1 < >MAN Diesel & TurboMichael Jeppesen22.06.2012 MAN Diesel & Turbo Michael Jeppesen Promotion Manager Sales & Customer Support Marine Low Speed GO BU-L

1< >MAN Diesel & Turbo Michael Jeppesen 22.06.2012

MAN Diesel & Turbo

Michael JeppesenPromotion Manager

Sales & Customer Support

Marine Low Speed

GO BU-L Seminar 2013

How to compete with WartsilaX62/72/92 series

DisclaimerAll data provided on the following slides is for information purposes only, explicitly non-binding and subject to changes without further notice.


GO BU-L Seminar 2013How to compete with Wartsila X-Series

1 Marketing, Engine layout, Comparisons

2 Installation aspects

3 Reference lists, market shares

4 Two newbuilding projects, a good and a bad example

5 Conclusions







5 Conclusions


Marketing, Engine Layout, ComparisonsWartsila’s promotion methods

• W has an aggressive marketing policy, and they are very active. • W is “the little brother”, so in their presentations they are making

comparisons and are constantly trying to make their products appear better than ours. They often present our products in the worst case scenario and compare it with their products in the best case scenario.

• Tolerances on performance data are generally smaller than ours.

• In earlier years B&W Diesel was “the fast follower”, now with our dominant market position, it is the other way around.

•W is still giving cash benefits and royalty free


Market, Engine Layout, ComparisonsMDT G- and S-engines, Wartsila X-engines





Wartsilaila X-72 comparison

With the new X-series Wartsila is claiming • Better fuel economy• Better fuel flexibility• Better steam capacities• More compact engines, lower weight• Less electrical aux. power requirement

MDT G70 ME-C9.2 Comparison







5 Conclusions


Installation Aspects Dimensions, Weight

06.02.2013

Engine B C D * H1 ** L *** Weight ****

X35 2264 830 5556 6850 5046 84

S35ME-B9.3 2300 831 5670 6875 4990 90

X40 2590 950 6335 7700 5750 125

S40ME-B9.3 2590 950 6480 7800 5700 131

X62 4180 1360 10050 11950 8110 377

G60ME-C9.2 4090 1500 9934 12225 8280 (395) 439

X72 4850 1580 11640 13950 9350 561

G70ME-C9.2 4760 1750 11660 14925 9350 (580) 642

RT-FLEX82T 5320 1800 12250 14750 11045 810

G80ME-C9.2 5320 1960 12790 16100 10735 (850) 945

X92 5550 1900 12750 16100 11630 1120

S90ME-C9.2 5160 1900 12720 15000 12802 1100

G95ME-C9.2 5420 2100 13700 ? ? ? B

H1

C

D

* To exh. valve ** Normal vertical lift *** Length, 6 Cyl. **** Weight in Tonnes


Installation AspectsPropeller / engine optimisation parameters

Tip clearance

Propeller

diameter

Base line

Cl. crankshaft

Overhaul height

MDT can offer complete propulsion systems MDT Alpha can offer specialist assistance with aft ship design


Fuel consumption is reduced by• Increasing the Max- and Mean effective

combustion pressures• Gas fuel operation• Engine deration• High efficiency turbochargers• Tuning methods• Slow steaming

This causes• Lower exhaust gas volume and temperature

from the main engine• Lower steam capacity

Consequence• The traditional economiser may not be able to

produce enough steam• The oil fired section must be started

The Steam Challengewith increased engine efficiency


• Installation of conventional turbocharger(s)

•Opening the EGB valve at any load

•Increasing ΔT over the economiser or lowering the steam pressure

•Utilizing the aux. engine exhaust gas in the economiser

•Installing individual aux. engine exhaust gas economisers

•Electrical heaters for steam production

•Other WHR solutions

The Steam ChallengeNew trends for solutions







5 Conclusions


Reference listsG – engines, Firm orders, February 2013

22.02.2013

Total: 99 engines

Total: 1.6 GW

No. of ships

Opt.No. of

enginesEngine Mk. Gas Ship Type Capacity Unit Owner Builder Yard Hull no.

Enginedelivery date

2 2 7 G 80 ME-C 9.2 VLCC 318000dwt ALMI Tankers S.A. Hyundai DSME DW5365/66 2013-01-282 2 6 G 80 ME-C 9.2 Container 5000Teu Thenamaris Hyundai HSHI SH616/17 2013-03-152 2 7 G 80 ME-C 9.2 VLCC 320000dwt AET Shipmanagement Doosan DSME 5382/ 5383 2013-03-042 2 6 G 80 ME-C 9.2 Container 4800Teu Evalend Hyundai Zhejiang Ouhua Shipyard OUHUA 654/655 2013-04-302 2 7 G 80 ME-C 9.2 VLCC 319000dwt Maran tankers CMD / Hyundai SWS H1231/ H1236 2013-05-14/ 06-301 1 7 G 80 ME-C 9.2 VLCC - Hitachi Universal 202 2013-08-151 1 7 G 80 ME-C 9.2 Tanker JX Shipping Hitachi IHI Marine United 3347 2013-11-291 1 7 G 80 ME-C 9.2 VLCC 320000dwt Thenamaris CMD Shanghai Jiangnan-Changxing H1200 2013-12-01

10 10 6 G 80 ME-C 9.2 Container 5000Teu ZODIAC Maritime Agencies STXDAL STX Dalian shipbuilding D-2251 ~ 60 2013-10-175 5 6 G 80 ME-C 9.2 Container 5500Teu Bernhard Schulte GmbH Hyundai Hanjin Heavy Industries P0087~91 2013-08-151 1 6 G 80 ME-C 9.2 Container 5000Teu KMTC STX STX Offshore & Shipbuilding S-3041 2014-05-104 4 6 G 80 ME-C 9.2 - Hyundai HSHI SH692 ~ 695 2013-11-102 2 6 G 70 ME-C 9.2 Tanker 158000dwt Chevron Doosan Samsung 2060/ 2061 2013-12-101 1 6 G 70 ME-C 9.2 Bulk carrier 208000dwt Polaris Shipping STX STX Dalian shipbuilding D-2237 3013-10-314 4 6 G 70 ME-C 9.2 Bulk carrier 208000dwt U-Ming CMD SWS H1290~93 2013-09-152 2 6 G 70 ME-C 9.2 Bulk carrier 186300dwt Polembros CMD SWS H1275/ H1276 20142 2 6 G 70 ME-C 9.2 Bulk carrier 180000dwt Emirates ship investment Hyundai Qingdao Beihai Shipbuilding BC18.0-50/51 2013-10-302 *+3 10 5 G 70 ME-C 9.2 GI LNG tankers 173400CBM Teekay LNG partners Hyundai DSME - 2016-05-011 1 6 G 60 ME-C 9.2 Tanker 106000dwt Densa Hyundai HHI - SBD 2598 2013-05-022 2 5 G 60 ME-C 9.2 Tanker 73000dwt Sun Enterprises Ltd. Hyundai HHI - SBD HHI 2601/ 02 2013-07-304 4 5 G 60 ME-C 9.2 Bulk carrier 64000dwt Asia Pacific Shipping STXDAL Jinling shipyard JLZ9120408~11 2013-08-102 2 5 G 60 ME-C 9.2 Bulk carrier HI Investment Security Hyundai Jiangsu Hantong HT64-120/121 2013-07-311 1 6 G 60 ME-C 9.2 Tanker 47000dwt Grupo Tomza Hyundai HHI - SBD 2634 2014-01-204 *+4 8 6 G 50 ME-B 9.3 Tanker 51000dwt Tanker Pacific Management STXDAL STX Dalian shipbuilding D-2179 ~ 82 2013-07-032 2 6 G 50 ME-B 9.2 Tanker Raffles STXDAL STX Dalian shipbuilding - -2 2 6 G 50 ME-B 9.3 Tanker 50000dwt Scorpio Tankers Hyundai Hyundai MIPO HMD2389-90 2013-08-104 4 6 G 50 ME-B 9.3 Bulk carrier 60000dwt CIDO Hyundai Hyundai MIPO HMD6047/48/53/54 2013-11-212 2 6 G 50 ME-B 9.3 Tanker 50000dwt d'AMICO Hyundai Hyundai MIPO HMD2407/08 2013-08-03

10 10 6 G 50 ME-B 9.3 Glovis Hyundai Hyundai MIPO HMD2393 ~ 402 2013-10-301 1 6 G 50 ME-B 9.3 Tanker 50000dwt Central Mare IMC Hyundai Hyundai Vinashin Shipyard HMDS406 2013-11-232 2 6 G 50 ME-B 9.3 Tanker 49000dwt Wilmar Hyundai Hyundai MIPO HMDS400/01 2013-10-222 2 6 G 50 ME-B 9.3 Tanker 50000dwt European Navigation STX STX Offshore & Shipbuilding S-1582/1583 2014-06-302 2 6 G 50 ME-B 9.3 Bulk carrier 63000dwt Joong-Ang Shipping Hyundai HMD HMDS085/086 2013-11-23

RASA/ Dept LSP


G engine – Tier II Reference listFirm orders

22.02.2013

Total: 99 engines

Total: 1.6 GW

RASA/ Dept LSP

No. of ships

Opt.No. of

enginesEngine Mk. Gas Ship Type Capacity Unit Owner Builder Yard Hull no.

Enginedelivery date

2 2 6 G 80 ME-C 9.2 Container 5000Teu Thenamaris Hyundai HSHI SH616/17 2013-03-152 2 6 G 80 ME-C 9.2 Container 4800Teu Evalend Hyundai Zhejiang Ouhua Shipyard OUHUA 654/655 2013-04-3010 10 6 G 80 ME-C 9.2 Container 5000Teu ZODIAC Maritime Agencies STXDAL STX Dalian shipbuilding D-2251 ~ 60 2013-10-175 5 6 G 80 ME-C 9.2 Container 5500Teu Bernhard Schulte GmbH Hyundai Hanjin Heavy Industries P0087~91 2013-08-151 1 6 G 80 ME-C 9.2 Container 5000Teu KMTC STX STX Offshore & Shipbuilding S-3041 2014-05-104 4 6 G 80 ME-C 9.2 ?? - Hyundai HSHI SH692 ~ 695 2013-11-102 2 7 G 80 ME-C 9.2 VLCC 318000dwt ALMI Tankers S.A. Hyundai DSME DW5365/66 2013-01-282 2 7 G 80 ME-C 9.2 VLCC 320000dwt AET Shipmanagement Doosan DSME 5382/ 5383 2013-03-042 2 7 G 80 ME-C 9.2 VLCC 319000dwt Maran tankers CMD / Hyundai SWS H1231/ H1236 2013-05-14/ 06-301 1 7 G 80 ME-C 9.2 VLCC - Hitachi Universal 202 2013-08-151 1 7 G 80 ME-C 9.2 VLCC 320000dwt Thenamaris CMD Shanghai Jiangnan-Changxing H1200 2013-12-011 1 7 G 80 ME-C 9.2 Tanker JX Shipping Hitachi IHI Marine United 3347 2013-11-292 2 6 G 70 ME-C 9.2 Tanker 158000dwt Chevron Doosan Samsung 2060/ 2061 2013-12-101 1 6 G 60 ME-C 9.2 Tanker 106000dwt Densa Hyundai HHI - SBD 2598 2013-05-022 2 5 G 60 ME-C 9.2 Tanker 73000dwt Sun Enterprises Ltd. Hyundai HHI - SBD HHI 2601/ 02 2013-07-301 1 6 G 60 ME-C 9.2 Tanker 47000dwt Grupo Tomza Hyundai HHI - SBD 2634 2014-01-204 *+4 8 6 G 50 ME-B 9.3 Tanker 51000dwt Tanker Pacific Management STXDAL STX Dalian shipbuilding D-2179 ~ 82 2013-07-032 2 6 G 50 ME-B 9.2 Tanker Raffles STXDAL STX Dalian shipbuilding - -2 2 6 G 50 ME-B 9.3 Tanker 50000dwt Scorpio Tankers Hyundai Hyundai MIPO HMD2389-90 2013-08-102 2 6 G 50 ME-B 9.3 Tanker 50000dwt d'AMICO Hyundai Hyundai MIPO HMD2407/08 2013-08-031 1 6 G 50 ME-B 9.3 Tanker 50000dwt Central Mare IMC Hyundai Hyundai Vinashin Shipyard HMDS406 2013-11-232 2 6 G 50 ME-B 9.3 Tanker 49000dwt Wilmar Hyundai Hyundai MIPO HMDS400/01 2013-10-222 2 6 G 50 ME-B 9.3 Tanker 50000dwt European Navigation STX STX Offshore & Shipbuilding S-1582/1583 2014-06-302 *+3 10 5 G 70 ME-C 9.2 GI LNG tankers 173400CBM Teekay LNG partners Hyundai DSME - 2016-05-011 1 6 G 70 ME-C 9.2 Bulk carrier 208000dwt Polaris Shipping STX STX Dalian shipbuilding D-2237 3013-10-314 4 6 G 70 ME-C 9.2 Bulk carrier 208000dwt U-Ming CMD SWS H1290~93 2013-09-152 2 6 G 70 ME-C 9.2 Bulk carrier 186300dwt Polembros CMD SWS H1275/ H1276 20142 2 6 G 70 ME-C 9.2 Bulk carrier 180000dwt Emirates ship investment Hyundai Qingdao Beihai Shipbuilding BC18.0-50/51 2013-10-304 4 5 G 60 ME-C 9.2 Bulk carrier 64000dwt Asia Pacific Shipping STXDAL Jinling shipyard JLZ9120408~11 2013-08-102 2 5 G 60 ME-C 9.2 Bulk carrier HI Investment Security Hyundai Jiangsu Hantong HT64-120/121 2013-07-314 4 6 G 50 ME-B 9.3 Bulk carrier 60000dwt CIDO Hyundai Hyundai MIPO HMD6047/48/53/54 2013-11-212 2 6 G 50 ME-B 9.3 Bulk carrier 63000dwt Joong-Ang Shipping Hyundai HMD HMDS085/086 2013-11-2310 10 6 G 50 ME-B 9.3 ?? Glovis Hyundai Hyundai MIPO HMD2393 ~ 402 2013-10-30


Reference lists X - Engines, Firm orders, November 2012

06.02.2013LSP/ RASA


Reference listsS90ME-C9.2, Firm orders, February 2013

All data provided on the following slides is for information purposes only, explicitly non-binding and subject to changes without further notice.

31.01.2013071.2011

Total no. of S90ME-C9.2 engine is 106

LSP/ RASA

No. of. Ships

Vessel type

Capacity/ TEU

Engine Mark Shipowner Hull No ShipyardEngine Builder

Delivery year

10 Container 7 S 90 ME-C 9.2 Hamburg Sud 2521 ~ 2530 HHI-SBD HHI 2013

3 Container 9,200 TEU 8 S 90 ME-C 9.2 Fratelli d'Amato - Napoli S3042, 43, 44 STX Korea STX 2015 / 2016

3 Container 9,000 TEU 9 S 90 ME-C 9.2 Bernhard Schulte GmbH & Co. KG H1065A - > Jiangnan Changxing Shipbuilding HHI-EMD 2012 / 2013

3 Container 8,800 TEU 9 S 90 ME-C 9.2 Costamare Shipping Company S.A. H1068A - > Jiangnan Changxing Shipbuilding HHI-EMD 2013

4 Container 8,800 TEU 9 S 90 ME-C 9.2 MSC Technical Cruises Division 4012 - > Sungdong Shipbuilding & Marine Eng. HHI 2012 / 2013

6 Container 9,200 TEU 9 S 90 ME-C 9.2 China International Marine Containers- CIMC

C9200 - 1/2/3/4/5/6 DSIC HHI 2013

4 Container 9,200 TEU 9 S 90 ME-C 9.2 CIMC (CMA CGM Group) D-2277 - 80 STX Dalian STX 2013

4 Container 10,000 TEU 10 S 90 ME-C 9.2 China Shipping Container Lines, CSCL C10K-1 - C10K-4 Dalian Shipbuilding Industry, DSIC MES 2013

4 Container 10,000 TEU 10 S 90 ME-C 9.2 China Shipping Container Lines, CSCL H1701A – 1704A Hudong Shipbuilding MES 2013

5 Container 13,000 TEU 10 S 90 ME-C 9.2 Hyundai Merchant Marine 4272 - > DSME HHI 2013/ 2014

12 Container 9,200 TEU 10 S 90 ME-C 9.2 NOL Neptune Orient Lines Limited 4240 - > 60/61 DSME Doosan

8 Container 10,000 TEU 10 S 90 ME-C 9.2 Seaspan Corporation YZJ2011-983-86/993-94/1005

Jiangsu Yangzijiang Shipbuilding CMD 2013

4 Container 8,650 TEU 10 S 90 ME-C 9.2 Orient Overseas Container Line, OOCL H1565A/H1585A/H1667A/H1668A

Hudong-Zhonghua shipbuilding Doosan 2014

10 Container 13,900 TEU 11 S 90 ME-C 9.2 NOL Neptune Orient Lines Limited S630 - > Hyundai Samho Heavy Industries HHI 2013 -14 -15

6 Container 16,000 TEU 11 S 90 ME-C 9.2 Zodiac Maritime 1527– 30/ 1551-1552 Dae Dong Shipbuilding STX 2014

10 Container 14,000 TEU 11 S 90 ME-C 9.2 LEMOS 2614 - > / SH662 - > HHI-SBD, HSHI HHI 2013 -14 -15

10 Container 13,300 TEU 12 S 90 ME-C 9.2 Orient Overseas Container Line, OOCL 2002 - > Samsung Heavy Industries HHI 2012 / 2013


Propulsion13,000 - 14,000 teu container vessel, 23 kn

Engine type L1/R1 SFOC L1/R1

10G95ME-C9.2 67,000 kW x 78 r/min 166 g/kwh

9G95ME-C9.2 60,300 kW x 78 r/min 166 g/kwh

10X92 58,500 kW x 76 r/min 167 g/kwh

11S90ME-C9.2 63,910 kW x 84 r/min 166 g/kwh



SMCR for 23.0 kn (10% EM, 15 SM, 5% LR)

Alt. SMCR (Dprop) Engine typeSFOC at

N=NCR=90% SMCR

1 M1=53,000 kW x 74 r/min (9.9 m x6) 10G95ME-C9.2 158.8 g/kwh

2 M2=53,000 kW x 74 r/min (9.9 m x6) 9G95ME-C9.2 161.6 g/kwh

3 M3=53,000 kW x 74 r/min (9.9 m x6) 10X92 162.2 g/kwh

4 M4=53,000 kW x 74 r/min (9.9 m x6) 11S90ME-C9.2 162.1 g/kwh

5 M5=53,000 kW x 74 r/min (9.9 m x6) 11S90ME-C10.2 160.7 g/kwh

6 M6=53.000 kW x 74 r/min (9,9 m x6) 10S90ME-C10.2 163.4 g/kwh


Market Shares Contracting Four Quarter Moving

Ships Larger than 2,000 DWT/GT







5 Conclusions


Technomar Shipping, 2 + 2 x 6600 TEU C/V at Hanjin, Korea

Main engine alternatives: 8G80ME-C9.2 >< 8RT-Flex82T

Initial project status:•Owner generally in favour of MAN B&W engines•Hanjin was asking 1.200.000 USD more for the G-engine•HHI Licensee probably subsidising the RT-Flex82 engine•Owner could accept MDT engine, only if price gap narrowed to 300.000 USD

LSP Promotion action:•Meetings in Athens with owner, intense correspondence and contact via local office in Athens. •Incentives of spare parts credit line, extra warrantee, free ME training, LEP QA, etc. •Pressure at HHI and Hanjin from local Korean MDT office.

We got the order !!

Recent newbuilding projectsA good example


Ariston Navigation, 6 + 4 x Seahorse 35 B/C at Jingling SY, China

Main engine alternatives: 5S50ME-B9.2 >< 5RT-Flex82T

Gensets alternatives: Yanmar >< MAN B&W Holeby

Initial project status:•Owner generally in favour of MAN B&W engines, but very demanding on equipment selection conditions•Wartsila very strongly promoting their products

LSP Promotion action:•Several meetings in Athens, intense correspondence and contact via local office in Athens. We were a confident “winner” and comfortably in the lead. •Extensive Incentives for both main engine and gensets.

We lost the order !!....•.........To Wartsila Doosan due to price reduction, royalty reduction and other

unknown reasons.

Recent newbuilding projectsA bad example


How to compete with Wartsila X-Series Conclusions

• Our G- and Mrk. 9 engines are very competitive (SFOC, steam capacities, dimensions, weights, DF, TIER III, ref. lists, 90 % market share)

• We must focus the cooperation in our GO by• Close communication• Local support from GO to main office and vice versa

• We must constantly be alert, observe the actions from W • Counteract price differences with Incentives, package

solutions and strong support to our licences. • We have the best product and a very strong brand• We must strive to maintain this position with a positive and

professional attitude in our promotion activities

•

• This is how to compete (beat) Wartsilas X-series !!


Thank You for Your Attention

All data provided in this document is non-binding. This data serves informational purposes only and is

especially not guaranteed in any way. Depending on the subsequent specific individual projects, the relevant

data may be subject to changes and will be assessed and determined individually for each project. This will depend

on the particular characteristics of each individual project, especially specific site and operational conditions.

Documents

1 < >MAN Diesel & TurboMichael Jeppesen22.06.2012 MAN Diesel & Turbo Michael Jeppesen Promotion Manager Sales & Customer Support Marine Low Speed GO BU-L