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Design and deliver

Fender specialists advise that taking take a holistic look at berthing aids will give long term solutions. Dave MacIntyre reports

Port managers seeking the best return on investment in fenders should focus not so much on the product they are buying as the engineering expertise and project management that goes into designing it.

That is the message from leading players in the fender and berthing aid market, who emphasise "value" as opposed to "cost" as being the key driver for true return on investment.

One market leader, Trelleborg Marine Systems (TMS), which has provided advanced fendering, berthing and mooring solutions worldwide for over 30 years, relies on its engineering advice and design capability to cement its place at the top end of the market.

Scott Smith, general manager - Asia Pacific for TMS, says the company would be prepared to walk away from a contract that flirted with sub-optimal fender solutions.

"Many ports have a budget to work with and that is understandable. But the cheapest solution is by no means always the best. What should be targeted is a long lifetime of the product backed by engineering expertise in an ongoing relationship. We would walk away from a job in which the engineering principles were being compromised by cost issues."

TMS has been on the acquisition trail, starting with the acquisition of Fentek and adding specialist brands in the fender market such as Trellex and Seaward. The acquisition of Harbours Marine in particular has given the group a greater product range in the area of quick-release hooks and electronic monitoring systems.

Backed by this product range, the way that TMS likes to do business (and which it feels is the best way for the port to get the optimal solution) is to become involved in the design of the fendering system, not just the supply.

"The real value proposition is in the knowledge that backs the product. That expertise is made available to design the fender, given the requirements of the specific port, and see it through to installation. That is why we focus on the top end of the market - there is an appreciation of the value of the engineering skill. When such ports are making a multi-million dollar investment, the question of saving $50,000 or so by looking at cheaper options becomes immaterial compared to getting the engineering right," says Mr Smith.

Another factor ports should consider is the quality of the materials used. TMS manufactures its own rubber and Mr Smith says it is happy to bring port managers or their consultants into the plant to inspect the product at source: "There are plenty of ports around the world with damaged fenders and twisted steel due to incorrect materials being used or the design not being right. It pays to make sure the engineering is correct."

Smith adds that replacement should not be a big factor in a port's decision-making. "If it is designed right, a port should be getting 15-20 years from a fender system design provided it is subject to a regular maintenance schedule.

"If correct process is undergone at the start, the port should be set for the inevitable growth in the size of ships it handles over that period. If excess capacity is plotted into the system they install now, they will be future-proofed when that growth comes."

Another market leader with a focus not just on supply, but on an integrated package incorporating through-life service project management, is FenderCare Integrated Mooring Solutions (FenderCare IMS) which has been providing mooring solutions from seabed to quayside since 1988.

The company combines the knowledge and experience of mooring masters and pilots of FenderCare with the range of products designed, manufactured and supplied by the James Fisher Group, incorporating FenderCare Marine Solutions, Strainstall AMTS and co-operation with Maritime International.

The group's product range includes Yokohama pneumatic fenders, fixed fenders, quayside furniture, quick-release hooks, total jetty monitoring systems, deck equipment, foam elastomer buoyancy aids, and equipment for mooring, towing, salvage and heavy lift applications.

Chairman Yvonne Mason says integrated systems are a key component in shore-side and offshore terminals for safe berthing, mooring and monitoring during loading and offloading operations.

"The determination of the most appropriate design to optimise the operational envelope of such a facility is essential for safe, cost-effective, through-life service," she says.

"FenderCare IMS work with port executives from the initial feasibility study all the way through to project completion and operation, providing advice, information and products on all capex and opex mooring requirements.

"We ensure that the mooring systems are fully integrated and practically operable by appropriately-trained personnel. The in-house marine expertise combined with a portfolio of products ensures the optimum design and specification appropriate to the terminal concept and its anticipated environmental operating conditions."

Ms Mason says further benefit to the client is achieved through a single point of contact for project management and through-life service for all the component systems. It also avoids problems often encountered when trying to interface systems provided by different manufacturers.

The importance of considering value over cost is also stressed by Marimatech sales director Per Bjerring, whose company markets berthing aid and mooring management systems featuring laser docking and quick-release hooks.

"Very often we face customers (port owners) who only focus on the purchase price and try to save money there," he says.

"They do not think about the cost of ownership. The fact that the systems are integrated and often bought from one company instead of two to three, makes it easier to get it implemented and less expensive to support afterwards."

Marimatech has recently released a redesigned hook, which is said to lessen the "human element" in the mooring process.

"Quick-release hooks have not changed that much for the last 20 years but what is changing is the integration of things … from quick-release hooks via berthing aid systems through to wireless PDA hand-held units using W-LAN to control everything."

Mr Bjerring says his company is so confident about the quality of its quick-release hooks that it is offering as standard a three-year warranty.