Page 8: of Maritime Reporter Magazine (May 2012)

By Joe KeefeThe first annual Work Boats Exchange, this year held in April at the luxurious Ritz-Carlton Fort Laud- erdale Hotel, has come and gone. For those savvy fleet owners and commercial marine suppliers who jumped on board and attended this first-ever event, the many dividends are only now being fully realized. That?s be- cause the Work Boats Exchange was about more than just sales. Three focused days of networking and meet- ings left highly respected fleet owners and their sup- pliers already looking forward to their next opportunity to do it again. In the meantime, first-time participants experienced direct, personal and cost-ef- fective ways to connect, networking and, along the way, developed long-lasting business relationships. How & Who?The event, spanning 2-1/2 days and three nights, was limited in participation to ensure maximum return oninvestment for all participants. Both fleet buyers and suppliers could request and confirm up to 24 meeting during that period, with unlimited networking oppor- tunities scheduled throughout the event. Beyond this, luxury Supplier accommodations were included in thecost of the appointment packages, while Fleet Own-ers attended free ? all expenses paid including travel. The Exchange brought together fully vetted and qualified fleet representatives from both coasts and in- land waterways ? representing the most diverse group of tug/tow/OSV/ferry companies in the United States ? with national sales managers from many of the in- dustry?s most respected suppliers and manufacturers. Together, the venue allowed for the sourcing of new products and building of new, profitable relationships through appointments, networking and educational sessions. Beyond this, the unique opportunity allowed fleet owners to not only vet suppliers, but also to learn strategies for dealing with emissions technology, bal- last water issues, and repair challenges. In turn, new product arrivals to the marketplace enjoyed expedited introduction to fleet owners ? saving supplier busi- nesses both time and money. KnowledgeIn between the scheduled, confirmed and structured appointments, all Exchange attendees were treated toinformative talks highlighting the various regulatory burdens in play, some of which threaten to signifi- cantly impact the bottom line of all operators. Air emission standards, ballast water treatment regula- tions, EPA Vessel General Permits and subchapter M are a just a few of the regulations now impinging on the brown water industry. Jon Stewart, President of International Maritime Technology Consultants, addressed the gathered fleet operators and marine equipment vendors in Fort Laud- erdale, FL. In his talk, which spanned the gamut of coming BWT requirements and air emission standardsfor marine engines, he warned of the coming headache that involves compliance, and possible penalties for failure to come up to speed with emerging regulations. He also encouraged the gathered industry profession- als to get involved with the regulatory process on the front end. On the second day, Dr. Mario Tamburri of the Maritime Environmental Resource Center at the University of Maryland addressed the issue of ?Man- aging Ballast water to Stop Invasive Species.? Looking Back ? Moving AheadGlobal Exchange Events, a rising star in the creation of industry-leading Hosted Buyer Events, is redefin- ing commercial marine industry B2B events with Work Boats Exchange. According to Rob Ingraham, CEO of Exchange Events, ?After participants have had a chance to really see what?s out there at the shows, our events offer a second round of very focused one- on-one meetings between fleet owners and marine suppliers that are ready to discuss new business de- velopment and close deals. It just works.? This year?s participants, as it turned out, couldn?t have agreed more.Gene Morsom of Lufkin Industries characterizedthe three-day Exchange as ?The best marine event I have attended with principal owners and decision makers from a supplier perspective I have ever been involved with. I will definitely recommend this exchange event with others in the marine industry.? Gary Aucion of Wartsila added, ?For a first time par- ticipant, the event met my expectations. My goals for next year will only be higher.? From the Buyer side of the equation, Rhonda Echors of Echo Marine Ltd. toldthe organizers, ?This was a great exchange not only with vendors having the latest and greatest equipment, but it was good to meet other users to get their opin- ions of products that are being sold that they have used.? Maritime Reporter & Engineering News actedas the exclusive sponsoring publication of this year?s Work Boats Exchange event. And Exchange Events is already planning next year?s meetings, this time to be held at the Ritz-Carlton on Amelia Island, Florida. Scheduled for March 17-20 2013, and building on the success of this year?s inaugural event, Work Boats Ex- change promises to once again bring together repre- sentatives from the nation?s most respected fleets for two days of networking with innovative marine indus- try product suppliers. Pre-qualification for the 2013 event is already underway. On the WEB: www.WorkBoatsExchange.com Maritime Reporter & Engineering News Work Boats Exchange New, Hosted Commercial Marine Buyer's Event a Success; Organizers now pre-qualifying participants for next year?s version. MR May 12 # 1 (1-8):MR Template 5/7/2012 3:21 PM Page 8