saudi arabian water treatment market · biocides thermal desalination msf anti scalant antifoam...

Saudi Arabian Water Treatment Market

France Water treatment marcket study 1

WATER TREATMENT CHEMICALS AND

EQUIPMENTS

BUSINESS COMPETENCE CENTER LAUNCH


CONTENTS


1. Mission Statement

2. Market Potential

3. Competitors

4. Classification

5. WTC Portfolio

6. Areas of Differentiation

7. Customer’s expectations

8. France Water Opportunities

9. Targets

1 MISSION STATEMENT

Water to match your needs Water is a raw material – handling it is a responsibility Specialty chemicals to protect process equipment

Centre of Excellence for Water Treatment Chemicals Introduce french manufacturers in Saudi Arabia

Replace chemicals bad labelling by green products Provide add value : training, partnership with Europeans

producers and french experts Expertise to provide value added service : free audit


2 WORLDWIDE MARKET POTENTIAL

WATER TREATMENT CHEMICALS

POTENTIAL : 20 – 25 Billion Euros

SPECIALITY WTC CHEMICALS

POTENTIAL : 15 – 20 Billion Euros

MARKET SPLIT : USA – 40%, Europe – 20%,

Middle East & Africa – 15%, Asia Pacific – 20%

WORLD DEMAND FOR WTC : COOLING – 24%,

BOILER – 18%, WATER & WASTE WATER – 22%,

INDUSTRIAL PROCESS – 5%, HPIPROCESS – 4%,

METAL PROCESS – 5%, PAPER PROCESS –20 %

DESALINATION -2%


3 GLOBAL CHEMICAL PLAYERS

NALCO CHEMICALS COMPANY

GE WATER - BETZ

ASHLAND CHEMICALS

BWA

VEOLIA WATER SYSTEMS - HYDREX

KURITA

BUCKMAN

METITO

BASF

SN Floerger

HERCULES INC


4 CLASSIFICATION

COMMODITY CHEMICALS

SINGLE MOLECULE

MARKET PRICE

NO VALUE ADDITION

LOW MARGINS – PRICE BASIS

SPECIALITY FORMULATED CHEMICALS

BLENDED PRODUCTS

TECHNICAL SERVICE ASSOCIATED

BUSINESS REPETITION

HIGH MARGINS

FUNCTIONAL CHEMICALS

COMPLEX MOLECULES

RECOMMENDED WITH SYSTEM DESIGN

PREFERED SUPPLIER

MEDIUM MARGINS

INNOVATIVE BIOLOGICAL PRODUCTS

SELECTED ORGANISMS

NO DANGEROUS LABELLING

HICH LEVEL OF TECHNICAL SERVICE ASSICIATED

VERY HIGH MARGIN


4 CLASSIFICATION

5 SPECIALITY CHEMICALS PORTFOLIO

POTABLE WATER TREATMENT

Scale / corrosion inhibitor

RO Anti scalant, Disinfection

Membrane coating product

BOILER WATER TREATMENT


Alkalinity Builder

On-line cleaner / de-scaling compounds,

Condensate treatment

Polymeric sludge conditioner

Single drum product

COOLING WATER TREATMENT


Oil & Bio-dispersant

Biocides

Biological products

CHILLED WATER TREATMENT

Pre-treatment cleaner

Corrosion inhibitor

Biocides

THERMAL DESALINATION

MSF Anti scalant

Antifoam

WASTE WATER TREATMENT

Coagulants, Flocculants

Antifoam

Odor Masking

Biological products

RO WATER TREATMENT

Anti-Scalants / Anti-foulants

Membrane Cleaners / Sanitizers

Pre-treatment Chemicals


5 FOCUS OF APPLICATION

NALCO CHEMICALS Oil & Gas Sector Petrochemicals & Fertilizer Steel

GE WATER Oil & Gas Sector Petrochemicals & Fertilizer Steel and paper

ASHLAND Hospitality Commercial Complex Résidential

VEOLIA WATER SYSTEMS District Cooling Plants Hostels & Convention Center Dairies, Poultry, Food & Beverage Mineral Water & Bottling Plants Desalination

BWA – BASF- METITO Desalination MSF


6 POTENTIAL AREAS FOR DIFFERENTIATION

Product line

Service capabilities

Expertise

Training

Monitoring

Feed systems

Packaging & Deliveries

Marketing tools

Image and commercial approach


6 PRODUCTS

Patented, proprietary products

Breakthrough technology : biological products

Registered products (Biocides, F&B..)

Environmental compliance("green"products)

State of the art documentation(MSDS,TDS)

Attractive packaging/deliveries

Complete offer (commodity products)


6 SERVICE CAPABILITIES

Customer process knowledge

Availability and Responsiveness

Quality insurance(NC handling, tools)

Problem solving capabilities

Reporting

Training capabilities

Global service(group)


6 EXPERTISE

Local capabilities for immediate answer

Experience

Products knowledge

Capability to address complete water cycle

Support for in depth surveys(experts)

Specific technical tools(apparatus, software's…)

Extensive laboratory capabilities

Technical documentation


6 MONITORING

Special equipments: flow meter, fiberscope,THEx,ATP meters, data loggers, temp probes, redoxmeters...

Softwares: CT performances, Fouling Factor, data management(statistics), simulation…

On-line control equipments: pH, Conductivity, Cl2, redox, corrosion…


6 FEED SYSTEMS

Pumps with built in feed control

Automation

Computerized feed systems(Trasar, etc.)

Products flow controllers

Feeding skids

Brominators

Safety chemicals handling (see also packaging)


6 PACKAGING & DELIVERIES

Bulk deliveries (tanks)

Packaging recovery

Mother/daughter systems (SBC, portafeed)

Remote inventory control systems (telemetry)

Proprietary trucks


6 MARKETING TOOLS

Brochures

Technical books

Exhibitions

Partnership with equipment manufacturers

Regional presentations

Advertising, publishing


6 IMAGE AND COMMERCIAL APPROACH

Worldwide presence(WTC network)

Customer is unique

Method / conventional approach

Add value out of chemicals

Keep closely aware of competition

Think to what’s key for the customer

Local reputation :” do what we say “

Focus on water cycle optimization

Training and teaching


7 CUSTOMER’S EXPECTATIONS

Costs savings, process optimisation, water reuse

Supplier reliability and responsiveness

Quality and scope of service

Problems handling & solving

Continuous improvement process

Compliance with regulations(H&S, environment)

Quality products (ISO 9001)

Efficiency of supplier’s logistic

Operators training

Make his life simpler !


8 - OPPORTUNITIES

Establish and market brand name

Offering solutions based on experience and using new technologies

Technology transfer from France

Hospitality industry, Commercial Complexes

Sewage & Wastewater Treatment Plants: biotechnologies

Relation ship with French antiscale producer

Relation ship with French water treatment expert and teacher

Relationship with French high tech companies


9 TARGET ACTIVITIES

New products development specially RO & Desalination

Introducing new technologies

Focus on communication, creating a name thanks training customers and teaching in universities

Focus on higher earnings with medium/ low risk applications

Strategic alliance with equipment manufacturers

Focus on the standard product range


saudi arabian water treatment market · biocides thermal desalination msf anti scalant antifoam...

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