Page 92: of Maritime Reporter Magazine (November 2017)

20 Leading Marine Distributors “

We will always have local stock, local people, but we will continue to centralize capability on the more sophisticated marine solutions. If we can be an extension of the engineering department (of our customers), we have won. If we can be the go-to for a port engineer when they are struggling with something on their ship and we go visit the ship, we have won. If we can plan to have everything they need at dry dock when they need it, we have won. It’s not about selling anything; it’s all about planning and estimating and engineering and being an extension of our customer.

“This is what I’m excited about look- But W&O, like every other company in tively small acquisition, but VAC’s niche a distribution model with commissioned ing ahead” to 2021-2022: “I think the nearly every other industry, anxiously was engineering. VAC helped to show us sales people, and asking them to call on

Ballast Water business comes together in eyes the movements of the Amazon’s how powerful our platform could be if naval architects, spending a few hours heavy quantity in 2020-2022; I think (the and the Google’s of the world to see how we partnered with shipyards at the right with them advising when they could be in

U.S. Coast Guard) OPC is fully loaded and when they might enter this maritime level. We believe our technical knowl- a shipyard selling product, is a challenge.

by then, I think the TAO program is fully business space as a ‘disruptor.’ edge and capabilities are a differentia- loaded by then. In addition, they are go- “We are always looking at what could tor,” said Hume. People Power ing ahead with the SB6 at NASSCO, and happen … how could someone else dis- In a way, Hume sees PON as a disruptor Though it may sound trite, the power

I think the Canadian navy programs re- rupt the business model that we have, in the marine space, as W&O has evolved of people cannot be undervalued, par- ally starts to come together then. We are how could someone try to commoditize from a supplier of parts to a supplier of ticularly in a small market like maritime really bullish on the future.” what we do,” said Hume. engineering systems and services, an en- where relationships are key.

To that end, Hume points to the key gineering partner that helps it get in on the When discussing the types of people

The Strategy acquisition many years ago of VAC in ground ? oor of a new projects. he look for to drive the W&O business

W&O maintains its strategy to eye San Diego, an investment that brought to “The more we get in on the front end of forward, Hume admits he is “old fash- new business opportunities and invest, W&O a critical technical knowledge and a project, the harder it is to change it,” said ioned,” looking for a person who ? rst and an investment strategy backed by PON. engineering capability. “That was a rela- Hume. But that’s a trick, too, as W&O is foremost has a good work ethic, someone

Photos: W&O Supply 92 Maritime Reporter & Engineering News • NOVEMBER 2017

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