“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
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.
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.
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.
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.
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.
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.