1< >MAN Diesel & Turbo

Global Organisation BU-L Seminar 2013

Welcome

Ole GrøneSenior VP

MAN Diesel & Turbo

2< >MAN Diesel & Turbo

Global Organisation BU-L Seminar 2013

Market Status and Predictions

Leif HauerslevSenior Manager, LSP

MAN Diesel & Turbo

3< >MAN Diesel & Turbo

Ole Grøne Leif Hauerslev Otto Winkel

Steen Lemmergaard

Rana S. Tais

Rene Sejer Laursen

Michael Jeppesen Jan Vinder Jørgen Overgaard Paw Houmann- Poulsen

LS/LSP – Low Speed Sales & PromotionFebruary 2013

Jørgen Vedsted Claus Vogel

Barbara M.C. Hegart

Trine G. Lykholt

4< >MAN Diesel & Turbo

LSO Subcon Sales & Order Management

The newly merged 2 and 4 stroke subcon team Copenhagen - January 2013

Subcon Sales & Contract Negotiation

Lars ZimmermanSenior Manager

Otto Geel2 stroke ME

Søren H. Andersen4 stroke GenSet

Steen L. PedersenWHR + FGSS/LNG tanks

Lars H. EimingTechnical Project Manager

Torben F. JørgensenTechnical Project Manager

Heidi JensenCommercial Project Manager

Helle C. AlbertsenCommercial Project Manager

Subcon Contract & Project Management

Jonni B. OlsenTransport & Cargo Survey Manager

5< >MAN Diesel & Turbo

LSO Subcon - Main Activities

Competitive Quotations

Price negotiatons with licensees

Two- & four-stroke

New buildings

Diesel electric propulsion

Conversions & engine replacement

WHR

Package solutions based on MDT turbine unit

Dual Fuel Package Solutions

GI main engines &DF gensets

Fuel Gas Supply Systems

LNG tanks

Contract Management

Technical Project Management

Commercial Project Management

Engine builder & vendor contact

Technical documentation

Logistical services

Engine commissioning

Warranty handling & trouble shooting

Customer focus: shipyards and shipowners worldwide primarily in non-license areas

Sales Project Management

6< >MAN Diesel & Turbo

Total Reference List M and G-series MAN B&W Two-stroke Engines

Type On order/Delivered

K98 799

K90 585

K80 232

L90 31

L80 215

L70 387

L60 717

L50 384

L42 189

L35 1,146

Type On order/delivered

G80 29

G70 21

G60 9

G50 35

Type On order/Delivered

S90 293

S80 573

S70 2,290

S65 32

S60 4,096

S50 5,234

S46 718

S42 868

S40 38

S35 1,014

S26 223

As of 2013.02.20 Totals: 278 GW 20,158 EnginesRASA/ Dept LSP

7< >MAN Diesel & Turbo

ME engines vs. MC enginesDeliveries & orders

ME engines vs. MC engines since 1982-2015

ME engines vs. MC engines 2012 - 2015

As of 2013.02.20 Totals: 278 GW 20,158 EnginesRASA/ Dept LSP

Practically all new projects are now with ME engines

8< >MAN Diesel & Turbo

Market Shares Contracting Four Quarter Moving

Ships Larger than 2,000 DWT/GT

All propulsion types

Low Speed PropulsionApril 2012-January 2013

9< >MAN Diesel & Turbo

OECD World Trade ProjectionsIndex 2001=100

ID: OECD GDP-Trade Source: OECD

November 2012 Predictio

n

Permanent d

rop, not ju

st a bump on th

e road

10< >MAN Diesel & Turbo

The Licensees’ Reported Order BookLow Speed

Licensee

GW on order end Month Licensee Country

MonthSouth Korea Japan China Europe Total

2012 February 26,8 5,7 6,4 0,2 39,1

March 25,8 5,5 6,2 0,2 37,6

April 25,4 6,0 6,1 0,2 37,7

May 23,9 5,8 5,9 0,2 35,8

June 23,4 5,4 5,8 0,2 34,8

July 23,3 5,2 5,8 0,2 34,4

August 23,0 5,1 5,7 0,2 34,0

September 19,5 4,9 5,1 0,2 29,7

Oktober 19,0 4,6 5,2 0,2 29,0

November 17,6 4,4 5,1 0,1 27,3

December 17,3 4,4 4,8 0,1 26,6

2013 January 16,9 4,1 4,9 0,1 26,1

11< >MAN Diesel & Turbo

All Ship TypesNo of Ships > 2000 DWT/GT

FMS/Dept LB Source: IHS Fairplay/Own Calculations & Predictions

12< >MAN Diesel & Turbo

Deliveries, All Ship Types, in GWShips > 2000 DWT/GT

* Engine deliveries are displaced by app. 3 months in comparison to ship deliveries.

13< >MAN Diesel & Turbo

Breaking NewsFirst ME-GI Orders

05/12/2012

LNGMain Engine Model:2+3 x 5G70ME-C9.2-GI

Container Carrier

Main Engine Model:

2+3 x 8L70ME-C8.2-Gl

14< >MAN Diesel & Turbo Name/dept xxxxxxx.yyyy.mm.dd

Expectations of BU-L to the GO

Market:

Day-to-day responsibility for promotion of BU-L products

Technical and commercial communication with local clients

Info to market on new products and technologies

Supporting licensees regarding BU-L products on request

Contact to local press and authorities

Organize meetings between local customers and reps from

home base when needed

15< >MAN Diesel & Turbo

CPH office:

Planning of local customer seminars and events with or without

participation from home base

Responsible for keeping local staff technically updated

Reporting to home base – to be our extended eyes and ears

Newbuildings create the population which is the basis for the primeserv buz

Expectations of BU-L to the GO

16< >MAN Diesel & Turbo

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.

Disclaimer

Name/dept xxxxxxx.yyyy.mm.dd