This is a double interview with Simone Trevale, Sales Manager / Fluid Global Solutions s.r.l.& Vanessa Fantazia, Key Account Manager | Spare Parts Dept. Armonia Trading & Commercial Applications Limited.

The interview covers various aspects of the maritime industry, including the importance of reliable equipment onboard vessels, fostering collaboration for organizational success, meeting customer preferences, custom- er-centric strategies, the significance of specialized technicians and tools, the impact of automation on work- place safety, and recognizing contributions from partners like Greek agents. Additionally, it highlights the role of in-house maintenance and service activities in enhancing market competitiveness.
The unforgiving nature of the marine environment demands exceptional reliability from all onboard equipment, especially pumps. To ensure smooth operations and crew safety at sea, what critical factors should be con- sidered when selecting high-quality pumps specifically designed for use in vessels?
We can say the two main points to be considered when selecting new pumps are: the material, which should be compatible with the pumped fluid to ensure the correct lifetime of machinery, the dimensions of the full assembly which must be compatible with the available space on vessel, which sometimes is restricted.
We can say the two main points to be considered when selecting new pumps are: the material, which should be compatible with the pumped fluid to ensure the correct lifetime of machinery, the dimensions of the full assembly which must be compatible with the available space on vessel, which sometimes is restricted.
In today’s competitive landscape, how can fostering a collaborative work environment drive improved performance and achieve measurable success for the organization as exemplified by the principle “Working together means winning together”?
In today’s fast-paced business world, collaboration isn’t just helpful—it’s essential for lasting success. At our company, we live by the motto ‘Together, we win,’ shaping our culture and driving our achievements. Collaboration taps into our team’s combined smarts, skills, and experiences, driving us towards shared goals with synergy. Moreover, collaboration isn’t limited to internal teams. As exclusive agent
of FLUID GLOBAL SOLUTIONS in the Greek market, our collaborative approach extends to our external partnerships as well. By working closely with our principal, understanding their objectives, and aligning our strategies, we can deliver exceptional value to our customers while driving mutual growth. In conclusion, cultivating collaboration isn’t just nice—it’s essential. When we adopt the ethos of ‘Teamwork equals triumph,’ we boost performance and foster a culture of shared success, driving our organization ahead in a competitive world.
What strategies can your company employ to effectively meet the preferences of its customers and deliver their favourite products in 2024?
As we look ahead to 2024, meeting the preferences of our customers and delivering their favourite products remains a top priority for our company. To achieve this, we employ a multifaceted approach that encompasses several key strategies. Firstly, we invest in thorough market research and customer analytics to understand evolving preferences. Secondly, we prioritize innovation and product development to stay ahead. We continuously seek feedback from customers and industry experts to identify emerging needs and opportunities. Additionally, we prioritize customer satisfaction by focusing on streamlined ordering and personalized support, ensuring convenience and responsiveness across all operations. Further- more, we leverage technology to enhance the customer experience and streamline operations. Our principal FGS is offering online plat- form for easy ordering and tracking, sriving to make the purchasing process seamless and efficient for our customers. We value our customers and prioritize nurturing strong relationships with them. Through proactive communication, engagement efforts, and loyalty programs, we create a sense of community and loyalty. With these strategies, we’re committed to meeting our customers’ preferences and delivering their favorite products well into 2024 and beyond.
To thrive in the dynamic 2024 market, what customer-centric strategies can companies implement to accurately predict and deliver their customers’ most desired products and ensure a seamless experience for acquiring these favourite items?
In our commercial department we chose to carefully select products and customers to match each other, by reading accurate reports with statystics and promote only competitive products or specific ones to key customers
We believe records are central in the optimization of orders, for this reason it is important to have a modern and powerful software where database must be clean and provide connecting links to products/brands/vessels. We do support our customers with our records to build such database from the records in our hands.
In industries demanding pinpoint accuracy and unmatched expertise, how much do a company’s foundation rest upon the pillars of specialized technicians and the right tools for the job?
In the shipping industry in which we specialize, where safety, efficiency, and reliability are paramount, the foundation of a company heavily relies on specialized technicians and having the right tools for the job. Specialized marine technicians, including engineers, navigators, and mechanics, are experts in vessel operations, maintenance, and repair. Their skills ensure smooth sailing, reduce downtime, and prevent accidents at sea. From routine inspections to complex repairs, they play a vital role in maintaining ship integrity
and readiness. Furthermore, having access to the right tools and equipment is essential for maintaining and repairing vessels effectively. This includes for example specialized machinery for engine overhauls, precision instruments for navigational calibration, and safety equipment for emergency situations. Employing advanced technology like predictive maintenance helps shipping companies tackle issues before they worsen, ensuring smooth operations and peak performance. In shipping, skilled technicians and advanced tools are essential. Technicians use tools for accurate diagnostics and precise repairs, while the tools empower technicians to maintain safety standards and comply with regulations.
How impactful are technical-scientific meetings and practical tests in shaping your days, positioning you as key players in the advancements and innovations of tomorrow?
The importance of skilled employs is high and central in our daily work, in order for our company to be always identified as specialized in our product and keep our profile transparent for all our customers. For this reason we plan weekly some hours of specific lessons dedicated to sales and operational teams.
To what extent has automation contributed to the reduction of workplace accidents and product damage, and how might this trend continue to evolve in the future?
Automation, including robotics and AI, has notably curbed work- place accidents and product damage in shipping, fostering safer and more efficient operations across various aspects of the ship- ping industry. Automation reduces human error by handling routine tasks like cargo handling, loading, unloading, and navigation. This minimizes accidents and product damage while ensuring precision and consistency in operations. The regulatory bodies increasingly emphasize safety standards and environmental sustainability, there will be a growing impetus for shipping companies to invest in automation technologies that not only enhance safety but also reduce emissions and minimize environmental impact. Looking ahead, the trend of automation in the shipping industry is expected to continue evolving so to usher in a new era of efficiency, safety, and sustain- ability.
Can you quantify the impact of your Greek agents on FGS’s reputation in Greek shipping, and how will you formally recognize their contribution?
As I said above, the relationship with our Greek agent, exclusive ARMONIA, is based on mutual trust and this has increased year after year, leading to a very significant increase in turnover, if you consider that we started 3 years ago. I think that the two companies should thank each other, because it is thanks to the trust they convey to customers that the latter feel protected and confident in having good services, with high quality products, managed by peo- ple who love to show their face. THANK YOU ARMONIA
Is in-house maintenance, revamp, and design crucial for your core business, even without traditional production? How do these activities impact your market edge?
Since some years already we introduced maintenance and service activities with a specific team, so we became a reference point for vessels sailing in Italy, where we can provide superfast solving actions for any urgencies and now have daily jobs. By means of some problems solved in the due time required, we acquired some random customers who became customary.
* Sales Manager / Fluid Global Solutions s.r.l.

** Key Account Manager | Spare Parts Dept. Armonia Trading & Commercial Applications Limited