IBI Italy Equipment

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italy | EQUIPMENT
Growth returns
More optimistic than they’ve been in years, Italy’s equipment manufacturers are
benefitting from sales gains in the shipyards. Most hope the turnaround will last
words: michael Verdon
development that included BMA-M and BMA-G black
and grey water pumps, ACB and Ecoinox pumps for
freshwater systems, and new cooling pumps. The
company has seen demand increase for larger pumps
as average superyacht sizes increase, with shipyards
placing more focus on environmental products.

Alberto Osculati
(inset) says his
company's sales
were up 12% in
2015, reaching 2007
levels
Expansion plans
“We’re becoming more and more marine pump
specialists,” says Gianneschi. “Our main competitors
are smaller companies with fewer products that
compete on price and not quality. Our job is to
give the shipyards proper technical consulting
so they understand that quality pays in the
long run, especially in a corrosive marine
environment.”
MZ Electronics has reached 2007 turnover
he accessories and equipment
levels, partly through acquiring windlass
manufacturers interviewed for
manufacturer ORVEA in 2011, but also by
this story have all reported sales
speeding up its new product development cycle
gains in the last year. While everyone recognises
within its thruster, watermaker and electronic yacht
challenges ahead, most are pleased with the modest
controller lines.
gains and expect some continuity at least through
Its main focus in the last two years has been
this year. Higher orders from Italian and foreign
its windlass line. “The company really changed
boatbuilders have pushed sales up for many in 2015.
its mission after our acquisition of ORVEA,” says
Others report the first significant rise in aftermarket
Alessandro Fosatti, MZ sales manager.
orders from Italy’s boaters in
“We developed the Italwinch line and
nearly five years.
became manufacturers of complete
“We’re more upbeat, at
We’re more
windlass ranges.”
least for the immediate future,
upbeat because
MZ Electronics recently launched
because of the number of
of the number
two new lines of vertical and horizontal
visitors around the boat shows
of visitors around
windlasses called Arado and Caesar for
and a more positive feeling in
the boat shows and a
boats up to 185ft. The windlasses were
the shipyards,” says Alessandro
more positive
presented in Monaco with Posidonia,
Gianneschi, head of business
feeling in the
which manufactures chains and
development for Gianneschi
shipyards
anchors. “They’re an important partner
Pumps. “We’ll continue to
in many projects,” says Fosatti. “We were able to
develop products and expand markets as we attempt
deliver a complete, certified mooring system for both
to understand the situation better. That’s always
pleasure and commercial vessels.”
worked better than waiting for customers to call."
Opacmare has been expanding its different
The Camaiore-based maker of pumps and blowers
product lines while contributing to new design trends
continues to increase its export numbers, which rose
that include larger windows and more access to the
last year to 46% of total sales, with strong markets
outdoors. “The new products launched in the last 12
in Turkey, the Middle East and the UK. Its 10% gain
months are going to permanently change not only
in sales last year was largely due to new product
T
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FEBRUARY–MARCH 2016 | International Boat Industry
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design concepts but techniques for building boats,”
says Roberto Sacco, executive director. “These doors
and windows have already changed the approach of
yacht designers around the world.” Sacco says that
Opacmare’s employee size has grown as the company
has accelerated its new product development plans.
Opacmare’s series 2332 weather-tight pantograph
door, a DAME awards finalist, is manually activated,
with automatic locking. “It’s the only one of its
kind with an integrated opening security system,”
notes Sacco. The company also introduced “semiautomatic” sliding doors that stay flat when
closed, allowing seamless integration with the
superstructure, and smaller, lighter-weight balconies
with more attractive price points. Its model 4501 box
balcony operates via hydraulic actuators to provide
maximum floor area when open, but the design has
minimal impact on space inside the boat.
“I’m optimistic about the next few years,” says
Sacco. “Our markets are developing at a global level
with increasing demand. Our products have improved
and become more technical. We feel like we’re in a
good position to take advantage of global market
growth,” he adds.
Ultraflex is also looking at international markets to
fuel its growth, though the maker of steering systems
and trim tabs has always relied on exports for most
of its business. In 2007, 75% of sales were exports;
that number has increased to 80%. The company saw
6% growth last year, largely through new product
launches in its steering systems, mechanical controls
and trim tab lines.
products, even items like metal plates for brass rod
holders. “Design has become an essential component
for both Italian and foreign shipyards, so we
organised ourselves around creating products that are
more innovative, with better designs,” says Luciano.
“I believe our new mantra of ‘design-service-quality’ is
the right one. It has made us embrace the future with
more optimism.”
Osculati, Italy’s largest distributor of marine
accessories, has over 18,000 products from leading
marine manufacturers in its catalogue. The
company has also designed and manufactured 6,000
proprietary items. Many are mainstream boating
Re-think the business
“We’ve invested a lot in R&D and manufacturing
processes in the last five years,” says Piero Gai,
general manager. “Like our competitors, we’re
investing to keep our market position. We’ve
increased sales of hydraulic steering systems and
also increased our range of steering wheels. Our
customers appreciate new designs.”
Foresti & Suardi SpA has also diversified its
product lines while increasing its design capabilities.
“The crisis made us think a lot about our business,”
says Paissoni Luciano, general director. “We’ve
changed some product lines and added new lines.
Now, we exercise a much greater attention to detail.
We’re very careful to research each product’s quality
as well as its levels of innovation.”
The company recently created new LED light
profiles of different sizes, a new line of interior LED
lights called Alhena, and outdoor lights for awnings
to meet a need that it could not find with other
product lines. Other new products include its leatherwrapped door handles and stainless hinges.
The Foresti & Suardi catalogue is a varied
collection of nautical equipment, ranging from
decorative interior pieces to functional exterior
components. There is a beauty to most of the
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International Boat Industry | FEBRUARY–MARCH 2016
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Markets & Regions
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
MZ Electronics
acquired windlass
manufacturer
ORVEA in 2011.
Far right:
Alessandro Fossati,
MZ sales manager
has two goals: It aims to make boating easier and
more comfortable. It also attempts to create
products typically found on superyachts for smaller
craft. “We want to make products affordable that
are now available on larger, more expensive yachts,”
says Osculati.
Glomex has followed a similar path with adaptive
technologies on its marine antenna lines. Its
weBBoat4G, which won its DAME category award in
2014, is an integrated 3G/4G/Wi-Fi coastal antenna
system that provides high-speed internet connection
for the owner’s portable smart devices. The company
has now expanded weBBoat with two new models.
The weBBoat Plus includes dual SIM card technology,
while weBBoat 2 Digital Sailor includes original
weBBoat4G technology, but offers a list of services
using the free Glomex App.
“Our weBBoat 2 has a powerful, micro-PC that
products, but others fit into small, obscure niches.
monitors sensors on board like battery levels, bilges,
Recent examples include a single light for biminis
security with video,” says Fabio Tassini, marketing
on a small RIB or ladders with larger and more
and communications director. “It automatically alerts
comfortable steps. “We are much more focused on
you if something happens on the boat.”
new product development than we were five years
The company is also launching a series of marine
ago,” says Alberto Osculati, executive director.
antennas in its Glomeasy line as well as DVBS-2
“That allows us to provide better products to
satellite TV antennas. “We’ve
OEMs. We also have more
been increasing R&D for new
products in our catalogue that
products to stay ahead of the
serve similar segments.”
Alberto Osculati | executive director
market,” says Tassini. “That has
Osculati
increased sales in the last 12
Business overhaul
months. We’ve beefed up our
The company’s 2015 sales were
sales department to deal with
up 12%, reaching 2007 levels.
higher demand.”
Osculati said the growth trend
has continued, with Q1 sales in
Better workflow
FY 2016 up 15%. “The gains in
Glomex also expanded its
this first quarter were mainly
headquarters and factory
because of a pickup in boat
in Ravenna. It built three
manufacturing,” he says.
automatic vertical warehouses
The company has also
that frees up space for
expanded its workforce to 111
distribution, while improving
employees compared to 91 in
the efficiency of its picking
2007. “We’re a very different
operations. “Our goal was to
company since the recession,”
reorganise and improve the
Osculati says. “We’re much
work flow so we could increase productivity and offer
more organised and our team has been tasked with
fastest delivery,” says Tassini.
making decisions with autonomy.”
Besenzoni has also expanded its product lines
Osculati says empowering employees is the only
while reorganising its labour force. The maker of
way the company could have successfully met a
marine seating, specialised ladders, gangways, table
changing market. “We can’t measure our growth by
pedestals, davits and other products, centralised its
turnover alone,” he says. “We now ship 50% more
operations several years ago by moving activities that
orders than 2007.” OEM and aftermarket clients make
had been handled by contractors inside the company,
smaller orders to avoid carrying excess inventory,
while reducing any costs that did not directly impact
says Osculati, so the company had to reorganise to
its manufacturing operations.
handle the increased traffic flow of smaller orders.
The company introduced a series of special
Osculati’s new product development programme
We want to
make products
affordable that
are now available
on larger, more
expensive yachts
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FEBRUARY–MARCH 2016 | International Boat Industry
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Markets & Regions
italy | EQUIPMENT
Boero Yacht Coatings brand, and Raffaello ECO
bottom paint from its Veneziani Yachting.
“Two trends that we’re seeing in the superyacht
sector are fuel efficiency and ever-larger dimensions
for the yachts,” says Zanzanaini. “We’ve been
developing high performance polishing antifouling
products and ultra-light fillers as solutions for
these trends.”
Frigomar has also seen its OEM business increase
in the last year, with more demand for customised
air-conditioning, refrigeration and icemaker systems.
“We aren’t a simple supplier to our Italian shipyard
clients,” says MD Andrea Piombo. “We are seen by
these yards as true partners who launch new products
to meet their technical needs while also providing
excellent customer service for the end user.”
The company has anticipated trends in highefficiency applications on board. At METS, Frigomar
Confidence is back
introduced the Self-Contained Inverter BLDC
Quick Marine reported double-digit growth for
technology for its air-conditioning units. This
2015, with 85% of its sales coming from the export
industry-first technology eliminates
market. The US remains its largest
current peaks at startup for 40%
market. The lighting and windlass
power savings that also allows a
manufacturer is forecasting another
The most
possible reduction in
year of double-digit growth in 2016.
important
generator sizes.
The company recently launched
element of this growth
In developing and marketing
products like the Secret L pop-up
results from a more
light, a range of down lights called
positive perception that new products, Frigomar has also
increased its number of technicians.
XP, the Challenger underwater
is generally felt
“The skill levels of our technicians
lights series, the XR8 superyacht
in the industry
let us participate in every type of
windlass, and the biggest
build, from installing units on a
bow-thruster size on the market.
new project to working with important refits.”
“We plan to introduce more products in 2016 to
secure new customers,” says Lorenzo Cesari, area
Export focus
sales manager. “We’re also working with boatbuilder
Antonio Mancini of Mavimare & Mancini has seen a
clients on projects that will be launched in autumn
slight rebound in small and medium boats in the last
2017. These builders are convinced, as we are, that
year. Like many other Italian equipment manufacturpositive growth trends are here to stay for the next
ers, this maker of steering systems, control boxes and
few years.”
accessories has seen its business move steadily into
The Boero Group has also seen its marine coatings
markets outside Italy. Exports now account for about
business increase in the OEM segment, largely due
75% of annual turnover.
to an increasing number of superyacht builds. “In
With greater industry demand for hydraulic
the last 12 months, we’ve witnessed a new scenario,”
steering systems, Mavimare & Mancini has focused
says Marco Zanzanaini, marketing manager for
on that category. The company introduced the
the yachting business unit. “We’re now seeing
GF350HD, a new hydraulic steering system for
challenging superyacht projects and, generally, much
300hp-350hp outboards at the most recent METS.
more confidence in the market.”
“We had requests for a product like this from some
While Boero retains the same marine-industry
markets where double and triple installations of
competitors, Zanzanaini has watched competitors
these large engines are popular,” says Mancini. “So
from the automotive and industrial fields entering the
we developed a steering system that not only is
yacht sector. “These are companies developing nanoreinforced for the loads it will carry, but it looks like
technologies and wrapping systems,” he says.
it has been reinforced. Making the right aesthetic
The Boero Group has continued a push with new
choices was almost as important as the inner design
product development, last year introducing Magellan
in the development process.” 630 antifouling and Epoflex epoxy filler under its
hydraulic systems for roofs on boats over 24m, as well
as a garage door with double opening doors that turn
into a sundeck. It also launched new pilot seats and a
range of aluminium gangways.
“Our production in the last five years has basically
become 90% custom, with our standard product lines
almost disappearing,” says Fiorella Besenzoni. “At
the same time, we realised the need to maintain high
levels of service, even during the difficult times that
the industry has passed through.”
Like the others interviewed here, the company saw
a turn towards growth in 2015. “We believe that the
most important element of this growth results from a
more positive perception that is generally felt in the
industry,” says Besenzoni. “It gives us hope for further
improvement.”
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FEBRUARY–MARCH 2016 | International Boat Industry
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