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Alfa Laval Aalborg A/S

A changed approach for product/service development

Søren Petry MortensenBusiness Development ManagerService, Marine & Diesel Division

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© Alfa Laval Slide 3

Alfa Laval products to be installed, cont.:

Electric heaterDiesel engine

HFO tank

DO tank

StackAlfa Laval Test & Training CentreOfficial oppening15 January 2014

 

Fresh water generator

Heat exchangers

WHR boilerSCR

Scrubber

Ballast water treatment

Separator

FCM

Crankcase gas cleaning

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Agenda

• Company introduction & organizational change

• Example I – Supplier driven innovation

• Example II – Project ”steam balance”

• Example III – Operation condition based sales tool

A changed approach for product/service development

Focusing on our customers and their unique needs while operating our equipment, has resulted in a changed organization, changed development

approaches and created a strengthen relationship with our customers.

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Three business divisions

Process technology

Marine & Diesel

Equipment

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Three business divisions

Process technologyMarine & DieselEquipment

Organizational change

Service – Marine & Diesel Systems

Par

ts

Rep

air

/ R

etro

fit

Ser

vice

R&

D

Cap

ital

Sal

es

Cus

tom

ers

*Business Development

*New department

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Market approach and lifecycle management

Slide 7

Request for quotation

Evalu

ate

Order

Receive

MaintenanceSupport

Impr

ovemen

ts

Monitoring

Alfa Laval Capital Sales Alfa Laval Service

New Installation

Start U

p

Execute

Contribute

Preparation

Installed Base

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Alfa Laval on board

Desalination

Cooling and heating

Ballast water treatment

Fuel conditioning

Filtration

Inert gas generationExhaust gas cleaning

Waste heat recovery

Steam generation

Thermal fluidheating

Cargo heating

Crankcase gas cleaning

Oil treatment

Bilge water treatmentTank cleaning

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Aalborg product

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Example I - Supplier driven Innovation

R&DCapital SalesService

Technical AdvicerFleet Group ManagerFuel optimization Manager

Global Procurement

Innovation Portfolio M.Strategic R&DProject Managers

Supplier driven Innovation – work shops participants

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Example I - The Process

Three groups => challengesMixing groups => challengesClustering challengesGroups => potential solutions

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Example I - The Process

Homework: Prepare solutions

Present and discuss solutions

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Example I - The Process

c

c

c c“Filter”

Business cases

NO GO GO

Ideas

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Example II - Project ”steam balance”

Norwegian

Vessel owner

Marine Engineer

University

Alfa Laval

Aalborg

Steam balance- Theoretical requirement (designed)- Actual requirement- Actual produced steam

Project start 2014

KnowledgeAdviseUpgradeService Etc.

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Optimizing the fuel line

Go to steam line

Example II - Project ”steam balance”

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Optimizing the steam line

Go to fuel line

Example II - Project ”steam balance”

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Example III – Operation condition based sales tool

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