MARINE TECHNICS: Everyone is interested in us

Interview with Abdul Mekhtiev, General Manager of CJSC MARINE TECHNICS. In the beginning of 1997 Marine Technics was established. Our company was engaged in spare parts supply service. From the very beginning we used two strategies: we supplied a variety of products for river-sea navigation vessels from the storehouses and delivered heavy-tonnage vessels parts ordered from our foreign partners. Nowadays Marine Technics is a group of companies working in several business sectors: delivery of spare parts from storehouses and by individual orders; delivery of ship radio equipment; delivery of equipment for the vessels being constructed; ship brokerage. Interview with Abdul Mekhtiev, General Manager of CJSC MARINE TECHNICS.

– How and why was the Marine Technics created?
– In early 90-s ship equipment supply system in Russia was about to collapse. Meanwhile, the demand was still high. Russian shipbuilding needed not only foreign but also domestic products.
In the beginning of 1997 Marine Technics was established. Our company was engaged in spare parts supply service. From the very beginning we used two strategies: we supplied a variety of products for river-sea navigation vessels from the storehouses and delivered heavy-tonnage vessels parts ordered from our foreign partners.
Nowadays Marine Technics is a group of companies working in several business sectors:
– delivery of spare parts from storehouses and by individual orders;
– delivery of ship radio equipment;
– delivery of equipment for the vessels being constructed;
– ship brokerage.

– What are advantages of working with Marine Technics?
– We are a full-service company: beginning with consulting (selection of equipment, technical support, communication between project participants, etc.) and delivery and ending with after-sale services (repair and spare parts provision). One will not buy a car which is not presented on the market by a reliable company for he/she will not know whom to ask questions and how to resolve problems. Comprehensive approach is one of the main advantages of our company.
Prior to starting our business in the field of shipbuilding we were engaged in ship equipment supply for many years. We supplied ship's parts and ship’s radio equipment. In that period we learned a lot. We got acquainted with ship owners and learned their needs, created our own network of branch offices (today we have 10 offices all over Russia, Azerbaijan and Ukraine), refined the business processes of the company and learned how to work with western partners as equipment distributors. And all these things proved to be useful in shipbuilding, where a complex of all knowledge acquired before is needed. Not every supplier will entrust you with his equipment because it has to be competently integrated in the project of a vessel, the logistics of the project shall be correctly organized and, finally, the equipment shall be correctly installed and started. But even this is not the end: further we face the problem of after-sale service. It is the factor that determines the interest of all the participants of a project – manufacturers, design departments and ship owners.
The wide spectrum of services allows the Marine Technics to take part in almost every project. Also we are trying to protect the interests of ship owners in the long-term prospect: because a consumer is interested both in the cost of a new vessel and of its operation. A shipyard works according to a project and the task of the shipyard is to buy the equipment listed in the project.
We are trying to live up to the market expectations, especially in the time of global economic depression, and one of our tasks within the scope of the Russian fleet renewal is creation of such universal equipment package for river-sea navigation vessels under construction, the price-quality relationship of which would be optimal.

– Which modern technologies of sales and supplies are used by the Company?
– We are experimenting all the time. We are growing up, progressing. That’s why we need to use advanced sale and supply techniques to reach efficiency. On the whole, this is a set of techniques inherent of the companies working in the field of complex equipment supply and service: IT systems, project management, active sales, CRM system, brand management, quality system, logical systems, etc.
Despite this set is quite a standard one, our company has always tried to find an approach to implementation of these techniques and never tended to act formally, in the preset limits.
In some issues we were the first in the industry: we were the first to separate purchasing and sales, first to introduce the system of active sales which is more characteristic to the companies of FMCG market, first to introduce the so called conveyor method. We are still very interested in logistic issues – both in transport logistic (we have our own department of transport logistic) and stock one.
The time makes new demands so we are constantly involved in exciting process of re-engineering. If we look at the modern history of the country we can see that business has significantly changed and extended itself in the last ten years: vendor stands have become supermarkets, storehouses have become logistics centers, etc. And the most important thing is that not only dimensions but technologies have changed. We were eager to introduce some elements characteristic for the most modern international companies into this niche business.

– How does the corporate system of employee education in the Marine Technics work?
– People are certainly the most important asset of a company. If we want to work at this market, it is not enough to have good knowledge of equipment, how to sell or service this equipment.
Comprehensive knowledge is valued. So, as much attention as possible shall be paid to the system of training. There’s nothing new – regular trainings both inside the company and with special guest instructors. Our most promising employees are sent for studying. Some of them visit the President’s professional development courses, some – International Management Institute of Saint-Petersburg (IMISP). Two of our employee had studied for MBA degree and the company paid for their education.

– What is your specialization in production of ship’s spare parts and can you compete with major foreign manufacturers?
– AvtoVAZ company, for example, has no own plant for production of spare parts but has a main assembling plant. The same refers to the engine manufacturers. The point is to design a new model for the market and competently place the orders to the other plants, i.e. outsourcing.
We have no particular plant with workers and engineering tools – this is another business. We make a speciality of marketing, sales and order placing to different plants. We know the market needs, we know the volumes, prices and qualities. The only thing we have to do is to find the appropriate manufacturer, calculate everything, prepare manufacturing documentation and get approval of the whole process from the classification society.

Since this number of the journal is issued on the threshold of the New Year celebration I would like to wish all the readers of the Maritime Market, ship owners, our partners, clients and friends warm and cozy home, good luck and inspiration, harmony and peace of mind, positive emotions and realized expectations! Happy New Year!

MARINE TECHNICS Group

18 A Bumajnaya st., St.-Petersburg, 190020, Russia

Phone: +7 (812) 309-46-46

E-mail: office@marinetec.com

Go to Index of # 4(26) 2008

 

# 4(26), 2008
Shipbuilding

Abdul Mekhtiev, General Manager of CJSC MARINE TECHNICS

Abdul Mekhtiev, General Manager of CJSC MARINE TECHNICS