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

What you haveA workshop most 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: 5 hydraulic technicians, 4 marine engineers, 3 diagnostic specialists, 2 project managers and support
• RINA Approved Workshop statement REC143925XF/001, valid 18 December 2025 to 18 December 2028, covering hydraulic systems, ship pumping equipment and deck mechanisms

The market you can reachEstonia alone is not a plan

• The Estonian Shipowners' Association lists 9 shipowner members in total
• Estonia has 3 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%, cargo up 5%, total ship calls flat
• Steady traffic that is not growing much means this is a share-taking market, not a rising-tide one

Where growth came fromHalf was already export

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

Baltic port trafficThe rolling opportunity pool

~200,000+ annual port calls across major Baltic ports (source: HELCOM Maritime Assessment 2023 and BPO throughput statistics)

• Major cargo and RoPax ports: Tallinn, Riga, Klaipeda, Gdansk, Gdynia, Helsinki, Stockholm, Kiel, Rostock, St Petersburg neighbours (source: Baltic Ports Organization).
• Vessel types in scope: RoPax and passenger ferries, general cargo, container feeders, tankers, bulk carriers, offshore support (source: HELCOM AIS fleet composition).
• Ships repeatedly calling Baltic: a knowable, addressable fleet, not a global universe. AIS makes it directly measurable per quarter.

Paris MoU inspection flowThe signal pool

~17,000+ Port State Control inspections per year across Paris MoU region (source: Paris MoU Annual Report 2023)

• Inspections per year with deficiencies raised: the majority of inspected ships receive at least one written deficiency (source: Paris MoU statistics).
• Baltic-region share: Estonia, Latvia, Lithuania, Poland, Finland, Sweden, Germany are all Paris MoU members with active inspection programmes at Baltic ports.
• Deficiencies in HFH scope: a specific subset of the Paris MoU deficiency code list maps to workshop work HFH actually does.

The people we write toBy title, not by inbox

LanguageThree markets, three languages

• HFH already runs the website in English, Estonian and Russian, which is the right instinct
• Buyers inside HFH's 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

Signal 01Ships with an open inspection finding

• Every Paris MoU inspection in this region is recorded in a publicly searchable database
• Findings are logged by 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 in 03.1 below are not a category that resembles HFH's work. They are the services page in an inspector's handwriting

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

Signal 03Ships that keep coming back

• HFH's service is physical and radius-bound, so a vessel that calls the 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
• HFH's 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 HFH can make money on the job at all

What it isThe whole reachable market, contacted properly

• Every company that owns, operates or manages vessels working in and around HFH's 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 for the senior technical people

What it doesCompounds, and warms the signals

• When something breaks, HFH is a name they recognise instead of a cold email
• HFH gets onto approved supplier and tender lists it is not on today
• Finds 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 expectationNot a week-three business

• Long cycles, a small population, 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, HFH is the number they already have
• The signal engine handles the ones that are live today

What we run per eventFive stages, one outcome

• 6 to 8 weeks out: pull the exhibitor and attendee lists, find the technical, machinery and procurement people, build the target list
• 4 to 6 weeks out: start outreach, aimed at booked meetings rather than awareness
• 2 weeks out: confirm slots, chase the maybes, hand HFH's team a schedule
• During: live follow up on no-shows and walk-ups
• After: follow up everyone on the list whether they met HFH or not, then roll the list into evergreen 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 HFH wants it, it becomes the first thing we do and everything else in the first ninety days shifts behind it
• If HFH would rather start clean, Navigate in Turku on 24 to 25 November gives us a full runway and sits in HFH's strongest export market
• Dates here come from the organisers and get reconfirmed before any campaign is built

Why the maths worksThe payback shape

Workshop scopes for merchant vessels are not small. A repeat customer, a repair contract, or a scheduled workshop package can easily cover a year of the full programme.

Set that next to the fee. A year of the full programme (10,000 × 12 = 120,000) is a small share of even a modest recurring account. We do not need to fill HFH's pipeline with fifty new customers. We need to put HFH in front of the right superintendent at the right moment, and win the account that keeps coming back.

Confirm HFH's average project value, win rate and capacity ceiling, and this stops being "a small share" and becomes a real number.

What is explicitly NOT hereBecause it does not fit HFH

• Google Ads and paid. Superintendents do not search for workshops. Not our motion.
• Volume-only cold email. Maritime is small and connected; volume-only destroys trust. Every message is signal-referenced.
• Accusatory Paris MoU messaging. We use deficiency data as timing information, not as a stick. If a message would embarrass the reader, it does not go out.
• Any client reference or performance claim taken from hfh.ee. Not without HFH's separate written verification.