Attention Grabbing

Bigger ships, higher freight rates, the threat of demurrage charges and unprecedented cargo demand - all factors currently raising the stakes for bulk terminal operators.As the cost of shipping has increased, so has the need for reliable, speedy and efficient handling of bulk carriers at port. But while the new high volume-high cost shipping axiom has created additional pressures for port managers, it has also opened up new opportunities for those able to meet the fresh handling, storage and distribution challenges that have arisen.

Critical to the latter is the procurement of the right equipment. And, as the wealth generated by the current Asia-led shipping boom washes down the supply chain, equipment manufacturers are reporting rising orders as ports release funds to buy new handling gear.

Even more heartening for those European and US suppliers that have suffered with the emergence of low-cost rivals in Asia and elsewhere, more terminal operators now seem willing to pay a premium for top-end equipment and support. As one European terminal manager puts it: "How can I explain that the few hundred Euros I saved on a bit of kit has delayed a vessel for two days because the equipment wasn't up to scratch? It's a no-brainer."

As the previous emphasis on cost, cost, cost is replaced by more rational cost-benefit and risk assessment approaches to procurement, the more sophisticated suppliers of equipment are reaping the rewards. Michael Guse, spokesman for German manufacturer Smag, which builds the well-respected Smag Peiner grab range, admits that cheaper grabs are available but believes customers are now realising that reliability over a long period is more important than the upfront cost. "Terminals are happy to spend more money purchasing our grabs to ensure they don't have technical problems in operation," he says.

Mr Guse and his peers at the premium end of the highly-competitive grab market argue that in the modern world of bulk shipping a cheap grab rapidly becomes an expensive luxury if discharge rates are affected by breakdowns and higher maintenance requirements.

"For efficient shipping it is vital to minimise the time in port loading and unloading, so it's important for terminals to have 100% reliable grabs that can stand high working pressures over a long time," he says. "Compared to the total cost of ship unloading, the price of a grab is minimal so there is little to gain from buying a cheaper grab that might let you down."

Choosing the right grab for a new or existing crane is critical to performance, with leading suppliers offering multiple options of clamshell, scissor, cactus and orange-peel models kitted with different mechanical and hydraulic-powered configurations.The target performance parameters of the crane and terminal along with the type of cargo, its density and any regulations governing its handling need to be taken into account before selecting a particular model, and the leading suppliers are more than capable of offering assistance.

Most can also now offer performance monitoring systems which collect data on individual grab operations and can be supplied to ensure compatibility with different crane control devices.Smag, for example, offers a range of options for semi-automatic and automatic crane operations, including inclination switches to guarantee the grab is always in the right position for filling, as well as sensors for monitoring.

Nemag has come to the fore in the field of grab automation with its Grab ID product, which uses electronic signals to monitor grab performance, ensuring the workload is evenly spread and allowing more accurate assessment of future maintenance requirements.

As terminals search for new ways to automate and eke out performance gains, the relationship between crane and grab suppliers is getting closer, particularly when fast delivery times are required or larger, specialised grabs are needed.

Companies such as the big two from the Netherlands - Nemag and Verstegen - Anvil Attachments in the US, as well as Germany's raft of suppliers headed by market leader Smag, now have the manufacturing and back-stock capacity to more than match the rapid installations offered by the leading mobile harbour crane manufacturers, which often quote delivery times of two to three months.

Increasingly,it is orders from crane companies rather than direct sales to terminals that constitute the majority of orders received by grab suppliers. "Many terminals are in good contact with their crane supplier and order via them so they can rely on the crane manufacturer's all-round technical service including consulting and financing,"confirms Mr Guse.

Finland-based crane manufacturer Mantsinen says it has become rare for its customers to purchase grabs independently of the crane. Instead,Mantsinen usually recommends a choice of grabs depending on the customer's requirements; preferring its own units for general cargoes, specialist suppliers such as Stevenel for some forest products, and Smag, Italy-based Rozzi and Sweden's NOH for larger capacity models.

Switzerland-based Liebherr takes a similar approach when it takes orders from customers looking to deploy mobile harbour crane (MHC) solutions for bulk handling, drawing on its long-term relationships with grab suppliers such as Smag, Verstegen, Nemag and Blug."In general we see the delivery of the crane and its lifting attachment or attachments as one package," explains marketing manager,Thomas Bachmann.

"We organise the joint delivery, put the crane into operation and hand over to the customer ourselves.As standard we test the performance of grabs onsite during the assembly process of the mobile harbour crane. This way the customer doesn't need to correspond with different suppliers but can rely on a sole supplier."

Rival MHC giant Gottwald reports that most of its customers prefer to buy their own grabs, but offers advice on potential suppliers from a list of well-known brands depending on the customer's needs. Tests are then done during commissioning to ensure the grab and crane function at optimum efficiency."To achieve maximum performance and speed from the crane, it is crucial to consider both the density of the bulk material and the lifting capacity of the crane when selecting the size of the grab,"says spokesman Peter Klein.

"Gottwald can provide customers with all available kinds of grabs and makes a point of assisting with the selection of the ideal size and type combination, especially where different kinds of bulk are to be handled. "A bigger grab does not automatically mean higher throughput."