SMIT SALVAGE - COSTA CONCORDIA salvage
What is involved in acquiring a salvage contract?
For years, we have been fascinated by the kind of work SMIT does as a global player.The salvage of the Herald of Free Enterprise in 1987 and the Russian submarine Kursk in 2000 remain clear in our minds.
Recently, the Costa Concordia was added.
Acquiring large (investment) contracts is a fairly predictable process in the more common contracts.
Reading request, making offer, endless negotiations, sometimes making new offer, commissions to intermediaries etc. And even then it is not certain whether the contract will be awarded.
In a salvage contract, things are probably quite different. The time - for both client and contractor - is much shorter.
Quick action is needed.
The business administration department is specifically interested in the project and business aspects of a salvage operation.
Richard Janssen - sales director at Smit Salvage explains
We asked Richard to take us through the issues on the basis of the following questions:- Very briefly, the technology of a salvage operation.
- Are there framework contracts that can be used as a basis?
- Who are your competitors and how strong are they?
- What are criteria for awarding a contract? Price, speed, quality.
- With the Costa Concordia, why did it take more than a month before oil pumping could be started?
- Would you like to say something about why the salvage operation was not awarded to Smit?
- How do you assess the risks of the success of a salvage operation in advance?
- Are these contracts done on a 'no cure, no pay' basis, or is it done differently?
- How much money is involved in such a salvage?
- If progress is slow, whose risk is it?
- How do you keep the budget under control, how big is your contingency?
- Can you tell us something about the role played by: port authorities, shipowners, insurers, experts. Everyone has their own interests.
- How did you get into this industry yourself?
- Are there any vacancies within the company that our engineers would be a good fit for? Yes: contract manager (commercial force/salesman); -naval architect (shipbuilder)
To get an impression of what kind of equipment goes along with a salvage operation, we will visit the warehouse.
Programme
18.30 - 19.00 sandwich
19.00 - 20.30 lecture
20.30 - 21.00 visit to warehouse
21.00 - 22.00 drinks
Speaker(s)
Richard Janssen - sales director
Maurice Schreurs - projects
Location
SMIT Salvage - Waalhaven OZ 85
Port number 2204; 3087 BM Rotterdam
Organiser
Bedrijfskunde
Name and contact details for information
For more information, please contact LJM van der Zon; tel 06 5064 1845