Page 46: of Maritime Reporter Magazine (June 1999)

Marine Equipment Update

Up & Down: Sweet Music To MacGregor s Ears

MacGregor provides RoRo access bow and stern ramp/doors on the innova- tive new Dawn Merchant, an Astilleros Espanoles built vessel built for Mer- chant Ferries' Irish Sea operations.

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While market undulations cause tensions to rise and profits to waver, the movement has special meaning to

Sweden's MacGregor Group AB. Not that MacGregor likes market instability anymore than the next compa- ny, mind you, rather that the company is one of the world's premiere suppliers of cargo care products — including ship's elevators, hatch covers, cranes, RoRo equipment, escalators and air conditioning chillers — and the ability to get "up and down" onboard a ship means more business for the group.

Founded in 1929 with a patented steel hatch cover design, the MacGregor Group has nearly tripled in size during the past few years, fueled by merger, acquisi- tions and growth from within. Along the way, the company formed by the brothers Robert and Joseph

MacGregor have merged with or acquired equipment supplier leaders such as Finland's Navire, Dan-Eleva- tor, and Conver-OSR. In 1993, Swedish industrial group Incentive acquired MacGregor-Navire's shares, and combined it with its own subsidiary, Hagglunds marine, which was a world leader in shipboard cargo cranes, to form the organization known today as the

MacGregor Group.

Although rapid, the growth has actually occurred in a systematic and designed approach, positioning the company as a formidable global provider of equipment and services, positioned to meet the high demands of a market in transition.

According to John Albino, presi- dent of MacGregor USA Inc. in Pine

Brook, N.J., part of the company's overall success is its partnering men- tality: "In today's market, it is essential to provide life-cycle solu- tions instead of one-off product sales."

The company's overall growth can be seen as reflecting this trend, and in a microcosm, its growth in the

U.S. is a prime example. Realizing that service after the sale is similarly critical, MacGregor USA has steadily increased its presence. For example, growing its Miami office from a one-person operation in 1993 to a full service organi- zation today, and relied on skilled craftsman to meet customers repair and maintenance needs. "We have no trainees, only workers with 9+ years of experience,"

Albino said. Apart from its strong hold on U.S. cruise operator customers, MacGregor has enjoyed good suc- cess with U.S. military projects helping to outfit the recent round of new Sealift ships

Tech Behind The Talk

The marine industry, with its unique and demanding operational parameters, is particularly brutal on pur- veyors of new technology. Salesmanship and style only go so far, as those products which do not support claims of performance are quickly dismissed. The

MacGregor Group is highly regarded among shipyards and shipowners for supplying the systems, products and supports which withstand the rigors of operating at sea. Shipowners today, particularly on the high-value cruise ship side, are far more proactive and sophisticat- ed in choosing major equipment suppliers, said Bjorn

Stenwall, MacGregor's technical manager, Passenger

Ship Div. "Owners are consulting with suppliers such as MacGregor to dictate the number and speed, for example, of a ship's movement systems." This trend "The Navigational Choice IT

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