“We guarantee the best solution for customers”

There is no typical engine, only customized MRO. MTU Maintenance’s new product portfolio targets performance, savings, portability and value generation.

04.2019 | Text: Victoria Nicholls

Text:
Victoria Nicholls is a specialist for aftermarket topics such as engine MRO, leasing and asset management, as well as international market trends. The British-born editor lives in Berlin and works for MTU’s corporate communications in Hannover and Ludwigsfelde.

AEROREPORT: Let’s be hon­est, B2B prod­uct mar­ket­ing can be bor­ing. Why should people read on from here?

Martin Friis-Petersen: Well, prod­uct mar­ket­ing might not al­ways be ex­cit­ing, but en­gines are!

When my mar­ket­ing team came to me and said they want­ed to do an im­age film about a typical en­gine as part of the launch, my first thought was skep­ti­cism, be­cause it doesn’t ex­ist. But then I re­al­ized that is the point. At MTU we don’t deal in typ­i­cal.

Video: MTUPlus Intelligent Solutions Article with video

MTUPlus Intelligent Solutions

MTU Maintenance, the global market leader in customized service solutions for aero engines, recently launched its redefined services portfolio MTUPlus Intelligent Solutions. To the video ...

What then?

Each en­gine is flown in a dif­fer­ent man­ner, in a dif­fer­ent en­vi­ron­ment and by a dif­fer­ent oper­a­tor. So of course it has in­di­vid­ual needs. It is about serv­ing those needs in the best pos­sible way and with­out any waste.

More of what you need, less of what you don’t.

Ex­act­ly! If you take our prod­uct SAVEPlus for in­stance. This is a cus­tomized so­lu­tion for ma­ture en­gines. And it fo­cus­es sole­ly on re­duc­ing cost for the re­main­ing ser­vice life of the en­gine. Some­times that is a cus­tomer say­ing “I need 7,000 more cy­cles can you build me an en­gine to fly that, or pro­vide an ex­change en­gine that suits my op­er­a­tional re­quire­ments,” and oth­er times it is us say­ing to the cus­tomer, “a full over­haul is un­nec­es­sary cost, how about a lease en­gine.” Of course, this can be ap­plied to en­tire fleets too. Then it be­comes an ex­cit­ing cost puz­zle with greater re­wards.

Do you see mar­ket de­mand for ma­ture en­gine con­cepts?

For sure! We’re cur­rent­ly of­fer­ing these kind of ser­vices for e.g. CF6-80C2 en­gines, but as the V2500-A5 and CFM56-7 en­gine fleets age, this will be­come ex­treme­ly rel­e­vant. The in­stalled fleet is large and the en­gines are start­ing to ma­ture. As they do so, MRO costs will in­crease due to need for heav­ier shop vis­its and ma­te­r­i­al re­place­ment. In fact, many will be re­tired over the next 10 years as the 737 Max and A320neos en­ter in­to ser­vice with air­lines.

What else have you got in the goody bag?

Per­son­al­ly, I have a soft spot for MOVEPlus. This is a so­lu­tion for lessors that mit­i­gates risk and gen­er­ates more rev­enue through portable MRO. We’ve no­ticed lessors are tak­ing an in­creased in­ter­est in MRO de­ci­sions and want to be in­volved in tran­si­tions be­tween lessees, man­ag­ing and op­ti­miz­ing main­te­nance re­serves and choos­ing the tim­ing of shop vis­its. We give them that and a whole lot more. Such as fast re­mar­ketabil­i­ty of as­sets through easy trans­fers and pre­dictable costs. And of course, ac­cess to the MTU brain.

The brain was cho­sen as the sym­bol for the new port­fo­lio. Why?

We have a whole lot of ded­i­ca­tion too, so it could have al­so been the heart. But when it comes down to it, that is where we make the dif­fer­ence. Our col­lec­tive brain. MTU is full of ex­perts, ex­perts who cre­ate the best so­lu­tions for our cus­tomers with great pas­sion. And while the brain is the sym­bol for the port­fo­lio, we are al­so show­ing our peo­ple.

Why do you think the new port­fo­lio will sur­prise the mar­ket?

If I’m bru­tal­ly hon­est, no one in the mar­ket place has been los­ing sleep won­der­ing when the next MTU Main­te­nance prod­uct will be re­leased. But, it is our job to spot mar­ket trends and en­sure our port­fo­lio is meet­ing the cus­tomer re­quire­ments of to­mor­row. This was one of the rea­sons be­hind re­defin­ing our prod­uct and ser­vices port­fo­lio.

But we have a lot to of­fer. We’ve been do­ing MRO for near­ly 40 years, and to be frank, we’re re­al­ly good at it. As an in­de­pen­dent ser­vice provider, our fo­cus is on giv­ing the cus­tomer that lit­tle bit more so they come to us. We have to go the ex­tra mile, oth­er­wise we won’t sur­vive.

Usu­al­ly, that means cost sav­ings. For in­stance, PERFORMPlus is about gen­er­at­ing more flight hours at low­er cost with cus­tomized MRO. We use cus­tomized workscop­ing, al­ter­na­tive re­pairs, en­gine trend mon­i­tor­ing and on-site ser­vices to op­ti­mize on-wing times.

What is it when it isn’t cost sav­ings?

Gen­er­at­ing in­come. Which is what we do with VALUEPlus. This is a so­lu­tion for as­set own­ers to help them get the most out of their as­sets at end-of-life. It could be any­thing from a di­rect sale to tear­down or pro­longed lease-out, for in­stance.

As an MRO provider, lessor, as­set man­ag­er and parts trad­er, we can guar­an­tee the best solu­tion for cus­tomers. Across all our port­fo­lio.

Can you tell us a bit more about the faces pre­sent­ing these prod­ucts?

Yes, they are all mem­bers of the MRO pro­grams team.

PERFORMPlus

The face behind PERFORMPlus, our solution for newer engines, is Christine Gouthro. She lives and works in L.A. and sells parts and acces­sory repairs for us. She’s doing a stellar job out there and, fitting to the perfor­mance aspect, is into yoga, meditation and running.

SAVEPlus

Michael Krug is behind SAVEPlus. He’s been with MTU in Hannover for nearly 20 years and knows engines inside out – as well as Europe, the sales region he is respon­sible for.

VALUEPlus

Then there is Frenchman Luc Morvan, the man posing for VALUEPlus. Luc actually just moved to Singapore for us to set up an MTU Maintenance Lease Services represen­tative office there. He’s been managing assets for us for a number of years now.

MOVEPlus

And last but certainly not least, we have Fabrizio Laurenti crossing his arms for MOVEPlus. An Italian with impres­sive technical under­standing. With his insights into air­line operations and fleet manage­ment, he also under­stands the require­ments of the asset owners well. Fabrizio is fairly new to the team, and we’re expecting great things from him.

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