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

Glasstec is the world’s largest trade fair for glass production and glass processing which takes place every two years in Düsseldorf, Germany. This year, UNION Instruments has participated for the second time at glasstec with its own booth.

Many national and international visitors to our booth have confirmed, that our devices are needed in this market segment and provide valuable services. A quote from Mr. Jochum, Companie de Saint-Gobain : “For years, we are very satisfied with your devices.”

UNION Instruments attended the 61st ISA Analysis Division Symposium in Galveston, USA, in April 2016 with the exhibition of the CWD2005. One of the key topics of the symposium was the new and tightened EPA regulation regarding flare monitoring and control in the U.S. hydrocarbon and chemical industries. According to EPA, online gas chromatographs and calorimeters are first choice to determine and provide the required analytical data of the flare gas composition.

During the Symposium, flare specialists of leading petrochemical companies were very interested in the CWD2005 and its technical highlights, as this calorimeter is a direct reading, Wobbe-type calorimeter. It determines the required energy content of flare gas directly and does not (as indirect, CARI-type calorimeter do) need any correlation factors or additional calibration gases to reach the required 2% accuracy and/or to include gas components like carbon monoxide or hydrogen in the measurement. Especially suitable for flare gas controlling in explosive areas are the CWD2005 DPC and the CWD2005 SPC of UNION Instruments.

Delta Instrument LLC, UNION Instruments representative in the US, has already intensively picked up this promising marketing opportunity.

UNION Instruments trusts in the strong acceptance of its measuring instrument technology and application expertise in the global business.

Therefore, UI expands continuously the regional presence in international markets. Two years ago the export activities have been concentrated on about 15 countries with a special focus on the US and China. Today, UI has doubled the number of export countries to about 30 by successfully acquiring sales partners for Norway, Denmark, Sweden and France as well as Iran and other near east regions or Indonesia, Korea, Argentina and others. This builds a strong personal base for further business growth of the company.