1. www.alfalaval.com

2. Alfa Laval Aalborg A/S
A changed approach for product/service development
Søren Petry Mortensen
Business Development Manager
Service, Marine & Diesel Division

3. www.alfalaval.com
© Alfa Laval Slide 3
Alfa Laval products to be installed, cont.:
Electric heater
Diesel engine
HFO tank
DO tank
Stack
Alfa Laval Test & Training Centre
Official oppening15 January 2014
Fresh water
generator
Heat
exchangers
WHR boilerSCR
Scrubber
Ballast water
treatment
Separator
FCM
Crankcase
gas cleaning

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Agenda
• Company introduction & organizational change
• Example I – Supplier driven innovation
• Example II – Project ”steam balance”
• Example III – Operation condition based sales tool
A changed approach for product/service development
Focusing on our customers and their unique needs while operating our
equipment, has resulted in a changed organization, changed development
approaches and created a strengthen relationship with our customers.

5. www.alfalaval.com
Three business divisions
Process
technology
Marine
& Diesel
Equipment

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Three business divisions
Process technologyMarine & DieselEquipment
Organizational change
Service – Marine & Diesel Systems
Parts
Repair/
Retrofit
Service
R&D
CapitalSales
Customers
*Business
Development
*New department

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Market approach and lifecycle management
Slide 7Alfa Laval Capital Sales Alfa Laval Service
Execute
Contribute
Preparation

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Alfa Laval on board
Desalination
Cooling and heating
Ballast water treatment
Fuel conditioning
Filtration
Inert gas generationExhaust gas cleaning
Waste heat
recovery
Steam generation
Thermal fluid
heating
Cargo heating
Crankcase gas cleaning
Oil treatment
Bilge water treatment
Tank cleaning
www.alfalaval.com
Aalborg product

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Example I - Supplier driven Innovation
R&D
Capital Sales
Service
Technical Advicer
Fleet Group Manager
Fuel optimization Manager
Global Procurement
Innovation Portfolio M.
Strategic R&D
Project Managers
Supplier driven Innovation –
work shops participants

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Example I - The Process
Three groups => challenges
Mixing groups => challenges
Clustering challenges
Groups => potential solutions

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Example I - The Process
Homework: Prepare solutions
Present and discuss solutions

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Example I - The Process
c
c
c c
“Filter”
Business cases
NO GO GO
Ideas

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Example II - Project ”steam balance”
Norwegian
Vessel owner
Marine Engineer
University
Alfa Laval
Aalborg
Steam balance
- Theoretical requirement (designed)
- Actual requirement
- Actual produced steam
Project start 2014
Knowledge
Advise
Upgrade
Service
Etc.

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www.alfalaval.com/marine
Optimizing the fuel line
Go to steam line
Example II - Project ”steam balance”

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www.alfalaval.com/marine
Optimizing the steam line
Go to fuel line
Example II - Project ”steam balance”

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Example III – Operation condition based sales tool

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