italy, maritime market snapshot
TRANSCRIPT
Italy - Maritime Market Snapshot
Agenda
How to do business with Fincantieri
Shipyards
Get started!
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Maritime market
Maritime market
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Vast network of players
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EPCEngineering procurement
contractors
Big sizeFincantieri, Ferretti, Apuania
Medium and small sizeMore than 600
ShipyardsInterior designers
Ship designers
System providers
Component providers
IndustryAssociations
Assonave
Universities
Ship owners
Research Center
Italian Ship Register
RINA
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One of the European market leaders
SICILIA
SARDEGNA
PUGLIA
CALABRIA
BASILICATA
MARCHE
ABRUZZILAZIO
TOSCANA
EMILIA-ROMAGNA
FRIULI-
VENEZIA GIULIA
TRENTINO-
ALTO ADIGE
VENETO
VALLE
D’AOSTA
PIEMONTE
UMBRIA
CAMPANIA
MOLISE
LOMBARDIA
•Rome
•Milan
LIGURIA
Worldwide leader in
boat building > 14 %
market share
680 shipyards
Beauty through design
with a perfect match of
high technology
solutions
Production
87 % motor yachts
4 % sailing boats
8% pneumatic /
rubber boats
Strong producer of
mega yachts (>24 m)
Clusters:
Cesena-Forli 145
Ravenna 118
Shipyards
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Shipyards are divided into public and private
Public
Few players
Large dimensions
• Fincantieri: 9250 employees
• Apuania: 200 employees
87,9% of the employment
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PrivateMany players > 30 (Mid sized)
>500 (Small sized)
• Highly fragmented
production
• Employ 1350 persons
• More than 30 different
shipyards
12,1% of the total
employment
More than 40.000 employees are related to shipbuilding industry: working as suppliers/subcontractors or external recruits
Shipyards and other players are spread all over Italy
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Fincantieri Shipyard
(Rovaniemi )
Lat 46° N
Apuania
Fincantieri HQ
Fincantieri Shipyard
Fincantieri Shipyard
(Helsinki)
Lat 36° N
Ferretti CRN
Fincantieri Shipyard
Shipyards are specialized in specificproductions only
Public:
Large cruise
Large ferries
Ro-Ro
Navy-submarines
Mega yachts
Special duties-Offshore
Private:
Passengers
Ferries
Fast ships
Chemical carriers
Gas carriers
Tugs and supply vessel
Super yachts – Small cabotage
Sailing yachts
Motor yachts
Special ships for offshore duties
Ships for governative use
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Offshore
Italy owns only few onshore and offshore oil and gas rigs and fields.
Oil and gas is fully imported from Russia and Middle East countries throughpipeline. This segment does not represent a big business opportunity in Italy.
LNG liquid to gas conversion plants is not yet a developed infrastucture, so notmany opportunities are available for LNG carriers.
Potential in oil and gas technologies is offered by Saipem, known companyoperating worldwide in offshore constructions, pipelines and field research. Goodopportunities for the implementation of new technologies and related services.
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How to do business with Fincantieri
Fincantieri: The order book is full until 2022!
9250 employees8 shipyards
Most important Customers
Costa Crociere (Carnival) Holland America Line Carnival-P&O, SNCM
Marghera
Sestri Ponente
Ancona
Palermo
Castellamare
Muggiano Riva Trigoso
Genova
Procurement and HQin Trieste
R&D , design centers in in Genova and Trieste
Orders are for medium passenger ships, large and medium size cruising ships.
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TRIESTE HEAD OFFICE & CENTRAL PROCUREMENTMERCHANT – PASSENGER SHIPSSHIP REPAIRS AND CONVERSIONSOFFSHORER&D
GENOVANAVAL VESSELS (NAVY)MARINE SYSTEMS AND COMPONENTSAFTER SALESORIZZONTE SISTEMI NAVALI S.p.A.CETENA S.p.A.DELFI S.r.l.SEASTEMA S.p.A.R&D
MUGGIANO (La Spezia)MEGA YACHTSNAVAL VESSELS (NAVY)
Fincantieri main locations
Cruise ships orderbook - Fincantieri
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YEAR
Cruise
Line
Ship Cost M $ GWT
kTon
Capacity
Passengers
Yard Sailing Delivery
2015
P&O
Cruises
Britannia $760 141 3611 Fincantieri Europe March
Viking
OceanViking Star TBA 47 944 Fincantieri Europe Spring
2016
Holland
America
Koningsdam $520 99 2660 Fincantieri TBA Feb
Viking
OceanViking Sea TBA 47 944 Fincantieri Europe Spring
Carnival Vista $780 135 4000 Fincantieri TBA Spring
Regent Explorer $450 54 738 Fincantieri World Summer
Seabourn Encore TBA 41 604 Fincantieri World Second
Half
Cruise ships orderbook - Fincantieri
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YEAR
Cruise
Line
Ship Cost M $ GWT
kTon
Capacity
Passengers
Yard Sailing Delivery
2017
Viking
OceanUnnamed TBA 47 944 Fincantieri Europe
Early
2017
Princess Unnamed $760 141 3600 Fincantieri TBA May
Viking
OceanViking Sky TBA 47 944 Fincantieri Europe June
MSC
CruisesSeaside $950 154 4140 Fincantieri TBA
Novemb
er
2018 Carnival Unnamed $780 135 4000 Fincantieri TBA March
MSC
CruisesUnnamed $950 154 4140 Fincantieri TBA May
Seabourn Ovation TBA 41 604 Fincantieri World Spring
Holland
America
Unnamed $520 99 2660 Fincantieri TBA Novemb
er
Cruise ships orderbook - Fincantieri
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YEAR
Cruise
Line
Ship Cost M $ GWT
kTon
Capacity
Passengers
Yard Sailing Delivery
2019
Carnival
Corp.
Unnamed TBA TBA Est. 4,000 Fincantieri TBA TBA
2020
Carnival
Corp.
Unnamed TBA TBA Est. 4,000 Fincantieri TBA TBA
2021
MSC
CruisesUnnamed $950 154 4140 Fincantieri TBA TBA
Carnival
Corp.
Unnamed TBA TBA Est. 4000 Fincantieri TBA TBA
2022
Carnival
Corp.
Unnamed TBA TBA Est. 4000 Fincantieri TBA TBA
Carnival
Corp.
Unnamed TBA TBA Est. 4000 Fincantieri TBA TBA
Vast categories of products
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These are just examples!
( 6 to 12 months procedure)
Don’t go there alone! Ask support for basic preparation and local assistance!
Get in touch with the Purchasing Dpt and gain a Company presentation meeting in Trieste.
The meeting is crucial for initial evaluation: be prepared with Company data, product samples, approval certifications, pictures, catalogs, reference list and a bit of Italian immagination.
Fincantieri will evaluate the benefits/features offered by the candidate Company and will recommend (or not) to apply to E-procurement portal.
Fincantieri will also check Company potential and reliability (size, credit check and financial status, references…)
If OK, then Candidate is approved, ranked and allowed to bidding.
The offered products/services must be of interest of Fincantieri.No business if the Company is not qualified as selected supplier.
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Supplier selection is a long process
How Fincantieri places orders to Suppliers
The list of selected suppliers is sorted per product,estimated amount of the order, company rank.
Fincantieri will ask the supplier to quote (e-procurement)
The offers are technically balanced and price aligned
Total Cost of Ownership is the key word Price
Innovative solution
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What do you need to have if you want to enter the market?
• Have an innovative and/or a niche product
• Compliance to the newest safety or environmental regulations
• Standard product ? = Competitive pricing!
• Good sales and marketing material
• Show benefits, business cases and references
• Local support / partner is needed!
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Get started!
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Key takeaways
The Italian market is an opportunity for you!
The order books are full for cruise and luxury vessels.
The access to the main shipyards is challenging but not impossible.
Access to shipbuilding industry requires adequate preparation and planning in advance. Need of local support is crucial for success for business and language reasons.
Ship owners are your final customers – Do not forget them as opinion leaders
Complete solutions are easier to sell than single products (less tech discussion and more added value)
Start now to collect fruits in the future!
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