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DVL is a proudly Australian owned values driven company.
We have a long history of providing leading-edge visual and technological solutions to a large client base which includes a number of international companies.
We value our people, our customers and our reputation equally and understand that we are only as good as the ability of our people, the relationships we build with our customers and the quality of every solution that we create.
DVL Value Proposition
�Paragraph threeWe utilise the highest quality, most reliable equipment that best meets our clients’ needs. DVL’s large team of long term, experienced, in-house staff deliver quality systems to clients.
Many of our clients’ operations are in remote locations, with extremely harsh environments and encompass some of the most demanding applications for electronic equipment.
Our common values of commitment, innovation, reliability and collaboration drive everything we do from the simplest to the most complex projects, meeting the wide range of our customers’ needs.
Who is Dataline Visual Link
� Premier Australian provider of:
� CCTV,
� Electronic Security,
� Access Control,
� Communications Systems� Communications Systems
� Supplying to Industry with innovative and proven technologies since 1990.
� A supplier of choice to many significant corporations due to its ability to deliver and desire to exceed its customers’ expectations.
DVL Industry Involvement
Energy Infrastructure Border Security and Surveillance Transportation InfrastructureEnergy InfrastructureCoal, Hydro, Petroleum
Border Security and Surveillance Transportation InfrastructureSeaports, Airports, Rail, Roadways
Commercial, Industrial, Chemical Infrastructure
Government Buildings Military and Force Protection
Market Size
� Oil & Gas Offshore: Currently 15%
� Working towards a 60% market share 4th Quarter 2013
� Oil & Gas Onshore: Currently 10% � Working towards a 60% market share 4th Quarter 2013
� Marine Defence NZ: Currently 90% � Working towards a 100% market share 3rd Quarter 2012
� Marine Defence AUS: Currently 5% � Working towards a 40% market share 4th Quarter 2013
� Mining: Currently 55% � Working towards a 70% market share 2nd Quarter 2013 with a 70% share in Ex
mining requirement by 4th Quarter 2013
Key Projects
� Current projects working on:
� Olympic Dam CCTV upgrade (Unknown)
� HMNZS Canterbury CCTV replacement (140K)� RNZN ANZAC Flight Deck Upgrades ($100K)� Browes Basin Camp (1M)� Browes Basin Camp (1M)� Woodside Crane Cameras (100K)� Maintenance and upgrade of RAN Frigates (800K)
� Future Prospects� Woodside Energy maintenance and upgrades.� Conoco Phillips Stage 2 and 3� Wheatstone On and Offshore facilities� BHP mine site hazardous areas� Rio Tinto port EX area facilities� Apache Energy Offshore
Key Accounts
Targeting Key Clients through 2012 Including:
� Woodside
� Conoco
� Worleys
� Rio Tinto
� Kentz
� Apache
� Alcatel
� BAE Systems
It is important to note that Hernis was represented by others, previous clients are either moving direct to Hernis Singapore or directed towards other Ex products. DVL’s aim is to secure previous clients to Hernis and to expand on these with our expertise in other areas of the market.
Growth Initiatives
Growth in the Australian market is a stepping stage challenge of 3 parts:
Part 1:
Secure current and return previous clients to the brand.
Part 2:
Build the market share and increase its previous share by 20% within 2 years.
Part 3:
Expand the opportunities into the growing mining industry's where EX products are required at the same time as increasing, capturing back the local Oil and Gas market.
Competitors Landscape
Up until December 2011 the previous agent had captured most of the Oil & Gas market where Hernis was previously strong by using the Hernis brand to capture the clients and in most cases removing the Hernis proposals for Coex proposals. This strategy has hurt the Hernis brand enormously and the challenge remains to win the market share back.
It is important to note that the main 3 brands in the Australian market have and are:
• Hernis
• Coex
• Pelco
The move to IP integration and innovation in design has given Hernis the edge over the competition, with one exception. The ability to easily add or combine with other systems and security systems easily.
Competitors Landscape (Continued)
The successful re-capture of the Australian market depends on 3 main points:
• Removing the original agents ability to use Hernis as an opportunity to gain influence within the market for Coex and other brands. This would include stopping supply within the market for Coex and other brands. This would include stopping supply through Hernis direct or the Australian Hernis wholesaler.
• Ensuring that the market is completely aware of the options regarding supply to the Australian market, as there is still confusion in this area.
• Improved marketing techniques by DVL and Cooper Hernis as a combined effort.
Agent Market Feedback – AISHA TRADING
Market Size in Total and by Key Sub-segment Key Projects
Market Segment Market Share % Total Value, USD
Offshore 80% 1,500,000
Onshore 70% 2,500,000
Marine 0% Un Known
Project Name Customer Value (USD) Prognosis Date Likelihood
TGP CCTV
system upgrade
and CCTV link to
Gadong ,
jerudong ,
Berakas
Metering
stations Brunei Shell 1,500,000 2012 July High
NGCP CCTV
Awaiting
Budget
approval .
14
Key Accounts Growth Initiatives
NGCP CCTV
upgrade Brunei Shell 1,000,000 2012 June
approval .
Customer Name Market Segment
Brunei Shell Petroleum Co Offshore/Onshore
Initiatives Onshore Offshore Marine
New product Wireless cameras
Agent Market Feedback – HAI HUA ELECTRONICS
Market Size in Total and by Key Sub-segment Key Projects
Market Segment Market Share % Total Value, USD
Offshore 40% 3,000,000
Onshore 30% 1,500,000
Marine 30% 1,500,000
Project Name Customer Value (USD) Prognosis Date Likelihood
CR2000
CIMC-raffles
shipyard 130,000 2012.8 High
Drilling ship
Shang hai
shipyard 200,000 2012.6 High
zhen hai
added system ZRCC 70,000 2012.4 High
Drilling rig HH 100,000 2012.7 High
N389 COSCO 271,000 2012.10 High
16
Key Accounts Growth Initiatives
Customer Name Market Segment
CIMC-raffles Shipyard Offshore
shang hai shipyard Marine
Willion shipyard Offshore
COSCO Marine
CNOOC Offshore&Onshore
Initiatives Onshore Offshore Marine
New product IP camera IP camera
Agent Market Feedback – DAN MARINE
Market Size in Total and by Key Sub-segment Key Projects
Market Segment Market Share % Total Value, USD
Offshore 50% 1,200,000
LNG Vessel 33% 800,000
Marine 17% 400,000
Project Name Customer Value (USD)
Prognosis
Date Likelihood
LNG Vessel ExonMobil 800,000 2012 Jan High
JU2000 PROSPECTOR 350,000 2012 Mar High
Pipelayer
Vessel TL Offshore 500,000
2012 Apr.
Middle
17
Key Accounts Growth Initiatives
Customer Name Market Segment
Hudong Shipyard LNG Vessel
Waigaoqiao shipyard Offshore
Nantong COSCO Offshore
Initiatives Onshore Offshore Marine
New product IP camera
M&A
Agent Market Feedback – PRIME TECHNOLOGY
Market Size in Total and by Key Sub-segment Key Projects
Market Segment Market Share % Total Value, USD
Offshore 70% (420) 6,000,000
Onshore 16% (40) 2,500,000
Marine 40% (160) 4,000,000
Project Name Customer Value (USD) Prognosis Date Likelihood
19
Key Accounts Growth Initiatives
Customer Name Market Segment
Hyundai Heavy Industries Co., Ltd Onshore/Offshore
Samsung Heavy Ind. Co., Ltd. Onshore/Offshore
Daewoo Shipbuilding and Mar. Eng. Onshore/Offshore
STX Offshore & Ship’g Co., Ltd. Onshore/Offshore
Initiatives Onshore Offshore Marine
New product IP camera
TANJUNG OFFSHORE BERHADTANJUNG OFFSHORE BERHAD
Integrated Service ProviderIntegrated Service Provider
� Publicly traded company
– Stock name : TGOFFS
– Stock code : 7228
– More info. at www.tanjungoffshore.com.my
� Started in 1990 with only 25 employees
TanjungOffshore At a Glance
Now with over 1000 employees (2010)
� Focusing in Oil and Gas industry with 4 core business as follows:
– Engineering and Engineered Equipment
– Offshore Support Vessels and Marine Services
– Offshore Production, Marine and Drilling Services
– Maintenance Services
22
TanjungOffshore Core Business
Tanjung’s primary business includes:
1. Engineered & Packaged Equipment
2. Offshore Support Vessels and Marine Services
3. Drilling and Offshore Production Services
4. Maintenance Services
25
4. Maintenance Services
25
Water Injection Plant
TanjungOffshore Engineered & Packaged Equipment -Sample Track Record 1
Fuel Gas Skid
26
Water Injection PlantCompleted Sumandak Module 2, (529 ton) on EPCC basis for PCSB.
Waste Heat Recovery UnitCiBAS Fabrication at Lumut for TripatraIndonesia.
Fuel Gas SkidCompleted For Murphy.
N2 GeneratorsCompleted for PetronasCarigali
Vent to Flare PlatformCompleted design engineering, fabrication, installation and commissioning of new flare structure at Baronia
TanjungOffshore Engineered & Packaged Equipment -Sample Track Record 2
TanjungOffshore Marine Vessel Services
28
Tanjung Huma Tanjung Dawai Tanjung Puteri 1
Tanjung Puteri 2 Tanjung Pinang 1 Tanjung Pinang 2
TanjungOffshore Drilling and Offshore Production Services
“The 208”Jack-up rig on locationMOPU on location at Cendor field
TanjungOffshore Maintenance Services
Pump alignment Kawasaki compressor Ship propeller repair
30
Pump alignment Kawasaki compressor servicing
Ship propeller repair
Engine Servicing Gear Box Servicing
TanjungOffshore Principal Products
1) Product Trading2) Spare Parts
31
2) Spare Parts3) Long Term Services Contract
ABB Malaysia Sdn BhdElectrical, Instrumentation and Automation
ELECTRICAL PRODUCTS
1) E-House and Local Equipment Room1) E-House and Local Equipment Room2) Switchgears (Low and Medium Voltage)3) Transformers (Dry and Oil Type)4) Static Frequency Converter5) Motor Drives6) Power Management System7) Motor Control System8) Integrated Monitoring Control System9) Integrated Electrical Systems & Sub-Stations10) Retrofits 11) Service and Maintenance12) Spare Parts
ABB Malaysia Sdn BhdElectrical, Instrumentation and Automation
INSTRUMENTATION
1) Actuators and Positioners1) Actuators and Positioners2) Device Management and Fieldbus3) Process Analyzers4) Analytical Instruments5) Recorders and Controllers6) Force, Temperature, Flow, Level , Natural Gas and Pressure
Measurement7) Service and Maintenance8) Spare Parts
ABB Malaysia Sdn BhdElectrical, Instrumentation and Automation
AUTOMATION
1) Communication Getaway1) Communication Getaway2) Network Control and Distribution Management3) Remote Monitoring and Control4) SCADA5) Retrofits6) Service and Maintenance7) Spare Parts
Severn Glocon Ltd, UKControl Valves And Actuators
CONTROL VALVES
1) General purpose control valves1) General purpose control valves2) Split body globe and angle pattern control valves3) Cryogenic extended body (cold box), offset port service control
valves4) Cryogenic all welded extended body (cold box) service control
valves5) Multi-purpose globe, angle and three way valves6) PTFE lined and plastic globe valves7) Ultra high-purity and sterile globe valves8) High performance wafer and lugged pattern butterfly valves9) Full bore, reduced bore and V Ball valves10) Retrofits11) Service and Maintenance12) Spare Parts
Severn Glocon Ltd, UKControl Valves And Actuators
ACTUATORS
1) Spring-opposed pneumatically operated actuators1) Spring-opposed pneumatically operated actuators2) Pneumatic double acting actuators complete with integral positioner3) Pneumatic double acting spring return actuators4) Retrofits5) Service and Maintenance6) Spare Parts
Enerflex, CanadaCompressors and Generators
COMPRESSORS AND GENERATORS
1) Reciprocating Compressors1) Reciprocating Compressors2) Screw Compressors3) Low-HP Compressors4) Diesel Engine Generators5) Gas Engine Generators6) Chiller Package7) Retrofits8) Service and Maintenance9) Spare Parts
SpectraSensors Inc, USAAnalyzers
ANALYZERS
1) Moisture Measurements1) Moisture Measurements2) Carbon Dioxide Measurements3) Hydrogen Sulfide Measurements4) Acetylene Measurements5) Oxygen Measurements6) Hydrocarbon Dewpoint Measurements7) Atmospheric Weather Measurements8) Service and Maintenance9) Spare Parts
Hernis Scan Systems, NorwayCCTV Systems
CCTV SYSTEMS
1) Control Systems1) Control Systems2) Camera Stations - Hazardous Areas3) Camera Stations - Safe Areas4) Monitors5) Cables6) Software7) Accessories8) Special Systems9) Service and Maintenance10) Spare Parts
Solarcraft Inc, USASolar Power Systems
SOLAR POWER SYSTEMS
1) Power Systems1) Power Systems2) Remote Solar Power Systems3) Backup Power Systems4) Custom Power Systems5) Hybrid Power Systems6) Power Components7) DC-UPS Power Supply8) DC-DC Converter9) Service and Maintenance10) Spare Parts
NORR Systems Pte Ltd, SingaporeDynamic Positioning And Power Systems
DYNAMIC POSITIONING AND POWER SYSTEMS
1) Dynamic Positioning System1) Dynamic Positioning System2) Electrical Propulsion System3) MV / LV Switchboards4) Power Management System5) Safety/Emergency Shutdown System6) Fire and Gas Detection System7) Remote Data Terminal8) Retrofits9) Service and Maintenance10) Spare Parts
Exheat Ltd, UKHeaters
HEATERS
1) Process Heaters1) Process Heaters2) Air Duct Heaters 3) Air Heaters4) Immersion Heaters5) Line Heaters6) Water Heaters7) Retrofits8) Service and Maintenance9) Spare Parts
Samsung Techwin Ltd, South KoreaCompressors, Dryers And Gas Turbine Engine
COMPRESSORS, DRYERS AND GAS TURBINE ENGINE
1) Industrial Compressors1) Industrial Compressors2) Engineered Air Compressors3) Gas Compressors4) Dryers5) Gas Turbine Engine6) Retrofits7) Service and Maintenance8) Spare Parts
Flowguard Inc, USADampers
DAMPERS
1) Bladder (Elastomer) Dampers1) Bladder (Elastomer) Dampers2) Diaphragm (PTFE) Dampers3) Bellows (PTFE or metal) Dampers4) Transfer & Specially Engineered Dampers
Market Size in Total and by Key Sub-segment
Market Segment Market Share % Total Value, USD
Offshore 80% 3,000,000
46
Onshore 10% 500,000
Marine 10% 1,00,000
Key Projects
Project Name Customer Value (USD) Prognosis Date Likelihood
Cendor Phase 2 MMHE/NERA 417,000 Q2 2012 High
Bokor PCSB/Aker 400,000 Q3 2012 High
Bunga Kekwa PCSB/Aker 50,000 Q3 2012 High
Serendah, Murphy /
47
Serendah,
Patricia, South
Acis
Murphy /
Kencana 500,000 Q2 2012 Medium
Pipe Laying TL Offshore 50,000 Q3 2012 Medium
Semarang MISC / M3nergy 50,000 Q4 2012 Medium
Key Accounts
Customer Name Market Segment
NERA Offshore
Rites Offshore/Onshore
Sapura Crest Offshore
48
Sapura Crest Offshore
MISC Berhad Vessel/ Marine
Hexacomm Engineering Onshore
INTRODUCTION
� TRIZAC ABU DHABI as new Hernis Agent for UAE : 2011
� Strong in Abu Dhabi for Oil & Gas Business
� Representatives of Leading companies in Piping and Flow control, Process instrumentation & Chemicals.control, Process instrumentation & Chemicals.
� Registered in most of the oil Companies within UAE.
� Strong Resources and Experience People
� We made good start with Hernis business of Direct Sales worth US$ 1,500,000 through Trizac
50
KEY Projects
� ADMA OPCO SARB
� UMM LULU and NASR Field
� ADMA OPCO Das Island
� Habshan Ruwais Pipeline Project� Habshan Ruwais Pipeline Project
� Habshan Maqta Pipeline Project
� ZADCO Zirku Island
� ENOC Terminals
� Lamprell : NDC Rigs, Jindal offshore
52
Key Accounts
� ADNOC Group : On-shore
– GASCO
– ZADCO
– ADMA
– TAKREER
� Lamprell for : Off-shore
� ENOC Group of companies
– VOPAK, Horizon Terminal, EPPCO etc.
53
Growth Initiatives
� FLEX system ( IP Cameras)
– Lot of pipeline projects
� PT 12 ( actually we need PT 14)� PT 12 ( actually we need PT 14)
– Safe Area Cameras for ON-Shore projects
– Need to compete with Bosch/Pelco products
� System up gradation / Service Revenues
– HE 250, HE 400, H-win
54
Competition Scenario
� COEX is getting Stronger for EX Cameras
– SS 316 with Synectics System
� Bosch/Pelco offers cheaper safe area cameras
– Aluminum Housing
– Simple DVR/MUX Based system
� Honeywell, Video Marine and some times
� PAT & KRUGER ( Offshore Market)
– http://www.pat-kruger.nl/nl/94/offshore-ex
55
Looking Forward to
� Decision on commercial terms & condition for
Major big sized projects.
– Time consuming Procedures
� Price comparison / Matrix.� Price comparison / Matrix.
� Availability of Marketing tools
– Lock in Specs
– Demo equipments
– On Shore Market related Sales Brochures etc.
56
Agent Market Feedback
Market Size in Total and by Key Sub-segment Key Projects
Market Segment Market Share % Total Value, USD
Onshore 65% 2,500,000
Offshore 30% 1,000,000
Marine 5% 100,000
Project Name Customer Value (USD) Prognosis Date Likelihood
Wasit Gas
Program
SK Eng’g &
Construction
600,000 2012
Wasit Offshore
Facilities
Saipem 3,000,000 2012
Shaybah NGL
Project
Samsung 500,000 2012
Ras Tanura
Plant-57
Saudi Aramco 200,000 2012 High
SADARA
Saudi Aramco –
Dow JV 400,000 2013
58
Key Accounts Growth Initiatives
Customer Name Market Segment
Saudi Arabian Oil Co. (Saudi Aramco) Offshore and Onshore
Saudi Basic Industries (SABIC) Onshore
Initiatives Onshore Offshore Marine
New products Wireless
Solar Powered
Agent Market Feedback
Market Size in Total and by Key Sub-segment Key Projects
Market Segment Market Share % Total Value, USD
Onshore 15% 500,000
Project Name Customer Value (USD) Prognosis Date Likelihood
Rungtawan BST 120,000 2012 May Medium
Passenger
Terminal
Airport of
Thailand 200,000 2013 Feb Medium
Cross-Country
Gas Pipeline PTT GAS 340,000 2012 June Medium
New Jetty &
Tank Farm
Rayong
Terminal 240,000 2012 July Medium
61
Key Accounts Growth Initiatives
Customer Name Market Segment
PTT Onshore
PTT Global Chemical Onshore
Siam Cement Group Onshore
PTTEP (Oil Field) Onshore
Initiatives Onshore
New Customer
group Find new customer goup such as Laemchabang
industrial, Lakrabang industrial estate
Pricing
competitive Propose low cost CCTV to customer (Yuhua)
New product Hernis Flex, IP camera propose to customer
Agent Market Feedback – First Mark Global
�Market Size in Total and by Key Sub-segment
Market Segment Market Share % Total Value, USD
Offshore 400,000
63
Offshore
Marine
400,000
150,000
Agent Market Feedback – First Mark Global
�Key Projects
Project
Name
Customer Value
(USD)
Prognosis
Date
Likelihood
Salamander TNS Terrence Bidding High
64
Salamander
Energy
BLMPB Bid
PTTEP
Myanmar
CPP
TNS
SMOE
Terrence
know this
number
Bidding
stage. Very
likely TNS
get the job.
High
High
Agent Market Feedback – First Mark Global
�Key Account
Customer Name Market Segment
TNS
CUEL
Offshore
Offshore
65
Chevron
PTTEP
Coastal Energy
Pearl Energy
Salamander Energy
Italthai Shipyard
Unithai Shipyard
Offshore
Offshore
Offshore
Offshore
Offshore
Marine
Marine