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Market Strategy
Brunvoll is represented by agents in 28 countries in addition
to our head office in Molde. The development of our agent
network has been a conscious strategy for many years. Our
organizational structure brings us closer to our customers and
markets in both of our business areas: New Sales and
After-Sales service. This has been a clear success for our
business and is very important considering our stable high
export ratio.
A general levelling off in most markets and segments in 2014
influenced contracting of new orders, which is reflected in
our sales volumes. A weaker market also leads to tougher
competition, and we are fully focused on sharpening our
competitive edge further by offering our customers the best
products. After a period with an excellent market for several
years, especially in the oil and gas sector, we are now focusing
on targeted work with all our customer groups to increase our
global market share further.
With the growing trend towards combining several deliveries
into larger equipment packages, we have established strategic
market collaboration with the Finnish company Steerprop Ltd
and the Norwegian company Finnøy Gear and Propeller AS.
This enables us to deliver large packages in close cooperation,
where Brunvoll will deliver a common control system.
This strategic collaboration has given us a great deal of
positive feedback from the market. A flagship project we have
completed with Steerprop is our joint deliveries to «Ceona
Amazon» built by Lloyd Werft in Germany. Here, Brunvoll
delivered a comprehensive thruster system and Steerprop
delivered its azimuth propulsion thrusters. Collaboration with
Finnøy Gear & Propeller has resulted in the delivery of many
of our control systems for Finnøy’s own main propulsion
systems. At the same time, Finnøy Gear & Propeller has in-
cluded Brunvoll thrusters in its package deliveries to
shipyards in Turkey.
The most significant markets within New Sales in 2014 were:
China
Most deliveries to China consist of tunnel thruster systems for
various types of offshore vessel. We have seen positive
development in our market in China towards the end of 2014
and the beginning of 2015, including other types of vessels
than those that have been the trend during the past few years.
Germany
In this market, we mainly deliver to yachts and cruise ships.
For yachts, we often deliver ship sets consisting of LowNoise
Thruster Systems, and for cruise ships we deliver our largest
tunnel thruster systems, FU115.
USA
This is the largest single market for Brunvoll where we mainly
deliver to a variety of offshore vessels. Our deliveries consist
of tunnel thruster systems as well as some Retractable
Azimuth Thruster Systems.
Norway
The number of Platform Supply and Anchor Handling vessels
under construction in Norway was significantly reduced in
2014. However, we have had a high market share among our
loyal customers and yards, and we still regard Norway as a
very good market for Brunvoll.
Marketing Activities
2014 was a hectic year with a high level of travel activities.
Several joint customer visits have been conducted together
with Steerprop in Norway and in Brazil, where we have a
common agent. In cooperation with Finnøy Gear & Propeller,
we have launched initiatives aimed at the market in Singapore.
We have had strong participation in trade fairs, such as
Navalshore in Rio De Janeiro, NorFishing in Trondheim, ONS
in Stavanger, SMM in Hamburg, Shiptec China in Dalian,
INMEX China in Guangzhou and the Work Boat Show in
New Orleans.
HIGHLIGHTS
2014
Sales & Marketing
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Annual Report 2014