Report on exploitation Management review meeting #5

1. Report on exploitationManagement review meeting #5 • Activities since last review meeting • Exploitation by individual partners - existing business • New business possibilities Presented by Peik Jenssen, DNV, The Hague 2001-06-27

2. Exploitation activities since last meeting • Resolution on Exploitation Rights agreed • 4 partners will sign Memorandum of Understanding on common exploitation of the MEIT (DNV, GL, IWI, Xantic/SpecTec) • Established co-operation with one more ship owner (Høegh Fleet Services) • Detailed market research/monitoring has been initiated (InterMedium) • Market communication • Presentations and papers at conferences • 2nd public demo • Discussing business idea with ship owners, representatives of P&I clubs, ship broker, web portal operators

3. Individual partner exploitation • DNV • New business concept/class notation based on import of maintenance and operational data from ship - to be implemented mid 2002 (prototype ready August 2001) • GL • Re-engineering of ERS software architecture is under development, this implies to calculation tools (HECSALV) and ICT environment, including incorporation into GL’s new classification approach class.IT. One of Class.IT’s services is fleet online support. GL customers shall be given access to it directly from the MEIT. • IRI • Will publish results in their publication ComPlex and thereby contribute as reference for legislators, judges, lawyers, public administrations and other interested parties. • LMS • Perform a feasibility study and diagnostic analysis of new-comers to the virtual organisation • Analysis of applicability • Study and advice which existing tools to keep • Study and advice which existing tools to integrate with the virtual organisation • Design interfaces • Interfaces implementation • Study how the customer will fit better into the the Business Process based on the eEPC built up during the Marvin project

4. Individual partner exploitation • Lisnave • is changing their SGO main core system to integrate the import/export interface developed in Marvin • LMS • Perform a feasibility study and diagnostic analysis of new-comers to the virtual organisation • Analysis of applicability • Study and advice which existing tools to keep • Study and advice which existing tools to integrate with the virtual organisation • Design interfaces • Interfaces implementation • Study how the customer will fit better into the the Business Process based on the eEPC built up during the Marvin project • Neorion • Through the participation of the yard in the MARVIN EC project in conjunction with the SYRIOS project, the infrastructure for the application of Information Technologies is being upgraded. The shipyard seeks to improve the information flow and exchange procedures, incorporating the developed integrated environment. After using the system for a period of 6 months, the company will weigh up the system’s expansion and application to NEORION shipyard. • Xantic

5. Individual partner exploitation • Xantic • The idea with Marvin and its portal concept fits into Xantic’s overall strategy of continuously exploring Internet technology. More specifically we see more and more requirements from existing customers and new customers in terms of generic information exchange with neatral data.

6. New business alternatives Alternative A: ICT consulting Alternative B: Information exchange and integration

7. New business alternatives Alternative A: ICT consulting Services: • Business process (re)engineering • Information integration • E-business strategy Potential partners: • COC • DNV • GL • IDS • IWI • Xantic/SpecTec • Other investors like software developers and ship management companies

8. New business alternatives Alternative B: Information exchange and integration Services: • Information and exchange services • Analysis • Advisory services • Trading • Brokering Potential partners: • COC, DNV, GL, IDS, IWI, Xantic/SpecTec • Ship broker • Web portal operator • Other investors like ship owner

9. Added value • Reuse of data - less work for provider and receiver of data • STEP and XML files having a long life, independent of applications • Structured and controlled work flow - faster actions, fewer mistakes • Fast exchange compared to snail mail and courier service - save time • Simpler file handling (retrieving and storing) than with e-mail and paper - save time • Fast partner identification • Better offers (price, time and quality) • Fast contract handling • Coverage of legal aspect • Data security

10. Potential competitors • Web portal operators/electronic market places • Ship brokers • Ship yard agents

11. Target customers First phase: • Consortium members • Ship owners using Amos and Nauticus Propulsion • Ship repair yards using Syrios Second phase • Amos customers in general • DNV and GL customers • European ship repair yards Third phase • ER customers of DNV and GL • Tug companies • Insurance and P&I clubs

12. Potential revenue for a IEI service provider • At the moment only few business activities in the information exchange and sharing field of the maritime domain • The market for consulting services in ICT/e-business is huge • The market for ICT consulting in the maritime industry is probably small but will become big (to be further investigated) • Revenue potential from exchange and sharing is believed to be small • Revenue from potential analysis and advisory services is believed to be large

13. Exploitation channels 1. Build up a customer base via consulting 2. Make partnership with one existing third party service provider: - web portal operator - ship broker - shipyard agent

14. Investments Consulting Projects Consulting Projects Customers Know-How Know-How Customers Investments Business Lines Information exchange and sharing Consulting Business Lines of the Partner Companies

15. Acquisition of Capital Business Plan Acquisition of Network Partner Acquisition of Human Resources Going Productive Marvin close Exploratory Talks Go/no go Nov 01 Dec 01 Oct 01 Jun 01 Jan 02 Jul 01 Business development schedule