壳牌船舶新任总经理的广阔视野_国际船舶海工网

壳牌船舶（Shell Marine）新上任的全球总经理Joris van Brussel将使壳牌船舶以客户为中心的船舶润滑油研发、交付和技术服务提高到新的层次。在壳牌的职业生涯中，van Brussel先生积累了丰富的经验，在壳牌集团内经历了燃料、润滑油和可再生业务等领域，后来从壳牌国际零售业务转入壳牌船舶，致力于交付建立持久关系的方案，利用壳牌船舶值得信赖的合作伙伴口碑，努力保持或创造源源不断的业务。

“在壳牌船舶，我有一个优秀的团队，他们对自己的工作充满热情：他们是壳牌的一部分，同时也是壳牌船舶的一部分。我们从事润滑油业务，但壳牌作为一个集团，既是船东、船舶管理者、承租人，也是燃料油和LNG供应商，因此我们从多个角度看待问题。我们把客户的挑战作为我们自己的挑战，因为我们”瞭解”客户的业务。”

正筹备第五届2019豪华邮轮/客轮修造和配套上海论坛和2019第二届船用洗涤器和压载水上海论坛的国际船舶海工网了解到，van Brussel先生此次上任，正逢壳牌船舶进入快速发展时期。2018年，壳牌船舶的经销网络扩大进入了西班牙、智利和新西兰。在过去的短短几年，位于新加坡和印度尼西亚的新船舶润滑油生产工厂也开业了。

“如今，壳牌船舶的运营已遍及全球61个国家及710个港口，意味着其润滑油方案作为船东的合作伙伴，能提供任何的燃料选择。”他表示，“保持牢固的关系并聆听客户的意见有助于我们向全球和本地客户传达我们的主张，以提供他们所需要的产品。我们倾听，是为了理解和帮助他们。”

当前，船东们面临新法规、新发动机技术、新燃料等方面的挑战，更需要供应合作伙伴具有灵活性和灵敏性。

van Brussel评论：“我们采用全盘的方式进行客户对话，并在此过程中制定了综合报价，包括技术和咨询服务，以及产品规格、物流和定价。”除了提供最适合的容量/港口起重建议之外，壳牌船舶能为一艘船提供完整的润滑管理，将库存水平与特定运营概况的需求计划相结合。

“最初，壳牌船舶是以‘MILES’品牌的方式将综合服务提供给船舶市场。但我相信，我们现在只是在展示壳牌船舶作为可信赖的集成解决方案合作伙伴所能实现的目标的起点。今后，壳牌船舶将利用航运业的传统偏好，不仅仅是建立简单的交易关系，还将利用数字化带来的机会，包括分析、智能算法和机器学习。”

van Brussel先生正在考虑利用“Accuport”的新机会，这是一种预测性的采购方案，目前已部署在壳牌船舶的500艘客户船上使用。这种方案是为了提高透明度而研发的，能监测润滑油的消耗量，并且在交付产品时提供优化决策和及时性的建议。

“数字化正在改变我们和客户的工作及互动方式。在壳牌船舶，我们的方法是识别客户面临的问题，并了解如何最好地利用技术来解决这些问题。‘Accuport’有助于减轻船员和管理人员的负担，使产品随时可以加载。目前我们在数字化方面与众不同的是，我们实际上把数字化作为我们正在做的事情，而不是简单地谈论它。”

然而，van Brussel充分意识到。目前航运业最紧迫的问题应该是迎接2020年国际海事组织的燃料硫含量上限要求。全球大约80%的船舶燃料是由石油巨头以外的各方混合提供的，不同来源的可变质量威胁或许是个热门话题。当涉及到保持发动机良好状态的气缸油、润滑油监测和技术服务时，船东们将寻求更多的安全性。

他指出：“壳牌船舶已经能提供各种系列的气缸油，从BN25到BN140，旨在优化两冲程发动机的性能，无论船东在2020年之后选择什么样的燃料，我们都将利用这个机会进行全面更新。”

壳牌船舶正在试用一种新的BN40油，专门用于硫含量为0.5%的VLSFO燃料，这将主导市场。尽管一些知名船东最近宣布将采用燃料硫去除技术，但壳牌船舶认为，在2020年之前仅有2500-3000台洗涤器投入使用。

“壳牌船舶在德国汉堡设有船舶和动力创新中心，拥有专业的知识和4台测试发动机以及燃料存储能力，这代表了一个独特的船舶润滑油测试设施。壳牌船舶还耗时一年半，对壳牌Alexia产品组合进行了新试验，包括测试一种新的BN40油，使船舶使用硫含量为0.5%的燃料。”

van Brussel指出，虽然燃料市场结构一直在不断变化，但LNG已经成为一种需要广泛经销的船舶燃料。“管理不断发展的壳牌Alexia二冲程发动机产品组合、以及新一代壳牌Argina和壳牌Gadinia四冲程发动机润滑油将成为2020年1月1日及以后的关键。”新的四冲程润滑油经过优化，可以应对现代中速发动机油的更快粘度增加和BN损耗。

未来，船舶燃料市场将呈现更大的多样性，van Brussel认为，壳牌船舶将需要继续进行充满活力的技术服务研发。

他表示，船东通过使用壳牌润滑油分析仪和监测器来支援合规燃料的过渡，从而持续验证其发动机油的性能，这是很有意义的。

“壳牌船舶对2020年有着清晰的愿景，我们将做好准备，我们能够帮助船东和租船方顺利过渡到2020年的硫含量上限。”

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NewGlobal General Manager Joris van Brussel is taking Shell Marine’scustomer-focused approach to marine lubricants development, delivery andtechnical services to another level

In a career with Shell, Mr van Brussel has gained experience across the group’s fuels, lubricants andrenewables businesses worldwide, transferring into Shell Marine from ShellRetail International. His focus is on delivering solutions that build lastingrelationships and drawing on Shell Marine’s strengths as a trusted partner tokeep or create repeat business.

“In Shell Marine, I have a great team of people who arevery passionate about what they do: they are part of Shell but they are alsopart of the marine community. We are the lubricantsbusiness but, of course, Shell as a group is an owner, a ship manager, acharterer, a fuel oil and an LNG supplier,so we look at things from a number of angles. We make our customers’ challenges our own because we ‘get’ ourcustomers’ businesses.”

The new General Manager joins at a timeof growth for Shell Marine, which in 2018 has expanded its distribution networkin Spain, Chile and New Zealand. Shell has also opened new blending plants withmarine lubricants production in Singapore and Indonesia within the last fewyears.

“Shell Marine operates across 710 portsand in 61 countries, which means we’re set up to offer the lubricationsolutions and act as a partner for ship owners whatever their fuel choice,” he says. “Maintaining strong relationshipsand listening to our customers helps us to get our proposition across to thecustomer globally and locally to provide what they need. We listen in order tounderstand and help them.

Shipowners today face pressures fromregulations, new engine technology, new fuels and efficiency challenges,calling for flexibility and agility from their supply partners.

“We take aholistic approach to customer conversations, and in doing so we have developedan integrated offer to include technical and advisory services, as well asproduct specification, logistics and pricing,” comments van Brussel. Inaddition to providing optimal volumes/port liftings recommendations, ShellMarine can offer the entire lubrication management for a vessel, combiningstock levels and demand planning for specific operating profiles.

“Initially,we brought our integrated offer to market under the ‘MILES’ brand,” says vanBrussel, “but I believe that we are only at the starting point of demonstratingwhat Shell Marine can achieve as a trusted partner for integrated solutions. Wewill draw on shipping’s traditional preference to build on relationships thatare more than simply transactional, but also on the opportunities that willcome from digitalisation, including analytics, smarter algorithms and machinelearning.”

van Brusselis thinking specifically of new opportunities to leverage ‘Accuport’, apredictive procurement solution from Shell Marine that has so far been deployedon board 500 vessels. Developed for transparency, Accuport monitors lubricantconsumption and offers advice to optimise decision-making and timeliness whenit comes to delivery.

“Digitalisationis transforming the way that we and our customers work and interact. At ShellMarine, our approach is to identify problems that our customers face and seehow technology can be used best to solve them. Accuport helps to take the burden away from crew and management so thatproducts will be ready to load as they are needed. What sets us apart fromothers on digitalisation at the moment is that we’re actually doing things,rather than simply talking about it.”

Nevertheless, van Brussel is fullyaware that shipping’s most pressing issue remains the industry’s readiness forthe International Maritime Organization’s 2020 fuel sulphur cap. With some 80%of world marine fuels supplied as blends by parties other than the oil majors,variable quality from different sources threatens to become a hot topic; ownerswill be seeking even more security when it comes to the cylinder oils,lubricant monitoring and technical services that maintain their engines in goodcondition.

“We already offer a comprehensiveportfolio of cylinder oils ranging from BN25 to BN140, developed to optimizetwo-stroke engine performance whatever the fuel choice that owners make post2020, but we are taking the opportunity to refresh across the board”, he says

Shell Marine is in the advanced stagesof trialling a new BN40 oil specifically for the VLSFO fuels of 0.5% sulphurcontent that will dominate the market. Despite a recent commitment to fuel sulphur abatement technology by somehigh-profile owners, the company believes only 2500-3000 scrubbers will be inoperation by 2020.

“We have the Marine & PowerInnovation Centre in Hamburg, whose engineering expertise, four test enginesand fuel storage capabilities represent a unique facility for marine lubricanttesting. However, we’ve also invested in 1.5 years of new field trials in theShell Alexia portfolio, including testing a new BN40 oil to run ships on fuelwith 0.5% sulphur content.”

van Brussel said that, while the fuels market mix was still evolving,LNG had already secured a position as a marine fuel that was requiringwidespread distribution.

“Managing theevolving product portfolio of Shell Alexia grades for 2 stroke engines and thenew generation Shell Argina and Shell Gadinia four stroke engine oils will bekey in the run up to January 1 2020 and beyond’’ he said.The new four stroke oils have been optimised to deal with the fasterviscosity increase and BN depletion experienced by oils in modern medium speedengines.

In the future, the marine fuel marketwill feature greater diversity, and van Brussel also sees the need for ShellMarine to continue with its energetic program of technical servicesdevelopment.

It makes good sense for owners tosupport the transition to compliant fuels by deploying services such as ShellLubeAnalyst and Shell LubeMonitor to verify the performance of their engineoils continuously, he says.

“Shell has aclear vision into 2020. We will be prepared, and we can help ship owners andcharterers to make a successful transition through the 2020 sulphur capdeadline.”