Business Review Europe & Middle East – March 2015

March 2015

www.businessrevieweurope.eu

Mobile & Internet Services On Course To Connect the World Q+A The Dilemma Facing Social Media Advertisers

TOP ELEVEN

Shows Football Management is Big Business

Carlson

Fertin Pharma CEO

Søren Birn talks about preparing for prosperity

Rezidor

A second year of record growth built on solid foundations

businessfriend Connecting The European Executive

EDITOR’S COMMENT

Technology Going Green W 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 Wadlow Editor thomas.wadlow@wdmgroup.com 3

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

Leading Gulf association points to innovation as a key focus for GCC Governments

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.

REGIONAL GOVERNMENTS have put

“A similar trend can be seen in the GCC’s

innovation at the centre of their national

petrochemical industry. To sustain their global

agendas, as evidenced by the growing research

competitiveness, GCC chemical producers

and development (R&D) budgets in the

are striving for technological excellence,

Arabian Gulf, reported the Gulf Petrochemicals

building world-class production facilities

and Chemicals Association (GPCA).

and nurturing local, innovative capability.

The GPCA represents the downstream

“The mushrooming of innovation centres

hydrocarbon industry in the Arabian Gulf.

and technology parks over the last few years

Established in 2006, the association voices

across the GCC States is a positive indication

the common interests of more than 240

that even the chemical industry is poised for

member companies from the chemical and

substantial technological development.”

allied industries, accounting for over 95

Patent grants from the GCC in chemistry

percent of chemical output in the Gulf region.

have seen a five-fold increase in the last decade;

The industry makes up the second largest

statistics from the World Intellectual Property

manufacturing sector in the region, producing

Organisation show that in 2013, 288 chemical

up to $102.6billion worth of products a year.

patents were granted to applicants from the

With Saudi Arabia and Qatar making up the top 40 investors in research and development

Arabian Gulf, up from 48 patents in 2004.

Together with IT and electronics, the

petrochemical industry represents the major

connect, to share and advance knowledge,

share of patent activities over the last five

to contribute to international dialogue, and

years. Between 2005 and 2012, the average

to become prime influencers in shaping the

share of chemical patents in total patent

future of the global petrochemicals industry.

grants for the GCC was 53 percent, while worldwide the average was 14 percent.

Committed to providing a regional platform for stakeholders from across the industry, the GPCA

Al-Sadoun “It is possible that the next

manages six working committees of Plastics,

technological leap for the petrochemical

Supply Chain, Fertilizers, International Trade,

industry is formulated by an engineer

Research and Innovation, and Responsible

in Abu Dhabi, a scientist in Doha or a

Care and organises six world-class events each

researcher in Riyadh or Dhahran City.

year. The association also publishes an annual

“In the future, producers will need to

report, regular newsletters and reports.

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

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

Features 16 TELECOMS FOCUS

BUSINESSFRIEND

Mobile and Internet Services on Course to Connect the World

One platform to connect Africa’s working professionals

8

30 MARKETING

The Dilemma Facing Social Media Advertisers

TECHNOLOGY

TOP ELEVEN: Shows Football Management is Serious Business

22

38 TOP10

Most Powerful Women in Middle East Business

78

Carlson Rezidor

114

48

Galaxy Trading

Fertin Pharma

Company Profiles MANUFACTURING 48 Fertin Pharma

MINING 64 Dundee Precious Metals

Unit 45

90

RETAIL 78 Carlson Rezidor

SUPPLYCHAIN 90 Unit 45 102 BT SUPPLY CHAIN

CONSTRUCTION 114 Galaxy Trading 126 RAMBOLL

HEALTHCARE

64

138 JSS Medical Research

Dundee Precious Metals

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TELECOMS FOCUS

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

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TELECOMS FOCUS 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 10 March 2015

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.

MOBILE AND INTERNET SERVICES

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FINANCE 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

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

GSMA exhibition 2012 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

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 13

TELECOMS FOCUS 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

‘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’ 14

March 2015

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

MOBILE AND INTERNET SERVICES

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 CTIAbacked 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.

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BUSINESSFRIEND

BUSINESSFRIEND one platform to connect Europe’s working professionals 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 I T T E N B Y: T O M W A D LO W

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December 2014

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BUSINESSFRIEND 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

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March 2015

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: CONNECTING WORKING PROFESSIONALS

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, 19

BUSINESSFRIEND 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 20 March 2015

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: CONNECTING WORKING PROFESSIONALS

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 21

TECHNOLOGY

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December 2014

Shows Football Management is Serious Business 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 I T T E N B Y: T O M W A D LO W

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TECHNOLOGY 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’ longrunning 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 24

March 2015

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

WHY FOOTBALL MANAGEMENT IS SERIOUS BUSINESS

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

“EVERYTHING IS A GAME. LIFE FOOTBALL, IT DOESN’T MATTER.” - Mourinho; motivational speech.

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. 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 25

TECHNOLOGY

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 26

March 2015

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

WHY FOOTBALL MANAGEMENT IS SERIOUS BUSINESS

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 thenmanager 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.

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TECHNOLOGY

TOP ELEVEN 2015 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.

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March 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

WHY FOOTBALL MANAGEMENT IS SERIOUS BUSINESS

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.

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MARKETING

THE DILEMMA FACING

SOCIAL MEDIA ADVERTISERS We 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 b y : T O M W A D LO W

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March 2015

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MARKETING

Giles Palmer is the CEO of Brandwatch 32

March 2015

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” 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 33

MARKETING 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?

“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” 34

March 2015

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

T H E D I L E M M A FA C I N G S O C I A L M E D I A A D V E RT 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 overadvertising 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 35

MARKETING

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 36

March 2015

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

T H E D I L E M M A FA C I N G S O C I A L M E D I A A D V E RT I S E R S

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.

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” 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.

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TOP 10

TOP10

Most Powerful Women in Middle East Business These 10 women are making strides in the region across a wide range of industries, from finance and film to law and watchmaking Written by: Tom Wadlow

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TOP 10

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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. 40

March 2015

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 internationallyrecognised, and she is now focussing on bringing through the next generation of inventors through her i2 Institute.

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TOP 10

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.

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D eacr ce h M mb 20 e1 r 52 0 1 4

MOST POWERFUL WOMEN IN MIDDLE EAST BUSINESS

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 brothersister 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.

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TOP 10

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.

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.

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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

01

Sheikha 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.

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FERTIN PHARMA Preparing for prosperity Written by Sam Jermy Produced by Simon Creavy

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FERTIN PHARMA

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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F

ertin 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

Fertin Pharma has invested in a wealth of facilities

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

“We have invested heavily in skills, capability and infrastructure so that we have stateof-the-art facilities” – Søren Birn, CEO of Fertin Pharma

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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 ico t ineu s p.co m

FERTIN PHARMA

M A N U FA C T U R I N G

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.

Key Personnel

Søren Birn CEO, Fertin Pharma

Proactive approach Currently 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 w w w. f e r t i n . c o m

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FERTIN PHARMA

RESINAS

SINTETICAS

Since ancient times, chewing gum has come from trees

NOTHING HAS CHANGED

sales@resinas.com www.resinas.com 56

M a r c hWe 2 0 1 are 5

proud to continue this tradition since 1928

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

SUPPLIER PROFILE

Medicated gum is the company’s main product offering

RESINAS SINTETICAS

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

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FERTIN PHARMA

Fertin production facilities

One of the 600 Fertin Pharma employees 58

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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.

M A N U FA C T U R I N G

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 knowledge Due 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.

600 number of people that work for Fertin Pharma

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R&D is an integral part of Fertin’s work

For more than a decade, Contraf-NicotexTabacco 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

Pharma

Leading polymers company for the gum base industry

Contact:

VINAVIL spa Via Valtellina, 63 Milano Italy

www.vinavil.com vinavil@vinavil.it

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Constantia Flexibles International GmbH Pharma Division Rivergate, Handelskai 92 1200 Vienna/Austria T +43 1 888 56 40 1501 Pharma@cflex.com Personalcare@cflex.com www.cflex.com

M A N U FA C T U R I N G

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 growth Birn 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

M A N U FA C T U R I N G

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 INDUSTRY

Manufacturing HEADQUARTERS

Vejle, Denmark FOUNDED

1915 EMPLOYEES

600 REVENUE

700 mio. DKK PRODUCTS/ SERVICES

Medicated Chewing Gum

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Dundee Precious Metals shows that

caring leads to success Written by Tom Wadlow Produced by James Pepper

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D U N D E E P R E C I O U S M E TA L S

The Canadian miner has embedded into Bulgarian and Armenian communities thanks to its environmentally and sociallyresponsible operations, bringing with it much-needed economic boosts

D

undee 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

Heat exchangers, converter, absorption towers to stack

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Strong CSR saw Dundee embed into communities

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

“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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MINING

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-yearold 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

SUPPLIER PROFILE

ELTRAK

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

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D U N D E E P R E C I O U S M E TA L S

further technological upgrades to the site.

Local people from the surrounding are of the Dundee sites

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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.

MINING

Key Personnel

Richard Howes President & CEO

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

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.

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amecfw.com

growing new technology

Amec Foster Wheeler is pleased to be working with Dundee Precious Metals on the Krumovgrad Project in Bulgaria.

A Paradigm Shift In Flotation

staged flotation reactor providing major reductions in

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D U N D E E P R E C I O U S M E TA L S the first company to use this technology on a broad basis.” Howes added. “It is fullyinstalled 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

MINING

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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D U N D E E P R E C I O U S M E TA L S 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.

A worker at the mine

Kapan and Krumovgrad In the southeast of Armenia, the Kapan underground mine has been modernised like Chelopech since the company acquired

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MINING

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.”

Dundee will also be starting its first open pit project in 2017 or 2018

Namibia There is also exciting work taking place in Namibia, home to Dundee Precious Metals’ w w w. d u n d e e p r e c i o u s . c o m

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“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

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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

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.”

Company Information INDUSTRY

MINING HEADQUARTERS

Toronto, Canada FOUNDED

1980s EMPLOYEES

2,800 (4,000 with contractors) REVENUE

Not disclosed PRODUCTS/ SERVICES

Mining

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CARLSON REZIDOR A second year of record growth built on solid foundations Written by: Abigail Phillips Produced by: Kiron Chavda

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CARLSON REZIDOR

Ramsay Rankoussi and Elie Milky

How Carlson Rezidor expanded its footprint on foundations of market expertise, product offering, owner’s trust and responsible business 80

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C

arlson 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

R E TA I L

Key Personnel Elie Milky Snr Director of Business Development Middle East & Africa, The Rezidor Hotel Group

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

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.

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March 2015 1. Not available for sale, please contact your sales representative for more information.

2. Specifications may change without notice and special conditions apply.

CARLSON REZIDOR

R E TA I L

“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”

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.

SUPPLIER PROFILE

- Elie Milky, Senior Director Business Development.

ASSA ABLOY (VCE GROUP)

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.

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Radisson Blu Hotel & Residence, Jeddah Gate

“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 midmarket 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.

Park Inn by Radisson Hotel and Residence Duqm one bedroom chalet

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The key to success, is people The 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

R E TA I L

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 chain As 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.

The key to success, is people

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CARLSON REZIDOR

WE HAVE THE FUTURE OF MOBILITY

LOCKED IN.

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.

For more information, please contact: Rune Venaas: +34 615 481 544 rune.venaas@kaba.com Philip Van Neer: +971 4 501 56 36 philip.van.neer@kaba.com © Kaba Ilco Inc, 2015, all rights reserved. Patents pending and protected.

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www.kabalodging.com

CARLSON REZIDOR

R E TA I L

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

SUPPLIER PROFILE

A serviced apartment

KABA

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

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CARLSON REZIDOR

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 88

March 2015

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

R E TA I L

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 OP E RATI NG HOTE LS I N THE M I DDLE E AST:

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 HOTE LS UNDER DE VE LOP M E NT I N THE M I DDLE EA ST:

Radisson Blu: 15 Hotels (3,861 rooms) Park Inn by Radisson: 13 Hotels (2,806 rooms)​ Total 28 hotels/ 6667 rooms

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Unit 45 Holds the

key to container trade Written by: Sam Jermy Produced by: Craig Daniels 91

UNIT 45

The Rotterdam based company is described as an intermodal innovator due to its groundbreaking transport solutions for 45 feet containers, and the business is continuing to experience great success as a result

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D

espite 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

S U P P LY C H A I N

Diesel electric reefer

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

Loading the containers

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We a

Discover the world and the benefits of refrigerate

No boundaries.

are Intermodal.

The Thermo King Intermodal Units. Complete Transport Solutions.

Thermo King provides ideal possibilities for intermodal refrigerated 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 solutions for autonomous temperature management.

Thermo King, it’s a great discovery!

ed transport by Thermo King - www.thermoking.com

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

UNIT 45

S U P P LY C H A I N

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.”

“Although we are dealing in containers, our competition is not necessarily the container business, it is actually road transportation” – Jan Koolen, Managing Director

Customer satisfaction Unit 45 is maintains a high level of flexibility towards the differing needs of its customers, and Removing container from road trailer

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TLC The most professional container manufacturer

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: sales@tonglee-reefer.com

UNIT 45

S U P P LY C H A I N

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 nonvessels 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.

Unit 45 possesses a range of contracts ranging from

€6,000 to €30 million

Further prosperity All 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

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UNIT 45

On the road

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March 2015

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

S U P P LY C H A I N

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 INDUSTRY

Supply Chain HEADQUARTERS

Rotterdam, The Netherlands FOUNDED

2002 EMPLOYEES

8 REVENUE

Not disclosed PRODUCTS/ SERVICES

Container units

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BT Supply Chain Brings Enhanced Industry Expectations to the Fore Written by: Matthew Staff Produced by: Craig Daniels

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B T S U P P LY C H A I N

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

1 0 4 March 2015

B

T 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.”

S U P P LY C H A I N

Transport network

Sustainable supply chain Replicating 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

50,000

Number of orders a day for BT Supply Chain

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B T S U P P LY C H A I N

Key Personnel

Nicholas Hale Managing 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.

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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.

“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

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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.

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 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.

B T S U P P LY C H A I N

S U P P LY C H A I N

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 benefits For 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

SUPPLIER PROFILE

Lutterworth Warehouse

PARCELFORCE WORLDWIDE

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

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DSV Advert logo.pdf

1

02/12/2014

09:04

C

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CM

MY

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CMY

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Global Transport & Logistics 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.

+44(0)844 880 0844

contact@uk.dsv.com

www.uk.dsv.com

B T S U P P LY C H A I N

S U P P LY C H A I N

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.

Lutterworth Warehouse

Converged offering Through 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 w w w. b t s u p p l y c h a i n . c o m

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Lutterworth Warehouse

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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

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 businessbacking that they should in the past. People’s expectations are raised now though and we have a fantastic opportunity ahead.”

Company Information INDUSTRY

Supply Chain HEADQUARTERS

UK FOUNDED

2012 EMPLOYEES

1,000+ REVENUE

£100m+ PRODUCTS/ SERVICES

B2B and B2C Supply Chain

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Galaxy Trading

Expands Project Pipeline in Bid to Become Leader in UAE Buildings Materials Written by: Tom Wadlow Produced by: Richard Durrant

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GALAXY TRADING

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 116

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G

alaxy 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 highquality 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

CONSTRUCTION

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 Raisi COO 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

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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March 2015

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.”

CONSTRUCTION

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

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Series Condulmer Design by

KOLARZ Vienna – Inspired by light since 1918 Shanghai Tower, China

Emirati Housing, U.A.E.

Private Villa, France

KAAL Venice – The Lighting Consultant KAAL INTERNATIONAL SRL Member of KOLARZ Group CI Tower, Porcelanosa Shop Khalidiyah (32nd) Street P.O. Box 130338 Abu Dhabi, U.A.E.

Mobile: Phone: Fax: E-Mail: Web:

+971 52 7580800 +971 2 2222191 +971 2 6354775 h.alhajaly@kaal.it www.kaal.it www.kolarz.at

Shining Tower, U.A.E.

GALAXY TRADING

SUPPLIER PROFILE

CONSTRUCTION

KOLARZ VIENNA – INSPIRED BY LIGHT SINCE 1918 Success 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

KAAL VENICE – THE LIGHTING CONSULTANT 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

GALAXY TRADING

CONSTRUCTION

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.

SUPPLIER PROFILE

Al Ghadeer Villas bathroom

PORCELANOSA GRUPO

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: info@porcelanosa.com Website: www.porcelanosa.com

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Kitchen in Al Ain Villas

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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

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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 INDUSTRY

Construction HEADQUARTERS

Abu Dhabi, UAE FOUNDED

2009 EMPLOYEES

77 REVENUE

USD 100 million PRODUCTS/ SERVICES

Building Materials

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Ramboll thriving in the Middle East Written by: Sam Jermy Produced by: Richard Durrant

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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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R

amboll 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.

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“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�

Key Personnel

Yaver Abidi Managing Director

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The Change Initiative building

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“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

“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 w w w. r a m b o l l - m e a . c o m

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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. Š 2014 Autodesk, Inc. All rights reserved.

RAMBOLL

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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.

Ramboll initially came to the region to explore oil and

Regional expertise Over the past decade, the Ramboll brand has

SUPPLIER PROFILE

gas opportunities

AUTODESK

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

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Large scale and special projects are our speciality Novotel Al Barsha Total area of 169,000.00 m2

Kigali Vision City Residential Units Development 401 Acres including 795,870 m²

Aquatic Tower

ROTANA Dar Es Salaam

Sports City

5 Star Hotel

National Games Stadium

W Hotel

5 Star Delux Hotel, Muscat Oman

50,000 seats stadium & retail

IMG Theme Park One of World’s Largest 150,000m²

Hills Residential 12 Buildings 350,000 m2

design

integrate

sustain www.seedengineering.com T: 971 4 2564882

contact@seedengineering.com

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RAMBOLL 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

SUPPLIER PROFILE

U Bora Towers

SEED ENGINEERING

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.

Waste-ToEnergy

Website: Plant In Abuwww.seedengineering.com Dhabi

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Key Personnel

Richard Beard Managing 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�

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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 planning Ramboll 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

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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 INDUSTRY

Construction HEADQUARTERS

Dubai, UAE FOUNDED

1945 EMPLOYEES

11,000 (550 Middle East) REVENUE

1 billion EUR (27 million EUR Middle East) PRODUCTS/ SERVICES

Design and engineering consultants

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JSS Medical Research

Takes Clinical Studies Globa

After 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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he 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.

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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

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 riskbased 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

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JSS MEDICAL RESEARCH 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

www.spharm.ca

Who are we?

SPharm is a Canadian consulting firm specialized in regulator y affairs and strategic product development ser vices.

Product expertise: •

• • • • • • •

Pharmaceutical, biological and biotechnical products (prescription / over the counter) Biosimilars Generics Medical devices Natural health products Veterinar y products Cosmetics Food and feed ingredients Susanne Picard, President

1235, 3rd Avenue Val-d’Or, Quebec, Canada J9P 6C3 T 819 824-6869 F 819 824-4876 info@spharm.ca

Research in Latin America is increasing and expansion to other regions in the world is in the shortterm 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

H E A LT H C A R E

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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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.

Company Information INDUSTRY

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-theart 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 clinicalepidemiological studies and flexibility and innovation in a competitive industry, JSS Medical Research is poised to exceed its growth goals and its clients’ expectations.

Healthcare HEADQUARTERS

St-Laurent, QC, Canada FOUNDED

1985 (operating as ‘JSS Medical Research’ since 1997) EMPLOYEES

95 REVENUE

Not Disclosed

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