JEC COMPOSITES MAGAZINE - Issue #47 - March/April 2009 - 18

COMPANIES COMPANIES Key customer strategy opens up new markets Over the past few years, Dürr’s Environmental and Energy Systems (EES) business unit has achieved considerable sales growth in the still relatively young chemical, pharmaceutical, and synthetic-fibre industries. In the 2006-2007 period, EES sales in this segment grew by 20%, and the trend remains positive. In 2007, some 30% of the company’s order intake was generated by these three sectors. his success story is due not only to tried-and-tested products, but also to an ingenious distribution strategy. In all three segments, the business unit cooperates with one key customer per segment, preferably in Germany. Using these reputable customers as a reference, EES then approaches other companies to pitch its products. Through this approach, EES has won new customers for Dürr in Europe and on the world market. T (recuperative oxidizer), VAR (direct fired oxidizer), and RTO (regenerative oxidizer) types. With the follow-up order for a CTO2 (catalytic oxidizer) system in Rockwood, Tennessee, the company started serving Tenax on an international scale. Using this reference, Dürr has won companies that include SGL Carbon with factories in Scotland and the US, the Petrochina subsidiary Jilin, and China National Bluestar in China, as regular customers. This strategy also worked well for getting a foothold in the pharmaceutical industry. The first order in this sector was for Pfizer’s factories in Ireland. The company then used this reference to expand its market presence from Great Britain to Singapore. Their pharmaceuti-cal customer list now includes such illustrious names as Novartis (photo), Boehringer, and Roche. The business unit’s key customer in the chemical industry is BASF. Dürr supplied the chemical conglomerate with exhaust air systems for its European factories in Antwerp (photo), Ludwigshafen, and More information Dürr is one of the world's leading suppliers of products, systems, and services, mainly for automobile manufacturing. The range of products and services covers important stages of vehicle production. As a systems supplier, they plan and build complete paint shops and final assembly facilities. They also deliver cleaning and filtration systems for the manufacture of engine and transmission components as well as balancing systems and products for the final vehicle assembly. Basis for their leading market position is global presence, a distinct culture of innovation and the customer orientation of about 6,000 employees. Dürr is directly represented in 21 countries and generated 2007 annual sales revenues of about € 1.5 billion. Milan. EES’ list of customers in the chemical industry now includes many more big names like Bayer, Hoechst and Kodak. many more big names like Bayer, Hoechst, and Kodak. More information: www.durr.com In real life, the concept has worked like this: Dürr first built six exhaust air-cleaning systems for key carbonfibre-manufacturing customer Toho Tenax’s German factory in Heinsberg (photo). The systems were of the TAR Air-cleaning system at Toho Tenax’s German factory. 18 jec composites magazine / No47 March-April 2009

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JEC COMPOSITES MAGAZINE - Issue #47 - March/April 2009

Table of Contents for the Digital Edition of JEC COMPOSITES MAGAZINE - Issue #47 - March/April 2009