Oil & Gas Middle East - - ADIPEC PREVIEW -

TUBACEX has seen strong sales growth this year. What are some fac­tors that con­trib­uted to that suc­cess?

We saw a sig­nif­i­cant im­prove­ment of re­sults sup­ported by our four ma­jor pil­lars, around which we have con­tin­ued work­ing and in­vest­ing in spite of the cri­sis; the in­creas­ing im­por­tance of high value-added prod­ucts sold di­rectly to end users, in­creased im­proved com­pet­i­tive­ness and pro­duc­tion flex­i­bil­ity, com­mit­ment to in­no­va­tion, and our con­tin­u­ous im­prove­ment-based phi­los­o­phy are the foun­da­tion for the en­hanced re­sults and mar­gins we pre­dict for this year.

What are some of your most ac­tive Mid­dle East mar­kets?

The Mid­dle East is a re­gion with among the high­est growth po­ten­tial world­wide, and is one of the main sales strat­egy fo­cuses for TUBACEX. This re­gion re­flects the group’s pro­gres­sive evo­lu­tion from stan­dard prod­ucts to high added-value prod­ucts with the high­est rel­e­vance, thanks to our in­vest­ments, which have al­lowed us to in­crease our pro­duc­tion and ser­vice ca­pac­ity. Last year we opened a new ware­house in Dubai (TSS Mid­dle East) as part of our global net­work of stock and ser­vice cen­ters, to bring our of­fer­ing close to our cus­tomer in a key mar­ket.

What are you show­cas­ing at ADIPEC this year?

This year we will be show­cas­ing our pro­duc­tion and in­no­va­tion ca­pa­bil­i­ties, bring­ing our nov­el­ties in terms of new prod­ucts and invit­ing our cus­tomers to share with us their in­dus­try chal­lenges so we can work to­gether on a tai­lored so­lu­tion. Cor­ro­sion is a ma­jor con­cern and there is a need for sup­pli­ers to come up with in­no­va­tive so­lu­tions which not only help fight foul­ing, ero­sion and cor­ro­sion but also help in over­all re­duc­tion of cost with im­proved en­ergy ef­fi­ciency. That is our value propo­si­tion at TUBACOAT, a Tubacex Group com­pany ded­i­cated to the en­gi­neer­ing, de­vel­op­ment and com­mer­cial­i­sa­tion of ce­ramic coat­ing tubu­lar so­lu­tions. It rep­re­sents a unique propo­si­tion world­wide which en­ables im­prov­ing prod­uct sur­face prop­er­ties as well as ther­mal in­su­la­tion, to ob­tain higher en­ergy-ef­fi­ciency and sav­ings as a re­sult.

What are your growth and de­vel­op­ment plans for 2019?

TUBACEX plans to con­tinue strength­en­ing its value chain from the ini­tial con­cept and prod­uct de­sign stages to af­ter-sales op­er­a­tions like in­stal­la­tion and main­te­nance, mak­ing the most of the syn­er­gies in­side the group’s com­pa­nies and boost­ing in­no­va­tion ac­tiv­i­ties in co-oper­a­tion with its part­ners to de­velop in­no­va­tive dif­fer­en­tial so­lu­tions, of­fer­ing in­te­grated value pro­pos­als in com­plex ap­pli­ca­tion so­lu­tions. Th­ese pro­pos­als mainly have an im­pact on op­er­a­tions, pro­vid­ing added value to a tube to turn it into a func­tional el­e­ment, gen­er­at­ing max­i­mum ef­fi­ciency. Some ex­am­ples: So­lu­tions in the pre-man­u­fac­tur­ing phase, join­ing tech­nol­ogy through weld­ing or me­chan­i­cal con­nec­tions for high-li­a­bil­ity ap­pli­ca­tions of ad­vanced coat­ing so­lu­tions, among oth­ers. This un­doubt­edly im­plies qual­i­ta­tive progress in ap­proach­ing end users to of­fer them a com­plete, one-stop so­lu­tion.

What is the out­look for your seg­ment, con­sid­er­ing oil price changes?

With the rise in oil prices, we are more ca­pa­ble than ever of tak­ing on the chal­lenges that our cus­tomers are fac­ing. Since 2013, we started build­ing our ca­pa­bil­i­ties to po­si­tion our­selves for when the mar­ket be­came more fa­vor­able.

We have in­vested in state of the art fa­cil­i­ties in Aus­tria for um­bil­i­cal tub­ing, and in Spain for OCTG, ab­so­lute premium prod­ucts, and es­tab­lished a di­rect stan­dard man­u­fac­tur­ing pres­ence in Asia (In­dia & Thai­land). We also broad­ened our port­fo­lio through the ac­qui­si­tion of com­ple­men­tary ser­vices. As a re­sult, TUBACEX is able to of­fer the right so­lu­tion to our cus­tomers at the right time.

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