Page 81: of Maritime Reporter Magazine (September 1999)

iterpillar Tunes Up International Marketing Team rpillar's Engine Products Division re-engineered its sales and market- efforts with the formation of a new ine business unit within this divi- . The new marketing team, headed ll-year veteran sales and marketing tager, Jan Arnold, includes more engines. "Shipyards are looking more to the engine supplier to offer the whole sys- tem, not just the engine," Arnold said. "They (shipyards) used to go to a differ- ent person for each aspect of the engine, but now they are looking for the suppli- er to accomplish all of this."

She also wants to offer marine certifi- cation packaging for all engines where part of the processing will involve the engine already having been certified by classification societies such as Lloyd's

Register and Det Norske Veritas before they are ready for operation.

Geographically, Arnold has mapped out her targeted areas of which she would like to further expand into - adding on to North America, Europe and

Australia, all of which, according to

Arnold "are already significant contrib- utors to our marine business today." "There is major growth in the Asia- i 370 years of combined experience . ___ Circle 251 on Reader Service Card September, 1999 Circle 211 on Reader Service Card 83 he marine engine business. MR/EN ently spoke with Arnold to get her ws on the market for engines in the rine industry, as well as her goals the future of this new consolidated mp. — by Regina P. Ciardiello, distant editor

It was a group that had a wide-variety of coverage, yet lacked a consolidated or home base - the biggest factor in Caterpillar's (CAT) decision to form a new marine business unit within

Jan Arnold .. • , its engine products ivision. Although the company had a roup dealing with petroleum and iPG's, when it came to a focused, cen- ralized team dealing strictly with ;ngines in the marine industry - Cater- pillar felt it was at a loss.

Enter Jan Arnold, seasoned sales and marketing manager who had spent 21 years not only with Caterpillar but also as sales manager for the marine division of CAT Financial Services and for CAT dealer Thompson Machinery Corp. in

Tennessee. Arnold, who holds a B.S. degree in Industrial Administration from

Iowa State University, claims the top spot in this new unit, and with a wealth of experience, will undoubtedly lead the way for the group's smooth transition into its place within the company. "This group (marine business unit) focuses on worldwide opportunities within the marine industry," Arnold said. "Now that we are centralized, we can look at the industry from a total per- spective." Regarding her strategies for the group, both long and short term,

Arnold stresses that effective communi- cations among her team is key. "Timely and accurate communications worldwide is something that needs to be worked on," she said. "I want to ensure that everyone is receiving pertinent information all at the same time and that no one is being left out of the loop."

Potentials for the future

Arnold hopes to expand the group's scope by becoming more of a system supplier rather than just an engine sup- plier, as well as broadening the product line into propulsion and auxiliary

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