INTRODUCTION & SELLING KOBELT STEERING SYSTEMS

Product Overview, Available Systems, Features,

Value Statements & Competition

May 2017 Rev 3

SLIDE 2

AGENDA

• The Five Primary Steering Configurations & Components

• Typical System Layouts

• Technical Requirements

• Steering Torque

• Selling Steering

• Commissioning, Spare Parts, Servicing

SLIDE 3

Available Steering Systems

Manual Hydraulic

Manual Hydraulic & Non Follow Up

Power Assisted Hydraulic

Hydraulic Full Follow Up

Electronic Full Follow Up

SLIDE 4

Manual Hydraulic

SLIDE 5

Primary Components, Manual

• Helm Pump

• Header Tank

• Safety Bypass Valve

• Cylinder

• Tiller Arm

SLIDE 6

Characteristics of Vessels with Manual Systems

• Up to 78’ (24m)

• No electronics

• Ease of configuration & maintainance

• Very common in fishing, small recreational, support craft (barges)

SLIDE 7

Manual Hydraulic with NFU (Jog) & Autopilot

ACCU-

STEER

SLIDE 8

Primary Components, Non Follow Up Steering • Helm Pump • Header Tank • Jog Lever (Steering Control) • Stand-alone Autopilot

pumpset - Reversing Motor (HRP) or Continuous Running (HPU)

• Non-Drain Back Valve • Safety Bypass Valve • Cylinder • Tiller Arm • Rudder Angle Indication

(RAI) • Rudder Feedback Unit (RFU)

SLIDE 9

Characteristics of Vessels with Non Follow Up Steering

• Workboats, supply vessels – when the effort required on the wheel is too much

• Typically up to 120’ (35m) • Jog lever may become the primary

control for steering - helm pump is secondary

• Introduces valves to convert electrical signal from jog lever to move cylinders

• Adds components and aids in control of vessel

SLIDE 10

Power Assisted Hydraulic

CYLINDER

TILLER

PA-1250

HELM PUMP

HEADER TANK

SLIDE 11

Primary Components, Power Assisted Steering

• Helm Pump

• Header Tank

• Accu-Steer Power Assist Unit

• Safety Bypass Valve

• Cylinder

• Tiller Arm

SLIDE 12

Characteristics of Vessels with Power Assisted Steering

• Ideally where the helm pump is a small displacement (to match PA Unit output).

• Small recreational or Small Fast Workboats/Pilots.

• Auto-pilot/jog can be incorporated

• Ease of configuration & maintenance

• To reduce the effort required to steer the vessel

• Reverts to manual if power not available

SLIDE 13

Special Note on Power Assisted Steering

Special Note:

• ‘Power Hydraulic’, ‘Power Assistance’, ‘Power Steering’ are descriptions that often gets applied to ‘Vessel Specification’ documents.

• You will have to be very sure about what is required, it could be this, NFU, FFU, or Orbitrol Steering (forklift/tractor type)

SLIDE 14

Hydraulic Full Follow Up

• System Shown With Non-Drain Back Valve, could be Header Tank and sealed main Reservoir

SLIDE 15

ACCU-

STEER

Primary Components, Hydraulic Full Follow Up

• Helm Pump • Jog Lever (Steering

Control) • Accu-Steer Unit • Non-Drain Back Valve • Rudder Feedback

Indicator • Power Assisted

Cylinder • Tiller Arm • Hydraulic Power Unit

SLIDE 16

Characteristics of Vessels with Hydraulic Full Follow Up

• For faster rudder speeds

• Pilot boats, harbour tugs, mid-sized yachts

• 80’ to 120’ (25m to 35m)

• Preference of wheel over jog lever

• Auto-change over to manual, helps with classification

SLIDE 17

Electronic Full Follow Up

SLIDE 18

ACCU-

STEER

Primary Components, Electronic Full Follow Up

• Helm Pump

• Header Tank

• Steering Controls

• Amplifier and Transfer Box

• Solenoid & Base Plate

• Non-Drain Back Valve

• Safety Bypass Valve

• Cylinder

• Tiller Arm

• Rudder Feedback Indicators

• Hydraulic Power Unit

SLIDE 19

Where are Electronic Full Follow Up systems used?

• On vessels where it is not practical to have manual steering or hydraulic FFU

• Mechanical tie bar not possible (Catamaran)

• Military, commercial, recreational

SLIDE 20

Types of Vessels & Typical Systems

• Manual Hydraulic and NFU / Autopilot

• Power Assisted & Hydraulic Full Follow Up

• Electronic Full Follow UP

SLIDE 21

All about the Rudder & Speed!!

• It all starts with steering torque…

• To size and quote a steering system, the torque required to turn the rudder is the most important metric

• From the torque, the size of the cylinder(s) and hydraulics can be selected

• The associated system components can then be added

Many catalogue sellers think its about the boat size!

SLIDE 22

General Information Needed

• Customer Name, Vessel; Name, Type, Length and Duty

• Rudder Dimensions and / or customer supplied steering torque

• Special Considerations; Nozzles, fish tail, flap rudder

• Hull: Full Displacement, Semi-Displacement, Planning, Catamaran, Other

• Hull: Steel, Aluminum, GRP, Wood

• Class Approval, New Construction / Retrofit?

• Speed (Knots): Cruising, Maximum, Estimated

• Propeller: Diameter (inches/mm), Pitch, Reduction. Gear Ratio

• Number of engines

• HP / RPM

• Idle RPM, Running RPM, Maximum RPM

• Gross Tonnage

SLIDE 23

Rudder Diagram

A

B

C

D

E

F

D E

F

B A

C

Rudder Stock Diameter in way of tiller.

SLIDE 24

Rudder Data

• Rudder Angle

– 2 x 35 degrees

– Other – 2 x (X degrees) (from Amidships to Hardover)

• Rudder Stock

– Straight or taper

– Keyway

• Rudders

– Number of Rudders

– Distance between Rudder Shafts

– Appendages/Types – Schilling, Fishtail

SLIDE 25

Steering System Data

• Mode

– Hand Hydraulic, Jog (NFU), Hydraulic (FFU), Electronic (FFU)

• Stations

– Number, location, Wheel, Lever

– Length of tubing from wheelhouse to steering gear

• Hydraulic Power Source

– Engine driven, electric motor

– Number of pumps, Hardover Time (seconds)

– Electric Motor (VAC/PH/HZ), Solenoid Voltage (DC)

• Rudder Angle Indicator?

• Auto-Pilot? (Make and Model?), DP? Monitoring, VDR ……

SLIDE 26

Completing the Form

• Green Brochure Form- Pg. 62/63

• Fill out as much as possible, for your and Kobelt’s evaluation

• Take pictures of the application – tells a thousand words!!

SLIDE 27

Convincing the Prospect

Awareness – Solutions for Pleasure Craft & Workboats

Quality - Maturity

Complete Line from a Single Source for any Vessel

SLIDE 28

• Mature product line, experience – 5 decades

• More Type Approved Products than any other company

• Thousands of installations

• Integration capability – multiple solutions from a single vendor – complex package options

• Increased focus on engineering expertise and customer / partner support

• Business development support

Value Statements

SLIDE 29

Competition

Recreational / Small Vessel

Commercial / Mid-Large Vessel /

Yacht

BIG

Wills-Ridley

SLIDE 30

Competition

Competitor Biggest Strength Biggest Weakness

SeaStar (Teleflex) Price Durability

Hydrive Price Durability, Lack of Global

Support

Jastram Awareness Only do steering

Wills Price, Strong in Asia Small Company, Lack of

other systems

Rolls Royce They are Rolls Royce! Very big company, lack of

focus

SLIDE 31

Competition

Multiple System

Offerings

Speed of Delivery / Response Time

KOBELT

ROLLS ROYCE

HYDRIVE

SEASTAR

VAN DER VELDEN

JASTRAM

SLIDE 32

Working with Kobelt

Sales

Recommend Kobelt steering, speak to products, understand boat type &

scenario

Qualification

Collect metrics, ensure all applicable information is available for calculation

Sizing

Run the steering calculation, determine requirements, map to Kobelt products,

work with Kobelt to confirm

SLIDE 33

How to Order

• Work with Kobelt

• Get the sizing done

• Determine the parts required

• Quote the order

• Schedule delivery based on installation requirements

SLIDE 34

Commissioning

• Site Acceptance Test (SAT)

• Harbour Acceptance Test (HAT)

– (electronically available from Kobelt)

View Commissioning as your opportunity to demonstrate to the customer how good Kobelt and you the local partner are!

SLIDE 35

Spare Parts & Servicing

• Spare parts are lucrative business – captive customer!

• Servicing – reactive or proactive agreements and lucrative business!

• In-house or on site

• In an emergency, other partners may have the stock!

Example – scheduled potentiometer changes for commercial vessels with EFFU systems.

SLIDE 36

Thank You!

• Peter Morgan

• Lance Lidstone