Page 36: of Maritime Reporter Magazine (October 1998)

PROPULSION REPAIR & SERVICES GUIDE

Ulstein Bergen—new lotus on spares support

Indicative both of the potential revenue-generating effects as well as long-term value of the service sector, Norwegian manufacturer

Ulstein Bergen has elevated after- sales and customer support to an equivalent level of business priori- ty as winning contracts for new engines.

The development of in-service back-up activities has been identi- fied as an area for business growth across the gamut of maritime pro- duction activities spanned by the expansion-minded equipment, machinery and shipbuilding group. It is especially pertinent in the engine field, though, given the prevailing low prices commanded by both propulsion and auxiliary machinery in the marine market.

Medium-speed specialist

Ulstein Bergen acknowledges the situation, and has reacted posi- tively to it. "Our objective is to see as many Bergen engines as possi- ble installed," said managing

J director Magnus Bernson, "so that we can make our money on service and spare parts sales."

Of course, the quality of after- sales performance has wider impact, influencing future choices of machinery, and perhaps of other products in the group portfolio, such that attention to service assumes an ever-more important role in company strategy. The pop- ulation of Bergen engines in ser- vice worldwide is almost 5,000.

For all group companies, new focus has been given to the area of spares support, through the estab- lishment of stocks at strategic locations around the world, con- trolled through a master database providing instantaneous listings, availability status and pricing information. The objective has been to ensure that service engi- neers provide customers with an immediate response to inquiries and eliminate possible service delays.

In the all-important area of spares, Ulstein Bergen claims that

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