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iterpillar Tunes Up International Marketing Team rpillar's Engine Products Division re-engineered its sales and market- efforts with the formation of a new ine business unit within this divi- . The new marketing team, headed ll-year veteran sales and marketing tager, Jan Arnold, includes more engines. "Shipyards are looking more to the engine supplier to offer the whole sys- tem, not just the engine," Arnold said. "They (shipyards) used to go to a differ- ent person for each aspect of the engine, but now they are looking for the suppli- er to accomplish all of this." She also wants to offer marine certifi- cation packaging for all engines where part of the processing will involve the engine already having been certified by classification societies such as Lloyd's Register and Det Norske Veritas before they are ready for operation. Geographically, Arnold has mapped out her targeted areas of which she would like to further expand into - adding on to North America, Europe and Australia, all of which, according to Arnold "are already significant contrib- utors to our marine business today." "There is major growth in the Asia- i 370 years of combined experience . ___ Circle 251 on Reader Service Card September, 1999 Circle 211 on Reader Service Card 83 he marine engine business. MR/EN ently spoke with Arnold to get her ws on the market for engines in the rine industry, as well as her goals the future of this new consolidated mp. — by Regina P. Ciardiello, distant editor It was a group that had a wide-variety of coverage, yet lacked a consolidated or home base - the biggest factor in Caterpillar's (CAT) decision to form a new marine business unit within Jan Arnold .. • , its engine products ivision. Although the company had a roup dealing with petroleum and iPG's, when it came to a focused, cen- ralized team dealing strictly with ;ngines in the marine industry - Cater- pillar felt it was at a loss. Enter Jan Arnold, seasoned sales and marketing manager who had spent 21 years not only with Caterpillar but also as sales manager for the marine division of CAT Financial Services and for CAT dealer Thompson Machinery Corp. in Tennessee. Arnold, who holds a B.S. degree in Industrial Administration from Iowa State University, claims the top spot in this new unit, and with a wealth of experience, will undoubtedly lead the way for the group's smooth transition into its place within the company. "This group (marine business unit) focuses on worldwide opportunities within the marine industry," Arnold said. "Now that we are centralized, we can look at the industry from a total per- spective." Regarding her strategies for the group, both long and short term, Arnold stresses that effective communi- cations among her team is key. "Timely and accurate communications worldwide is something that needs to be worked on," she said. "I want to ensure that everyone is receiving pertinent information all at the same time and that no one is being left out of the loop." Potentials for the future Arnold hopes to expand the group's scope by becoming more of a system supplier rather than just an engine sup- plier, as well as broadening the product line into propulsion and auxiliary Introducing The SmartHook® Automatic Load Monitoring New Console System Technologies for the EOS! ELECTRONIC MARINE SYSTEMS, INC. 800 Ferndaie Place Rahway, NJ 07065 Automatically displays mooring line tension locally at each hook No operator intervention required Allows mooring crew to pre-tension lines Alarms at each hook warn of high loads Records average and peak loads and mooring history No additional site wiring required Can be retrofitted to existing hooks Suitable for Class I Div I hazardous areas For more information visit our web site or contact us at: Harbour & Marine Enjinccrinj pty ltd Head Office USA Office 79 Asling St. Brighton, Melbourne, Australia. 3186. Contoct Mr D Grothe Phone: +61 3 9530 6333 Tel: + 1 303 779 4905 Fax: + 61 3 9530 6366. Fox: +1 303 721 9310 Email: engineering@harbourmarine.com Email: usa.sales@harbourmarine.com Web: http://www.harbourmarine.com It is designed to fit like a glove in any ECR for refit or new construction with all the advantages of Big Green's modular technology. These new concepts in console system design lets you select the layout. We make it modular for one day assembly and the lifetime maintenance access is unparalleled in the marine industry. • ACC certified shown above. • Logger-installed in pull-out draw on left side. • Customer requirements of gauges and annunciator easily accommodated. • Redundant displays CRT, LCD, plasma standard. • Keypad summary alarms. • Lightweight. • Data buss control and monitoring. • 2 wires to the console above monitors every point on the vessel. Call today for more 732.382.4344 732.388.5111 fax emsmarcon@aot.com e-mail http://www.emsmarcon.com