HFH Grupp × RevSculpt, Outbound Strategy

Why capability is not what is holding this back

Ship machinery work gets decided in a window. If HFH is not already a name when that window opens, the job goes to whoever was called last time, and you never hear the job existed.

What you haveA workshop most of your competitors do not

500 m² at Paavli tn 4 with a clean room for component rebuilding
Test benches for pumps, motors and valves, pressure testing to 700 bar
Precision machining and a hydraulic fluid analysis laboratory
Three mobile service vans with hose fabrication on board
Over 2,000 marine-grade components on the shelf
Fifteen people: five hydraulic technicians, four marine engineers, three diagnostic specialists, two project managers and support
A RINA Approved Workshop statement, REC143925XF/001, valid from 18 December 2025 to 18 December 2028, covering hydraulic systems, ship pumping equipment and deck mechanisms

Every figure here is from hfh.ee, read on 31 July 2026.

The market you can reachEstonia alone is not a plan

The Estonian Shipowners' Association lists nine shipowner members in total
Estonia has three active ship repair yards between them, handling 87 ship-repair visits over twelve months
Port of Tallinn moved roughly 8.3 million passengers and about 14 million tonnes of cargo in 2025. Passengers up 1 percent, cargo up 5 percent, and the total number of ship calls flat
Steady traffic that is not growing much means this is a share-taking market, not a rising-tide one

Sources: reederid.ee member list, TrustedDocks Estonia, Port of Tallinn 2025 release, Estonian Logistics and Ports Union.

Where your growth came fromHalf of it was already export

Turnover of 2.21 million euro in 2024 and 2.43 million in 2025, almost all of it ship repair
In 2024, 1.10 million euro of that 2.21 million came from outside Estonia
Ship and boat repair was 99.68 percent of your 2024 revenue
The export half of the business is not an accident, it is your geography. Helsinki sits closer to your workshop than Kuressaare does

Source: Estonian public business register via inforegister.ee, entry 12370239.

One thing worth fixing in week one. Your website runs no analytics of any kind. No Google Analytics, no Tag Manager, no Matomo, nothing. Your cookie banner offers visitors an Analytics choice and an Advertising choice, and neither one has anything behind it. There is also no CRM, so a reply to your contact form lands in a shared inbox and is tracked by memory. Right now you cannot tell how many people read your services page, which service they read, or whether any of this is working. That is not a website project, it is the minimum needed to know whether the money is doing anything.

Who actually has to say yes

You are a machinery and systems workshop, not a dock. No steel, no hull, no coating, no dry docking. That one fact decides which signals are worth building and it turns the repair yards into a channel rather than a competitor.

Segment	Why they matter to HFH
Ferry and RoPax operators	Ramps, hatch covers, steering, mooring winches, stabilisers. High duty cycle, tight turnarounds, and they run your corridor every day
Cargo and short-sea operators	Hatch covers, cranes, windlasses, steering gear. The largest population of vessels inside your radius
Tanker operators	Cargo pumps, pump room hydraulics, piping. Named directly in your RINA approval
Tug, workboat and dredger operators	Deck machinery under constant load, and usually no in-house engineering department to fall back on
Offshore and support vessels	Winches, cranes, thruster and stabiliser hydraulics
State and municipal fleets	Island ferries, navy, border guard, port and waterway authorities. They buy through public tender, with published scopes and real dates
Ship management companies	They run vessels for owners and hold the technical budget and the docking plan
Repair and refit yards	They win the dock, then need machinery subcontractors. A partner channel, not competition
Fishing fleet owners	Deck machinery, smaller scopes, faster decisions, and almost nobody competing for their attention

The people we write toBy title, not by inbox

Technical Superintendent, Fleet Technical Manager, Technical Director
Chief Engineer and Fleet Chief Engineer
Superintendent Engineer, Machinery Superintendent
Drydock Manager, Repair Manager, Maintenance Manager
Procurement and Purchasing Manager, Contracts Manager
Yard side: Production Manager, Subcontracting Manager, Project Manager
On smaller vessels the owner or the captain is often the entire decision

Built person by person, with a verified work email. Not a scrape of info@ addresses.

LanguageThree markets, three languages

You already run the website in English, Estonian and Russian, which is the right instinct
The buyers inside your service area are Estonian, Finnish and Russian-speaking
Finnish prospects get Finnish copy, not English copy with a Finnish greeting on top
Copy also splits by service line, because a ferry technical superintendent and a fishing vessel owner do not read the same message

The three signals we build and maintain

A signal is a public, dated fact about a named vessel that tells us work is coming before the work is handed out. These three are the ones that fit what HFH is approved to do.

Signal 01Ships with an open inspection finding

Every port state control inspection in this region is recorded in the Paris MoU database, and that database is publicly searchable by ship
A finding is logged against a numbered code, with the date, the port and the action required. Most have to be rectified before sailing, or within a stated period
So we can see what was found, on which vessel, when, and what has to be fixed
The codes below are not a category that resembles your work. They are your service page in an inspector's handwriting

Source: Paris MoU public inspection database, backed by the EMSA THETIS system.

Signal 02Ships due for survey

Classed ships live on a fixed survey cycle. Annual surveys, an intermediate around the halfway mark, a full class renewal every five years, docking surveys on a set interval
Build year plus last known docking places a vessel in that cycle. Class registers and Equasis give us both, free
We add the ages where machinery reaches the point that rebuilding beats running to failure, and any announced modernisation programme
We derive a window, we never claim a date. A superintendent knows their own schedule better than any database and saying otherwise loses the conversation in one line

The decision happens weeks to months before the docking, when scopes are written. That is the moment we aim at.

Signal 03Ships that keep coming back

Your service is physical and radius-bound, so a vessel that calls your ports every week is worth fifty that pass through once
Port authorities publish schedules and AIS shows which ships call where and how often
We rank by frequency, not by vessel size. The small coaster on a nine day rotation beats the Panamax that came once
Your stated 200 km radius reaches Helsinki at roughly 82 km, Hanko at 108, Kotka at about 167 and Turku at 178. Riga and Ventspils fall outside it
This is the only signal that filters for whether you can make money on the job at all

03.1

The inspection codes that belong to you

Real Paris MoU deficiency codes, taken from their published list. Every one of them sits inside what your workshop is approved and equipped to repair.

Code	What the inspector writes down	Your service line
`02105`	Steering gear	Complete steering system repair, telemotors, power units, actuating cylinders
`08104`	Steering-gear alarm	Control system and feedback calibration
`10126`	Records of drills and steering gear tests	Functional testing and documentation for class
`09229` / `18418`	Winches and capstans	Winch overhaul, brake and gearbox work, control modernisation
`09228` / `18417`	Anchoring devices	Windlass hydraulics and deck machinery
`03104`	Cargo and other hatchways	Hatch cover hydraulics
`03105`	Covers, hatchway, portable, tarpaulins	Hatch cover cylinders and actuators
`09225`	Loading and unloading equipment	Cargo crane and cargo handling hydraulics
`09210`	Machinery	General machinery repair, inside the approved scope
`13101`	Propulsion main engine	Main diesels and gearbox, per the RINA approval
`13102`	Auxiliary engine	Auxiliary diesels and auxiliary machinery
`13104`	Bilge pumping arrangements	Ship pumping equipment
`14105`	Pumping, piping and discharge arrangements	Cargo pumps, pump room, piping

The tone rule, and it is not negotiable. We never send an operator a list of their own deficiencies as an accusation. It reads as a threat, it embarrasses the person receiving it, and in a market with nine shipowner members it would follow you for years. The framing is availability, not judgment: findings in this category are routine, they have to be closed on a schedule, and here is an approved workshop close to the berth with the parts on the shelf. Same signal, no insult, and it is the difference between a reply and a phone call to your managing director.

03.2

The smaller signals worth tracking

None of these deserves its own engine. Together they add a steady flow of dated opportunities.

Signal	What it tells us
Public tenders	Estonian state and municipal ferry operators, the Transport Administration, the Navy and Border Guard, and the port authorities all tender ship repair publicly, with published scopes and real dates. Finland does the same through Hilma, and larger contracts appear on TED. Concrete, free, and almost nobody in your segment watches them properly
Ship sales and fleet transfers	A vessel changing owner gets surveyed, and the new owner inherits whatever the last one deferred. It is also the moment the incumbent contractor relationship breaks
Flag and class changes	Triggers survey work and usually a fresh look at the approved supplier list
Yard drydock bookings	A yard wins the dock, then needs machinery subcontractors. We run this as a partner channel alongside the outreach, not as a competitive play
Hiring at operators and yards	An operator posting for a technical superintendent or a maintenance manager means a programme exists and is staffing up. A yard hiring machinery coordinators means the same
Vessels crossing 15, 20 and 25 years	The age bands where deck machinery and hydraulic systems reach the point at which rebuild beats replace, which is your entire commercial argument
New routes and redeployments	A ship moving onto a route inside your radius becomes reachable for the first time
Local newbuild and workboat construction	Estonian and Finnish small-craft builders subcontract hydraulic installation. Your RINA scope explicitly covers ship building, not only ship repair. Small scopes, but they are on your doorstep

The best name in the whole system is a combination. A vessel carrying an open machinery finding with a survey window approaching. A documented reason to act plus a fixed date to act on. Signals 01 and 02 are built separately so that the overlap can be scored and pushed to the top of the queue.

The evergreen base the signals sit on

Signals only cover vessels that happen to be in a cycle right now. The evergreen engine covers everything else, all year. It is not an add-on, it is the base.

What it isThe whole reachable market, contacted properly

Every company that owns, operates or manages vessels working in and around your service area
Plus the yards, plus the technical management companies
Contacted in sequence, all year, until they know who HFH is
Email as the main channel, LinkedIn alongside it for the senior technical people

What it doesIt compounds, and it warms the signals

When something breaks, HFH is a name they recognise instead of a cold email
You get onto approved supplier and tender lists you are not on today
You find the operators nobody calls, because they are not famous
A no in March is often a yes in November, when the vessel is due
An operator contacted in month one whose vessel picks up a steering gear finding in month six is a follow-up, not a cold approach. That is why the two engines are priced better together than apart

Honest expectationThis is not a week three business

Long cycles, a small population, and a market with a long memory
Evergreen outreach is not there to produce a signed contract in week three
It is there so that when a vessel breaks down twelve months from now, you are the number they already have
The signal engine handles the ones that are live today

Events: turn a trip into a full diary

You do not do this today. There is no events page on your website, no booth listing and no meeting form, which means that if you attend anything you are walking a hall and hoping.

Event	When	Why it matters for HFH
SMM Hamburg	1 to 4 September 2026	The largest maritime technology fair in Europe. Yards, operators and technical buyers in one place. Five weeks from today
Navigate, Turku	24 to 25 November 2026	The Finnish maritime industry event, in the country that is half your service radius
Estonian Shipowners' Association International Maritime Conference	Annual, dates announced each year	Nine members, in one room, on your doorstep
Shippax Ferry Conference	20 to 22 April 2027	Ferry and RoPax operators, which is your highest duty cycle segment
Nor-Shipping, Oslo	7 to 11 June 2027	Broad Nordic maritime, useful for the offshore and workboat side
Europort, Rotterdam	2 to 5 November 2027	Wider European reach. Worth it only once the closer events are producing

What we run per eventFive stages, one outcome

Six to eight weeks out: pull the exhibitor and attendee lists, find the technical, machinery and procurement people, build the target list
Four to six weeks out: start outreach, aimed at booked meetings rather than awareness
Two weeks out: confirm slots, chase the maybes, hand your team a schedule
During: live follow up on no-shows and walk-ups
After: follow up everyone on the list whether they met you or not, then roll the list into the evergreen engine so it keeps working

The near-term decisionSMM is five weeks away

1 to 4 September 2026 is tight for a first pass, but not impossible
If you want it, it becomes the first thing we do and everything else in the first ninety days shifts behind it
If you would rather start clean, Navigate in Turku on 24 to 25 November gives us a full runway and sits in your strongest export market
Dates here come from the organisers and get reconfirmed before any campaign is built

Investment

Three ways to buy it, and the one we would actually recommend. Euro, because you report in euro.

Evergreen outreach

The coverage base, running all year.

€5,500/mo

Full list of operators, managers, owners and yards across your service area and the wider Baltic
Always-on outreach across email and LinkedIn
Copy per segment and per service line, in English, Estonian, Finnish and Russian
Replies routed to the right person at HFH and logged
Monthly reporting on meetings and quotes, not on open rates

Pick this to get full coverage running before layering anything on top.

Signal outreach

The timing layer, built and maintained.

€7,500/mo

The port state control finding monitor, built against your code list
The survey and docking window model
The port call frequency map for your radius
Plus the smaller signals: tenders, sales and transfers, yard bookings, hiring, age bands
Vessel-level and operator-level targeting, matched to the decision maker and timed to the window

Pick this once you want the week decided by data rather than by whoever called.

Recommended

Both, as one system

The signals sitting on top of the base.

€10,000/mo

Everything above, run as one machine rather than two campaigns
A company contacted cold today gets contacted again the moment a finding or a window appears
A machinery and engine room track running alongside the hydraulics, once you tell us where your line is
Measurement installed on hfh.ee in the first month, so you can see what is working

Bought separately the two programmes are €13,000 a month. Together they are €10,000, and they work better, because the evergreen list is what makes the signal outreach warm instead of cold.

Events are priced per event, not per month. €2,500 per event covers the full pre-show, on-show and post-show campaign: target list, outreach, booked meetings, follow up, then the list rolls into evergreen. Add it to whichever programme you run. Most clients pick two or three shows a year and treat the rest as evergreen.

One thing we will not do. We are not going to put a revenue projection on this page. Your public accounts show turnover of 2.21 million euro in 2024 and 2.43 million in 2025 across fifteen people, so a year of the full programme is a real number against a business your size and we are not going to pretend otherwise. The honest position is that we need your average project value, your win rate and your capacity ceiling first. Give us those three on the call and we will state the payback with your numbers instead of a range.

The work is decided months before it happens. You find out afterwards.

What you haveA workshop most of your competitors do not

The market you can reachEstonia alone is not a plan

Where your growth came fromHalf of it was already export

The people we write toBy title, not by inbox

LanguageThree markets, three languages

Signal 01Ships with an open inspection finding

Signal 02Ships due for survey

Signal 03Ships that keep coming back

What it isThe whole reachable market, contacted properly

What it doesIt compounds, and it warms the signals

Honest expectationThis is not a week three business

What we run per eventFive stages, one outcome

The near-term decisionSMM is five weeks away

Thirty minutes, and we build the first list together.