HOERBIGER YEARBOOK 2016/2017

ADDED VALUEFOR CUSTOMERSMATTERS.

FOR US ALL.SHARED AMBITION

2 STANDARDS WITH MAXIMUM CUSTOMER VALUE Board of Directors Foreword

8 HIGHLIGHTS 2016

16 SHARED AMBITION Executive Board Foreword

22 OUR COMPANY Group Profile

32 ENERGIZED EXPERTS Compression Technology Strategic Business Unit

35 No. 1 MORE THAN GOOD PRODUCTS 43 No. 2 SAFETY IS AN EXPERIENCE 49 No. 3 MILLIONS IN SAVINGS 58 No. 4 STEPLESS RELIABILITY

66 POWER PLAYER Engine Division

CONTENTS

72 LIFE GUARDS Safety Division

78 MOTION MINDS Drive Technology Strategic Business Unit

81 No. 5 A DAY IN TYROL

90 SMART SUPPORTERS Hydraulics Division

94 No. 6 BUDGET PRESS 100 No. 7 HEAVY LIFTER

104 STABILITY AND CONTINUITY Standards since 1895

112 PERFORMANCE-DEFINING Products at a glance

114 CLOSE TO CUSTOMERS WORLDWIDE Locations

Engine Applications David Lepley

Engine OEM Hannes Hunschofsky

Engine Services Christoph Magnet

Engine Division Hannes Hunschofsky

Business Units

Compression Technology Strategic Business Unit Udo Bauer

Compressor OEM Division Udo Bauer

Compressor Service Division Wolfgang Sautter

Compressor Solutions Dr. Markus Digruber

Serial & Industrial Oliver Gratzel

Flow Control Marcus Grödl

Recip Services Dr. Georgios Loukmidis

Valve Exchange Scott Waughtal

Wellhead Alejandro Barrios

Turbomachinery Paulo Oliveira

Business UnitsBusiness Units

Safety Division Dr. Thorsten Kahlert

Explosion Protection Randy Davis

Business Units

Drive Technology Strategic Business Unit Thomas Englmann

HAONENG HOERBIGER DriveTech Shanghai Götz Kwittner

Synchronizers Advanced Applications Truck Applications

Hydraulics Division Gerhard Messmer

Compact Hydraulics Daniel Braun

Machinery Reinhold Kraus

Loading Comfort Klemens Wressnig

Business Units

HOERBIGER IN FIGURES

Sales (in EUR million)* 2016 Ratio in % Δ in % 2015 Ratio in %

HOERBIGER Group 1,067.0 100.0 − 4.3 1,115.1 100.0

Compression Technology SBU 597.7 56.0 − 6.7 640.8 57.5

Drive Technology SBU 366.5 34.3 + 2.4 357.9 32.1

Hydraulic Systems BD 97.8 9.2 − 11.5 110.5 9.9

Corporate 6.0 0.6 + 1.7 5.9 0.5

*The figures correspond to the Group’s structure effective until December 31, 2016.

Key personnel figures (December 31, 2016) 2016 Δ in % 2015

Permanent employees 6,381 − 1.7 6,490

Temporary employees 438 +19.0 368

Board of Directors Dr. Martin Komischke (President) | Dr. Andreas Hünerwadel (Vice President) | Egbert Appel | Albin Hahn | Dr. Rudolf Huber | Dr. Manfred Reichl

Executive Board Dr. Jürgen Zeschky (Chairman) | Charles Friess (CEO’s deputy) | Udo Bauer | Thomas Englmann

Strategic Business Unit Compression Technology

Udo Bauer

Strategic Business Unit Drive Technology

Thomas Englmann

Corporate Finance & Controlling

Charles Friess

Corporate Human Resources Dr. Jürgen Zeschky

(acting)

Compressor OEM Udo Bauer

Compressor Service Wolfgang Sautter

Safety Dr. Thorsten

Kahlert

Hydraulics Gerhard Messmer

Engine Hannes

Hunschofsky

Divisions

We run our businesses based on our corporate values:

Pioneering Spirit, Courage, Fairness and Closeness. These

values are the foundation of our corporate culture and

HOERBIGER’s success.

Every day we are faced with decisions about what is right

or wrong. Even in complex situations our pace is fast. For this

the Code of Conduct provides definite and clear directions.

The Code of Conduct affirms our commitment to business

excellence. It is a commitment which we give to our customers,

and to each other: We will act with personal integrity and in

compliance with legal and ethical principles at all times.

CODE OF CONDUCTOur commitment to integrity and compliance

We conduct our business with respect for human dignity,

in recognition of human rights, and in accordance with

applicable laws.

We are committed to economically and environmentally

sustainable business practices.

We provide safe working conditions.

We continuously develop the abilities of our employees,

and evaluate performance objectively.

We show mutual respect as we collaborate across cultures.

We recognize the freedom of association of our workforce.

We conduct all our business with integrity and transparency.

We oppose corruption.

We deliver superior products and services to our customers.

We support free and fair competition, and we comply with

relevant competition laws.

We take due care in the selection of our business partners.

We comply with export controls and anti-money-laundering

regulations.

We treat our suppliers fairly. We expect our suppliers to

strive towards the same high standards for business

conduct and product quality that we have set for ourselves.

We protect proprietary business information, private data,

and intellectual property rights. Proprietary company

information and data may be released to third parties only

with prior authorization.

We keep accurate records, and guarantee complete

reporting of financial and operating information to

management, shareholders, and third parties.

We act with integrity and honesty at all times. We will

declare potential conflicts of interest. We will protect the

company’s assets, and will not use our position at

HOERBIGER for personal gain.

We take pride in HOERBIGER. We protect the good

reputation of our company as well as the image and the

value of the HOERBIGER brand.

We accept the challenges of ethical conduct.

In critical situations we will support each other to keep

our  commitments to move HOERBIGER forward.

With our Code of Conduct we also recognize our social

responsibilities as a globally active company. We respect and

support the goals of relevant international conventions

such as the United Nations Global Compact.

All HOERBIGER employees must be familiar with the

Code of Conduct and follow its letter and spirit; the Code

applies worldwide. We are convinced that our customers

and other business partners will honor the fact that we conduct

our business with personal integrity and in compliance with

legal and ethical standards.

We manage our company by striving for highest standards

of business excellence: because performance counts.

SHARED AMBITION

Ladies and gentlemen,

fellow employees,

The HOERBIGER Group closed out the 2016 fiscal year with sales of 1.067 billion euros, which is 48.1 million below the previous year’s level of 1.115 billion euros. After goodwill write-downs, the Group’s earnings before interest and taxes totaled 2.9 million euros, falling considerably short of the figure of 71.4 million euros achieved the year before.

STANDARDS WITH MAXIMUM CUSTOMER VALUE

BOARD OF DIRECTORS FOREWORD2 3

Weak oil and gas cycle

In the markets of the Compression Technology Strategic Business Unit, the sus­

tained low price of crude oil created considerable investment restraint in the

exploration and production of both oil and gas. The sustained weak economic

conditions in the oil and gas industry were not without impact on HOERBIGER’s

OEM and service business and, as a result of high cost pressure in the market,

prompted a significant decline in sales. Only the midstream and downstream

business, providing services for pipeline operators and refineries, compensated

for this difficult situation to some degree. Still, we fell short of our targets.

With the KT2020 project, we initiated a comprehensive structural reform of our

activities in the energy sector. This initiative gave rise to a new organizational

structure, which is geared more heavily toward customer benefits and market

requirements. It also prompted the breakdown of Compression Technology’s former

business activities into three parts: a new Compression Technology Strategic

Business Unit and the Engine and Safety Divisions, which now operate indepen­

dently and report directly to the CEO.

Favorable development: Drive Technology and Hydraulics

The achievements in Drive Technology and the hydraulics business are very favor­

able. Our Drive Technology Strategic Business Unit is presently on a tremendous

success trajectory. New, long­term delivery agreements and our very successful

HAONENG HOERBIGER joint venture in China allowed the Strategic Business

Unit to expand and strengthen its position as a “stable long­term pillar” in the

Group. Following deep cuts during the crisis of 2009, HOERBIGER Drive Technology

has evolved from a competitor to a market leader.

The Hydraulics Division has flourished under the integration of our machinery

and medical technology expertise. Incorporated into the Compact Hydraulics and

Machinery Business Segments, the two sectors closed out 2016 with remarkable

strategic successes.

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Standards with maximum customer value

In the coming years, HOERBIGER will increasingly, and to an even greater extent

than in the past, evolve into a global organization that offers outstanding pros­

pects to employees from all over the world: in a work environment that is based

on engagement and trust, with lean organizational structures, and harmonized

processes. The change processes associated with this endeavor in parts of our

organization will empower us to continue to set standards: standards with maxi­

mum customer value.

By virtue of the customer value we create through our performance­defining

components, products and services, we want to continue to enjoy the Excellence

label. As a result, we will further improve our ability to address the needs of our

customers and requirements of the market. Our existing range of services has lost

its uniqueness in many respects. Some products and services have become

commodities. To safeguard the future growth of the HOERBIGER Group, we support

new business ideas and models that distinguish HOERBIGER and set the company

apart from the competition.

We will align our innovations even more strongly with the specific needs of

the markets and customers. New products and services will continue to create

customer value in a compelling, quantifiable and traceable way.

HOERBIGER has ambitious goals for 2017

HOERBIGER has set ambitious goals for 2017 to sustainably return to the previous

years’ growth track, while inspiring new momentum in the strategic markets of

the Strategic Business Units and Divisions with sales and market models that create

value for the customer.

The Compression Technology Strategic Business Unit is in the process of gauging

and defining the strategies and goals for all its business activities. Key objectives

include greater profitability in the OEM business and the optimization of the

strategy in Service, in particular for the Europe and North America regions.

In the Engine Division, we are anticipating lasting growth momentum again

after having faced a difficult business environment due to economic factors.

Additionally, the Division is focusing its efforts on the development and implemen­

tation of a clear strategy and on tapping new market potential.

We also have high expectations in terms of the continued development of the

Safety Division. Safety technology is a strategic growth market for HOERBIGER

with tremendous future potential. To tap this potential, we are working on systemat­

ically expanding the performance portfolio.

4 5

The strategy of the Drive Technology Strategic Business Unit continues to center

around efforts to expand the globally leading market position for synchronizers

and further develop our presence in China. The start of production in our new

plant at the Changzhou location, which is expected to become the HOERBIGER

manufacturing site with the highest volume in 2017, is an important milestone not

only for the Drive Technology Strategic Business Unit, but for the HOERBIGER

Group as a whole.

The HAONENG HOERBIGER joint venture will offer additional outstanding

opportunities for growth in China. By making appropriate investments in China

as well as in Germany, we are presently creating the capacity for contracts already

acquired as well as future orders.

The Hydraulics Division is anticipating additional growth from the launch of

the innovative xetto® loading and unloading system as well as sound performance

in the existing business.

Two Foundations, one Group

With an equity ratio exceeding 50 percent and stable cash flow, HOERBIGER

continues to have a very solid financial foundation. The HOERBIGER Foundation

in Zug, Switzerland, is a reliable majority shareholder.

We are very grateful for the far­reaching decision made in 2016 by our family

shareholder Christiana Hörbiger to hold her interests in the HOERBIGER Group in

a second foundation, whose sole mandate is to ensure the continued existence of

HOERBIGER in the future and to grow our Group in the long term. With this generous

step, which deserves our utmost respect, Mrs. Christiana Hörbiger took measures

that will ensure that the Group will continue to have a stable position.

Gratitude and obligation

It is a particularly important concern of our family shareholder to take the Austrian

heritage of the Group and its roots in Vienna into account by making Vienna the

registered office of the new Foundation. Like the HOERBIGER Foundation in Zug,

the Austrian Foundation newly established by Mrs. Christiana Hörbiger will later

also be managed by the HOERBIGER Board of Trustees.

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Dr. Rudolf Huber born in 1955, Member of the Board of Directors since 2008

Dr. Manfred Reichl born in 1953, Member of the Board of Directors since 2010

Egbert Appel born in 1949, Member of the Board of Directors since 2012

Albin Hahn born in 1957, Member of the Board of Directors since 2016

Dr. Martin Komischke President of the Board of Directors born in 1957, President of the Board of Directors since July 1, 2016

Dr. Andreas Hünerwadel Vice President of the Board of Directors born in 1964, Member of the Board of Directors since 2015, Vice President of the Board of Directors since July 1, 2016

As Vice President of the Board of Trustees, Mrs. Christiana Hörbiger will personally

see to the well­being of the HOERBIGER Group and its employees, making her a

role model for all HOERBIGER employees and senior managers. Her dedication

and tremendous commitment inspire us to give our best for the company and our

goals every day.

We mean business …

HOERBIGER is on the right track strategically, has the right employees, and enjoys

a strong technology position.

We are very confident that HOERBIGER, following a difficult 2016 fiscal year,

will continue the expansion of the past decade.

6 7

Effective May 1, 2017, the HOERBIGER Board of Directors was composed as follows (from left to right): Albin Hahn, Dr. Andreas Hünerwadel, Dr. Rudolf Huber, Dr. Martin Komischke, Dr. Manfred Reichl, Egbert Appel

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HIGHLIGHTS20168

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HOERBIGER acquires Newson Gale

01 01 / 07 / 2016

Effective January 4, 2016, the HOERBIGER Group, Zug,

Switzerland, acquired privately owned Newson Gale

headquartered in Nottingham, United Kingdom. With

the acquisition of Newson Gale, HOERBIGER systemati­

cally expanded its leading market position in plant

safety and explosion mitigation.

HOERBIGER and HAONENG Technologies establish joint venture

HOERBIGER Antriebstechnik Holding GmbH headquar­

tered in Schongau, Germany, established a joint venture

with Chengdu HAONENG Technology Co., Ltd., Chengdu,

China. Operating under the name HAONENG HOERBIGER

DriveTech (Shanghai) Co., Ltd, the alliance covers the

development, sale, and trade of synchronizer components

and systems for automobile transmissions in China.

02 01 / 13 / 2016

HOERBIGER completes expansion at Changzhou site

HOERBIGER completed the third expansion phase at

Drive Technology’s Changzhou site in Jiangsu Province,

China. This marked the full localization of products

and services needed for complete synchronizer systems

used in automotive transmissions in China.

03 01 / 14 / 2016

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CompactLINE receives Best of Industry Award

HOERBIGER was presented with the Best of Industry

Award in the Drive Technology category for the

HOERBIGER CompactLINE. The Best of Industry Award

is organized by the trade magazine MM Maschinenmarkt.

04 02 / 19 / 2016

HAONENG HOERBIGER commences operations

06 03 / 01 / 2016

On March 1, 2016, the joint venture HAONENG HOERBIGER

DriveTech (Shanghai) Co., Ltd. in China commenced

operations. The synchronizer business of HOERBIGER

and HAONENG business in China is now being handled

solely by the joint venture entity, establishing the company

as a leading provider for traditional synchronizer products

and systems in the Chinese market.

HOERBIGER certified as “Top Employer”

07 03 / 21 / 2016

HOERBIGER was again recognized as one of Germany’s

best employers. The company received the “Top Employer”

certification for the fifth time in a row. The certification

awarded by the Top Employers Institute is the result of an

assessment analyzing employee conditions and employer

achievements of German companies.

HOERBIGER acquires BRILEX

Effective April 1, 2016, HOERBIGER acquired privately

held BRILEX Gesellschaft für Explosionsschutz mbH,

headquartered in Brilon, Germany. BRILEX is a leading

provider of explosion relief venting products. The acqui­

sition of BRILEX enabled HOERBIGER to further expand

existing competencies in its industrial core business

and tap valuable synergies, especially in the passive

explosion protection field. The acquisition strengthened

the HOERBIGER Group’s leading role as a developer,

manufacturer, and global provider of performance­defining

components and services, which are increasingly focused

on safety solutions, for the oil, gas, and process industries.

08 04 / 01 / 2016

Comprehensive explosion protection from a single sourceSome 900 exhibitors showcased the latest technologies

for processing, analyzing and handling powder and bulk

solids at POWTECH 2016 in Nuremberg, Germany.

HOERBIGER appeared at the trade show for the first time

as a leading provider of comprehensive safety solutions.

This is the declared purpose of the IEP Technologies,

Newson Gale and BRILEX brands at HOERBIGER.

09 04 / 19 / 2016

2016 Industriepreis for Blocker Ring Basic

A high­caliber panel of judges recognized the HOERBIGER

Blocker Ring Basic as the best product in the Drive and

Fluid Technology category. Since 2006, publishing com­

pany Huber Verlag für Neue Medien has been presenting

the annual Industriepreis to pay tribute to highly

progressive industrial products and solutions. With the

Blocker Ring Basic steel synchronizer ring, HOERBIGER

developed an economical alternative to brass rings, setting

a new standard in the entry­level transmission segment.

10 04 / 25 / 2016

“Jugend forscht” / “Schüler experimentieren”

11 young researchers from the foothills of the Alps qualified

in the state­run “Jugend forscht” and “Schüler experimen­

tieren” competitions in Munich and Dingolfing. Nine out

of a total of 64 projects earned first place in the regional

competition sponsored by HOERBIGER.

05 02 / 23 – 24 / 2016

10 11

09

Trade show debut for HAONENG HOERBIGER

HOERBIGER and HAONENG had their first joint trade

show presentation at the 8th TM Symposium held in

Beijing, China, on April 28 and 29. The TM Symposium

China is considered the largest vehicle transmissions

and drive technology event in China. The joint venture

offers its customers not only all components for trans­

mission synchronizers, but also the best system solutions.

11 04 / 29 / 2016 12 05 / 26 / 2016

Ford Q1 Award – Ford presented HOERBIGER Finestamping Inc., Waterloo, Canada with the Q1 Award. With the Q1 Program Ford enhances international quality standards.

HOERBIGER Business Meeting at the new facility in Vienna

13 06 / 22– 25 / 2016

The highlight of the Business Meeting was the opening

ceremony for the new plant in Vienna­Aspern on June 23.

During the celebration, Mrs. Christiana Hörbiger, Vice

President of the Board of Trustees of the HOERBIGER

Foundation and family shareholder of the HOERBIGER

Group, presented the new facility to the employees.

The Business Meeting provided an appropriate setting

to officially execute the leadership transition and genera­

tional change in the HOERBIGER Group announced in

2015. Bidding farewell to Dr. Marcus Flubacher, President

of the Board of Trustees and Board of Directors,

Dr. Gerd Unterburg, Vice President of the Board of Trustees

and Board of Directors, and Dr. Martin Komischke, CEO

and Chairman of the Executive Board, they were honored

for their long­standing service. Additionally, Dr. Jürgen

Zeschky was welcomed as the new HOERBIGER CEO. The

changes in personnel on the Executive Board, the Board of

Directors of HOERBIGER Holding AG, and the Board of

Trustees of the HOERBIGER Foundation, which took effect

on July 1, 2016, were a logical continuation of the genera­

tional change in the HOERBIGER Group initiated several

years ago.

12 13

13

Reorganization of the Compression Technology Strategic Business Unit

The KT2020 project – an extensive reform of the organiza­

tion’s structure – began in the Compression Technology

Strategic Business Unit with the goal of focusing even

more strongly on the customer and setting the course for

future growth. The development of new products and

services became the responsibility of global Business Units.

The four Regions – Europe, North America, Asia & Pacific,

and Emerging Markets – ensure that the global strategy

is implemented at the regional level. At the same time,

they serve as the link to the customer.

14 09 / 01 / 2016

16 09 / 22 – 29 / 2016

xetto® was unveiled to the expert community for the first time at the IAA

Kick-off of the 2016 Voice for Excellence survey

On September 5, the HOERBIGER Group kicked off the

2016 Voice for Excellence survey. The survey measures

the level of engagement of all HOERBIGER employees

worldwide. Voice for Excellence results are used as a basis

to derive improvement initiatives to further boost

employee engagement.

15 09 / 05 / 2016

HOERBIGER eVCP system market launch

In early October, the HOERBIGER eVCP (electrical variable

clearance pocket) system was first introduced to a wide

industrial audience at the Gas Machinery Conference in

Denver, Colorado. With the HOERBIGER eVCP system,

reciprocating compressors supply the maximum possible

delivery volume under fluctuating pressure.

17 10 / 02 – 05 / 2016H

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18 10 / 11 – 13 / 2016

CapaFlex™ saves energy and costAt Chillventa 2016, a leading international exhibition for

the refrigeration, heat pump, and ventilation sector,

HOERBIGER introduced CapaFlex™ – a mechanical

capacity control unit for sustainable CO₂ refrigeration

applications. This innovation offers great value for the

customer, allowing stepless mechanical control of CO₂­

operated refrigeration systems. Operators save energy,

while also benefiting from low installation and mainte­

nance costs.

18

August STORM relies on HOERBIGER ignition and control systems

Adding ignition and control systems made by HOERBIGER

to its portfolio, August STORM was able to offer engine

services at a new level of performance starting in October

2016. In June 2016, HOERBIGER and STORM had initiated

a service cooperation agreement for the implementation

of select major projects. The cooperation covers replace­

ment parts management, 24/7 service to ensure equipment

availability, and engineering services for reciprocating

compressor and engine overhauls and comprehensive

upgrades.

19 10 / 21 / 2016

20 11 / 10 / 2016

Ground breaking for new construction in Schongau

HOERBIGER is investing in Schongau. The company is

expanding the manufacturing space and infrastructure

of Plant 1 of HOERBIGER Antriebstechnik GmbH on Bern­

beurener Straße. The ground breaking on November 10

officially initiated the start of construction. By the end of

2017, the existing stamping facility will be expanded

with a 9400 square­foot annex. At the same time, an addi­

tional production facility measuring almost 14,000

square feet will be built on the adjoining undeveloped

area. These measures will expand the current manufac­

turing space by approximately 30 percent.

HOERBIGER awarded “Bavarian Environmental Pact” certificates

21 11 / 18 / 2016

District Administrator Andrea Jochner­Weiß presented

“Bavarian Environmental Pact” certificates to HOERBIGER

Antriebstechnik GmbH and HOERBIGER Kompressor­

technik GmbH. The certification awarded by Bavaria’s State

Ministry of the Environment honors the voluntary commit­

ment of the two HOERBIGER companies to corporate

environmental protection and sustainable management.

14 15

22 12 / 06 – 07 / 2016

Innovative shift elements for the drive train

HOERBIGER presented the growing product range and

latest innovations for the drive train at the CTI Symposium

in Berlin, Germany, on December 6 and 7. Included were

components and systems for transmission synchronizers,

torque management and connect/disconnect systems

for all­wheel drive applications and hybrid and electric

vehicles.

23 12 / 13 / 2016

Voice for Excellence survey shows positive result

The results of the 2016 Voice for Excellence survey came

in: a total of 5309 employees participated in the poll,

which equates to a participation rate of 83 percent. At a

figure of 63 percent, the engagement of HOERBIGER

employees remained at a stable level in the year­on­year

comparison. In view of a continued difficult market

environment, this is a remarkable result. HOERBIGER’s

engagement clearly exceeds the global industry average

of 58 percent.

Ladies and gentlemen,

fellow employees,

HOERBIGER is an exciting company: Worldwide, we have experi-enced and very dedicated employees. HOERBIGER is a strong brand. We are creative, develop technologically sophisticated products, and offer value-creating services to our customers. We operate in exciting and future- oriented markets around the globe.

In 2016, we generated excellent returns, in particular in Drive Technology and the

Hydraulics Division. In the safety technology field – one of our most important

markets for the future – we have carved out a great position in the market with

our new brands IEP Technologies, Newson Gale, and BRILEX.

The trend this past fiscal year was quite different in Compression Technology

and Engine Solutions, where we faced major challenges. The development of the

oil and gas market internationally resulted in significantly fiercer and more intense

competition.

We have adapted to these changes and reorganized Compression Technology.

We are meeting the new situation in the market with strong and dynamic teams.

The favorable start of 2017 demonstrates that we are on the right track.

EXECUTIVE BOARD FOREWORD

SHARED AMBITION

16 17

Strategic challenges

Especially in Asia and the emerging markets, but also in Europe and North America,

key growth momentum for our portfolio comes no longer from the premium

segment, but to a much greater degree from mid­market segments. These are

large, but also very competitive.

Technologically, we must accept the global megatrends. In Drive Technology,

we are already working on solutions for zero­emission mobility. A similarly challeng­

ing topic is the increasing digitization of the world we live and work in. For recipro­

cating compressors and gas­powered engines, we are developing components,

systems and services that allow us to sustainably increase benefits for our customers

by reducing energy consumption and emissions.

All initiatives are geared toward creating measurable added value for our

customers. Our guiding themes in these efforts are customer focus and first­rate

service: We want to distinguish ourselves, and set the company apart from our com­

petitors, through products and services that create customer value in compelling,

demonstrable and traceable ways.

Clear growth targets

The Board of Directors, Executive Board and senior managers of HOERBIGER have

defined clear and ambitious growth targets for every Strategic Business Unit

and Division. Together, we intend to achieve these goals through our know­how

and experience, with high dedication.

We have strong partners in the HOERBIGER Foundation and our family share­

holder Mrs. Christiana Hörbiger, who strongly influence the company culture and

provide our Group with a stable financial footing.

The general economic conditions give rise to optimism: The International

Monetary Fund (IMF) projects global growth of 3.4 percent for 2017, fueled primarily

by rapidly growing countries such as India and China. It expects a growth rate of

1.6 percent in advanced economies such as the USA.

Exec

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Udo Bauer Member of the Executive Board and CEO of the Compression Technology Strategic Business Unit, born in 1969, Member of the Executive Board since 2017

Thomas Englmann Member of the Executive Board and CEO of the Drive Technology Strategic Business Unit, born in 1968, Member of the Executive Board since 2014

Dr. Jürgen Zeschky CEO and Chairman of the Executive Board born in 1960, CEO and Chairman of the Executive Board of the HOERBIGER Group since 2016

Charles Friess CFO and the CEO’s deputy on the Executive Board born in 1956, CFO of the HOERBIGER Group since 1996, the CEO’s deputy on the Executive Board since 2015

HOERBIGER is more than just a company

We develop technology for our customers. The HOERBIGER brand distinguishes

itself with components and systems that combine sophisticated solutions with

true customer value. The brand is also a hallmark for first­rate service and value­

creating business models.

We promote entrepreneurial thinking. Together, we are working on a global organi­

zation with lean structures and harmonized processes that bring together entrepre­

neurially minded people from all over the world: people who are prepared to work

together globally, while assuming responsibility for our customers and our business

at the local level.

We unite people and success. We promote a corporate culture in which our people

are committed to economic success and give their best at all times to move common

goals forward.

We are convinced that, by building on this foundation, we will achieve our goals

for the coming years and safeguard HOERBIGER’s success in the long term.

18 19

Effective May 1, 2017, the HOERBIGER Executive Board was composed as follows (from left to right): Thomas Englmann, Dr. Jürgen Zeschky, Charles Friess, Udo Bauer

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The corporate culture of HOERBIGER is distinguished by

dynamic, performance-oriented employees. Our success

is based on people who have an open mind about their

business environment, work on international teams toward a

common goal and make customer focus a top priority.

Our objective for the HOERBIGER 2016/17 Yearbook is to

convey the spirit that plays a pivotal role in the character

and identity of the HOERBIGER brand, and consequently

in our success.

At the same time, it is important to us going forward to

promote and support our employees’ engagement and

ownership to an even greater degree.

We therefore asked successful sales teams around the

globe to showcase projects, in their own words and, to the

extent possible, using their own photographs, through

which we were able to provide outstanding performance

to our customers with lasting benefit.

The dedication with which our employees received and

implemented the Yearbook project is impressive. It demons-

trates just how much imagination, initiative and, last but

not least, personal dedication and “heart and soul” it takes

to maintain and, in the best case, successfully grow sales

figures in a very challenging and competitive market and

business environment.

HOERBIGER is full of energy.

The examples demonstrate that HOERBIGER is a company

full of vigor and energy. We owe this above all to our dedi-

cated employees – and we are proud of it.

The HOERBIGER Yearbook project

HOERBIGER Yearbook 2016 / 17

GROUP PROFILE

OUR COMPANY

Maintained sales

Engagement and willingness to perform

Compression Technology misses growth target

New start with strong customer focus

Engine and Safety become independent Divisions

Outstanding success in Drive Technology

Success and joint venture in China

Gains in hydraulic roof and compact drives

STREAM: pilot projects successfully completed

22 23

2016: maintained sales

The Compression Technology and Drive Technology Strategic Business Units

continue to generate the majority of the Group’s revenue. In light of sustained

weak economic conditions in the oil and gas industry, HOERBIGER in 2016 was

again faced with lower demand as a result of high cost pressure in the market and

ensuing stagnating sales.

Ultimately, the excellent utilization rate in Drive Technology and good results

in the hydraulics business were not sufficient to compensate for lost sales in the

Compression Technology Strategic Business Unit. Knowing just how great the

challenges were in all markets in 2016, we are very proud of our employees’ engage­

ment and personal willingness to perform, which helped us generate 1.067 million

euros in sales and maintain the previous years’ level.

HOERBIGER is active throughout the world as a leading player in the fields of compression technology, drive technology and hydraulics. The HOERBIGER brand is synonymous with perfor-mance-defining components in compressors, industrial engines and turbines, automobile transmissions, and multifaceted mecha-nical engineering applications. Innovations in attractive techno-logical market niches are the basis for components, systems and services that offer unique selling propositions and lasting benefits for the customer.

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Compression Technology – Engines – Safety

In compression technology, HOERBIGER is considered one of the world’s premium

suppliers of components and systems for the efficient operation of reciprocating

compressors. In addition to international OEMs, the customer base includes opera­

tors of reciprocating compressors, for which HOERBIGER provides comprehensive

services around the globe. In 2016, the changes in the international oil, gas, and

process industries fueled by the collapse of the price of crude oil posed a particularly

big challenge for HOERBIGER Compression Technology.

In early 2016, the price of oil at times dropped below 30 US dollars per barrel,

the lowest level in the last ten years. This created considerable investment restraint,

especially in the exploration and production environment for both crude oil and

gas. This was not without impact on HOERBIGER’s OEM and service business.

Only the midstream and downstream business, providing services for pipeline

operators and refineries, for example, compensated for this difficult situation to

some degree.

Growth target missGenerating sales of 597.7 million euros compared to 640.8 million euros in the

previous year, HOERBIGER Compression Technology fell short of the 2016 growth

targets. This prompted HOERBIGER to initiate a comprehensive reform of all of

Compression Technology’s business activities. Project KT2020, initiated for this

purpose, focuses on the new requirements of the international markets as well as

the customer benefits of components and services for the oil, gas, and process

industries. The initiative additionally seeks to overcome internal complexity that

inhibits growth.

Detail The Methane Challenge Program initiated by the U.S. Environmental Protection Agency (EPA) in early 2016 created attractive incentives for the oil and gas industry in the USA to reduce methane emissions. The objective of the voluntary program is to cut 2012 meth-ane emissions by 40 to 45 percent by 2025. This has prompted our service customers to invest increasingly in HOERBIGER technologies again in an effort to maximize their emissions reduc-tion, while boosting the efficiency of compressors and gas-fueled engines.

HOERBIGER IN FIGURES

Sales (in EUR million)* 2016 Ratio in % Δ in % 2015 Ratio in %

HOERBIGER Group 1,067.0 100.0 − 4.3 1,115.1 100.0

Compression Technology SBU 597.7 56.0 − 6.7 640.8 57.5

Drive Technology SBU 366.5 34.3 + 2.4 357.9 32.1

Hydraulic Systems BD 97.8 9.2 − 11.5 110.5 9.9

Corporate 6.0 0.6 + 1.7 5.9 0.5

*The figures correspond to the Group’s structure effective until 31 December 2016.

24 25

KT2020 – New start with strong customer focusTo be able to utilize the strategic potential of the OEM, Service, Engine, and Safety

Business Segments going forward, the Compression Technology Strategic Business

Unit was in need of change – combined with goals that result in greater owner­

ship and promote a greater pioneering and entrepreneurial spirit.

A first step in this direction was taken in September 2016 with the implemen­

tation of a matrix structure. This is aligned with the needs of the market and

outlines clearly assigned profit and loss responsibility for the Compressor OEM,

Compressor Service, Engine, and Safety Business Areas, as well as regional respon­

sibilities for the implementation of the strategy, and for sales and order processing.

Divisions, Business Units and RegionsGlobal Business Areas now bear responsibility for the development of new products

and services. The Business Units (BU) are the organizational units below the Busi­

ness Areas. The Business Areas develop the strategy together with the assigned

Business Units and ensure that their global portfolios meets the requirements and

needs of the market.

The four Regions – Europe, North America, Asia & Pacific, and Emerging Markets –

ensure that the global strategy is implemented at the regional level. Serving as a link

to the customer, they are also responsible for sales, order processing, and service.

2017: a new Strategic Business Unit, two new Divisions

The division of the Compression Technology Strategic Business Unit was imple­

mented in February 2017, with retroactive effect from January 1, 2017. The Com­

pressor OEM and Compressor Service Divisions, still referred to as “Business Areas”

in the KT2020 Project, form the new Compression Technology Strategic Business

Unit. The Engine and Safety Business Areas are now the Engine and Safety Divisions,

which operate independently and report directly to the Executive Board.

Compression Technology Strategic Business UnitIn the new Compression Technology Strategic Business Unit, profit and loss respon­

sibility lies with the Compressor OEM Division and its Compressor Solutions,

Serial & Industrial, and Flow Control Business Units, and the Compressor Service

Division with its Recip Services, Valve Exchange, Turbomachinery and Wellhead

Services Business Units.

The CEO of the Strategic Business Unit is Udo Bauer, born in 1969, who joined HOERBIGER in April 2016. He also represents the Compression Technology Strategic

Business Unit on the Executive Board.

Detail The new organizational structure relies on a clear division of responsibili-ties and a high degree of ownership. It is up to the Divisions to continually optimize the range of products and services offered by the global Business Units. The Regions focus on communicating and working with our customers. They have their fingers on the pulse of the markets. Through intensive internal dialog they relay the markets’ needs to the Business Units, which bear respon sibility at the global level.

The goal is to translate the requirements of the international markets into product developments that create lasting value for the customer. The objective: The close collaboration between Divisions, Business Units, and Regions creates an environment that gives rise to first-rate products and solutions that are aligned with the customers’ needs and for which HOERBIGER is able to guarantee globally uniform value propositions and quality standards.

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Engine DivisionWhile the Engine Division boosted sales in 2016, it fell short of the budgeted growth

target. Again, this was largely due to investment restraint and deferred maintenance

projects, which also affected the large­bore engine market. The Engine Division

anticipates lasting growth momentum again in the coming years.

Three Business Units in the Engine Division are responsible for the operational

business: Engine Service, Engine Applications, and Engine OEM. The Engine

Division is managed by Hannes Hunschofsky, born in 1961.

Safety DivisionThe acquisitions of the IEP Technologies, Newson Gale and BRILEX brands, com­

pleted in 2015 and 2016, allowed HOERBIGER to establish an excellent position

in the attractive safety technology market segment. The key now is to expand this

market position, while acquiring new markets and customers. Safety technology

remains a strategic growth market for HOERBIGER that offers tremendous potential

for the future. Overall, 2016 was a good year for the Safety Division. It generated

strong sales from customers in the food industry, the pharmaceutical industry,

and the woodworking industry. At the same time, the oil and gas market remained

restrained, which impacted HOERBIGER’s marine and industrial engine protec­

tion segment. A portion of the associated decline in sales was compensated for by

orders generated from the new construction of cruise ships by European shipyards.

Dr. Thorsten Kahlert, born in 1977, is a seasoned strategy expert who assumed

management of the Safety Division on April 1, 2017. In his previous position for an

international strategy consulting firm, he supported HOERBIGER for many years

and during this time was decisively involved in the development of the Safety

business.

Drive Technology

Drive Technology Strategic Business UnitGenerating sales of 366.5 million euros compared to 357.9 million euros in the

previous year, the development of the Drive Technology Strategic Business Unit

in 2016 was outstanding. Thomas Englmann, born in 1968, has been the CEO of

the Strategic Business Unit since 2014.

In 2016, HOERBIGER was awarded a large number of contracts for the delivery

of automobile synchronizers as a result of international bidding processes from the

automotive industry and transmission manufacturers. Another ground­breaking

success for HOERBIGER’s future growth in China was the establishment of a sales

and engineering joint venture with Chengdu HAONENG Technology Co. Ltd.,

Chengdu, China. The entity founded under the name HAONENG HOERBIGER

DriveTech (Shanghai) Co., Ltd., in which HOERBIGER is a 49 percent stakeholder,

has been in operation since March 1, 2016.

26 27

HOERBIGER Values

With his development of what at the time was a highly innova-

tive steel plate valve, Hanns Hörbiger in 1895 laid the founda-

tion for the present Group. This development furthered the

evolution of blast furnace technology and prepared the way for

high-pressure chemistry. Hanns Hörbiger’s son Alfred started

the in-house production of valves in Vienna-Simmering in 1931.

In the years after the end of the Second World War, his wife

Martina Hörbiger managed to resume the company’s inter-

national relationships.

Our Heritage and our Values

For more than a century, HOERBIGER has been shaped by

the pioneering spirit of Hanns Hörbiger, the entrepreneurial

courage of Alfred and Martina Hörbiger, its proximity to

customers, and its fairness toward business partners and

employees. Our corporate values – Pioneering Spirit, Courage,

Fairness and Closeness – are the direct result of our heritage.

Toward employees, customers, suppliers and all other business partners

Fairness

Taking carefully weighed risks

Taking responsibility and seeing the job through even in difficult situations

Courage

Worldwide presence, familiarity with all cultures

Knowing the customers and their needs

Closeness

Overcoming your own boundaries

Approaching new tasks without already knowing the solution

Pioneering Spirit

Hydraulics

Hydraulics DivisionWith its Compact Hydraulics, Machinery, and Loading Comfort Business Units,

the Hydraulics Division offers its customers a wide range of hydraulic drive and

system solutions for attractive market niches in the automotive industry, in

mechanical engineering, medical technology, and logistics. The division closed

out 2016 with remarkable successes, achieving significant growth rates for roof

drives used in convertibles, compact drives for press brakes, and in the medical

technology field. As a result of the scheduled phase­out of the production of

hydraulic drives for SUV tailgates at the Auburn site in Alabama, USA, sales

declined from 110.5 million euros in 2015 to 97.8 million euros in 2016. Gerhard

Messmer, born in 1954, is in charge of the Division.

HOERBIGER ElektronikHOERBIGER Elektronik GmbH in Ammerbuch, Germany, develops and manufac­

tures testing and diagnostic systems for the automotive industry. Since this portfolio

is unique in the HOERBIGER Group, the company is managed directly by the

Executive Board in Zug.

In 2016, the testing and diagnostic system and software business was again

expanded. One software product that at present is particularly successful is the

Global Truck Testing Tool (GTTT). This testing and diagnostic software allows all

electronic control devices used in the vehicle to be tested during assembly and

the final inspection of commercial vehicles.

28 29

We set Standards

It is from our heritage and our values, our corporate ambition,

our dedication, and our performance commitment that we

derive the vision of the HOERBIGER Group: We set standards.

Vision, Mission and Business Model

Our Vision Our Business Model

Our Mission

EXCELLENCE & GROWTH

Our Mission – Excellence & Growth – ties our corporate

ambition to our long-term growth targets.

PRODUCT EXCELLENCE

Our products combine customer value and unique

selling propositions.

SERVICE EXCELLENCE

Our Service combines technology and efficiency.

MANAGEMENT EXCELLENCE

We develop business ideas and turn them into

long-term successes.

OPERATIONAL EXCELLENCE

Our operational processes and technologies are

benchmarks.

Performance-defining Components

Performance-defining components are the technological

foundation for our products, systems, and services. Through

their unique selling propositions, we provide a lasting contribu-

tion to the added value of our customers – from OEMs to end

users. These components form the core of the HOERBIGER

brand and the starting point of the business model.

Our products – components, systems, and services – are

performance-defining. In compressors, industrial engines,

automobile transmissions, and multifaceted mechanical

and plant engineering applications, they are key to efficiency

and effective ness, reliability, and environmental compatibility.

VISION

We set Standards

MISSION

Performance-defining Components

EXCELLENCE & GROWTH

PEOPLE AND VALUES

Pioneering Spirit | Courage | Fairness | Closeness

HERITAGE

Hanns Hörbiger | Alfred Hörbiger | Martina Hörbiger

Finance and Controlling

Corporate Finance & Controlling, together with Group Controlling and Group

Accounting as well as the Corporate IT, Corporate Treasury, and Risk & Insurance

Management/Legal Functions, sees to it that the business processes in the

HOERBIGER Group are backed by a responsible financial management approach

and strong cash flow. Corporate Finance & Controlling has been managed since

1996 by Chief Financial Officer Charles Friess, born in 1956.

In 2016, Corporate Finance & Controlling faced considerable challenges. One

project that required extraordinary commitment from all employees, including in

the Finance Department, was the reform of the Compression Technology Strategic

Business Unit.

In light of the fact that legal matters are gaining in importance internationally

and important successful outcomes were again achieved in 2016 in legal cases as

a result of having pooled the Group’s expertise and resources, HOERBIGER institu­

tionalized what used to be an informal cross­divisional cooperation among the

company’s lawyers in early 2017. In addition to risk management and insurance

matters, Corporate Legal, Risk & Insurance Management is now in charge of all

legal topics in the Group.

In 2016, we pushed ahead with Project STREAM, which was initiated throughout

the Group in 2014 to create a modern, standardized and accordingly efficient process

landscape. In November and December, the pilot projects conducted at HOERBIGER

Engine Solutions Altronic LLC in Girard, Ohio, USA and Garland, Texas, USA,

were successfully completed. This cleared the way for the roll­out date set for

March 2017 at both locations.

Human Resources

Corporate Human Resources (HR) provides assistance to and empowers employees

and senior managers on everything related to HOERBIGER employees – be it for

hiring, training, career planning, continuing education or work­study programs.

Additionally, Corporate Human Resources is in charge of global HR administration

and all related business processes.

As a Business Partner, Corporate Human Resources is actively involved in the

continuous advancement of the organization and the implementation of new

business models.

The HR initiatives in 2016 centered around strengthening the sales force, a

program necessary for the future development of the Group. Together with all

Strategic Business Units and Divisions, Human Resources devised a modern

training concept for sales managers and employees in sales.

Detail As of December 31, 2016, the HOERBIGER Group employed a world-wide permanent workforce of 6,381 and a temporary workforce of 438, for a worldwide staff of 6,819. At the end of 2015, HOERBIGER had 6,858 employ-ees, including temporary staff of 368. This corresponds to a decrease of 1.7 percent in permanent staff and an increase of 19.0 percent in temporary staff. A total of 59 employees joined HOERBIGER as part of the acquisitions of Newson Gale in Nottingham, United Kingdom, and BRILEX in Brilon, Germany, which now form part of the Safety Division.

30 31

Additional focal areas included the realignment of the Compression Technology

Strategic Business Unit as part of the KT2020 project and the ongoing development

of the HOERBIGER leadership model. The associated continual development of

talent has paid off: In 2016, approximately 70 percent of all management positions

were filled by recruiting internal talent.

Corporate Human Resources was managed by Dr. Gerhard Wagner, Chief Human

Resources Officer and member of the Executive Board. He left the Group effective

April 30, 2017. Until a suitable successor is selected, Dr. Jürgen Zeschky has tempo­

rarily assumed management of Corporate Human Resources.

Expertise and support

The global support functions of the HOERBIGER Group – Corporate Communica­

tions, Corporate Business Development, Corporate Audit, and Corporate Process

Management – serve as an organization of experts, providing assistance to the

Strategic Business Units and Divisions. They bear strategic and functional responsi­

bility around the world for their assigned areas.

Detail Under Dr. Gerhard Wagner’s management, HOERBIGER was able to modernize the Personnel Department and successfully develop Corporate Human Resources into a Business Part-ner. The establishment of a consistent Performance Management System – starting with globally uniform criteria for success profiles and job descriptions, through a standardized goal setting pro-cess, to transparent performance assess-ments and a fair bonus plan – was a significant milestone for HOERBIGER. Another forward-looking step was that of systematizing succession planning in the HOERBIGER Group. With the Voice for Excellence Initiative, Dr. Gerhard Wagner and the HR team gave all employees the opportunity to actively influence the ongoing development of HOERBIGER’s corporate culture and collectively work on the future. We thank Dr. Gerhard Wagner for his dedication to the HOERBIGER Group and for the work he has accomplished during eleven successful years.

Permanent employees by country (December 31, 2016)

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COMPRESSION TECHNOLOGY STRATEGIC BUSINESS UNIT

ENERGIZED EXPERTS

Weak economic cycle for oil and gas

Cost pressure, scaled-back investment and service budgets

Innovation remains important

Positive impetus in industrial air business

Success with Flow Control

Service bound for the future with new strategy

32 33

The Compressor Technology Strategic Business Unit has the longest tradition at HOERBIGER. With the steel plate valve pat-ented in 1895 and sold exclusively to reciprocating compressor manufacturers during the early years, Hanns Hörbiger laid the foundation for today’s Group.

Compressor OEM Division

To this day, innovative and powerful OEM components for reciprocating compressors

have remained the basis for HOERBIGER’s technological position and business

success. Through the Compressor Solutions and Serial & Industrial Business Units,

the Compressor OEM Division serves OEM customers who are the manufacturers

of compressors. Customers of the Flow Control Business Unit are essentially the

manufacturers of positioners for valve actuators and equipment planners.

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Compressor Solutions

The Compressor Solutions Business Unit is in charge of the development, produc­

tion, and sale of OEM components and systems developed by HOERBIGER for

reciprocating compressors. Approximately 60 percent of sales are generated from

components for new equipment, while about 40 percent come from replacement

parts supplied directly to manufacturers.

In 2016, many end customers in the oil and gas industry, in particular those in

the USA, reduced or entirely eliminated their investment budgets. As a key supplier

in the value chain of the major OEM manufacturers, we were directly impacted.

Concurrently, competition grew fiercer in the spare parts business. In many places,

active compressors were kept in operation by using spare parts from unused

compressors. In some instances, spare parts that were just barely satisfactory for

the particular application were procured. This benefited especially competitors

who specialize in such commodities.

Under these circumstances, the Compressor Solutions Business Unit was

not able to maintain its level of sales from the previous year in North America.

In contrast, sales in Europe and Asia – bolstered by the process gas business –

remained stable.

2016 was not an easy year for the Compressor Solutions Business Unit. We are

therefore all the more pleased about a number of successes we achieved as a result

of our employees’ engagement and with our world­leading innovative technology.

Innovation remains important

The successes that are achieved during difficult times demonstrate that innova­

tion remains important. We have a number of customers who make investment

decisions with sustainability and long­term value in mind, even when times are

challenging. A compelling example is the construction of a new refinery in Nigeria,

where both the plant manufacturer and the compressor supplier opted in favor of

state­of­the­art OEM components made by HOERBIGER to equip the reciprocating

compressors.

Detail HOERBIGER CS valves form a tried and tested valve series for oil and gas applications. They are manufactured in globally standardized production processes and priced to compete with commodities, yet offer greater benefits for customers in terms of performance and quality. HOERBIGER also offers standard solutions for rings and packings at attractive prices.

34 35

Masao Moriguchi

General Manager Compressor Group, Rotating Machine Section Machinery & System Headquarters, MITSUI Engineering & Shipbuilding Co. Ltd., Tamano, Japan

Michiyo Iwase

Sales Representative, HOERBIGER Nippon K.K., Narita, Japan

No. 1

MORE THAN GOOD PRODUCTS

Masao Moriguchi and Michiyo Iwase

Distance 596.83 km

Tamano, JapanN 34° 29' 30.996"

Narita, JapanN 35° 46' 35.787"

Flight path 605.41 km

Michiyo Iwase The success of our partnership, of course,

is based on our products and the service we offer our

customers. What’s much more important, though, is that

we are always prepared to address inquiries from MES

with the highest priority, be it for technical support or in

other matters. Naturally, we also ensure that MES is always

up­to­date on our products and technologies.

In 2014, we introduced our partners at MES to the newly

developed fully electric HOERBIGER eHydroCOM control

system. Masao Moriguchi, General Manager and in charge

of the Rotating Machine Division at MES’s headquarters,

was impressed.

Masao Moriguchi The HOERBIGER eHydroCOM is an

exciting development. Since more than 1,000 mechanical

HOERBIGER HydroCOM systems have already proven

the product’s performance capability and reliability, we are

convinced that the HOERBIGER eHydroCOM system

will be an equally excellent and sound product. A product

without risk for MES.

We were in fact able to install the first eHydroCOM system

on one of MES’s new compressors in 2015. The compressor

was put into operation in 2016. MES was the first company

to install the HOERBIGER eHydroCOM system. The

HOERBIGER eHydroCOM system offers MES ecologi cally

friendly technology that is also economically attractive.

It goes without saying that we also meet the expectations

of MES in terms of efficiency and service life.

MITSUI Engineering & Shipbuilding Co., Ltd., Tamano, Japan, (MES) is one of the world’s leading compressor manufacturers. In addition to turbo compressors, MES has delivered in excess of 1,000 reciprocating compressors to refineries and customers from the petrochemical industry. The power spectrum of these compressors ranges from 40 up to 24,800 kilowatts. Regardless of whether MES compressors are used in the low or high per-formance range, all of them come with HOERBIGER valves as standard – and have for almost 50 years.

Michiyo Iwase has been working as a Sales Representative for HOERBIGER Nippon K.K. in Narita, Japan, for 27 years. In her posi-tion as Key Sales Representative, she has provided support to MES since 2007. The personal contact with her partners at MES is espe-cially important to her. Michiyo Iwase organizes product training and seminars for MES to share up-to-date findings from Research and Development. She is convinced that a solid partnership involves more than just supplying a good product.

36 37

“ The success of our partnership, of course, is based on our products and the service we offer our customers.”

Michiyo Iwase

Impressive: compressor components at MITSUI

Masao Moriguchi appreciates reliable and well-engineered products.

This product convinced us. I can very well imagine that

the HOERBIGER eHydroCOM system may become a new

standard in the industry. The reason is simple: there is

a clear trend toward the mostly no­lube operation of

compressors, without any hydraulic system with compli­

cated oil piping.

While the HOERBIGER eHydroCOM is essentially easy to

install given its plug and play design, we ran into some

issues at the beginning. With the support from our experts

in Vienna, we were able to resolve them quickly, and MES

is still very satisfied with our performance. We are a

reliable partner whom the customer knows they can trust

100 percent. I believe this is the reason why HOERBIGER

is the only partner MES feels comfortable working with

when it comes to compressor valves and control systems.

It’s better to have one truly reliable partner than multiple

business partners. In Japan, that’s very important.

Last check: MITSUI reciprocating compressor prior to delivery.

38 39

One example of a very successful innovation is the HOERBIGER XP valve launched

in 2015. Since its market introduction, we have sold more than 1,000 XP valves for

approximately 60 applications, primarily in the refinery field. The compelling benefit

for the customer: Wherever XP valves are used, loss of production decreases. The

customer benefits offered by the HOERBIGER CP valve, which was approved for

natural gas applications in 2014, are similarly outstanding.

Two other HOERBIGER innovations are also very well­received by customers:

the HOERBIGER XperLUBE system, unveiled as an operational exhibit for the

first time in September 2016 at the EFRC (European Forum for Reciprocating

Compressors) Conference in Düsseldorf, Germany; and the production version

of the HOERBIGER eVCP system, which was launched in North America in October.

Detail The HOERBIGER XperLUBE system was tested with great success by one pilot customer in Austria as early as 2015, and in two additional pilot appli-cations in 2016. This technology newly developed by HOERBIGER always supplies compressors for process gases and natural gas with exactly the required amount of lubricating oil via high-speed injectors. The conventional systems previously available in the market did not allow lubrication of compressors that was matched precisely to the current need.

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Serial & Industrial

The newly established Serial & Industrial Business Unit combines the OEM business

related to brake air, refrigeration, and air­conditioning compressors with our activi­

ties in the fields of industrial air, starting air and breathing air compressors.

While we were not able to boost sales for brake air, refrigeration and air­condi­

tioning compressors over the previous year’s level in the USA, Brazil, Russia or

China in 2016 due to weak sales markets, we did manage to grow our market share

for industrial air compressors. A crucial factor in this success was close cooperation

with OEM customers in the development of new compressor series.

The Business Unit hopes for new growth based on feedback received from

customers in response to the HOERBIGER CapaFlex™ system presented in October

2016 at the international Chillventa trade show in Nuremberg, Germany. Leading

up to the show, we acquired a first customer as a cooperation partner in the field

of stepless control of carbon dioxide refrigeration compressors.

The HOERBIGER CapaFlex™ system is a capacity control

unit that allows stepless mechanical control of carbon

dioxide- operated refrigeration systems. Operators save

energy, while benefiting from low installation and mainte-

nance costs. Industrial refrigeration systems must be energy-

efficient, easy and flexible to operate, yet run reliably and

without downtime. Due to the high pressure present in

CO₂-operated refrigeration systems, it was previously not

possible in these applications to use mechanical capacity

control units.

Innovation / CapaFlex™

The CapaFlex™ system developed by HOERBIGER is a solution

that overcomes this problem. The stepless capacity control

unit lowers the operator’s costs, both in terms of energy con-

sumption and when it comes to installation and maintenance.

The new system also ensures failure-free operation of the

refrigeration equipment. In the event of a malfunction,

the compressor continues to operate at full power, keeping

the cold chain intact at all times.

MECHANICAL CONTROL

Flow Control

Safety is an experience – not just a promise. HOERBIGER customers additionally

had an opportunity to personally experience the value proposition of the Flow

Control Business Unit at the 2016 VALVE WORLD EXPO held in Düsseldorf,

Germany – the largest international trade show for industrial valves.

Innovation / Plate check valve business process

In conjunction with the HOERBIGER TriVAX™ portfolio, the

Flow Control Business Unit has created new market access

for the HOERBIGER plate check valve. In many applications

in which valve actuators from the HOERBIGER TriVAX™

portfolio provide active safety, the HOERBIGER plate check

valve can offer additional protection by using spring pressure

to passively safeguard pipe systems in the event of reverse

flows. The customer’s necessary investment is comparatively

low, yet the benefits are enormous. It was only natural then to

offer the plate check valve together with the TriVAX™ valve

actuator as one comprehensive safety solution.

In addition to the HOERBIGER TriVAX™ product family, the

Business Unit showcased the HOERBIGER plate check valve

at the international 2016 VALVE WORLD EXPO. While this

proven technology does not entail any technological innova-

tion, it does represent a new business model with big benefits

for the customer.

HOERBIGER plate check valves have been successfully

applied in the process industry for more than 40 years.

Previously, they were custom manufactured, tailored to the

particular requirements of the respective plant. Serving as

a key safety element in the process industry, plate check

valves protect employees and machines during a sudden

flow reversal of gases in the piping system.

INNOVATIVE MARKET ACCESS

In the oil and gas industry as well as in the power plant sector, safety means having

all product flows under control at all times: gas, steam and flammable liquids

pose special safety challenges not only in the facility planning phase, but also in day­

to­day operations. As a pioneer in piezo valve technology – and in the development

of piezo valves for the positioners of valve actuators in particular – HOERBIGER’s

reputation in the valve market has been excellent for many years.

In 2012, we introduced our own electrohydraulic valve actuator – the HOERBIGER

TriVAX™ product family. After testing and proving this powerful actuator in

numerous applications in Europe, we achieved important sales success in the

growing Chinese market in 2016 and installed a first HOERBIGER TriVAX™ valve

actuator for a national pipeline operator. The objective of the pilot application is to

achieve approval for standard use before the end of the current fiscal year. Another

important milestone for the reputation of the TriVAX™ product family was the

successful commissioning of the first valve actuators installed in Romania.

The HOERBIGER Laser Gas Regulator (LGR) was placed successfully with three

laser gas cutting machine manufacturers in China and Turkey.

Our newly developed positioner modules also generated great sales results

for the Flow Control Business Unit.

In the existing business, we acquired new customers for the proven piezo valves

of the HOERBIGER tecno series.

Overall, the development of the Flow Control Business Unit was favorable,

and in 2016 our innovative products already accounted for more than one third

of our sales volume. The relocation of the production operation for TriVAX™ valve actuators from Altenstadt, Germany, to Vienna, Austria, largely completed

the integration of this Business Unit into the Compression Technology Strategic

Business Unit.

In 2017, items on the agenda include the expansion of the TriVAX™ business

in China and the market introduction of the TriVAX™ product family in the

USA. The successful completion in 2016 of development of the prototypes for the

TriVAX™ 1000 S valve actuator, which offers the safety functions of an electro­

hydraulic valve actuator – a first for applications with low force requirements –

will be followed by the start of sales of the production version in November 2017.

42 43

No. 2

SAFETY IS AN EXPERIENCE

Marcus Grödl

Head of the Flow Control Business Unit, HOERBIGER, Compression Technology SBU, Altenstadt, Germany

Philipp Baldermann

Head of Marketing & Sales, Flow Control Business Unit, HOERBIGER, Compression Technology SBU, Altenstadt, Germany

Düsseldorf, GermanyN 51° 13' 39.868"

Industrial valves are extremely durable capital goods. The market is considered conservative, and new technologies take years to gain a foothold among system planners and end customers. Even two years after the TriVAX™ electrohydraulic valve actuator with safety function was launched, the majority of customers still regard it as a novelty. The product requires intensive one-on-one sales efforts with customers. Gaining 677 qualified leads over just three days at a trade show in this phase of market introduc-tion may possibly be record-breaking.

The dedicated team of the Flow Control Business Unit demon-strated how to do this at the 2016 VALVE WORLD EXPO in Düsseldorf, Germany, the leading trade fair worldwide for indus-trial valves. It was the shared goal of the twelve employees staffing the HOERBIGER booth not to let any interested parties pass by without taking their contact information or engaging them in a conversation. Maximum efficiency at the show was ensured by perfect preparation, and sales and communication training tailored to the needs of an international trade show.

Philipp Baldermann, Head of Marketing & Sales in the Flow Control Business Unit was the Project Leader in charge of designing and organizing the trade show presence. His customer was Marcus Grödl, Head of the Flow Control Business Unit, who is more than satisfied with the performance.

Great conceptual design – productive conversations: HOERBIGER at the VALVE WORLD EXPO.

Marcus Grödl VALVE WORLD EXPO is the largest valve

exhibition in the world – making it an important platform

for us to generate valuable leads for system planners and

end customers. The trade show is held only every two

years. If we don’t reach potential customers at the show,

selling the HOERBIGER TriVAX™ valve actuator to them

in the interim requires additional effort on the part of our

sales associates.

Philipp Baldermann It was therefore important for our

trade show presentation to convey customer value at first

glance. This was also the reason why we didn’t feature

our TriVAX™ as a static exhibit, but in fully functional

form. We wanted our customers to experience the easy

safety function and the customer benefit of the TriVAX™

personally and in interaction with a simulated system.

This conceptual approach fit our plan to explicitly make

user experience a priority in our trade show motto:

“Safety is an experience – not just a promise!” When it

comes to safety functions alone, such as quick action

and emergency shutdown, it’s one thing to say “The

valve closes within one second,” but it’s a whole other

thing to experience how quickly a heavyweight valve

closes.

The trade show presentation centered solely around the

needs of the customer. This formed the basis for the

creation of a comprehensive trade show concept that

covered everything from intensive preparation for the

dialog with the customer to the structuring of the trade

show experience.

A clear message and exhibits with tangible benefits for the customer.

After all, it’s not sufficient for customers to visit the booth

if we can’t excite them about our products because we’re

asking the wrong questions.

So we went over a whole range of situations, and devel­

oped a structured guideline for the conversations at

the booth, which helped us to quickly separate truly inter­

ested individuals from casual visitors. We documented

the guideline and key selling points for the different

target groups as simple sales guides for every product.

This helped us tremendously to get an above­average

number of productive conversations at the show.

We personally invited interested attendees who we had

reason to believe were in fact decision makers to a work­

shop in our lounge area to address the featured topic

“Safety is an Experience” in more depth, based on the

example of each product group. Between the workshops,

we used the lounge area for detailed discussions with

the customer in a quiet atmosphere.

The option to individually address the groups relevant

for us demonstrates how strategically well­engineered

the booth was. If a trade show presentation truly is to

create value, it takes more than just a good design.

The success of our new, customer value oriented trade

show concept and the thorough preparation of the sales

team was overwhelming for us all. Compared to 2014,

we were able to double the number of leads, and compared

to our first VALVE WORLD in 2010, we ended up with

almost nine times more contacts for customers who can

imagine using our valve actuators in their safety

applications …

… and we had a first successful sale. While still at the show,

we acquired a new distribution partner for the TriVAX™

in Eastern Europe as a result of our visually appealing,

but also technologically convincing presentation.

We visited the firm in December and used our trade show

model locally to train the sales and technical teams.

Together with this new partner, we are currently working

on garnering one of the large Russian oil and gas compa­

nies for a TriVAX™ pilot project.

All participating functions were very actively involved

in the preparations: Application Engineering, Product

Manage ment, Series Development, Platform Develop­

ment & Production, and the Marketing & Sales team

of course. With the exception of the workmanship for the

booth construction, we planned, organized, and imple­

mented everything ourselves.

As a result, the team ultimately came in about 10 percent

below the trade show budget …

… and we were proud that the successful trade show

presentation was truly the result of our ideas and our

engagement.

Well-prepared: the HOERBIGER trade show team.

Compressor Service Division

HOERBIGER has been one of the world’s leading independent service providers

for reciprocating compressors for decades. In close partnership, time and again

new, value­adding service models are generated based on innovative HOERBIGER

technology.

2016 was a difficult year not only for the OEM business, but also for the service

business worldwide: Around the globe, the oil and gas industry drastically scaled

back expenses for equipment operation, maintenance and upgrades.

Unlike comparable challenges in previous years, the price development of

crude oil during this economic cycle impacted HOERBIGER’s markets worldwide.

In the emerging markets, where many national oil companies make up HOERBIGER’s

customer base, our business was additionally affected by the general economic

conditions. Additionally, sales were adversely affected by currency exchange rate

effects, most notably in Latin America.

In light of all these factors, 2016 turned into a year in which we were not able

to meet our targets in Service either. As a result, we are working intensively on

creating new strategies for our service business to lay the foundation for ongoing

development and growth. These initiatives, which are driven by the Service

Excellence claim, are being advanced by four Business Units: Recip Services,

Valve Exchange, Wellhead, and Turbomachinery.

Recip Services

In recent years, HOERBIGER generated approximately half of Compression Tech­

nology’s sales volume from services for reciprocating compressors. As of September

2016, this field of activity is represented by the Recip Services Business Unit.

As our market environment grew increasingly difficult in 2016, it quickly became

clear that the originally planned targets would remain out of reach, and that

the team would have to be all the more motivated and fight for every order and the

best possible result.

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In this situation, the REE audit (reliability, efficiency and environmental sound­

ness), an approach developed a few years ago for analyzing the optimization

potential of entire compressor fleets, proved successful. The goal is to increase the

reliability and efficiency of compressors, which helps customers save costs and

boost overall equipment performance.

Projects derived from REE audits increase our customers’ profitability. They

help protect margins in industries that face relentless pressure to lower costs, while

ensuring high equipment uptime.

Valve Exchange

In the traditional service business, valves, replacement parts and other wear parts

on reciprocating compressors are replaced when they fail. This results in unsched­

uled equipment downtime, often leading to high idle costs.

The newly established Valve Exchange Business Unit in 2016 has developed a

business model that largely prevents these expensive equipment failures. It is

tailored in particular to the operators of natural gas compressors in North America,

which are faced with high cost pressure.

48 49

MILLIONS IN SAVINGS

Raffaele Ciminera

Technical Service Manager, ENI Taranto, Taranto, Italy

Matteo Cussolotto

Sales and Service expert, HOERBIGER Italiana S.p.A., Verona, Italy

No. 3

Taranto, ItalyN 40° 34' 26.724"

Verona, ItalyN 45° 26' 18.183"

Distance 895.00 km; Driving time 8 hrs 23 mins

Operating production: shift chief foreman and Matteo Cussolotto

ENI Taranto in Italy is one of southern Europe’s largest refineries. Established in 1967, the plant has a processing capacity of 6.5 million tons a year of crude oil. A new hydrocracking plant was built in 2009, one of the most modern in the world. With its 500 employees, Taranto has incrementally evolved into one of the world’s most efficient refineries. ENI strives to capitalize on effi-ciency, reliability and environmental sustainability improvements at all of the Group’s locations.

Team meeting at ENI in Taranto

Raffaele Ciminera

With a customized engineered study and a subsequent

project aimed at increasing efficiency, the HOERBIGER

Service Team in Italy demonstrated how ENI will be able

to save approximately one million euros in energy costs

annually. Matteo Cussolotto, Sales and Service expert at

HOERBIGER in Verona, Italy, was in charge of the project.

Raffaele Ciminera, Technical Service Manager at ENI

Taranto, found the right partner in HOERBIGER not only

to boost the efficiency, reliability and environmental

sustainability of the compressors, but also to make a last­

ing contribution to achieving ambitious cost and quality

targets in the ENI Group.

Matteo Cussolotto We truly managed to build a close

partnership with ENI’s Engineering and Maintenance

team in Taranto. Our approach to propose new avenues

and then tackle these together convinced both the Head

of Engineering and the engineers on his team.

Raffaele Ciminera This is indeed true. Over the course of

a project in which we installed a HOERBIGER HydroCOM

control system on twin compressors in our refinery,

I realized how partnership and modern service in my area

of responsibility can help achieve maximum equipment

uptime at optimized energy costs. We can only maintain

our leading market position if we continually improve

our processes with the help of new ideas from the outside.

It is my goal, and that of my 70 employees in Engineering

and Maintenance, to not only maintain our edge over the

competition, but to continuously expand it. To achieve

this goal, we gladly draw on HOERBIGER’s knowledge,

extensive technological expertise, and first­rate service.

Outsiders often believe that energy costs do not play a big

role for a refinery since there is an abundance of energy.

Far from it. Energy costs are a significant factor in our entire

production process. Reducing energy consumption offers

the most effective leverage in becoming increasingly better,

both when it comes to achieving our efficiency targets

and in our efforts related to environmental compatibility.

Our cooperation started with a project to improve the effi­

ciency of the reciprocating compressors. By installing

a HOERBIGER HydroCOM control system, we were able

to cut energy costs by 55 percent. The fact that we delivered

on our quantified promise impressed the Engineering

and Service technicians at ENI at least as much as our

broad vision when it comes to service.

We are accustomed to going the extra mile for our cus­

tomers. Based on this vision of ourselves, we expect our

service partners to do the same. Still, we were impressed

by how the team of HOERBIGER Italy approached the task

of planning and implementing the efficiency improvement

project of our compressors. It even went as far as Project

Leader Matteo Cussolotto camping out for one week in

our refinery and working together with my people and

the installation team of a third­party firm – even on the

weekend.

“We truly managed to build a close partnership with ENI’s Engineering and Maintenance team in Taranto.”

Matteo Cussolotto

This was indeed an exciting time for us too. But it’s true:

whenever our partners from ENI needed us, we were right

there on­site at ENI’s refinery – covering everything from

project concept design, through the project phase, to staff

training. After all, it was also important to us that ENI is

able to optimally utilize our HydroCOM system.

The outstanding service from HOERBIGER effectively

supports us in expanding our competitive position.

In times of crisis, this even helps protect our margins.

This demonstrable contribution to our company’s

success definitely resulted in additional appreciation

of the work that my young and ambitious Engineering

and Maintenance team puts in at ENI.

The circumstances are very similar for us. After the

successful implementation of an efficiency project, it is

a great incentive for me to see how this is being used by

the customer as a best business case. And of course it

benefits us when our collaboration is expanded to other

plants. I’m proud to be part of a winning team – a team

that includes our partners at ENI and the colleagues here

at HOERBIGER.

ENI service technicians on field

52 53

The new business model centers around the idea of considerably improving the

uptime of compressors with Valve Exchange Contracts. Instead of selling spare

parts and labor, HOERBIGER guarantees the customer the uptime of the valves

under jointly defined conditions that are predictable for both parties. HOERBIGER

retains ownership of the valves themselves. With state­of­the­art HOERBIGER valve

technology and regular service in the interest of preventive maintenance, we

guarantee that Valve Exchange customers no longer have to worry about the sudden

failure of a valve.

In the traditionally conservative business environment of the oil and gas

industry, the challenge for the sales team of the Valve Exchange Business Unit is

to convince customers of the advantages of the new service model. In October 2016,

HOERBIGER entered into the first new service contract with a pilot customer. The

company headquartered in Addison, Texas, USA, has been a lease fleet operator for

compressor units for over 40 years and is not new to the concept of selling perfor­

mance instead of hardware.

More than 50,000 largely standardized compressors are in use in North America.

It is our goal to acquire additional lease fleet operators and other end users as

customers in the near future.

Innovation / Performance Contracts

Due to their complexity and size, production facilities in the

oil, gas, and process industries tie up vast amounts of capital.

Rising pressure on margins and capital in international com-

petition is increasingly prompting our customers to search

for ways to lower their operating costs, and increase the

added value of components and services. With this in mind,

HOERBIGER is focusing on enhancing the performance of

components and services so as to create effectively quantifi-

able customer value through maximum return on investment.

We are prepared to share some of our customers’ entrepre-

neurial risk. By offering performance-based agreements,

we no longer charge for maintenance and service, and instead

vouch for the performance and availability of the compres-

sors we service. With these kinds of Performance Contracts,

we lower the investment risks our customers face. We guaran-

tee the performance that is required of the compressors,

creating maximum benefit for the customer.

PERFORMANCE COUNTS

Wellhead

Wellhead compression is a technology that allows customers from the oil and gas

industry to economically extract residual amounts from largely depleted oil and gas

fields using mobile compressors. In 2007 and 2008, HOERBIGER in Latin America

developed what, at the time, was an innovative business model related to this

technology: the limited­term leasing of compressors under fixed conditions. The

benefit for the customer: predictable operating costs instead of high investments.

By 2016, HOERBIGER already operated more than 350 mobile wellhead

compression units in approximately 70 locations, most of them in Latin America,

serving as a lease fleet provider. The monthly leasing rates agreed upon with the

customers are paid in a timely manner in most instances, despite the difficult

business environment. As a result, the wellhead business largely escaped slumping

sales during the current crisis in local currency terms.

The Wellhead Business Unit focuses on applying the business model devel­

oped in Latin America to other significant oil and gas regions. After having estab­

lished appropriate sales and service teams, initial agreements for new wellhead

equipment were entered into in 2016 in Jordan, Egypt, Bahrain, Indonesia, and

India. These pilot projects are oriented toward demonstrating our new business

models including operating and maintenance agreements and the associated value

to our customers. The Wellhead Business Unit is additionally investing in the

expansion and ongoing development of the lease fleet.

The first electrically operated wellhead compressors worldwide were devel­

oped for a customer in Argentina. The portfolio of wellhead compressors, which

traditionally are natural­gas­powered and of single­stage design, was expanded

with the addition of a two­stage compressor. The new compressors designed

specifically for the wellhead concept use a cooling system that was developed

by HOERBIGER and is integrated into the cylinder head. The first five two­stage

units were installed in Mexico over the course of 2016 and have so far been success­

fully applied in the pilot applications, with superb performance data.

Turbomachinery

Three years ago, in January 2014, we acquired TURBOTECH Engenharia LTDA in

Salvador, Bahia, Brazil. This engineering office specialized in new plant installa­

tion, maintenance engineering and project management services for rotating

equipment in the 2 to 300 megawatts range. In 2015, the Business Unit rolled out

new standards and technical procedures to expand TURBOTECH’s competency

and business model beyond Brazil’s borders. In 2016, the Turbomachinery Business

Unit expanded its reputation and increased its market presence to the Europe

and Middle East & Africa regions. Its market portfolio includes customers from

the oil and gas sector, the petrochemical industry, fertilizer plants, the paper

industry, steel production, and the energy sector.

Detail Our customers are able to increase the yield of oil and gas wells with wellhead compressors leased from HOERBIGER. In gas wells, the use of wellhead com-pressors counteracts the decrease in pressure of the deposit, ensuring a sufficiently high extraction speed of the gas. The higher extraction speed allows liquids, such as water and oil, to be extrac ted together with the gas, delaying flooding of the gas field and the resultant end of production. In oil production, large amounts of gas are released in the deposits as production progresses. This reduces the efficiency of the pumps. Wellhead compressors reduce the gas pressure present in the deposit, which boosts the capacity of the pumps.

54 55

Innovation / Electrical Wellhead Compressor Units

The Argentinian port of Comodoro Rivadavia is not only the

capital city of the Escalante Department, but at approximately

180,000 inhabitants also an important center of the crude oil

industry in Latin America. Some 15 percent of the energy

consumed in Comodoro Rivadavia is generated by a modern

wind farm installed on the city’s hills. At present, it is the largest

wind farm in South America.

This makes the use of inexpensive electrical energy an obvious

choice for crude oil production. The team from HOERBIGER

recognized this option and in 2016, together with two com-

pressor manufacturers and one packager, developed the

world’s first electrically powered wellhead compressors for

a customer in Comodoro Rivadavia.

A total of eleven electrical wellhead compressor units were

shipped as part of a new lease fleet agreement. Each unit

includes a compressor, electric motor, transformer, and a

specially developed controller, that allows data to be

exchanged directly with the customer’s distributed control

system.

The production of crude oil achieved with the new electrical

wellhead compressor units was considerably greater than

initially anticipated by the customer.

The integration of the controller into the distributed control

system allows largely automated operation – along with

considerably decreased personnel resources.

ELECTRICAL WELLHEADS

Individual Solutions – Best Value Solutions – Smart Solutions HOERBIGER offers maximum benefit for every customer

HOERBIGER is positioned well in Compression Technology with technologies that

help increase the efficiency of plants in the oil and gas industry.

It is quite foreseeable that the key markets of the Compression Technology

Strategic Business Unit will recover in 2017. What the crisis leaves behind is a

greater awareness in the management of investments and a focus on the part of

our customers on minimizing operating and life cycle costs.

HOERBIGER has prepared well for this environment: Because we have an indi­

vidual solutions portfolio, a best value solutions portfolio, and a smart solutions

portfolio, we will always be able to offer any customer a solution that is adapted

to their needs and that offers high value.

Capacity control systems such as the HOERBIGER eHydroCOM system in the

individual solutions portfolio, or HOERBIGER HydroCOM and the HOERBIGER

eVCP systems in the best value solutions portfolio support equipment operators

in their endeavors to lower costs and achieve maximum performance from their

equipment.

56 57

HOERBIGER valves from the individual solutions portfolio, such as the CP valve for

natural gas or the XP valve for process gas, guarantee predictable service intervals

and ensure maximum efficiency. With their long service lives, they make an im­

portant contribution to reducing operating costs. By becoming predictable, services

also make optimized cash flow planning possible for our customers.

In the best value solutions segment, the HOERBIGER CT valve has been ex­

tensively tried and tested for natural gas and comparable applications, as the

HOERBIGER CE valve has been in the process gas segment. The plates of the CT

valve and the rings of the CE valve are produced from robust carbon fiber­reinforced

polymer materials. The flow­optimized geometries of the ports, rings and seats

prevent deposits and ensure not only efficiency, but also high reliability and a long

service life.

In the smart solutions segment we provide our customers with standardized

valves as well as standardsize rings and packings under attractive terms. Even in

this segment, we offer uncompromising quality and production standards.

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No. 4

STEPLESS RELIABILITY

Mount Vernon, OH, USAN 40° 23' 36.224"

Distance 1,589.56 km

Flight path 1,636.18 km

Pompano Beach, FL, USAN 26° 14' 16.295"

Brandon Durbin and HOERBIGER Field Service Engineer Paul Scarpinato at the startup of the eVCP system

58 59

The HOERBIGER eVCP system is a technological breakthrough for North America’s natural gas industry. Over the years, there have been many approaches to automating the capacity of high-speed reciprocating compressors using stepless capacity control at the cylinder.

In October 2016, the HOERBIGER eVCP system became the first solution in the market that meets this everyday need. Prior to the official launch at the Gas and Machinery Conference (GMC) in Denver, Colorado, USA, HOERBIGER had performed extensive field testing of the innovative electric variable clearance pocket (eVCP) system jointly with ARIEL Corporation, one of the world's leading compressor manufacturers. On behalf of ARIEL, the first production eVCP units were shipped in late 2016. Patrick Taylor, Project Manager at HOERBIGER Corporation of America in Pompano Beach, Florida, USA, supported the project together with Brandon Durbin, Application Engineer at ARIEL Corporation, Mount Vernon, Ohio, USA.

Brandon Durbin

Application Engineer, ARIEL Corporation, Mount Vernon, Ohio, USA

Patrick Taylor

Project Manager, HOERBIGER Corporation of America, Pompano Beach, Florida, USA

Flight path 1,636.18 km

Patrick Taylor Essentially, there are three options to effi­

ciently control the capacities of reciprocating compressors:

via the drive speed, via the compressor valves – which

is how we do it with the HOERBIGER HydroCOM – or by

varying the clearance pocket, which is the volume between

the cylinder cover and the piston. In fact, adjusting the

clearance pocket is the most sensible way to control high­

speed compressors. Except, no practicable automated

solution was being offered in the market, so compressor

operators previously were not able to take advantage

of the optimization potential.

Brandon Durbin One of our customer’s goal is to generate

high yields for its investors by systematically managing

operating and investment costs. When the customer con­

tacted us in November 2015, the reciprocating compressors

in the compressor station where we later installed the eVCP

units were running at an average utilization rate of 85

percent. The eVCP system provided a way to optimize the

capacity of initially two of the five compressors by auto­

mating the continuous adjustment of the clearance pocket

volume, while reducing manpower at the same time.

Previously, changing the pocket position on reciprocating

compressors was only possible mechanically, using large

hand wheels. With the HOERBIGER eVCP system, we do

this electrically and steplessly. You don’t need personnel,

and adjusting the capacity electrically is, of course, much

more dynamic than any mechanical solution.

HOERBIGER and ARIEL have worked together successfully

for decades. The eVCP system is yet another example on

how cooperation between our companies yields product

innovations that bring added value to our collective

customers.

In our industry, there have been repeated attempts to

automate stepless variable volume clearance control.

Until we introduced the eVCP system using simple control,

nothing was economical and reliable enough to meet the

specific requirements of the US natural gas market, where

many compressor stations are located in remote areas

and equipment failure results in high costs.

“ARIEL and HOERBIGER have worked together successfully for decades. So we were very interested in jointly launching another innovation.”

Brandon Durbin

Strong together: After having been reworked (center), the HOERBIGER eVCP systems have been running well since February 2017 (right).

60 61

ARIEL’s compressor modeling showed the compressors

operating at a utilization level of 95 percent with the

HOERBIGER eVCP system. This was a very compelling

proposition. At the same time, we assumed shared

responsibility for the success of the project.

We initiated the project with ARIEL in January 2016.

Engineering was completed in July, and in October we

delivered the four eVCP units to ARIEL.

One particular challenge was that, in this specific instance,

the suction pressure would rise in the gas pipeline over­

night, while most of the run time of the compressors was

spent at a low utilization rate. Before the eVCP system

was installed, this problem was solved with a spillback

loop, which wasted large amounts of energy. With the

HOERBIGER eVCP system the customer now enjoys

a  consistently higher rate of utilization than previously

experienced. Additionally, there are times that they can

operate one less compressor because the eVCP equipped

compressors are moving more gas than before.

This was a great success for everyone involved in

the project.

The project was very important for ARIEL and HOERBIGER

as it provided an installation where the value of the eVCP

system has been realized. Since the initial compressors

equipped with the HOERBIGER eVCP are running reliably

our customer is considering revamping other units in

the same manner.

What made us and our partners at ARIEL particularly

proud, independently of this project, was that at the Gas

and Machinery Conference (GMC) in Denver another joint

eVCP customer, Anadarko Petroleum Corporation (APC),

The Woodlands, Texas, USA, reported an approximately

10 percent increase in utilization of compressors equipped

with eVCP units. The presenter also detailed how with the

eVCP system APC was able to compress and sell additional

natural gas amounting to 500,000 US dollars within just

a few months. In the long run, APC will be able to generate

additional revenue in the millions.

Regions

The objective of the Regions in the reorganized Compression

Technology Strategic Business Unit is to safeguard and

expand HOERBIGER’s business at the local level with a first-

rate sales team and customer-oriented service. At the same

time, the Segments provide impetus for the ongoing develop-

ment of the global portfolio based on local requirements.

IN TOUCH WITH CUSTOMERS AND MARKETS

Europe North America Asia & Pacific Emerging Markets Potential

North America

In North America, scores of compressors used for gas pro-

duction were shut down due to an oversupply situation and

cost pressure. Facilities still active at present produce less

than half the output generated in 2014, when production

peaked. The effects on demand for new CNG compressors

are accordingly drastic. This development, which was not

anticipated in 2014, poses a tremendous challenge for the

North American region. Competition is growing fiercer in an

environment where a large number of market players are

fighting over few potential orders. While our team did their

best to maintain the sales volume, this ultimately proved

impossible in 2016. It is helpful in this situation that our cus-

tomers, notwithstanding the difficult situation at present –

or perhaps precisely because of it – demonstrate an interest

in technical solutions that allows them to effectively lower the

operating and life cycle costs of their fleets. Examples include

stepless capacity control using the HOERBIGER HydroCOM

system, and the HOERBIGER eVCP system introduced in

North America in October 2016. Our new service models,

and the Valve Exchange program in particular, are well-received

in North America because they conserve our customers’

working capital. In Canada, we have responded to the new

conditions in the market by pooling our service activities

for compressors and engines. This not only improves our own

cost position, but is also of interest to our customers since

many compressors used in the oil and gas market are driven

by gas-powered engines.

Initial signs of a revitalization of the oil and gas market in North

America became apparent in late 2016 and have prompted

us to take a more positive stance again in terms of our expec-

tations for 2017. With new, globally standardized service

models and streamlined structures that take much better

advantage of synergies between Engineering and Sales,

HOERBIGER is prepared to offer a service portfolio in North

America that is yet again enhanced over that of previous

years. Our goal is to become the best value-added partner

to our customers, offering them the greatest benefits as

compared to the competition.

Europe

Europe has traditionally been one of HOERBIGER’s most

important sales markets. As crude oil prices have decreased,

customers in Europe have significantly altered their behavior.

Key compressor service markets, especially the offshore

business in the North Sea, came under particularly high

pressure. Natural gas produced in Russia and the North Sea

similarly can no longer be offered at competitive prices.

Large gas-fired power plants were shut down, and overall

natural gas consumption has decreased. As a result, invest-

ments made by our customers in gas deposits, pipeline

networks, and other equipment related to the production,

transport and storage of natural gas were low.

In contrast, our business with refinery operators and chemical

firms in Europe remained largely stable. Orders for replace-

ment parts used for preventive maintenance of equipment

kept coming in. Some major investments, such as in equip-

ment revamps and upgrades, were deferred.

In contrast, HOERBIGER held its own in the industrial air

segment in 2016. In sum, the OEM business generated

positive sales volumes, while revenue in service declined.

Potential

Asia & Pacific

Confidence in high growth rates for the oil and gas industry

declined in the Asia & Pacific region in 2016. Investments,

especially those related to the production of oil and gas, were

scaled back here as well.

Concurrently with a decrease in investments, major players

in Asia’s oil and gas industry responded to the general eco-

nomic conditions with extensive cost cutting programs. As a

consequence, maintenance work was delayed, and orders for

replacement parts were placed only when inevitable and with

tight deadlines. Increasing activities of global OEM manufac-

turers in Service play a relatively large part in competitive

pressure being exerted on brand-independent providers of

components and services for reciprocating compressors.

Restructuring efforts in response to the changed market

conditions therefore posed a central challenge for our Asian

team in 2016. The key was to develop new strategies so as

to ensure continued growth in the region.

At the same time, 2016 was a year with a number of outstand-

ing successes, regardless of the overall challenging business

environment. In particular the HOERBIGER entities in Australia,

India, Japan and Malaysia made significant progress in their

activities. In Australia, the declining service business caused

by the closure of local refineries was compensated with new

service orders in the industrial air segment and in PET bottle

production.

In India, the compressors of local refineries were successfully

upgraded with HOERBIGER HydroCOM control systems.

In Japan, the newly formed field service team has acquired

larger overhaul and maintenance contracts. In Malaysia,

new, long-term service agreements were entered into with

the oil and gas industry.

In 2017 and the years thereafter, the Asia & Pacific region

expects new, albeit limited, growth momentum, despite an

unpredictable social, political and economic environment in

many Asian countries. New industrial investment projects are

being planned in Australia and Malaysia.

Emerging Markets

HOERBIGER’s success in 2016 was also heavily influenced

by external factors in the emerging markets, again by the

continued erosion of crude oil prices. Maintenance and

upgrade projects suffered under a substantial decline of in-

vestments. A number of crude oil-producing countries in the

emerging markets have been under economic restrictions –

considerably limiting our options for initiating new business

relationships. To a large extent, numerous national economies

in the emerging markets suffer from political crises, unstable

conditions, and corruption, resulting in dramatic effects on

the economy.

Despite these difficulties, the HOERBIGER locations that fall

under the Emerging Markets Region posted positive operating

results in 2016 in the majority of instances – due in no small

part to the fact that dedicated employees were always willing

to go the extra mile. Locations that in recent years entered

into long-term operating and maintenance contracts were

especially successful, and this benefited the Wellhead

Business Unit in particular.

The Recip Service Business Unit was faced with considerably

more difficulty convincing its customers to invest in compressor

revamps and upgrades.

Rising prices of crude oil in 2016 have resulted in restrained

optimism in the emerging markets. Many locations of the oil,

gas, and process industries now have a maintenance

and repair backlog. The spare parts inventories of many

HOERBIGER customers are depleted.

Despite the difficult, and in some countries even dangerous,

environment in the emerging markets, HOERBIGER in 2016

continued to have a local presence with service branches

and employees, and remained in close proximity to customers.

The tide could turn in many places in 2017. This would allow

for greater optimism for the coming years than in 2016.

More stable crude oil prices – rising investments

We expect moderate growth to return again to all markets of the Compression

Technology Strategic Business Unit in 2017 and the coming years. The fundamental

agreement achieved in September 2016 by the Organization of the Petroleum

Exporting Countries (OPEC) to cut the production of crude oil has helped ensure

initial stabilization of prices. As a result of this development, the propensity of the

oil and gas industry to invest is rising, and we can look to the future more optimisti­

cally again than in 2015 and 2016.

Oil and gas will remain the most important primary sources of energy over the next

25 years. Demand will continue to rise, driven in particular by growth in Africa and

Asia. While demand for oil will increase more slowly than over the past 25 years,

leading market players estimate that growth in natural gas will continue unabated –

despite a steadily growing share of renewable energy, driven especially by projects

in China.

The trend toward consolidation in the oil and gas industry will continue in 2017

and beyond. Aside from technological expertise, a growing number of customers

are looking for cost efficiency and performance.

Consistently lower energy costs, decreased environmental impact, high uptimes,

and predictable service intervals are key topics for the coming years. For the

related operational problems we offer solutions that considerably increase the

efficiency, environmental sustainability, and reliability of compressors and gas­

powered engines.

Com

pres

sion

Tec

hnol

ogy

ENGINE DIVISION

POWER PLAYER

Investment restraint in commercial shipping and industry

Growth targets not yet achieved

Dual-fuel engines launch with HOERBIGER technology

Strong global partnership in Service

66 67

With its natural gas and hydrogen injection systems, innovative ignition systems, and modern engine control units, HOERBIGER has increasingly established itself as a partner to global large- engine manufacturers in recent years. Its clients are OEMs of engines used in ships, locomotives and gas-fired power plants, as well as users of gas-powered engines driving reciprocating compressors in the oil and gas industry.

The valves and engine control units offered under the HOERBIGER brand and

ignition systems offered under the Altronic brand enjoy an excellent reputation

with manufacturers of gas­powered and dual­fuel engines. For years the industry

has suffered from an oversupply situation in global commercial shipping, and

over the last two years increasingly also from the effects of the low crude oil price

on the oil and gas industry.

Under the pressure of an environment marked by investment restraint and

deferred maintenance projects, a number of competitors in the Engine Division’s

markets have lowered their prices in an effort to maintain their market share and

defend it against new, innovative market players such as HOERBIGER. While we

have successfully acquired new customers as a result of geographical expansion

in this overall difficult business climate, we fell short of the budgeted 2016 growth

target.

In contrast, we made great progress in the optimization of our internal work flows.

Our customers will benefit from improved business processes in our international

network of plants when it comes to the preparation of quotes, processing of

customer inquiries, and delivery of components. In early 2017, HOERBIGER Engine

Solutions organizationally evolved into the Engine Division, reporting directly to

the Executive Board. The points of contact for our customers are the new Engine

OEM, Engine Applications, and Engine Service Business Units.

Engi

ne

Engine Applications

Upscale engineering services on everything related to industrial engines and integrals

form the core business of the Engine Applications Business Unit. The goal is to offer

our know­how, which HOERBIGER has acquired over the years in connection with

the general overhaul, upgrade and revamp of integrals, beyond the market niche

of industrial gas compression to customers in other fields of application for indus­

trial engines.

At the Garland site in Texas, USA, the Engine Applications Business Unit produces

premium control panels and cabinets. These are used by our customers to control

engines for both stationary and transportation applications, as well as for com­

pressor packages.

Digital instruments and ignition systems from the HOERBIGER Altronic port­

folio are another product group within the Engine Applications Business Unit.

These are used for gas engine upgrades and are sold through our own distribution

channels as well as through a global network of distributors. When designing con­

trol panels, cabinets, instruments, and ignition systems Altronic takes into account

the extreme environmental conditions in the oil, gas, and processing industries.

Trouble­free functioning is assured, no matter whether the operating conditions

include high temperatures, electromagnetic interference or corrosive environ­

ments, making these components accordingly valuable to the customer.

Engine OEM

Original equipment manufacturers of industrial engines in particular, along with

their suppliers, have suffered under the sluggish economic conditions in the markets

for large engines. The replacement of heavy oil and diesel oil anticipated by many

market players is materializing significantly more slowly than OEMs had hoped

for. Additionally, more stringent emissions legislation announced at the interna­

tional level has either not been adopted, or has been implemented with hesitation.

As a result, OEMs are approaching the development of new generations of engines

with restraint.

Detail Integrals combine the functionality of a gas engine with that of a compressor. A single crankshaft absorbs power from the engine’s pistons while driving the pistons of the gas compression section. Using Altronic- brand state-of-the-art injection systems, the team from HOERBIGER Engineering Services in Houston, Texas, USA, has been upgra-ding integrals for many years, at the same time increasing their performance and reliability. Integrals optimized with a HOERBIGER Reignite™ package also meet even the most stringent emissions regulations.

The most important benefit that the Engine Applications Business Unit pro-vides to customers through its portfolio of services is low costs. Having an inte-gral remanufactured and upgraded by HOERBIGER requires only 25 percent of the budget for a comparable new unit.

68 69

Engine Service

In 2016, the service business for industrial engines was faced with particularly

high pressure as a result of the international price war. End customers have both

global and local procurement channels at their disposal for services they need, in

which not only established service enterprises, but also packagers – faced with stag­

nating sales for new equipment – are increasingly competing with HOERBIGER.

The sales team in Canada generated remarkable sales results with the business

model of supplying remanufactured “as­new” gas­powered engines that have

been certified on in­house dynamometers according to international standards.

These units have been sold to customers around the world, in most instances with

short turnaround times. In 2016, for example, remanufactured engines were shipped

to customers in the USA, Gabon, and Peru.

The service team in Mexico for the first time sold a power generation package,

consisting of a gas­powered engine and a generator, directly to an end customer,

allowing the team to successfully prevail over a packager in the regional competition.

Detail The Engine Service site in Canada is able to deliver remanufactured and certified industrial engines to customers all over the world within just a few weeks after receipt of the order. The engine brand is irrelevant, since the Canadian team has extensive experience with almost all engine types presently in use worldwide. HOERBIGER supports customers who have suffered engine damage and, as a result, require a proven substitute engine in a short time. Our program additionally accommo-dates customers who either want to ensure high-quality overhauls of their engines or are searching for an eco no-m ically priced alternative.

Innovation / NGI -1000

When it comes to alternative sources of energy, methane in

the form of biogas plays a growing role. Biogas is an almost

unlimited resource, since it is produced whenever organic

matter undergoes bacterial degradation – regardless of

whether sewage sludge or agricultural biowaste is involved.

The calorific value of biogas varies dramatically, making it a

great challenge to operate a gas engine intended for energy

or power generation with biogas. Through its Altronic brand,

HOERBIGER is considered a specialist for these kinds of

challenges. With the NGI-1000 ignition system, the fourth

generation of digital ignition systems is in the process of

being launched – specifically designed to utilize low energy

content gases, such as biogas, in small and medium-sized

gas-fueled engines. The new control platform is based on

Altronic’s proven VariSpark® technology, which allows both the

current and duration of the spark to be adjusted to suit the

calorific values of different gases.

The benefit of the NGI-1000 ignition system for the customer

is the option of economically utilizing low energy content

biogases to begin with. Another feature is the virtually universal

interface to the engine controller. It makes the new system par-

ticularly interesting for packagers, who thanks to HOERBIGER

are able to offer their customers tailor-made solutions

based on practically all the gas-fueled engines available in

the market.

GREEN SPARK

Continual expansion

Having faced a difficult business environment due to economic factors, the Engine

Division anticipates growth momentum again in the coming years. Our next step

is to develop a global strategy that encompasses all Business Units. Being a young

player in the market, we will do our utmost to continue to expand. The goal of

developing the strategy is to further expand and sustainably stabilize the OEM

and service business with the support of regional sales teams.

Engaging HOERBIGER as a service provider offers major advantages to our

customers in the oil and gas industry. Very few competitors are able to serve as

one­stop shops providing OEM­quality components for both compressors and

gas­powered engines used for driving purposes. Additionally, we will increasingly

offer our know­how and experience from service contracts completed for the oil

and gas industry to new customers in the power generation market segment.

70 71

Based on the experience of our service location in Canada, we will also expand our

customer base for the replacement of remanufactured, certified engines.

Under the Altronic brand, we are working on upgrade packages based on our

innovative ignition systems to revamp low­speed large­bore engines and boost

their efficiency.

Engi

ne

SAFETY DIVISION

LIFE GUARDS

Leading in explosion protection

Positive response from customers around the globe

Expertise in high-quality solutions

The market for industrial safety is growing

Excellent conditions for continued growth

72 73

The Explosion Protection Business Unit has profit and loss responsibility in the

Safety Division. HOERBIGER’s medium­term objective is to develop additional safety

technology­related market segments through organic as well as acquisitive growth,

and establish additional Business Units.

The HOERBIGER global operations network, which is organized under the

umbrella of the Regions in the Compression Technology Strategic Business Unit,

also provides support to the Safety Division. The network affords excellent proximity

to customers in the oil and gas industry, while also advancing our initiatives to

acquire new customers in industrial manufacturing markets.

The consolidation of IEP Technologies, Newson Gale and BRILEX – leading brands

when it comes to safety technology – and the HOERBIGER umbrella brand has

been extremely well received by our customers. All brands of the Safety Division

were represented jointly for the first time at the international Powtech trade show

in Nuremberg, Germany, making this a highlight of 2016. Many visitors at the

exposition demonstrated a particular interest in active and passive explosion

protection solutions. HOERBIGER gave them an opportunity to experience how

components, system, service and customized engineering work together, creating

added value and lasting benefits for the customer.

The acquisitions of the IEP Technologies brand in 2015 and the Newson Gale and BRILEX brands in the spring of 2016 allowed HOERBIGER to evolve into a global force within the active and passive explosion protection markets. IEP Technologies is consid-ered the systems and service specialist for the entire range of explosion protection solutions for dust and gas applications in industrial environments. Solutions that mitigate risks from electro-static spark discharges offered by Newson Gale, the world’s lead-ing explosion vent panels made by BRILEX, and the HOERBIGER EV range of flameless vents for use in dust, marine and industrial engine applications round out the HOERBIGER Safety portfolio.

Detail Beyond the continual enhance-ment of our protection solutions portfolio, our growth initiatives are focused on geographical expansion. The key goal is to capitalize on HOERBIGER’s global presence so as to offer our product port-folio, and the resultant customer benefits, in markets that IEP Technologies, Newson Gale and BRILEX would not have penetrated alone.

The matrix structure newly established as part of the KT2020 project provides the best overall conditions for the Explosion Protection Business Unit to achieve its strategic objectives.

Safe

ty

RAPID AND RELIABLE DETECTORS

One aspect of the overall protection solution which generated

much interest at the international 2016 Powtech exhibition

was SmartDS, IEP Technologies’ innovative detection system.

It consists of an intelligent interface module that can support

up to two dynamic pressure sensors.

Early detection of the incipient explosion is critical to avoiding

damage efficiently. The SmartDS detectors are mounted on

the process side of the protected equipment, where they

look for rapid increases in pressure as developed in the very

earliest stages of a dust explosion. Thanks to rapid detection,

a developing explosion is identified promptly, and additional

mitigation measures are initiated.

Innovation / SmartDS

Dual pressure cells, dynamic and fixed setpoints, event

history and graphical software interface ensure that this

detection solution from IEP Technologies stands out from its

competitors, and thus offers our customers additional value.

Increasing explosion hazard awareness

There were several severe industrial explosions in 2016, which resulted in extensive

property and environmental damage, injuries, and fatalities. Due to the globaliza­

tion of international supply chains, the impact from these high­profile incidents

is no longer limited to just trade on the local level. This in turn has resulted in

increased public awareness of industrial hazards as well as the growing demand

for active and passive safety technology. This benefits the Explosion Protection

Business Unit.

Based on our strong market position and supported by the HOERBIGER Service

network, we intensified sales from the explosion protection solutions portfolios of

IEP Technologies, Newson Gale and BRILEX in Europe and North America.

In close cooperation with the employees of HOERBIGER (Shanghai) Co. Ltd.,

IEP Technologies established a dedicated local assembly line for explosion pro­

tection suppressors in China. Produced locally in keeping with our international

quality standards, the pressure cylinders for the suppressors were SELO certified,

which is a government approval required for pressure vessels in China. HOERBIGER

is the first international explosion suppression solutions provider to receive this

certification.

IEP Technologies also established a Latin American base with the support of

TurboTech Engenharia Ltda. This location, along with HOERBIGER’s global opera­

tions network, was the decisive argument for an international pet food producer’s

decision to protect its locations in Europe, North America, and Latin America from

dust explosions with IEP Technologies safety solutions.

Expertise and high-quality solutions

A growing market as attractive as Safety is not a “blue ocean”. Competition mounted

by regional manufacturers as well as several global competitors is therefore fierce.

Many competitors may offer their customers more cost­effective, but frequently

lower­quality products. We address this competitive environment through appli­

cation expertise, quality solutions, and responsive on­site service. Our comprehen­

sive protection solutions, which encompass material analysis, extensive system

design, technologically leading hardware and round­the­clock service, offer signifi­

cant benefits for our customers. Our approach to providing protection solutions

that exceed our customers’ expectations, rather than simply supplying hardware

parts, is a feature that sets us apart in the industry.

Safe

ty

Newson Gale in 2016 successfully launched the Earth-Rite®

MULTIPOINT II system. Sales of the multi-channel grounding

system based on microprocessor technology, which provides

concurrent monitoring of the ground status of up to eight

separate pieces of plant equipment, have been extremely

successful, notably in the USA.

The new system simplifies the monitoring of complex plants

subject to the risk of electrostatic spark discharge, such as

filling and mixing stations, loading racks for rail and road

haulage of flammable liquids and gases, or complex plants for

drying, processing, transporting and storing particulate matter.

Innovation / Newson Gale Earth-Rite® MULTIPOINT II system

In the past, a large number of conventional grounding systems

were needed to ensure adequate protection from the ignition

hazards of static electricity. The Earth-Rite® MULTIPOINT II

system simplifies installation and monitoring – at considerably

lower costs for our customers.

PERFECTLY GROUNDED

The market for industrial safety is growing

HOERBIGER continues to see significant growth potential in industrial explosion

protection. The stated goal is to strengthen our market leadership position. As a

result, we will continue to expedite the expansion of our portfolio and of our

global footprint.

Demand for active and passive safety solutions is rising. This trend is driven

by an increasing safety awareness internationally, by growing requirements from

insurance companies, and ever more stringent requirements for corporate environ­

mental protection as well as occupational and equipment safety.

We expect especially China, Latin America, and the emerging markets to post

strong growth. To cover the needs of the largest possible number of potential clients

in these new markets, HOERBIGER is working not only on the ongoing develop­

ment of active explosion protection, but also on less expensive and less service­

intensive passive protection solutions. The goal of these efforts is to acquire new

customers for which even simple explosion protection technology offers consider­

ably better protection to their plants than in the past, which in itself already

constitutes a high benefit for many customers.

2017: Integration and globalization

In 2017, the Safety Division is faced with the task of moving forward with the inte­

gration of the IEP Technologies, Newson Gale and BRILEX brands, so as to increas­

ingly share the distribution channels available in the individual companies. This

will create additional options for our customers to standardize explosion protection

measures worldwide and implement these efficiently with HOERBIGER’s support.

Comprehensive explosion protection solutions that combine prevention,

suppression, isolation and venting will offer customers the greatest benefits. The

explosion suppression systems developed and produced by IEP Technologies are

at the core of these solutions. They represent comprehensive, modern and environ­

mentally friendly protection to ensure maximum plant safety.

We anticipate additional orders from new customers in the food, pharmaceutical

and wood industries, and certainly also from the oil, gas, and process industries

in the Asian region and emerging markets. Due to international efforts to substitute

heavy oil with natural gas in the global merchant fleet, growth opportunities also

exist in this market. By combining the HOERBIGER EV product range for engine

pressure relief with BRILEX vents in the exhaust system, and our superior simula­

tion techniques, we will be able to provide our customers with unique protection

solutions. We also see promise in the economy for large industrial engines –

with great chances for the Safety Division to capitalize on the related market

opportunities.

Safe

ty

DRIVE TECHNOLOGY STRATEGIC BUSINESS UNIT

MOTION MINDS

Demand for vehicles with manual transmissions unabated

Achieved all goals: new projects, growth in China

Focus on dual-clutch transmissions for hybrid vehicles

Innovative: high-performance friction linings

Operational Excellence creates cost advantages for customers

78 79

HOERBIGER is doing its utmost in the synchronizer field to expand its world-leading

market position. At the same time, the Strategic Business Unit is setting the course

for a growth­oriented diversification strategy. The Strategic Business Unit is focusing

on becoming more broadly positioned with new products and business models

that are tailored to future challenges related to hybridization and zero­emission

mobility.

Key momentum for the development of the Strategic Business Unit is presently

coming from the dual­clutch transmission segment for hybrid vehicles. In this

technological environment, HOERBIGER is a worldwide leader with innovative

synchronizer system solutions. The establishment of a joint venture with Chengdu

HAONENG Technology Co., Ltd., Chengdu, China, under the name of HAONENG

HOERBIGER DriveTech (Shanghai) Co., Ltd., allowed the Strategic Business Unit

to expand its favorable position in China’s premium segment to the volume and

mass segment.

As part of its strategic alignment, in 2016 the Strategic Business Unit again adapted

its structure and introduced a Product Line organization that is geared toward the

future needs of markets and customers. At the same time, it created the necessary

conditions for the full integration of the Transmission Comfort Segment. As of

September 1, 2016, Market & Product Lines now encompass three product lines:

Synchronizers, Advanced Applications, and Truck Applications. These are flexibly

positioned and, serving as a global matrix organization, they enable fast decisions

and prompt implementation, both internally and in the dialog with customers.

2016 was an extremely successful year for HOERBIGER in the automobile supplier business. The Drive Technology Strategic Business Unit achieved all its goals. We acquired a number of new projects for the Synchronizer Product Line, including some major projects from China. Demand for motor vehicles equipped with internal combustion engines and manual transmissions, in part as hybrids combined with electric motors, is unabated around the globe.

Detail 2016 was a positive year for the automobile industry. Both production and demand for new vehicles rose 6 per-cent over the previous year, to 82.8 million cars. In 2016, the US market for light vehicles (cars and light trucks) reached a new record of 17.5 million vehicles.

In China, car sales grew by almost 18 percent to 23.7 million units in 2016. New registrations in Western Europe rose 6 percent to 14 million cars in 2016. Aside from the Netherlands and Switzer-land, all 18 Western European nations recorded automotive growth.

Driv

e Te

chno

logy

Our two Research and Development centers in Germany and China, a global pro­

duction network, a worldwide Key Account organization, and regional sales units

give us flexibility and allow us to work quickly and professionally with our global

and local customers. This makes the Drive Technology Strategic Business Unit

a reliable partner to its customers.

Synchronizers

Thanks to our products and systems expertise when it comes to synchronizers

used in manual and dual­clutch transmissions, we have attained an excellent

competitive position as a development partner and supplier to automakers and

transmission manufacturers around the globe. The Synchronizer Product Line is

the organizational cornerstone for this core business in the Drive Technology

Strategic Business Unit.

The HAONENG HOERBIGER joint venture commenced operations on March 1, 2016.

The joint venture covers the sale and engineering of synchronizer components

and systems for car transmissions in China. Delivery plants include the HOERBIGER

location in Changzhou, which was expanded with a new manufacturing facility in

2016, and the HAONENG sites in Chengdu, Chongqing and Luzhou.

The joint venture has been very well received in its very first year of operations

among international as well as local customers. HAONENG’s established network

in the region and HOERBIGER’s technology expertise provided the company with

fast access to local customers. By December 2016, the joint venture had acquired

new orders from several automakers in China. By pooling the strengths of both

partners, the joint venture is able to generate additional benefits for the customer

and win bidding processes that neither partner would have won alone, especially

when it comes to complete synchronizer systems. The sales team of the joint venture

entity launched in March 2016 now includes twelve employees.

Detail Synchronizers are performance- defining key components of manual transmissions (MTs), automated manual transmissions (AMTs), and dual-clutch transmissions (DCTs). They are respon-sible for smooth and comfortable gear shifts in cars and other road vehicles.

The individual gears typically run at different speeds. For smooth shifting from one gear to the next, the transmis-sion requires a mechanism – the syn-chronizer – that matches the speeds of the gear wheels during the shifting process.

The performance of the synchronizer system is defined by the design of the friction system and form-fit torque trans-fer process. The synchronizer system has significant influence on the overall mechanical efficiency of the transmis-sion, and hence the fuel efficiency of the vehicle. Synchronizers are also crucial to the future development of automotive drive solutions such as hybrid vehicles.

80 81

Chaodong Xiang

President of the HAONENG Group, Chairman of the Board of HAONENG HOERBIGER, Shanghai, China

Changli Wang

Changli Wang is an executive of HAONENG HOERBIGER DriveTech (Shanghai) Co., Ltd., Shanghai, China She has supported the joint venture from the very start. Now, she is respon-sible for Human Resources, Administra-tion, Finance and Controlling, Marketing and Strategy, as well as Purchasing and Logistics.

A DAY IN TYROLNo. 5

Chaodong Xiang

Tannheim, Tyrol, Austria

Shanghai, China

N 47° 29' 59.329"

N 31° 13' 49.405"

Distance 8,848.31 km

Flight path 10,784.74 km

Since early 2016, the joint venture has acquired a significant number of new orders in China. Together with Chaodong Xiang, President of the HAONENG Group and Chairman of the Board of HAONENG HOERBIGER, Changli Wang recounts the early stage and reports on the secret of the joint venture’s success.

Changli Wang I joined HOERBIGER in September 2010.

That’s when a true adventure began for me. After all,

HOERBIGER’s success in China was at stake …

Between 2011 and 2014, we acquired a lot of new synchro­

nizer systems business, especially in the high­end dual

clutch (DCT) market. In 2013 /2014, competition for

components from local companies grew stronger and

stronger. We were not able to gain market share in the

mass segment, and we were also running the risk of

losing business long­term in the premium segment.

We maximized the performance of our plant, but were still

unable to completely satisfy the customers’ demands. This

wasn’t good for us. After all, what matters at HOERBIGER –

and not just in China – is the customer’s voice.

“A journey of a thousand miles begins with a single step.”

That’s a quote from Laotse. It also holds true for success

in business life. For us, the first step was the realization

that a partnership with a successful local firm was the best

avenue for long­term growth in China. So we searched for

a very long time, and very carefully, for a partner that

was a fit for us – and for whom we were a fit. We finally

found this partner in HAONENG Technology from Chengdu.

Chaodong Xiang, President of HAONENG Group, was our

contact person right from the start.

Team-building

Changli Wang

82 83

A view from the apartmentShanghai street life

Chaodong Xiang We made the decision to enter into a

joint venture in Tyrol. Michael Haberl, who played an

essential role in the formation of the joint venture, had

invited us there. To all of us, the day in Tyrol, after many

meetings in Chengdu and Schongau, was the defining

moment. It was the event that tipped the balance in favor

of entering into a strategic partnership with HOERBIGER.

Our collaboration is based on absolute expertise, the

pursuit of excellence, and mutual trust.

On January 12, 2016, we received the business license for

HAONENG HOERBIGER. On March 1, 2016, we commenced

our work in Shanghai, and just one day later we held the

first Board Meeting in the offices in Shanghai. This was

very exciting for me. To this day, the entrepreneurial oppor­

tunities I have in this project, and the high level of freedom

we are given within the strategically defined framework,

have been phenomenal.

I see our vision – “We synchronize” – in action here every

day. Incidentally, “We synchronize” also has a special

meaning in Chinese: something like “brings us all

together.” We will make the most of our strengths, share

growth, and integrate our customers and partners in

this process, utilizing the best of both worlds.

Together with HOERBIGER, we can offer our customers

the best of two worlds: HOERBIGER contributes technology,

HAONENG the local production and flexibility we need

to meet the requirements of China’s major automotive

customers. We are on a very good track.

We will be successful because we don’t just write our

values on the wall, but truly live them.

“ A journey of a thousand miles begins with a single step.”

Laotse

Shanghai skyline

In Tyrol: Chaodong Xiang and Michael Haberl

“ I see our vision – ‘We synchronize’ – in action every day.”

Chaodong Xiang

84 85

Simultaneously with the expansion of out market presence in China, in 2016 we

successfully continued the serial development of key innovation products, such

as the HOERBIGER ClassicLINE DCT­Type Synchronizer, optimized specifically for

compact dual­clutch transmissions, and the new Blocker Ring Basic (BRB).

With the HS50 sintered friction lining, an enhancement of the

proven HOERBIGER friction linings, we unveiled yet another

attractive HOERBIGER innovation for synchro transmissions

at the VDI Congress “Transmissions in Vehicles” held in Fried-

richshafen, Germany, in June 2016.

The lining uses special frictionally active components that

are no longer embedded into the sintered lining simply using a

form fit. Instead, they are brazed to the underlying matrix,

significantly increasing performance. The innovative friction

lining can now also be used for applications that were previ-

ously reserved for the much more expensive carbon linings.

Innovation / HS50 sintered friction lining

Incorporating the frictionally active particles additionally

ensures low wear of the lining, as well as a very low degree of

particle contamination of the transmission fluid – an effect

that has a very positive impact on the service life of transmis-

sions and their components.

HIGH-PERFORMANCE SINTERING

Innovation / Metal-formed engagement rings (ERI)

We also made great progress when it comes to Operational Excellence. Producing

engagement rings using metal forming technology brings us crucial cost advan­

tages over the competition, which we are able to pass on to our customers. Another

competitive advantage is economies of scale we achieved through even more

extensive standardization in our production operation, and we pass these on to

our customers as well.

Engagement rings are now less expensive for HOERBIGER

customers. In 2016, HOERBIGER for the first time started

production of an engagement ring formed from steel sheets

as an off-tool part.

Previously, a multi-stage process was needed to manufacture

an engagement ring, which in addition to metal forming and

stamping processes also included machining.

HOERBIGER developed a new, multi-stage extended table

press tool to produce the formed engagement rings, which

enables a considerably more economical flow compared to

the previous manufacturing process.

HOERBIGER is passing the cost advantage on to customers

in the automotive industry. This benefits not only our pilot

customer, but also creates a lasting competitive advantage

for us when we succeed in acquiring additional orders with

our new, cost-efficient production method.

FORMED ENGAGEMENT RING

86 87

Advanced Applications

The Advanced Applications Product Line works on applications that are closely

related to traditional synchronizer products, but used in other fields. One example

of such an application is decoupling elements for all­wheel drives. These help

all­wheel drive vehicles operate as fuel­efficiently and cost­effectively as possible

by efficiently managing torque with functions that connect and disconnect drive

train components.

Other areas are alternate shift elements for automatic transmissions, and inno­

vative synchronizer and friction systems for hybrid and electric drives. Even an

all­electric vehicle will not be able to do without shift and gearbox elements. The

goal is to expand HOERBIGER’s core competencies, especially those in tribology

and metal forming, to tap new applications beyond the traditional synchronizer,

while meeting the demands of the trend toward hybridization and zero­emission

mobility.

Hybrid applications mark the shift toward zero­emission mobility. They are

the next step in reducing carbon dioxide emissions from the world’s automobile

fleet. A number of automakers already offer hybrid vehicles – the future is already

here. Experts continue to disagree on the time frame as well as the technologies

by which electromobility will in fact bring about radical changes in the markets

worldwide. At present, this topic is still heavily dependent on both political objec­

tives and available technologies.

Truck Applications

The worldwide commercial vehicle market generated a growth rate of three percent

in Europe and North America in 2016, a rather average figure in the general year­

on­year trend. Sales and production stagnated in South America, and in Brazil in

particular. Following a period of sluggish activity, commercial vehicle manufac­

turers in China posted higher truck production growth rates for the first time in

18 months.

The Truck Applications Product Line specializes in pneumatic gearshift support

systems for manual truck transmissions. While heavy­duty trucks in Europe and

North America primarily use automatic transmissions, commercial vehicle manu­

facturers in South America and Asia, and in China in particular, rely on manual,

synchronized transmissions.

Our largest customer for pneumatic gearshift support systems suffered a drastic

slowdown in sales due to Brazil’s uncertain economic and political situation,

which has been sustained for more than two years now. Revenue and the result

of the Truck Applications Product Line therefore fell short of expectations, even

though sales of gearshift support systems had risen considerably in China toward

the end of the year.

Detail In October 2016, the Truck Appli-cations Product Line was able to com-mission a dedicated production facility for gearshift support systems in its new Hall 5 at the Changzhou location in China. It is almost as if the Chinese market was awaiting the start of local production: In the fourth quarter of 2016 alone, orders and the production volume tripled. All key components for assembly of the pneumatic gearshift support systems are currently still provided by Europe. The goal is to manufacture approximately half of the components locally in China by mid-2017. One project that is specifi-cally tailored to the requirements in the Chinese market is the development of a shifting mechanism based on the pneu-matic gearshift support system. This project is oriented toward improving shifting performance by optimizing the interfaces to the transmission.

Driv

e Te

chno

logy

Our growth remains unabated

We have good reason to expect that growth will continue in the automotive markets

in the years ahead – albeit at a flatter rate and with higher risk.

The strategy of the Drive Technology Strategic Business Unit remains centered

around efforts to expand our globally leading market position for synchronizers and

further develop our presence in China.

The basis of our strategy is the combination of high systems expertise and an

impressive synchronizer product portfolio in international competition – a combi­

nation that is crucial for HOERBIGER’s success.

The HAONENG HOERBIGER joint venture will offer additional opportunities

for our growth in China. By making appropriate investments both in China and in

Germany, we are already creating the capacity for new orders. At the same time,

we are investing in our sales force. Particularly in China, we will work even more

closely and intensively with our customers in the future to increase customer satis­

faction. Additionally, we will increase our regional engagement in Development,

Project Management, and Logistics.

Well­honed interaction between the global sales and development teams and

our local entities will benefit our customers around the globe. Our Lead Plants

in Oberstenfeld and Schongau are providing technological support for our site in

China. Concurrently with our Development Center in Germany, we are upgrading

the expertise of our Development Center in China through targeted investments

and the temporary assignment of experts.

Detail The worldwide market for passen-ger cars is expected to grow 2 percent in 2017 to around 84 million units. A stable trend with a total of 14 million cars sold is forecast for Western Europe. Analysts anticipate that the US market will remain stagnant, forecasting sales of 17 million light vehicles again for 2017. As in recent years, above-average growth is predicted for the Chinese market, which will rise 5 percent to 24.2 million units.

88 89

Our intent to expedite the development of new drive train technologies organically –

by our own efforts – is being followed closely and with great interest in our markets.

Our customers are already regarding the development approaches of the Advanced

Applications Product Line as attractive ways to expand their collaboration with

HOERBIGER.

In 2016, promising development projects were launched, especially in the area

of hybrid and electric drives. Still, like the Drive Technology Strategic Business

Unit, our competitors are investing in their own projects too. In the years ahead,

we will therefore continue to operate in a challenging competitive environment.

In addition to automotive applications, we are also engaged in projects for

industry, such as synchronizers for transfer cases, electric axles, and drive systems

used in mechanical engineering. This approach is opening up new potential for us

beyond the traditional automotive field: It combines attractive industrial markets

with automotive hybrid and electric technology.

In contrast to automobiles, the trend toward electrification will progress more

slowly for heavy­duty commercial vehicles, given the required high power density

of the energy storage systems. Especially in China, OEMs continue to focus on

synchromesh transmissions in this market segment. As a result, we expect demand

for gearshift support systems to continue to rise for the Truck Applications Product

Line in the coming years, especially in China, but also in the remaining Asian

countries. In Europe, this sales market will remain at a stable level, while develop­

ment in South America is unpredictable at the present time.

Driv

e Te

chno

logy

HYDRAULICS DIVISION

SMART SUPPORTERS

Convertibles: demand for roof drives has risen

Good growth rates for compact drives and medical technology

Launch of xetto®

90 91

Through its three Business Units – Compact Hydraulics, Machin-ery, and Loading Comfort – the Hydraulics Division offers its customers a wide range of hydraulic drive and system solutions for attractive market niches in the automotive industry, in mechan-ical engineering, medical technology, and logistics.

At approximately 40 percent, the automobile supplier business accounts for the

majority of sales in the Compact Hydraulics Business Unit, and in the Division as

a whole. Demand for hydraulic roof drives used in convertibles rose again modestly

in 2016. We were also pleased with excellent growth rates in the smaller product

lines of the Compact Hydraulics Business Unit in 2016, and in medical technology

in particular. Strong growth momentum is coming from the Machinery Business

Unit, which generates approximately 30 percent of the Division’s revenue. Despite

the crisis in Turkey, a country where the mechanical engineering industry is tradi­

tionally strong, and in spite of lingering noticeable consequences of the embargoes

on Russia and Iran, the Business Unit was able to gain additional sales. We have

high hopes for xetto®, our innovative loading and unloading system for station

wagons and delivery vans, which was launched in January 2017. xetto® is the core

business of the relatively young Loading Comfort Business Unit.

Compact Hydraulics

AutomotiveEurope, and Germany in particular, remains the most important sales market for

convertibles. At the same time, the strong market consolidation we have observed

over the last five years continues unabated. Our customers in the convertible market

have adapted to the new situation, revised their structures, and established new

responsibilities for development and purchasing. In 2016, we were very successful

in convincing both our existing and new clients of our company strength and tech­

nical expertise, resulting in the acquisition of five new product line launches

and two entirely new contracts for HOERBIGER. In addition to hydraulic roof

drives for convertibles, hydraulic heavy­duty window lift mechanisms are another

of HOERBIGER’s signature automotive products. We also achieved a successful

sales performance in this application field. The only local manufacturer of armored

sedans currently in China decided in favor of HOERBIGER heavy­duty window

lift mechanisms for its series production. In contrast, the production of hydraulic

drives for SUV tailgates was phased out in North America at the Auburn location,

Alabama, USA.

Hyd

raul

ics

MedicalIn the medical technology market segment, we have established a market leading

position in recent years with extremely compact and extensively tried and tested

hydraulic lifting columns for operating tables. HOERBIGER offers these actuators

as a compact electrically controlled hydraulic system solution. In 2016, we started

the development process for a new, forward­thinking generation of lifting columns

featuring an extended scope of functions.

Detail In medical technology, HOERBIGER benefits from growing affluence in general, especially in countries experiencing continued dynamic growth, such as China, and from our good business relationships with international operating table manu-facturers. As people around the globe are not only living longer, but also tending to grow increasingly heavier, demand for ever more powerful lifting columns for operating tables is on the rise.

Innovation / Roof drives

PRECISE FORCE

In 2016, HOERBIGER acquired a total of five new product

line launches for automotive roof drives. Two vehicles for

which HOERBIGER was commissioned to produce the roof

drives in 2016 are in the luxury segment, and they are pro-

duced in England. One order from Italy is for an attractive

new sports car.

In 2016 we started production of roof drives for a four-seater

convertible manufactured in Germany. Our hydraulic roof

drives prove especially successful in these technologically

sophisticated vehicles in the upscale market segment.

Convertibles equipped with heavy, multi-piece roof systems

require drives that combine power and precision in the

smallest installation space.

Decisive factors in our successes are the know-how of our

hydraulics development department in Schongau, Germany,

and the outstanding cost position HOERBIGER has created

in recent years at the Bolesławiec manufacturing site. Price,

quality, and technical performance are crucial parameters

for the success of largely standardized components in a fiercely

competitive market segment.

Smart Micro FluidWith our automotive portfolio, and also in medical technology, the Compact Hydrau­

lics Business Unit has specialized in niche markets that are very discerning and

have very specific requirements. This contrasts with a comparatively limited number

of customers and competitors that dominate the international marketplace. The

customer structure and requirements are quite different in markets where we offer

components and system solutions from our Smart Micro Fluid portfolio. Here, for

example, we are one of the world’s market leaders for hydraulic locks for restraint

systems used in roller coasters and other amusement rides. To mention another

example, our marine portfolio encompasses premium and very corrosion­resistant

trim and tilt systems for sport boats.

Innovation / Lift Castors

FLEXIBILITY IN THE OPERATING ROOM

Medical emergencies are unpredictable. As a result, emer-

gency rooms in large hospitals time and again are faced with

the situation of having to conduct multiple operations at one

time. When too many unscheduled surgeries are necessary,

conflicts in operating room capacity arise. Scheduled surgeries

must be postponed, and in the worst case even emergency

patients are turned away.

Part of the problem is the lack of flexibility of the operating

room hardware – due in no small part to stationary operating

tables. In conjunction with RHOMBUS Rollen Holding GmbH,

Hückeswagen, Germany, a worldwide specialist in castors

and wheels, and an innovative operating table manufacturer,

HOERBIGER has implemented an idea that addresses

precisely this problem.

The team developed a mobile operating table that, despite its

mobility, is just as sturdy as a permanently installed operating

table. A hydraulic locking system integrated into the table’s

twin castors makes this possible – by serving as a smart brake.

Compared to conventional castors equipped with mechan-

ical clamps, the hydraulic solution enormously increases the

table’s stability and safety under load. At present, the castor

and hydraulic system are able to handle weights of up to

250 kilograms per castor.

In essence, the hydraulic locking brake is not limited to oper-

ating tables. The system offered jointly by HOERBIGER and

RHOMBUS would provide equally flexible use of heavy- duty

machines, for example, or work or assembly platforms.

BUDGET PRESSNo. 6

Press assembly at SafanDarley

94 95

SafanDarley is one of the world’s leading press brake manu-facturers. In HOERBIGER’s Hydraulics Division, the company headquartered in Lochem, Netherlands, is customer account number  9, making it one of the longest-standing Hydraulics customers in the HOERBIGER Group. As of January 1, 2017, SafanDarley is selling a newly developed generation of press brakes: the H-Brake Hybrid series for 110 and 170 tons of pressing force. This marks the first time the company has used the compact electrohydraulic ePrAX® max systems made by HOERBIGER as actuators.

At HOERBIGER, Reinhard Friedl is the point of contact for the customer. His contacts at SafanDarley are Managing Director Eric Driessen and Design Manager Stefan Janssen.

Eric Driessen

Managing Director, SafanDarley, Lochem, Netherlands

Stefan Janssen

Design Manager, SafanDarley, Lochem, Netherlands

Reinhard Friedl

Key Account Manager Machinery, HOERBIGER Hydraulics Division, Altenstadt, Germany

Altenstadt, GermanyN 47° 49' 40.457"

Distance 577.93 km; Driving time 7 hrs 11 mins

Lochem, NetherlandsN 52° 9' 41.081"

Reinhard Friedl SafanDarley approached us in 2013 in

connection with a new project. They were planning to

develop a modern “budget press” to provide top­notch

performance at an attractive price. From the very start,

the focus was placed on the overall concept of the press

brake, since it was clear that this could not be accom­

plished with the existing all­hydraulic actuator systems.

Stefan Janssen When we approached HOERBIGER,

we didn’t have to give it a lot of thought. We had been

working with them for quite some time, and HOERBIGER

has always been our first go­to contact when it comes

to innovative hydraulics solutions.

We offered our newly developed electrohydraulic

ePrAX® max system at a very early stage. In the first step,

this innovative system was too expensive for the customer –

and it was likely also too new to recognize the system’s

technical potential. Another aspect was that SafanDarley

wanted to keep the cylinder production know­how in­

house. We, however, needed the cylinders’ performance

data to design the controller of the actuator as efficiently

and effectively as possible.

After long internal deliberations and very intense discus­

sions with us, they decided in 2015 to build prototypes

with the new HOERBIGER technology: an H­Brake proto­

type for a press capacity of 110 tons, and a prototype for

a pressing force of 170 tons. The prototypes were show­

cased in November 2016 at the International EuroBLECH

trade show. It became evident that the press brakes

equipped with the HOERBIGER ePrAX® max actuator

would become a best­seller.

Eric Driessen Naturally, there were reasons for this. Our

press brakes were no longer at the performance level that

SafanDarley actually claims to offer. In addition, previ­

ously we did not manufacture hydraulic press brakes in

larger volumes: Every press brake is individually tailored

to the customer. While the customer benefits from receiv­

ing a machine that is custom­made for his requirements,

this approach comes with high manufacturing costs and

long turnaround times.

We recognized that we needed to change our business

model if we were to continue to offer technologically

and economically attractive machines to our customers.

Our objective was therefore to develop a press brake

that would lower production costs, offer technology at

the highest level, and facilitate economically attractive

high­volume production.

We invited SafanDarley to visit us in order to experience

first­hand the benefits of our new actuator system on our

test bench. This also allowed us to incorporate empirical

data from practical applications, which we had collected

over a period of eight months. In the end, this convinced

the customer to adopt a radically new actuator system for

the new machine concept, namely the HOERBIGER

ePrAX® max.

Stefan Janssen The professionalism of the entire

HOERBIGER team was extremely helpful. After persuading

us, the team provided technical support throughout the

entire development process, and specifically when it came

to integrating the actuator into our proprietary controller.

The HOERBIGER ePrAX® max system allowed us to achieve

our goal of producing press brakes in larger series because

we were able to give the press frame a simpler design.

Also, because we no longer have to break in the machine

equipped with the ePrAX® max system – think “plug &

work” – after final assembly, we can achieve high through­

put times in production. We have also become consider­

ably more flexible and are now able to build presses with

a center distance of less than 2 meters. This would not

have been possible with conventional hydraulic systems

due to the hydraulic tanks alone.

The new drive concept also brings with it major advantages

for the customers of SafanDarley …

96 97

Eric Driessen This is true: Energy savings of more than

50 percent over conventional hydraulic actuators, and

30 percent greater efficiency as a result of shorter work

cycles, while cutting noise emissions from 70 dB(A) to

56 db(A). What’s more: With the ePrAX® max actuator we

can guarantee 7,000 hours of operation without service.

This is also very much appreciated by our customers.

With the ePrAX® max, HOERBIGER achieved the perfect

symbiotic blend of an electric and a hydraulic drive.

In retrospect, we must admit that we should have used

the system much earlier.

Reinhard Friedl

HOERBIGER ePrAX® max actuator

Eric Driessen and Stefan Janssen

MachineryThe Machinery Business Unit continues to focus primarily on modern electro­

hydraulic compact drives for press brakes. The HOERBIGER ePrAX® control actuator –

developed in 2015 by the teams at the Altenstadt location in Germany and the

Wuxi site in China – closes the gap between simple, valve­controlled basic appli­

cations and the high­end applications of the ePrAX® max in hydraulic drive systems

for press brakes. The production version of the HOERBIGER ePrAX® control was first

unveiled in April 2016 at the China CNC Machine Tool Fair in Shanghai, and then

featured in October 2016 at EuroBLECH in Hanover, two of the world’s most import­

ant trade shows for the sheet metal working industry. The benefit for the customer:

10 percent higher performance at energy savings of up to 50 percent.

As initial orders for the HOERBIGER ePrAX® control are in the process of being

brought to a conclusion, the HOERBIGER ePrAX® max, presently the most powerful

electrohydraulic compact drive in our product portfolio, yielded two significant

successful sales outcomes in 2016. A press brake manufacturer in the Netherlands

and an American press manufacturer both found the customer benefits compelling

and will establish new product lines based on the electrohydraulic drive concept

of the HOERBIGER ePrAX® max.

Loading ComfortWe have high expectations for the launch of our xetto® innovative loading and un­

loading system. This compact “heavy lifter” allows station wagons and delivery

vans to be loaded and unloaded without strain and without requiring a great deal

of physical effort. It carries the necessary technology, intelligently used hydraulics

and mechanics with it at all times.

xetto® combines the properties of a hydraulic lifting platform with those of a

flexible transport cart. Customers – primarily logistics firms and craftspeople –

benefit from reduced staff requirements, ergonomic working, and less physical strain.

In 2016, we invested a lot of energy in preparing for the launch in early 2017 in

Germany and neighboring countries. At the end of September, one of our most

important distribution partners showcased xetto® for the first time at the IAA

Commercial Vehicles event in Hanover, Germany. In an approach that is entirely

new in HOERBIGER’s history, a dedicated website, as well as TV ads and exciting

promotions for initial customers, will be part of the market introduction.

After extensive testing of prototypes and a pilot production run, we started

series production at the Bolesławiec site in Poland in January 2017. Internationally

certified automotive manufacturing processes and correspondingly high quality

standards ensure that xetto® is ideally prepared for the tough requirements of

skilled trades businesses.

98 99

2017: The year of xetto® …

The market launch of xetto® in Germany and neighboring countries is presently

the most important sales project in the Hydraulics Division: 2017 is the year of xetto®.

At the same time, the other two Business Units have a number of exciting develop­

ment projects in store.

In 2017, the Compact Hydraulics Business Unit will bring its newly acquired

roof drive projects to the production stage. In medical technology, we are focusing

on expanding market presence in China and establishing new distribution channels

for the North American market.

The Machinery Business Unit is planning to adapt the HOERBIGER ePrAX®

portfolio with even greater flexibility to the requirements of the customers and

markets by introducing another drive system for machine tools.

Hyd

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ics

No. 7

HEAVY LIFTER

Gerd Schurath and Frank Zink

100 101

Gerd Schurath

Managing Director, KFZ-TECHNIK SCHURATH, Freital, Germany

Frank Zink

Key Account Manager, Loading Comfort Business Unit, HOERBIGER Hydraulics Division, Stuttgart, Germany

In March 2017, HOERBIGER showcased the production version of xetto® at LogiMAT in Stuttgart, Germany – Europe’s leading trade fair for distribution, materials handling and information flow. The trade show debut of the innovative HOERBIGER transport, loading and unloading system was eagerly awaited. Ads on the DMAX television channel and the first social media campaign on the Internet had preceded the trade show presentation.

Gerd Schurath from Freital near Dresden, Germany, is one of the first certified distributors. He received the first production version of xetto®. The dedicated entrepreneur is proud to offer his custom-ers exclusive access to a global innovation.

Schongau, GermanyN 47° 48' 54.089"

Freital, GermanyN 51° 0' 3.12"

Distance 406.43 km; Driving time 4 hrs 50 mins

“I knew from the very start that we  would occupy an attractive loading comfort market niche with xetto®.”

Gerd Schurath

The development of xetto® started with a model made from balsa wood.

Even heavy equipment can be loaded without help when using xetto®.

The xetto® team at LogiMAT in Stuttgart.

102 103

Frank Zink Like many successful product stories, that of

xetto® has rather unspectacular beginnings. We wanted

to take advantage of one of HOERBIGER’s core compe­

tencies from the roof drive segment – think hydraulic

power in the smallest space – to enter new applications

and new markets. Then, one of our employees came up

with the idea for xetto®: a transport system that always

carries along the lifting platform for loading and unloading.

As an ambitious do­it­yourselfer, he constructed the entire

thing from balsa wood – and ended up convincing not

only the hydraulics experts, but the Executive Board in

particular.

Gerd Schurath I was the same way: When HOERBIGER

presented xetto® to us for the first time, we were imme­

diately won over.

You have to admit, xetto® is unique. As a mobile product

that is not tied to any vehicle, it helps lift, move and load

heavy cargo.

With it, tradespeople, industrial enterprises, and logistics

businesses can work safer, faster, and more flexibly. The

product is a genuine heavy lifter.

From the very start, we recognized this versatility xetto®

has to offer, and the added value for our customers …

Still, it was a long journey from the wooden model until

the first prototypes were developed and we reached the

production stage. We experimented for quite some time,

and after the first functioning prototypes, grappled with

finding a healthy balance between the benefit for the

customer, our design requirements, and the costs of

production.

Things couldn’t move quickly enough for me. We want

clever solutions for our customers that are tailored to

individual needs – preferably before our competitors in

this region. This is our unique selling proposition in fleet

management. I knew from the very start that we would

occupy an attractive loading comfort market niche with

xetto®.

This is indeed true. Schurath Beladekomfort, a subsidiary

of Kfz­Technik Schurath, was already a customer before

xetto® existed. Even while the prototypes were being tested

in pilot applications and we were further optimizing

some aspects, Gerd Schurath was already investing money

to launch marketing measures of his own, ranging from

advertisements on vehicles to a dedicated website to

support us.

As the point of contact for all questions and services related

to fleet process optimization and fleet management, we

wanted to be one of the leaders in smart solutions for our

customers. We identified freight handling and loading

technology, for vans and light trucks in particular, as a

promising, forward­looking business segment for our

company.

When xetto® was ready to be manufactured, it was clear

that Gerd Schurath would be the first partner we would

ship the xetto® to.

In early 2017, the time had come. At the same time we

were putting the finishing touches to xetto®, we got the

advertising campaign up and running. In February our

commercials were broadcast on TV. The world debut at

the LogiMAT ended up being a huge success.

Now we all have just one goal: to sell as many heavy lifters

as possible.

STANDARDS SINCE 1895

STABILITY AND CONTINUITY

104 105104 105

Hanns Hörbiger, inventor and pioneer

In 1895, the steel plate valve invented by Hanns Hörbiger was patented. The valve

plate opens when the gas pressure is high enough, and closes as long as the spring

pressure is higher than the gas pressure.

The HOERBIGER steel plate valve enormously improves the performance of

compressors used in steel production, making production much more reliable

and efficient than anyone would have considered possible at that time.

The HOERBIGER steel plate valve, however, not only enabled the advancement

of blast furnace technology, but also paved the way for the invention of modern

high­pressure chemistry. This made it one of the key technolo gies for the industrial

development at the beginning of the 20th century.

In 1900, Hanns Hörbiger, together with the engineer Friedrich Wilhelm Rogler,

founded an engineering office in Budapest. This office was relocated to Vienna

in 1903. In the years thereafter, Hanns Hörbiger devoted himself to continually

enhancing the steel plate valve he had invented. His office issued licenses for use of

the technology to business partners domestically and abroad. In 1925, the engineer­

ing office became HOERBIGER & Co. trading company, headquartered in Vienna.

Alfred and Martina Hörbiger

In 1931, Alfred Hörbiger, the second eldest son of the company’s founder, started

the in­house production of valves in Vienna­Simmering. Between 1925 and 1945,

a total of 171 patents were granted for HOERBIGER & Co. for inventions and develop­

ments in the field of compressor valves and controls. After the destruction of the

Vienna production plant during the last year of the Second World War, and the

sudden passing of Alfred Hörbiger, his wife Martina Hörbiger, who also worked

in the company, managed to rebuild the plant.

The company’s product range, which until then primarily comprised compressor

valves and controllers, was expanded by new business segments based on core

competencies in the fields of fluid technology and stamping technology. Initially,

HOERBIGER was active in the pneumatics field. Just a short time later, it estab­

lished new plants in Germany – in Schongau and neighboring Penzberg – for the

production of steel disks for passenger car automatic transmissions as well as for

friction linings and friction disks for use in power­shift transmissions for construc­

tion machines and tractors. The Pneumatics Division was then supplemented

with the hydraulics segment.

Hanns Hörbiger

Alfred Hörbiger

Martina Hörbiger

Stan

dard

s si

nce

1895

Reconstruction and globalization

Even before the Second World War, HOERBIGER sales branches were established

in Germany, Italy, and Great Britain. In 1947 Martina Hörbiger resumed interna­

tional business relations, first within Europe, then later in the Americas, Africa

and Asia.

By the end of the 1950s, HOERBIGER had built its own distribution system in

North America, followed in 1963 by the founding of HOERBIGER Corporation of

America and the development of a production operation. In 1970, HOERBIGER

Nippon K.K. in Japan was founded, and initial contacts were established with

Taiwan, Korea, and China.

Based on its compressor valve development and production expertise, in 1971

HOERBIGER decided to systematically build a worldwide network of service entities

for the maintenance and repair of reciprocating compressors. This put the company

clearly ahead of the competition.

On the way to the Group

August 1989: Martina Hörbiger, owner of the group of companies, died at the age

of 87. She bequeathed the challenge of not only continuing business operations

consistent with her spirit, but also realigning the corporate structure – which in

the years prior was centered predominantly around her – to the new management

team, which she had appointed prior to her passing together with the Board of

Trustees of the HOERBIGER Foundation.

The group of companies was incrementally reorganized after 1992. Having previous­

ly been regionally organized in a variety of individual entities, business activities

were assigned to the three newly formed Strategic Business Units: Compression

Technology, Automation Technology, and Drive Technology. At the same time, the

oil, gas and process industries, the mechanical and plant engineering industry,

and the automotive industry were defined as strategic business segments.

Consistent with the Articles of Incorporation of the Foundation, the HOERBIGER

Foundation protects the entrepreneurial heritage of the HOERBIGER Group, and

ensures stability, self­reliance, and a future­oriented growth strategy.

Hanns Hörbiger in the engineering office

Martina Hörbiger speaking with employees

Hanns and Alfred Hörbiger

106 107

Dr. Andreas Hünerwadel President born in 1964, Member of the Board of Trustees since 2009

Dr. Martin Komischke Vice President born in 1957, Member of the Board of Trustees since 2016

Christiana Hörbiger Vice President born in 1939, Member of the Board of Trustees since 1989

Dr. Rudolf Huber Member born in 1955, Member of the Board of Trustees since 2008

Egbert Appel Member born in 1949, Member of the Board of Trustees since 2016

Effective May 1, 2017, the HOERBIGER Board of Trustees was composed as follows (from left to right): Egbert Appel, Dr. Martin Komischke, Christiana Hörbiger, Dr. Rudolf Huber, Dr. Andreas Hünerwadel

Stan

dard

s si

nce

1895

Audit Committee Finance CommitteeNomination & Compensation Committee Strategy Committee

Chairman Dr. Rudolf Huber Dr. Rudolf Huber Dr. Martin Komischke Dr. Martin Komischke

Members Albin Hahn Dr. Martin Komischke Egbert Appel Egbert Appel

Dr. Manfred Reichl Dr. Andreas Hünerwadel Dr. Andreas Hünerwadel

Dr. Manfred Reichl

The following members of the Board of Directors serve on the committees:

Corporate governance refers to the framework of rules and

practices for managing and monitoring a company, and is of

strategic importance to the HOERBIGER Group. Good corpo-

rate governance helps the Group to effectively live up to its

corporate responsibility to the shareholders, employees,

business partners, and the public.

HOERBIGER Holding AG is not listed on any exchange.

On a voluntary basis, HOERBIGER follows corporate gover-

nance principles as they apply to publicly traded companies

in Switzer land. However, in exceptional cases the Board of

Directors of HOERBIGER Holding reserves the right to deviate

from these principles so as to adequately take into account

the circumstances specific to the HOERBIGER Group.

Corporate structure

The HOERBIGER Group is held by HOERBIGER Holding AG

headquartered in Zug, Switzerland. The primary objective of

HOERBIGER Holding AG is to safeguard the continued eco-

nomic success and self-reliance of the HOERBIGER Group,

consistent with the Articles of Incorporation of the HOERBIGER

Foundation.

The Board of Directors is the highest management body of

HOERBIGER Holding AG. It bears the managerial, organiza-

tional and supervisory responsibilities and is in charge of

finance matters for the HOERBIGER Group.

It is composed of members of the Board of Trustees, former

members of the Executive Board, and seasoned independent

individuals who are associated with the Group and experienced

in corporate management. As the highest decision- making

body, the Board of Directors is in charge of the main structural

responsibilities across the HOERBIGER Group, notably its

long-term strategy and fundamental organizational principles.

The Board of Directors decides on the company’s values and

principles. It approves the Group’s planning and budget, and

appoints the members of the Executive Board. The Board of

Directors is elected as part of the Annual General Meeting at

the proposal of the HOERBIGER Foundation. Each member

of the Board of Directors serves for a term of three years,

starting on July 1 and ending, after three years, on June 30

of the calendar year in question. The period of office of a

member of the Board of Directors is limited to three terms or

nine years. However, in individual cases the HOERBIGER

Foundation may extend this period of office by a maximum

of one additional term. Persons 73 years of age or older can

no longer be elected.

The Executive Board is responsible for managing HOERBIGER

Holding AG and the Group. In addition, the Executive Board

bears responsibility for implementing the Group’s strategy as

developed by the Executive Board and approved by the Board

of Directors. The delegation of tasks to the Executive Board and

the division of responsibilities among the levels of manage-

ment are established in the Organizational Rules of the

HOERBIGER Group.

CORPORATE GOVERNANCE – ORGANIZATION OF THE GROUP

Corporate Governance

Shareholder structure of the HOERBIGER Holding AG

At present, the Executive Board has five members: the Chief

Executive Officer (CEO), the Chief Financial Officer (CFO),

the Chief Human Resources Officer (CHRO), and the CEOs of

the Compression Technology and Drive Technology Strategic

Business Units. The Heads of the Safety, Engine and Hydraulics

Divisions regularly attend the Executive Board meetings as

guests. To deal with essential tasks in depth, the Board of

Directors has appointed committees, which are composed

of members of the Board of Directors and members of the

Executive Board as elected by the Board of Directors. Commit-

tee meetings may also be attended by external specialists

and internal experts of the Group.

Corporate Audit provides assistance to the Board of Directors

and the Executive Board. The HOERBIGER Group has addi-

tionally established a tiered Risk Management System and an

Internal Control System (ICS) to prevent financial accounting

errors. Deloitte AG headquartered in Zurich, Switzerland, is

appointed as the auditor for the consolidated financial

statements of the HOERBIGER Group and as the auditing

company for HOERBIGER Holding AG.

Shareholder structure

The HOERBIGER Foundation, headquartered in Zug, Switzer-

land, is the majority shareholder and controls the Group. At

75 percent, the majority of shares of HOERBIGER Holding AG

are held by HOERBIGER Tectum AG headquartered in Zug,

a subsidiary that is entirely dependent on the HOERBIGER

Foundation. The management body of HOERBIGER Tectum

Holding AG is identical to the Board of Trustees of the

HOERBIGER Foundation in terms of members. The remaining

25 percent of shares is held via an associated company by

the family shareholder, Christiana Hörbiger.

The Board of Trustees of the HOERBIGER Foundation is com-

posed of the family shareholder, active and/or former members

of the Board of Directors, as well as independent advisors

associated with the Group through long-standing cooperation.

The Board of Trustees’ sole mandate is to support the Foun-

dation’s mission and safeguard the interests of the HOERBIGER

Group. Its members have no operational management func-

tion within the HOERBIGER Group. This gives the HOERBIGER

Group a stable, long-term oriented ownership structure that

is closely tied to the Group.

With this in mind, the HOERBIGER Foundation considers

it an essential duty to support forward-looking research

and development in the Group, such as by financing the

HOERBIGER JKU Research Institute for Smart Actuators in

collaboration with Johannes Kepler University in Linz (JKU),

and to provide continuing education and development oppor-

tunities for the employees of the HOERBIGER Group.

HOERBIGER Foundation

HOERBIGER Tectum Holding AG

75 percent Shareholder

Family Shareholder

Christiana Hörbiger

25 percent

HOERBIGER Holding AG

It is the people at HOERBIGER who assure the success of the

company. This has always been the case, and applies even

more so today. Their excellent achievements move the com-

pany ahead and safeguard its future. Conformity is undesirable

at HOERBIGER. As a trendsetter in technological niche

markets, HOERBIGER is an enterprise in which new ideas

need fertile ground.

With their dedication and performance, our employees have

allowed us to rise from a family business with European roots

to an international technology group.

Men and women, of varying ages, from very different origins

and with equally multifaceted cultural backgrounds, work

together at HOERBIGER every day. We value this diversity.

It goes without saying for us. We believe that a modern guide-

line on cooperation and leadership in a cosmopolitan company

such as HOERBIGER need not focus on commonplace

conceptions of leadership and cooperation. We attach much

more importance to the guiding principles that shape our

corporate culture. It is these principles that make HOERBIGER

a successful company around the globe, and at the same

time an extremely attractive employer.

People at HOERBIGER

We succeed because our people take responsibility for

HOERBIGER’s success. We are successful because we believe

in success. We are interested in creative, entrepreneurially

thinking minds that develop new ideas and then implement

them, clearly and with structure; people who are willing to

pull their weight, who are hands-on, and who are a part of

HOERBIGER in every situation.

We keep our promises. Once we set goals, we are committed to

achieving these goals – with all of our strength, determination,

and abilities. We want to work with people who share the same

view and fit the corporate mold.

Decision and change

HOERBIGER grants great decision-making latitude not only

to senior managers, but to each and every employee. This is

the reason why our senior managers and employees think

like entrepreneurs. The freedom with which we are allowed

to independently make decisions motivates us.

Independent action is therefore desired, regardless of hier-

archical levels or functions. When we are convinced that things

require change, we do not hesitate, we act.

By being allowed to make independent decisions and changes

within a broad scope, each employee bears individual respon-

sibility toward the company. It is therefore important to us that

decisions always have a lasting effect and are reliable.

COOPERATION AND LEADERSHIP

Together

Responsibility

It is important to us to always keep the wellbeing of the entire

Group in mind, aside from the responsibility for the specific

task at hand. We value diversity of knowledge, creativity and

opinions because we are convinced that we can deliver peak

performance both as individuals and as a team. Cooperation

across the boundaries of Strategic Business Units, functions

and regions helps us to successfully cope with complex topics

and tasks. We solve problems that stand in our way by everyone

contributing unique skills and experience.

When things do not quite go the way they should, we expect

each employee to take the initiative, if necessary across hier-

archical levels. Mistakes, and at times even failures, do not

throw us off our course. They inspire us to search for creative

and innovative new approaches to solutions.

HOERBIGER cannot relieve any employee of the responsibility

for their own plans for life and a balanced harmony between

work and family. However, we especially advocate that young

people, during their training phases with us, develop a person-

ality which empowers them to assume responsibility in every

respect – for themselves, for their families, and for their

duties on the job.

Communication

Transparent communication is important to us. Clear agree-

ments form the basis for our cooperation – internally and

externally. We deal with each other openly and honestly. When

we hold discussions among colleagues, we provide feedback

to each other. When we share criticism with each other, we do

not consider this to be a manifestation of a lack of appreciation

or recognition, but always a challenge to achieve even better

results. Our senior managers provide comprehensive infor-

mation to the best of their knowledge and belief. They explain

decisions so that all employees understand what is involved.

Leadership

We count on a stable bond between senior managers and

employees. This is based on respect, which in the truest

sense of the word was developed over long periods of coopera-

tion, good communication, interest in different opinions,

and competent interaction with differing cultures.

Employees expect senior managers to be credible and to

demonstrate leadership conduct with honest intentions. They

have the right to learn something from their managers and

to participate in their managers’ responsibility by way of

delegation for the Group as a whole. In order to develop strate-

gically attractive business ideas and translate them into

long-term corporate success, our senior managers set targets

with their employees which challenge their personal potential

and encourage their individual development.

PERFORMANCE-DEFININGCompression Technology Strategic Business Unit

Key components for reciprocating compressors Core competencies

Compressor valves Fluid mechanics

Rings and packings Mechanics

Control systems Thermo and gas dynamics

Reed valves and cylinder heads Metallurgy

Services for compressors and turbines Polymer technology

Consulting and engineering Piezo technology

Revamps and upgrades Solenoid technology

Replacement parts and repair Control engineering

Performance contracts Electronics

Wellhead compression solutions Simulation

Key components for rotary compressors Design

RCC control components Calculation

Process equipment Functional safety according to IEC 16508 Electrohydraulic safety valve actuators

Piezo-pneumatic pressure regulators and positioners

Engine Division

Key components and services for industrial gas engines Core competencies

Engine control systems Fluid mechanics

Gas metering valves Mechanics

Controls and instruments Thermo and gas dynamics

Ignition systems Metallurgy

Bi-fuel systems for diesel engines Polymer technology

Consulting and engineering Solenoid technology

Revamps and upgrades Control engineering

Exchange engines and repair Electronics

Remanufacturing Software

Functional safety according to IEC 16508

PRODUCTS AT A GLANCE112 113

Safety Division

Safety products and services Core competencies

Solutions for dust, oil mist, and gas explosion protection Fluid mechanics

Consulting, engineering and testing services for custom explosion protection concepts Mechanics

Solutions for electrostatic spark discharge prevention Thermo and gas dynamics

Relief and check valves Metallurgy

Polymer technology

Solenoid technology

Control engineering

Electronics

Software

Functional safety according to IEC 16508

Drive Technology Strategic Business Unit

Transmission synchronizers Core competencies

Connect/disconnect and torque management applications for cars Tribology

Pneumatic gearshift support system for commercial vehicles Pneumatics

Metal forming technology

Machining technology

Sintering technology

Hydraulics Division

Compact hydraulics for the mechanical and plant engineering industry Core competencies

Hydraulic comfort systems for passenger cars Hydraulics

Loading comfort Electronics

Sensor systems

Software

Control engineering

HOERBIGER Elektronik

Test benches and software Core competencies

Mobile testing systems Electronics

Software

Electric testing technology

Prod

ucts

at a

gla

nce

HH = HO ERBIGER Holding

C = Compression Technology

E = Engine

S = Safety

D = Drive Technology

H = Hydraulics

IO = Internal Organization / Corporate

LP = Large Production

SP = Small Production

Algeria

HOERBIGER Service Algerie E.U.R.L.

Lotissement Ouled El Arbi Groupe 80,

Heraoura Rouiba, Alger, 16012 Algeria

Argentina

HOERBIGER de Argentina S.A.

Ruta Nacional 151 Km 4.5

(Quinta, 003 parcela 4E sección)

8324, Cipolletti, Rio Negro

HOERBIGER de Argentina S.A. 

Reconquista 2458 – El Talar

B1618BDX Buenos Aires

buenosaires@hoerbiger.com

Australia

HOERBIGER Australia Pty Ltd.

17 – 19 David Street 

VIC3175 Dandenong, Victoria

HOERBIGER Australia Pty Ltd.

Unit 4 – 5, 17 Alexandra Place

QLD4172 Murarrie, Queensland

Austria

HOERBIGER Ventilwerke GmbH & Co KG

Seestadtstraße 25

1220 Vienna

HOERBIGER Ventilwerke Beteiligungs GmbH

Seestadtstraße 25

1220 Vienna

HOERBIGER Wien Immo GmbH

Seestadtstraße 25

1220 Vienna

HOERBIGER Deutschland Holding GmbH,

Zweigniederlassung Wien

Seestadtstraße 25

1220 Vienna

C

C

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C

C

C E S

LP

IO

IO

HH

IO

HOERBIGER Kompressortechnik

Holding GmbH

Seestadtstraße 25

1220 Vienna

HOERBIGER Engine Division

Seestadtstraße 25

1220 Vienna

HOERBIGER Engine Service Division

Seestadtstraße 25

1220 Vienna

Bolivia

HOERBIGER de Argentina S.A.

Filial Bolivia Av Beni 250 entre 4 y 5 anillo

10260 Santa Cruz de la Sierra

Brazil

TURBOTECH Engenharia, LTDA.

Travessa São Judas Tadeu, 189,

Recreio Ipitanga

CEP42.700-000 Lauro de Freitas, Bahia

HOERBIGER TURBOTECH

Serviços de Engenharia Ltda.

Rua Osasco, 1020 Rod. Anhanguera, Km 33

CEP 07753-040 São Paulo, Cajamar

Bulgaria

HOERBIGER Zandov s.r.o. –

Representative Office

Zh.k. Hristo Smirnenski, bl. 27A,

vh. B, ap. 20

Sofia

Canada

HOERBIGER Canada Ltd.

400 Matheson Boulevard East, Unit 32

L4Z1N8 Mississauga, Ontario

HOERBIGER Canada Ltd.

9304 – 111th Street

V1J7J5 Fort St. John, British Columbia

HOERBIGER Canada Ltd.

10841– 78th Avenue

T8W2L2 Grande Prairie, Alberta

HOERBIGER Canada Ltd.

441 South Avenue

T7X3A7 Spruce Grove, Alberta

HOERBIGER Canada Ltd.

Unit 3 5528 1st Avenue

Edson, Alberta T7E 1L7

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C E

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HOERBIGER FineStamping Inc.

555 Parkside Drive

N2L5E7 Waterloo, Ontario

Chile

HOERBIGER DE CHILE S.A.

Av. Américo Vespucio 1980 Of. 417

Conchalí, Santiago

China

HOERBIGER (Shanghai) Co., Ltd.

39 He Fa Road, Caohejing Hi-Tech Park

200233 Shanghai

HOERBIGER Valves (Changzhou) Co., Ltd.

1A–1C Building, GDH Industrial Park 16#

Chuang Ye Road, Xinbei District

213033 Changzhou, Jiangsu

HOERBIGER (Wuxi) Automation

Technology Co., Ltd. 

Science & Technology Business Incubator

Anzhen Xidong Park, Xishan EDZ

214105 Wuxi

HOERBIGER Drive Technology

(Changzhou) Co. Ltd.

Building No. 7, GDH Industrial Park,

16 Chuangye Rd., Xinbei District

213000 Changzhou, Jiangsu

Colombia

HOERBIGER de Colombia LTDA.

Carrera 85D # 46A 65 Bodega 19 Complejo

Logistico San Cayetano Bogotá

Czech Republic

HOERBIGER Žandov s.r.o.

Nádrazni 10

47107 Žandov

HOERBIGER Žandov s.r.o. –

Service Sokolovská 2408 / 222

190 00 Praha 9

Ecuador

HOERBIGER del Ecuador, S.A.

Calle de Los Arupos E1-203

Uniparque Bodega #4

170150 Quito

Egypt

HOERBIGER Service Egypt LLC

Katameya Area Plot no. 24, 28 & 29. 2nd Indus-

trial Zone, Investment Zone – Ain Sokhna Road,

Cairo, Egypt

D

LP

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SP

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France

HOERBIGER France SAS

140 Rue de 12eme Régiment de Zouaves

Z.I. de Courtine Mourre Frais

84091 Avignon Cedex

HOERBIGER France SAS

Parc d‘Activité de la Route des Lacs

B.P. 220

27102 Val de Reuil

IEP Technologies France

26 / 36 Rue Alfred Nobel

93600 Aulnay Sous Bois

Germany

HOERBIGER Immobilien GmbH

Im Forchet 5

86956 Schongau

HOERBIGER Deutschland Holding GmbH

Im Forchet 5

86956 Schongau

HOERBIGER Deutschland Holding GmbH

Learning Center Europe

Pürschlingstraße 4 

86971 Peiting

HOERBIGER Kompressortechnik GmbH 

Im Forchet 5 

86956 Schongau

HOERBIGER Automatisierungs technik

Holding GmbH

TechGate Stuttgart

Meitnerstraße 8

70563 Stuttgart

HOERBIGER Service GmbH

Hanns-Hörbiger-Straße 10

67133 Maxdorf

HOERBIGER Service GmbH

An der Reitbahn 1

21218 Seevetal

HOERBIGER Automatisierungs technik

Holding GmbH

Südliche Römerstraße 15

86972 Altenstadt

HOERBIGER Automatisierungs technik GmbH 

Südliche Römerstraße 15 

86972 Altenstadt

C

C

S

HH

IO

HH

IO

HH

IO

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CLOSE TO CUSTOMERS WORLDWIDE

LOCATIONS114 115

HOERBIGER Micro Fluid GmbH 

Borsigstraße 11 

93092 Barbing

HOERBIGER Elektronik GmbH

Justinus-Kerner-Straße 7

72119 Ammerbuch

HOERBIGER Antriebstechnik

Holding GmbH 

Bernbeurener Straße 13

86956 Schongau

HOERBIGER Antriebstechnik GmbH

Werk 1

Bernbeurener Straße 13

86956 Schongau

HOERBIGER Antriebstechnik GmbH

Werk 2

Martina-Hörbiger-Straße 5

86956 Schongau

HOERBIGER Antriebstechnik

Holding GmbH Versuch / Prüffeld entwicklung

Pürschlingstraße 4a

86971 Peiting

HOERBIGER SynchronTechnik GmbH

Lembacher Straße 2

71720 Oberstenfeld

HOERBIGER Penzberg GmbH

Seeshaupter Straße 33

82377 Penzberg

HOERBIGER Automotive

Komfort systeme GmbH 

Martina-Hörbiger-Straße 5

86956 Schongau

BRILEX Gesellschaft für Explosionsschutz mbH

Hinterm Gallberg 15 – 17

59929 Brilon

IEP Technologies GmbH

Kaiserswerther Straße 85c

40878 Ratingen

Newson Gale GmbH

Ruhrallee 185

45136 Essen

Great Britain

HOERBIGER UK Ltd

Unit 2, Maple Park

Lowfields Avenue

Leeds, West Yorkshire

LS12 6HH

IEP Technologies Ltd.

Unit 1, Neptune Business Centre,

Tewkesbury Road

GL51 9FB Cheltenham

Newson Gale Ltd .

Omega House, Private Road 8

NG4 2JX Colwick, Nottingham

Hungary

HOERBIGER Service Hungaria

Kft. Bagoly u. 7.

2120 Dunakeszi

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LP

HH

SP

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SP

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India

HOERBIGER India Private Ltd.

3rd Floor, Saffire Park, Galleria No. 4

Old Pune-Mumbai Road, Shivajinagar

411005 Pune

HOERBIGER India Private Ltd.

(Domestic Division)

Gat 301/1, 312, 313, Village Kondhapuri,

Tal: Shirur 

411006 Pune

HOERBIGER India Serial Technology Pvt. Ltd.

Gat 312, 313,

Village Kondhapuri, Tal: Shirur

412209 Pune

HOERBIGER India Pvt. Ltd.

504 / B Fifth Floor OZONE,

Sarabhai Compound,

Vikram Sarabhai Marg,

39003 Vadodara

HOERBIGER India Private Ltd.

71 / 25 Stonedge Towers, 1st Avenue

1st Floor, Ashoknagar

600083 Chennai

HOERBIGER India Private Ltd.

153A Dimond Harbour Road,

South 24, Parganas

700034 Kolkata

HOERBIGER India Private Ltd.

102, Ansasls Majestic Tower,

Plot No-17, Block G1, Community Centre,

Vikas Puri

110018 New Delhi

HOERBIGER India Private Ltd.

3rd Floor, Saffire Park, Galleria No. 4

Old Pune-Mumbai Road,

Shivajinagar

411005 Pune

Gala Precision Technology Pvt. Ltd.

Plot No. 295, Village Vadavali

Bhiwandi-Wada Highway At Post Met. Taluka

Wada, Masurne Road

421312 Thane

Indonesia

PT. HOERBIGER Kompresotama Indonesia Jl.

Jababeka II J Blok CC No. 28 Kawasan Industri

Jababeka Pasir Gombong,

Cikarang Utara

17834 Bekasi, West Jawa

Iran

HOERBIGER Pars

No 25, 23rd Fathh, Fathh Highway

1387644781 Teheran

HOERBIGER Kish (KFZ)

Unit 3 Office Floor, Paniz

International Bazar

Kish Island

Italy

HOERBIGER Italiana S.p.A.

Via dell’Elettronica, 8

37139 Verona

C

IO

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SP

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SP

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IO

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LP

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HOERBIGER Italiana S.p.A.

Via Stentinello 10

Contrada Targia

96100 Siracusa

Japan

HOERBIGER Nippon KK

87 – 4 Honjo

2860114 Narita

HOERBIGER Nippon KK

Service Center

129-1 Houma

Shibayama-machi

2891622 Sanbu-gun

HOERBIGER Nippon KK

Kyushu Sales Office

7F, Fukuoka sonic Bldg.

2-7-3 Maizuru Chuo-Ku

8100073 Fukuoka

HOERBIGER Nippon KK

Kansai Sales Office

12F, Imon Kobe Bldg.

95 Edo-machi Chuo-ku

6500033 Kobe

HOERBIGER Nippon KK

Narita Office

7F, Sumitomo Seimei Narita Bldg.

969 Hanazaki-cho

2860033 Narita

HOERBIGER Nippon KK

Chubu Sales Branch

4F, Kusunoki Bldg.

1-11 Sakae-machi

5100084 Yokkaichi

HOERBIGER Nippon KK

Sapporo Sales Branch

6F, No.37 Keiwa Bldg.

3-2 Kita 2-jo Nishi 2-chome

Chuo-ku

0600002 Sapporo

Kazakhstan

HOERBIGER Service Kazakhstan LLP

19 Satpayev street, b / c „Atyrau Plaza“

Office 306, 060011, Atyrau, Kazakhstan

Korea, South

HOERBIGER Korea Ltd.

8F, KR Tower, 108, Songi-ro,

Songpa-Gu, Seoul 05713

HOERBIGER Korea Ltd.

21-13, 19 Bun-gil, Jangsaengpo-ro,

Nam-Gu, Ulsan Metropolitan City 44781

Kuwait

HOERBIGER Service Kuwait

Al Zahem International, PO Box 26212,

Safat 13123, Kuwait

Libya

HOERBIGER Service Libya

Swani Road , Near to Jibs Gate,

PO Box 12435

Tripoli, Libya

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IO

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Lithuania

UAB HOERBIGER VIENYBE

Pašilesg. 9–10

20194 Ukmerge, Lithuania

Malaysia

HOERBIGER KT Malaysia Sdn Bhd.

PT 15675 & 15676 Kawasan

Perindustrian Jakar III

24000 Kemaman Terengganu

Mexico

HOERBIGER de México, S.A. de C.V.

Calz. de la Naranja 166

Fracc. Ind. Alce Blanco

53370 Naucalpan, Estado de México

HOERBIGER de México, S.A. de C.V.

Calle Av. Los Nogales Lote 7-B Mz 4

88710 Col. Parque Industrial Villa Florida

Reynosa, Tamaulipas

Netherlands

HOERBIGER Benelux B.V. 

Nijverheidsweg 25

6422 Heerlen

Nigeria

HOERBIGER Nigeria

AOS Orwell, Plot 272,

Trans Amadi, Industrial Layout

PMB 029 Port Harcourt

Norway

HOERBIGER Service Nordic AS

Glynitveien 7, Ski Logistikkpark.

1400 Ski

Peru

HOERBIGER de Argentina, S.A.

Sucursal Perú

Avenida El Derby 250. Piso 12.

Ofc. 1214 & 1215

Surco. Lima

HOERBIGER de Argentina, S.A.

Sucursal Perú

Manzana A-68 Zona Industrial Talara

Alta-Pariñas,

Piura, Perú

Poland

HOERBIGER Polska Sp. z o.o. 

Ul. Stawki 2

00193 Warszawa

HOERBIGER Automotive Sp. z o.o.

Ul. Modłowa 10

59700 Boleslawiec

Romania

HOERBIGER SERVICE ROMANIA SRL

Str. CA Rosetti, Nr. 17, District 2, Regus Building,

Floor 5, Office 502

Bucharest, 020011

Russian Federation

HOERBIGER LTD.

Nastavnicheskiy Lane 17

Building 1, Entrance 24

105120 Moscow

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Loca

tions

Saudi Arabia

HOERBIGER SAUDI SERVICE COMPANY LTD

P.O Box 11937

Jubail Industrial City-31961

Saudi Arabia

Singapore

HOERBIGER KT Asia Holding Pte. Ltd. 

7 Temasek Boulevard #21- 05

Suntec Tower One, Singapore 038987

038987 Singapore

HOERBIGER KT Asia Services Pte.Ltd. 

77 Joo Koon Circle

629097 Singapore

Slovakia

HOERBIGER ŽANDOV s.r.o.

Organizačná zložka

Cementárská 15

90031 Stupava

South Africa

HOERBIGER S.A. (Pty.) Ltd.

9, Fuchs Street

1450 Alrode

Spain

HOERBIGER Iberica S.A. 

Calle Río Ter 2 Polígono Industrial

El Nogal

28110 Algete

HOERBIGER Iberica S.A. 

Calle Río Ter 2 Polígono Industrial

El Nogal

28110 Algete

Sweden

HOERBIGER Control Systems AB

Förrådsgatan 5

66222 Amal

HOERBIGER Service Nordic AB

Garvansväg 9

77136 Ludvika

Switzerland

HOERBIGER Holding AG

Baarerstrasse 18

6302 Zug

INTERHOERBIGER Finanz AG 

Baarerstrasse 18

6302 Zug

HOERBIGER Service GmbH

Gewerbestrasse 115

5314 Kleindöttingen

IEP Technologies GmbH

Roetzmattweg 105

4600 Olten

Taiwan

HOERBIGER Taiwan Ltd.

4F, 58, Lane 316, Rueiguang Road,

Neihu District, Taipei 11492

Taipei

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HOERBIGER Taiwan Ltd.

12-2 Zhong Her Road,

Hai Feng Village

63859 Mai Liao District

Yun Lin County

Thailand

HOERBIGER (Thailand) Co., LTD.

304 Sirinthorn Road,

Kwaeng Bangplad,

Khet Bangplad,

Bangkok 10700

HOERBIGER (Thailand) Co., LTD.

23/12 Ratbumroong Road,

Tambol Huaypong,

Amphur Muang Rayong,

Rayong 21150

Turkey

HOERBIGER Kompresyon Teknolojileri

San. ve Tic. Ltd. Şti.

Dudullu O.S.B. DES 114. Sk. C-8

Blok No: 7– 9.

34776 Ümraniye, Istanbul

IEP Technologies Turkey

Akdeniz Mah. Şehit Fethibey Cad. No. 41,

D.302 Konak Izmir 35210.

Turkey

Ukraine

HOERBIGER Service Ukraine, LLC

Eurasia Business Centre,

75 Zhylyanska St., 11th Floor

1032 Kiev

United Arab Emirates

HOERBIGER Service Middle East FZE

PO Box 17153, Dubai

United Arab Emirates

United States

HOERBIGER Service Inc.

1358 West Newport Center Drive

33442 Deerfield Beach, Florida

HOERBIGER Corporation of America Inc.

3350 Gateway Drive

33069 Pompano Beach, Florida

HOERBIGER Engine Division

3350 Gateway Drive

33069 Pompano Beach, Florida

HOERBIGER Engine Service

3350 Gateway Drive

33069 Pompano Beach, Florida

HOERBIGER Engine Solutions Altronic, LLC

712 Trumbull Avenue

44420 Girard, Ohio

HOERBIGER Corporation of America Inc.

1212 Milby Street

77023 Houston, Texas

HOERBIGER Service Inc.

6640 Exchequer Dr.

70809 Baton Rouge, Louisiana

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HOERBIGER Service Inc.

923 Foster Road

82601 Casper, Wyoming

HOERBIGER Service Inc.

8448 North Sam Houston Parkway West

77064 Houston, Texas

HOERBIGER Service Inc.

220 N Country Estates Road

67901 Liberal, Kansas

HOERBIGER Service Inc.

12700 West Highway 80 East

79765 Odessa, Texas

HOERBIGER Service Inc. 

2828 South Utah Ave

73108 Oklahoma City, Oklahoma

HOERBIGER Service, Inc.

17250 New Lenox Road, Suite 2

60433 Joliet, Illinois

HOERBIGER Service Inc.

25057 Anza Drive 

91355 Santa Clarita, California

HOERBIGER Service Inc.

12204 Fairmont Parkway

77572 La Porte, Texas

HOERBIGER Automotive Comfort Systems

1490 Pumphrey Ave

Auburn, AL 36832

HOERBIGER America Holding, Inc. –

Corporate IT, Financial Shared Services

and Human Resources

1191 East Newport Center Drive 

33442 Deerfield Beach, Florida

IEP Technologies, LLC

417-1 South Street

01752 Marlborough, Massachusetts

HOERBIGER America Holding, Inc.

1358 West Newport Center Drive 

33442 Deerfield Beach, Florida

HOERBIGER Engine Solutions Altronic, LLC

2350 Crist Road

75040 Garland, Texas

Venezuela

HOERBIGER de Venezuela, S.A.

Avenida Intercomunal Tigre – El Tigrito

Zona Industrial Norte Sector 40

El Tigre, Estado Anzoátegui

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PublisherHOERBIGER Holding AGBaarerstrasse 186302 Zug, SwitzerlandPhone: +41 (0) 41 560 10 00Telefax: +41 (0) 41 560 10 11E-Mail: info@hoerbiger.comwww.hoerbiger.com

ResponsibleBoard of DirectorsDr. Martin Komischke (President)Executive BoardDr. Jürgen Zeschky (CEO and Chairman)

Project managementCorporate CommunicationsLudwig Schönefeld

Visual concept and designjäger & jäger, Überlingen, Germany

TextGroup and Strategic Business UnitsLudwig Schönefeld

Sales Success StoriesPhilipp BaldermannMatteo CussolottoReinhard FriedlMichiyo IwasePatrick TaylorChangli WangFrank Zink

Our special thanks goes to our customers who supported and made it possible to implement the idea of the Sales Success Stories.

HighlightsJens Geisel

PhotographyMarcel Billaudet (pp. 12 / 13, 49, 50, 52)Philipp BaldermannRalf Baumgarten (pp. 94, 97)Cheryl Clegg (p. 11)Matteo CussolottoReinhard FriedlManfred Gillert (pp. 14 / 15)Frank Grätz (pp. 100, 102)Michael HaberlMichiyo IwaseAlexis NoguerLudwig Rusch (pp. 7, 19, 107)Nikolaus Schäffler (product photographs)Patrick TaylorChangli Wang

BMW AG (p. 92)HOERBIGER Archive (p. 8)

Proof-reading of German editionDörte Fuchs / Jutta Orth, Freiburg, Germany

Translations of English editionKerstin RolandMaintal Translations, Inc., Virginia Beach, VA, USA

Proof-reading of English editionCharles Butcherthiswritingbusiness, Reepham, Norfolk, United Kingdom

The style of the Yearbook follows the recommendations of the Chicago Manual of Style.

PrintDruck-Ring GmbH & Co. KG, Kirchheim, Germany

Date of printingJuly 2017 / Organizational charts as of July 1, 2017

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HOERBIGER YEARBOOK 2016/2017