ISOLATING POTENTIAL CUSTOMERS
“A European market research project for Unipol Holland B.V.”
Appendices
Groningen, 28 – 05 – 2003
International Business thesis
Author: Erik Lode 1081489
Co-ordinators: Dr. M. Boon (University)
Ms. N. Campbell (University)
Ms. T. Megens (Unipol)
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Contents
Appendix 1 Organisation scheme Unidek ...2
Appendix 2 Profile sketches of Unidek’s companies...3
Appendix 3 Supply chain of EPS building products ...5
Appendix 4 Production process of Unipol ...6
Appendix 5 Unidek at the ‘Bouwbeurs’ in Utrecht 2003...7
Appendix 6 Organisation Sheme Unipol ...8
Appendix 7 Some applications of EPS...10
Appendix 8 Tables Robertson and Wood (2001) ...11
Appendix 9 MIPS-model...15
Appendix 10 Hits of wlw in the 22 different categories...16
Appendix 11 Frequency table potential customers ...18
Appendix 12 Complete list of potential customers ...19
Appendix 13 Questionnaire ...27
Appendix 14 Companies in the problems...33
Appendix 15 Competitor profile sketches...34
Appendix 16 Profile sketches potential customers...46
Appendix 17 Response rates ...67
Appendix 18 Graphs focus group ...68
Appendix 19 Graphs rest-group ...70
Appendix 20 Graphs cumulative...72
Appendix 21 Non respondents and reasons ...74
Appendix 1 Organisation scheme Unidek
Stichtingen
Administratiekantoor Aandeelhouders
Unidek beheer B.V. Raad van commissarissen
Unidek National B.V. Unidek International B.V.
Van Dijk Produktie B.V.
Unidek Bouwelementen B.V.
Unidek Volumebouw B.V.
Unidek Nederland B.V.
Practi Wall B.V.
Unipol Holland B.V.
Unidek Gemert B.V.
Smulders Staalwerken B.V.
Unidek Deutschland
Unidek Vertrieb GmbH Unidek Dämmtechnik GmbH Unidek Dämmsysteme GmbH
Unidek N.V.
Unidek S.A.R.L.
Source: Unipol Holland B.V. “Sociaal en KAM jaarverslag 2001”
3
Appendix 2 Profile sketches of Unidek’s companies
Van Dijk Produktie B.V.
Van Dijk Produktie B.V., producer of EPS and building materials based on this environment- saving insulation material, is the legal name of the company usually known as Unidek Produktie. The company site in Gemert covers about 200,000 m². The production apparatus, with countless in-house designed and built machines, is one of the most modern machine parks in the industry. Van Dijk Produktie B.V.'s quality control system is certified in accordance with the NEN-EN-ISO 9001 standard, the Employment Act care system in accordance with the NPR 5001 and the environmental care system in accordance with the NEN-EN-ISO 14001 standard. The three separate systems are combined in an approved combined care system.
Unidek Bouwelementen B.V.
Unidek Bouwelementen B.V., also called Unidek Verkoop Nederland, is mainly responsible for the sale of Unidek products in the Netherlands. This company has very diverse clients considering the wide variety of its products. The distribution of the products means that there is an important role for the extensive network of carefully selected dealers (wood and building material dealers and dealers in roof covering accessories). Ordered products are delivered by Van Dijk Produktie B.V.'s transport department to both stores and building sites. Many other departments, which have been combined in this company, provided countless services for other Unidek companies and (sub) holdings until 1 January 2001. These departments were combined in Unidek Services B.V. on the above date.
Unidek Volumebouw B.V.
Unidek Volumebouw B.V. built a perfectly insulated company building at the end of the eighties by the combination of the flat roof and outer wall system of Unidek Bouwelementen B.V. and a steel construction. Several hundred buildings have meanwhile been built using this concept, which has a relatively short building time, most of them based on a modular building system with fixed pattern measurements, with an area of upto 33,000 m². Unidek
Volumebouw B.V. looks after the whole organisation themselves in erecting a building. Work is done together with a fixed group of suppliers and sub-contractors.
Unidek Services B.V.
Unidek Services B.V. was set up in Gemert on 1 January 2001. Departments were combined in this that provided services for several Unidek companies and (sub) holdings. The
departments concerned were part of Unidek Bouwelementen B.V. before this date.
Smulders Staalwerken B.V.
Smulders Staalwerken B.V. in Helmond designs, manufactures and erects steel constructions, for example for the premises built by Unidek Volumebouw B.V., though mainly for third parties. This company, which controls everything to do with the produced steel constructions, was set up in 1967 and since 1991 has been a full part of the Unidek company. Smulders Staalwerken B.V. possesses modern production machines, such as a fully automatic grit blasting installation.
PractiWall B.V.
PractiWall B.V. in Geldermalsen, which was set up in 1987, has been part of the Unidek
company since 1992 and is a producer and supplier of movable, separating walls, with
aluminium frames and plaster covered panels. This company also supplies metal stud walls, system ceilings, an integrated cable gutter system and light fittings. One of the clients is Unidek Volumebouw B.V.
Unipol Holland B.V.
Van Dijk Produktie B.V. obtains the largest part of the necessary raw material for the production of EPS, i.e. EPS-granulate, from Unipol Holland B.V. in Oss. It was set up in 1989 and has been a full part of the Unidek company since 1992. The two German production companies of the Unidek company, i.e. Unidek Dämmtechnik GmbH and Schüngel
Dämmtechnik GmbH, also obtain EPS-granulate from this company. The production capacity rose from 20,000 tons to 45,000 ton a year in 1999.
Unidek Vertrieb GmbH
Unidek Vertrieb GmbH has been the Bremen sales office of the Unidek company since 1983, and supplies both the German and Swiss markets. Mainly bare EPS, sloping roof elements and Dijkotop roof insulation are important products for this company, which directs its sales via the building industry material trade and wholesale.
Unidek Dämmtechnik GmbH
Unidek completely took over the EPS-activities of the Gebr. Roesler GmbH in Mühlacker in the South of Germany in April 1998. This company was given the name Unidek
Dämmtechnik GmbH. A new EPS-factory of 22,000 m² was taken into service near Mühlacker, i.e. in Bretten, in 1999. Mainly bare EPS and roof insulation products are produced here. Gebr. Roesler GmbH was then one of first licence holders of BASF, the inventor EPS.
Unidek Dämmsysteme GmbH
Unidek set up a new production company in May 1998 together with Schüngel-Chemie Burkhardtsdorf GmbH of Burkhardtsdorf, in the East of Germany, which was called Schüngel Dämmtechnik GmbH. This company took over the activities of Schüngel GmbH & Co.
Dämm- und Isolierstoffe KG in the field of EPS. The name has since been changed to Unidek Dämmsysteme GmbH. The company, which mainly produces insulating EPS-products for roofs, walls and floors, took a new EPS-factory of 15,000 m² into service in Burkhardtsdorf in the course of 2001.
Unidek N.V.
Unidek N.V., the Belgian sales office of the Unidek company established in Antwerp, has been active since 1979 when it was taken over there as a trading company. The company is the market leader in Belgium in sloping roofs. The sales activities are conducted via wood and building material dealers.
Unidek S.A.R.L.
The sales office of the Unidek company in France, Unidek S.A.R.L. in Villeneuve d'Ascq, has been active since 1992. An attempt is being made to get a modest market share in France.
Source: www.unidek.nl
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Appendix 3 Supply chain of EPS building products
Primary resource
Basic resources
Resources
EPS-production
EPS-processing
EPS building products
Oil
Nafta
Monostyrene Facilitating resources
Expandible polystyrene (granulate) Expansion
EPS-pearls
Adhesion
Production of
‘bald’ or composed building products
with EPS
Steam
Steam
Possible addition of materials like wood
or steel Monostyrene-
polymerisation
Source: Stybenex: EPS in de GWW (2000)
Appendix 4 Production process of Unipol
Monostyreen
Polymeriseren Impregneren
Expandeerbaar Polystyreen (EPS-granulaat)
Centrifugeren Pentaan
Brandvertrager Water
Katalysator
Drogen
Op grootte zeven
Verpakken
Water
EPS-granulaat dat geleverd kan worden aan EPS-verwerkende industrie
Source: www.stybenex.nl
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Appendix 5 Unidek at the ‘Bouwbeurs’ in Utrecht 2003
Not included because of its size. Scanned newspaper article with a picture showing the stand of Unidek at the ‘Bouwbeurs’ in Utrecht. The added comment is that less visitors are expected due to the ‘Bouwfraude’ and the bad economic situation.
Source: Spits 31-1-2003
Appendix 6 Organisation Sheme Unipol
Directeur
Hoofd kwaliteit
& Productontw. Directie-
secretaresse Afd.
kwaliteit &
Productontw
.
Laboratorium
Totale kwaliteitszorg
Kwaliteit Productfunct.
Medew. Kwaliteit
& prodontw.
1e laborant
Laborant
Tkz-fuctionaris
Communicatie
Personeel en organisatie
Inkoop, marketing &
verkoop Pr & promotie
Brandpreventie
Secretaresse
P&O functionaris Telefoniste/
receptioniste
Hoofdproductie
Productie
Wachtchef
Onderst.
productie
Technische dienst
2e operator Operator Hoofd projectbureau Medewerker int.
diensten Chef T.D.
Medewerker Chef expeditie en logistiek
Medew.
expeditie Expeditie
Hoofd financiën en beheer
Financiën
Medewerker Financiële administratie
Hoofd bedrijfs- brandweer
Source: Unipol Holland B.V. “Sociaal en KAM jaarverslag 2000”
Appendix 7 Some applications of EPS
Roof insulation Road foundation Building foundation/insulation
Viaduct building Packaging fragile goods Packaging foood
Child’s seat Insulation cool cell drawer Wine storage rack
Inside motor helmet Robot tray Plants tray
Source: different sites on the Internet
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Appendix 8 Tables Robertson and Wood (2001)
Table 1: Information framework of the export dimension
Primary environmental dimensions
Subsidiary export dimensions
Specific decision variables (written description used in survey)
Politics Stability 1) Political strength of leadership in the foreign country
2) Degree of freedom of the political opposition in the foreign country 3) The degree of local labour unrest and the foreign government’s ability to deal with the current and future labor unrest
4) Degree of foreign country’s domestic instability (e.g. rebellion, political kidnappings, riots, guerrilla wars)
Diplomatic relations 5) Degree of normal diplomatic relations between US and the foreign and vice versa
6) Extent of restrictions on free and open trade with the foreign country due to political frictions (e.g. US freeze on US technology exports) Internal politics 7) Extent of foreign government’s use of incentives to encourage
private business
8) The ability of the foreign government to enforce its diplomatic policies with respect to trade (for example, ability of foreign government to enforce policy of limited trade)
9) Actual size of the private sector in relation to the government sector in a foreign country
Market potential General demand 10) Potential foreign buyers’ ability to pay for your product 11) Average annual sales of your type of product or services in the foreign country
12) Future trends and growth rate of the foreign market that your product or service would be sold in
13) Opportunities for you to offset cyclical swings in the US market demand for your product by entering a foreign market
Adaptation costs 14) Parts and technical service support needed and available for your product in the foreign country
15) Need to change your product specifications due to differences in foreign buyers’ tastes and preferences or technical requirements 16) Degree of test marketing and promotion required to assure adequate sales of your product in the foreign market
17) Credit and financing normally extended to buyers in the foreign country (i.e. industry standards for financing sales to a foreign market) Competition 18) Types and number of competitive products on the market in the
foreign country
19) Competitors’ market share, coverage and growth rate in the foreign market
20) Advantages and weaknesses of competitors in the foreign market (e.g. the uniqueness of competitor’s product and facilities for distribution)
21) Price levels on competitive products as compared to your C.I.F.
price (costs, insurance and freight) in the foreign market Economics Development and
performance
22) Gross national Product and per capita income in the foreign country 23) Availability of US dollar reserves in the foreign country
24) Education and employment levels in the local foreign population 25) Inflation rate over the past five years in the foreign country 26) Trends in the foreign country’s balance of trade (surpluses vs.
deficits)
Production strength 27) The degree of use of modern, efficient methods in the creation of products and services in the foreign country (relative skill level of labor
force)
28) Wealth of the foreign country in natural resources and the extent of their development
29) The diversity and range of all products produced in the foreign country versus those imported
Consumption 30) Per capita ownership of consumer goods in the foreign country (e.g.
cars, radios, TV’s etc.)
31) Per capita food consumption in the foreign country
32) Per capita energy consumption in the foreign country (e.g. oil, gas, coal)
33) Per capita industrial goods consumption (e.g. steel, cement, glass) in the foreign county
Culture Cultural unity 34) Number of different cultural groupings, such as ethnic, racial and language groups found in the foreign country
35) Extent of harmony or friction between different cultural groups in the foreign country
36) Differences in life styles and customs of various groups in the foreign country
Cultural differences 37) Extent of adoption of American way of life in the foreign country 38) Percent of the business community who speak English and the extent of adoption of American business practices in the foreign country
39) Preferences and prohibitions in the foreign country with respect to numbers, colors, shapes, sizes and symbols on products and in promotion of products
40) Differences between US and foreign views on the use of your product
Infrastructure Distribution 41) Costs and efficiency of transportation to the foreign country from the US (airlines, shipping lines etc.)
42) Costs and efficiency of transportation within the foreign country (roads, highways, railroads, trucking etc.)
43) Costs and efficiency of physical handling and warehousing in the foreign country (in the port of entry and throughout the foreign country)
44) Extend of development of wholesale/ retail system in the foreign country
Communications 45) Costs and efficiency of communications to the foreign country from US (telex, telephone, post office, telegraph)
46) Costs and efficiency of communications within the foreign country (i.e. commercial broadcast media, print media, promotional agencies) 47) Costs and efficiency of trade fairs and industrial exhibitions in the foreign country
Geography 48) Total land area of the foreign country and description (i.e. mountain range, rivers, natural harbors, land locked)
49) Climatic characteristics in the foreign country
50) Natural disaster potential in the foreign country (earthquake, volcanoes, floods, windstorms)
Legal Tariffs/ taxes 51) Exact tariffs, import duties and taxes assessed by the foreign country on your products
52) Tariff concessions allowed by the foreign country (i.e. drawbacks, preferential tariffs)
53) Common markets or regional trading to which the foreign country belongs
Non-tariff 54) Product standards imposed by the foreign country (e.g. local assembly laws; product packaging and labelling requirements; local safety and environmental regulations)
55) Required documentation, import procedures and quotas imposed by the foreign government
56) Extent and nature of the foreign government’s participation in trade
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(e.g. foreign government procurement policies)
Other legal 57) Visa requirements in the foreign country (restriction on travel imposed by foreign government)
58) Foreign government’s laws affecting relationships with agent’s distributors (e.g. severance pay, compensation)
59) Laws regulating and restraining advertising and promotion in the foreign country
60) Patent, copyright and trademark protection in the foreign country
Table 4: Means and standard deviations of importance ratings on specific decision variables (1, extremely important: 5, unimportant)
Specific decision variable (table 1)
Mean importance rating
Standard deviation
Rank order of
importance
Specific decision variable (table 1)
Mean importance rating
Standard deviation
Rank order of
importance
1) 3,53 1,11 40 31) 4,22 1,19 59
2) 4,08 1,14 55 32) 4,13 1,11 57
3) 3,66 1,13 44 33) 3,69 1,21 47
4) 2,51 1,26 15 34) 4,47 0,79 60
5) 2,78 1,27 18 35) 3,58 1,14 42
6) 2,41 1,33 14 36) 4,02 1,14 52
7) 3,33 1,28 35 37) 4,07 0,97 53
8) 2,93 1,16 23 38) 3,34 1,21 33
9) 3,71 1,08 49 39) 3,56 1,29 41
10) 1,31 0,75 1 40) 2,91 1,21 21
11) 2,23 1,11 8 41) 2,34 1,25 11
12) 2,14 0,98 6 42) 3,37 1,16 34
13) 2,61 1,34 17 43) 3,22 1,32 31 14) 3,08 1,46 26 44) 3,19 1,31 29
15) 2,29 1,21 9 45) 2,98 1,21 24
16) 3,29 1,24 32 46) 3,68 1,09 45
17) 2,38 1,13 13 47) 3,69 1,19 46
18) 2,08 1,07 5 48) 4,08 1,07 54
19) 2,04 1,09 3 49) 3,85 1,23 51
20) 2,04 0,98 4 50) 4,21 1,08 58
21) 1,58 0,79 2 51) 2,31 1,22 10
22) 3,52 1,11 39 52) 2,81 1,11 19 23) 2,56 1,31 16 53) 3,51 1,17 38 24) 3,71 1,11 48 54) 2,14 1,19 7 25) 3,07 1,11 25 55) 2,36 1,13 12 26) 3,43 1,11 36 56) 2,89 1,14 20 27) 3,45 1,14 37 57) 3,65 1,09 43 28) 3,18 1,32 28 58) 2,92 1,23 22 29) 3,15 1,13 27 59) 3,79 1,19 50 30) 4,12 1,08 56 60) 3,21 1,26 30
Table 5: Average importance assigned to 17 subsidiary export dimensions
Subsidiary export dimension Mean importance rating
Standard deviation
Rank order of importance
Associated primary environmental dimension
Competition 1,93 0,77 1 Market potential
General demand 2,06 0,65 2 Market potential
Non-tariff 2,48 0,82 3 Legal
Diplomatic relations 2,59 1,05 4 Politics
Adaptation costs 2,78 0,79 5 Market potential
Tariffs/ taxes 2,87 0,89 6 Legal
Distribution 3,06 0,93 7 Infrastructure
Development and performance 3,28 0,81 8 Economics
Production strength 3,28 0,92 9 Economics
Internal policies 3,35 0,89 10 Politics
Other legal 3,41 0,83 11 Legal
Communications 3,48 0,78 12 Infrastructure
Cultural differences 3,49 0,78 13 Culture
Stability 3,49 0,88 14 Politics
Cultural unity 4,01 0,78 15 Culture
Geography 4,03 0,83 16 Infrastructure
Consumption 4,06 0,77 17 Economics
Table 6: Average importance ratings assigned to six primary environmental dimensions
Primary environmental dimension
Mean importance rating
Standard deviation
Rank order of importance
Standardized coefficient alpha
Market potential 2,25 0,58 1 0,90
Legal 2,98 0,68 2 0,82
Politics 3,27 0,81 3 0,86
Infrastructure 3,49 0,68 4 0,84
Economics 3,56 0,72 5 0,79
Culture 3,71 0,69 6 0,66
Source: Robertson and Wood (2001)
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Appendix 9 MIPS-model
“The MIPS-model for managing industrial positioning strategy”
Source: Mühlbacher, Dreher and Gabriel-Ritter (1994: 291)
Definition of the business
Determination and analysis of actual and potential customers:
• Decision makers
• Problems
• Aspirations
• Characteristics
Construction of customer segments
Identification of relevant partners in the particular business system:
Autonomous and critical elements
Rough analysis of existing and potential competitors:
Number, power, broad strategies
Preselection of attractive customer segments
Analysis of autonomous and critical system partners:
Goal, aspirations, skills and power
Determination of key success factors and their importance in each segment
Analysis of main competitors:
Skills, resources, values, norms, behavior
Analysis of internal corporate skills, resources, values and norms
Determination of differential capabilities
Selection of segments to be targeted Selection of differential benefits to be provided for each segment
Formulation of the positioning statement
Marketing mix Planning and implementation
Appendix 10 Hits of wlw in the 22 different categories
Country Total
Cate- gory
Austria
Belg.Swiss Czech Germ
.France Finland G-Br. Croatia Italy
Luxem. Neth. Sweden Slovenia Slovakiaa 0 19 14 4 5 2 2 4 4 2 5 10 0 1 1 73 b 1 5 9 3 9 0 0 0 4 0 0 3 0 1 0 35 c 4 1 2 2 12 0 0 0 6 1 1 5 0 2 4 40 d 0 1 3 0 13 0 0 0 5 0 0 1 0 1 0 24 e 1 0 6 4 8 0 0 0 3 0 0 0 0 0 1 23 f 1 2 1 0 7 2 0 1 0 1 0 1 0 0 0 16 g 3 9 5 1 26 2 0 8 2 0 1 18 0 1 1 77
h 21 32 8 26 67 2 2 0 20 10 5 11 2 0 17 223i 56 9 51 64 86 1 2 3 34 4 2 22 0 9 31 374
j 6 7 15 1 34 5 1 0 2 13
1 1 0 0 086 k 0 0 0 3 5 0 0 2 1 5 0 2 0 2 1 21 l 0 1 0 6 0 0 0 0 1 0 1 8 1 0 4 22 m 1 2 2 5 8 0 0 0 7 0 0 2 0 0 0 27 n 8 11 8 16 18 8 2 0 27 22
1 17 0 2 4144 o 2 4 1 0 3 0 0 0 1 0 0 5 0 1 2 19 p 0 2 1 1 0 0 0 0 0 3 0 1 1 0 0 9 q 0 1 0 1 2 0 0 0 0 0 0 0 0 0 0 4 r 0 0 0 1 0 0 0 0 0 0 0 1 0 0 0 2 s 5 4 6 1 12 0 1 0 2 8 0 6 1 3 0 49 t 1 2 3 3 0 0 0 0 0 2 0 0 0 1 1 13 u 5 2 2 0 27 1 0 1 0 0 0 0 0 1 0 39 v 1 6 0 2 3 0 0 4 2 3 0 1 0 0 0 22
Note that the cursive categories/ countries were not included in the researchSource: www.wlw.nl
Appendix 11 Frequency table potential customers
In this table the frequencies of potential customers by country and end-use of the granulate are given. It is also shown how the companies were found, either in wlw or the rest (meaning branch and other sources). Note that some adaptations were made, because some companies have their headquarters in different countries.
Insulation Packaging Both Other/
unknown
Total
wlw rest wlw rest wlw rest wlw rest
wlw rest totalAustria 5 1 1 - 2 - 1 - 9 1 10
Croatia 6 - - - 6 0 6
Czech republic 4 2 - - 2 - 1 1 7 3 10
Denmark - - - 1 - - - 7 0 8 8
Finland - 2 - - - - - 2 0 4 4
France - 4 1 8 - - - 5 1 17 18
Great-Britain 1 1 2 5 1 2 1 1 5 9 14
Greece - - - 1 0 1 1
Hungary - 4 - - - - - - 0 4 4
Ireland - 3 - - - - - - 0 3 3
Italy 1 9 4 4 1 5 3 21 9 39 48
Norway - 1 - 4 - 1 - 7 0 13 13
Poland - - - 1 0 1 1
Portugal - - - 2 - 2 - 5 0 9 9
Slovakia - 1 1 - - - - 1 1 2 3
Slovenia 2 - - - 2 - - - 4 0 4
Spain - 15 - 8 - 22 - 1 0 46 46
Sweden - 5 - 2 1 1 - 1 1 9 10
Swiss 4 3 - - - 4 3 7
Total 47 172 219
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Appendix 12 Complete list of potential customers
Austria
Company name City Business Resp.
1. Austroflex Gödersdorf Insulation X
2. Austrotherm Gmbh (werk Pinkafeld)
Waldegg (Pinkafeld) Insulation # 3. Austyrol Dämmstoffe Ges.
M.b.H.
Mödling Insulation #
4. Brucha (Brucha d.o.o.) Wien (Zagreb Croatia) Insulation X 5. Flatz Verpackungen-
Styropor Ges. M.b.H.
Lauterach Insulation/ packaging #
6. Georg Aichinger Kremsmünster All purpose # 7. Hirsch Porozell® Gmbh Glanegg Insulation/ packaging # 8. Isolith M. Hattinger Gmbh Strasswalchen Insulation # 9. Primanit-
Leichtbauplattenwerk Josef Oberleitner GmbH & Co
Rosenau Insulation
Salzer Formtech Gmbh EPS- u. Fasergussformteile
St. Pölten Packaging
Croatia
Company name City Business Resp.
BHB – PIPE d.o.o. Sesvete Insulation 10. Plastform d.o.o. Sesvete Insulation RIA Export-Import d.o.o. Varaždin Insulation Studio Gradnja – Trgovina
d.o.o.
Sesvete Insulation 11. Termo – ING d.o.o. Split Insulation
12. Varping d.o.o. Zagreb Insulation
Czech Republic
Company name City Business Resp.
13. Akcept CZ a.s. Praha Insulation #
14. DCD IDEAL spol. s r.o. Prosenice (Dynin) Insulation X
15. Elteco Chrastava Insulation X
16. Josef Dvořák-Izopol Dolní Poustevna Insulation X 17. Novopol Praha spol.
s.r.o.
Dobřichovice (Velký
Třebešov)Insulation/ packaging X
18. Perito s.r.o. Znojomo Sandwich-panels X
19. Plastika-Isol s.r.o. Kolin IV Insulation X
Styrotrade s.r.o. Mratin ?
Same surname as Polymex (pot. comp.)
20. Termax s.r.o. Česke Budĕjovice Insulation/ packaging
Thermomur Praha spol. s.r.o. Same as Thermoreal, onlyone questionnaire
N/A
21. Thermoreal spol. s.r.o. Mĕšice u Prahy Insulation
Denmark
Company name City Business Resp.
AMP (advisory
manufacturing Polymer)
Stensved ?
Brenntag Nordic Nivå ? (large)
P. Broste A/S Lyngby Chemicals (own
granulate?), large
Danpor I/S Hornslet Flowerboxes
DMI Plast - Øst Greve ?
Master Plastics A/S Ejby ?
SCA Packaging Flamingo Holbæk Packaging
Wilfert Chemical Denmark Hillerød ? (buys from Nova)
Finland
Company name City Business Resp.
Pipe-life M-Plast Oy Kaavi Insulation
Soklex Oy Saarijärvi Insulation
Solupak Oy Tarvasjoki All purpose
UK-Muovi Oy Iisalmi Shapes
France
Company name City Business Resp.
Akoplus Saint Benoit sur Loire ?
Caraibes Industrie Petit-Bourg Insulation
Corstryrene Aleria Insulation X
Deltisol Pontet Cedex Insulation
Dumez EPS Lille Cedex ?
Ederena Concept Saint Vincent de Tyrosse ? (interesting ?) Embal Plasti Souple EPS Bas en Basset Packaging
Efisol Nanterre Cedex Insulation
ETS Bruot S.A. Arbent ?
SAPSO emballages Bernos Beaulac Packaging Isobox Technologie Nanterre Packaging
Plastyrobel Riom Packaging
Polydec Industries Saint Philbert Du Peuple Packaging
PSD Imso Cestas Packaging X
Simonin Freres Montlebon Roofing
Sirap Gema France SA Noves Packaging Societe Sofiplast Montagnat Packaging Storopack Packaging
systems France
Nully Tremilly Packaging
Great-Britain
Company name City Business Resp.
Broanmain Ltd. Dorking Cov mitres int. & ext.
21
1,5””, 2,5””, 4”” (EPS) Combat Polystyrene Group
Ltd.
Glossop Packaging Kay-Metzeler Ltd. Billercay Packaging
Kirkston Packaging &
Insulation Ltd.
Gainsborough Packaging/ Insulation
X Linpac Moulded Foams Chichester Packaging
Linpac Moulded Foams Ltd. Scunthorpe Packaging
Rosslite Ltd. Shrewsbury Packaging
S and B EPS Ltd. Cramlington Insulation X
Simplipac Ltd. Poole All purpose
Springvale Ballyclare Insulation/ packaging
Styrene Packaging &
Insulation Ltd.
Low Moor Packaging/ insulation SCA (Sweden): Tuscarora Northampton Packaging
SCA (Sweden): Tuscarora
(Scotland)Livingston Packaging Vencel Resil Ltd. Belvedere Insulation
Greece
Company name City Business Resp.
Polyforma S.A. Inofita All purpose
Hungary
Company name City Business Resp.
Austrotherm
Hőszigetelőanyag Gyárto Kft.
Győr Insulation
Iso-Line Budaörs Insulation?, EPS? #
Isolyth (Poliglas) Tapolca Insulation glass 22. Nikecell Fûzfôgyártelep Insulation
Ireland
A lot of distributors of large EPS-granulate producers. Maybe interesting.
Company name City Business Resp.
23. Aerobord Limerick Insulation #
24. Airpacks Ltd. Kilnaleck Insulation X
25. Hytherm Ltd. Co Meath Insulation #
Italy
Company name City Business Resp.
26. AE Curta Srl. Leini TO Insulation X
27. Alpea Spa Bairo Canavese TO All purpose X 28. Apemilano Spa Robecco S/Naviglio MI Insulation
Bazzica Srl. Same as Sulpol, only one questionnaire
N/A
29. Bergamo Espansi Ranica BG Insulation X
30. Coopbox Italia Srl. Reggio Emilia Packaging X
(former CCPL SCRL)
31. Cel Srl Bologna Sandwich-panels X
32. C & P Costruzioni Srl Poviglio Insulation
C.P.E. Srl. Lavis TN ?
33. DE.COM Srl. Marcianise Ce Insulation
34. Devep Snc. Brenna CO Packaging/ all purpose Devi Spa Besana Brianza MI Packaging
35. Di-Bi Spa Ghiardo Bibbiano RE Insulation
36. Edilmoderna Srl. Flussio NU Insulation/ packaging X
37. Ediltek Srl Trapani ?
Europak Spa Vazzola TV ? also unknown
competitor with this name
38. Europlast Srl. Carini PA Packaging/ insulation
39. Expan Gmbh Terlan Sandwich-panels X
40. Fab Espansi Snc Bernareggio Mi ? Ge-Pack Group Srl Castelcovati BS ?
41. G.P.E. Srl. Sarmato PC Insulation X
42. Imes Srl Correggio Insulation/ packaging X Isopak Adriatica Spa Pesaro Packaging
43. L’Isolante Srl. Roverbella MN ? Iltar Italbox Industrie Riunite
Spa
Bairo Packaging 44. Levocell Spa Castenedolo Roads/ construction
Montagnoli Rino & C. Snc. Arsago Seprio VA Insulation 45. M.P.E. Spa Costa Mezzate BG All purpose Parkoplast Srl. Spinetta Marengo AL ?
Plastedil SA Chiasso Svizzera ? X
Polibeck Spa Massafra Packaging X
46. Poli-Blok Srl. Ronchi di Villafranca Pad.
PD
?
Polibox Snc Nove Packaging
Polifoam Quistellese Snc. Quistello MN ?
Poliplast Pozzo D’Adda MI ? X
Polirama Italia Spa Niviano Rivergaro PC ? X 47. Polisette Srl Sala Baganza PR All purpose X 48. Poli Sud Srl. Lamezia Terme CZ All purpose
Poron Italiana Sud Srl. Aprilia LT Insulation/ packaging
Prospettive ‘80 Ribera AG ?
Royalite Plastics Srl. No EPS, only ABS N/A
Sicilferro Torrenovese Srl. Torrenova ME ?
Sipe Spa No time, no questionnaire N/A
49. Sive Spa Robecco S/Naviglio MI Insulation
So.G.I.T. Srl. Fisciano SA ?
STS Polistiroli Srl. Villafranca VR Insulation/ packaging Sud Imballi Srl. Postiglione SA Packaging
50. Sulpol Borgo Trevi PG Packaging/ insulation X Tea Srl. Roveleto Di Cadeo PC Insulation
Technopak Italiana Spa San Polo Di Torrile PR Packaging X
23
Turris Espansi SCRL. Out of business N/A
Vipak Srl Quinzano D’Oglio BS ?
Norway
Company name City Business Resp.
Atlantic Styro A/S Lovund ?
BeWi Produkter A/S Hamarvik Packaging X
Isolitt AS Spydeberg ?
Kassefabrikken AS Tromsø ?
K-plast A/S Hjelmeland ?
Løvolds Industri AS Bodø Insulation
Nesseplast Balestrand ? X
Styro Nor Rypefjord Packaging
Styro Oltedal Oltedal Packaging
Thermo Polar Rypefjord Packaging
Vartdal Plastindustri A/S Vartdal Insulation/ packaging
Viplast A/S Rørvik ?
Øksnes Thermo Alsvåg ?
Poland
Company name City Business Resp.
Inco Veritas S.A. Warszawa EPS-plates
Portugal
Company name City Business Resp.
Esferovite: Isosfer Vermoil ?
Esferovite: Representações Sintra Headquarters X
Esferovite: Tecnovite Colmeias ?
Gruppo Plastimar:
Internorplaste
Braga Insulation/ packaging Gruppo Plastimar: Mitromar Palmela ?
Gruppo Plastimar: Plastimar Peniche ?
Petibol Leça do Balio Packaging
Siplaçor Ponta Delgada Packaging X
Tomé e Vaz Pinheiro Vila Nova de Gaia Insulation/ packaging
Slovakia
Company name City Business Resp.
Murexin Austrotherm spol.
s.r.o.
Bratislava Insulation X
Plastika a.s. Nitra Packaging
51. Polyform Podolinec Insulation/ all purpose, Polyform Canada subs.?
X
Terranova-industria spol.
s.r.o.
Part of Saint-Gobain N/A
Slovenia
Company name City Business Resp.
52. Fragmat Ljubljana Moste Insulation/ packaging X
53. Isomat d.o.o. Mežica All purpose #
54. Novolit d.d. Nova vas Insulation
55. TIM Laško (Okipor d.d.) Laško (Zagreb Croatia) Insulation/ packaging
Spain
Company name City Business Resp.
56. Aislamientos Arellano S.L.
Oyarzun Insulation X
57. Aislamientos y Envases S.A.
Alicante Insulation/ packaging
58. Aislan-Por S.L. Ondara Insulation/ packaging
59. Aislantes de Valladolid Valladolid Insulation X 60. Aislantes Samen S.L. Zamora Insulation
61. Aislantes Santamaria S.L. Valladolid Insulation X 62. Artigas Plasticos S.A. Zaragoza Insulation/ packaging
63. Axa Universa S.A. Porreres (Baleares) Insulation
64. Brafim Mecplast S.L. Barbera Del Valles Insulation/ packaging X
65. Empolime S.A. Parla Insulation
66. Envafom S.L. Polinya Insulation/ packaging 67. Envases de Euskadi Abanto Insulation
Expanso S.A. Barcelona Packaging
68. Fabriporex Sevilla Insulation X
69. Fumoso Industrial S.A. Parets Del Valles Insulation/ packaging 70. Hasi Iberica S.A. Algete Insulation
71. Industrias del Noroeste S.A. (INOSA)
La Coruña Insulation/ packaging X 72. Ion Plas S.L. Bonrepos Insulation/ packaging
73. Isocold S.A. Vigo Insulation/ packaging 74. Iso Envas S.A. Arganda Insulation
75. Jose Manuel Valero S.L.
(Grupo Valero)
Cox Insulation/ packaging
Mandriles de Cartón S.A. Hernani Packaging 76. Manufacturas CYP S.A.
(CYPSA)
Fuenlabrada Insulation 77. Manufacturas Pals S.A. Montada Insulation/ packaging X 78. Manufacturas Plasticas
De Levante S.A.
Paiporta Insulation 79. Moldo S.A. Algete Insulation/ packaging
Plasticas Gateor Vitoria Packaging
80. Plastisol Cassa S.L. Cassa de la Selva Packaging/ insulation
81. Polialcala Pinto Insulation
82. Policres Esgon S.A. Logrõno Insulation/ packaging X 83. Poliedos Monforte del Cid Insulation
84. Poliespor S.A. Villafranca Insulation/ packaging
25 85. Poliestirenos Insulares
S.A. (Polinsa)
Telde (Gran Canaria) Insulation
Poliexpal S.A. Castalla Packaging
86. Poliexpal S.L. Algeciras Insulation/ packaging
Poliexmur S.A. San Gines Packaging
87. Polisur 2000 S.A. Lepe Insulation/ packaging 88. Polivas S.A. Consell Insulation/ packaging 89. Productos de Poliestireno
S.A.
Dozon Insulation/ packaging X
Protexpor S.A. Santa Perpetua de Mogoda Packaging 90. Representaciones
Chamorro S.L.
S. Ciprian de viñas Insulation
91. Sanaplas Huarte-Pamplona Insulation/ packaging 92. San Juan Aislam. y
Embal.
Bertoa-Carballo Insulation/ packaging Storopack Molderparts
España
Mollet des Valles All purpose
93. Tecnopolex S.L. Alcalá Guadaira Insulation/ packaging
Utilbox S.L. Chiclana Packaging
Sweden
Company name City Business Resp.
BK PAC AB Kristianstad Packaging (also non- food?)
AB Finja Betong Hässleholm Insulation concrete
Dorocell AB Täby Insulation/ packaging X
Frånö Industri AB Kramfors Blocks, loose pearls Genevad Cellplast AB Genevad Insulation/ packaging Maco Dach Skåna-Tranås Insulation roof Plannja ? (www.plannja.com) Building sheets
Porpac Lindesberg Packaging X
Roxull Jönköping Insulation
Scanbox Olofström Insulation: Isolated cars
(train)
X
Swiss
Company name City Business Resp.
Alcan Airex AG No EPS, no questionnaire N/A
94. Anderhalden AG Kägiswil Insulation X
Frinorm AG Balzers Insulation
95. Gravelit AG Langenthal Insulation #
Greutol AG No interest N/A
Huber Bautechnik AG Only trade N/A
96. Marmoran AG Volketswil Insulation #
97. Röfix AG Sennwald Insulation
98. Sarna Plastec AG Sarnen Insulation X
Sarnafil AG Part of Sarna company N/A
Sarna-Granol AG Part of Sarna company N/A
Schwenk Schichtex AG Competitor Unidek N/A
99. Siegfried Keller AG Wallisellen Insulation
STO AG Only trade N/A
100. Taracell R. Meier Söhne AG
Künten Insulation/ Packaging X
ZZ Wancor Only trade N/A
Explanation of response signs:
X = response, questionnaire was returned
# = non-response, questionnaire was not returned but reason is known = non-response, questionnaire was not returned and reason is not known
N/A
= company was not included in the survey for the reason mentioned in the city-column
27
Appendix 13 Questionnaire
Note that on the actual questionnaire the logo of the Management Centrum and the fax nr.
were present on each page
Erik Lode
Telephone: +31-412-643 243 Fax: +31-412-636 946
E-mail:
Hengelode@hotmail.comDear sir
Arnhem, 11 februari 2004
Subject: explanation of the content
After contacting you by telephone, I hereby send you this package. My name is Erik Lode and I am a Management and Organisation student from the Netherlands. This questionnaire is part of a research that I am doing as my thesis. At the moment I am working for a market-research firm called “management centrum”. Under its supervision I am exploring the European EPS- market for Unipol Holland B.V in order to locate specific potential customers. My status as a student is independent and I will oblige the general ethical rules of conduct for scientific research. For example:
•
All information obtained from the respondents will be considered as confidential and will only be used for this research
•
The respondent is free not to answer certain questions for whatever reason Unipol Holland B.V. is a middle-large player on the EPS-granulate producing market. Its granulate is especially suited for heat-insulation purposes. Unipol employs approximately 60 people and has a turn-over of around 26 million Euro. Quality, Safety and Environment are the fundamentals of Unipol's organisation and production process. Unipol is ISO-9001 and ISO-14001 certified. Because of its size Unipol is especially suited for serving smaller companies.
Except the questionnaire, the return envelope and the brochure, this package contains a small reward for yourself, some chocolates. The idea is that you take a quiet ten minutes, pour yourself a drink and enjoy a chocolate while completing the questionnaire. Symbolically I want to give you a taste of Unipol, while you are giving me a taste of your company. I hope you will enjoy the chocolates and return the questionnaire. The quickest way to do so is by fax. However the questionnaire can also be returned using the included envelope; a stamp is not necessary.
Yours faithfully
Erik Lode
Products used
1. Which products does your company produce from EPS-granulate? (more than one answer possible)
ٱ insulation related products ٱ packaging related products ٱ multi-purpose forms
ٱ other ………
ٱ other ………
Could you give some examples?
………
………
………
2. Which bean size(s) does your company mainly use?
….. -- ….. mm
….. -- ….. mm
….. -- ….. mm
3. Which types of EPS density(ies) is (are) mainly being produced by your company?
(more than one answer possible)
ٱ EPS 10 Flame retardant ٱ yes ٱ no ٱ both ٱ EPS 15 Flame retardant ٱ yes ٱ no ٱ both ٱ EPS 20 Flame retardant ٱ yes ٱ no ٱ both ٱ EPS 25 Flame retardant ٱ yes ٱ no ٱ both ٱ EPS 30 Flame retardant ٱ yes ٱ no ٱ both ٱ EPS 35 Flame retardant ٱ yes ٱ no ٱ both ٱ EPS 40 Flame retardant ٱ yes ٱ no ٱ both ٱ EPS 50 Flame retardant ٱ yes ٱ no ٱ both ٱ other ……… Flame retardant ٱ yes ٱ no ٱ both
4. Does the EPS-granulate your company uses has any special characteristics?
ٱ yes ٱ no If yes, which
………
………
………
29
5. For different EPS-applications, one needs EPS-granulate with different characteristics.
Please fill in how important the following product characteristics of EPS-granulate are for your company.
Characteristic Very
unimportant
Unimportant Not important/
not unimportant
Important Very important
Lambda-value λ (mW/mK) ٱ ٱ ٱ ٱ ٱ
Pressure strength (kPA) ٱ ٱ ٱ ٱ ٱ
Breaking strength ٱ ٱ ٱ ٱ ٱ
Flame retardant ٱ ٱ ٱ ٱ ٱ
Colour ٱ ٱ ٱ ٱ ٱ
6. Through continuously testing, Unipol can guarantee a constant quality of its granulate.
How important are the following aspects regarding quality for your company?
Aspect Very
unimportant
Unimportant Not
unimportant/
not important
Important Very important
Price of the product ٱ ٱ ٱ ٱ ٱ
Constant quality ٱ ٱ ٱ ٱ ٱ
Delivery time ٱ ٱ ٱ ٱ ٱ
Flexibility of delivery ٱ ٱ ٱ ٱ ٱ
Reliability of supply ٱ ٱ ٱ ٱ ٱ
Technical service ٱ ٱ ٱ ٱ ٱ
7. Unipol pays much attention to after-the-sale service, because it likes it customers to be satisfied. Could you indicate how important the following service aspects are for your company?
Aspect Very
unimportant
Unimportant Not
unimportant/
not important
Important Very important
Questions handling ٱ ٱ ٱ ٱ ٱ
Complaint handling ٱ ٱ ٱ ٱ ٱ
Customer loyalty ٱ ٱ ٱ ٱ ٱ
Long-term relationships with customers/ suppliers
ٱ ٱ ٱ ٱ ٱ
8. Because of the close contacts with its customers, Unipol has a lot of know-how from EPS-processing, especially insulation applications. As a consequence it can offer its clients extra service in this area, e.g. advice regarding the use of its granulate for new/
different products. Which additional services does your company expect from her supplier(s) of EPS-granulate?
………
………
………
………
……….
9. Unipol is mainly using environmentally friendly reusable silo’s to transport its
granulate to its customers (as can be seen in the brochure). This saves the supplier and customer the cost and trouble of recycling packaging. How interested would your company be in using such a system?
ٱ totally not interested ٱ not interested
ٱ not uninterested/ not interested ٱ interested
ٱ very interested
Current supplier
10. From which supplier(s) is your company currently purchasing its EPS-granulate?
(more than one answer possible).
ٱ BASF ٱ Dwory ٱ Nova Chemicals ٱ Synbra
ٱ Borsodchem ٱ INA-OKI ٱ Polidux ٱ Other ……
ٱ BP ٱ Jackon ٱ Polimeri Europa ٱ Other ……
ٱ Brødr Sunde ٱ Kaucuk ٱ SIR Industriale ٱ Other ……
ٱ Dow Chemical ٱ Knauf ٱ Styrochem
ٱ Dunastyr ٱ Monotez ٱ Sunpor
11. How satisfied is your company with the supplier(s) mentioned in the previous question?
Name supplier
Totally not satisfiedNot satisfied Not dissatisfied/
not satisfied
Satisfied Very satisfied
ٱ ٱ ٱ ٱ ٱ
ٱ ٱ ٱ ٱ ٱ
ٱ ٱ ٱ ٱ ٱ
ٱ ٱ ٱ ٱ ٱ
31 What are the main reasons for (not) being satisfied?
………
………
………
………
………
………
Unipol
12. Based on the information given, would the assortment of Unipol meet your company’s requirements?
ٱ yes ٱ no If not why
………
………
………...
13. What would be the function of Unipol if it was a supplier of your company?
ٱ co-supplier ٱ main supplier ٱ co-maker
ٱ other ………..
14. To what extend is your company interested in Unipol for potential future transactions?
ٱ totally not interested ٱ not interested
ٱ not uninterested/ not interested ٱ interested
ٱ very interested
15. Would you like to receive more information about Unipol’s products and offers?
ٱ yes ٱ no, continue with question 17.
16. Which person within the company would be the most suited as contact person for Unipol? How can Unipol contact him/ her?
………
………
………
………
General
17. Could you indicate the size of your company?
………..annual sales
………..employees
18. How much EPS-granulate does your company use?
………. tonne/year
………. tonne week
19. What is your function within the company?
………
20. Remarks/ Comments:
………
………
………
………
………
………
………
……….………
Contact data
Thank you for your co-operation!
33
Appendix 14 Companies in the problems
Not included because of its size. Scanned newspaper article with a table showing the current situation in European countries regarding the number of companies (and the change in percents) that could not fulfil its payments. The Netherlands were in the middle.
Bron: Twentse courant Tubantia 17-03-2003
Appendix 15 Competitor profile sketches
1) Borsodchem, Hungary
Corporate name: BorsodChem Rt. (the legal successor of Borsodi Vegyi Kombinát having founded in 1949)
Activities: production and processing of plastic raw materials, isocyanate production
EPS-granulate capacity: 14.000 tonne/year EPS-granulate production: 9228 tonne in 2001 Number of EPS-granulate sorts: 4
Brands of EPS(-granulate): ---
Home territory: North Eastern Hungary, Kazincbarcika Main export countries: Italy, Poland, the member states of ex-
Yugoslavia as well as Germany, the Czech Republic, Slovakia and Spain.
Number of subsidiaries: 13
Subsidiaries located in: Hungary (8), Czech Republic (1), Austria (1), Poland (1), Italy (1) and Netherlands (1) Parent-company: ---
Close relationships with: Japanese Mitsui Chemicals Inc. (at the moment mainly PUR)
Net income EPS activities: ---
Net income consolidated: 453.089.000 Euro in 2001 Quality certificates: ISO 9002/14001
Source:
www.borsodchem.hu2) Brødr Sunde, Norway
Corporate name: Brødr Sunde
Activities: the production and conversion of EPS (expanded polystyrene) based products EPS-granulate capacity: 40.000 tonne/year
EPS-granulate production: --- Number of EPS-granulate sorts: 9
Brands of EPS(-granulate) : Sunde® (granulate), Sundolitt® (thermal insulation) and Sunpack® (packaging)
Home territory: Norway
Main export countries: one of the leading European players Number of subsidiaries: 20
Subsidiaries located in: Norway (7), Denmark (6), Great-Britain (4), Sweden (1), Germany (1) and Spain (1)
Parent-company: Sunde Group
Close relationships with: ---
Net income EPS activities: an annual turnover growth of 17% during the last decade
Net income consolidated: ---
35
Quality certificates: SE certificate, ISO 9001, ISO 14001, EMAS Food Approval
Source:
www.sundolitt.com3) Dow Chemical, United States
A remark has to be made here. Dow is not producing EPS-granulate. Instead it is producing XPS, a closely related product with similar applications. Dow is the technological leader on the terrain of XPS and its product Styrofoam® is famous. Dow is in this way an indirect competitor, but still important.
Corporate name: Dow Chemical
Activities: Serves a wide range of markets that are vital to human progress, including food, transportation, health and medicine, personal and home care, and building and construction, among others.
EPS-granulate capacity: 43.000 tonne/year EPS-granulate production: ---
Number of EPS-granulate sorts: ---
Brands of EPS(-granulate): Styrofoam® (XPS)
Home territory: USA
Main export countries: Serves customers in more than 170 countries Number of subsidiaries: Numerous
Subsidiaries located in: Every single country in Europe except Ireland Parent-company: ---
Close relationships with: --- Net income EPS activities: ---
Net income consolidated: Annual sales of $28 billion world-wide
Quality certificates: It can be assumed that a huge company like Dow has all the relevant ISO-qualifications, especially with its focus on responsible care programs Source:
http://www.dow.com/styrofoam/europe/index.htm4) Dunastyr, Hungary
Corporate name: Dunastyr
Activities: production of High Impact Polystyrene, HIPS (EDISTIR) and Expandable Polystyrene, EPS (EXTIR)
EPS-granulate capacity: 40.000 tonne/year EPS-granulate production: ---
Number of EPS-granulate sorts: ---
Brands of EPS(-granulate): Extir® (granulate)
Home territory: Hungary
Main export countries: --- Number of subsidiaries: --- Subsidiaries located in: ---
Parent-company: Enichem Close relationships with: ---
Net income EPS activities: ---
Net income consolidated: HUF 15.8 bn = 65.862.300 Euro* net sales revenues 1999
Quality certificates: ---
Source:
http://www.mol.hu/english/newsroom/press/p ress_articles/doc47129* www.teletekst.nos.nl , average exchange rate of buying and selling at 29-12-2002
As can be seen above, the data for Dunastyr is very limited. The reason for this is that Enichem has taken over the company in 1999. Additional data from the Enichem web-site (http://www.eni.it/english/panorama/eni_way/index.html) brings clarity.
Enichem
Enichem conducts operations in 67 countries where it employs about 70,000 people. In the year 2001 it generated revenues of about 49 billion Euro and a net income of 7,751 million euro. Enichem, through “Polimeri Europa” (which is another ‘known competitor as can be seen in table 17), operates in the business of olefins and aromatics, basic intermediate products, chlorine derivatives, polystyrenes and elastomers.
Its major production sites are located in Italy and in Western Europe, where Enichem holds relevant market positions.
In 2001, Eni sold 5.2 million tons of petrochemical products. In the petrochemical sector, Enichem operates through Polimeri Europa, the single shareholder of Dunastyr. With a licence and know-how from Enichem, Dunastyr produces two types of polystyrenes: the shock-resistant polystyrene EDISTIR (production capacity: 70,000 tonnes per year) and the expandable polystyrene EXTIR (production capacity: 40,000 tonnes per year) mainly for central and eastern European markets. Such products are used in several sectors, from tires to packaging, automobiles, building, the electrical-electronic sector and household objects.
Countries in Europe in which Enichem operates: Austria, Croatia, Czech Republic, Denmark, France, Germany, Greece, Hungary, Ireland, Italy, Norway, Poland, Portugal, Romania, Russian Federation, Slovak Republic, Slovenia, Spain, Swiss, The Netherlands, Turkey and United Kingdom.
More details will follow when Polimeri Europa is discussed.
5) Dwory, Poland
Corporate name: Dwory S.A.
Activities: Production of synthetic rubber and latex, styrene plastics and dispersions based on vinyl and copolymer resins
EPS-granulate capacity: 70.000 tonne/year EPS-granulate production: ---
Number of EPS-granulate sorts: 4
Brands of EPS(-granulate) : Owipian® (granulate)
Home territory: South of Poland, market leader in Poland Main export countries: 40 % of the sales are made up by styrene
products, 34 % of consolidated sales is exported, over 70 % from the exports goes to EU countries
Number of subsidiaries: 0 Subsidiaries located in: ---
Parent-company: ---
37 Close relationships with: --- Net income EPS activities: ---
Net income consolidated: Income sales of goods and products 2001 707.925.214,21 Zlt. = 175.831.987,00 Euro*
Net financial result 2001
-39.911.969,98 Zlt. = -991.511, 53 Euro*
Net cash flows from operating activities 2001 97.337.555,27 Zlt. = 24.176361,30 Euro*
Quality certificates: ISO 9001
Source:
www.dwory.pl* www.teletekst.nos.nl , average exchange rate of buying and selling at 29-12-2002
6) INA-OKI, Croatia
While searching the database of wlw a potential competitor was found in Croatia, named DIOKI d.d. It seems that this company is the former INA-OKI. It is the production facility mentioned in table 17. DIOKI d.d. was founded on 17 July 1995 as a merger of INA-OKI of Zagreb, DINA of Omišalj and INA-Naftaplin's Ethylene Production Unit of Zagreb. Since 20 November 1999, the company has been operating by the name of DIOKI d.d.
Corporate name: DIOKI d.d.
Activities: Production of polymers and petrochemicals:
low density polyethylene, general purpose polystyrene, high impact polystyrene, ethylene, vinyl-chloride monomer (VCM) EPS-granulate capacity: 10.000 tonne/year
EPS-granulate production: 1.000 tonne in 2001
Number of EPS-granulate sorts: 2 general sorts (see brands), 5 trade names referring to 5 sorts?
Brands of EPS(-granulate): DOKI® PS-GP (general purpose granulate), DOKI® PS-HI (high impact granulate)
Home territory: Croatia
Main export countries: European markets Number of subsidiaries: 2
Subsidiaries located in: Croatia
Parent-company: --- Close relationships with: ---
Net income EPS activities: ---
Net income consolidated: Operating income of 950 mln. HRK = 123.605.925 Euro
Quality certificates: ISO 9002; working to get ISO 9001 and ISO 14001
Source:
www.dioki.hr* www.teletekst.nos.nl , average exchange rate of buying and selling at 29-12-2002
7) Jackon, Germany
A remark has to be made here. Jackon is, like Dow, not producing EPS-granulate. Instead it is producing XPS, a closely related product with similar applications. Jackon is an indirect competitor and not so important, mainly because of its small size.
Corporate name: Gefinex-Jackon Vertriebs GmbH
Activities: Sells building foams which are manufactured in the company group’s manufacturing plants EPS-granulate capacity: 20.000 tonne/year
EPS-granulate production: --- Number of EPS-granulate sorts:
Brands of EPS(-granulate): Geficell® and Gefitas® (Polyethene) Jackodur® and Jackoboard® (XPS)
Home territory: Germany
Main export countries: --- Number of subsidiaries: --- Subsidiaries located in: ---
Parent-company: --- Close relationships with: ---
Net income EPS activities: --- Net income consolidated: ---
Quality certificates (Germany):
•Calculation of physical and mechanical properties of concrete capping sheeting
•
Determination of water vapour permeability according to DIN 52 615 GEFICELL flow screed film FE 150
•
Determination of water vapour permeability according to DIN 52 615 GEFITAS steam barrier AL 1/30G
•
General approved building regulations for GEFICELL TDZ impact sound insulation
•
General approved building regulations for JACKODUR CFR
•
General approved building regulations for JACKODUR CFR 35-300/35-200 standard as core insulation for cavity walling for external walls
•
General approved building regulations for JACKODUR CFR for use as an inverted roof
•
General approved building regulations for JACKODUR CFR for use as perimeter insulation
•
General approved building regulations for JACKODUR ZL 35-300 standard
•
General approved test certificate for the moisture barrier GEFITAS PE 3/300
•
JACKODUR Peridrain CFR 35-300 SF – hydraulic checks
Source:
http://www.gefinex-jackon.de39 8) Kaucuk, Czech Republic
Corporate name: KAUČUK a.s
Activities: Production of a wide range of products:
styrene-butadiene rubbers, liquid
polybutadienes (for example as a binder for granulates), high-impact polystyrene, expandable polystyrene and acrylonitrile- butadiene-styrene polymer (ABS).
EPS-granulate capacity: 60.000 tonne/year
EPS-granulate production: With an utilisation in 2001 of almost 100%, a record amount was produced and sold
Number of EPS-granulate sorts: 14
Brands of EPS(-granulate): KOPLEN (granulate)
Home territory: Czech Republic, sales account for 37,4 % of production
Main export countries: EU-countries (Germany, Italy, Spain, France and Austria) and East-European countries (Poland, Slovakia, Slovenia and Hungary) Number of subsidiaries: 0
Subsidiaries located in: ---
Parent-company: Unipetrol Close relationships with: ---
Net income EPS activities: ---
Net income consolidated: Net cash flow from operating activities in 2001 of 1.901.990 Euro
Quality certificates:
•ISO 9002
•
On February 12, 1999, LRQA certified the environmental system of the company according to the ISO 14001/96 standard.
•
the "Safe Enterprise" certificate was issued by the Czech Labor Safety Authority for Kaučuk, a.s., which is a national certificate for the labor safety and health protection system.
•
