Steering towards the perfect choice
Rising up to the challenges of succeeding in a new market and meeting the needs of customers relies on high quality partnerships. Ms Kaisa Marton, Managing Director of Kamelia Cleantech, shares how her company’s relationship with Sammet has helped them successfully navigate the marine scrubber market.
Ms Kaisa Marton, Managing Director of Kamelia Cleantech, is no stranger to the pressures of competitive, international business. In addition to her Nordic roots, Marton has many years of international experience working in various roles throughout Europe, the Middle East and Asia. This experience has made Marton resolute about seeking substantive, quality and value-adding partnerships. “Without developing and managing key relationships, we cannot exist”, she states matter-of-factly. Maintaining Kamelia Cleantech’s solid reputation for delivering high quality scrubber technology and control systems also compels Marton to be particular about who they partner with. Having partnered with a plethora of individuals, teams and companies, she knows the importance of working with the right people. This is why Sammet plays an integral role in Kamelia Cleantech’s growth plans.
Navigating opportunities together
Already a respected scrubber and exhaust system manufacturer, Kamelia Cleantech has started making waves in the marine scrubber market. A major part of Marton’s role is to manage sales and develop core relationships. To ensure success for this new phase in the company’s history, a top priority was partnering with the right damper supplier. Marton describes the implications of making a suboptimal choice as “grave”. “If the dampers are delayed so is our delivery. If the dampers are not working properly, it can affect the ship engine. This is not ideal especially on the open seas and the many safety issues which can arise”, explains Marton.
Kamelia Cleantech’s foray into the maritime industry resulted from a strategic investment by a large company operating in that space. “Our challenge is to stand out in a crowded and competitive market. Our biggest opportunity is that we are in a position to develop a range of value-adding products for our customers”, she says. The conversation once again turns back to the importance of key relationships and partnering with the right organisations.
Photo: Tero Takalo-Eskola.
All hands on deck
Sammet stood out as Kamelia Cleantech’s choice of supplier because they are known and trusted. “Several members from our team have worked with Sammet in the past with only good experiences”, states Marton. Sammet’s production capability in both Europe and China has proven advantageous. The Middle East is quickly becoming one of Kamelia Cleantech’s primary markets and with its increased global reach, Marton confirms that orders are being received from all parts of the globe. In particular, Sammet’s China facility has proven integral in supporting Kamelia Cleantech’s ambitions. “Sammet’s manufacturing facility in China is very competitive compared with other suppliers and as many of our projects are currently located in China, we are also saving costs on logistics”, says Marton.
“When we, as a company and leadership team, know we can rely on our suppliers to meet expectations and deliver projects, that is one less headache for us”
Marton describes the working relationship between Kamelia Cleantech and Sammet as being effortless. “Sammet is a trusted partner. Our ability to communicate openly builds and maintains trust between us”, she says. One thing Marton wants other companies to know about working with Sammet is that they can always trust in the quality of Sammet products and their co-operative approach to service. “When we, as a company and leadership team, know we can rely on our suppliers to meet expectations and deliver projects, that is one less headache for us”.
Photo: Tero Takalo-Eskola.
Inevitably, the conversation turns to the new emission regulations and the challenges it poses for maritime customers. Marton is clear about what will benefit customers most. “The economic arguments rests firmly with scrubbers. In addition, the evidence shows that blended fuels are not actually clean and in fact, produce more black carbon emissions than HFO, heavy fuel oil. Marine diesel oil, MDO, is cleaner but its well-to-wake carbon emissions are often higher than the HFO and scrubber combination”, she says. Regulations imposing new sulphur oxide (SOx) emission targets for the maritime industry came into effect on 1 January, 2020 and the ban on non-compliant fuel became effective on 1 March, 2020. As scrutiny over the environmental and health effects of non-compliant fuels intensifies, the choice of perfect partner to provide the most efficient and effective solutions also intensifies. With their mutual focus on quality and exceeding customer expectations, it seems the relationship between Kamelia Cleantech and Sammet is not only the perfect choice but smooth sailing.