TTS Group ASA Kulturprosjektet i TTS: Kompetanse-strategi for å lykkes i Kina Internasjonaliserings- konferansen, 2012 Ivar K. HansonTTS Group ASA

TTS Marine Division •Generelt om TTS •Driver for kulturarbeidet •Kulturprosjektet •Veien videre •Q&A

TTS Marine Division •Generelt om TTS •Driver for kulturarbeidet •Kulturprosjektet •Veien videre •Q&A Hvordan bygge en sterk organisasjon på tvers av kulturer..

TTS Group Energy Division Kristiansand Port & Logistics Division Gothenburg Marine Division Bergen TTS Group Structure TTS Group ASA is listed on Oslo Stock Exchange

TTS Group ASA Global presence, 28 units in 15 countries

Cargo AccessDeck EquipmentServices Joint Ventures - China  RoRo equipment  Side Doors  Cruise  Custom Marine Cranes  Deck Machinery  Hatch Covers  Cargo Cranes  Mega Yachts  Spare parts  Inspection & Surveys  In Voyage repairs  Modern. & Conversions  Service Agreements  Remote Access Surveillance  Hatch Covers  Cranes  Winches Operations split into four separate Business Units TTS Marine Division Business Areas

TTS Marine AS and TTS Ships Equipment AS, Bergen, Norway TTS Marine AB Gothenburg, Sweden TTS Marine GmbH Bad Swartau, Germany TTS Marine GmbH Bremen, Germany TTS Marine Division Locations – Centres of Excellence

TTS Marine Division China Operations TTS Bohai Machinery TTS Marine Equipment JiangNan TTS Marine Equipment TTS Hua Hai TTS Marine Shanghai

TTS Marine Division •Generelt om TTS •Driver for kulturarbeidet •Kulturprosjektet •Veien videre •Q&A Hvordan bygge en sterk organisasjon på tvers av kulturer..

Chinese Shipbuilding Shipbuilding Capacity

•TTS has gained a ~60–70% market share within its niches in China •World’s fastest growing market within Marine equipment •The largest rig-building market by 2015? TTS has a strong foothold in China TTS market share within hatch covers in China:

TTS in China Turnover TTS companies in China MNOK

TTS structure in China J/V structure

TTS Marine Division Overføring av teknologi og kunnskap fra Europa til Kina Lukedeksler (markedsandel 60%) Kraner-HH (markedsandel 60%) Kraner-Cargo (markedsandel 20%) Wincher (markedsandel 6%)

•Konflikter i teknologioverførings- prosessene har vært dype og hyppige.. •Konfliktene har hatt høye omkostninger m.h.t; •Merkostnader •Ledelsesfokus •Sub-optimale beslutninger •Kunde/ markedsomkostninger •Høy pay-off å redusere disse omkostningene •Nødvendig å avdekke årsaks- sammenhenger  KULTURPROSJEKTET I TTS TTS Marine Division Erfaringer

TTS Marine Division •Generelt om TTS •Driver for kulturarbeidet •Kulturprosjektet •Veien videre •Q&A Hvordan bygge en sterk organisasjon på tvers av kulturer..

•Samarbeide mellom TTS, BI og den norske Ambassaden i Beijing •Intervju av 60 TTS ledere og nøkkelpersonell involvert i samarbeide mellom TTS’ Europeiske og Kinesiske enheter. TTS Marine Division Kulturprosjektet

TTS Marine Division Kulturprosjektet Business is the same everywhere Over-mystifying the China Scene. Becoming too cultural sensitive Two problematic starting points..

TTS Marine Division •We are totally dependant on Norwegians, Germans, Swedes, Chinese work well together •This is a significant challenge Kulturprosjektet

TTS Marine Division..about the Norwegians.. •..’’The Norwegians are a bit like the Chinese; They don’t make decisions like the Germans but keep on discussing about possible solutions without actually doing anything about it..’’ (Chinese) Kulturprosjektet

TTS Marine Division..about the Germans.. •..’’German’s supreme quality standards and stubbornness related to this is a good thing and China has to follow at some point anyway, otherwise no development can be achieved..’’ (Chinese) Kulturprosjektet

TTS Marine Division..about the Chinese.. •..’’It is not about bad will…but if they believe they can trick you without ‘’being taken in the act’’ and losing face – they will do it. If they have made a mistake – they will do whatever they can to cover it up..’’ (German) •..’’In Asia, when you make an action plan and people say yes, it still does not mean that we are going to do it. There are different “yes” answers for different aspects of plans and actions..’’ (Chinese) Kulturprosjektet

TTS Marine Division..about the Germans.. •..’’Germans always think about changing bad parts with new ones. The Chinese always first think about how to repair them…’’ (Chinese) •..’’Germans want to deliver quality more than to give into customer’s wish..’’ (Chinese) •..’’In China, you need to describe a problem without identifying a person - and only a few Germans in TTS are willing to compromise on this to get things done in China…’’ (German) Kulturprosjektet

TTS Marine Division..general perspective.. •..Norwegians, Swedes and Germans have different relationships to the Chinese. Norwegians have good relations, Swedes have average relations and the Germans have difficult relations due to attitudes…’’ (German) •..’’Germans and Norwegian have different mentality than Chinese regarding vacations. Norwegians are worse than the Germans in this aspect…’’ (Chinese) Kulturprosjektet

TTS Marine Division •Generelt om TTS •Driver for kulturarbeidet •Kulturprosjektet •Veien videre •Q&A Hvordan bygge en sterk organisasjon på tvers av kulturer..

Turning a Challenge to a Strength.. Cultural Differences – A Competitive Advantage Norwegians High ability to create a ’’family’’ strength of a relation in a company setting – achieveing strong Guangxi with Chinese Germans Supreme quality standards that may lift general Chinese quality level Chinese Extreme customer orientation and flexibility to meet customer needs Swedish Systematic – disciplined – long term work - step by step build-up.

•We co-operate to serve customer and markets •We commit to global teamwork •We build on the strengths of our colleagues •We respond quickly to colleagues and customers •We do not risk our brand value (for quick wins) •We know that the end user is our most important customer •We transfer knowledge and technology with speed and trust •We strive for clear common understanding before starting a project/process. Values & Guidelines; Building a Cultural Conscious Organization TTS Marine Division

•Training: Awareness of the Cultural Challenges in the Division •Culture seminars for all employees at all main locations – during 1 st half 2011 •Cultural Guidelines & Values •Guidelines and Values; Established and under implementation •Culture Experience Database •Interview ‘’Cultural Champions’’ & make findings available on TTS Intranet •Advisory Service •Identify ‘’Culture Champions at Each Entity’’ •Cultural manuals •Cultural guide for : Europe to China, China to Europe •Research Projects on Cultural Challenges •NHH,AFF, SNF: The GOLD project, •TTS /BI / Ministry of Foreign Affairs, •‘’Global Human Resources Development Study Group’’, Building a Cultural Conscious Organization = Building Cultural Competence TTS Marine Division

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