On October 3 and 4, 2017, the Second Symposium of the Analysis Division of the International Society of Automation (USA) was held in Abu Dhabi, the capital of the United Arab Emirates. At an exhibition held parallel to the symposium, UNION Instruments was represented by Bernd Renner. He reports an annual market potential of approximately 50 to 80 devices for the measurement of air requirement, Wobbe index and calorific value in the countries of the Middle East.
Conversations with customers showed that ATEX approvals are favored in the refineries. However, US approvals, for instance with ExP, are also accepted. This is an issue that should be pursued in further dialogue with consumers. A vendor registration specifying the local partner is necessary with the respective consumers, such as ADNOC (Abu Dhabi National Oil Company), for example. Prospective customers have been identified for the distribution of these devices in the Middle East.
With its CWD calorimeter, UNION Instruments had its initial successes in flame measurement in US refineries and would like to expand in this market segment in the Middle East, as well – with good prospects.
Representative of UNION Instruments Bernd Renner (left), and Satish Vadlamani, Sales Director at BARTEC Middle East, who started his career 15 years ago with the distribution of the CWD calorimeter in India
Bernd Renner at the UNION Instruments booth in Abu Dhabi, speaking with Abdul Nasser Al Mughairbi, Senior Advisor of the Abu Dhabi National Oil Company, Mohammed Loch, President and CEO of DMS Global and Director of Industry Development for the International Society of Automation (ISA), and Badi Shahidinejad, Sales Director at UNION Instruments