business review europe & middle east – march 2015
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CarlsonRezidor
A second year of record growth
built on solid foundations
March 2015
businessfriend Connecting The European Executive
Fertin Pharma CEOSøren Birn talks about preparing for prosperity
www.businessrevieweurope.eu
TOP ELEVEN
Shows Football Management
is Big Business
Q+A The Dilemma Facing Social Media Advertisers
Mobile & Internet Services On Course To Connect the World
Technology Going GreenW E K I C K O F F M A R C H with a behind-the-
scenes interview at Top Eleven, the most played
football manager app in the world, marketed by
none other than the Special One himself Jose
Mourinho. And with gaming technology evolving
all the time, we ask if football management could
meet virtual reality.
Social media is another means of making serious
money out of mobiles, but what balance must
advertisers and the likes of Facebook and Twitter
strike in order to maximise profit without scaring off
users? Brandwatch answers our questions.
Staying with the apps theme, the sheer volume
on the market has paved the way for businessfriend
to consolidate numerous professional collaborative
functions into one platform. We look at how this
platform can take away the need to use numerous
apps to organise your working day.
Over in the Middle East, our top 10 charts the
region’s most influential women in business.
Enjoy this month’s read!
Thomas WadlowEditor
E D I T O R ’ S C O M M E N T
3
REGIONAL GOVERNMENTS have put
innovation at the centre of their national
agendas, as evidenced by the growing research
and development (R&D) budgets in the
Arabian Gulf, reported the Gulf Petrochemicals
and Chemicals Association (GPCA).
The GPCA represents the downstream
hydrocarbon industry in the Arabian Gulf.
Established in 2006, the association voices
the common interests of more than 240
member companies from the chemical and
allied industries, accounting for over 95
percent of chemical output in the Gulf region.
The industry makes up the second largest
manufacturing sector in the region, producing
up to $102.6billion worth of products a year.
With Saudi Arabia and Qatar making up the
top 40 investors in research and development
worldwide in 2014, a recent study by US
research group Batelle suggests the region’s
sizeable revenues are now being earmarked
into significant scientific endeavours. According
to data compiled by Batelle, Qatar devotes
2.8 percent of its GDP to R&D, a level similar
to that of the US or Germany. Saudi Arabia,
although impressive among its GCC peers,
comes in at just 0.3 percent of GDP.
Abdulwahab Al-Sadoun, Secretary General
of GPCA, said: “Attempts to drive innovation
in the GCC are still at an early stage. But
as countries increase R&D spending the
results will have a huge impact on non-oil.
“A similar trend can be seen in the GCC’s
petrochemical industry. To sustain their global
competitiveness, GCC chemical producers
are striving for technological excellence,
building world-class production facilities
and nurturing local, innovative capability.
“The mushrooming of innovation centres
and technology parks over the last few years
across the GCC States is a positive indication
that even the chemical industry is poised for
substantial technological development.”
Patent grants from the GCC in chemistry
have seen a five-fold increase in the last decade;
statistics from the World Intellectual Property
Organisation show that in 2013, 288 chemical
patents were granted to applicants from the
Arabian Gulf, up from 48 patents in 2004.
Together with IT and electronics, the
Leading Gulf association points to innovation as a key focus for GCC Governments
petrochemical industry represents the major
share of patent activities over the last five
years. Between 2005 and 2012, the average
share of chemical patents in total patent
grants for the GCC was 53 percent, while
worldwide the average was 14 percent.
Al-Sadoun “It is possible that the next
technological leap for the petrochemical
industry is formulated by an engineer
in Abu Dhabi, a scientist in Doha or a
researcher in Riyadh or Dhahran City.
“In the future, producers will need to
focus on providing the funding and into
developing the minds behind the research.
Scientific innovation, after all, occurs when
the finances and brains converge.”
The strategies that drive research and
innovation will be a key focus of discussion
at the upcoming 2nd GPCA Research &
Innovation Summit. The key note address
at the conference will be delivered by
Prince Dr. Turki Bin Saud Bin Mohammed
Al Saud, President of King Abdulaziz City
for Science and Tehcnology (KACST).
Other speakers include Dr. Ernesto Occhiello,
Executive Vice President, Technology and
Innovation, Sabic; and Ahmad O. Al Khowaiter,
Chief Technology Officer, Saudi Aramco.
The GPCA association supports the region’s
petrochemical and chemical industry through
advocacy, networking and thought leadership
initiatives that help member companies to
connect, to share and advance knowledge,
to contribute to international dialogue, and
to become prime influencers in shaping the
future of the global petrochemicals industry.
Committed to providing a regional platform for
stakeholders from across the industry, the GPCA
manages six working committees of Plastics,
Supply Chain, Fertilizers, International Trade,
Research and Innovation, and Responsible
Care and organises six world-class events each
year. The association also publishes an annual
report, regular newsletters and reports.
The Research & Innovation Summit will be held in Dubai, from March 16- 18, 2015 at the Ritz Carlton, DIFC. For more information, please visit http://gpcaresearch.com/2015/ and www.gpca.org.ae
CONTENTS
FeaturesTELECOMS FOCUS
Mobile and Internet Services on Course to Connect the World
BUSINESSFRIEND
One platform to connect Africa’s working professionals
TECHNOLOGY
TOP ELEVEN: Shows Football Management is Serious Business
8
22
16
MARKETING
The Dilemma Facing Social Media Advertisers
TOP10
Most Powerful Women in Middle East Business
30
38
7
114
78
48Galaxy Trading
Carlson Rezidor
Fertin Pharma
90Unit 45
64 Dundee Precious Metals
Company ProfilesMANUFACTURING 48 Fertin Pharma
MINING 64 Dundee Precious
Metals
RETAIL 78 Carlson Rezidor
SUPPLYCHAIN90 Unit 45
102 BT SUPPLY CHAIN
CONSTRUCTION114 Galaxy Trading
126 RAMBOLL
HEALTHCARE138 JSS Medical Research
Mobile and Internet Services on Course to Connect the World With today’s two billion smartphone connections around the world set for a threefold increase by 2020, the work of associations in educating communities and uniting the interests in telecoms and internet services will be vital in ensuring the globe becomes truly connected.
Written by: Tom Wadlow
TELECOMS FOCUS
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1 0 M a r c h 2 0 1 5
THE WORLD IS more connected
than ever. The internet and mobile
ages have brought with it an
unprecedented level of communication
and contact between previously
far-flung corners of the earth.
Today there are more than 7.2 billion
mobile connections in an industry
which turned over $1.13 trillion in 2013.
More than two billion of these
connections come from smartphones,
with this set to rise to six billion by
2020 according to global association
the GSMA, representative of nearly
800 of the globe’s mobile operators.
Though the likes of Apple and
Samsung dominate the media
headlines in the mobile and
smartphone sphere, the low-end
market is exploding with sub-$50
phones able to connect seamlessly to
the internet now a reality, and driven by
operators producing their own devices.
Another global association,
the CTIA (Wireless Association),
states that tablets account for 40
percent of all mobile broadband
connections. In America, 66
percent of such connections will
be made via tablets this year.
Despite the surge in connectivity
since the turn of the millennium, only
one third of
the world’s
people have access
to the internet. In a
drive to connect the most
isolated parts of the world
to the undoubted benefits of the
World Wide Web, huge companies
are pouring investment into
initiatives across all continents.
For instance, Facebook, Nokia,
Qualcomm and Samsung are
spearheading an Internet.org
initiative involving the development
aeroplane-sized internet drones in
its bid to link up the remaining two
thirds of the global population.
The work of programmes like
this and the collaboration of global
telecoms and internet providers will
be crucial in taking the next steps
towards a truly connected planet.
TELECOMS FOCUS
M O B I L E A N D I N T E R N E T S E R V I C E S
1 1
enormous variety of areas, from
public policy and apps guidelines
to disaster response and security.
One of its key missions is to deliver
“ubiquitous mobile broadband access”
across the world, and its Spectrum
team is dedicated to organising key
industry events to help channel the
activities of operators towards this end.
The Mobile World Congress
epitomises this, with “connecting
the underserved” a major topic
for the 2015 event to be held in
Barcelona at the beginning of March,
boasting some of the most important
figures in the telecoms and internet
space as keynote speakers.
Overall, more than 1,900
companies are expected to exhibit,
including recently confirmed
brands such as China Mobile,
Ericsson, Fujitsu, Gemalto, General
Motors, MasterCard, Mozilla,
Nokia, NTT DOCOMO and Visa.
Key to empowering the unconnected
will be smartphones according to
the GSMA’s Chief Strategy Officer
Hyunmi Yang. “As our study shows,
smartphones will be the driving force of
mobile industry growth over the next six
years, with one billion new smartphone
connections expected over the
Uniting interests Representing the interests and helping
to converge the movements of key
industry players are associations,
both on national and global scales.
Spanning more than 220 countries
and serving nearly 800 companies
is the GSMA, chaired by Telenor
Group’s President and CEO Jon
Fredrik Baksaas since 2002. The
association carries out activities
and provides expertise in an
Jon Fredrik Baksaas CEO of Telenor Group
F INANCE
1 3
lifestyle hubs that are creating
opportunities for mobile industry
players in vertical markets such
as financial services, healthcare,
home automation and transport.”
Another major global association is
the TIA (Global Telecoms Association),
representing the interests of
manufacturers and suppliers of
next 18 months alone,” he said.
“In the hands of consumers,
these devices are improving living
standards and changing lives,
especially in developing markets, while
contributing to growing economies
by stimulating entrepreneurship.
“As the industry evolves,
smartphones are becoming
GSMA exhibition 2012
1 4 M a rc h 2 0 1 5
visionary leader who will expand
our capabilities and bring valuable
new perspectives to our industry.”
Local scale Global telecoms and internet providers
are also indebted to the work carried
out at a national level by associations
working closely with governments
and other organisations, helping
maximise the effectiveness of
connectivity on more localised scales.
The UKCTA (UK Competitive
Telecoms Association) is comprised
of a series of committees and work
streams made up of its member
organisations, enabling all members
to fully and equally engage in the
development of policy issues in areas
of economics, industry regulation
and government relations.
Educating the future If the globe is to become truly
connected and able to responsibly
exploit the benefits of mobile and
internet connectivity, education of
future generations is paramount, and
something which the CTIA supports
through a number of programmes.
GrowingWireless.com is scheme
designed to provide parents with tools
‘If the globe is to become truly connected and able to responsibly exploit the benefits of mobile and internet connectivity, education of future generations is paramount’
high-tech communications networks
and helping their products empower
communities in the healthcare,
education, security, public safety,
transportation, government, the
military, the environment, and
entertainment spaces among others.
Recently the group named
Scott Belcher as CEO to bolster its
leadership. Tom Stanton, Chairman of
the TIA board of directors, commented:
“As the ICT industry experiences the
most dramatic change we’ve seen
in decades, TIA is also adapting and
growing to meet our members’ needs.
“We are excited to expand TIA’s
industry leadership by adding another
highly experienced senior executive
to our management team. Scott
is a tremendously successful and
TELECOMS FOCUS
M O B I L E A N D I N T E R N E T S E R V I C E S
1 5
and information to educate themselves
so they may teach their children
how to use wireless technology
responsibly, made extremely
prevalent by the fact that on average
youngsters are 12 years old when
they receive their first smartphone.
More than half (56 percent) of eight
to 12 year olds own such devices.
Related to this is the On the Road,
Off the Phone campaign, also backed
by the CTIA and aimed at educating
young drivers on the dangers of
using mobiles on the road.
At the other end of the age spectrum,
AccessWirelss.org is another CTIA-
backed site which helps elderly and
disabled people to discover and utilise
the benefits of mobile and connectivity.
As the rise of mobile and internet
continues to gather pace, industry
leaders and associations continue their
quest to get the world connected and
up to speed to what may well already
be to some a sector unfathomable
just a few short years ago.
1 6 D e c e m b e r 2 0 1 4
Launched at CES, this new social media app and desktop site is designed to serve all networking and collaborative needs for industrious businesspeople across the continent
W R ITTE N BY: TO M WA D LO W
BUSINESSFRIEND one platform to connect Europe’s working professionals
BUSINESSFRIEND
BUSINESSFRIEND one platform to connect Europe’s working professionals
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1 8 M a r c h 2 0 1 5
IS THE WAY we do business about
to change? The hectic schedules
of professionals across the whole
of Europe are being increasingly
congested by apps and software
functions designed to make the average
working day more manageable.
From catching up on news to
filtering through endless contacts,
there is an app for all occasions.
Since launching in 2008 to October
2014, Apple has seen 85 billion apps
downloaded from its App Store, and
the number of work-related entries
to the market is growing all the time.
Helping to remove the need for
an app to serve every function is
businessfriend, a platform designed
to host all professional collaboration
and social interaction with a suite
of features in one user interface
available on all devices.
Grand launch Launched in January at CES, a
packed technology innovation event
in Las Vegas, founder and CEO Glen
White expressed his optimism both
in the reception received at the show
and for future uptake of the app.
He said: “We are super excited
with what we have created and
have had an amazing response
to people signing up to the site
and downloading the apps… it
is growing fast and we will use
our social media to drive more
users to the application.”
White is also excited to
incorporate more brands into
its newsfeed service, which
uses RSS feeds to keep users up
to date based on the sectors or
industries they choose to follow.
“We’ve tried with our content
feed to provide news from the
mainstream brands whether it be
sport or tech or entertainment…
it allows you to choose your area
and the specific brands within that
that you’d like to see,” He added.
“We will expand to around 120
brands in the next three months. That
BUSINESSFRIEND
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B U S I N E S S F R I E N D : C O N N E C T I N G W O R K I N G P R O F E S S I O N A L S
BUSINESSFRIEND is built on a responsive platform
will continue to allow businessfriend
users to be selective about the
information and news they want
to see in their social feed.”
Catch all Alongside the customised
newsfeed functions, businessfriend
enables its users to connect with
each other and share important
information while maintaining
crucial elements of privacy, acting
as a personalised one-stop shop
for professional collaboration.
“We like to say businessfriend is
the channel for professionals that
are suffering from S.C.S. (scattered
communications syndrome),” said
Freddie Pierce, VP of Product
and co-creator of the app. “We’re
providing one place to consolidate
all of your current communications,
2 0 M a r c h 2 0 1 5
mediums and channels into one
easy to use application. You’ll never
have to say ‘I didn’t get that email’ or
‘where did that document go’ again.”
Instant communication features
include all the tools needed to
communicate with colleagues
and business partners, wherever
either party may be on whatever
device they have to hand. Instant
messaging, video chat and free
VoIP calls come as standard.
Keeping track of your expanding
network can also be a tricky
undertaking, with professionals
across all industries frequently
acquainting new contacts and friends.
Digidex is a virtual contact centre
designed to help manage what can
be a proliferating portfolio of useful
industry names and faces. Users can
store all important contact information
for hundreds of people, whether
they be past or present colleagues
or other business contacts.
The app also allows easy remote
access to crucial work documents
which may otherwise be stuck on a
hard drive in the office or at home.
Businessfriend is connected via cloud
which permits up to 2GB of storage
for each user, who can also share files
A platform designed to host all professional collaboration and social interaction with a suite of features in one user face available on all devices
“We offer one complete forum that enables constant connectivity for optimal business communications. One mobile app, one desktop, any device - no more juggling apps.”-Glen White CEO of Businessfriend
BUSINESSFRIEND
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B U S I N E S S F R I E N D : C O N N E C T I N G W O R K I N G P R O F E S S I O N A L S
across their network to other contacts.
The days of having to print off
key documentation to distribute at
important meetings and other events
could be over if participants are
interconnected and sharing in their
businessfriend network, saving time,
resources and, ultimately, money.
It is the ease at which busy
professionals can organise their
working lives without app congestion
that appeals most about this new
social media platform. White
concludes: “On any given day, the
typical young professional can have
as many as five platforms open
to get them through their day.
“We offer one complete forum that
enables constant connectivity for
optimal business communications.
One mobile app, one desktop, any
device - no more juggling apps.”
Want to see if businessfriend can
change the way you do business?
Download the app from
Google Play or the App Store and
install the desktop version via
www.businessfriend.com
2 2 D e c e m b e r 2 0 1 4
Shows Football Management is
Serious Business
TECHNOLOGY
With 100 million users already registered across the games desktop, tablet and smartphone platforms,
manager apps are proving to be a money-spinner for developers and football clubs alike
W R ITTE N BY: TO M WA D LO W
Shows Football Management is
Serious Business
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2 4 M a rc h 2 0 1 5
WE ALL KNOW how big a business
football has become. From the global
brand of Cristiano Ronaldo to the
riches of Manchester City’s Qatari
owners, there is more money riding on
the sport than ever before.
Outrageous transfer fees,
unimaginable wages and fearsome
battles to secure television rights are
commonplace in football realms, but
now millions of fans who could once
only dare to dream are joining in.
Football management games and
apps are exploding in popularity,
with savvy developers capturing the
imagination of budding virtual silverware
winners. The Football Manager series
from Sega has toppled EA Sports’ long-
running Fifa Manager Series, which has
now seen its last edition.
In the app, social and online space,
Nordeus’ Top Eleven has also seen
off EA Sports and emerged as a
clear market leader – indeed it is the
most played online sports game and
frequently among Facebook’s top
25 popular games, with 4-5 million
daily users and more than 100 million
registered overall.
The free to download virtual
manager app has just had what Head
of Business Development Nikola Ćavić
describes as “a complete facelift,”
with its recent relaunch unveiling the
biggest upgrade since it was released
in May 2010.
On The Front Foot Constant improvement and evolution
is vital in order to survive long
term in the apps market, no better
demonstrated by the proliferation of
TECHNOLOGY
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W H Y F O O T B A L L M A N A G E M E N T I S S E R I O U S B U S I N E S S
new entries in and around the time of
key football events.
Ćavić said: “In the first few years we
were surprised that there were not too
many competitors, we had first-mover
advantage and may have created an
obstacle for others. Five years ago the
founders, being avid fans of football
manager games on the PC, were
smart enough to identify the cycle
that happens with these games as
different platforms become popular,
and they saw the potential of social
games and mobile.”
“Following the 2014 World Cup
we saw a lot of new entries on the
market from all over the world, not
all in football management but all
related to football. A lot of new apps
were added, however I think it was
a case of market expansion rather
than newcomers taking space off of
The official Top Eleven 2015 commercial featuring José Mourinho as seen on TV (Ad, commercial). The video, narrated by legendary football manager Mourinho, shows the dramatic highs and lows of the most popular game in the world.
“EVERYTHING IS A GAME. LIFE FOOTBALL, IT DOESN’T MATTER.” - Mourinho; motivational speech.
2 6 M a rc h 2 0 1 5
more than Football Manager.
The Special One The brand power of football clubs
and managers themselves is helping
to raise the profile of management
games and apps even further, having
been convinced of the opportunities
that lie beyond traditional merchandise.
“All of our partners are fully behind
us, Facebook, Google and Apple
existing apps.”
The market is also going global,
and fast. Top Eleven now has its app
available in 43 different languages,
with customer support in up to 15.
In the social media sphere, where
gameplay is structured around
competing against other Facebook
users across multiple platforms, the
game has 14 million Facebook likes
and 448,000 Twitter followers, 300,000
TECHNOLOGY
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W H Y F O O T B A L L M A N A G E M E N T I S S E R I O U S B U S I N E S S
on one side and also the clubs we
work with including Milan, Arsenal,
Liverpool, and Real Madrid,” Cavic
added. “When we initially began talking
to the clubs it was difficult to convince
them to move away from merchandising
of things like kits and shirts.
“We put a huge amount of effort into
the legalities behind merchandising
to favour the virtual arena, and once
Real Madrid came on board it became
easier to work with other clubs. It is a
new revenue stream for them and a
great way of engaging with fans.”
When collaborating with Real Madrid,
the wealthiest football club on the planet,
Top Eleven agreed to sign up then-
manager Jose Mourinho as a brand
ambassador and face of the game, a
move which has opened the door to
many more sporting partnerships and
economic opportunities.
2 8 M a rc h 2 0 1 5
Top Eleven 2015 brings a completely new experience to users. Watch the official Top Eleven 2015 introduction video to see what has changed so that you can be the best football manager you can be.
TOP ELEVEN 2015
“We wanted the most iconic figure to
show that this is a game about football
management, and who better than the
special one Jose Mourinho,”Ćavić said.
“The partnership has been going for two
years now and is still working strongly.”
Top Eleven is a prime example of
how having a famous figurehead as the
face of an app can greatly increase its
marketing potential, and Ćavić believes
TECHNOLOGY
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W H Y F O O T B A L L M A N A G E M E N T I S S E R I O U S B U S I N E S S
that globally there are 300 million
people that could become users.
“We are already popular in places
like Vietnam, Indonesia, Thailand
and Malaysia for example,” he said.
Emerging markets such as China and
the Far East also represent lucrative
opportunities, especially given the rate
at which European football following is
growing there.
A Virtual Reality? Another intriguing question for
users is how far the technology will
progress in the next few years. Will
budding football managers be able to
download an app and be stood on the
touchline themselves in virtual reality?
Ćavić said: “I am a passionate
gamer myself and have tried numerous
virtual reality headsets – I am blown
away with what this technology could
bring. It will certainly impact what we
do and improve it, and we have to make
sure that this technology gets to the
masses. It will be a challenge to get this
to everybody, the key challenge is to
win people over to the new methods.”
Had Japan won rights to host
the 2022 World Cup, fans from
participating countries staying at
home would be able to watch on-pitch
holograms of the matches involving
their nations while sat inside their own
national stadiums.
It is very much a case of watch this
space regarding the use of virtual
reality, which has the potential to take
football management a step closer to
reality for millions of app users.
“It is safe to assume that within a
couple of years there will be some major
titles in this space,” Ćavić concluded.
3 0 M a rc h 2 0 1 5
THE DILEMMA FACING SOCIAL MEDIA ADVERTISERSWe talk with Giles Palmer, CEO of Brandwatch, about finding the balance between exploiting economic opportunity and alienating consumers; a conundrum faced by many businesses looking to market themselves on the likes of Twitter and Facebook
W r i t t e n by : TO M WA D LO W
MARKETING
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Giles Palmer is the CEO of Brandwatch
MARKETING
3 3
SOCIAL MEDIA IS a lucrative
marketplace for businesses of all
shapes and sizes.
Being able to integrate seamlessly
into the everyday consumption of
Twitter, Facebook, Instagram and
the like can connect customers
to companies without them even
realising it.
But how far should advertisers and
indeed the social media providers
themselves be willing to go in
generating money from what many
users see as their own personal,
private cyber space?
With this in mind Business Review
Europe and Middle East spoke
to Brandwatch, top social media
analysers for big name clients
including IKEA, Argos and ESPN.
CEO Giles Palmer answers our
questions.
Business Review Europe & Middle East (BR EME): Did you notice an increase in investment by brands in social media advertising over the course of 2014? What do you expect to see this year? GP: In our business, we’ve seen a
huge increase in the demand for
social media data and the clarity on
spending that analysis of that data
brings. As companies learn to measure
the ROI of social, the case for social
media advertising becomes greater.
We’ve seen great annual growth in our
business in part due to brands seeking
attribution on their social media spend.
BR EME: Is there big money to be made from advertising on social media? GP: Brands have to be on social media
because their customers are there.
With the attention of audiences being
split between so many platforms, social
media is the only reliable place to target
them. You can do great things with
organic content, but with Facebook’s
changing algorithms relating to the
“With the attention of audiences being split between so many platforms, social media is the only reliable place to target them”
3 4 M a rc h 2 0 1 5
percentage of your followers who see
your content, if you want guaranteed
reach, you need to advertise.
With Twitter, the challenge is the sheer
volume of content and making sure
yours is seen, but we’re likely to see
a similar trajectory as networks like
Twitter also move to further monetise
their platforms.
BR EME: How important is it for advertisers to balance the need to keep social media users from alienation, with the need to make money from the opportunities social media advertising presents? Is it a dilemma?
GP: “A roller-coaster” is that three?
When it comes down to it
working in sales is
a roller-coaster of
emotion, and luck, underpinned
by innate and learnt skills.
When you are up and winning
every deal, nothing can stop you.
Until you lose one that is and then
it all switches until you can turn
it round again. There is a great
adrenalin rush to closing the deal!
BR EME: Likewise how much of a dilemma is this for the social media sites like Facebook, Twitter, Instagram etc.?
GP: The balance is more risky for
the networks than for the brands.
Social media users have become
accustomed to using the platforms
in a particular way, which includes
very little official advertising.
The tech companies need to ensure
that as they add functionality to allow
advertising, they don’t negatively
impact any of the aspects of the
sites that made them so popular in
the first place.
Again, just like with TV, audiences
don’t expect to see nothing but jarring,
invasive adverts, but if the overall value
“Delivering customised user experiences and helping brands target their customers must be balanced with keeping user bases happy with the levels of privacy and control they are afforded”
MARKETING
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T H E D I L E M M A F A C I N G S O C I A L M E D I A A D V E R T I S E R S
in the service remains high, then users
will grow more comfortable with the idea
of promotional material (in moderation).
Another issue which can make users
feel uncomfortable is parting with
additional personal data. How far can
platforms push users to give more
and more of their data in return for an
account? Delivering customised user
experiences and helping brands target
their customers must be balanced
with keeping user bases happy with
the levels of privacy and control they
are afforded.
BR EME: What impact will over-advertising on social media have on a brand’s image?GP: In theory, if you’re doing it right,
it should feel like engaging, relevant
content rather than advertising. That
said, some retargeted advertising misses
the mark. A pair of sneakers that you
have just bought following you round the
internet for weeks afterwards can begin to
feel a bit creepy.
BR EME: In your opinion, how far should social media advertising go? How can companies and social media sites get it right?GP: Don’t post content for the sake of
it - make sure you have something to say.
If you wouldn’t want to see it on your own
timeline, think again about pushing it live.
With social media sites, be sensitive and
relevant to the audience you have built.
Quite often as a brand, you will have the
ability to segment your audience with
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coffee service built by ex-Airbnb
expertise, ran a series of hugely
successful Facebook and Reddit
advertisements.
They spoke to their audience
like friends, not leads,
explaining what they offer
in plain English without any
forced hashtags. They were
marketing in a very personal
space, and treated it as such.
Any other approach is better suited to
traditional advertising.
BR EME: Are social media sites like Ello a flash in the pan or something
tailored content, which
can be a godsend for
brands struggling
to communicate
to different
communities
simultaneously.
Targeting the entire age
35+ age group with erectile
dysfunction and weight loss
adverts doesn’t sit well.
BR EME: Can you outline a company that has used social media advertising effectively?GP: Pact Coffee, a subscription
MARKETING
T H E D I L E M M A F A C I N G S O C I A L M E D I A A D V E R T I S E R S
3 7
which you can see taking off?GP: There is always room for
innovation in new digital communities,
you only have to look at Snapchat and
Secret as just two relatively recent
examples, but each new proposition
needs a use case.
With Ello, I don’t think we’ve seen
this yet but that doesn’t mean there
isn’t one. There’s also the factor that
generations want different things, even
if that thing is simply being different.
Teenagers are more likely to use
Instagram than Facebook, perhaps
because their parents are more
likely to be on Facebook. We’re
still in a very immature stage of
communications in the Internet age,
and we can expect plenty more
radical changes ahead of us.
BR EME: Can you provide an example of Brandwatch working with a client on social media advertising? GP: We work with a client in the
hotels sector to listen specifically for
people seeking cheap, high quality or
convenient hotels online (filtered by
region), and then that brand directly
serve ads to those communities -
knowing full well that their ads are only
reaching the people that genuinely
have a need for it.
Many brands use our technology in
reverse; they listen to what audiences
are talking about and enjoy sharing,
before creating promotional content
geared around these interests to
ensure relevance. Brandwatch: explainer video
“We’re still in a very immature stage of communications in the Internet age, and we can expect plenty more radical changes ahead of us”
TOP10Most Powerful Women in Middle East Business
Written by: Tom Wadlow
These 10 women are making strides in the region across a wide range of industries, from finance and film to law and watchmaking
TOP 10
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TOP 10
10 Hamdiyah Al Jaff Trade Bank of Iraq
Hamdiyah Al Jaff is in charge of Iraq’s most important financial institution. Formed in 2003 after the invasion by the US, the Trade Bank of Iraq is now government-owned and charged with supporting the enormous task of reconstructing the country’s economy, mainly by financing large projects. The body also provides most of the letters of credit for government purchases.
09 Amina Al Rustamani TECOM Investments
Chief Executive Officer of TECOM Investments, Amina Al Rustamani is in charge of developing and running world-class industry-specialised business parks. TECOM is a subsidiary of Dubai Holding, and Al Rustamani joined the firm in 2001 as a project engineer for SamaCom. She played an important role in establishing the Dubai International Film Festival and sits on a number of public and private boards in the UAE.
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08 Hayat Sindi i2 Institute
Saudi-born medical scientist Hayat Sindi studied in the UK and has combined her academic prowess with strong entrepreneurship. Her inventions and research into biotechnology and diagnostics are internationally-recognised, and she is now focussing on bringing through the next generation of inventors through her i2 Institute.
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07 Samia Halaby (Artist)
The Middle East’s most celebrated female artist. Born in Jerusalem in 1936, Samia Halaby has put the region on the map by including some of its biggest cities in her works and teaching at some of the world’s best art institutions such as The Cooper Union and Bir Zeit University on the West Bank.
TOP 10
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M O S T P O W E R F U L W O M E N I N M I D D L E E A S T B U S I N E S S
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06 Bayan Mahmoud Al Zahran (Lawyer)
Saudi Arabia’s first female practising lawyer has now also started up the first all-female legal practice in the country. Her firm is designed to help fight for the rights of women and put across legal disputes from a female perspective. Al Zahran has only very recently become a fully licensed lawyer, and her ultimate aim is to see more professionals like her rise to the forefront of the industry.
05 Nayla Hayek (Swatch)
Overseer of the world’s most prolific watch company, Nayla Hayek helped Swatch to deliver $2 billion in profits in 2013, a year-on-year increase of 20 percent. She is part of a brother-sister team and has been a board member since 1995, basing herself both in Switzerland and Dubai. She also became the CEO of Harry Winston Inc. in 2013.
04 Lubna Olayan (Olayan Financing Company)
Arguably Saudi Arabia’s most important and successful businesswoman, Lubna Olayan is CEO of Olayan Financing Company, founded by her father in 1947. The conglomerate has interests in manufacturing, services, supply chain and stock markets, and Olayan became the first woman to speak at a mixed conference in Saudi Arabia in 2004 with her speech at the Jeddah Economic Forum.
03 Haifa Al Mansour (Film Director)
A brave film director challenging the conservative norms of society in Saudi Arabia, Haifa Al Mansour’s Wadjda was the first ever Saudi movie to be nominated for an Oscar, making the shortlist for Best Foreign Language Film. It won three prizes at the 2012 Venice Film Festival, and even put Al Mansour’s life in danger while filming, with death threats and other heckling a common occurrence.
TOP 10
4 4 M a rc h 2 0 1 5
N A M E O F T O P 1 0 A R T I C L E
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02 Reem Al Hashimy (Expo 2020)
Reem Al Hashimy makes number two in this top 10 because of her pivotal role in the UAE’s successful bid to host the 2020 World Expo, a massive achievement for the region and one which has subsequently seen billions invested in all manner of infrastructure and service projects.
She delivered a speech in French and English in Paris during the country’s final presentation, and was praised for her depiction of Dubai, the chosen venue.
“I stand before you not only as a civil servant, a daughter, a mother but also as a citizen of humanity committed and determined to make a difference and inspire change,” she said during the speech.
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TOP 10
01Sheikha Lubna Al Qasimi (Government)
Sheikha Lubna Al Qasimi is the UAE’s first-ever female cabinet minister, holding the position of Minister of International Cooperation and Development.
Her first ministerial role was that of Minister of Economy and Planning in 2004, before serving a long stint as Minister of Foreign trade as a precursor to her recent promotion into the upper echelons of government.
TOP 10
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N A M E O F T O P 1 0 A R T I C L E
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FERTIN PHARMAPreparing for prosperityWritten by Sam Jermy Produced by Simon Creavy
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FERTIN PHARMAPreparing for prosperity
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FERTIN PHARMA
Fertin Pharma is preparing for a period of heightened prosperity by investing in new facilities, as it anticipates a rise
in individuals who attempt to cease using cigarettes and other tobacco products.
Most recently it has invested in a nicotine science centre at its headquarters in Vejle, Denmark, which also houses a research and development laboratory (R&D), quality assurance centre and new packaging facilities alongside the manufacturing plant. An R&D centre has been built at its division in Mumbai, India too.
This is part of a strategic planning process for the 100-year old firm which it intends to act as a foundation for future company growth, as much of Asia tightens its tobacco regulations and smoking cessation seemingly becomes an ever popular notion in what is now
The world leader in the development and manufacturing of medicated chewing gum has been investing in various business areas in anticipation of a rise in smoking cessation participants
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FERTIN PHARMA
considered emerging markets for Fertin.At present the company is sitting on a 35
percent of the world market for nicotine gum, and that equates to 90-95 percent of the business. The company also has a 50 percent shareholding in a tableting facility in Vancouver, the focus of which is predominantly dietary supplements for the North American market.
Søren Birn who is CEO of Fertin Pharma, said: “We have invested heavily in skills, capability and infrastructure so that we have state-of-the-art facilities which produce medicated gum according to cGMP (current Good Manufacturing Practice) in three factories, one of which is US FDA-approved.
“Since we are completely B2B, we of course engage in business development when our
Fertin Pharma has invested in a wealth of facilities
“We have invested heavily in skills, capability and infrastructure so that we have state-of-the-art facilities”
– Søren Birn, CEO of Fertin Pharma
SUPPLIER PROFILE
CONTRAF-NICOTEX-TOBACCO GMBH (CNT) CONTRAF-NICOTEX-TOBACCO GmbH (CNT) is a family owned, international operating company, involved in total supply chain participation of agricultural based products.
The production of more than 1,000 tons of Nicotine and Nicotine compounds according to USP/PHEUR standards, manufactured in Switzerland under full pharmaceutical cGMP; has made CNT the world’s largest supplier of highly purified tobacco derived Nicotine to the pharmaceutical industry for over 30 years. Based on this experience and expertise CNT has also emerged as a significant supplier of pharmaceutical grade Nicotine to the expanding e-Cigarette industry.
Known for its flexibility, adaptability and considerations to the unique requirements of customer needs, CNT has forged a reputation of unparalleled customer service and satisfaction.
CNT controls every step of production – with emphasis on Quality Standards, Compliance, Security of supply and Pricing.
The plant derived starting material is processed at CNTs state of the art extraction facility in Gujarat, India, NISOL Mfg. Pvt Ltd. This starting material is used and further processed by Swiss based pharmaceutical company Siegfried Ltd under exclusive manufacturing terms.
To support the rapidly developing market CNT have recently invested in high quality manufacturing services and scientific support. Based in the UK, Nerudia will focus is on cGMP production of Nicotine containing liquids, filling services, analytical and regulatory services and R&D on Nicotine delivery systems.
Managing Directors
Dirk H. Siemann
Torsten Siemann
Sascha Siemann w w w.n icot ineusp.com
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FERTIN PHARMA
core partners allows us to, and they deal with the marketing and distribution of the product. If you develop and manufacture good products and a skilled core partner deals with the sales and distribution of a product market that keeps growing, it adds up and solidifies the entire value chain.”
Constantia Flexibles has supported Fertin in developing a child resistant blister packaging for a customer as well as in optimising the functionality of child resistance and senior friendliness of existing products. Furthermore Constantia could achieve essential improvements in the manufacturing process of alternatively peelable blister lidding foils. It has been working with Fertin on a supply chain level very closely for many years in order to being able to supply packaging foils for the company’s production in due time.
Proactive approachCurrently there are 1.1 billion smokers and tobacco users in the world and most of them are reported to reside in China, India and South East. This means Fertin Pharma’s investment in Indian facilities is intended to
“If you develop and manufacture good products and a skilled core partner deals with the sales and distribution of a product market that keeps growing, it adds up and solidifies the entire value chain.” – Søren Birn
Key Personnel Søren BirnCEO, Fertin Pharma
w w w.n icot ineusp.com
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FERTIN PHARMA
Since ancient times, chewing gum has come from trees
RESINAS SINTETICAS
[email protected] www.resinas.com
NOTHING HAS CHANGED
We are proud to continue this tradition since 1928
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FERTIN PHARMA FERTIN PHARMA
mean manufacturing will be closer to the future consumer pool. With the R&D centre built and a factory construction underway, the company is striding ahead in its international plans.
Birn said: “Those countries that are considered emerging markets are the countries where we consider the economy to be capable and ready for our products. And when those markets open up for things like smoking cessation methods, we will invest. You see these nations are tightening their tobacco regulations again and again, and that is probably a good indication that smoking cessation is becoming a popular trend in those markets.
“In India, that regulation is already in place so it makes sense to invest there. We have a very structured and discipline approach as
Medicated gum is
the company’s main
product offering
Since ancient times, chewing gum has come from trees
RESINAS SINTETICAS
[email protected] www.resinas.com
NOTHING HAS CHANGED
We are proud to continue this tradition since 1928
Resinas Sintéticas is a leading global manufacturer of rosin-based derivatives. Vertically-integrated into the supply of the raw material, Resinas inspires confidence in customers wary of instability and volatility in other suppliers. As the main gum rosin producer in North America, Resinas is a local supplier to American companies. Mexico’s additional solid trade agreements with Europe, Asia and South America make Resinas the world’s reliable supplier of choice.
Website: www.resinas.com
SUPPLIER PROFILERESINAS SINTETICAS
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FERTIN PHARMA
to the timing of such decision; and in India the time was right. China is not that far away either and we will be ready to pounce.”
Fertin Pharma has subsequently been ensuring its training and employee skill set for its 600-strong workforce is up to the highest standards to withhold the expected future growth in business.
It currently has three training programmes for leadership development, talent identification and a high calibre programme where specialists carry out theses in their specific professional fields. Each year three to five employees are invited to participate in the two-year long talent programme where they are able to increase business acumen, as well as research and presentation skills to compliment the individual’s technical specialism.
One of the 600 Fertin
Pharma employees
Fertin production facilities
M A N U F A C T U R I N G
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FERTIN PHARMA
The company also has a tradition of working with leading European universities, and through this it often takes on master’s students and people in an advanced stage of their studies via Fertin internships, who go on to become integral to the operation. It has an ongoing project with a university department, renowned for robot technology, with ten students who are looking at automation strategies for the company.
Nicotine knowledgeDue to the nature of the business, Fertin Pharma has been installing an international nicotine science centre with the purpose of gaining sufficient, detailed knowledge of the nicotine molecule and its application to smoking cessation.
number of people that
work for Fertin Pharma
600
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FERTIN PHARMA
Leading polymers company for the gum base industry
VINAVIL spaVia Valtellina, 63Milano Italy
www.vinavil.com [email protected]
Pharma
Contact:
Constantia Flexibles International GmbHPharma DivisionRivergate, Handelskai 921200 Vienna/Austria
T +43 1 888 56 40 [email protected]@cflex.comwww.cflex.com
For more than a decade, Contraf-Nicotex-Tabacco from Germany has acted as the main nicotine supplier to Fertin, providing not just nicotine but nicotine polacrilex and nicotine bitartrate too. It has a close strategic relationship and both companies continue to synergise on other projects, underlying their commitment to continuous improvement.
Fertin also has several mutually beneficial projects with PhD Doctors and ongoing collaboration with various higher education institutes, namely Scandinavian, German and Austrian universities.
Birn said: “We have some quite renowned
R&D is an integral part
of Fertin’s work
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FERTIN PHARMA
Professors on our advisory board in regards to nicotine science and we do collaborate a lot with universities and get a lot of benefits out of it; and I hope they do too. We have been working with several of them for many years so I guess if they didn’t get anything out of it they wouldn’t do it.
“I certainly think it helps the products we make, we are not making oncology or cardiovascular products or anything like that. But still our products are made with the purpose of improving people’s quality of life and health and to get them off a habit which is definitely very dangerous. So there is a definite purpose to what you develop and manufacture.
“We only develop and manufacture, then we partner up with the marketers who bring the products to the channels, patients and consumers under their own developed brands. We work with some of the leading pharmaceutical companies such as Novartis and Glaxo Smithkline.
Quitt nicotine gum is one of Fertin’s own products available for license and supply. Its customers sell the products under their brands, and it could be sold as Fertin’s own label as well. The firm does packaging too but its customers develop the strategy and marketing.
Set for growthBirn stated Fertin has a clear 2020 strategy and the aim is to become one of the global leading companies within nicotine over the coming years, by broadening the firm’s position
“We have some quite renowned Professors on our advisory board in regards to nicotine science and we do collaborate a lot with universities and get a lot of benefits out of it; and I hope they do too.”– Søren Birn
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so as not to be from solely a nicotine gum perspective. Although it will continue investing in this area, it wants to command a position as an expert company on all facets of nicotine.
For him it is not a revolution; more an evolution to get there but that is what the company is determined to do and are very steadily building towards the goal. It is also why it has created the nicotine science centres in Denmark and India. Backed up by a fully integrated ERP system, in addition to an extensive IT system in the research and development laboratories, Fertin has the tools it needs to for continued success.
Birn said: “Over the last 25 years Fertin Pharma has made a consistent and dedicated effort to continuously develop nicotine gum of improved quality and efficacy for tobacco cessation. We need engaged partners and scientists within
All products go through
a quality assurance
process
M A N U F A C T U R I N G
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FERTIN PHARMA
our research areas to realise our ambition of continuously developing next generation products providing smokers access to more and more efficient smoking cessation treatment.
“In cessation from whatever tobacco product a person is using, they might need help to actually manage their craving while they are seeing their habit of using the tobacco product reduced incrementally. And we are very aware that some people like gum, but some like other products and we think there are new, innovative product offerings that are relevant and will come to the fore.
“We do have a part to play because we have a platform and 25 years experience in this field. So I think we are one of the most knowledgeable companies in the world in terms of smoking cessation so we want to expand on that and create growth parameters we can succeed at in the next 5 to 10 years.”
There are many reasons why you smoke, it can be social or for relaxation or stimulation. There are a lot of reasons and examples, but the common denominator for people who are using tobacco products is the fact they get addicted to nicotine; some get very addicted and others not so much. But it is an addiction to nicotine regardless, and Fertin see this as a bad issue with huge potential to serve this vast group of people. They are set to assume a leading position in the global smoking cessation, and possess all the expertise needed to achieve such a feat.
Company Information
I N D U S T RY
Manufacturing
H E A D Q U A RT E R S
Vejle, Denmark
F O U N D E D
1915
E M P L O Y E E S
600
R E V E N U E
700 mio. DKK
P R O D U C T S /
S E R V I C E S
Medicated Chewing
Gum
Dundee Precious Metals shows that caring leads to success Written by Tom Wadlow Produced by James Pepper
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DUNDEE PRECIOUS METALS
Heat exchangers, converter, absorption towers to stack
Dundee Precious Metals is maximising productivity from its European assets in a responsible manner having
boosted output fourfold at its flagship Bulgarian site while operating under the mantra ‘we succeed because we care’.
The company has four working projects and a number of exploration programmes spread across three continents, and is looking to cement itself as a global leader in sustainable mining operations, combining strong social work and provision of jobs for locals with environmental and operating innovations in the mines themselves.
Having begun in Toronto, Canada, 30 years ago, Dundee Precious Metals began life as an investment fund in the gold mining sector, converting into an operator when its founders
The Canadian miner has embedded into Bulgarian and Armenian communities thanks to its environmentally and socially-responsible operations, bringing with it much-needed economic boosts
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DUNDEE PRECIOUS METALS
discovered the underground sites in Bulgaria. Now it is close to opening another Bulgarian
mine and expanding its operations in Namibia, adding a Sulphuric Acid Plant to convert the emissions created by its Tsumeb smelter.
Chelopech Encapsulating what Dundee Precious Metals is about is its flagship mine at Chelopech in central-western Bulgaria.
Bought by the business in 2003, the former Soviet-run gold, copper and silver mine has been given a complete facelift to the value of $400 million which has seen overall production quadruple, with ore output reaching 2.076 million tons.
Chief Executive Officer Rick Howes believes
Strong CSR saw Dundee embed into communities
“This is about earning respect as a foreign company and our stakeholder engagement and environmental work has allowed us to embed into societies”
– Rick Howes, CEO
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M I N I N G
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there is even more potential to be extracted. He said: “We are exploring the whole surrounding region and believe there is a lot more mineralisation out there. There is about 10 years of life left in its current state, but we keep adding to this all the time and it is already one of the largest gold mines in Europe.”
Dundee Precious Metals has greatly upgraded the site, replacing the 50-60-year-old systems and processes with modernised technology and solutions.
For example, a recent innovation has been the introduction of wifi to allow real time tracking of operations, crucial to monitoring productivity and staying on top of potential health and safety hazards. Partners such as HP, Cisco and Microsoft are helping to bring
ELTRAK is responsible for the full range of machinery Caterpillar , the world’s largest company of this type (earthmoving machinery, forklifts, power generators and marine engines) and has developed a network of branches throughout Greece, to provide the necessary after -sales support and to directly meet the needs that may arise in spare parts for earthmoving machines, generators (G / S), the lift machinery and shipping.
Website: www.eltrak.gr
SUPPLIER PROFILEELTRAK
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DUNDEE PRECIOUS METALS
further technological upgrades to the site.
Giving Back The key to success at Chelopech, and indeed all of the company’s work, has been the careful integration into the project communities, both in a social and environmental sense, convincing the local populations that Dundee Precious Metals is a positive influence in their areas.
Local people from the
surrounding are of the
Dundee sites
M I N I N G
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Chelopech has seen the implementation of a number of sustainable innovations. This includes a new staged flotation reactor from Woodgrove Technologies, reducing power consumption of the flotation process by 50 percent. Air consumption is reduced by 80 percent and the amount of floor space required is 50-60 percent of that taken up by conventional equipment.
“We have proven it is a no brainer, and are
Key Personnel Richard HowesPresident & CEO
Rick Howes is a Professional Mining Engineer with over 34 years’ experience in the mining industry. His extensive industry experience includes progressive technical, operating, management and project roles in many of the largest Canadian underground mines and mining companies throughout Canada and most recently internationally.
Refractory competence for the nonferrous
metal industry
EXCELLENCE IN REFRACTORIES
www.rhi-ag.com
RHI is the leading global partner for the nonferrous metal industry.
We offer the complete programme of most exclusive products and service ranges from basic and non basic bricks, carbon blocks, as well as non shaped products,
prefabricated products, slide gate plates and purging plugs.
Our clients can rely on our state-of- the-art all inclusive solutions for processes, lining concepts, special machinery equipment and repair systems as well as
computer simulations like CFD, FEA and thermodynamic calculations to support the improvement of metallurgical processes and furnace integrity.
connected excellence in all we do
Amec Foster Wheeler is pleased to be working with Dundee Precious Metals on the Krumovgrad Project in Bulgaria.
amecfw.com
Perth +61 8 9347 4777 Ashford +44 1233 653600 Vancouver +1 604 664 4315 Johannesburg +27 11 840 7300 Brisbane +61 7 3033 5600 Lima +51 1 221 3130 Toronto +1 416 592 2 2102 Saskatoon +1 306 975 0444 Santiago +56 2 2957 7700
Realizing the full potential of maintenance in mining and minerals processing
We understand the unique maintenance and business challenges of the mining and minerals processing industry. The harsh environ-ments and uncompromised focus on safety, equipment reliability and e�iciency mean that world-class maintenance practices are paramount. With over 25 year of experience working for some of the leading companies in the industry we have proven that we can add significant, sustainable value in both greenfield and brownfield operations. From embedding superior safety practices and building a true maintenance culture, to optimising maintenance cost and improving plant performance, our people continue to make the di�erence for our customers.
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If you would like to know more about our change of name from ABB Full Service, or the maintenance management services we provide, please visit us at www.quantservice.com
Quant is a global leader in industrial maintenance. For over 25 years, we have been realizing the full potential of maintenance for our customers. We are passionate about maintenance and proud of ensuring we achieve our customers’ goals in the most professional way.
A Paradigm Shift In Flotation
416 751 4848
growing new technology
providing major reductions in
• Footprint• Capital investment• Operating cost• Power and air
staged flotation reactor
M I N I N G
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DUNDEE PRECIOUS METALS
the first company to use this technology on a broad basis.” Howes added. “It is fully-installed at Chelopech and the big miners like Vale (Brazil) are now testing it. We will use it wherever we can as there are so many environmental and economic benefits to it.”
Other examples include systems which treat and recycle 100 percent of the water used at Chelopech with zero discharge, and a new conveyor to transport materials from the mine to the surface, replacing the use of trucks, leading to a 40 percent reduction in diesel use in 2013.
On the social side, building relationships with governments and local populations has been the most important challenge that Dundee Precious Metals has had to overcome. In 2013 the company spent $3.2 million on community investment and was recognised as the most generous financial donator in Bulgaria.
“This is about earning respect as a foreign company and our stakeholder engagement and environmental work has allowed us to embed into societies,” Howes said. “Convincing them that we will continue to invest was a challenge, but we have been successful and that is proven by the fact we are now working on a second project in Bulgaria.”
The company’s social responsibility is no better demonstrated than by its Chelopech English Language School, which was acquired with the mine and now attracts Bulgaria’s brightest students having seen significant investment. All
Rick Howes
“It was vital to take away the concerns of the local people and we are also introducing other sustainable features including new dry waste disposal methods”– Rick Howes, CEO
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A worker at the mine
teachers are Dundee Precious Metal employees. Across all sites Dundee Precious Metals takes
on local workers and provides them with training in the key skills required, encouraging promotion from within and embracing six core values – dignity and respect, continuous improvement, transparency, environmental responsibility, safety and community investment. Including contractors the company employs around 4,000 people.
Kapan and Krumovgrad In the southeast of Armenia, the Kapan underground mine has been modernised like Chelopech since the company acquired
Sylmar Technology is dedicated to the supply of high quality solid surface products for domestic and commercial use. In addition to the supply of its key brands maia, minerva and
Avonite, Sylmar Technology also offers turnkey solutions for all your solid surface needs.
The range of work undertaken ranges from one-off individual retail projects to the full design and fabrication of components
delivered to your production line.
Whatever your requirements – we can help.
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01752 612 [email protected]
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Marine Metalsand Plastics toPrincess Yachts
DUNDEE PRECIOUS METALS
DUNDEE PRECIOUS METALS M I N I N G
www.dundeeprec ious .com 7 5
it in 2006, requiring a big focus on skills training and addressing language barriers.
Last year 403,000 tons of gold, copper, silver and zinc ore was produced, and although the mine is markedly smaller than its Bulgarian partner, there is excellent expansion potential.
Howes said: “We think we can double it in size, and though the decision to fully invest has not been made yet we are doing the studies and evaluations – within the next year or two we will have made a final call.”
Another exciting prospect is Dundee Precious Metals’ first open pit project, the second Bulgarian venture located just outside of Krumovgrad in the southeast of the country.
The site will be built by local contractors and a much-opposed cyanide method for extracting gold has been removed from any plans for the development, with Howes keen to showcase this as a pioneering example of an environmentally-sensitive mining operation. Production should begin in early 2018.
“The life of the mine is about eight years and we are still exploring the area in the hope of expanding this further,” Howes added. “It was vital to take away the concerns of the local people and we are also introducing other sustainable features including new dry waste disposal methods.”
Namibia There is also exciting work taking place in Namibia, home to Dundee Precious Metals’
DUNDEE PRECIOUS METALS
Dundee will also be
starting its first open
pit project in 2017 or
2018
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specialised smelter which processes complex copper concentrates produced at Chelopech, having once served the notorious Tsumeb copper mine.
Since buying the site in 2010 having been a customer of the previous owner, the company has invested around $350 million on modernisation, $242 million of which on a sulphuric acid plant which converts smelting emissions into product which is then sold onto Namibian clients.
Rossing Uranium Limited has already signed a five-year contract for 225,000 tons a year of sulphuric acid for use in its uranium mine, with local logistics operator TransNamib doing the transportation work by train.
Weatherly International is another customer
“The uranium mines require the acid to leach out the uranium and the miners are keen to get their sulphuric acid locally as opposed to shipping in from other parts of the world”
– Rick Howes, CEO
M I N I N G
www.dundeeprec ious .com 7 7
Company Information
I N D U S T RY
MINING
H E A D Q U A RT E R S
Toronto, Canada
F O U N D E D
1980s
E M P L O Y E E S
2,800
(4,000 with contractors)
R E V E N U E
Not disclosed
P R O D U C T S /
S E R V I C E S
Mining
signed up, with the total annual production of 40,000 tons already completely sold.
“There are about 1,200 contractors on site at the moment completing the project,” Howes said. “The uranium mines require the acid to leach out the uranium and the miners are keen to get their sulphuric acid locally as opposed to shipping in from other parts of the world.”
The site has already seen emissions reductions of more than 44 percent over the course of 2013, with the new plant set to boost this figure even further.
Tsumeb is also improving its energy efficiency, with an 18.7 percent energy intensity decrease seen across 2013. Chelopech saw a 10.6 reduction while Kapan achieved a 7.3 percent drop.
By continuing to pioneer greener mining techniques across all of its growing and impending production sites in Bulgaria and Armenia, Dundee Precious Metals will continue to build on its collaborative work with local communities and bring vital wealth and resources to local populations.
Such principles will not be sacrificed as the company continues to grow, with Howes determined to lead the way as a responsible miner with a worldwide presence in the future.
He concluded: “You must earn the right as foreign company to mine another country’s resource – being an investor of choice is hugely important, and people want us to stay.”
CARLSON REZIDORA second year of record growth built on solid foundations Written by: Abigail Phillips Produced by: Kiron Chavda
7 9
CARLSON REZIDORA second year of record growth built on solid foundations Written by: Abigail Phillips Produced by: Kiron Chavda
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CARLSON REZIDOR
Carlson Rezidor Hotel Group is one of the world’s largest and most dynamic hotel companies. It has an expanding portfolio
of more than 1,350 hotels in operation and under development, a global footprint covering over 105 countries and territories, and a powerful set of global brands including Quorvus Collection, Radisson Blu, Radisson, Radisson Red, Park Plaza, Park Inn by Radisson and Country Inns & Suites by CarlsonSM. Carlson Rezidor in the Middle East is a relatively young arm of the business, but has gone from strength to strength
How Carlson Rezidor expanded its footprint on foundations of market expertise, product offering, owner’s trust and responsible business
Ramsay Rankoussi and Elie Milky
www.rez idor.com 8 1
CARLSON REZIDOR R E TA I L
in recent years. Today the Middle East has 34 operating properties in the region and has a further 30 properties in the pipeline.
The latest innovation at Carlson Rezidor was the launch of Radisson Red, which is an upscale brand designed to address the growing demand for a lifestyle select offering. This was in addition to the launch of Quorvus Collection in the luxury segment as a collection of unique, iconic properties. The Middle East region has witnessed an increasing surge in economic growth resulting in the demand for quality accommodation in all segments despite
Key Personnel
Elie MilkySnr Director of Business Development Middle East & Africa, The Rezidor Hotel Group
Elie is responsible for driving expansion opportunities in accordance with the group’s growth strategy across the Middle East and parts of Africa, which remains an area of focus for each of the core brands: Radisson Blu, Park Inn by Radisson, Radisson Red and the Quorvus Collection. A Lebanese/Gambian national, Elie has a BA in Hospitality Management & Tourism and an MBA in International Hospitality Management specialising in Hotel Real Estate and Finance from the renowned IMHI – ESSEC Business School in Paris.
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CARLSON REZIDOR
VingCard Elsafe, a long term partner with Rezidor Hotel Group providing hotel security solutions introduces,
THE NEXT GENERATION ELECTRONIC LOCKING SOLUTION VingCard’s newest family member, Allure by VingCard1, takes hotel locking solutions to a whole new level with its unique design and exceptional features. Now, you no longer need a lock on the door, Allure is meant for wall mounting.
Allure is more than you would imagine it to be. It can act like a lock, but surely does not look like one. With its sophisticated glass looking fronts and elegant touch, Allure is a jewel in disguise. More flexible than ever before, you can now choose the appearance and functionality based on your desires. Let Allure be part of the interior design!
With its most advanced access panel, Allure also includes; “Do Not Disturb” og “Make Up Room” status indicators, doorbell and the option of customdesigned roomnumber or text2.
Allure by VingCard is compatible with VISIONLINE system solution.
Orion, an innovative and affordable energy management solution can help reduce energy consumption, saving up to 35% in monthly utilities, while ensuring maximum comfort for your guests.
1. Not available for sale, please contact your sales representative for more information.2. Specifications may change without notice and special conditions apply.
R E TA I L
www.rez idor.com 8 3
CARLSON REZIDOR CARLSON REZIDOR
some pockets of instability, which resulted in the company’s desire to diversify its portfolio has meant that growth in this category has been significant. “It has been a very good year for us in terms of growth. We are seeing an awful lot of potential in the region; specifically Saudi Arabia, the UAE and Egypt, among others due to a spike in leisure tourism and business travel,” says Elie Milky, Senior Director Business Development.
Company strategy Currently, Carlson Rezidor is expanding in both midscale, upscale, upper-upscale and luxury segments to meet growing demand for hotel accommodation across the region. Its service offering is broken down into hotels, resorts, and serviced apartments.
VingCard Elsafe, a long term partner with Rezidor Hotel Group providing hotel security solutions introduces,
THE NEXT GENERATION ELECTRONIC LOCKING SOLUTION VingCard’s newest family member, Allure by VingCard1, takes hotel locking solutions to a whole new level with its unique design and exceptional features. Now, you no longer need a lock on the door, Allure is meant for wall mounting.
Allure is more than you would imagine it to be. It can act like a lock, but surely does not look like one. With its sophisticated glass looking fronts and elegant touch, Allure is a jewel in disguise. More flexible than ever before, you can now choose the appearance and functionality based on your desires. Let Allure be part of the interior design!
With its most advanced access panel, Allure also includes; “Do Not Disturb” og “Make Up Room” status indicators, doorbell and the option of customdesigned roomnumber or text2.
Allure by VingCard is compatible with VISIONLINE system solution.
Orion, an innovative and affordable energy management solution can help reduce energy consumption, saving up to 35% in monthly utilities, while ensuring maximum comfort for your guests.
1. Not available for sale, please contact your sales representative for more information.2. Specifications may change without notice and special conditions apply.
“We are seeing an awful lot of potential in the region; specifically Saudi Arabia, the UAE and Egypt, among others due to a spike in leisure tourism and business travel” - Elie Milky, Senior Director Business Development.
VingCard Elsafe, the world leader in hotel security technology, has products installed in more than 42,000 properties worldwide. VingCard electronic locking system solutions include the latest RFID contact-less electronic locks compatible with NFC and BLE. Elsafe provides the only UL-listed (1037) anti-break-in hotel safe series on the market today.Orion by VingCard Elsafe provides an intelligent energy management solution.
Local service and support in nearly 170 countries.
SUPPLIER PROFILEASSA ABLOY (VCE GROUP)
8 4 M a rc h 2 0 1 5
CARLSON REZIDOR
“In this region we are experiencing a high demand from families and corporate clients who want to stay in a studio, one or two bed apartments for short and long stays,” explains Milky. “Hence the need for the extended stay product.”
The company also operates a number of mid-market hotels under the Park Inn by Radisson brand within its portfolio, as well as upper-upscale offerings with Radisson Blu properties. “We are in a fortunate position, whereby we can cater for a broad range of clients,” says Milky.
Already 2015 is ramping up to be a big year for Carlson Rezidor in the Middle East. “We have a number of serviced apartments opening in Dubai; one in July and another three scheduled for the next three years. In Dubai we have a lot of up and coming serviced apartments. Saudi Arabia is also part of the company expansion plan, which includes serviced apartments under both Radisson Blu and Park Inn by Radisson brands,” he says. Unlike many of its competitors, the company operates serviced apartments under the group’s established brands.
The key to success, is peopleThe success of the company however, is not down to process alone; it is also down to recruiting and nurturing the right people. “The need to recruit the right talent to sustain growth is critical to our business success. We have a lot of planned development in the next few years and the most critical element comes from a human
Radisson Blu
Hotel & Residence,
Jeddah Gate
Park Inn by
Radisson Hotel and
Residence Duqm
one bedroom chalet
R E TA I L
www.rez idor.com 8 5
CARLSON REZIDOR
perspective.” said Milky. “We believe in growing people already within
the Carlson Rezidor family and as such provide our employees with the support and tools they need to grow both personally and professionally. The most important thing for us is strong people and effective people management.” he said.
A modern supply chainAs well as having a team of experts on the ground, Carlson Rezidor has a sophisticated supply chain set up, which sets it apart from the competition.
Radisson Blu Resort Fujairah
The key to success, is
people
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CARLSON REZIDOR
WE HAVE THE FUTURE OF MOBILITY
L O C K E D I N.
In the not-so-distant future, your guests will rate their stay on how
much you let them do on the go. Fortunately, Kaba is well ahead of the
mobility curve. Plus, our mobile functionality is built on the security
backbone you’ve grown to trust. It’s more than mobility without limits.
It’s security without compromise.
© Kaba Ilco Inc, 2015, all rights reserved. Patents pending and protected.
For more information, please contact:Rune Venaas: +34 615 481 544
Philip Van Neer: +971 4 501 56 [email protected]
www.kabalodging.com
R E TA I L
www.rez idor.com 8 7
CARLSON REZIDOR CARLSON REZIDOR
Ramsay Rankoussi, Director of Business Development says, “This is one of our most important initiatives in terms of growth; everything is about growing capacity in terms of our portfolio, our suppliers and our supply chain network. We are expanding our sales, technical and supply chain resources in Saudi Arabia so there is a lot of momentum going on at the moment.
Carlson Rezidor has a revenue and distribution management team, which is constantly looking into the latest innovations in the fields of e-buying, e-procurement and e-business to drive efficiency. “We have an optimisation team in Brussels and they focus on e-development and e-distribution which are key factors in relation to the business moving forward.” Rankoussi said. That same team also manages suppliers, which translates
WE HAVE THE FUTURE OF MOBILITY
L O C K E D I N.
In the not-so-distant future, your guests will rate their stay on how
much you let them do on the go. Fortunately, Kaba is well ahead of the
mobility curve. Plus, our mobile functionality is built on the security
backbone you’ve grown to trust. It’s more than mobility without limits.
It’s security without compromise.
© Kaba Ilco Inc, 2015, all rights reserved. Patents pending and protected.
For more information, please contact:Rune Venaas: +34 615 481 544
Philip Van Neer: +971 4 501 56 [email protected]
www.kabalodging.com
A serviced apartment
Kaba is a leading source of high quality access management solutions and hotel access systems. Kaba’s latest offering of RFID locks are mobile-access compatible, giving operators a range of guest entry options and leveraging Bluetooth Low Energy technology: guest can use their smart phones to access Kaba guest door locks. Kaba is an innovator of the integration
of NFC, BLE and other technologies that enable the issuing and management of mobile credentials. With their smart phone, guests keep moving, bypassing the front desk check-in process, allowing them to proceed directly to their room, enhancing their stay and streamlining hotel operations.
Website: www.kabalodging.com
SUPPLIER PROFILEKABA
8 8 M a rc h 2 0 1 5
CARLSON REZIDOR
to direct cost savings due to the buying power of the global company. “We have a regional head in each arm of the business and they all work together to locally source and globally source the right materials and equipment for the business”.
A unique business model Carlson Rezidor is one of the largest companies in the world and one of the fastest growing in the Middle East. “We are very solution driven when it comes to helping owners and investors developing and managing hotels on their behalf. Our response rate is high, we can move quickly when
Exterior
“We are acutely aware of the fact that we are a global company and as such need to focus on sustainability, the environment and the world for generations to come” - Elie Milky
R E TA I L
www.rez idor.com 8 9
CARLSON REZIDOR
opportunities arise, we have less bureaucracy than other companies and at the same time we are business minded in our approach.
“We have strict standards and specifications – we will live by them so we don’t jeopardise the final product but then again, we look at solutions from a business angle. We can make decisions on the ground, which are business minded and in the best interest of the owner and the end-user. This is a level of flexibility that other companies are sometimes unable to achieve” said Rankoussi.
Carlson Rezidor takes pride in developing its hotel brands with both the investor and the consumer in mind. “We look at functionality, ROI and the usability for the consumer. When it comes to operations we have some of the highest profit margins in the industry, but it doesn’t stop there. We are acutely aware of the fact that we are a global company and as such need to focus on sustainability, the environment and the world for generations to come. “We have an award winning responsible business program and all our buildings have high sustainability rates – in everything we do, we aim to give back to the community and the environment.” he said.
Carlson Rezidor is a company build on strong foundations. Its positive, empowering values truly make it stand out from the crowd. Carlson Rezidor is based on a culture of respect - for its employees, its customers, its stakeholders and the environment. That is a winning formula.
Company Information
OPERATING HOTELS IN THE MIDDLE EAST:
Quorvus Collection:
1 Hotel (169 rooms)
Radisson Blu:
26 Hotels (6,873 rooms)
Park Inn by Radisson:
7 Hotels (1,181 rooms)
Total 34 hotels /
8223 rooms
HOTELS UNDER DEVELOPMENT IN THE MIDDLE EAST:
Radisson Blu: 15 Hotels
(3,861 rooms)
Park Inn by Radisson:
13 Hotels (2,806 rooms)
Total 28 hotels/
6667 rooms
9 1
Unit 45 Holds the key to container trade Written by: Sam Jermy Produced by: Craig Daniels
9 2 M a rc h 2 0 1 5
UNIT 45
Despite Unit 45 being a relatively young company, it has quickly made its mark on the container trade by obtaining numerous
seven-figure contracts, such as the €30 million deal with Kazakhstan-based company KTZ Express.
After its establishment in December 2002, it set a goal of making 400 dry-box units in 2013 and 600 in 2014. In the event, it has actually manufactured and distributed over 5,000 this year, surpassing all company expectations.
From this point it started to develop its rental fleet in 2005, reaching the 2,500th unit in 2008 and the organisation today has an impressive 12,000 in its rental fleet and a presence in every European country, illustrating the sheer magnitude of growth the Unit 45 has experienced.
Now it is garnering the interest of multinational corporations such as HP Logistics, Pfizer and Acer; mainly due to the innovative, patented container designs.
Jan Koolen, Managing Direct at Unit 45, explained how containers are sold to the end-user having met specific requirements, with the livery often being in that specific company’s colours and décor application.
He said: “Unit 45 is becoming ever bigger and that is because we are innovators. For example, between 2003 and 2005 we earned most of our revenue out of the dry-box units, but I can assure you we are now earning more revenue out of the newly developed products. Such as the diesel electric reefer units and curtain-sided units; so
The Rotterdam based company is described as an intermodal innovator due to its ground-breaking transport solutions for 45 feet containers, and the business is continuing to experience great success as a result
S U P P LY C H A I N
www.un i t45 .com/uk 9 3
UNIT 45
there is a constant development process.”The dry-box units are usually sold after the firm
has put some added value to it, whether that be through the livery or by implementing temperature controlled logistics, such as the cooling units. Normally a standard 45ft long dry-box unit is 2.5 metres wide and nine feet six inches high, but already it has some different specifications.
Koolen added: “We have a diesel electric reefer unit which means you can run this electrically and by diesel. It has an integrated generator set
Diesel electric reefer
Loading the containers
Discover the world and the benefits of refrigerated transport by Thermo King - www.thermoking.com
Thermo King provides ideal possibilities for intermodal refri-gerated transport. Intermodal refrigerated transport involves the movement of temperature sensitive goods in a specially designed reefer box by road, sea and rail. Handling costs are reduced, as well as the risk of damage and loss.The newly launched SLXe and T-1200 Intermodal refrigeration
units are Thermo King’s dedicated products for intermodal transport. A high performance diesel engine supported by electric standby for shipboard or overnight operations make the SLXe and T-1200 Intermodal exceptionally reliable solu-tions for autonomous temperature management. Thermo King, it’s a great discovery!
The Thermo King Intermodal Units. Complete Transport Solutions.
No boundaries.
We are Intermodal.
Discover the world and the benefits of refrigerated transport by Thermo King - www.thermoking.com
Thermo King provides ideal possibilities for intermodal refri-gerated transport. Intermodal refrigerated transport involves the movement of temperature sensitive goods in a specially designed reefer box by road, sea and rail. Handling costs are reduced, as well as the risk of damage and loss.The newly launched SLXe and T-1200 Intermodal refrigeration
units are Thermo King’s dedicated products for intermodal transport. A high performance diesel engine supported by electric standby for shipboard or overnight operations make the SLXe and T-1200 Intermodal exceptionally reliable solu-tions for autonomous temperature management. Thermo King, it’s a great discovery!
The Thermo King Intermodal Units. Complete Transport Solutions.
No boundaries.
We are Intermodal.
SUPPLIER PROFILE
THERMO KING
We deliver ultimate assurance. Our quality products and services are recognized around the world for reliability, efficiency, and innovation. Our customers have peace of mind that Thermo King will keep them running at maximum capacity to grow their business. Thermo King, a brand of Ingersoll Rand, was founded in 1938 and leads the world in manufacturing and innovating transport temperature control systems for a variety of mobile applications, including trailers, truck bodies, buses, shipboard containers and rail cars.
Thermo King currently has nine plants in six countries. Our customers get the same high product quality, whether we manufacture their units in Hastings, Wujiang, or Kolin. We are committed to providing products that are ecologically responsible and high performers. In addition, our people share a common commitment to prosperity through growth and international trade.
Our global network reach provides service almost anywhere in the world. We offer Thermo King service at every crossroads and in every port. When the customers can’t come to us, we go to them. Thermo King supports a parts and distribution system that can deliver any of 20,000 parts, anywhere in the world, overnight.
Even better than fast and efficient response to problems anywhere, is preventing them in the first place. Simulation analysis is part of our design process, so the breakdown points of parts and units are corrected in advance, not discovered in use. Our labs, the most sophisticated in the transport refrigeration industry, perform endurance testing to replicate the severe and extreme conditions in which our products perform.
Website: www.thermoking.com
S U P P LY C H A I N
www.un i t45 .com/uk 9 7
UNIT 45
that is one piece instead of being mounted. We developed a special floral container for the Dutch flower companies to use; it was a little bit wider and longer so it had the same internal dimensions as a trailer, and then they could load the same as other units and trailers.
“Although we are dealing in containers, our competition is not necessarily the container business, it is actually road transportation. That is why we use 45ft equipment because 45ft is 13.72 metres, and all trailers on road have a 13.60 metre dimension. So you are able to put the same amount into our 45ft unit, and subsequently our containers lends itself very easily to intermodal transportation.”
Customer satisfactionUnit 45 is maintains a high level of flexibility towards the differing needs of its customers, and
“Although we are dealing in containers, our competition is not necessarily the container business, it is actually road transportation”– Jan Koolen, Managing Director
Removing container from road trailer
TLC is the first reefer container manufacturer in China and the biggest special container manufacturer in the world. We were established in May 1995 and total 1,800 employees.
W: www.tlc-yz.com E: [email protected]
TLCTLCThe most professional container manufacturer
UNIT 45 S U P P LY C H A I N
www.un i t45 .com/uk 9 9
it is therefore attracting a high level of business interest. As well short-sea operators, logistics providers such as the European Container Service in Zeebrugge, road freighters, and non-vessels operators including A2B Online, the organisation is also providing practical logistical solutions for international clients.
In partnership with Thermo King, Unit 45 has developed a diesel electric reefer unit with a T1200 Thermo King cooling unit under an 800 litre tank that controls containerised products at a certain designated temperature.
Originally, the diesel unit was not able to be larger than 250 litres which presented a problem for the likes of YHF Logistics, KTZE and HP Logistics. It moves freight from Chongqing in China, through a Kazakh winter time that can reach under -40 degrees Celsius, then onto Russia, Belarus and Poland before reaching Germany, so it needed a year-round solution that did not involve refuelling two or three times on the 16 day journey.
This is just one example why Unit 45 possesses a range of contracts ranging from €6,000 to €30 million, with most being in the €1-€5milllion bracket.
Further prosperityAll manufacturing and production of Unit 45 containers is completed in China, and depending on specifications it differs between two and six months to get them over to Rotterdam, so
Unit 45 possesses a range of contracts
ranging from
€6,000to €30million
1 0 0 M a rc h 2 0 1 5
UNIT 45
advance planning is needed, especially if a client wants its own logo and livery.
But Kollen added: “We always have containers on stock in Rotterdam just in case a customer needs instant availability, and those containers are always in our own decors and Unit 45 specification. They are meant for the rental fleet but we could sell them as well. We are working
On the road
S U P P LY C H A I N
www.un i t45 .com/uk 1 0 1
UNIT 45
closely together with our three suppliers in China and we have been doing so for a long time.
“We are a very small company with only eight employees. We have one person who does all the new developments and technical things, together with me. We see if there is a market for it, and look into the possibilities with engineering and factories.
“We are exploring a passive refrigeration system which means that you have a kind of plate into your container and there is a substance in which you could charge. It is food approved, it is not dangerous at all and you are able to put this container on a certain temperature for a period of 12 to 18 days.”
Unit 45 has developed this system together again with Thermo King, the cooling unit manufacturer. It is still in the development phase, but Koolen says if it works out it will be a revelation within the cooling industry.
He also expects the temperature-controlled exports to China to provide another revenue in the coming years, as the country’s demand for high value pharmaceuticals and potato and milk products increases.
“We do only have a small team, but we are talking to the HP’s, the Acer’s and Pfizer’s of this world; all big companies who are willing to use our type of innovative equipment.” concluded Koolen.
On its current trajectory, Unit 45 is set to be a much larger company in the company years as more take advantage of its cutting edge container designs.
Company Information
I N D U S T RY
Supply Chain
H E A D Q U A RT E R S
Rotterdam, The
Netherlands
F O U N D E D
2002
E M P L O Y E E S
8
R E V E N U E
Not disclosed
P R O D U C T S /
S E R V I C E S
Container units
BT Supply Chain Brings Enhanced Industry Expectations to the ForeWritten by: Matthew Staff Produced by: Craig Daniels
1 0 3
BT Supply Chain Brings Enhanced Industry Expectations to the ForeWritten by: Matthew Staff Produced by: Craig Daniels
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BT SUPPLY CHAIN
BT is one of the most recognisable brands in the UK, operating successfully over the years upon a bedrock of core market facing
businesses; BT Supply Chain has underpinned each of these, providing valuable experience of how supply chain can enable greater business success.
Historically providing the logistical knowhow and efficiencies to help the entire organisation run as effectively and safely as possible, the team of around 850 people has long provided the supply chain planning and logistics which helps to enable BT’s market facing businesses.
These are the words of Managing Director, Nicholas Hale, who was brought into his current position to steer BT Supply Chain and BT Cables towards the next stage of development.
“Across each area of supply chain operations we support between 40,000 and 50,000 individual orders a day. We are responsible for supply chain planning, logistics, critical spares management and inventory performance amongst many other value-added integrated services such as staging, configuration, cable management, testing and repair, and inventory performance” he explained.
“Over the past 18 months, having got that capability to critical mass, we’ve opened our doors to the external market working with target customers that like us have significant engineering field forces. We’re increasingly working with those organisations and providing similar services to them throughout our network, particularly in the UK.”
One of the UK’s most familiar organisations continues to reinvent its supply chain arm as it looks to extend existing capability and services with external customers
S U P P LY C H A I N
www.btsupp lycha in .com 1 0 5
BT SUPPLY CHAIN
Sustainable supply chainReplicating the internal processes to external markets required and his team to pinpoint efficiencies on a whole new level, subsequently pinpointing the key areas of service offerings that could apply across the entire spectrum of customers.
This led to what Nicholas describes as a three-pronged strategy existing as part of an omnichannel supply chain model.
“Our strategy can be encompassed under a rather simple statement which is used time and time again: ‘rethink what your supply chain can deliver’,” he said. “The three things which we believe are significant for external customers are working collaboratively to deliver a differentiated customer experience, transforming costs, and ensuring there is a sustained platform for
Number of orders a day for BT Supply Chain
50,000
Transport network
BT SUPPLY CHAIN
1 0 6 M a rc h 2 0 1 5
growth through capacity and capability, but also sustainability.”
BT Supply Chain has subsequently made giant strides through “BT Collect”, a term it uses to describe initiates that use its own transport network to collect and transport inbound products, vastly reducing the amount of miles covered throughout the distribution process. Sterlite, a supplier of fibre cable products to BT Group, is one example of where we have been able to utilise the BT Supply Chain capabilities to provide logistics and other related services so that together we deliver additional value across the supply chain.
Nicholas continued: “Within performance against the key target metrics, one of the critical aspects of our inventory management continues to be stock dimensioning, ensuring that critical spares and other high value equipment is in the right place to minimise response times to service incidents and also the distance a product needs to travel.
“Engineers want spares to be 30 miles away and not 100, so customers get back online quicker while we also minimise our carbon footprint and the cost to serve in the process.”
The company has so far reduced inbound response times by 52 percent, while around 30 percent of its shipments from the docks or in the UK are now arriving via its own BT Supply Chain vehicles.
Key Personnel Nicholas HaleManaging Director Nicolas joined BT in 2012 as Managing Director Supply Chain with a clear remit to transform the model and impact of supply chain both across BT Group and with external customer. He is responsible for supply chain strategy and operations across BT Group, a scope that includes delivery of a multi-channel supply chain to support BT’s varied B2B and B2C business. He is also Managing Director of BT Cables, a UK based manufacturer and supplier of cable products in various sectors.
www.btsupp lycha in .com 1 0 7
“Our strategy can be encompassed under a rather simple statement which is used time and time again: ‘rethink what your supply chain can deliver’”
– Nick Hale, Managing Director, BT Supply Chain and Cables
As experts at export we offer a full range of service options to 240 countries and territories worldwide. And because our delivery partners are local postal organisations we – literally – know where everyone lives, giving your business a competitive advantage overseas, with high first time delivery rates.
Find out how we can help your international business grow.
parcelforce.com/export
Made in Britain. Delivered worldwide.We’ll help you expand your business overseas with a delivery network that reaches 99.6% of the world’s population.
Parcelforce Worldwide and the Parcelforce Worldwide Globe Logo are trade marks of Royal Mail Group Ltd. © Royal Mail Group Ltd 2014. All rights reserved. Parcelforce Worldwide is a trading name of Royal Mail Group Ltd. Registered in England and Wales, number 4138203, registered office: 100 Victoria Embankment, London, EC4Y 0HQ. Parcelforce Worldwide is a GLS network partner.
BT SUPPLY CHAIN S U P P LY C H A I N
www.btsupp lycha in .com 1 0 9
These same benefits reach to the external market as well, with BT Supply Chain on hand across a wider footprint to meet needs of suppliers quicker, ensuring vast improvements are being made in regard to rapid response times, and right-first-time occurrences.
BT benefitsFor many companies, taking a set of services, regardless of previous successes, to a new market or customer base would come engulfed in marketing and entrepreneurial challenges, but BT Supply Chain arrived on the scene with one readymade trump-card; the scale and breadth of the existing infrastructure and services need to support BT Group business. Alongside BT Supply Chain is also BT Cables, a UK based
As experts at export we offer a full range of service options to 240 countries and territories worldwide. And because our delivery partners are local postal organisations we – literally – know where everyone lives, giving your business a competitive advantage overseas, with high first time delivery rates.
Find out how we can help your international business grow.
parcelforce.com/export
Made in Britain. Delivered worldwide.We’ll help you expand your business overseas with a delivery network that reaches 99.6% of the world’s population.
Parcelforce Worldwide and the Parcelforce Worldwide Globe Logo are trade marks of Royal Mail Group Ltd. © Royal Mail Group Ltd 2014. All rights reserved. Parcelforce Worldwide is a trading name of Royal Mail Group Ltd. Registered in England and Wales, number 4138203, registered office: 100 Victoria Embankment, London, EC4Y 0HQ. Parcelforce Worldwide is a GLS network partner.
Lutterworth
Warehouse
As a Great British parcel company and a leading provider of express delivery services, we are proud to work with BT Supply Chain logistics as a partner, delivering their key telecoms components to meet the needs of their business customers and engineers. Our outstanding range of convenient delivery options means that we can provide flexible, secure and express delivery and collection solutions - from time critical early morning deliveries to next day and two day delivery. Our customers trust us to be the face of their brand and we pride ourselves on our reliable service and experienced people to deliver at home and abroad with a personal touch. Website: parcelforce.com/export
SUPPLIER PROFILEPARCELFORCE WORLDWIDE
Global Transport & Logistics
+44(0)844 880 0844 [email protected] www.uk.dsv.com
DSV is proud to be a preferred Global Transport & Logistics partner to British Telecom.
To find out how we can support your business with reliable, cost effective transport and logistics solutions, contact us now to start a conversation.
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BT SUPPLY CHAIN S U P P LY C H A I N
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manufacturer and supplier of cable products working with external customers across the rail, telecoms and infrastructure sectors.
“To help build on each of these assets we are able to leverage many group initiatives that further support what we have set out to deliver, both for internal and external customers. There are many parts of BT which contain hugely valuable experiences and skills, such as continuous improvement and lean, so it would be foolish of us not to benefit from them,” Hale said. “We’re proud of what we’ve established and achieved as a team at BT Supply Chain.
Management communities and academies that already exist within BT are also optimised within the BT Supply Chain business, while the company works alongside the Chartered Institute of Logistics and Transport as well to accredit people at various levels to aid their own and the company’s supply chain skills development.
Converged offeringThrough the established expertise at BT’s disposal and the successful business model that BT Supply Chain has been able to replicate across the company, consumers and external businesses, the necessity of optimising an omnichannel supply chain is being put into practice to great effect.
Overseeing all channels, a BT Supply Chain control tower ensures that the service is continually managed in real time, challenged and
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redesigned as needed to make it as efficient, responsive and flexible as possible. Innovation is also key to this strategy, as Hale explained: “Within London, we are increasingly using public transport and our own feet to move time critical engineering spares and B2C orders around town because it’s quicker. We use a hand carry solution because, for example, the best way from Edgware Road to Canary Wharf is not in a small van, it’s on the underground.
“Again, this also reduces the cost base and carbon footprint, and we’ll be rolling that out to seven cities in the UK by the end of the year.”
Unique initiatives such as this are indicative of the market understanding that BT Supply Chain has, primarily providing for an increasingly demanding set of customers in all sectors, but particularly
Lutterworth Warehouse
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S U P P LY C H A I N
those with an engineering field force and similar challenges to that of BT Group businesses.
Hale continued: “Inconvenience’ is increasingly simply not a tolerated word. People want a huge amount of flexibility and options, and with minimised time scales.”
Not necessarily constrained to just B2B or B2C customers, it is this realisation that BT Supply Chain addresses in an attempt to converge the two markets as seamlessly as possible.
“I would like to be in a situation where we would no longer talk about B2B or B2C but we talk about different customer segments with different nuances of solutions or service requirements,” Hale concluded. “B2B and the supply chain has not always been dynamic enough in general and has not been thought about enough from the customer perspective that B2C always has.
“Ultimately, our ambition is to be able to say that anyone who has engaged with and received a service from BT Supply Chain will have felt that it served their needs when expected, at an appropriate level of cost and with an appropriate level of insight. But beyond that we together clearly positively impacted their business strategy and performance by rethinking what the supply chain could deliver.”
“Supply chains can’t be passive things and they have not had the credibility and business-backing that they should in the past. People’s expectations are raised now though and we have a fantastic opportunity ahead.”
Company Information
I N D U S T RY
Supply Chain
H E A D Q U A RT E R S
UK
F O U N D E D
2012
E M P L O Y E E S
1,000+
R E V E N U E
£100m+
P R O D U C T S /
S E R V I C E S
B2B and B2C Supply
Chain
Galaxy TradingExpands Project Pipeline in Bid to Become Leader in UAE Buildings MaterialsWritten by: Tom Wadlow Produced by: Richard Durrant
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GALAXY TRADING
Galaxy Trading is taking on a host of building materials projects in the UAE as a result of a new strategy which sees
the company focus exclusively on supplying and retailing products from its selection of high-quality brands.
Having built up its name and become an established operator in its short five-year history, Galaxy has more than 35 developments in the pipeline and is also looking to add to its retail presence with another showroom in Dubai.
So far it has catered for residential, hospitality, health and retail sectors, bringing to the UAE
Bathroom interior in Gate Towers
The supplier of quality material brands boasts two successful showrooms and has more than 35 projects underway for public and private clients
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GALAXY TRADING
construction industry premium goods from the likes of ceramic specialist Porcelanosa via a supply chain bolstered by DB Schenker Logistics, Fedex and DHL.
Chief Operations Officer Faisal Al Raisi’s objective is clear. He said: “Our chairman brought me in in March this year and asked me to tell him in one sentence how I wanted to lead Galaxy. I said I want the company to be the number one building materials company in town, its as simple as that.”
Project Pipeline Galaxy Trading is rapidly building up its reputation thanks to a portfolio of materials supply projects for a number of eye-catching developments, especially in the residential arena.
The Gate Towers is an integral part of the transformation of Al Reem Island in Abu Dhabi, comprising 3,533 accommodation units among leisure and retail facilities.
Galaxy played an integral role in shaping the exquisite interiors of all apartments on site. This involved the supply and installation of kitchen cabinets, stone works and vanity cabinets, wooden doors and wardrobes and shoe racks. The company also supplied ceramic tiles, sanitary wares, lighting fixtures, ironmongery and façade lighting.
Galaxy is now channelling all of its energies into supply rather than installation, allowing it to take on more projects which now include the Al
Key Personnel Faisal Al RaisiCOO
Faisal Al Raisi took over as COO in March 2014. Prior to joining Galaxy Trading, he was associated with Dubai Holdings / Dubai World, where he was involved in many large construction projects. He is an insightful leader and brings with him proven experience of managing business transformations.
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GALAXY TRADING
Raha Gardens in Abu Dhabi and Alghadeer, a new 2,100-villa community close to the site for the World Expo 2020 in Dubai.
Key to securing more projects in the future is Al Raisi’s attitude towards customer retention. “One of our main ways of being competitive is to offer the lowest possible rates, because once we have opened one door with a client it will open more opportunities.
“This is about repeat custom and volumes of projects, not the cost of the first project. We are winning projects based on our quality brands and excellent prices, and we are happy to sit down with clients and negotiate the best package.”
Al Raha Villas bathrooms
“One of our main ways of being competitive is to offer the lowest possible rates, because once we have opened one door with a client it will open more opportunities”– Faisal Al Raisi
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The UAE government is one such repeat client, for which Galaxy Trading is a key supplier for some of its national housing projects.
“We have done a lot of national housing projects for the government and in 2015 we expect to execute many more such projects.” Al Raisi added. “This is a long term partnership and we have to make sure we have the capabilities to handle such responsibility.”
Successful Showrooms Alongside its strong portfolio of large projects, Galaxy has a permanent retail presence in Dubai and Abu Dhabi, home to company HQ.
Kolarz Quadra Rosy
chandelier
KAAL Venice – The Lighting Consultant
KOLARZ Vienna – Inspired by light since 1918
KAAL INTERNATIONAL SRLMember of KOLARZ GroupCI Tower, Porcelanosa ShopKhalidiyah (32nd) StreetP.O. Box 130338Abu Dhabi, U.A.E.
Mobile: +971 52 7580800Phone: +971 2 2222191Fax: +971 2 6354775E-Mail: [email protected]: www.kaal.it
www.kolarz.at
Series Condulmer
Design by
Shanghai Tower, China Emirati Housing, U.A.E. Shining Tower, U.A.E.
Private Villa, France
KOLARZ_Construction_Global 03.11.14 14:42 Seite 1
GALAXY TRADING C O N S T R U C T I O NSUPPLIER PROFILE
KOLARZ VIENNA – INSPIRED BY LIGHT SINCE 1918Success favours those who turn their dreams into reality, not those who copy other people’s ideas. This is the guiding principle which KOLARZ has followed for over 96 years. With the courage to innovate and the awareness of a creative tradition, KOLARZ is setting new trends and standards in lighting, market competency and reliability. KOLARZ professional lighting solutions are the products of creative minds and careful hands – valuable European original products of the highest quality, created by traditional craftsmen in our production facilities near Vienna, Venice and Budapest. KOLARZ is a family business, based in Vienna, and a major supplier to the leading retailers in 52 countries worldwide. The standard product ranges, with contemporary and traditional styles, combining modern design and lighting technology with the finest components and materials can be viewed on our webpage www.kolarz.at. Express your creativity and customize your own light. Choose from 85.000 possible product combinations! Show your own style, create your personal lighting design! We realize all your projects providing customized lighting solutions for your individual needs.
Website: www.kolarz.at
Based in one of the most important Italian lighting districts just outside Venice, the KAAL name has been synonymous with beautiful lighting since 1986. We have been exporting lighting products to more than 50 countries worldwide. The Company has a close cooperation with over 100 local and international manufacturers and lighting suppliers. Its strategic location, long-term experience in the field of lighting craftsmanship and sales and an exceptional customer service make KAAL the perfect partner for all your lighting needs. We make sure our customers come first. This means: personal consultation to help to select the correct technical and decorative lighting fittings to suit the project, quality and quantity control, KAAL coordinates with all suppliers, consignment consolidation of shipments in KAAL’s central warehouse and centralised invoicing.
Website: www.kaal.it
KAAL VENICE – THE LIGHTING CONSULTANT
GALAXY TRADING C O N S T R U C T I O N
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The two showrooms are served by a large warehouse in Kizad, located between the two Emirates and recipient of 20-25 containers of product each month. The company stocks around 1,000 different products from lighting and cabinets to tiles and wooden doors.
“Our showrooms are doing extremely well and we are looking at opening another in Dubai in 2015,” Al Raisi said. “Hopefully we can develop more in other cities across the UAE once we have studied the market properly. You can’t just jump in.”
Brand Power On display in the showrooms and being implemented on the ground through Galaxy’s ongoing project work are quality products produced by strong brands from across the world.
Al Ghadeer Villas
bathroom
PORCELANOSA Grupo is a major reference in decorative and building materials both on the Spanish and international markets, operating in accordance with firmly-consolidated values such as innovation and quality. We are constantly developing new materials and new solutions which in many cases are the first of their kind anywhere in the world, creating spaces that are definitely unique and cutting-edge. At PORCELANOSA we have a clear objective, to create an entire life style, a world of sensations, based on technology, design, innovation, quality, guaranty, and the greatest respect for the environment.Contact Info: Address: Ctra N-340, Km 55,8 , 12540 Vila-real, Spain Tel: +34 964507100 email: [email protected]: www.porcelanosa.com
SUPPLIER PROFILEPORCELANOSA GRUPO
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GALAXY TRADING
Porcelanosa, a Spanish producer of bathroom furniture and ceramic wall and flooring tiles present in more than 100 countries, is the company’s flagship brand.
Al Raisi said: “They are a grade A company for us. We are in dialogue with them on a daily basis and their after sale service is excellent – if something breaks I do not have to wait a week. I call them and they arrive very quickly, even for minor things on a single item in a single residential villa.
“Recently I was in Bologna and I saw lots of high end products, but many of them I saw at Porcelanosa years back. I have the advantage of working with a company whose products are one
Kitchen in Al Ain Villas
Al Ain Villas lighting
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GALAXY TRADING
step ahead and are duplicated two to three years later by other producers.”
Being the UAE distributor of Porcelanosa thus gives Galaxy a head start on the regional competition; competition which is seen as healthy and a driver of success. “Competition is positive – it makes us work harder and be more creative,” the COO said. “If there is no competition there is no fun in the market.”
Other brands represented by Galaxy include Poland’s maker of bathroom fixtures Cersanit, Austrian lighting manufacturer KOLARZ, and Swiss company Geberit, producer of eco-friendly sanitary and piping systems.
Galaxy is also well supported in its logistics functions by heavyweight operator DB Schenker Logistics, able to ship orders within 45 days to project sites, with air freight also used if a client is in need of a delivery in quicker time.
With top brands and logistics partners on board coupled with the new focus on excelling in the supply of such materials to clients, Galaxy is well placed to pursue Al Raisi’s objective of becoming the market leader.
He concluded: “In five years’ time I think we will be over 200 people and should be able to have a larger market share. Other players in the market are even coming to us to get their products on the map.
“We also have strong shareholders who are all business people who are in line with our vision and able to help us provide the best service possible.”
Company Information
I N D U S T RY
Construction
H E A D Q U A RT E R S
Abu Dhabi, UAE
F O U N D E D
2009
E M P L O Y E E S
77
R E V E N U E
USD 100 million
P R O D U C T S /
S E R V I C E S
Building Materials
Ramboll thriving in the Middle EastWritten by: Sam Jermy Produced by: Richard Durrant
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RAMBOLL
Ramboll is seeking to increase its Middle East workforce by up to 60 percent as a result of the renewed economic vibrancy in
the region.The company currently employs 550 people in
its three main regional markets of the UAE, Qatar and Saudi Arabia, with the aspiration to grow to nearly 900 employees as a result of achieving success in its building, transport, environmental planning and liveable cities projects.
Ramboll, a design and engineering consultant, was founded in Denmark in 1945 by two engineers who established the company in the wake of the Second World War. Very aware of the company’s role in the development of society, the founders promoted awareness of the human dimension and left behind a legacy that emphasises high ethical standards, quality rather than quantity, economic stability, responsibility towards society, and satisfied employees. These are still the governing principles in Ramboll’s approach to business.
Yaver Abidi the Managing Director of Ramboll New Markets (a business unit responsible for the main business lines and country units outside of Ramboll’s home markets), said: “Basically we are looking to build the company up to scale where it can take on the kind of large and complex projects we are doing but also so we have the depth of resources and expertise to do even more. Our growth plan is not necessarily driven by the market as such, there is plenty of scope.
The Danish-owned multinational company, which is part of the Emirates Green Building Council, is continuing to grow in the Middle East region in the Buildings, Environment, Oil & Gas and Transportation markets.
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RAMBOLL
Ferrari World, Abu Dhabi, United Arab Emirates
Key Personnel Yaver Abidi Managing Director
“Basically we are looking to build the company up to scale where it can
take on large and complex projects. We have the depth of resources and
expertise to do even more”
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RAMBOLL
“There is plentiful work to do in Saudi Arabia, the UAE is going to go through significant construction activity leading up to the 2020 Expo in Dubai and of course Qatar we know has a lot of building activity to do leading up to the FIFA World Cup in 2022. The markets we are focused on are very much buoyant.
“Our challenge is to grow whilst retaining our values and continuing to focus on the right thing for our customers. We do want to grow, we want to get around 800-900 people to have a greater capability in all the sectors we serve. We are not setting out to be the biggest, our goal is continue to be Ramboll and what we stand for.”
Ramboll in the Middle East focuses on four
The Change Initiative building
The FIFA World Cup in Qatar is leading to increased
building activity
2022
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RAMBOLL
“Our challenge is to grow whilst retaining our values and continuing to focus on the right thing for our customers. We do want to grow, we want to get around 800-900 people to have a greater capability in all the sectors we serve”– Yaver Abidi
Ramboll completed the Shining
Towers project in 2012. The
project comprised of two
towers of 33 and 42 storeys
respectively, and won GCC
Tower of the Year at the 2010
Construction Week Awards
Autodesk is proud to support Ramboll
Autodesk is a registered trademark of Autodesk, Inc., and/or its subsidiaries and/or affiliates in the USA and/or other countries.
© 2014 Autodesk, Inc. All rights reserved.
RAMBOLL C O N S T R U C T I O N
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of Ramboll’s six markets which are; Oil & Gas, Buildings, Transportation such as ports, aviation, and master planning, and environment.
Ramboll initially came to the region to explore oil and gas opportunities in the late 1990s and built up the business by building a strong relationship with Maersk Oil, part of the diversified global conglomerate AP-Moller Maersk. In 2006, Ramboll Middle East excelled from this point, partially through acquisitions, and has gone on to deliver on some of the region’s most iconic buildings, highly complex oil and gas projects, as well as transport infrastructure and environmental and master planning projects.
Regional expertiseOver the past decade, the Ramboll brand has
Autodesk is proud to support Ramboll
Autodesk is a registered trademark of Autodesk, Inc., and/or its subsidiaries and/or affiliates in the USA and/or other countries.
© 2014 Autodesk, Inc. All rights reserved.
Ramboll initially
came to the region
to explore oil and
gas opportunities
As a global leader in 3D design, engineering, and entertainment software, Autodesk helps people imagine, design, and create a better world. Autodesk offers an unparalleled depth of experience and a broad portfolio of software to give customers the power to solve their design, business, and environmental challenges. In addition to designers, architects, engineers, and media and entertainment professionals, Autodesk helps students, educators, and casual creators unlock their creative ideas through user-friendly applications.
Website: www.autodesk.co.uk
SUPPLIER PROFILEAUTODESK
www.seedengineering.comT: 971 4 2564882
design integrate sustain
Large scale and special projects are our speciality
W Hotel
IMG Theme Park
National Games Stadium
Kigali Vision City
Aquatic Tower
Residential Units Development 401 Acres including 795,870 m²
Sports City
One of World’s Largest 150,000m²
50,000 seats stadium & retail
5 Star Delux Hotel, Muscat Oman
Hills Residential12 Buildings 350,000 m2
ROTANA Dar Es Salaam5 Star Hotel
Novotel Al BarshaTotal area of 169,000.00 m2
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C O N S T R U C T I O NRAMBOLL
grown in the Middle East to the extent where the company now has an enviable reputation as market experts in sustainable buildings and other environmentally efficient projects.
Richard Beard, Managing Director of Ramboll Middle East, said, “In addition to our growth in Qatar and UAE we have also been successful in building business in Saudi Arabia. We are focusing on these three countries in the Middle East at the moment. We have done a lot of tall buildings in Dubai, and have developed a very good master planning unit where we plan communities’ and liveable cities, and completed major environmental master plans in in cities including Jeddah.
“In the environment field we have been U Bora Towers
www.seedengineering.comT: 971 4 2564882
design integrate sustain
Large scale and special projects are our speciality
W Hotel
IMG Theme Park
National Games Stadium
Kigali Vision City
Aquatic Tower
Residential Units Development 401 Acres including 795,870 m²
Sports City
One of World’s Largest 150,000m²
50,000 seats stadium & retail
5 Star Delux Hotel, Muscat Oman
Hills Residential12 Buildings 350,000 m2
ROTANA Dar Es Salaam5 Star Hotel
Novotel Al BarshaTotal area of 169,000.00 m2
Waste-ToEnergy
Plant In Abu Dhabi
SEED is an Engineering (MEP) Consultancy registered in the U.A.E. and India .Within a short time span we have executed a number of small, medium and large size projects in the U.A.E., Qatar, India and Tanzania.As engineers and designers, we partner with our clients to ensure that sustainability and energy efficiency are at the forefront of all our projects. We are in a strong position to deliver designs of the highest quality on time. The hallmarks of our organization are singular intelligence and collective experience.
Website: www.seedengineering.com
SUPPLIER PROFILESEED ENGINEERING
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RAMBOLL
members of the Emirates Green Building Council for some time now. For us at Ramboll, it is not all about shiny new builds either, we also focus on brownfield sites to improve them by making them more environmentally efficient. A project we are particularly proud of is the Change Initiative in Al Barsha, Dubai, which achieved the highest sustainability rating in the world based on the LEED sustainability rating system from the USA.
Beard states it is really about sustainability by improving the community and existing infrastructure and that is what sets the company apart.
Future planningRamboll Middle East started a graduate program this year, and are offering internships. A majority of employees are currently expatriates, but both Abidi and Beard envisage that the graduate program will help grow the future talent for the company, particularly in Saudi Arabia where the high level of education will benefit the Saudisation government scheme.
Beard said: “The Middle East can be an expensive place to bring staff but it is key
Key Personnel Richard BeardManaging Director
“We are not in this market to be the biggest Middle East consultant, but we want to be working on the sustainable projects in line with our company values”
C O N S T R U C T I O N
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RAMBOLL
to keeping up to date and bringing people through the business. We are going to put a lot more energy into our graduate program next year to aid our growth. Retention is vital too, I think we will see more talent coming back to the Middle East due to the dynamic and fast paced environment.
In the future RME will continue to develop the the Fujairah 2040 framework plan for the UAE’s fifth largest emirate. Fujairah has embarked on a plan for the comprehensive development of this important geographical area which it is the only emirate with a shore directly to the Indian Ocean independent of the Hormuz Strait.
Beard concluded: “We are not in this market to be the biggest Middle East consultant, but we want to be the leading consultant working on the sustainable projects in line with our company values. Our plans will continue to match the dynamism and growth in our geographical markets, working with key clients across the sectors.”
“We will also eventually look into other regional markets in the Middle East. We have enough experience to be able to tackle any of the markets that are likely to open up.”
Ramboll are set for an exciting growth phase, building on its market expertise within Qatar, UAE and Saudi Arabia. It continues to look for outstanding people whose values align with the company’s and therefore would like any interested individuals to go visit its website.
Company Information
I N D U S T RY
Construction
H E A D Q U A RT E R S
Dubai, UAE
F O U N D E D
1945
E M P L O Y E E S
11,000 (550 Middle
East)
R E V E N U E
1 billion EUR (27 million
EUR Middle East)
P R O D U C T S /
S E R V I C E S
Design and engineering
consultants
JSS Medical ResearchTakes Clinical Studies GlobalAfter key mergers and acquisitions, JSS Medical Research is able to offer their high-quality services to the world.Written by: Laura Close Produced by: Cedrick Adolphe
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JSS Medical ResearchTakes Clinical Studies GlobalAfter key mergers and acquisitions, JSS Medical Research is able to offer their high-quality services to the world.Written by: Laura Close Produced by: Cedrick Adolphe
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JSS MEDICAL RESEARCH
The vision of JSS Medical Research is to become the preferred provider of clinical
research services for a range of healthcare stakeholders including industry, hospitals, universities and governments.
To achieve this goal, JSS Medical Research is continuing to deliver on its promise of providing an exceptional array of clinical trial services that comply with the most rigorous scientific, ethical and regulatory standards, and executing
H E A LT H C A R E
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JSS MEDICAL RESEARCH
Emmanouil Rampakakis, VP Scientific Affairs, JSS Medical Research
on its plans for global expansion.The origins of the company date back to
1985 when the founder, Dr. John S. Sampalis started a consultation business offering study design, statistical analysis, and medical writing services. In the 1990s clinical operations and data management services were introduced, and in 2005 the quality assurance department was established. JSS Medical Research expanded its offering in health economics and outcomes research in 2012, providing reimbursement strategy services and leveraging health economics expertise to build the key elements of reimbursement submissions.
Today JSS Medical Research provides the complete spectrum of services for healthcare research including study design, study set
“Things like risk-based monitoring, patient reported outcomes using mobile applications, cloud-based systems, and electronic health records which seemed a luxury a few years ago have become or are becoming industry standards.”– Emmanouil Rampakakis, Vice President of Scientific Affairs
JSS MEDICAL RESEARCH
Product expertise:• Pharmaceutical,biologicalandbiotechnical
products(prescription/overthecounter)• Biosimilars• Generics• Medicaldevices• Naturalhealthproducts• Veterinaryproducts• Cosmetics• Foodandfeedingredients
1235, 3rd Avenue Val-d’Or, Quebec, Canada J9P 6C3T 819 824-6869 F 819 824-4876 [email protected]
Who are we?SPharmisaCanadianconsultingfirmspecializedinregulatoryaffairsandstrategicproductdevelopmentservices.
Susanne Picard, President
www.spharm.ca
up, site management, project management, data management, pharmacovigilance, quality assurance, statistical analysis, medical writing, and market access.
Major Projects and Growth JSS Medical Research is currently active in over 15 countries. The largest ongoing project is a 7-country post-marketing observational study assessing the burden of illness of herpes zoster.
The growth of JSS Medical
Research in Latin America is increasing and expansion to other regions in the world is in the short-term plans.
“One example of how JSS Medical Research brings value to our global clients is the collaborative effort between the University of Rosario in Colombia, a pharmaceutical sponsor, and JSS Medical Research that is aimed at educating healthcare providers, government officials and third-party payers
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JSS MEDICAL RESEARCH
on pharmacoepidemiological studies, in essence creating a Latin American centre of excellence for the real-world evaluation of safety and effectiveness of marketed treatments”, shared Emmanouil Rampakakis, Vice President of Scientific Affairs.
In the last few years, JSS Medical Research has experienced a 20 percent annual growth in revenue, which is above the industry standard. As part of its growth strategy, JSS Medical Research realized two M&As, Integrated Research in Canada and LatAm Clinical Trials in Latin America.
“This augmented the JSS Medical Research operational and regulatory expertise and solidified its presence in Latin America, increasing our geographic reach and our ability to conduct global multi-country studies,” said Rampakakis.
Technology in Research The past decade has been an exciting era of change and maturation for the CRO industry. The increased financial pressure on the pharmaceutical industry with the expiration of patents on
blockbuster drugs and the demand of healthcare payers for clinically and economically better drugs mandated the parallel adaptation of the CRO industry. Concepts like risk-based monitoring, patient reported outcomes using mobile applications, cloud-based systems, and electronic health records which seemed a luxury a few years ago have become or are becoming industry standards.
Innovations in technology are playing a major role in the pharmaceutical industry, in an effort to improve efficiencies, save time, and reduce costs. “Real-time” mechanisms of data collection and patient oversight translate into improved patient management. And, in the end, this is what it’s all about – making a positive impact on a patient’s life.
Companies that continue to leverage technology, improve their efficiency and maintain a strategic focus will add value to the clients. To this effect, JSS Medical Research recently implemented an internal web-based project management software, which features enterprise work management,
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JSS MEDICAL RESEARCH
e-tracking document management and portfolio management. “This was a pretty big project for us but we are certain that it will help us optimize our services to our clients”, Rampakakis commented.
For the Future The increasing trend of outsourcing in clinical research is guaranteed to continue. The industry acknowledges that CROs have the required scientific expertise and state-of-the-art infrastructure available for them to leverage, which is seen in the series of recent strategic partnerships built.
JSS Medical Research plans to continue growing organically and through M&As. The company has an ambitious but stable business model which involves additional expansion in emerging markets.
Currently, JSS is in the advanced stages of expanding into Asia while the idea of Europe is in the cards as well.
With its strong academic affiliations, expertise in the design and execution of clinical-epidemiological studies and flexibility and innovation in a competitive industry, JSS Medical Research is poised to exceed its growth goals and its clients’ expectations.
Company Information
I N D U S T RY
Healthcare
H E A D Q U A RT E R S
St-Laurent, QC, Canada
F O U N D E D
1985 (operating as ‘JSS
Medical Research’ since
1997)
E M P L O Y E E S
95
R E V E N U E
Not Disclosed