WaterLink sessie 2: Go International

Sessie 2: Go International

WaterLink sessie 2:

Go International

Harro Brons Business Development Internationaal Leeuwarden, 18 Februari 2021

Inhoud Go International •

introductie Harro Brons, Water Alliance •

Programma (Q&A)

•

Internationale focus

•

Jaap Stuiver, Bluecon

•

William van Steenbruggen, Colubris

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Wouter Schaap, Hubert Stavoren

•

wrap up & algemene Q&A

Enabling Water Technology

Water Technology Innovation Eco System

Enabling Water Technology

Internationale samenwerking •

Werken met (nederlandse/buitenlandse) partners

• •

ook nederlandse overheid en (cluster)organisaties

Sales / distributie internationaal •

Partners (JV, distributeur, agent)

•

Eigen vestiging

•

NL system integrator

•

NL consortia

Enabling Water Technology

Landen focus vanuit WA peiling:

Nederland België Duitsland Verenigd Koninkrijk Frankrijk Denemarken, Spanje Italië Verenigde Staten

Zweden Oostenrijk Noorwegen

Finland, Portugal, Canada, Ver. Arab. Emiraten

Enabling Water Technology

Sector focus vanuit WA peiling: Municipal Wastewater Drinking Water Food & Beverage

Decentral Wastewater, Pulp & Paper Energy Other Industries Agri Culture Mining Pharmaceuticals Refining & Petrochemicals Horti Culture, Upstream Oil & Gas Maritime Household systems

Textile Microelectronics

Enabling Water Technology

WEX 2020

Enabling Water Technology

Enabling Water Technology

Enabling Water Technology

Enabling Water Technology

THANK YOU!

11

Content 1. About Bluecon 2. The Challenge 3. Our solutions 4. Our Strategy & Alliances

Bluecon – Small Decentralized Wastewater Solutions A Dutch Water Technology company, founded in 2016 to tackle one of the biggest challenge in wastewater management.

Our goal is to provide a unit for small villages and communities to convert wastewater into reusable water

The Challenge

Worldwide, only 14% of regional wastewater in being treated Small biological treatment systems are difficult to operate and vulnerable to temperature and fluctuations in water volume and quality: High investment costs and low performance

Our Solution

Bluecon developed a 100% physical process to purify wastewater to re-usable water for small villages

Providing sanitation

Clean water for agriculture

Low operational costs Easy to operate and low in maintenance

Robust system

Our Strategy and Alliances

Bluecon® testing and validation on location in Turkey, Romania, India, Morocco and the Netherlands.

• Partners for Water Program allowed us to test & validate our technology in the local environment.

• Close contact with Dutch embassies to understand the political priorities in the water sector.

• Benefit from MoU´s, Letter of Intends and other agreements between governments of both countries • Close contact with RvO to learn about specific tools to enter a market successfully, such as de DHI subsidy for a demonstration of technology in Chili.

Strategic alliances to help us: 1. To connect to potential customers and business partners 2. To provide us with a platform to present ourselves to a large group of people in the sector. (such as trade missions) 3. To provide financial tools such as DHI to demonstrate our technology abroad 4. To connect to the decision makers.

From the Netherlands to the world!

Demonstration of our technology in the local market for the potential customers to evaluate our solution in their own territory using their own wastewater.

*Made possible by DHI subsidy of the Dutch Enterprise Agency (RvO)

COLUBRIS CLEANTECH LET’S CLOSE THE LOOP TOGETHER

Colubris Cleantech Wie zijn we: Een organisatie met meer dan 35 jaar ervaring in gespecialiseerde milieutechnieken.

Met als doel: ➢ Het zuiveren van industrieel en communaal afvalwater ➢ Zorgen voor de waterkringloopsluiting door water-hergebruik ➢ Scheiden van diverse (vaste) afvalstromen ➢ Het bieden van diverse Bio resource oplossingen om verspilling van reststromen uit de voedingsmiddelenindustrie tegen te gaan “Verantwoord ondernemen”

Colubris Cleantech Mission Statement: “To accelerate the transition to a circular economy by bundling unique knowledge to offer the best possible solutions in the field of water, recycling and bioresources”.

“We are not saying we are changing the world, but we guarantee that we stimulate others that will change the world.”

G.W. van den Hurk – Founder & Owner Colubris Cleantech

Colubris Cleantech Facts & Figures: ➢ Established 1984 ➢ Privately owned ➢ 110 FTE plus flexible shell ➢ Production area

5,000 m2

➢ Office area

2,000 m2

➢ Total ground

14,000 m2

➢ € 25 – 30 M Turnover ➢ > 2.500 references in 80 countries ➢ Training & Education Centre “Process control reduces failure”

Colubris Cleantech International Wereldwijd actief: • 3 vestigingen buitenland • 50 actieve agenten

Even voorstellen: William van Steenbruggen • Area Manager Sales bij Colubris Cleantech • 36 jaar • Vader van twee kinderen • Hobby's: oldtimers, wielrennen & vrijwilligerswerk • Vooropleidingen: • Internationale Handel / Groothandel & Technische bedrijfskunde

Het aanboren van een nieuw land Beginnen met een externe checklist: • Heb ik een exportplan, waarom mijn product in het land?

• Ken ik de (zaken) cultuur van het land?

• Ken ik de (zakelijke) gebruiken van het land?

• Ken ik de markt, omvang, potentie (marktonderzoek)?

• Heb ik een goede export S.W.O.T. analyse van mijn product of dienst?

• Hierin is het heel belangrijk dat je product aan de lokale wet- en regelgeving voldoet.

• Ken ik de lokale en internationale concullega’s?

Welke partner zoek ik?

• Stel beoordeling criteria op • Maak keuzes voor regionale afdekking of op marktsegment • Agent of distributeur?

Bron: https://www.kvk.nl/advies-en-informatie/internationaal-ondernemen/distributeur-of-handelsagent-wie-kies-je/

Hoe vind ik een partner?

• Een vakbeurs in het doelland • Holland Paviljoen

Hoe vind ik een partner?

Via je bestaande netwerk:

Dealers Wanted!

Hoe vind ik een partner?

Handelsmissies: • Fysiek • Virtueel (online) (Online) matchmaking

Hoe behoud en beoordeel je je partner?

Ingrediënten voor langdurige samenwerking: • Wederzijds belang • Duidelijke afspraken • Jaarlijks gezamenlijk doelen stellen en deze evalueren • Regelmatig contact, zowel fysiek als online

Internationale ondersteuning • Uiteraard is de Water Alliance de perfecte partner om je te ondersteunen om je bedrijf en product internationaal te promoten

• Netherlands Business Support Offices (NBSO’s) Denk aan het vinden van vertegenwoordigers, samenwerkingspartners, marktinformatie en informatie over lokale wet- en regelgeving.

The Water Architects

LET’S CLOSE THE LOOP TOGETHER DANK VOOR UW AANDACHT VRAGEN EN/OF OPMERKINGEN? MEER INFORMATIE: WWW. COLUBRISCLEANTECH.COM

Water Alliance - tendering processes in water intake projects

Hubert - At a Glance •

Serving ‘Water Treatment’ markets

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Engineered & customized solutions

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Strong brand - many references

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Worldwide installed base

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Founded in 1880

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Hubert acts as sub-contractor in project based business (new, overhaul & replacements)

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Clients: EPC-contractors, end-users (operators), middlemen

Divisions - Products/Applications & Markets

Water Intake Systems •

• • •

Mechanical filtration of intake water resulting in cooling, drinking & process water Power & Desal Plants Refineries & Chemical Plants Industrial Processes

Waste Water Treatment •

•

Purification of waste water

Municipal & Industrial Treatment plants

Service & After Sales •

Worldwide assistance on site

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Overhaul & retrofit projects, updates

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(Hubert) installed base water treatment machinery & third parties

High-Spec Steel Assemblies Complex machined & welded constructions, (sub) assemblies and complete products • Offshore, shipping, dredging, etc.

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Competences •

(Mechanical) design & engineering

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Development of machinery 24/24h in operation. High reliability & quality!

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In-house manufacturing, assembly and quality control

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We comply with major international standards

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Installation/ supervison & commissioning

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Experience: steel & superior exotic alloys

Worldwide References •

Our customers include, for example Shell, EDF, BP, Statoil, BASF, Saudi Aramco, JGC, Siemens, RWE, Saudi Electric Company, JGC, Rosatom, Philips, Marafiq, Heineken, Akzo Nobel, EON, Evides, Electrabel, Technip, Snamprogetti, Huntsman, Kvaerner, SEPCO, Abengoa, Archirodon, Metito, McDermott and many others

TENDER PROCESS 1/2 • • •

Sub-contractor

(8) Financing party?

• “qualification”

Hubert & competitor s

EPC TENDER (Power, Desal, etc.)

Who decides what is to come?

Who's going to buy it now?

?

(1) Project awareness?

• How to find?

(7) End-User / operator • Government / Private • (Pre)qualification

Project Project Tender Tender

Complex && Long Complex long process process

(6) References • All parties

(5) Governmental bodies • (Pre)qualification

(2) Project type • Scope • Partners needed?

• Stage • Country (politics)

(3) Bidders • (EPC)contractors • International consortia • Local contractor(s) • (Pre)qualification (4) Consultants • Technology • (Pre)qualification

TENDER PROCESS 2/2 •

Challenges 1 supply chain with typical long and changing trajectories 2 risk of inefficient deployment of (calculation) resources; 3 seek cooperation with bidders but remain independent as subcontractor 4 interpretation of specs is not the same with every bidder & consultant try to offer most cost effective solution 5 delivery time (and sometimes price driven) project market 6 Financial / payment risks

•

Key

7 invest time in gathering INFORMATION, effective registration is crucial 8 maintain and build network including partners (synergy) 9 get involved early in a project 10 know your competitors

Thank you for your attention