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HSE Strategic Business Profile
Ragheb Madhoun
Outline
The Energya Group
Introduction to Energya Industries
Geographical Coverage Group Structure
Introduction to HSE
A snapshot of the Past . . . Our Vision for the Future . . .
HSE Business Model
Business Coverage Model
The Energya Group
Introduction to Energya Industries
Started in 1937 from Egypt
Diverse Business Operations in:
Manufacturing
Distribution
Turn-key Projects
Industrial Zones’ Development
Geographical Coverage
Strong Presence in ME & Africa
Regional Markets Covered:
The Gulf
Africa
Others
KSA, UAE, Qatar, Bahrain
Egypt, Sudan, Algeria, Libya
Lebanon, Cyprus, Pakistan
Group Structure
Introduction to HSE
Introduction to HSE
Started in the early 1960’s in KSA, HSE has grown
manifold and today is recognized as one of the
leaders and pioneers in the supply of Cables and
Electrical materials in many of the countries in
the Gulf.
Introduction to HSE
With 40 years of experience,
Extensive regional coverage,
Diversified product range,
Well qualified team, and
Partnerships with
world class manufacturers,
HSE is able to offer competitive
products and services to its
highly demanding customers
across the region.
Introduction to HSEPlans for the Future 20
10 &
Bey
on
d
Within the next 5 years, sales, marketing and sourcing offices to be established worldwide mainly in
Italy, China, India, North America & Eastern Europe.
The end objective is to have full-fledged branches similar to the Rexel Model.
Introduction to HSE Vision
To be a leading player with global
reach
in the field of Electro – Mechanical
and Building Materials Solutions
An Introduction to HSEMission
HSE “the Global minds… Local touch Co.”
We are a highly motivated and engaged team that strives to provide value added to our stakeholders.
We take pride in our HSE brand. It reflects quality, reliability and service. We go the extra mile in serving our clients.
We know the industry & the geography. We want to replicate our success to additional territories in a fast but sure manner . Eventually we’re aiming to cover the world.
An Introduction to HSEThe Future … Mission
HSE “the Global minds… Local touch Co.”
Our Suppliers are our partners with whom we team up /synergize to expand their reach.
We continuously create new positions paving the way to internal career promotion or attracting external talents.
We consistently produce above industry average financial returns to the owners.
We contribute to the infrastructure of the countries where we operate. We believe in giving back to the community by hiring & training local resources.
HSE Business Model
Geographical CoverageThe Middle East & KSA
HSE Business Model Geographical Coverage – KSA
Khamis Musheit
Qassim Al Ahsa
LEBANON
Current Operations - ME
Future Plans
Current Operations - KSA
HSE Business Model Geographical Coverage – By
OperationsHSE
Jeddah Branch
Riyadh Branch
Dammam Branch
Yanbu / MedinaBranch
UAEBranch
QatarBranch
BahrainBranch
Sales Officex 2
Warehousex 1
Showroomsx 6
Sales Officex 1
Warehousex 2
Showroomsx 4
Sales Officex 2
Warehousex 2
Showroomsx 2
Sales Officex 2
Warehousex 2
Showroomsx 2
Sales Officex 1
Warehousex 1
Sales Officex 1
Warehousex 1
Sales Officex 1
Sales Office
Warehouse
Showrooms
= 10
= 9 (Over 80,000 m2 of Warehousing space)
= 14
Legend: HSE Total
HSE Market Profile
Aamer Abdullatif
Outline
HSE Business
Model
Product Mix Market Segmentation
The Competitive Advantage
The Dealers Network The Package Offering
HSE Business Model
HSE Product Mix &Contribution to Sales
HSE Product Profile
Cables & Wires
Switchgear
Lighting & Fixtures
Cable Management
Wiring Devices
Transformers & RMU
Cable Accessories
Other Electrical Materials
Our Facilities
Customer Snapshot
HSE Business Model
HSE Market SegmentationCustomer BaseMarket Reach
Product Category
HSE Market Segmentation By Customer Base
Showrooms
Traders Wholesellers End-users Electricians & Installers
Contractors Industries Governmental Agencies Panel Builders & OEM’s
EPC Contractors - Oil & Gas (Aramco, Sabic) - Other Worldwide sales
Export Sales to Traders
HSE Appointed DealersDealers Network
Project Sales
International Sales
HSE Market Reach
EPCInt’l
Contractors= 10
Showrooms = 14
Traders, Whole-sellersElectricians, End-Users
Dealers = 78
Projects > 500
Contractors, GovernmentIndustries, Factories
The Competitive Advantage
The Dealers Network
The Dealers NetworkObjective
Better Market Coverage1
Increased Market Share2
Reduced Operational Cost3
Increased Level of Loyalty4
Lesser Impact of Localization5
Extended Channels of Distribution6
More Opportunities to Push New Products7
The Dealers Network The 6-Star Offer
Suitable Credit LimitYear-End Rebate
System
Dealer Sign BoardPriority on Product
Availability
Basket of New Product
Development
Exclusive Dealer Account Engineer
The Competitive Advantage
The Package Offering
HSE Business ModelThe Package Offering Strategy
To many customer sectors, HSE has the unique capability to offer a complete basket of products in order to lock-in the buyer for all his requirements for cables and electric materials. This gives the customer a number of advantages like:
Complete package offering from one source Competitive prices A suitable credit facility Product availability Technical support Reliable and long-term support Direct access to manufacturer through HSE in many
product lines
HSE Business ModelThe Package Offering Strategy
In addition, this gives HSE an important advantage over its competitors in terms of: Ability to negotiate bulk discounts from many
suppliers Widen its product reach within the customer sectors
that HSE serves Upper hand in sales in specific customer sectors
Some examples are . . .
HSE Business ModelPackage Offering Strategy
MV Cable
Ring Main Unit
MV Cable Joints
Package Sub-station
LV Cable
LV Cable Joints
LV Switchgear
Lighting Control Panel
Earthing Rod
Steel / Fiber PoleFuse Box
Street Light FixtureLighting Gear
Lamp
Land DevelopmentLand Development
Lighting ProjectLighting Project