Safety
Achievements 2018
TOGETHER WE SAVE LIVES
Strong, profitable growth
In the 2018 fiscal year, the Safety Division continued on a very healthy growth track. Financially, both revenues and margins exceeded aggressive targets. On the people side, the Safety Team grew by over 50 new members in support of our growth ambitions. The Safety Academy was instrumental in supporting this growth: 2018 saw over 120 Bootcamp and Sales / Service Level Training participants.
Major new customer and project wins
In 2018, the Safety Division saw major new customers and project wins across all lines of the business. In IEP Technologies, the team was very successful in developing selected European markets such as France and Italy. For example, in France revenues more than doubled and in the UK, the team secured the largest project in Safety history providing explosion protection for a major national power generation provider.
In Newson Gale, the stronger focus on direct customer sales in Europe paid off: revenues saw strong double-digit growth over 2017 – the strongest ever in Newson Gale Europe history. In the E&G engine protection business, our significant investments over the past years in solutions that enable customers to handle the challenges associated with higher emission standards in shipping (i.e. the sulfur cap) led to solid results. In Europe alone, engine protection revenues exceeded by 50 percent the levels that were seen in 2017, and the outlook for 2019 remains equally strong.
employees
324
EUR million in sales
81.4
Atexon acquisition
The integration of Atexon into the existing IEP Technologies structure led to early success. This new, complementary product line helped broaden Safety’s solution offering and support our position as a full protection provider for global customers. After a period of significant investments early in the year, the team developed a strong order pipeline for this exciting new product line through many new customers.
Technology leadership
During 2018, the Safety Division invested for the long term with a focus on enhancing its position as the market leader for innovative protection solutions through an aggressive Product Development Program. A joint effort by the HOERBIGER R&D and IEP Technologies Product Management teams led to the successful development and introduction of the first new product. The IsoFlap™ isolation valve, which provides a competitive global solution with key USPs, was introduced successfully in the second half of 2018. The team also made excellent progress in the development of the revolutionary eSuppressor™, an explosion suppression solution which functions without the use of an explosive actuator, which will be released early 2019. This feature will be unique in the industry and a true innovation for our customers.
Emerging market development
A key to meeting the Safety Division’s aggressive growth targets through 2025 is our successful sales channel and development within emerging markets. In 2018, we realized great progress within the China, ASEAN and LATAM regions through the development of local, dedicated, Safety teams. This was made possible by utilizing the global HOERBIGER footprint as a platform to secure and grow our position within these targeted markets. Several major projects were secured within each of these emerging markets. Just as importantly, we were successful in securing the first new channel to market in China with the signing of a distributor agreement with DUTA, a leading player in today’s Chinese safety market with over 25 years of experience.
MISSION STATEMENT
The Safety Division is committed to setting the standard in industrial process safety solutions. Together with our global customer relationships, our mission is to utilize our years of combined expertise to mitigate the risks associated with the handling of gas, liquids and solids. We aggressively work within a range of industries to create risk awareness, educate stakeholders on risk mitigation strategies and provide comprehensive protection solutions.
Dr. Thorsten Kahlert
Head of the Safety Division
Key Objectives 2019
Initiatives 2019
Profitable growth
2019 is expected to be another year of strong growth: Financially, Safety plans to continue to deliver substantial revenue and margin growth. On the people side, the addition of over 30 new team members is planned to support these plans.
Team on a mission
“Together We Save Lives” is central to the culture within the Safety Division. Together with our customers, we take pride in shared values, highest ethics, and the solutions we provide to protect people, plant and processes. This culture will remain the cornerstone of our team’s success in 2019 and sets the stage for our attractiveness in recruiting new talent which is critical for our long-term success.
New product launches
In 2019, Safety will see further extensions to the recently introduced IsoFlap™ range of isolation solutions. In addition, Safety will undertake an aggressive launch of the revolutionary eSuppressor™.
Regional market development
Safety will continue to expand its footprint in major European markets (e.g. France, Italy, and Benelux), but will also grow its presence in the emerging markets. The growth in Asia will play a similarly important role as the business development in Latin American markets.
Aggressive M&A focus
After success in 2018, Safety will again target adjacent and new safety areas for M&A activity.
Competence development
In 2019, Safety will continue to expand its Safety Academy offering. After a successful extension of the Safety Academy in 2018 from the onboarding of new team members to the early development of junior team members, in 2019 the training programs will be extended to provide a continuing development program for senior sales, service and engineering team members.
Competence transfer
In addition, Safety will introduce its new “Safety Explorer Program” that will provide the opportunity for experienced team members to be temporarily assigned to our emerging market teams in support of local office development. The program focuses on the emerging markets in Latin America and Asia.
Key Objectives 2019
Profitable growth
2019 is expected to be another year of strong growth: Financially, Safety plans to continue to deliver substantial revenue and margin growth. On the people side, the addition of over 30 new team members is planned to support these plans.
Team on a mission
“Together We Save Lives” is central to the culture within the Safety Division. Together with our customers, we take pride in shared values, highest ethics, and the solutions we provide to protect people, plant and processes. This culture will remain the cornerstone of our team’s success in 2019 and sets the stage for our attractiveness in recruiting new talent which is critical for our long-term success.
Initiatives 2019
New product launches
In 2019, Safety will see further extensions to the recently introduced IsoFlap™ range of isolation solutions. In addition, Safety will undertake an aggressive launch of the revolutionary eSuppressor™.
Regional market development
Safety will continue to expand its footprint in major European markets (e.g. France, Italy, and Benelux), but will also grow its presence in the emerging markets. The growth in Asia will play a similarly important role as the business development in Latin American markets.
Aggressive M&A focus
After success in 2018, Safety will again target adjacent and new safety areas for M&A activity.
Competence development
In 2019, Safety will continue to expand its Safety Academy offering. After a successful extension of the Safety Academy in 2018 from the onboarding of new team members to the early development of junior team members, in 2019 the training programs will be extended to provide a continuing development program for senior sales, service and engineering team members.
Competence transfer
In addition, Safety will introduce its new “Safety Explorer Program” that will provide the opportunity for experienced team members to be temporarily assigned to our emerging market teams in support of local office development. The program focuses on the emerging markets in Latin America and Asia.