taken a quantum leap into the consciousness of licensees in South Korea.
That‘s the impression
Klaus Engberg, VP of Licensing, has after his tour to licensees in South Korea
with Bjarne Foldager, Senior Vice President and Head of Two-Stroke Business.
The trip, which took
place in July, was their first to Asia since Covid-19 turned the world upside
In just 20 months, a lot
has changed, says Engberg.
„When we met with the
licensees in December 2019 and mentioned our plans for developing an ammonia
engine, there wasn‘t much interest. Today, they are fighting to be allowed to
join and collaborate with us.“
The trip showed that
shipping emerged stronger from the corona pandemic, according to Engberg. In
the first half of 2021, our order numbers have overtaken the total for 2020.
And more than 30 orders for our new ME-GA engine have been placed with the
three major shipyards. „Shipowners are making really good money at the moment.
This is important for the whole chain, so that the shipyards and engine
builders also come in and are able to raise prices as well,“ says Engberg. At
the same time, the shipping industry and the financial world have realized that
there are new challenges on the horizon. Banks want to ensure that when they
finance a large container ship, it will also be usable in 10 or 20 years‘ time
when environmental rules become even stricter.
In addition to taking
stock with the top management of the four licensees, Engberg and Foldager
visited our new office in Busan. For Engberg, the trip was a confirmation that
even in our hyper-digitized world, certain business processes require meeting
in person. „Licensing is ‚people-to-people‘ business. It is built on long-term
business relationships and trust. We‘ve held lots of Teams meetings with our
licensees over the last several months. And our Sales & Promotion and
Technical departments have held some great webinars. But not everything can be
solved over Teams. There are some things that require meeting in person.“ And
since the competition is also on the move, we need to translate licensees‘
trust into good business, as well as be razor-sharp in working with them to
make our new solutions a reality.
When we met with licensees in December 2019 and mentioned our plans for developing the ammonia engine, there wasn‘t much interest. Today, they are fighting to be allowed to join and collaborate with us..
The case for two-stroke ammonia engines
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