Saudi Arabian Water Treatment Market
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WATER TREATMENT CHEMICALS AND
EQUIPMENTS
BUSINESS COMPETENCE CENTER LAUNCH
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CONTENTS
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1. Mission Statement
2. Market Potential
3. Competitors
4. Classification
5. WTC Portfolio
6. Areas of Differentiation
7. Customer’s expectations
8. France Water Opportunities
9. Targets
1 MISSION STATEMENT
Water to match your needs Water is a raw material – handling it is a responsibility Specialty chemicals to protect process equipment
Centre of Excellence for Water Treatment Chemicals Introduce french manufacturers in Saudi Arabia
Replace chemicals bad labelling by green products Provide add value : training, partnership with Europeans
producers and french experts Expertise to provide value added service : free audit
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2 WORLDWIDE MARKET POTENTIAL
WATER TREATMENT CHEMICALS
POTENTIAL : 20 – 25 Billion Euros
SPECIALITY WTC CHEMICALS
POTENTIAL : 15 – 20 Billion Euros
MARKET SPLIT : USA – 40%, Europe – 20%,
Middle East & Africa – 15%, Asia Pacific – 20%
WORLD DEMAND FOR WTC : COOLING – 24%,
BOILER – 18%, WATER & WASTE WATER – 22%,
INDUSTRIAL PROCESS – 5%, HPIPROCESS – 4%,
METAL PROCESS – 5%, PAPER PROCESS –20 %
DESALINATION -2%
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3 GLOBAL CHEMICAL PLAYERS
NALCO CHEMICALS COMPANY
GE WATER - BETZ
ASHLAND CHEMICALS
BWA
VEOLIA WATER SYSTEMS - HYDREX
KURITA
BUCKMAN
METITO
BASF
SN Floerger
HERCULES INC
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4 CLASSIFICATION
COMMODITY CHEMICALS
SINGLE MOLECULE
MARKET PRICE
NO VALUE ADDITION
LOW MARGINS – PRICE BASIS
SPECIALITY FORMULATED CHEMICALS
BLENDED PRODUCTS
TECHNICAL SERVICE ASSOCIATED
BUSINESS REPETITION
HIGH MARGINS
FUNCTIONAL CHEMICALS
COMPLEX MOLECULES
RECOMMENDED WITH SYSTEM DESIGN
PREFERED SUPPLIER
MEDIUM MARGINS
INNOVATIVE BIOLOGICAL PRODUCTS
SELECTED ORGANISMS
NO DANGEROUS LABELLING
HICH LEVEL OF TECHNICAL SERVICE ASSICIATED
VERY HIGH MARGIN
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4 CLASSIFICATION
5 SPECIALITY CHEMICALS PORTFOLIO
POTABLE WATER TREATMENT
Scale / corrosion inhibitor
RO Anti scalant, Disinfection
Membrane coating product
BOILER WATER TREATMENT
Scale / corrosion inhibitor
Alkalinity Builder
On-line cleaner / de-scaling compounds,
Condensate treatment
Polymeric sludge conditioner
Single drum product
COOLING WATER TREATMENT
Scale / corrosion inhibitor
Oil & Bio-dispersant
Biocides
Biological products
CHILLED WATER TREATMENT
Pre-treatment cleaner
Corrosion inhibitor
Biocides
THERMAL DESALINATION
MSF Anti scalant
Antifoam
WASTE WATER TREATMENT
Coagulants, Flocculants
Antifoam
Odor Masking
Biological products
RO WATER TREATMENT
Anti-Scalants / Anti-foulants
Membrane Cleaners / Sanitizers
Pre-treatment Chemicals
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5 FOCUS OF APPLICATION
NALCO CHEMICALS Oil & Gas Sector Petrochemicals & Fertilizer Steel
GE WATER Oil & Gas Sector Petrochemicals & Fertilizer Steel and paper
ASHLAND Hospitality Commercial Complex Résidential
VEOLIA WATER SYSTEMS District Cooling Plants Hostels & Convention Center Dairies, Poultry, Food & Beverage Mineral Water & Bottling Plants Desalination
BWA – BASF- METITO Desalination MSF
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6 POTENTIAL AREAS FOR DIFFERENTIATION
Product line
Service capabilities
Expertise
Training
Monitoring
Feed systems
Packaging & Deliveries
Marketing tools
Image and commercial approach
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6 PRODUCTS
Patented, proprietary products
Breakthrough technology : biological products
Registered products (Biocides, F&B..)
Environmental compliance("green"products)
State of the art documentation(MSDS,TDS)
Attractive packaging/deliveries
Complete offer (commodity products)
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6 SERVICE CAPABILITIES
Customer process knowledge
Availability and Responsiveness
Quality insurance(NC handling, tools)
Problem solving capabilities
Reporting
Training capabilities
Global service(group)
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6 EXPERTISE
Local capabilities for immediate answer
Experience
Products knowledge
Capability to address complete water cycle
Support for in depth surveys(experts)
Specific technical tools(apparatus, software's…)
Extensive laboratory capabilities
Technical documentation
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6 MONITORING
Special equipments: flow meter, fiberscope,THEx,ATP meters, data loggers, temp probes, redoxmeters...
Softwares: CT performances, Fouling Factor, data management(statistics), simulation…
On-line control equipments: pH, Conductivity, Cl2, redox, corrosion…
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6 FEED SYSTEMS
Pumps with built in feed control
Automation
Computerized feed systems(Trasar, etc.)
Products flow controllers
Feeding skids
Brominators
Safety chemicals handling (see also packaging)
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6 PACKAGING & DELIVERIES
Bulk deliveries (tanks)
Packaging recovery
Mother/daughter systems (SBC, portafeed)
Remote inventory control systems (telemetry)
Proprietary trucks
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6 MARKETING TOOLS
Brochures
Technical books
Exhibitions
Partnership with equipment manufacturers
Regional presentations
Advertising, publishing
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6 IMAGE AND COMMERCIAL APPROACH
Worldwide presence(WTC network)
Customer is unique
Method / conventional approach
Add value out of chemicals
Keep closely aware of competition
Think to what’s key for the customer
Local reputation :” do what we say “
Focus on water cycle optimization
Training and teaching
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7 CUSTOMER’S EXPECTATIONS
Costs savings, process optimisation, water reuse
Supplier reliability and responsiveness
Quality and scope of service
Problems handling & solving
Continuous improvement process
Compliance with regulations(H&S, environment)
Quality products (ISO 9001)
Efficiency of supplier’s logistic
Operators training
Make his life simpler !
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8 - OPPORTUNITIES
Establish and market brand name
Offering solutions based on experience and using new technologies
Technology transfer from France
Hospitality industry, Commercial Complexes
Sewage & Wastewater Treatment Plants: biotechnologies
Relation ship with French antiscale producer
Relation ship with French water treatment expert and teacher
Relationship with French high tech companies
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9 TARGET ACTIVITIES
New products development specially RO & Desalination
Introducing new technologies
Focus on communication, creating a name thanks training customers and teaching in universities
Focus on higher earnings with medium/ low risk applications
Strategic alliance with equipment manufacturers
Focus on the standard product range
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