagues has grown, and our service outreach has expanded.

The joining of these two companies is truly a game changer in the maritime industry that we very much look forward to further introduce you to in greater detail. Becoming one complete supplier for deck equipment has been PALFINGER MARINE’s goal for quite some time. With the acquisition and integration of Harding into PALFINGER MARINE, we have achieved this goal and in our cover story, it becomes clear that this is not the end.

Our wide product offering enables our customers to acquire cranes, lifting and handling equipment, life- and rescue boats as well as fenders, winches and even daughter crafts and workboats from the very same supplier.

By merging our two companies, we aim to make life easier for our customers. We have already seen some good examples of this, where we sold a mix of products from PALFINGER MARINE and Harding to the same project.

Naturally we are fully aware that we are starting our new set-up in a volatile market, but we believe that by putting our customers’ needs first, we will be successful. Our ambitions are high, but our offering is unique all the way from our product range to our service outreach. Backed up by our strong brand name and highly motivated colleagues, we are certain to succeed.

We hope that you will enjoy reading our magazine about the ever-growing PALFINGER MARINE family, and we look forward to seeing you around.

Best regards,

Karl Oberreiter

Styrk Bekkenes

Managing Director PALFINGER MARINE

Managing Director PALFINGER MARINE

3 EDIT ORI A L

Karl Oberreiter and Styrk Bekkenes

COV ER ST ORY

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THE GAME CHANGER

PALFINGER MARINE EMERGES AS A TOTAL DECK EQUIPMENT SUPPLIER

We join Herbert Ortner, Karl Oberreiter and Styrk Bekkenes in PALFINGER headquarters. Outside, the autumn leaves are falling over the city that was Mozart’s birthplace. Inside, the guys are bubbling with enthusiasm and there’s almost a feeling of spring in the air. No wonder, as the joint force of PALFINGER and Harding signals a fresh new beginning for PALFINGER MARINE – enabling the company to change the game significantly.

“EXCITING TIMES LIE AHEAD”, HERBERT ORTNER, KARL OBERREITER AND STYRK BEKKENES AGREE. PASSION MET UP WITH THE PALFINGER CEO AND THE TWO MANAGING DIRECTORS OF PALFINGER MARINE IN SALZBURG FOR A CHAT ABOUT THE PAST, THE PRESENT AND THE FUTURE.

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THE GLOBAL LEADER “With Harding on board, the new PALFINGER MARINE has evolved into a top supplier for deck equipment, lifesaving equipment and services. We have become one of the global leaders for lifesaving equipment and have assumed a leading market position for deck equipment”, the director-duo, Styrk and Karl, proudly state – with equally big smiles on their faces.

They go on explaining how PALFINGER MARINE now operates in all major maritime segments, including Offshore, Marine, Navy and Coast Guard, Cruise and Wind, offering customers both standardised and customised cranes, lifesaving equipment, winches and handling equipment.

The addition of Harding’s extensive global service network also enables PALFINGER MARINE to offer lifecycle services to a large installed base. Today, the company has 33 wholly owned sales and service hubs in 19 countries in Europe, Asia, the Americas, the Middle East and Africa. In other words: A truly global enterprise.

PALFINGER’S EVOLUTION LEADS BACK TO THE WATER The greatest step of evolution led from water to the land.

PALFINGER’s greatest step leads the company back to the water.

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From left: Karl Oberreiter, Herbert Ortner and Styrk Bekkenes

PRODUCT-WISE, WE ARE ALREADY VERY HAPPY WITH OUR SETUP. Herbert Ortner, CEO PALFINGER AG

COV ER ST ORY

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“More than two-thirds of our earth’s surface consists of sea – the source of all life and the economic space of the future. It has large growth opportunities, which are only waiting to be developed”, Herbert reflects.

IN THE LAST 15 YEARS PALFINGER HAS ACQUIRED OVER 25 COMPANIES AND MADE SIX JOINT VENTURES TO EXPAND THE PRODUCT PORTFOLIO AND THE GEOGRAPHICAL FOOTPRINT.

Already a leading manufacturer of lifting and handling solutions for activities on land, the PALFINGER Group has been working very intensely over the last six years to build up the marine segment as a second strategic mainstay.

“One big advantage of these two segments is that the diverse LAND and SEA branches and joint portfolio are less prone to market fluctuations. Furthermore, the marine business has a different economic cycle compared to the LAND products. Both segments share the same core competence of lifting, loading and handling, the same technology. Another benefit lies in the many synergies in the production and engineering processes. Expansion rates and new market opportunities make the marine business a very interesting and promising field”, Karl elaborates.

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SUSTAINABLE DEVELOPMENT In the last 15 years PALFINGER has acquired over 25 companies and made six joint ventures to expand the product portfolio and the geographical footprint. The path of growth has always been chosen with good care, adding companies that not only fit into the strategic plan and whose products are convincing – but also are in line with the PALFINGER culture.

“The Palfinger family as a main shareholder allows us to have security. As a result, we are able to develop the PALFINGER Group in a truly sustainable manner and are not exposed to the volatility of the capital market in such a way that we would be forced to make short-term changes in the pursuit of our corporate strategy”, PALFINGER CEO Herbert explains.

“I have now been with PALFINGER for almost 25 years, and to be part of this process of our marine business is most exciting. In 1992, PALFINGER developed the first marine crane. In 2016, PALFINGER’s marine business is developing into the company’s second main pillar”, Karl adds.

GETTING IN LINE Harding is the biggest acquisition in the PALFINGER history so far. This also means a new dimension of integration, since the PALFINGER MARINE segment is about the same size as Harding. Overlaps are kept within limits, which makes the process a lot smoother. A new organizational structure has been set in place and people all over the PALFINGER MARINE world are working hard to align processes. Office mergers have already started, and training programs are being put in place in order to build up know-how and meet the customers’ expectations.

“We are well aware that the market and our customers are not waiting for us to finish the integration process.

PALFINGER MARINE WORLDWIDE

100 % GLOBAL COVERAGE

24/7 AVAIBILITY HOTLINE +43 662 4684 82128

1900 EMPLOYEES

33 OFFICES 12 PRODUCTION SITES

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33 fully owned Sales and Service stations in 19 countries, backed up by a huge partner network around the globe

From day one we kept the customer need in focus throughout all departments. In tough markets as ours still is, the only way is to put the customer in the centre of all efforts”, Styrk – the former Harding CEO – emphasizes.

“TOP THREE IN FIVE TO TEN YEARS” The trio says that PALFINGER’s strategy for the SEA segment is to continue focusing on the oil and gas crisis market, which is stagnating in the short- and mediumterm, but continues to be an important growth market in the medium- to long-term. The group plans further expansion of the good position in the worldwidegrowth market of fisheries in areas like Norway, Chile, northwest US and Japan, as well as further expansion of the successful activities in the Navy and Coast Guard market segment. Offshore wind, as a re-established niche market in which PALFINGER MARINE was able to establish a leading position, will continue to play a vital role. PALFINGER also wants to strengthen its position in the merchant segment, represented by tankers, container and bulk carriers, and to use the already strong position in the growth market of cruise shipyards.

“Product-wise, we are already very happy with our setup. We are working on the completion of our existing product portfolio. However, there are also a few products still missing, which should be added to our portfolio eventually. Market-wise, we are directing the attention to our geographic footprint. In Europe, we already have a very strong setup. Hence we are focusing especially hard on the Asian market – towards which the marine sector is orienting”, Herbert elaborates.

“It should take us five to ten years to become one of the global top three players in the marine segment. Today, we are among the top ten medium-sized players with a turnover of about 300 million euros. The big ones have currently a turnover of about one billion. In a few years, however, this will look different. The consolidation will continue here as well”, Styrk and Karl stated – before the trio headed back to take care of business.

WE ARE WELL AWARE THAT THE MARKET AND OUR CUSTOMERS ARE NOT WAITING FOR US TO FINISH THE INTEGRATION PROCESS. FROM DAY ONE WE KEPT THE CUSTOMER NEEDS IN FOCUS THROUGHOUT ALL DEPARTMENTS. Styrk Bekkenes, Managing Director PALFINGER MARINE

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WE MADE HISTORY Driven by their passion for permanent enhancement, innovation has always been a strategic key success factor for both companies. Setting benchmarks in their industries assured their position as global market leaders. Longstanding knowledge of their products, their markets, their customers and the trust in their employees has helped them to overcome changes and challenges throughout the years.

Farsightedness and the courage to go down unconventional paths, a pioneering spirit and a willingness to take risks, visions, commitment to the achievement of goals and proximity to the customer made PALFINGER what it is today.

Over 25 acquisitions, six joint ventures, numerous patents and a wide range of best in class lifting solutions on land and at sea worldwide characterize the development of the small fitter’s workshop into a global player and expert in the industry. With these strong roots, PALFINGER MARINE will continue to grow, both organically as well as inorganically through acquisitions, with the strategic goal of becoming one of the top three players for deck equipment in the maritime field.

9 CONTENT STORY

FOR MORE THAN 80 YEARS, WE HAVE BEEN WORKING CONTINUOUSLY TO IMPROVE OUR PRODUCTS IN TERMS OF QUALITY, TO MAKE THEM SAFER, STRONGER AND MORE FLEXIBLE.

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1959 After developing various special agricultural devices, PALFINGER constructed its first crane.

1932

Richard Palfinger established a metal­working and repair workshop for agricultural trailers, tippers and vehicle bodies.

1928

A.P. Schat patented the first skates to launch a lifeboat from a listing ship. Schat Davits became the world leader in its field.

1945

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The founders of Harding began building lifeboats in Norway.

1992

First marine crane was built.

1988 EPSILON Timber and Recycling Cranes expanded the company’s portfolio.

1974

Harding invented and launched the first freefall skid lifeboat in GRP.

1981

Harding invented and launched the first vertical freefall drop lifeboat.

1992 PALFINGER RAILWAY solutions are used for the first time.

1996 Introduction of the first hook lifts.

1998 Market launch of the truck mounted forklift.

1999 PALFINGER launched its IPO in June.

2001 Tail lifts are added to the constantly growing product portfolio.

2002

Schat-Harding introduces the revolutionary KISS concept. Keep It Safe and Simple.

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2014 PALFINGER AG achieves a turnover over 1 billion for the first time.

2010

2003 Access platforms made by PALFINGER are launched on the market.

2004

First wind crane was delivered.

Acquisition of Ned-Deck Marine and Acquisition of Fast RSQ, manufacturer of davit systems and boats.

2012

Acquisition of Bergen Group Dreggen, a renowned producer of marine and offshore cranes.

2012 The joint venture with SANY, the leading Chinese construction machine manufacturer.

2013 Rope Access Professionals are added to the product portfolio.

2015

2016

Acquisition of Norwegian Deck Machinery (NDM), Acquisition of Harding Safety AS, a manufacturer of one of the leading suppliers special winches, lifting of lifesaving equipment and and handling equipment lifecycle services for maritime for the marine and installations and ships. offshore industry.

AND THE STORY GOES ON ...

2009

The totally enclosed davit system was released on the market and became an instant success.

2013

Both Schat Harding and Noreq acquired by Herkules Capital and merged as Harding Safety AS.

EXPERTISE AND KNOW-HOW DON’T GROW OVERNIGHT. PALFINGER AND HARDING ARE BOTH COMPANIES THAT BUNDLE YEARS OF EXPERIENCE IN THEIR FIELDS.

Johann Gnasmüller

INNOVATIONS

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THE PALFINGER BLADE ACCESS (PBA)

MAINTENANCE MADE EASY As wind turbines get bigger and bigger, the rotor blades grow in proportion and have to deal with increasing circumferential speeds – up to 350 km/h. This results in a severe wear and tear on the outer third of the blades.

THE NEWLY INTRODUCED PALFINGER BLADE ACCESS (PBA) IS AN INNOVATIVE SOLUTION FOR SAFE INSPECTION AND EFFECTIVE REPAIR OF WIND TURBINE BLADES BOTH ON- AND OFFSHORE.

“Lack of preventive maintenance can lead to production loss and is potentially costly, but the conventional maintenance methods are complex, time consuming and very weather dependent. Our PBA is a fast, weather-proof solution that makes blade maintenance far more efficient for our customers ”, says Johann Gnasmüller, Teamleader of R&D Wind Cranes, PALFINGER MARINE.

BLADE-GUIDED BASKET DESIGN The PBA concept combines the PALFINGER MARINE nacelle crane PK 40002 M with a workman basket especially developed in close cooperation with PP Techniq as a partner. The basket has space for two technicians and their tools. With the nacelle crane, the basket is efficiently lifted into operation and attached to the blade. It can be easily stored on-site at the ground base.

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“The biggest challenge is to fit the crane into the nacelle.

The compactness of our foldable knuckle boom cranes helps a lot”, Johann points out.

The DNV GL certified PBA solution offers a considerable improvement in terms of safety during maintenance work on rotor blades high above the ground, and the workman basket provides a safe and stable working zone for the service engineers. Due to the blade-guided design, which has been successfully patented, the PBA basket follows the contours of the blade and remains at the same distance to the blade at all times. The service engineers in the

basket are conveyed up and down the blade in a stable and predictable manner, while having direct access to electricity and enough space to use their maintenance tools effectively.

FIRST ORDER FINALISED Transport and setup can be handled faster, and the normally time-intensive handling of equipment is minimised.

All of these improvements allow the service teams more effective working hours on the blade – even in bad weather.

The first order for the delivery of a comprehensive PBA solution package to Senvion GmbH has already been finalised. Senvion will use the PALFINGER BLADE ACCESS solutions in the Thornton Bank I, II and III wind farms in the southern North Sea in Belgium.

The product presentation of the PBA at the WindEnergy 2016 show in Hamburg was a big success. Visitors and customers were able to examine the displayed workman basket and engage in conversations with our experts.

The PALFINGER BLADE ACCESS

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3D-COMPENSATED CRANE

NO SUDDEN MOVEMENTS The combination of vertical, longitudinal and transversal movements is always a challenge for transfer, lifting and landing of goods out in the open water on offshore wind farms.

PALFINGER MARINE’S NEW 3D-COMPENSATED CRANES INCREASE OPERATIONAL SAFETY AND EASE TRANSFER, LIFTING AND LANDING.

KEEPS THE LOAD STEADY

USER-FRIENDLY

To solve this challenge, PALFINGER MARINE has developed a new modular, 3D-compensation unit for increased vessel operability. This enables smaller and more cost-effective vessels to be used in harsher weather conditions.

The low weight of the 3D-compensation module gives an advantage, as the unit has less influence on the ship stabilising system and requires less power.

The 3D-compensation increases operational safety and eases transfer, lifting and landing. Because the 3D-compensation keeps the load steady in the vertical direction and the boom tip steady in the horizontal direction, the cargo can be positioned on the wind turbine, substation or installation in spite of movements of the vessel due to waves and currents.

The unit has a very high performance with high accuracy due to the state of the art combination of developed software and the tailor-made MRU component located on the unit itself.

The 3D-compensation module is designed for mounting on PALFINGER MARINE offshore cranes, including knuckle boom cranes, telescopic cranes or stiff boom cranes, and on board vessels that transfer

Jan Silgjerd

goods to and from wind mills or other fixed installations. It can be detached and parked in a separate cradle, allowing the crane to be used as a standard offshore crane.

PALFINGER MARINE has put considerable effort into making more user-friendly interfaces (HMI) ranging from the operator cabin display to the radio remote controllers used for smaller cranes.

“The conventional solutions previously delivered on the market have been heavy, very expensive and have required a lot of power. To offer our customers a more satisfying solution, we knew that it was essential for the new unit to be light, modularly applicable to any sort of crane, and easily taken on and off. Our 3D-compensated cranes meet those requirements precisely and will be an advantage for our customers”, says Jan Silgjerd, Sales Director, Product Division Cranes.

LIF ECYCL E SERV ICES

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FROM DESIGN TO DEMOLITION

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“LIFECYCLE SERVICES MEANS THAT WE DON’T ONLY COME WHEN YOU CALL FOR A REPAIR. WE ARE ALWAYS THERE, TAKING RESPONSIBILITY FOR OUR PRODUCTS THROUGHOUT THEIR ENTIRE LIFESPAN”, SAYS ARNOUT IJZERMANS, PALFINGER MARINE’S SERVICE DIRECTOR.

SERVICES FOR EVERY STEP OF THE JOURNEY

Arnout IJzermans (right) with Sales Manager Kim Richardsen.

Through the acquisition of Harding, the PALFINGER MARINE service network has grown into the largest in the industry – comprising not only 33 fully owned service stations in 19 countries, but also a huge network of service partners around the globe.

“For our clients, the new and enlarged PALFINGER MARINE service division basically means that you get access to a much larger network – with less hassle and layers between the task at hand and the execution thereof. The service division offers complete and tailor-made service packages for our entire product range, as well as third party equipment. Due to our enlarged footprint, we are now also able to take on larger upgrading and refurbishing projects”, Arnout IJzermans, PALFINGER MARINE's Service Director, sums up.

FROM CRADLE TO GRAVE The service division has adopted, and is in the process of implementing, a philosophy of “Lifecycle Services”. This is a continuation and further development of the all-inclusive “Harding 360” maintenance program.

“Lifecycle Services means that we take care of our products from design to demolition. It also means that we don’t only come when you call for a repair. We are always there, taking responsibility for our products throughout their entire lifespan. As our client, you no longer have to worry about individual maintenance schemes and requirements for each PALFINGER MARINE product, as we offer a total solution. With this approach, we are more accountable and able to extend longer warranties for our products. All this

contributes to safeguarding crews and investments for the long journey ahead”, Arnout explains.

A ONE-STOP-SERVICE-SHOP The energetic Dutchman, now residing in Norway, highlights clear advantages for the customers with the new PALFINGER MARINE services setup and philosophy: “In essence, you get a one-stop-shop for services on all PALFINGER MARINE equipment, where we serve our customers locally and execute globally. That means one contract, one point of contact and one invoice. You can also enjoy a more uniform and transparent pricing, and the advantage of having a continuation of high quality services from one provider – regardless of where in the world or when you need them. With our fleet service agreements, we can even manage and ensure regulatory compliance and operational readiness of all of your deck equipment, allowing you to focus on core business instead of worrying about deadlines for upcoming inspections.”

In total, some 350 highly qualified PALFINGER MARINE service engineers are now ready to assist customers with scheduled and unscheduled service and maintenance assignments – around the clock and around the globe.

“In addition, the field personnel are backed by the product experts in our product divisions – who are highly integrated in our operations. Not that the service engineers often need such assistance!” Arnout praises enthusiastically.

LIF ECYCL E SERV ICES

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Walter Bliem

LIF ECYCL E SERV ICES

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SUPPORTING OUR CLIENTS STARTS AT DELIVERY ”The main benefit of using PALFINGER MARINE as a service partner is the detailed knowledge that we have of our products as the original equipment manufacturer”, says Walter Bliem – who has been working for PALFINGER MARINE for more than 20 years.

As Teamleader Service Experts for Austria, Slovenia and Netherlands in the Product Division Cranes, Walter and his department colleagues in Salzburg constitute the first stage of the Lifecycle Services for cranes. ”Supporting our clients starts at delivery. Our primary task is to take responsibility for our marine and wind cranes during the warranty period, offering installation supervision, commissioning, product training and expert service support”, Walter explains.

With in-depth technical knowledge, combined with easy access to every tiny bit of information and documentation available for every product, the product experts in After Sales also remain a vital resource throughout a marine crane’s lifetime.

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“When the warranty period has ended, our product experts use their knowledge to support PALFINGER MARINE’s own service engineers at work worldwide, our many dealers and service partners, as well as our customers”, Walter elaborates – adding that much of the technical information is made easily accessible for service engineers and partners through the company’s own online database – PALIPEDIA. Although PALFINGER MARINE cranes are designed to need little maintenance, even allowing operators to perform basic tasks easily, a certain amount of care is still required.

“Following the maintenance instructions and intervals is essential for the lifetime of these products. With proper care, a marine and wind crane can work for 25 years and stay in good condition. Without proper care, it can deteriorate in as little as five years ”, Walter says.

THE WORLD IS OUR WORKSHOP Pre-inspection on board the rig in India. Projecting and engineering in Norway. Execution of the major service assignment at a yard in Las Palmas, Gran Canarias, with back office support from Norway. These are the highlights of a major ongoing PALFINGER MARINE offshore crane service project. For Teamleader Service Experts for Norway and Poland in the Product Division Cranes, Terje Abrahamsen and his crew, it’s “just another day at the office”.

“The entire world is our workshop. Our customers decide where they want the job done, and we go there. 24 hours a day”, the Norwegian smiles.

Most of the offshore crane servicing is usually performed in port, but PALFINGER MARINE’s service engineers are no strangers to travelling offshore. And having arrived on board a rig or a vessel, efficiency is the key.

Terje Abrahamsen

“Get the job done properly, without any delay; that’s our main target. Our work shall never be the cause of unnecessary downtime for our clients”, Terje states.

Today’s offshore cranes can not only be huge in size; they have also evolved into very complex structures. This means that a typical service job can involve advanced electronics, electrical systems, control systems, safety systems, as well as mechanical and hydraulic work.

“Given this complexity, and the harsh offshore environments in which these cranes operate, service and maintenance is the key to ensuring operational readiness and safety throughout the lifetime of an offshore crane”, Terje emphasizes.

LIF ECYCL E SERV ICES

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ONE- ST OP- SHOP SUPPLIER

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The two fishing vessels Argos Georgia and Nordic Prince will be equipped with lifesaving equipment and cranes from PALFINGER MARINE.

JOINING FORCES

FIRST ONE-STOP-SHOP CONTRACT SIGNED

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PALFINGER MARINE IS AWARDED

built for Esvagt. This package In November, PALFINGER MARINE A CONTRACT TO DELIVER BOTH consists of cranes, winches and and Harding Safety signed a contract to provide deck equipment and cranes CRANES AND LIFESAVING EQUIPMENT offshore equipment, and delivery is scheduled for 2017. The Cemre for two fishing vessels being built TO TERSAN SHIPYARD. contract also underpins our long-term

by Tersan Shipyard. Each vessel will strategy of being the total deck be equipped with two knuckle boom cranes, one A-frame fast rescue boat davit the acquisition of Harding, we are now able supplier to the marine and offshore and one fast rescue boat. Harding Safety will to offer PALFINGER MARINE davits and industry. supply the fast rescue boats. The equipment Harding boats as a single package to this package will be delivered to Tersan Shipyard customer”, says Marco Destro, Area Sales Durmus Gencer, Project Manager at Cemre, explains why Cemre Shipyard in June and July 2017.

Manager at PALFINGER MARINE. chose PALFINGER MARINE as the supplier: Tersan Shipyard is already a highly-valued “At the beginning of the project, it was NEW OPPORTUNITIES FOR OUR CUSTOMERS customer for cranes, and Marsis has really absolutely obvious that PALFINGER The contract represents the first result opened doors for PALFINGER MARINE in MARINE had been working for this order of the PALFINGER MARINE and Harding the Turkish maritime industry. for many months, and this effort puts the strategy of joining forces and becoming a company ahead of other suppliers. This one-stop-shop supplier for deck equipment. “Being able to offer our customers even makes it easier for the shipyard to choose “Purchasing equipment from a single more value as a supplier of complete deck flawless equipment correctly. PALFINGER source creates new opportunities for our equipment systems makes us proud”, says MARINE’s experience and commitment to customers. Offering complete packages Sebastian Wimmer, Sales Manager for finding solutions for unexpected problems of deck and lifesaving equipment will save Cranes. gave us the confidence to carry out our time, resources and service visits for our work accordingly.” clients”, Bjørn Sturle Hillestad, Global Sales Director at PALFINGER MARINE, MAJOR DELIVERY TO CEMRE SHIPYARD The package was a perfect fit to Cemre Earlier this fall, PALFINGER MARINE Shipyard’s order requirements, which highlights.

The cranes were sold by Marsis, PALFINGER proudly announced the signing of a major were pre-negotiated in terms of prices, contract with another Turkish shipbuilder, documentation, technical support, on-time MARINE's long-time partner in Turkey.

Cemre Shipyard, for the supply of an delivery of equipment as well as after sales “Tersan Shipyard has been a customer for extensive deck equipment package to a relations. our cranes and davits for a long time. With Havyard 832 multipurpose vessel being

CUSTOMER RESEARCH

GREAT INTEREST IN THE ONE-STOP-SHOP

WE ARE HAPPY TO WORK WITH PALFINGER MARINE AND WE HOPE THAT THIS RELATIONSHIP WILL GROW EVEN STRONGER. Durmus Gencer, Project Manager at Cemre

SCOPE OF SUPPLY, TERSAN CRANES 4 x knuckle boom cranes 2 x A-frame fast rescue boat davits

2 x fast rescue boats

SCOPE OF SUPPLY, CEMRE CRANES

“Interviews with 25 existing and potential customers indicate great interest in our ability to be a one-stop-shop supplier of both deck equipment and services. Many of the customers point out that their sourcing process can be significantly reduced and equipment uptime improved by having one single supplier delivering lifecycle solutions versus having several different suppliers”, says Krisztina Horvath, former Head of Business Development at Harding.

OEMS WITH STRONG SERVICES PREFERRED The interview sessions, which were conducted without naming PALFINGER MARINE as the principal for the research, indicate that suppliers with a broad offering are seen as unique and preferred among the customers.

Reduced sourcing complexity is perceived as the main customer benefit from bundling different equipment types.

“We seek to source different equipment types from the same supplier in order to reduce complexity. There is no reason why we would not buy LSE and cranes as a bundle”, a procurement manager at a large shipyard told the interviewers.

“A bundle of simple deck equipment and LSE would be preferable. It could be cost-saving and reduce complexity”, a construction manager for an offshore company highlighted.

The customer observations show preferences for OEMs with strong service capabilities, particularly among ship and rig owners. The interviewees also see clear life cycle benefits of having fewer OEMs servicing deck equipment and lifesaving equipment (LSE). For some companies, a strong service network is a prerequisite for inclusion in their suppliers list.

“Our company has a strict policy of always having the OEM service our gantry cranes and LSE”, a purchasing manager in a shipping company commented. “When choosing the supplier, we mainly consider the major players who are able to deliver a complete equipment and service package”, stated the construction manager of a rig company.

2 x offshore-rated cargo rail cranes 1 x foldable knuckle boom crane

WINCHES/OFFSHORE EQUIPMENT 2 x windlass winches with chain stoppers 2 x mooring winches 2 x 10 t tugger winches 3 x 30 t tugger winches 3 x 10 t capstans 1 x double-drum 60 t towing winch with spooling devices 1 x combined A-frame and stern roller (SWL 60 t and 100 t)

SHIP-OWNERS PARTICULARLY INTRIGUED According to Krisztina Horvath, ship owners showed the greatest interest in dealing with one-stop-shop suppliers.

“That’s probably because the ship owners get the greatest benefits from having a single supplier for equipment and services. However, many shipyards also see the advantages when sourcing equipment for their projects. If we look at market segments, merchant and cruise clearly show the greatest interest in one-stop-shop solutions. There is also interest within the offshore community, but due to the complexity and need for tailor-made solutions in many offshore projects, we see a slightly different purchasing pattern in this segment”, Krisztina explains.

19 ONE- ST OP- SHOP SUPPLIER

With the aim of becoming the marine industry’s one-stop-shop supplier of deck equipment and services, PALFINGER MARINE conducted a customer survey to check how the market would respond to such an offering.

E X T ENDING THE BR A ND

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CHANGING THE GAME, PIECE BY PIECE

BY PUTTING THE PIECES OF THE RIGHT BRANDS PUZZLE TOGETHER, AN EVEN STRONGER BRAND IS TAKING SHAPE: THE NEW PALFINGER MARINE.

Over the years, PALFINGER MARINE has increased its footprint in the maritime industry through organic growth and acquisitions.

Dreggen. Norwegian Deck Machinery. Ned-Deck Marine.

Fast RSQ. And last but not least, Harding Safety with its Acta and Noreq Fender companies.

All well-renowned brands in their own right, respected and chosen for their innovative, efficient and high quality products, solutions and services.

Now united in the PALFINGER MARINE family, the qualities, strengths and expertise of each brand live on and flourish.

PALFINGER MARINE is integrating the best of the brands into one company, and together a united team and an organisation with a strong passion for serving our customers with top-performance is built up.

So far, the puzzle picturing PALFINGER MARINE displays a market leader in lifesaving solutions and a leading supplier of deck equipment and handling solutions. But the picture is not yet complete.

PASSION ISSUE 01’17

“Working towards our strategy of becoming one of the top three players for deck equipment will also lead to further growth through new acquisitions. Integrating such a strong brand like Harding Safety in a short time may seem peculiar, but in a weak market, only the customer-focused companies survive. By bundling our resources and know-how, in the end we will come out with an even stronger brand and be on the forefront of the deck equipment market”, says Managing Director Karl Oberreiter.

NE W PROFIL E A ND R E-BR A DING

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CHANGING OUR PROFILE

FRESH APPEARANCE FOR A NEW MARKET LEADER Changing a logo is like changing an identity. A logo is a symbol that a company uses to express who they are. A logo is also guidance, a symbol to be proud of, a part of a company’s essence. All of these feelings come with emotions. PALFINGER MARINE challenges all of these feelings at once.

Harding will be fully integrated into PALFINGER MARINE, and PALFINGER MARINE will simultaneously switch to the PALFINGER umbrella logo. Two changes, one new logo.

IT IS OUR GOAL TO BECOME ONE OF THE TOP THREE DECK EQUIPMENT SUPPLIERS IN THE MARITIME INDUSTRY. WITH THE INTEGRATION OF HARDING SAFETY, PALFINGER MARINE IS ONE STEP CLOSER IN LINE WITH THE LEADING COMPLETE DECK EQUIPMENT SUPPLIERS IN BUSINESS.

The yellow and black logo, new for the marine field, has an over 50 year long history and represents a very well-known and strong brand. Up until now mainly connected with the PALFINGER Group's LAND segment, it stands for the most economical, reliable and innovative lifting solutions in the line of commercial vehicles, in other words LIFETIME EXCELLENCE.

But PALFINGER follows ambitious goals, especially in the marine segment. To reach these goals, it is necessary to bundle the strengths under one strong umbrella brand.

It is PALFINGER MARINE’s goal to become one of the top three deck equipment suppliers in the maritime industry.

PALFINGER MARINE emphasizes its new market position with a new and fresh appearance. The new logo matches perfectly with the steel blue main colour.

Blue distinguishes the PALFINGER MARINE world from the red PALFINGER LAND world and obviously reflects the connection to water. The new steel blue also pays tribute to our products: we are a mechanical engineering manufacturer and steel is one of the main components.

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MERGED OF FICES

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SINGAPORE & BRAZIL

NEW JOINT OFFICES ALREADY IN PLACE Since the closure of the acquisition of Harding in June 2016, post-merger integration processes have been set in place in both companies. Although the headquarters is busy working on the strategies, some of our locations have already used the opportunity to get in motion and have united the best of PALFINGER MARINE and Harding – our people.

Singapore was first out of the starting block.

It was perfect timing. The rental contract for the old PALFINGER MARINE office was expiring and the Harding office had additional space, so the solution was obvious.

On 26 August, the 15 PALFINGER MARINE colleagues joined the 48 colleagues at the Harding office. As both offices in Singapore were located in the same area, just a 15 minutes’ drive from one another, the move was swift and uncomplicated.

OUR CUSTOMERS WILL BENEFIT FROM THIS MERGER

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With a town hall meeting held by Sultan Ahmad Khan, former MD of Harding Singapore, and Franz Schnöll, Regional Director of PALFINGER MARINE Asia, the new colleagues were officially welcomed and the merger was celebrated.

“With good communication, the right attitude and the will to share and work as a team, we will overcome all internal challenges. Our customers will benefit from this merger and we are looking forward to meeting their expectations. We cannot

THE EFFORTS TO MERGE AND ALIGN HARDING AND PALFINGER MARINE ARE PICKING UP SPEED, AND THE FIRST TO PHYSICALLY JOIN FORCES WERE OUR OFFICES IN SINGAPORE AND BRAZIL. influence the external factors, but we can use this time of downturn to do our homework and focus on restructuring and building up the know-how”, says Ahmad.

“It has been great to have both teams together in one office from the very beginning. This makes communication and exchange easy and identifies synergies naturally. Next stop on the route towards one PALFINGER MARINE is the merger of the two legal entities, which should be completed by Q2 2017”, Franz comments.

Eskil Moen, Head of IT at PALFINGER MARINE, flew in from Norway to coordinate and oversee the IT processes in Singapore, since this was the first integration project between PALFINGER MARINE and Harding.

“I was impressed to see how well things worked, especially from an organizational point of view. I could see that we have a very good team in Singapore, and I am sure that the early colocation of the two entities will be nothing but good for PALFINGER MARINE”, Eskil says.

FASTER AND BETTER The Brazilian office is right on the heels of the Singapore scenario. The merger process is in progress. So far the two offices in Rio have been consolidated.

A fairly smooth endeavour, since both offices – employing around 10 people all in all – were located in the same building. The combined sales team has started making joint visits to customers, sharing market intelligence, and assigning territories to the salespersons.

Going forward, necessary organisational changes and new structures, communicated to the employees in a town hall meeting, will align and bundle the best practices of both companies. The Harding workshop and office in Macae will expand their range with PALFINGER MARINE products and trainings for the engineers and service people.

Currently four “Harding“ service technicians are also training and assisting in PALFINGER MARINE's crane assembly operations in Port Allegre.

“Our employees in the shops and in sales are eager and excited to get started. We see a lot of opportunities for growth, especially the service business not only in Brazil but throughout South America. With this merger, we can offer our customers here in South America a better and faster sales and service network and a wider variety of equipment and products”, says Gary Joseph, PALFINGER MARINE's Regional Director Americas.

MEET US EXHIBITION CALENDAR 2017

31.01.–02.02.

| PARIS, FRANCE

OSJ CONFERENCE 08.02.–09.02.

| LONDON, UK

IDEX 19.02.–23.02.

| ABU DHABI, UAE

SEATRADE CRUISE GLOBAL 13.03.–16.03.

| FORT LAUDERDALE, USA

SEA ASIA 25.04.–27.04.

| SINGAPORE

OTC 01.05.–04.05.

| HOUSTON, USA

NOR-SHIPPING 30.05.–02.06.

| OSLO, NORWAY

OFFSHORE WIND ENERGY 06.06.–08.06.

| LONDON, UK

SINCE THE CLOSURE OF THE ACQUISITION OF HARDING IN JUNE 2016, POST-MERGER INTEGRATION PROCESSES

SEAWORK 13.06.–15.06.

| SOUTHAMPTON, UK

HAVE BEEN SET IN MOTION IN BOTH COMPANIES.

PALFINGERMARINE.COM

23 E X HIBITION CA L ENDA R 2 017

EUROMARITIME

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Palfinger Marine GmbH Franz-Wolfram-Scherer Strasse 24 5020 Salzburg | Austria