The Dutch Challenge
Presented by Mounib Hatab
Country Head UAE for Gulf Eternit Industries and Future Pipe
Industries
FPI at a Glance
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Established in 1984, headquartered in Dubai
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Global leader in the fiberglass pipe industry
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Eight manufacturing locations and a global network of
sales offices
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Serving more than 300 customers in over 50 countries in
the Water Distribution, Industrial, Municipal &
Infrastructure, Desalination & Power, Oil & Gas,
Petrochemical and Marine sectors
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3500+ employees
The Dutch Connection
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Gulf Eternit Industries / Future Pipe Industries - a Dubai
based company serving the Municipal Markets
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Wavin Repox BV – A subsidiary of Wavin BV which was
owned by the Water Authority and Shell, serving the
Industrial / Oil & Gas Markets
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FPI already licensed the GRE technology from Wavin
Repox BV
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FPI acquired the Wavin Repox BV from Wavin BV in
1996
Why Holland?
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We were licensing the know-how from Wavin Repox so
when the company was put up for sale this was a good
opportunity to acquire the technology,
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The technology complemented our existing product
offering in the GCC
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This also gave FPI a foothold in Europe to further expand
its reach into the industrial /oil & gas sectors.
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The Netherlands also has an attractive climate for
multinationals to base their holding structures in
FPI BV Hardenberg
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The plant has approx 200 employees, many of whom
have been with the company for many years
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The factory is a niche player in the GRE market.
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The factory focuses on the production of specialized
items such as our Fiberfloat and Fibermar products
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Principle market in EU with emphasis on Benelux
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Serves as base for sales & marketing in Europe
The Challenges
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Leadership styles: difference in leadership styles Entrepreneurial vs more process driven decision
making
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Market difference: growth focus in the GCC vs
replacement oriented market in Europe
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Operating model: higher operating and fixed cost as
well as higher efficiency vs lower labor costs in the
GCC
The Synergies
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Technology / product development center split between
Holland and Dubai – best of both worlds
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Focus on manufacturing of specialized items in Holland
and commodity items in the GCC. Rationalizing our
internal supply chain
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Products and market sectors served are highly
complementary
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Created dialogue between the units to instill trust and
share best practice within the Group as a whole