Mauro Donfrancesco and Davide Massochi are two members of Lubmarine’s Italian-based team. In this profile they talk about their own roles and backgrounds and how the wider Italian team works closely with customers and partners to deliver a range market-leading products and services around the world.
Can you introduce yourselves and let us know more about your job roles and responsibilities?
“My name is Davide Massochi and my job title is Marine Lubrication Engineer.
“I joined Lubmarine in Nov 2022 with a PhD in Mechanical Engineering at PoliMi (University of Milan) which included 6 months at ICL (Imperial College London) the World’s leading Tribology (the science of interacting surfaces in relative motion which includes lubrication) research centre. I love working in the marine environment and when I am not working, sailing is one of my passions.
“As one of Lubmarine’s Marine Lubrication Engineers, my role is to support our customers, working predominantly with superintendents, technical managers or chief engineers on vessels in addition to the technical teams ashore to support them in the day-to-day operations of their vessels from a lubrication perspective on both engines and ancillary equipment such as cranes.
“Developing strong collaborative working relationships with our customers is critical to the role, supporting them with technical queries and any troubleshooting, reviewing, interpreting, and advising on engine oil analysis samples and reports and undertaking vessel visits to meet our customers. The key asset of any vessel is its engines so we have a pivotal role to play in helping keep our customers’ businesses moving,” says Davide.
“From a newbuild perspective, we need to help the shipyard, in agreement with vessel owner, to fill the approved oils in the lubchart (the list of equipment and lubes used). Since the main global shipyards are in South Korea and China, we also work closely with the teams on the ground there. It’s a busy and multi-functional role for sure and a really rewarding one,” he added.
Introducing Mauro
“And I am Mauro Donfrancesco and my job title is International Marine Key Accounts Manager. I joined Lubmarine in early 2023, after spending 11 years working in the Oil & Gas industry for a major player, in Italy and abroad, culminating in several years’ experience in different roles and businesses, of which marine fuels sector was an important part.
When I’m not at work, I love working on household projects, spending time with family and friends or travelling and visiting new places. An important part of my personal life is practicing sports (mainly outdoor, with skiing and padel as my favourites).
“My job is very focused on customer liaison. I am glad to lead the Lubmarine Italian team, whose responsibility for the technical matters is entrusted to Davide, while Rita Ligotti (Customer Operations and Services) is managing the delivery activities. Together we are responsible for working with our customers from across Italy and the Mediterranean which also covers Monaco, Switzerland, Croatia, Slovenia and Malta.
“A lot of that focus is centred on responsibility for sales, delivery of lubricants and daily customer contact. Whereas Davide’s focus is looking at support from a technical perspective, mine is very much looking at the day-to-day relationship with customers, finding the best ways to deliver products to them – wherever they are in the world through our global Lubmarine network - supporting them with any problems or challenges they may have as well as anticipating their needs. Our goal is to provide effective solutions to our clients in order to make their operational lives as simple as possible. The partnership I am managing with our customers is based on different types of agreements (term and spot deals) and involves vessels in service and new build vessels under construction,” said Mauro.
“Like Davide, our success is rooted in building really strong and positive working relationships with our customers, delivered through every member of our team here in Italy. We are a small but close-knit team, dedicated to delivering the very best service we can,” added Mauro.
What Types of shipping customers are you working with from Italy and the Med?
“The bulk of our customers are operating in the core shipping sectors including container ships, oil tankers, RoRo passenger, offshore vessels, vehicle carriers as well as cruise and ferry operators.
“As a team we are dealing with a range of contacts from ship owners, operators and managers and occasionally traders and re-sellers through to superintendents, technical managers and chief engineers,” said Mauro.
“Some of the customers include globally known brands and operators that are very active in the international shipping market,” he added.
You have both highlighted the importance of building strong customer relationships. What is your approach to supporting customers and making a difference?
“Timing is fundamental in the maritime industry. It is a truly global business and across our sales, customer and technical teams we have to be responsive and to provide a professional, efficient and trusted service for our clients no matter where they are in the world,” said Mauro.
“We are on hand to support and work with our customers. The shipping industry doesn’t stop, so our team has to be available for our customers when they need us. And that means not just the direct Italian team but the wider global Lubmarine network, partners and affiliates as our customers’ vessels are navigating around the world continuously and that means we have to provide a seamless service by working closely together– from the aspect of sales, logistics, customer services and technical support.
“As a result, we have to be an agile business and being responsive to meet our clients’ needs is the heart of everything we do. Being part of a truly global business with TotalEnergies enables us to support our customers wherever and whenever necessary.
“Close customer proximity is vital, so a lot of our time is spent regularly meeting our customers, to discuss their business and help them for any issue,” added Mauro.
What are some of the key Issues for your Customers today?
“We are operating in a shipping market that is undergoing significant change – and with any change comes the challenge of navigating the unknown – and it is the impact and potential impact of multiple changes that are challenging a lot of our customers today,” said Davide.
“For example, regulations are making a difference and it is becoming increasingly complex for operators and owners to adapt to changing IMO, EU Regs, Local Regs - it is challenging to follow not only the existing rules but understanding and adapting to new rules and future impending rules.
“So, we are supporting our customers around some of these critical challenges not only with legislation but of course the potential implications of new fuels, lubrication strategies and new vessels. Meeting with our customers’ technical teams in their offices to discuss their strategies and the wider implications of them is becoming ever more important as we travel on the road to decarbonization.
“There will be no one solution from a fuels perspective and operators and owners will have to consider multiple parameters such as regulation, location, infrastructure and cost,” added Davide.
From a Lubrication perspective and the solutions for today and tomorrow – what are you focussed on and how are you supporting customers?
“What we have seen in cylinder oil is a higher emphasis and importance on cleanliness and a reduction in sulphur and this is going to increasingly be the case,” said Mauro.
“It is becoming a more complex landscape, that is for sure, so we are sharing with customers our latest innovations - for example Talusia HD 40 and Aurelia FE – which soon will help to reduce emissions, and then we’ll work with them to run tests and trials on new lubrication solutions to support new fuel alternatives such as Ammonia and Methanol under development.
“We are all learning together – the whole global shipping industry is on a change trajectory. What we can say is that we will be ready for the new engines and new fuels with our own performance solutions.
“Our team here in Italy is passionate about our customers, working collectively to support them in their business operations no matter where they are,” added Mauro.