Wavin Repox BV

The Dutch Challenge Presented by Mounib Hatab Country Head UAE for Gulf Eternit Industries and Future Pipe Industries

FPI at a Glance •

Established in 1984, headquartered in Dubai

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Global leader in the fiberglass pipe industry

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Eight manufacturing locations and a global network of sales offices

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Serving more than 300 customers in over 50 countries in the Water Distribution, Industrial, Municipal & Infrastructure, Desalination & Power, Oil & Gas, Petrochemical and Marine sectors

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3500+ employees

The Dutch Connection •

Gulf Eternit Industries / Future Pipe Industries - a Dubai based company serving the Municipal Markets

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Wavin Repox BV – A subsidiary of Wavin BV which was owned by the Water Authority and Shell, serving the Industrial / Oil & Gas Markets

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FPI already licensed the GRE technology from Wavin Repox BV

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FPI acquired the Wavin Repox BV from Wavin BV in 1996

Why Holland? •

We were licensing the know-how from Wavin Repox so when the company was put up for sale this was a good opportunity to acquire the technology,

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The technology complemented our existing product offering in the GCC

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This also gave FPI a foothold in Europe to further expand its reach into the industrial /oil & gas sectors.

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The Netherlands also has an attractive climate for multinationals to base their holding structures in

FPI BV Hardenberg •

The plant has approx 200 employees, many of whom have been with the company for many years

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The factory is a niche player in the GRE market.

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The factory focuses on the production of specialized items such as our Fiberfloat and Fibermar products

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Principle market in EU with emphasis on Benelux

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Serves as base for sales & marketing in Europe

The Challenges •

Leadership styles: difference in leadership styles Entrepreneurial vs more process driven decision making

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Market difference: growth focus in the GCC vs replacement oriented market in Europe

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Operating model: higher operating and fixed cost as well as higher efficiency vs lower labor costs in the GCC

The Synergies •

Technology / product development center split between Holland and Dubai – best of both worlds

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Focus on manufacturing of specialized items in Holland and commodity items in the GCC. Rationalizing our internal supply chain

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Products and market sectors served are highly complementary

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Created dialogue between the units to instill trust and share best practice within the Group as a whole