Post on 11-Oct-2020
Bilfinger SE
Pieter Koolen | COO Bilfinger Industrial Technologies GmbH
Ruud van Doorn | COO BIS Nederland B.V.
Rotterdam/ Amsterdam | November 23, 2012
Capital Markets Day 2012
Benelux market and Huntsman case – Today and
tomorrow
Bilfinger Industrial in Benelux: What can we do for you?
Benelux market and Huntsman case
Agenda Page 3
A. Bilfinger Industrial Services in the Benelux market 4
B. Our cooperation with Huntsman 8
C. Outlook and business opportunities 16
Page
Benelux market and Huntsman case
A. Bilfinger Industrial Services in the Benelux
market
Page 4
Page 5
BIS generates €340 mio. revenues in the Benelux with
projects and maintenance services
At a glance –
Bilfinger
Industrial in
the Benelux
market
Provider of projects and maintenance services
For private and industrial clients
With a relentless focus on safety, quality and timely delivery
With dedicated own staff, having intimate plant and process know how
Based on local presence – Close to the client “around the corner”
Building long lasting relationships
~3,000 employees generating €340 mio. revenues
Benelux market and Huntsman case
Output volume per service Output volume per client industry
We generate most of our output volume in the
petrochemical industry and with scaffolding Page 6
Benelux market and Huntsman case
6%
60% 25%
4%
Other Steel Petrochemical
Energy Maritime/ offshore
5%
5%
45%
20%
10%
Tracing
Insulation, Asbestos, Noise- and Fireprotection
Scaffolding
Piping Mechanical
Painting
20%
Page 7
Benelux market and Huntsman case
We cooperate with a diverse pool of local and global
clients from different industries
B. Our cooperation with Huntsman
Page 8
Already independently, Tebodin and Bilfinger Industrial
Services both have a strong track record at Huntsman
Scaffolding WILMAR Project
BIS
TEBODIN MER Judgement and Environmental Permit
Insulation Tracing Painting
Scaffolding Keystone Project
BIS
TEBODIN
Insulation Tracing Painting
Basic Eng. EPCM Services
Scaffolding MDI 1 Shutdown 2013
BIS
TEBODIN
Insulation Piping Mechanical
Detail Engineering
Opportunities ahead
Capstone Project
BIS
TEBODIN Basic Engineering EPCM Services
(2011)
(2011 - … )
4th Crystallizer
Project
Basic Engineering Concept Design EPCM Services
(2012 - ….)
Page 9
Benelux market and Huntsman case
Basic Engineering
Opportunities ahead
TEBODIN
(2011)
(2011)
BIS
Project references with Huntsman Page 10
Engineering services for the
“Capstone” project, the
successor of the “Keystone”
project at Rotterdam, the
Netherlands
Benelux market and Huntsman case
Project references with Huntsman Page 11
Recalculation of all safety
valves for the higher EHS
(environmental, health and
safety) categories
(approximately 60 valves) of all
safety valves in the MDI1, MDI2
and downstream plants in
Rotterdam, the Netherlands.
Benelux market and Huntsman case
Integration of Engineering in the service portfolio
increases addressabel market
Increase of addressable market by offering integrated
solutions with high attractiveness for customers Professional provider of industrial services
Benelux market and Huntsman case
Tomorrow
Page 12
Enginee-
ring
Civil &
Cleaning
Painting
Scaffol-
ding
Insulation
Electrical &
Instrument
Piping
Mechani-
cal
Rotating
Equipment
Core
Client
Process
Today
Civil &
Cleaning
Painting
Scaffol-
ding
Insulation
Electrical &
Instrument
Piping,
Mecha-
nical
Rotating
Equipment
Core
Client
Process
• Coordination & work prep by Bilfinger
• First time right! World class service provider
• Performance Incentives
• Integrated planning systems
• Quick response service
• Intimate plant & process knowledge
• Own site own staff
• Safety in “heart & mind”
• Own site staff
Huntsman requirements
4) Integrate Contractors
2) Minimize down time
3) Fast Implementation of
Modifications/Projects
1) Manage Safety
Bilfinger Industrial offerings
As a combined entity, Bilfinger Industrial perfectly meets
Huntsman’s requirement on engineering and services
Benelux market and Huntsman case
Page 13
Project references with Huntsman Page 14
Lump-sum turnkey realization of
a phased upgrading and
extension of a variants plant
and various EPCm services for
the stretch projects in the MDI
plants in Rotterdam, the
Netherlands
Benelux market and Huntsman case
Project references with Huntsman Page 15
Benelux market and Huntsman case
EPCm services together with
“4 Front Engineering” for the
“Splitter Early Project” for the
MDI facilities at Rozenburg, the
Netherlands
C. Outlook
Page 16
Long term focus on value
Our customers increasingly value true partnerships with
long term focus on value and multi service provisions
Customer
Procurement
Strategy
Page 17
Benelux market and Huntsman case
Short term focus on price
▪ Traditional frame contract
▪ Service provider benefits from lean
work process
▪ Procurement of services at lowest cost
▪ Service provider uses low cost
resources
▪ Overall benefit is questionable
▪ True partnership/ alliance between
client and service provider
▪ Both parties benefit from full
integration
Sin
gle
se
rvic
e
Mu
lti s
erv
ice
s
▪ Not prevalent
Business focus of Bilfinger Industrial in Benelux
The procurement strategy of Huntsman supports the
ongoing successful development of our partnership Page 18
Benelux market and Huntsman case
Output volume 2011-2012 [€ Mio.]
Procurement policy of Huntsman
Limit number of full scope service providers on site
Demand daily presence “on-site” and “around the corner”
Create true alliance with service provider
→ Shared mission and targets
→ Performance monitored through dedicated KPIs
→ Integrated workflow between client and service provider
→ Best of class execution of tasks
Total Other BIS Tebodin
~13
~10 ~23
Bilfinger Industrial and Huntsman – Together “We can” Page 19
Benelux market and Huntsman case
Bilfinger Industrial
Services
Bilfinger Industrial
Technologies
Together “We can”
Capex Modifica-
tions Turnaround Maintenance
Capable of covering demand ranging from
individual projects and integrated projects to
full alliance
Thank you for your attention Pieter Koolen | COO Bilfinger Industrial Technologies GmbH
Ruud van Doorn | COO BIS Nederland B.V.
Rotterdam/ Amsterdam | November 23, 2012