View
217
Download
0
Category
Preview:
Citation preview
FID
IC D
avos
Con
fere
nce
2011 Seminar 5
Sustainable Engineering and Exporting Services
Andreas Wiese
Wednesday, 05 October 2011, 10.45 – 12.15
Perspectives from Lahmeyer International GmbH
FID
IC D
avos
Con
fere
nce
2011
Sustainable Engineering through Export Services
Perspectives from Lahmeyer International GmbH
FID
IC D
avos
Con
fere
nce
2011
Sustainable Engineering through Export Services – Perspectives from Lahmeyer International GmbH
Content
1. Lahmeyer International GmbH
2. The situation now and how to respond
3. Example: Exporting German Know-How to Southern Europe (Greece, Italy)
4. Example: Expanding in Emerging Markets (Turkey)
5. Example: Maintaining long standing cooperation in difficult markets: Nigeria
6. Project specific Cooperation with Transfer of Know How: Renewable Energy Master Plan (Egypt)
7. Summary and Conclusions
FID
IC D
avos
Con
fere
nce
2011
FID
IC D
avos
Con
fere
nce
2011 Company Data
4
2011
‐02‐18
Com
pany
Data
Company Lahmeyer International GmbHIngenieurgesellschaft
Foundation 1966
Headquarters Bad Vilbel
Activities Technical and Economic Planningand Advisory Services
LI‐Group 11 Subsidiaries
Representatives In 50 Countries
Projects In 165 Countries
Employees 2010LI: 610LI‐Group: 1350
Turnover 2010LI: 77 Mio. €LI‐Group: 109 Mio. €
Sustainable Engineering through Export Services – Perspectives from Lahmeyer International GmbH
FID
IC D
avos
Con
fere
nce
2011 Project Experience in 165 Countries
5
Notes■ Areas with high project
concentrationLahmeyer projects
Lahmeyer International GroupHead Office
■ Lahmeyer International GmbH, Bad Vilbel, GermanyLI Group Germany
■ Lahmeyer Berlin GmbH, Berlin■ Lahmeyer Rhein‐Main GmbH, Bad Vilbel■ Lahmeyer München Ingenieur‐
gesellschaft mbH, Munich■ Hydroprojekt Ingenieur‐
gesellschaft mbH (HPI), Weimar■ LIREFIS GmbH, Bad Vilbel
LI Group Abroad■ Lahmeyer International (India) Pvt. Ltd.,
New Delhi, India■ Lahmeyer Agua y Energia S.A., Lima, Peru■ OOO Lahmeyer International Russland,
Moscow, Russian Federation■ Consulting Engineers Lahmeyer Nigeria Ltd.,
Abuja, Nigeria■ Lahmeyer International USA Corp.,
Washington DC, USA■ Hidro Dizayn, Ankara,Turkey
Local Offices▲Abu Dhabi, UAE▲Athens, Greece▲Cairo, Egypt▲Doha, Qatar▲Istanbul, Turkey▲Jakarta, Indonesia▲Lahore, Pakistan▲Quito, Ecuador▲Salerno, Italy▲Santiago, Chile▲Saudi Arabia
Notes■ Areas with high project
concentrationLahmeyer projects
Sustainable Engineering through Export Services – Perspectives from Lahmeyer International GmbH
FID
IC D
avos
Con
fere
nce
2011 Incoming Orders of LI 2006 - 2010
Sustainable Engineering through Export Services – Perspectives from Lahmeyer International GmbH
0,010,020,030,040,050,060,070,080,090,0
100,0Orders in M
io Euro
Order Volume 2006 ‐ 2010 ‐ Lahmeyer Group
0,010,020,030,040,050,060,070,080,090,0
100,0
Orders in M
io Euro
Order Volume 2006 ‐2010 Lahmeyer International GmbH
FID
IC D
avos
Con
fere
nce
2011
Sustainable Engineering through Export Services – Perspectives from Lahmeyer International GmbH
Lahmeyer International’s export portion of business remains high above 90 % since the late
90ties, no substantial change expected in the coming years
Lahmeyer`s exporting business was all the time focussing on developing and emerging countries
(Middle East, Africa in the first place, Asia and Latin America in second place)
Recruitment of personnel in Germany for high quality consulting services for export is more than
challenging ⇒ bottleneck for growth
Need of Know- how transfer to client and local private sector in the countries to be exported is
increasing
LI’s policy is responding to this in various ways:
1. Acquisition of locally established engineering companies and integrating these into the
Lahmeyer group
2. Establishing local branches as part of LI Germany and building up qualified human
resources therein
3. Partnering with local engineering companies (subcontracting or JV)
The situation now and how to respond
FID
IC D
avos
Con
fere
nce
2011
Acquisition of an engineering office in turkey with 150 qualified engineers, January 2011
Adding about 11 Mio€/y turnover to the group
Joint projects in neighbouring countries
Administrative integration actually ongoing
Transfer of technical and project management know-how selectively carried out
⇒Growth opportunity in the Turkish market
Synergies in neighbouring countries: stronger competitiveness, larger market share in these regions
Turnover and profit increase for the entire group
Sustainable Engineering through Export Services – Perspectives from Lahmeyer International GmbH
Example Turkey
FID
IC D
avos
Con
fere
nce
2011
Sustainable Engineering through Export Services – Perspectives from Lahmeyer International GmbH
Example Turkey
LinerjiTansel TugalAgent / Local Partner
LI Branch Office TurkeyBungo Ezawa
Hidro DizaynNN
LI Energy Division LI Water Division
Lahmeyer International GmbH
Eko DHaldun DanismanAgent / Local Partner
HPI Turkey
LI Group
Close cooperation LI‐ Hydrodizan for a hydro project portfolio
FID
IC D
avos
Con
fere
nce
2011
Sustainable Engineering through Export Services – Perspectives from Lahmeyer International GmbH
Renewable Energy Markets South Europe – Example Greece
FID
IC D
avos
Con
fere
nce
2011
Establishing of local branches in Italy and Greece
Focus on wind and solar projects
Dedicated training on-the-job of Greek and Italian engineers
Integrating local engineers temporarily into head office team
Training courses of experience Lahmeyer engineers in foreign branches
Joint projects with increasing local participation
Business development localised
⇒Contribution of about 20 % to the total renewable energy business through these two markets
Local market share > 50 % (Greece)
Extending the existing expert pool
Stronger human resource flexibility for international short term projects with high manpower resources
Sustainable Engineering through Export Services – Perspectives from Lahmeyer International GmbH
Example Renewable Energy Markets South Europe
0,00
0,25
0,50
0,75
1,00
1,25
1,50
2005 2006 2007 2008 2009 2010 2011
Turnover [M
EUR]
Turnover Greece 2005‐2011
Branch Greece, Energy Division
FID
IC D
avos
Con
fere
nce
2011
Sustainable Engineering through Export Services – Perspectives from Lahmeyer International GmbH
Long term cooperation with local engineering companies: Example Nigeria
Current Scope of Project
OEM direct supply of 18 Gas turbines
10 Power Stations
1 Convertible debenture in Ibom Power Station
11 Gas Pipeline and Flow Station Projects
102 Transmission Lines and Substation Projects including a Telecoms/Teleprotection project linking 93 sites
291 Distribution projects
Project Cost
OEM Supply (Gas Turbines): $ 526,545,918.09
Power Stations: $ 3,406,777,291.54
Gas Supply and Metering: $ 371,794,569.16
Transmission: $ 1,503,935,870.91
Telecoms: $ 20,318,681.23
OEM (Distribution): $ 122,653,156.42
Distribution: $ 668,801,829.68
FID
IC D
avos
Con
fere
nce
2011
Sapele Power Station GT Unit 1 and 2
FID
IC D
avos
Con
fere
nce
2011
• Sapele Power Station Switchyard Extension
FID
IC D
avos
Con
fere
nce
2011
Ihovbor Power Station GT Unit 1 to 4
FID
IC D
avos
Con
fere
nce
2011
Sustainable Engineering through Export Services – Perspectives from Lahmeyer International GmbH
Long term cooperation with local engineering companies: Example Nigeria
Ihovbor Power Station GT Unit 4
FID
IC D
avos
Con
fere
nce
2011
Sustainable Engineering through Export Services – Perspectives from Lahmeyer International GmbH
Engineer‘sAuthority
Other Consultants EMPLOYER
EPC CONTRACTOR
ENGINEER OEM Contractor
Site Survey Consult.
Soil Investigation
EIA Consultants
Steering Council On NIPPNiger DeltaPower Holding Company
Managementand DesignConsultantLI / OTIS
Project Consultant (Power) e.g. Gas Turbine Sets
BoP EPC Contractor
Infrastructure for each Site:• Bush Clearing• Soil Analysis• Land Reclamation• Access Road• Block Wall Fence• Gate House + Security
Part 1Power Station–Substation• 330/132/33 kV incl.ECR
• 330 kV Transmission Lines
• Connection to Grid incl.Extention of Substations
Part 3Power Station BoP
Transmission linesGas connectionDistribution
Part 2
Gas Turbine Sets(OEM)
Contract
CoordinationOEM / EPC
Project Consultant (Transmission)Project Consultant (Gas)
PROGRAMME IMPLEMENTATION TEMPLATE
FID
IC D
avos
Con
fere
nce
2011
Nigerian market contributed about 8 % to the overall Lahmeyer International GmbH business during last five
years
Largest project in the Energy Division: National integrated power project (NIPP)
Cooperation with a qualified local engineering company in a joint venture
LI team focuses on project management and high end services
Local partner focuses on site supervision and civil and architectural items
⇒Maintaining a very strong position on the local market
Able to maintain profit goals over a long period
Important: maintaining the business alive also in difficult times
Sustainable Engineering through Export Services – Perspectives from Lahmeyer International GmbH
Long term cooperation with local engineering companies: Example Nigeria
FID
IC D
avos
Con
fere
nce
2011
Sustainable Engineering through Export Services – Perspectives from Lahmeyer International GmbH
Project specific cooperationWith local companies:
Example Egypt
FID
IC D
avos
Con
fere
nce
2011
Sustainable Engineering through Export Services – Perspectives from Lahmeyer International GmbH
Project specific cooperation with local companies: Example Egypt
Sub‐Consultant Energy Research Center
Fraunhofer ISI
Consortium
Lead Consultant
Consultant Partner / Sub‐Consultant
Lahmeyer International GmbHFraunhofer ISE
• Project Management• Economic Potential of Renewable Energy
Sources Economic Integration of RES• Regulatory and Institutional Framework• Financing Framework• Sector Framework and Road Map• Terms of Reference for Other Renewable
Energies• Feasibility Study CSP
• Economic Potential of RES,• Solar Technology Promotion,• Feasibility CSP• Sector Framework and Road Map
• Technology Promotion and Manufacturing• Roles of Government Agencies• Tariff and Subsidies• Sector Framework and Road Map
• Technology Promotion and Manufacturing• Regulatory, Legal and Institutional
Framework• Sector Framework and Road Map
Local input required for:
• Regulatory situation, status and how to proceed
• Local Research and science status and development
• Local manufacturing capabilities – now and in the future
• Social and socioeconomic impacts
FID
IC D
avos
Con
fere
nce
2011
LI maintains an exceptional large export share over a long period of time already
However, we see increasing competition on the market:
Selected increasing competition from newcomers on the market out of emerging countries (India, Brazil, e.g.)
with a global approach
Substantial more competition on selected regional markets (e.g. in Angola from Brazil, Middle East from India
High competition in selected national markets from fast growing local companies (e.g Turkey, Brazil, India)
In large emerging markets, growth goes along with larger needs, but also larger amounts of available local
engineering capacities
In parallel to the above, the education and experience level of local engineering capacities in such countries is rising
constantly
⇒Adapted strategies need to be developed for each type of market in order to turn threats into real opportunities
Our examples demonstrate that it is possible to achieve success
Due to the above, expansion into the regions and national markets are seen as an opportunity rather than a
threat within the Lahmeyer group
Sustainable Engineering through Export Services – Perspectives from Lahmeyer International GmbH
Summary
Recommended