DMT Marine Equipment is a world-class innovator of winches and deck machinery that continues to push the boundaries of product development.
Aided by steady growth, major contract wins and breakthroughs in the US market, the European company is now investing heavily in its production core. Andy Probert discovered more in conversation with Sales Director André ter Schure and Marketing Director Mihaela Alexandrescu.
Perfection is often in the eye of the beholder, and clients of DMT Marine Equipment concur. “Once our made-to-order winches and deck machinery are sent to customers, we never see that machinery returned for secondary fixes,” said Sales Director André ter Schure. “That track record underpins our approach to quality and attention to detail.”
The drive for engineering excellence and innovation has steadily powered the company to the pinnacle of its game. In the last year, DMT has been particularly successful in the tug and salvage market, as well as the offshore sector.
Riding the crest of a wave of orders, DMT Marine Equipment remains relentless in its pursuit of defining quality products. The company’s philosophy has always been to invest and reinvest profits back into the business. As a result, DMT has recently invested heavily in new CNC machinery and expansion for a fourth manufacturing plant at its base in Galati, Romania.
Strong performer
Customer requirements and supplier innovations are two pillars of DMT’s ability to rethink the solutions it can offer. However, its desire to continue
growing and breaking into new markets brings an extra level of energy, excitement and synergy to the workforce.“We have become stronger and stronger in global markets, improved our order intake and widened our customer base,” Mr ter Schure continued. “It is a sign we are doing something right because we believe in our tailor-made approach.
“Our business has increased by a quarter in the last 24 months. The uptick is due to more orders in the offshore market and the desire of more operators to work with DMT. They understand and want our equipment because it is high in quality and low in maintenance. All these facets have helped grow our reputation worldwide.”
The company’s desire to stretch beyond its engineering boundaries is more than
matched by its ambitions to expand its borders. The US has long been a coveted market, and in the past two years, DMT has reaped the rewards.
It has expanded with its partners in sales and service in Houston: clients are impressed with DMT’s winches, which are lighter than those offered by competitors and yet provide the same, or better, lifetime operation.
“The US market is significant to our business, and our market share is increasing,” emphasised Mr ter Schure, who recently returned ‘pleased’ from the successful WorkBoat Show in New Orleans. “We are growing with new and regular clients in the US, particularly in the government, naval, offshore, dredging and tugboat sectors, as well as widening the scope
of equipment we offer. Our expansion holds a lot of potential as we field more inquiries from operators.”
Innovation and growth
New projects have included an eyeopening order for 66 winches for a group of European-based offshore operators. “This was one of the biggest and most complex projects we have handled in years, and had to be finalised within a year,” said Mr ter Schure.
The company has continued to respond positively to demands from shipyards on new builds. It also produces diving systems, diving bells and associated equipment for the diving sector, along with the oil and gas industry.
Mihaela Alexandrescu, Marketing Director, added: “Whilst we make our
own equipment and tailor it to clients’ needs, we are constantly looking to diversify in the market.”
DMT product innovation has included new towing pins and umbilical winches. Among its many pioneering endeavours is the C-Bitt, an ingenious assembly designed for towing ships during intricate manoeuvres. Addressing a critical industry need, the C-Bitt seamlessly integrates secure rendering and recovery functionalities, ensuring zero compromises to the towing system’s structure or integrity of the towing rope.
Partners, plant and people
Mr ter Schure emphasised that DMT’s growth could only be achieved by investing time, energy and money in its people, facilities, partners and suppliers:
“Thanks to our long-term partners in Turkey, UAE, Europe, China and the US, we continue to grow, whilst always assessing new challenges and projects.
He stressed that DMT’s success could not be without its longstanding relations with suppliers, some of whom have been supportive since it began. “Our relationships with suppliers are essential,” Mr ter Schure continued. “They bring us their latest technology and innovations, and we work together to test those products and develop solutions for the market. We are as loyal to our suppliers as our clients are to us.”
Its suppliers and partners include Obeki Electric Machines, BFT Drives, Industrial Clutch Parts Ltd (ICP) and Ital Group.
While DMT Marine Equipment’s production remains centred at its 8,000sqm
factory in Romania, it does have production capability in China to serve clients locally in Asia.
DMT plans to invest in a fourth production hall at its Romanian HQ to accommodate an increase in orders and forecasted future growth. “Quality is still the most important driver; and to ensure we can maximise our growth, we must keep reinvesting in our facilities and people,” Mr ter Schure said.
Previous investments have enabled DMT Marine Equipment to build comprehensive production facilities that allow it to carry out all production in-house without having to subcontract.
Mr ter Schure was keen to highlight the company’s electric and hydraulic production facilities, which are typically outsourced by its competitors: “We
have had these facilities for several years and have been hugely successful. They give us control over what we do, and it’s made us much more professional.”
Within the last 12 months, the company has invested heavily in the most advanced CNC machining equipment for the precision engineering of steel components. DMT has also added new test capabilities, a painting workshop, and now makes hydraulic and electrical control systems.
“We aim to offer the complete package: from commissioning, manufacturing, and the controls to installation and start-up,” explained Mr ter Schure. “We are at the cutting edge of the industry.”
The company has bought a fleet of electric vehicles and plans to invest in solar panels at the factory to be selfsufficient in energy. It is also engaged
in long-term R&D projects to make deck equipment products and technology innovations more sustainable.
Ms Alexandrescu highlighted how DMT continually invests in further training of its staff. It now has a core team of 15 people who excel at offering technical expertise for operators requiring explosion-proof winches and deck equipment, or those seeking products for work in hazardous areas.
Mr ter Schure concluded: “DMT is still family owned and is in a very good and healthy place. Our philosophy has never been to make standard equipment. Our quality customised solutions are the hallmark of the industry, help DMT differentiate itself in a competitive environment, and show that we care about our clients.” n
