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SUMMER 2015 A GLOBAL MARINE INDUSTRY NEWSLETTER

UNDERSTANDING THE ENTIRE COLD CHAIN

PAULI JOHANNESEN NOW LEADS GLOBAL MARINE

THERMO KING TEAM CONTINUES TO EXPAND

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Thermo King’s global marine team spent time building relationships in Asia and South America by taking advantage of prime networking opportunities in both fast-growing markets. Intermodal Asia in Shanghai and Intermodal South America in Brazil are key industry events that continue to grow exponentially each year, offering valuable time with customers and dealers alike. Read more on pages 3 and 4.

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This is my last contribution to the 20/40 magazine, and it is with pain in my heart, that I am announcing my departure from Thermo King. I can count myself to be privileged to have associated with such a great organization and team throughout the past couple of years. I am also

quite proud of what we have accomplished together!

Looking forward, I will move on to a new company in the maritime sector, serving as president for MacGregor, a leader in integrated cargo flow solutions for maritime transportation and offshore industries.

Thermo King Marine is fortunate to have a great new leader at the helm. Pauli Johannesen is a long year veteran with Thermo King and a Danish National. He and his

family will relocate to Brussels, and you will soon have the pleasure in meeting him. I am pleased that Pauli is ready to take on this new role, and I am certain he will do more than a great job. Good luck and success Pauli!

In closing, I want to thank all of you – customers, dealers, agents and all channel partners of Thermo King Marine – for the great cooperation we have enjoyed over the last years. I wish you all well in your respective businesses, and, as the world is a small place (and our industry even smaller!), I am sure we’ll meet again in some shape or form.

Until then,

Pauli Johannesen has been named vice president and general manager of global marine, rail and air, succeeding Michel van Roozendaal.

“I’m very much looking forward to collaborating with a true global team and customer base,” said Pauli, who has held various commercial roles in EMEA since

first joining Thermo King in 2004. “I have worked closely with Michel to ensure a smooth transition officially taking the helm on August 1.”

Initially, Pauli plans to get a good grasp of the marine organization by visiting various Thermo King sites and meeting with his team members. Next he will make rounds to visit customers in order to learn more about their challenges, business practices and most importantly, how Thermo King can best support them.

Pauli, who holds a bachelor’s and master’s degree in Economics from Aarhus University, previously has been leading the integration of FRIGOBLOCK, an Essen, Germany-based transport refrigeration unit manufacturer that Thermo King has acquired. He started his career with Thermo King as an area sales manager for the Nordic countries and was

appointed strategic account manager in 2007 and regional director in 2009. In that role, he was responsible for sales and services in Northern and Eastern Europe.

“Global Marine is a vital component to the Thermo King business and we will strive to maintain a strong footprint in the industry, just as we do in rail, air and road transport,” explained Pauli, who is based in Brussels. “During Michel’s leadership we have positioned our business for continued growth, and I look forward to ensuring further expansion as we strive to deliver quality and reliability in both our products and services!”

New to the Wheel House!Pauli Johannesen Now Leads Thermo King Marine

In his spare time, Pauli enjoys spending time with family and friends. “We often go to our cot-tage for the weekend where we hike, fish and cook. My favorite hobby is salmon and trout fishing both in the rivers and from the shore,” said Pauli, who recently hooked a giant salmon in a Danish river that weighed in at 15 kilograms and measured 116 centimeters in length.

Full Steam Ahead!

Former Vice President & General Manger of Thermo King Global Marine Solutions

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Increased Presence in South America

The largest event of the Americas for the logistics, cargo transportation and foreign trade sectors, Intermodal South America attracted more than 48,000 people to its 21st edition of the show, which took place in early April.

“There are many good opportunities in both the reefer and genset markets in Brazil,” said Gino Ansaldi, Thermo King sales and service manager. “Intermodal South America offers us visibility with both existing and new customers and has often provided quality sales leads.”

There was strong booth presence by all major shipping lines in the region as well as leasing company representatives, logistics operators and freight forwarders, confirming that the intermodal market in Brazil is growing quickly.

Thermo King’s booth, which featured the new passive refrigeration system and MAGNUM PLUS Optima controlled atmosphere, as well as the availability of R-452A units and the SG Series gensets, brought in a steady flow of show visitors.

Show Highlight: Hamburg Süd Box with MAGNUM PLUS ReeferThermo King was happy for the opportunity to promote the MAGNUM PLUS container reefer on a Hamburg Süd box. “While Hamburg Süd has been a Thermo King customer for many years, this was the first time they added the MAGNUM PLUS to its fleet,” said Rafael Gonzalez, Thermo King service manager.

“The box was mounted on a RANDON chassis (local builder), which featured our SGSM 3000 genset. The chassis and box were connected to a PothiLog truck, owned by a Thermo King dealer. The container was positioned just outside of the show entrance so it attracted much attention.”

Hamburg Süd added 7,000 MAGNUM PLUS reefers this year.

Latin America Dealer Meeting Taking advantage of their time in Brazil, the Thermo King team conducted a Latin America dealer meeting to share and discuss product and company information on items such as the new MAGNUM PLUS® Optima controlled atmosphere system, passive refrigeration technology, and environmental initiatives with new R-452A refrigerant.

“It’s always valuable to meet with the dealers in person,” said Ansaldi. “We received positive feedback while gaining new perspective on their needs within the market. Ultimately, it allows us all to better serve our customers.”

The three-day Intermodal South America show in Sao Paulo, Brazil gave the Thermo King team an opportunity to meet customers and end users, promote the Hamburg Süd display of a MAGNUM PLUS® reefer, and hold a meeting with Latin American Thermo King dealers.

Intermodal South America

Representatives from Hamburg Süd and Thermo King pose in front of a new Hamburg Süd container with MAGNUM PLUS reefer at Intermodal South America.

The Thermo King Marine South America team gathered with Thermo King sales and service dealers while in Brazil for Intermodal South America.

Thermo King’s booth at Intermodal South America highlight-ed the new passive refrigeration system, the MAGNUM PLUS Optima controlled atmosphere technology, R-452A refriger-ant, and the SG Series gensets.

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Building Relationships in Asia

The Thermo King team was back in Shanghai for the second Intermodal Asia exhibition and conference, which attracted more than 160 exhibitors and over 7,000 industry professionals. A full program of conference sessions and forums were included in the event, demonstrating the best of the intermodal sector and nice attendance growth for the three-day event.

The Thermo King team was kept very busy the first two days of Intermodal Asia meeting with customers, many of whom were attending for the first time. This is an important event for the Thermo King Marine Far East team which continues to grow to

accommodate the expanding customer base is Asia. The team held a special customer event with approximately 170 guests in attendance – 15 percent more than the inaugural event attracted last year.

“We found this to be a wonderful opportunity to share an evening with customers, offer some updates from our product line and growing team, but mainly build rapport,” said Michel van Roozendaal, Thermo King Global Marine Solutions. “The atmosphere was relaxed and everyone enjoyed the evening.”

Horace Lao recently joined the Thermo King team as our new service and parts manager for the Asia and Pacific Region, allowing us to better serve customers in this fast growing marketplace. He is based in Hong Kong.

Working closely with our sales team of William Tsang, JJ Foo and Christopher Sun, as well as our technical and aftermarket team of

Arlo Eslinger, Johnny Chi and Andrew Cooper, Horace has been busy the past few months getting to know customers, service dealers and the business.

“I believe that building good relationships with customers is critical to providing quality service,” said Horace. “Providing solutions is not

just about fixing issues, it’s often about offering advice on new ways to do things that might provide a better experience. Competition is tough and I’m excited to meet with customers and learn how Thermo King can partner with them.”

Since his arrival, Horace has visited the Thermo King factory in Wujiang, a reefer container manufacturer in Shanghai, shipping lines in Thailand, as well as dealers in Hong Kong, Davao, Manila and Thailand. He also participated in the Intermodal Asia show in Shanghai.

“All of these activities have helped build my business network and knowledge in the reefer container industry. I really enjoyed the visit to our Wujiang factory and box builder as I learned more about the production process, viewing the quality of our assembly process first-hand. That, coupled with meeting colleagues from different departments, provided me invaluable knowledge,” explained Horace.

New Service and Parts Manager Supporting Asia and Pacific Region

Intermodal Asia 2015

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The Thermo King team also visited the CIMC Taicang Plant, a local box builder and sponsor of Intermodal Asia. The team toured box production, machinery retrofit and the commissioning process. “This is a valuable visit for our team and helps us understand how our reefer is installed onto the box body and the checks and balances in place to ensure a quality installation,” said van Roozendaal.

To conclude their visit, the marine team and 30 customer guests visited Thermo King’s Wujiang factory (see below). “Customers were very interested with the production line tour and enjoyed learning how the process works,” said JJ Foo, regional sales director. “It is a priceless opportunity to personally show our customers the quality processes we have in place.”

Home to more than 900 employees, the Wujiang plant in China has been dedicated to Thermo King’s marine product line since 2010, and also manufactures Thermo King bus and truck products, as well as Ingersoll Rand air compressors and Club Car products. The 230,000 square meter campus has undergone an impressive streamlining process throughout the past several years that has yielded production efficiencies and faster product outturns to meet growing customer demands. The impressive facility features state-of-the art production lines for the MAGNUM, SG Series genset platform, as well as the SuperFreezer.

Visit to Box Builder

Visit to Wujiang Factory

Contact your Thermo King sales or service representative if you are interested in scheduling a tour of Thermo King’s Wujiang production facility!

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Understanding the Entire Cold Chain“Our job has never been about simply selling container refrigeration units,” said Miguel Lopez, Thermo King Marine Solutions service manager for Central America, the Caribbean and Mexico. “Our team consistently attends training to better serve our customers, to ensure we are providing the right recommendations and service to best meet customer needs.”

Lopez, who has been with the Marine Solutions team for more than three years, recently completed the 37th Annual Postharvest Technology of Horticultural Crops course at UC Davis, a division of Agriculture and Natural Resources at the University of California in the United States. The course, which has been attended by other Thermo King Marine Solutions team members through the years, is an extensive two-week study of the biology and current technologies used for handling fruits, nuts, vegetables and ornamentals.

The first week consists of lectures, discussions and hands-on laboratory sessions while the second week is an extensive field tour covering a wide variety of postharvest operations. This included visits to packing houses, cooling and storage facilities, produce distribution centers, field harvest operations, and packing and transportation facilities in various locations in central and coastal California.

One of the stops included the Oakland, California port where students were shown a refrigerated marine container to point out differences between it and refrigerated trailer technology. “The equipment selected was a brand new OOCL-owned container with Thermo King MAGNUM PLUS® and SG Series genset,” said Miguel. “I was proud to share additional technical information when questions went beyond the general explanation of reefer operation.”

In all, the two-week course covered more than 15 topics related to the cold chain. While all were interesting to Miguel, several stood out. “We learned a lot about how the quality of fruits and vegetables are measured and evaluated based on color, size, texture and methodologies. There are many devices used,” explained Miguel.

He also learned about the different processes used to remove and add ethylene to preserve product quality. “We remove the ethylene from reefer containers during transport to preserve shelf life of the products while final distributors do exactly the opposite. They use ethylene chambers to mature the fruits to the desired level before commercialization.”

Other topics Miguel found beneficial were sanitation and food safety practices and harvesting and postharvest handling procedures.

“The course provided valuable information in quality assurance, research and extension activities related to fresh produce quality, safety and marketability. This knowledge allows me to better understand the entire cold chain – from our customers to shippers, and helps me partner with customers on everything from purchase decisions, to service needs, to best practices. Ongoing training that delves deeper into the intricacies of the transport industry such as this one truly helps us help our customers.”

Learn more about the course at http://postharvest.ucdavis.edu/Education/PTShortCourse/

A visit to the Oakland, California port gave students a close-up look at a refrigerated marine container - a Thermo King MAGNM PLUS with SG Series genset!

Postharvest Technology of Horticultural Crops Short Course June 15-19, 2015 UC Davis

A thorough understanding of the cold chain begins in the field with produce maturity benchmarks and harvesting techniques.

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marine.thermoking.com

ACTIVE CONTROL. PERFECT FRUIT.

Take active control of your fresh cargo with Thermo King’s MAGNUM PLUS® Optima. Maintain quality over longer distances and expand into new markets. The optimal atmosphere control for perfect fruit.

TK_CA_A4_Final_magnum-optima _EN.indd 1 12/03/2015 15:40

Product Manager for Marine Telematics – Raluca Radu “Telematics is all about data and technology. The future belongs to those who can combine the two,” said Raluca Radu, the new product manager for marine telematics.

“This position allows me to create the ecosystem which will allow our

customers to gain a superior competitive advantage by using the data available through telematics. The potential is virtually unlimited.”

Raluca, who is based in Brussels, is responsible for translating market needs into differentiated offerings to meet customer needs, grow our marine telematics portfolio as well as generate value through greater efficiency and effectiveness.

Throughout her first months on the job, Raluca has been focused on the current product portfolio and its offerings to better understand unmet needs, market trends and strategies.

Aftermarket Leader – Duygu SekerBased in Brussels, Duygu Seker is excited to further increase our focus on aftermarket. She is working closely with Thermo King’s channel and distribution partners worldwide to enhance our customer offerings.

Duygu joined Thermo King in 2013 from Johnson Controls and has worked with

the Thermo King truck and trailer EMEA business as the commercial leader for the innovative and fast-growing CryoTech business. Her background includes corporate strategy, sales, marketing, pricing, and business development.

Duygu is an industrial engineer and a Turkish national. Her experience in aftermarket and pricing strategies will be instrumental in driving our aftermarket business. In addition to global marine, Duygu is responsible for global rail and EMEA bus aftermarket as well.

Product Manager, Aftermarket and Parts – Vaitheeswaran KAs part of the Marine aftermarket team, Vaitheeswaran (Vaithy) K will support aftermarket growth with new product development and ensure customer needs are being met today while taking action on unmet needs to better serve both customers and dealers.

“The marine parts business will remain a key focus in my new role, and I will concentrate on creating new aftermarket solution offerings and channel development in conjunction with reefer and genset controllers, as well as growth in our telematics solutions,” said Vaithy, who is based in Barcelona and reports to Duygu Seker, aftermarket leader.

Vaithy has been part of the vehicle powered truck and AIR engineering team since 2011. He first joined Ingersoll Rand in 2009 as a design engineer. Previously, Vaithy worked in power system automation, motors and drives, combat aircraft – aviation, nonferrous materials research, and process industries.

Editor: Gulsah MetinozManaging Editor/Writer: Shannon O’Neill20/40, Thermo King Europe Lenneke Marelaan 6 B-1932 Sint Stevens Woluwe BelgiumTo be added to our mailing list: containerproducts@thermoking.com

©2015 Ingersoll-Rand Company

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@ThermoKingEur www.thermoking.com

Global Marine Team Keeps Growing

UPCOMING EVENTS:Cool Logistics Asia, September 2AsiaWorld-Expo, Hong Kong http://coollogisticsresources.com/asia/

Asia Fruit Logistica, September 2-4AsiaWorld-Expo, Hong Kong Thermo King / OOCL stand: Hall 3, Y25

Atwerp Reefer Golf Tournament, September 10Reymerswael Golfcentre, Rilland Bath, The Netherlands http://www.antwerp-reefer-tournament.be/index.php

Cool Logistics Global Conference, September 29-October 1Crown Plaza, Bruges, Belgium Learn more at http://coollogisticsresources.com/global/

40th Anniversary -- Intermodal Europe, November 17-19Messe, Hamburg, Germany Thermo King stand: C10