7 agents market feedback summary - hernis agents... · 1) spring -opposed pneumatically operated...

Agent Market Feedback Summary

14th March 2012

Agent Market Feedback

AUSTRALIA

2

Dataline Visual Link Pty LtdLink Pty Ltd14th March 2012

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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.


BRUNEI

13

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


CHINA

15

Agent Market Feedback – HAI HUA ELECTRONICS



Offshore 40% 3,000,000

Onshore 30% 1,500,000

Marine 30% 1,500,000


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



CIMC-raffles Shipyard Offshore

shang hai shipyard Marine

Willion shipyard Offshore

COSCO Marine

CNOOC Offshore&Onshore


New product IP camera IP camera

Agent Market Feedback – DAN MARINE



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



Hudong Shipyard LNG Vessel

Waigaoqiao shipyard Offshore

Nantong COSCO Offshore


New product IP camera

M&A


KOREA

18

Agent Market Feedback – PRIME TECHNOLOGY



Offshore 70% (420) 6,000,000

Onshore 16% (40) 2,500,000

Marine 40% (160) 4,000,000


19



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


New product IP camera


MALAYSIA

20

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

Tanjung Offshore Nationwide Location

•Kuala Lumpur•Kemaman•Bintulu•Miri•Labuan•Pasir Gudang•Lumut

TanjungOffshore Clients

24

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


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


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


Tanjung Offshore Services

45

Tanjung Offshore Services

Market Size in Total and by Key Sub-segment


Offshore 80% 3,000,000

46

Onshore 10% 500,000

Marine 10% 1,00,000

Key Projects


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


NERA Offshore

Rites Offshore/Onshore

Sapura Crest Offshore

48

Sapura Crest Offshore

MISC Berhad Vessel/ Marine

Hexacomm Engineering Onshore


UAE

49

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

Market Size in Total for UAE

51

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


SAUDI ARABIA

57




Onshore 65% 2,500,000

Offshore 30% 1,000,000

Marine 5% 100,000


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



Saudi Arabian Oil Co. (Saudi Aramco) Offshore and Onshore

Saudi Basic Industries (SABIC) Onshore


New products Wireless

Solar Powered


THAILAND

59


MTR

60




Onshore 15% 500,000


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



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


FIRST MARK GLOBAL

62

Agent Market Feedback – First Mark Global

�Market Size in Total and by Key Sub-segment


Offshore 400,000

63

Offshore

Marine

400,000

150,000


�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


�Key Account


TNS

CUEL

Offshore

Offshore

65

Chevron

PTTEP

Coastal Energy

Pearl Energy

Salamander Energy

Italthai Shipyard

Unithai Shipyard

Offshore

Offshore

Offshore

Offshore

Offshore

Marine

Marine


�Growth Initiatives


Reduce

price la

Yes

66

7 agents market feedback summary - hernis agents... · 1) spring -opposed pneumatically operated...

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