Kalmar executives have stressed that the equipment provider’s new performance guarantee model is “proven technology and not a science project”.
Speaking at Navis World, account director Martin Church said that this is “a vision of the future” and that “no one is as prepared as we are for that future”.
The recently-launched model will see Kalmar get paid on the basis of performance — such as completed container moves per hour — rather than the number of container handling machines it sells or leases.
Guenter Schmidmeir, senior vice president for global terminal operators at Kalmar, described the performance model as a “true partnership”, adding that it opens up a completely new way for terminals to finance.
“The contract length is aligned with the expected equipment lifetime,” he said. “Today, equipment is handed over and you have a service contract, but it is a different experience.”
He added that this longer scheme requires dedication from Kalmar and represents a “true opportunity for innovation” for terminals.
In terms of accountability, Mr Schmidmeir stressed that there is one contract and one accountable party to cover both Kalmar and Navis’ involvement under the OneTerminal brand. Also, “everything that we build and design puts safety first”, he said.
OneTerminal includes offers an integrated automation solution, bringing together Kalmar and Navis’ software systems, equipment and services for either brownfield or greenfield sites.
By Carly Fields
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