DAS ECHO Juni 2008 THE ECHO - Ferrostaal · 2009-06-25 · THE ECHO November 2008 3 Editorial Dr....

1DAS ECHO Juni 2008

THE ECHOTHE MAGAZINE OF THE MAN FERROSTAAL GROUP

TRENDSETTING Power from solar and conventional power plants

November 2008

RELIABLE

Providing Chile with a dependable fuel supply

PROMISING emergence of an el Dorado in the meNA region

With the new coker complex in Chile, MAN Ferrostaal and its partners will safe-guard the fuel supply and provide greater value-adding capacity in the country.

Cover picture: Valparaíso, the third-largest city in Chile, by night

3THE ECHO November 2008

Editorial

Dr. jur. Matthias Mitscherlich, Chief Executive Officer of MAN Ferrostaal AG

The world is constantly changing, but MAN Ferrostaal has existed since 1930. The company has always been able to adapt to the changing international conditions and refocus to ensure that it operates successfully on the worldwide markets.

We still provide this flexibility today, and it is also a typi-cal characteristic of our employees, many of whom have worked for the company for a long time and have an inter-national mindset. They are open to new ideas, and time and cultural boundaries present no problem for them. As a re-sult, they have the adaptability and flexibility which neces-sarily go hand in hand with a continuous design process.

But our company is not just characterised by its ability to adapt: it also stands for consistency. This combination makes us a strong business partner. A large number of part-ners have worked with us for years because we have always remained true to our values. Reliability, trustworthiness and partnership have always been the guiding principles of our activities, and they will continue to be so in the future.

Despite the financial crisis and moderate economic fore-casts for the coming year, our signs indicate growth. Sev-eral aspects form the foundations which will enable us to achieve this goal. On the one hand, plant construction is one of our business areas which is less dependent on the economic situation than, for example, the consumer goods

market. Despite the subdued economic mood currently prevailing in the public sector, the energy market, for ex-ample, will supply considerable impetus. Up-and-coming national economies around the globe are today already investing more in constructing and modernising power plants. On the other hand, it is our unique business model which makes us particularly strong – in other words, the combination of the two divisions Services and Projects, together with a worldwide network and a mixture of con-ventional and green technology.

However, the decisive point is the envisaged involvement of the strategic investor IPIC from the United Arab Emir-ates. This will enable us to generate additional business since IPIC will not only become the majority sharehold-er, but also a contractor for projects in the Gulf region. A huge market will develop in the Gulf in the coming years in which we will be able to participate with our partners. Not for the first time in our corporate history, we will be building a bridge to a culture to which many commercial enterprises in the West currently respond with restraint.

Yours truly,

Dr. Matthias Mitscherlich

Chief Executive Officer

Dear Readers,

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ProjECtSMuch to catch up onThe international power industry is on the verge of huge investments in the years to come. From con-ventional to solar thermal power plants – the coun-tries around the globe are following very different paths. MAN Ferrostaal provides support for the ex-pansion of power production with new and modern-ised power plants.

ProjECtSMore energy security for ChileWith its construction of a delayed coker, MAN Ferrostaal is not only contributing to the security of Chile’s power supply, but is also doing its bit for the environment: the new complex produces higher-grade fuels with a lower sulphur content.

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NEWSA brief look at the latest company news: from current incoming orders, to the promotion of economic rela-tions with the main representatives of up-and-com-ing countries, through to certification for the strictest environmental and safety standards.

ForumNew partnership for MAN FerrostaalThe International Petroleum Investment Company (IPIC) in Abu Dhabi, United Arab Emirates, is to be-come the new majority shareholder of MAN Ferrostaal and will open up great growth opportunities for the company.

In over 60 countries around the worldInternational experience is naturally part of the pro-gramme for the various training methods – from the apprentice to the trainee.

From light railways to solar and biofuelsMAN Ferrostaal has been at home on the international stage since 1930 and has developed successfully from a steel trader to an industry service provider in plant construction and in the machine business. THE ECHO has accompanied this corporate progress for 50 years.

Cooperation over half a centuryLong-term first-class partners: the Möllers Group is the global leader in the production of machines and systems for packing and palletising.

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THE ECHO November 2008 5

ProjECtSMILESTONES IN PICTURES: The fuel of the future The construction of a biodiesel plant in Poland.

Powerful partner for South American biofuelThe MAN Ferrostaal Competence Centre “Biofuels Lat-in America” in São Paulo undertakes the planning and development of biofuel projects in Latin America.

Facts about BiofuelsBiofuels are often criticised without justification. A closer look.

SErviCESPipes for the legs of an oil platformOffshore platforms in seas around the world play an important role in oil production. MAN Ferrostaal sup-plies components for such projects.

New opportunities in AustraliaMarkus Haefeli, Managing Director of MAN Ferrostaal down under, began expanding the printing system business with supplementary models in customer service in 2007, thus offering the customers a com-pletely trouble-free package.

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CouNtriES aNd PEoPlECOUNTRY SPECIAL: MENAMENA – The birth of a new El DoradoThe petrodollar flood will go down in history as one of the strongest market drivers of the 21st century, pro-viding for high import increases and many construc-tion projects. MAN Ferrostaal has been anchored in the region for over 60 years and is therefore an out-standing partner.

German virtues are valuedShort interview with Kamal Habib, Regional Manager for MENA at MAN Ferrostaal.

Bitumen – an important basic material for road constructionAn expansion of the infrastructure for road, sea and air traffic is on the agenda in Algeria. MAN Ferrostaal is known as a competent partner for niche products in the refinery sector.

Quick business etiquette guide for AlgeriaDos and don’ts when dealing with business people in the second-largest country in Africa.

rEgularSEditorialContentsTrade Fair CalendarPublications Order ServiceImprint

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In autumn, MAN Ferrostaal delivered high-strength steel pipes from the company Tenaris for one of the largest

offshore revolving cranes in the world which is being con-structed using conventional large anti-friction technology. The MTC 78 000 from Liebherr will achieve a maximum lifting capacity of 1,600 tonnes with a working range offer-ing a maximum radius of up to 35 metres. The maximum

dynamic torque is 78,000 metric tonnes, with the crane still being able to rotate through 360 degrees. For Liebherr, the MTC 78 000 represents entering a new market segment that comprises heavy-duty cranes for offshore application, and it is currently the most powerful equipment ever built by the construction machinery and cranes manufacturer. The long-standing, constantly growing, excellent coop-eration between the pipe manufacturer Tenaris and MAN Ferrostaal enabled the pipes to be delivered on schedule.

The crane will be powered by an electro-hydraulic drive with an installed performance of eight times 500 kilowatts. Final assembly of the prototype will take place in Rostock. The tare weight of the crane is 1,420 tonnes. Two auxiliary hoists with lifting capacities of 500 and 50 tonnes respec-tively will complement the main hoist.

The new Liebherr offshore cranes are intended for different fields of application: two of the giants planned so far are designed to be used for maintaining oil and gas platforms, and another two for constructing offshore wind parks.

Heavy machinery for offshore applications

This computer animation shows the gigantic dimensions that the 1,420-tonne crane will have on completion.

MAN Ferrostaal awarded a safety certificate

In August, TÜV Rheinland awarded the MAN Ferrostaal subsidiary Air

Technology the SCC safety certificate (Safety Certificate for Contractors). The company earned the certificate for its activities in the field of industrial ventilation and air-conditioning tech-nology. The SCC is a combined work safety and environmental protection

management system. Certification is based on a questionnaire and agreed through accredited auditors.

In the ventilation and air-condition-ing technology sector, MAN Ferrostaal constructs air-conditioning and ven-tilation systems for industrial plants and for nuclear and conventional

power plants. Components such as scaffolding stages, cladding, vapour extractors, ventilators and intake vents are produced for heavy indus-try. SCC annual plans and reports are designed to ensure that environmen-tal, health and safety standards are observed in the future.

Joint appearance at the leading trade fair for the printing industry

In late May, the drupa in Düsseldorf, Germany opened its doors for the

printing and media industries. To-gether with the printing system manufacturer manroland, MAN Ferrostaal appeared at the fair as an international sales and service partner. Both compa-nies were very satisfied with the result they achieved there.

This event takes place every four years and is regarded as the leading trade fair for the media and printing industries. With around 2,000 exhibitors from 52 countries and an exhibition area of over 175,000 square metres, the drupa was bigger than ever before.

MAN Ferrostaal used its trade fair appearance to present its extensive range of services in the printing sys-tems segment. As the world’s largest supplier-independent service provider in the printing industry, the company markets not only manroland printing systems, but also products from the

companies Ryobi, Kolbus and Manu-graph with great success. Industry visitors from 138 countries around the world, including a 100-strong delega-tion from Vietnam, and around 3,000 journalists were impressed by the lat-est innovations in the printing sector and the extensive range of sales and service of MAN Ferrostaal which were on display at the 5,300 square metres manroland booth.

The joint trade fair appearance was supported by numerous special events and machine presentations which important customers had tra-velled from all over the world to see. Closer customer contact was possible on the cruise ship Viking Helvetia, chartered by MAN Ferrostaal especial-ly for this purpose and anchored on the Rhine in front of the gates of the Messe Düsseldorf exhibition centre. The 131-metre long ship was a venue for meeting customers away from the hustle and bustle of the fair, enabling

people to talk directly with each other in a peaceful environment.

Manroland is the second-largest pro-vider of graphical printing systems in the world, and the global leader for roll-fed printing.

Industry experts from 138 different countries around the world were impressed by the latest innovations in the printing sector that were on display at the 5,300 square metres manroland booth.

During the drupa, the chartered cruise ship Vi-king Helvetia functioned as a customer meeting point that offered a calm environment.

THE ECHO November 2008 7

Cost-effective brand quality

Ultimate Print Sdn Bhd is one of the largest print shops in Ma-

laysia and is part of the Kumpulan Karangkraf Group, which publishes a total of 33 lifestyle magazines. MAN Ferrostaal has worked with this cus-tomer for many years. In 2009, the Essen-based company will supply Ultimate Print with one Hiline web offset press that has a capacity of

45,000 sheets per hour and two City-line Express presses, each with a capacity of 35,000 sheets per hour. The agreements between the manu-facturer Manugraph and Ultimate Print were signed in May and June. The total order volume is 11.5 million US dollars. “For printing our newspa-pers, we decided on cost-effective-ness combined with brand quality.

We were able to convince ourselves of the services of MAN Ferrostaal in the past,” explains Syamil Fahim bin Mohamed Fahim, Executive Director at Ultimate Print.

The Malaysian print shop has many years of experience on the market and an ISO quality management system. “Thanks to the new technol-ogy, we will now be able to easily keep up with the competition. The printing market here in Malaysia is becoming increasingly competitive. To stay ahead of other companies we have to offer high quality at sensible prices. With our unique end-to-end service and customised printing and mailing services we supply complete solutions for print media communi-cation which are appreciably more than merely printed paper,” says Mr Syamil Fahim. The services offered by Ultimate Print range from the prepress phase through to finishing. Newspaper and digital printing are the print shop’s two newest fields of business.

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South China Sea

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Signing the agreement covering the supply of a Hiline roller press to the print shop Ultimate Print; from left to right: Syamil Fahim, Executive Director, Ultimate Print; IK. Dogra, Assistant General Manager, Sales Manugraph; Muhammad Nasir, Deputy Managing Director, Ultimate Print; Predeep Shah, Managing Director, Manugraph; Dato' Hushamuddin, Group Managing Director/CEO, Ultimate Print; Hubertus Roch, Managing Director, MAN Ferrostaal Malaysia; David Wong, Sales Manager Web Presses, MAN Ferrostaal Malaysia

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A Chilean business delegation vis-ited Germany in early September

to gather information on renewables. The guests from South America also visited the MAN Ferrostaal headquar-ters in Essen. The delegation gained insights into the Solar, Biofuels and Geothermal business areas and dis-cussed the technologies of the fu-ture with representatives of MAN Ferrostaal. “The visitors from Chile were extremely interested in the latest developments in the field of renewables,” confirms Philipp Lecke-busch, Head of Project Development at MAN Ferrostaal. The 13-strong delegation also travelled to other ci-ties, including Cologne, Bonn, Kassel, Hamburg and Berlin. In Chile, a law to

promote renewables has been in force since March. This law obliges electric-ity producers and distributors to pro-duce at least five percent of their pow-

er using renewables between 2010 and 2014. By 2024 the proportion is scheduled to rise to ten percent.


Chilean delegation at MAN Ferrostaal

In September, a Chilean business delegation visited the company headquarters in Essen to gather information on renewables.

MAN Ferrostaal co-sponsored the Deutsch-Brasilianische Wirtschaftstage (German-Brazilian Economic Meeting)

which took place in late August. Some 500 representatives from the fields of politics and business came to Cologne to discuss the future cooperation between the two countries. The Deutsch-Brasilianische Gemischte Wirtschaftskom-mission (German-Brazilian Economic Commision), which deals with the further expansion of the bilateral economic relations and the removal of trade barriers, also met during the conference. Dr. Bernd Pfaffenbach, Bundesministerium für Wirtschaft und Technologie (Federal Ministery of Eco-nomics and Technology), and Dr. Stephan Reimelt, mem-ber of the Executive Board of MAN Ferrostaal, chaired the meeting. The German-Brazilian Economic Meeting is organ-ised jointly by the Bundesverband der Deutschen Industrie (Federation of German Industries) and its Brazilian counter-part, the Confederação Nacional das Indústrias (CNI). Brazil

is an important core market for MAN Ferrostaal. For over 60 years, the company has been represented locally with projects in the power, oil and gas and printing machinery sectors; currently the focus is on the biofuels sector.

In addition, MAN Ferrostaal is also supporting the 11th Deutsch-Libysche Wirtschaftsforum (German-Libyan Eco-nomic Forum), which will take place in Tripoli in the spring. This conference is regarded as a platform for promoting German-Libyan business relationships. It is organised by the German-African Business Association. High-ranking representatives from the fields of politics and business are expected to attend. The company has been represented in Libya for many years with projects in the oil and gas sector. With its activities, MAN Ferrostaal is making an important contribution to the economic development and value-adding capacity in both countries.

Promoting economic relations

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Foundation stone laid for large project in Russia

NEWS

In October, the foundation stone was laid for a new timber-process-

ing complex in Russia. Four timber-processing plants are to be built in Boguchany in the Krasnoyarsk region, including a pulp and lumber mill, the construction of which will be led by MAN Ferrostaal. At the moment, the project is still subject to the neces-sary agreements being concluded. MAN Ferrostaal is considering an investment in the project company KrasLesInvest.

In the preliminary phase, KrasLes-Invest commissioned the Canadian company KSH Solutions, in which MAN Ferrostaal has an investment,

to perform a feasibility study with regard to technical implementation; MAN Ferrostaal is checking the finan-cial feasibility. As the results are prov-ing to be positive, the project will now enter the contract definition phase.

The Krasnoyarsk region has vast tim-ber reserves which could yield even greater economic benefits if opened up to further processing. The inten-tion is to reduce the export of raw wood and to focus on manufactur-ing finished products. Dr. Matthias Mitscherlich, Chief Executive Officer of MAN Ferrostaal, consequently re-gards the construction of the timber-processing complex as a major contri-

bution to strengthening the Russian economy: “The aim is to boost val-ue-adding capacity in Russia and to plough more of that added value back into the country.”

The basis for this extensive project is an initiative of the Russian govern-ment aimed at building up the do-mestic timber-processing and manu-facturing industries. The project will therefore contribute to a very high degree to the economic develop-ment of the Krasnoyarsk region. It is to be expected that the new timber-processing complex will act as a spur for further industrial development in and around Boguchany, as experience has shown that, following the con-struction of such complexes, further industries are attracted to the vicin-ity, and at the same time the infra-structure will be expanded.

Environmental considerations also play a major role in the new indus-trial complex. State-of-the-art plants use complex environmental facilities which prevent contamination of the rivers and the air. The environmen-tal requirements in the Krasnoyarsk region – which are stricter than in Germany – will be complied with in this project.

Laying the foundation stone for a new timber-processing complex in Boguchany in the Krasnoyarsk region; from left to right: A. Yefimov, Mayor of Boguchany; A. Bachtien, District Administrator of the Boguchany region; Kurt Krause, MAN Ferrostaal AG; V. Kuzichev, General Director of Kraslesinvest

“Wappen von Augsburg” christened

In May the “Wappen von Augsburg” was the twelfth tanker of the SCOT

(Safety Chemical Oil Tanker) series to be christened. The ceremony was per-formed by Eva-Maria Lesker, the wife of a member of the Executive Board, at the Damen Shipyards in Galaţi, Romania, where the tankers are built. MAN Ferrostaal has worked with the shipyard since 2000 to build these SCOT tankers for the Wappen-Reeder-ei shipping company in Hamburg. “A ship’s christening ceremony is always a moving event,” says Project Manag-er Petra Kapp from MAN Ferrostaal. At the subsequent launch, the work-ers severed the ropes by hand. The “Wappen von Augsburg” has a length of 116 metres, 16 cargo tanks with a

total volume of 9,050 cubic metres, and is designed for a crew of up to 16 people. The ship is powered by two MAN B&W engines, each providing 1,800 kilowatts of power. The SCOT tankers have a double hull and two

completely redundant propulsion systems. Thanks to its high safety standards, Greenpeace calls the tank-er series “the safest tankers in the world”.

MAN Ferrostaal has enhanced its website by adding Portuguese and Russian to the languages already

available, namely German, English and Spanish. Custom-ers can now get information about the company in five major languages. This language enhancement reflects the great importance which foreign countries have for the company: MAN Ferrostaal records 80 percent of its sales outside its home country.

Local information, such as contact data for contact persons and reference projects, will in future be available on new national pages. National Brazilian and Australian sites are already online, and more will follow. MAN Ferrostaal has also expanded the careers section on the Internet. New

employees will find a great deal of interesting information there about vacancies, the wide range of development potential in the company and the “topstart” introductory programme which MAN Ferrostaal has launched to help new staff find their feet more easily when they start their job. From the outset, new employees are supported pro-fessionally by a permanent contact person and prepared for their new working environment by means of individual training courses.

Further information is available atwww.manferrostaal.com

Website now in five languages

The SCOT tanker “Wappen von Augsburg” has a length of 116 metres and is one of the safest tankers in the world.


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New partnership for MAN Ferrostaal

With retrospective effect from January 1, 2008, MAN AG intends to sell 70 percent of its shares in the subsidiary MAN Ferrostaal to the international Petroleum investment Company (iPiC) from Abu Dhabi, united Arab Emir-ates (uAE). A corresponding letter of intent was signed in early October 2008. MAN will retain a 30 percent share. MAN Ferrostaal will continue to exist as a separate company run by the current management staff.


Dr. Matthias Mitscherlich, Chief Executive Officer of MAN Ferrostaal, assures all customers and partners that they will suffer no disadvantages

from the new owner. He sees considerable advantages for the company itself. The new shareholder IPIC will open up major growth opportunities for MAN Ferrostaal in the plant construction sector. “Having been active in the oil processing, petrochemicals, pipelines, power plants and renewables sectors for many years, IPIC is an ideal partner for us who also wants to utilise our technical and industrial knowledge for joint projects,” says Dr. Mitscherlich.

But IPIC provides even more. “The IPIC investment will en-able us to advance into a new dimension, since our largest shareholder would, to a significant extent, also be a major customer. With their help, we will also be able to expand our presence in the MENA region. We would then also be of interest as a partner for German and European companies who want to be active in the Middle East and North Africa.”

For very large projects, MAN Ferrostaal will in future also be able to take advantage of IPIC’s support and thus trans-late growth opportunities into reality. “Our company will therefore profit greatly from the fact that IPIC wants to be a shareholder,” adds Dr. Mitscherlich.

Status of the portfolioConversely, MAN Ferrostaal will also be able to support the strategic investor IPIC with its network and its entire portfolio. With its EPC expertise and wealth of experience gained over many years, the company is a valuable part-ner for the investor. Through its strong position in South-

Dr. Matthias Mitscherlich

Waterfront promenade in Abu Dhabi

Al Qatif, sihat

Ad Dammām, Al Khobar

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east Asia and Latin America, MAN Ferrostaal will also be able to help other associated companies of IPIC to expand their business there. The Services division will continue to play a major role in this network because it constitutes Ferrostaal’s basic business and has for many decades pro-vided representatives and offices in over 60 countries around the world – and consequently knows the countries well and offers local proximity to the customer.

H. E. Khadem Abdulla Al Qubaisi, Managing Director of IPIC, emphasises the perfect strategic fit of MAN Ferrostaal for his company: “We are investing in MAN Ferrostaal be-cause the Group provides technical and industrial know-how in our core areas, from which we wish to profit. The in-vestment will enable us to complement our own portfolio on a specific basis. Important factors here are the renewa-bles in which MAN Ferrostaal can play a key role and with which we want to strengthen ourselves in the technologies of the future. There are a lot of common features with our other associated companies. This also generates potential for our business.”

A strong partnerIPIC also plans to open the door to projects in Abu Dhabi for the Essen-based company. An important project in which the plant constructor could play a part is named Chemaweyaat. The name stands for the construction of one of the largest chemical complexes in the world with a production capacity of seven million tonnes of petro-chemical products. The project has a total investment value of 100 billion US dollars and is scheduled to be com-pleted by 2013.

IPIC was founded in 1984 and is a state-owned company belonging to the government of the Emirate of Abu Dhabi. The company’s strategic objective is to develop and expand the Emirate’s market position in the global oil and petro-chemical market and associated industries. Long-term and strategic foreign investments are being made to achieve this goal. To date, 15 strategic partnerships have been set up in the Middle East, North Africa, Asia and Europe with a capital investment value of over 14 billion US dollars.

Editor’s note:Negotiations had not yet been concluded by early No-vember; the approval of the monopolies commission and the financial closing were still outstanding. The company will keep customers and partners posted on develop-ments. Please contact us if you have any questions.Email: [email protected]

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IPIC’s current projects

∙ Foundation of a fund with a volume of approximately €700 million together with the government of Kazakh-stan (50% each) with the principal aim of implementing projects in the energy sector in Kazakhstan.

∙ Memorandum of Understanding between IPIC, Bo-realis and Uzkimyosanoat (Uzbekistan) to conduct a feasibility study for building a “world-scale fertilizer” complex in Uzbekistan.

∙ Foundation of the “MENA Associated Gas and Glo-bal Environment Fund” (AGEF) with the aim of raising US-$1.5 billion for projects for utilising associated gas.

∙ Memorandum of Understanding between IPIC and Wintershall Holding AG for joint investments in the oil and gas sector, above all in the UAE, Oman, Algeria, Kazakhstan and Iraq.

Abu Dhabi and the United Arab EmiratesAbu Dhabi and Dubai are the largest of the seven Emirates which have formed the Federation of the UAE since 1971. The city of Abu Dhabi, which has also been the capital of the autonomous Emirates of the UAE since 1996, is situ-ated on an island which is connected to the mainland by two bridges. With around one million inhabitants, some 80 percent of whom are immigrants, Abu Dhabi (“Father of the Gazelle”) is the second-largest city in the UAE. Ap-proximately 2.5 million people live in the Emirate of Abu Dhabi, of whom around 1.6 million are guest workers.

Booming economyIn just four decades, the young state has developed from one of the poorest regions on earth into a flourishing country with one of the highest incomes per inhabitant. Ten percent of the world’s oil reserves lie under the land of Abu Dhabi, but the Emirate only accounts for three per-cent of worldwide oil production. Abu Dhabi does not want to rely on oil alone, though, and has set itself the target of matching Dubai in its economic development.

While Dubai has used its petrodollars to establish itself as a financial and air traffic centre, Abu Dhabi wants to become a centre for renewables, science, culture and politics. The Emirate has a good basis for achieving this: the political system is stable, the infrastructure is good and the bank-ing system is highly developed. The economy is regarded as open and liberal. Furthermore, the geographical loca-tion provides a hub between Europe, Asia and Africa.

The United Arab Emirates (UAE) are the fifth-largest oil exporter in the world and a member of the Organisation of Petroleum Exporting Countries (OPEC). Almost all the eco-nomic indicators are at a record level: the gross domestic product in 2007 amounted to 140 billion euros. The main driver is exports, of which oil and gas account for over a third. Daily production stands at 2.6 million barrels. The UAE are the most important Arab trading partner for Ger-many. In 2006, goods to the value of 5.4 billion euros were exported, which was more than to Saudi Arabia.

IPIC’s associated investments at a glance

Compañía Española de Petróleos/CEPSA 9.50%

OMV AG (OMV) 19.20%

Borealis 65.00%

Abu Dhabi Petroleum Investments Holding 75.00%

Hyundai Oilbank Company 70.00%

Gulf Energy Maritime/GEM 30.00%

Oman Polypropylene LLC 20.00%

Cosmo Oil Co., Ltd. 20.08%

Pak-Arab Refinery Ltd / PARCO 30.00%

Arab Petroleum Pipeline Company 15.00%

Energias de Portugal, S.A 2.00%

Falah Investment fund 50.00%

MTM 20.00%

Aabar Investment 70.00%

in over 60 countries around the worldMethanol on Trinidad, biofuels in indonesia, solar in the Middle East – as a global player, MAN Ferrostaal is at home on all the world’s continents. A good knowledge of the international markets, intercultural expertise and the ability to cooperate with other people across language and cultural boundaries are important core competencies which are characteristic fea-tures not only of the company but also of its employees.

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The company’s international character offers cos-mopolitan new employees an exciting working environment. Today, MAN Ferrostaal records over

80 percent of its sales outside Germany. The opportuni-ties for qualified employees at all hierarchical levels to be deployed internationally are therefore good. Currently some 2,500 employees are working in one of the 60 for-eign companies or on one of the construction sites around the world – one reason why a national survey rated the company as the top employer in terms of “internation-ality” and “development opportunities”. The Corporate Research Foundation (CRF) awarded MAN Ferrostaal ex-cellent marks in ranking it second in a comparison of 25 companies from various industries.

In addition to the international prospects enjoyed by ex-perienced employees and engineers at MAN Ferrostaal, the company also offers its junior employees the opportunity to gain experience abroad. Deployment for several months in one of the 60 MAN Ferrostaal foreign subsidiaries is therefore a central component of the trainee and appren-ticeship programmes. In countries such as Brazil, Russia and China trainees and apprentices learn how to find their feet in an international environment and to overcome cul-tural boundaries. MAN Ferrostaal also offers students who have already completed an internship at the headquarters in Essen the opportunity to undertake an internship last-ing several months at one of the foreign companies. Each year, the company takes on around 20 trainees who have completed a degree in the fields of technology and eco-nomics. It also takes on around 15 apprentices from the two training programmes for vocational training in whole-sale and international trade and specialist clerks for office communication. Motivated students from Germany and abroad can apply for an internship all through the year.

But employees also get a taste of international air at the headquarters in Essen: suppliers, business partners, em-ployees and customers from over 60 countries all around the world create an exciting working environment with at-tractive opportunities for further training.

“Internationality is essential for everyday work.”Daryl Jones holds a senior position in project acquisition in the Petrochemicals business segment at MAN Ferrostaal. One focus here consists of projects for utilising natural gas and technologies which process methanol and am-monia to produce new end products such as dimethyl ether (DME). DME is based on methanol and provides an alternative to fossil fuels. “Internationality is extremely important for our business unit,” reports Mr Jones. “We work almost exclusively with technology providers and partners who are based abroad. It is essential that employ-ees are ready to cross cultural boundaries and overcome language barriers.”

The 45-year-old engineer’s job frequently takes him to other countries around the world. Mr Jones says experi-ence has shown him that demonstrating respect for other cultures and patience are decisive in his international activities. “It’s important to learn how people in other countries think in order to handle projects successfully. In a country like Indonesia you can’t immediately start talking about business matters. You have to establish a personal relationship first.”

Daryl Jones, an engineer born in Britain, has worked at the company head-quarters in Essen for over ten years.

Internationality can also be felt at the headquarters in Es-sen every day, says the engineer. A wide range of languages can be heard in the corridors – and many project teams are international in their make-up. “Many employees come from the Anglo-Saxon countries,” reports Mr Jones, who was himself born in Britain. “However, in future it will be-come increasingly important to have employees from the Latin-American region on board, too, because the area is an important core market for MAN Ferrostaal.” In addition to the international atmosphere the project manager above all values the individual responsibility he has for his work. Engineers take on responsibility very soon after they have joined the company.

“The temporary employment period abroad is a big bonus”Svenja Neumann is an apprentice at MAN Ferrostaal – in a few months she will complete her apprenticeship to become a wholesale and international trade specialist. In-ternationality plays a major role for the 23-year-old. “The world is increasingly growing together. You can’t get any-where today without intercultural skills,” explains Ms Neu-mann. She is therefore full of praise for the three-month deployment abroad, which is a permanent building block in MAN Ferrostaal’s training programme: “The temporary employment period at one of the 60 foreign companies is what distinguishes our training from that at other compa-nies. It’s a big advantage.”

At the start of the year, Svenja Neumann swapped her work-place in Essen for an office in the subsidiary in Chile. There

she worked in the machinery business, drawing up bids and orders, taking care of customer enquiries and dealing with formalities. “Initially it was incredibly difficult because of the foreign language,” admits Ms Neumann. “But then things seemed to improve automatically.” She was helped here by a

preparatory language course and an intercultural sensitisa-tion seminar that was offered in advance for all apprentices. In addition, when she had problems she was able to ask for help from a German colleague who completed the same ap-prenticeship a couple of years ago and now works in Chile.

The budding management assistant in wholesale and in-ternational trade looks back fondly on her exciting time

International experience is part of the training programme at MAN Ferrostaal. Svenja Neumann, an apprentice, worked at the subsidiary in Chile for three months.

Weekend excursions provide an opportunity to get to know the country and people.

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in Latin America: “The experience I gained there was ex-tremely enriching for me, both professionally and person-ally. In Chile, I learned to put my German mentality to one side and to be a bit more laid back. It’s important to take the cultural differences into account when you work with people from other countries – an aspect which is easy to forget during the day-to-day work in Essen.”

Internship in the desertMartin Peichl, a student of process engineering, complet-ed his six-month practical semester at MAN Ferrostaal in Libya. “Sand as far as the eye could see,” recalls the budding engineer when asked about his first impression. Because here in the east of the North African country is the loca-tion of the Abu Attifel oil field, where he helped the em-ployees on site to develop a water processing plant. The plant is designed to increase oil production at the oil field on a long-term basis through pressure compensation. “My operational area was very interesting,” says Mr Peichl with pleasure. “The first months showed me that studying is just bread and water compared to what you can achieve and experience in practice as an engineer.”

During his internship, the student also spent time at the Wafa Desert gas processing plant near the Algerian border, where he was involved in inspecting and maintaining the production facility which had temporarily been shut down. “Working in a sandy desert is very different from working

in Germany,” he relates. “At 48 degrees Celsius in the shade and with sand that gets everywhere, even between the ma-chines, it’s a real physical challenge.” Mr Peichl especially praises the good local support: “People were always ready to answer my questions. That enabled me to learn a great deal about the highly complicated processes in the plants.” But he also emphasises that the intercultural experience he gained during his six months in Libya will be impor-tant for his future career. “I’ll never forget the country, the people and their way of life, or the magnificent landscapes of the Sahara.”

Martin Peichl, a student of process engineering, completed a six-month practical semester at MAN Ferrostaal in Libya.

Pictures from the internship abroad: pipes for a water treatment plant for an oil field and inspection and maintenance at Wafta

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From light railways to solar and biofuelsMAN Ferrostaal looks back on a long tradition. The company has been op-erating in many markets around the world for 78 years. Over the course of the years, the former steel trader has developed into a reliable industrial service provider in the international plant and machinery business.

1

2


The success story began with an entry in the com-mercial register in Essen on September 17, 1930, the day when Ferrostaal GmbH and Eisenhandel Gute-

hoffnungshütte GmbH merged to form Ferrostaal Ak-tiengesellschaft. Even at this time, when nobody thought about globalisation, the company already had an interna-tional structure, with branches in Santiago de Chile, Lima, Buenos Aires, Montevideo and Surabaya and sales offices in New York and Shanghai. Initially, business with light railways played an important role; later, Ferrostaal also distributed products such as road construction machines, excavators and cable railways. After all activities came to a halt in the Second World War, the business enterprise was soon able to establish itself in domestic business again and in its traditional markets in South America.

Somisa steel worksOne of the first large projects in the 1950s was a turnkey steel works to produce one million tonnes per year for the Sociedad Mixta Siderurgia Argentina (Somisa) in Argenti-na. This was the foundation stone for decades of coopera-tion during which major enhancements to the plant were implemented, for instance three 200-tonne converters and a continuous casting plant.

In 1976, the message from the Chief Executive officer at the time, Dr. Hans Singer, to the employees was: “Every day, we must demonstrate that we have a right to exist, both at home and abroad…” … “We must make contact with new peo-ple, respond quickly to new requirements of the market…” … “If we succeed in doing this, we will continue to be suc-cessful…” … “We must monitor costs, avoid losses by being careful and weighing up the risks precisely… secure jobs…”. These words, spoken over 30 years ago, still apply for our company, which was renamed MAN Ferrostaal in 2004.

5

3

4

1 Opening of the bridge over the Rio Daule on July 25, 1958, Ecuador2 Furnace, Chimbote, Peru, 19683 Somisa steel works in San Nicolas, Argentina, 19684 Dr. Hans Singer, Chief Executive Officer of MAN Ferrostaal

from 1976 to 19935 Direct reduction plant Hyl-III for Perwaja Steel in Kemaman,

Malaysia, 1993

Petrochemical plants on TrinidadA decisive factor for the plant constructor was the number of successes achieved on Trinidad which began in the 1990s and still continue today. The first methanol plant, built in 1993, was followed by five further ammonia and methanol plants. These included M5000, the largest methanol plant in the world. MAN Ferrostaal is currently working on a bil-lion-euro project on the Caribbean island: a plant complex for the production of fertilizers and melamine.

Today, MAN Ferrostaal, together with its partners, is one of the largest methanol producers in the world. At the same time, the company is the largest supplier-independent trader and system provider for printing systems in the southern hemisphere. Since its foundation, the global player has always been in the black. The steel business was reorganised in 2007 and integrated into CCC Steel GmbH.

At the start of the third millennium, MAN Ferrostaal is fo-cusing on the fuel and energy segments. Further emphasis will be placed above all on renewables, such as biofuels and solar. A first milestone has been reached here with the opening of a biodiesel plant in Poland in the spring of 2008.

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1 Methanol plant, Trinidad2 Biodiesel plant, Poland3 MAN Ferrostaal has been operating around the world for 78 years.


50 years of THE ECHO

In 1959, the Chief Executive Officer at the time, Diet-rich Wilhelm von Menges, described THE ECHO as “a link between the employees of our company, both internal and external”. That was the year the first edi-tion appeared, a publication originally intended as an internal magazine. In the 50 years of its existence, THE ECHO has always documented the company’s projects and developments, including the move to the new Ferrostaalhaus in 1977. The magazine has undergone several changes, not just in terms of its look but also in

terms of its aim. Today it informs customers and part-ners of MAN Ferrostaal about the company’s activities around the world on a half-yearly basis, and is avail-able in German, English and Spanish.

It is also available in digital form on the homepage of MAN Ferrostaal (www.manferrostaal.com). Each edi-tion is downloaded around 100,000 times.

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Cooperation over half a centuryModern times are characterised by rapid change. Companies appear from nowhere and disappear from the scene again just as quickly. The successful cooperation between MAN Ferrostaal and Maschinenfabrik Möllers, which has lasted for 50 years, can therefore be regarded as something special.

SERIES Long-term “first-class partners”

Maschinenfabrik Möllers

Project development and project management are core competencies of MAN Ferrostaal. This applies equally for the Projects and Services divi-sions. As a general contractor and industry service provider, the company has many contacts and the knowledge of who is best suited for which task. One great advantage for the customer here is the company’s inde-pendence from suppliers. It frequently brings over 100 different partners together when large industrial plants are constructed – some as one-off suppliers, others for the duration of a project. MAN Ferrostaal has been working together with a carefully selected group of partners for many years. These long-standing partnerships are presented in this series.This time the focus is on Maschinenfabrik Möllers.


Maschinenfabrik Möllers from Beckum, Ger-many, is today the world’s leading producer of machines for plants for automatic filling of

bulk solids, palletising and loading sacks and other con-tainers, and also for packing pallets and other shipping containers in shrink and stretch films. One of the core competencies of the Möllers Group is engineering for complete packaging plants. The principal customers are the chemical industry, as well as the cement, chalk and gypsum industries. MAN Ferrostaal supports the sale of the Möllers product lines, and represents the company in all the CIS states except Russia, in China and in some countries in Latin America.

The long-term joint activities began in the 1950s, a few years after the end of the Second World War, when many West German business people had not yet started think-ing about exporting goods to the East again. However, Richard Birkenfeld, owner of the company Möllers, really loved Russia and its people, and he always had faith in the country’s potential – something he had in common with the managers of MAN Ferrostaal at that time. MAN Ferrostaal was therefore active again in Eastern Europe just as quickly as Mr Birkenfeld. Then as now, proving itself in difficult markets was typical for the worldwide activities of Ferrostaal. That is how Mr Birkenfeld and the Essen-based company first came together, and from this meeting a long-standing partnership between the two companies developed. With Ferrostaal, Möllers enjoyed great success on the Russian market for many years and was consequently able to grow enormously. In the early years some 70 percent of Möllers’ sales were achieved through the activities in Russia. Agreements were signed with the Soviet foreign trade organisations V/O Maschi-noimport and V/O Techmaschimport. The partners also exhibited their goods together at industry trade fairs such as “UPAKOVKA” and “CHEMIE”. Udo Völker, Region-al Manager Eastern Europe at MAN Ferrostaal, who has taken care of Möllers’ contacts in the region since 1974, has the following to say about this: “The visitors to the trade fairs and in particular the long-standing Minister

for the Chemical Industry and Vice-Prime Minister Victor Kostandov appreciate the extremely good quality of the technical systems from the Beckum-based company.”

Today, Möllers has its own plants in Brazil and the USA and its own representative offices all around the world, including Russia. But MAN Ferrostaal still contributes to its business success. The most recent projects involved the sale and installation of filling lines for synthetic granulates to well-known customers in China and Argen-tina, automatic palletisation with shrink film systems in Venezuela, and a bagging unit and rotor packer in the Ukraine.

The pallet stabilising system with stretch film hoods is today the most frequently used method for securing goods during transport.

Schön, daß Sie neugierig reinschauen, obwohl hier ja eigentlich noch gar kein richtiger Text steht, sondern nur der sogenannte Blindtext. Der aber soll Ihnen

diesmal mehr Spaß machen als das „Eiriseididum“ oder das „Kisuaheli omryx nomryx“ oder dieses „Iam quanto minoris constat haec felicitas accessio!“ oder „In general, bodytypes are measured in the typographical point size“. Dieser Blindtext will Ihnen nämlich dreierlei sagen: Erstens will er den Texter entschuldigen – tut uns leid, aber es war einfach unmöglich, das Ding gestern nacht noch exakt auf Länge runterzuschreiben. Das Briefing, Sie wissen schon. Schwieriges Thema. Und die Freundin ist krank, und der Freund wollte unbedingt in diesen neuen Film. Also sorry. Ja, und zweitens haben wir Sie bis hierhin zum Lesen ge-bracht und wollen damit belegen, daß nicht alle Marktfor-scher und Kaffeesatzleser recht haben, die sagen, daß unser armer Freund Otto Normalverbraucher und seine häßliche Schwester Lieschen Müller maximal Null Komma gar kein Interesse haben für Texte.

Drittens sollten wir für ein paar Zeilen abschweifen und uns dem Gegenstand unserer Bemühungen zuwenden.

Was heißt überhaupt Blindtext? Macht er blind, und wenn ja, wen? Die Grafiker und Typografen, die solange blind in die Tasten hauen, bis ein Schreiber die Zeilen mit Sinn füllt? Ich denke, das Wörtchen will uns ja auch nur warnend darauf hinweisen, daß viel zu oft nach dem Motto „Augen

zu und durch“ verfahren wird bei der verantwortungsvol-len Aufgabe, Grauwert zu verteilen. Ja sapperlot, sagen Sie jetzt vielleicht (wenn der Layouter den Text bis hierhin aus formalen Gründen noch nicht abgeschnitten hat), man soll doch in einem Layout nur sehen können, wie das Schrift-bild überhaupt aussieht: Welche Schrift haben wir denn, in welcher Größe, wie sind die Buchstabenabstände und so weiter (Form follows function?). Trotzdem: Vielleicht ist ja die aktuelle, zeitgeistige und allgemeine Mißachtung interessanter, unterhaltsamer und ausschweifender Betra-chtungen genau darin zu suchen, daß sie präsentiert wird erst mal in Form von Blindtext, also Blödsinnstext. (Siehe oben.)

Nichts über Ihr Produkt, nichts über Ihre Leistungen, nich-ts über Ihren Service, nichts über Ihre tollen Leute. Nichts über Ihr Angebot, nichts über Ihren Stolz, nichts über Ihr Engagement, nichts über Ihren Optimismus. Wäre doch schade, oder? Für den Fall, daß Sie jetzt der Meinung sind, es gäbe über Ihre Sache ja gar nicht so viel zu sagen, gibt es diese alte Werberegel als Trost und Ansporn: Wenn Sie wirklich nichts zu sagen haben, dann sagen Sie das wenig-stens lustig. So, genug jetzt: Die durchschnittliche klas-sische Käfer-Anzeige hatte 632 Anschläge, und wir sind schon weit drüber. Warten Sie mal ab, wie schön der Text ist, der später hier gedruckt wird. Viel Spaß beim Lesen!

Headlineschön, daß sie neugierig reinschauen, obwohl hier ja eigentlich noch gar kein richtiger Text steht, sondern nur der sogenannte Blindtext. Der aber soll ihnen diesmal mehr spaß machen als das „Eiriseididum“ oder das „Kisuaheli omryx nomryx“ oder dieses „iam quanto minoris constat haec felicitas accessio!“ oder „in general, bodytypes are measured in the typo-graphical point size“.

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Much to catch up on


Huge investments will be needed to satisfy the worldwide increase in de-mand for power. Here, the countries around the globe are following very dif-ferent paths. MAN Ferrostaal offers solutions for many of the possibilities for power production – from conventional to solar thermal power plants.

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Worldwide energy markets on the brink of an investment boomThe international power industry is facing considerable pressure to invest. On the one hand, the increasing electricity demand from the emerging markets must be taken into account. On the other hand, however, there is a large demand for the renewal of existing power plants in many coun-tries. This is primarily related to the use of technologies which produce lower CO2 emissions. This will also benefit the renewables, which could play an increasing role in future for the supply of peak load current.

The sea of light that is Caracas by night

29DAS ECHO Dezember 2007

Even if the financial crisis is currently casting a shad-ow over many national economies, leading econo-mists already see light at the end of the tunnel. By

the end of 2009, according to IMF Managing Director Dominique Strauss-Kahn, the world economy will start to grow again. Therefore, little will change with regard to the medium- to long-term forecasts made in the past. The continuing growth of the world economy will mean a considerable increase in the global demand for energy. A major contribution to this growth will come from emerg-ing markets such as India, China, Russia, the Gulf States and some Latin American countries. Power consumption in China, for example, will have increased fivefold in the period from 2000 to 2025. What is more, there are esti-mated to be 1.5 billion people in the world without any access to electricity.

World Energy Council (WEC) research assumes that the de-mand for energy could rise by up to 40 percent by the year 2030, and a doubling is even considered possible by 2050. The demand for power, according to the WEC, will actually rise to four times today’s level. This means a revolution in energy supply worldwide. No matter whether in Europe, Asia or America, the competition for resources and the search for safe and environmentally friendly energy pro-duction are at the top of everyone’s agenda. For energy providers, this means that they must expand their invest-ments in new and more technically and commercially ef-ficient plants.

Rising demand for power plantsThe International Energy Agency (IEA) estimates that a massive investment volume of 20 billion US dollars will be required by 2030 in order to satisfy the growing world-wide hunger for energy. According to its forecast, the lion’s share of these investments – 11.3 billion US dollars – will be made by the power sector for new networks and power plants. As the demand for energy grows – the IEA antici-pates an annual rise in primary energy consumption by an average of 1.6 percent – the distribution battle between the regions will also become fiercer.

THE ECHO November 2008

Estimated electricity consumption worldwide

Many roads are illuminated at night – even when there is hardly any traffic.

Source: DOE/EIA

1990

5,000

0

10,000

15,000

20,000

25,000

30,000

2000 2010 2015 2020 2025

Billion kWh

Central and South America

Africa

Middle East

Emerging Markets Asia

Eastern European transformation countries

Asian industrial nations

Western Europe

North America

Significance for the primary energy mixFor the future primary energy mix, this means that the fossil energy sources coal, mineral oil and natural gas will continue to play a dominant role in base load power sup-ply. Slight increases are possible for nuclear power, par-ticularly in view of new construction projects planned in Asia. At the same time, renewables should continue to grow. For this to happen, a significant reduction in the pro-duction costs for solar power, the offshore construction of wind power and an increase in the utilisation of water power will be important.

When it comes down to it, investors also make their de-cisions on the basis of the future price development of primary energy sources and from the aspect of raw ma-terial supply security. Power plant constructors like MAN Ferrostaal, who can offer a broad portfolio, an excellent worldwide network and long experience in project develop-ment, project management, project handling and project financing, will profit from the enormous investments in power plants and infrastructure in the years to come.

Energy consumption by countriesEnergy consumption worldwide

2003 2010 2015 2020 2025 20300

100

In quadrillions of British thermal units

200

300

400

500

600

700

800

Developing countries

Industrial nations

Source: International Energy Agency Outlook 2006

30

Lights as far as the eye can see: dusk in the Californian metropolis of Los Angeles

0

100

2003

In quadrillions of British thermal units

2015 2030

200

300

400

500

600

700

800

421

563

722

ProjECtS


Competence in power plant constructionFor over 25 years, together with its partners, MAN Ferrostaal has been devel-oping gas-steam power plants with outputs of between 200 and 1,200 mega-watts as well as diesel- and biodiesel-fired power plants in the 200-mega-watt-and-under output class. The firm is therefore noted for its know-how in power plant construction and has an excellent reputation in the sector.

Known as a highly professional EPC Contractor (EPC: Engineering, Procurement, Construction), MAN Ferrostaal acts both as a general contractor and

as a consortial partner. In some cases, the company itself participates in the financing of projects. The advantage for the customer is that there is no dependence on specific manufacturers in the construction of these plants. The plants can be designed to fit specific requirements using the best components in every case. Here, the project man-agers prefer to call on international manufacturers for the core components, while they aim for the greatest possible local added value in the case of the plant periphery.

For its clients, who are often state organisations, this is interesting not merely from the point of view of indus-trial politics. It also contributes to higher incomes and to the training of employees in the country, thereby ensur-ing high acceptance for the plants. In the case of power plants in countries like the Dominican Republic, Portugal and Syria, this was an important criterion for the client. Successful projects in recent years, for example, were the gas-steam turbine power plant Ribatejo in Portugal (THE ECHO August 2007) and the enlargement and moderni-sation of the gas-steam turbine power plant Termozulia I (THE ECHO August 2007 and December 2007) in Ven-ezuela for the state-controlled client ENELVEN (Energía Eléctrica de Venezuela).

Diesel-fired power plant in the Dominican Republic

Gas-steam turbine power plant Termozulia I in Venezuela

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“Gas-steam power plants are in a special position because they are particularly efficient and environmentally friend-ly. This applies, of course, in countries which possess large gas reserves, but particularly in countries which are sub-ject to strict environmental requirements,” says Howard R. Barnes, Head of the Industrial Projects business unit at MAN Ferrostaal. “Another advantage is their great flexibil-ity in comparison with other conventional power plants. Thanks to their short start-up times, they are especially suitable for the short-term coverage of peak loads.”

New orders A further large order from ENELVEN was received by MAN Ferrostaal in June 2008. This was for two gas-steam power plants with an order volume of over 730 million euros. The preparatory work for the two combined cycle power

plants, which, together, will have around 2 x 500 mega-watts output, has already begun. Together with its hun-dred percent subsidiaries Ferrostaal ProCon de Venezuela (formerly DSD Venezuela) and Koch de Portugal as central coordinators, MAN Ferrostaal, as general contractor, is responsible for the entire planning, design, procurement and execution.

The power plants will be located near the two towns Tam-are and Bachaquero in the federal state of Zulia, a major centre of the Venezuelan oil and gas industry, on the east-ern shore of Lake Maracaibo. This is an underdeveloped region in which, thanks to the new construction project, over 1,000 Venezuelans will find work during the con-struction period. For the Venezuelan government, the planned plants are an important step in its programme

Functional principle of a gas-steam turbine power plant

Animations of a large new order in La Brea on Trinidad: a 720-megawatt gas-steam power plant

Gas turbine

Generator Generator

Exhaust gas

Heat recovery steam generator

Air inlet

Steam turbine

High-pressure steam

Low-pressure steam

Collecting tank

Condensate pump

Feed water pumpStack

Air-cooled condenser

Fuel


for the modernisation and expansion of the power supply. “Particularly for oil production, the country’s most impor-tant industrial sector, this is very significant and takes ac-count of the annual growth rate of about five percent in the demand for power,” says Luis Lamas, Project Manager for this large new order.

New turnkey constructionThe power plant operator AES also relies on the many years of experience and the competence of MAN Ferrostaal. In November, it is to sign an EPC order worth more than 700 million US dollars for the construction of a 720-megawatt gas-steam power plant in La Brea on Trinidad. For this pur-pose, the local project company Trinidad Generation Un-limited, Port of Spain, Trinidad has been formed, with the participation of the state energy provider T&TEC and AES. The financing will be undertaken by a bank consortium which also includes the KfW bank.

“We were appointed to carry out the early works in the run-up to the main contract negotiations. This allowed the customer to be won over by our excellent contacts with suppliers and our high-quality standards at an early stage of the project,” says Project Manager Georg Paulsen from MAN Ferrostaal. The power plant is to be completed within 30 months and the turnkey handover to the cus-tomer is planned for early 2011. For Trinidad, this is a very

significant project for the establishment of a reliable power supply, particularly for the important gas and oil industry. The economy of this island state is growing on average by about seven percent per year – and there is a correspond-ingly rapid rise in the demand for power.

Power plants for the energy-hungry north of ChileMAN Ferrostaal’s great deal of experience is not just lim-ited to the construction of new power plants, but also covers the modernisation and enlargement of existing plants. Through its subsidiary DSD Chile, MAN Ferrostaal is currently enlarging a power station complex at Gua-colda with two further plants, with a total order volume of around 40 million euros. The order for the first of the two coal-fired power plants, each with an output of 150 mega-watts, was received in July 2007, for the second in January 2008. The customer is Mitsubishi Heavy Industries, the general contractor for the whole project. “We are carrying out the complete assembly of Blocks 3 and 4. Essentially, that means the steel construction, pipeline construction, component assembly and installation of the electrical and control systems. We plan to complete Guacolda 3 in March 2009, Guacolda 4 in February 2010,” says Jan Huss, CEO of DSD Chile. For the north of Chile, a reliable power supply is very important because that is where the coun-try’s large copper mines operate.

The power plant at Ribatejo in Portugal was nominated by POWERmagazin as one of the world’s “Top Plants 2004”.

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solar energy for tomorrow’s power requirementsThe costs for fossil energy sources are rising, as the reserves are limited. Growing CO2 emissions are damaging the climate. However, industry and the private consumer need supply security. What could be more obvi-ous than to go for an energy source which offers many advantages, both ecological and commercial: the sun. This form of energy would make the long-term calculation of power costs possible. For the production of solar power, support measures currently play a major role.


MAN Ferrostaal also has a stake in environmentally friendly power with its activities for the construc-tion of solar thermal power plants. The firm has

been active in this sector for over a year and has secured vari-ous technologies through investments. It has also managed to acquire Dr. Rainer Kistner as Head of the Solar business unit. The 38-year-old had been involved in the subject of so-lar energy right from the start of his career. Together with the Boston Consulting Group, he has studied market conditions and potentials for the company and has defined the tech-nologies and markets he will focus on in the initial phase.

“The parabolic collector technology will continue to domi-nate the solar sector for the next five years. Up to now, it has been able to produce the cheapest power for large power plants. It is a proven technology, which has been employed since the 1980s in the USA,” says Dr. Kistner. “Through our joint venture with Solar Millennium, we have gained access to its subsidiary Flagsol. Flagsol has been active for over 20 years in the area of parabolic collector development and has probably worked longer on this technology than any-

one else in the world. The combination of this, along with the international network of MAN Ferrostaal and its experi-ence in the handling of major projects, makes us a strong team,” says the industrial engineer.

Naturally, he does not want to lose sight of the other technol-ogies. MAN Ferrostaal is therefore already working with the Solar Power Group GmbH on successor technologies such as Fresnel technology, a simplification of parabolic collector technology. Here, in effect, the curved parabolic collector mirrors are divided into smaller segments, so that they can be replaced by flat mirror elements. The primary advantage would be the much lower production costs. “There are also other technologies which might play a role in the future,” explains Dr. Kistner. “We are watching these technologies with great interest, but they are still in the development stage. Development of a product like this takes several years and that is the stage we are now in. It is not yet possible to say which technologies will establish themselves in the end. We are currently focussing on the parabolic collector, which will be our core business for the next few years.”

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Leaders in the technology are currently working on reduc-ing the costs in this area, for example by developing ever-larger parabolic collectors or by improving their efficiency. In addition, the mass production phase is just beginning, and this will also bring down costs. Larger power plants are also more economical. To quote Dr. Kistner: “Power plants of over 200 megawatts are currently being planned in or-der to reduce the costs of power production.”

But even then, the construction of a power plant is only worthwhile if specific outline conditions are fulfilled, in which it is not only the high proportion of direct solar radiation that plays a decisive role. As Dr. Kistner says, “We cannot just be dictated by the sun, we have to take account of the legal framework conditions and the market incentive mechanisms which exist. As well as an economi-

cally stable country with an impressive country ranking, which enables large projects to actually be financed, state support plays the crucial role. In our country screening,

Analysis of fuel cost scenarios for the Middle East¹ Levelised Cost of Electricity (LCOE); ² Concentrated solar power (CSP); ³ Gas-steam turbine combination power plant (CGT); 4 Operation and maintenance (O&M)

0

5

10

15

20

25

30LCOE 1

(ct/kWh)

Parabolic collector power plant at a medium location~ 2,200 kW/m 2

Parabolic collector power plant at a good location

~ 2,800 kWh/m 2

CCGT 3 Base load 7,500 h

Gas turbine Oil

50$

100$

200$

200$

100$

50$

300$

50$

100$

200$

Parabolic collector power plant

LCOE1 for 2008

Fuel cost scenarios 2008

CSP 2 with 200 MWe ac-cording to location

Source: BCG power plant cost model; BCG analysis

Fuel costs(Oil price in US$)

Capital, costs for O&M 4

CO2 costs(20 €/t)

In the Middle East, as a result of supply bot-tlenecks, CSP 2 is now almost competitive.

Irrespective of the oil price,

incentives and legal supervi-

sion support are needed.

At an oil price of over 70 US dollars, solar thermal technology is competitive with oil-fired power plants. At an oil price from 130 US dollars upwards, solar thermal plants are also more economical than gas-fired open cycle power plants.

Dr. Rainer Kistner, Head of the Solar business unit

Parabolic collector

with 200 MW

Parabolic collector

with 200 MW


Energy costs projection for parabolic collector technology¹ megawatt electrical: 2 Levelised Cost of Electricity (LCOE); 3 20% cost reduction for all components; 4 plant efficiency 16.5%; 5 plant efficiency 18–20%

Source: BCG analysis

LCOE 2

(ct/kWh)

Potential

LCOE 2008

Plant en-largement

Location Component costs

Component improvements

Further technical de-

velopment

Future costs

Development of LCOE1

20%

16%

12–16%1

6–10%

12–16%

20–33%

Short-term potential Plant enlargement, where

possible, to 200 MWe 1 (feed-in tariff)

Concentration on best-suited locations (annual solar radia-tion > 2,700 kWh/m²)

Medium-term potential Reduction of component

costs by 3 ∙ strategic procurement, cut-

ting of price premiums ∙ partnerships/strategic invest-

ments Improvement of the efficiency

of existing components (tur-bines, solar field structure) 4

Long-term potential Technical advances raise plant

efficiency 5 (Reduction of heat losses, direct steam, storage optimisation etc.)

Long-term cost saving potential of the parabolic collector technology is between 67 and 75%.

Short-term (2010) Medium-term (2015) Long-term (2020)

we have decided to concentrate at first on three regions which fulfil all the criteria, the most important being the incentive mechanisms.” The best incentives are currently available in Spain. Dr. Kistner is working with his team to be able to build there in the years to come.

In the long term, he sees the greatest potential in south-west USA, mainly in California, Arizona and New Mexico. However, the government support is not yet as strong as that in Spain. “But we have to start acting now,” says the Solar executive. A third focus region for him is that of the MENA states. There are only pilot projects there at the mo-ment, but Dr. Kistner sees a gigantic market on the hori-zon: “In the Middle East, they are quite prepared to pay a subsidised price for special projects. They know that the fossil fuels are running out and are already planning for

the subsequent period. It pays for these countries to ex-port their fuels and to generate solar power in the domestic market.” He is not alone in this assessment. Many experts, including the Trans-Mediterranean Renewable Energy Cooperation (TREC), have a vision that, by the year 2050, 80 percent of power could be covered from regenerative energies. Core elements in this scenario are solar thermal power plants in North Africa and the Middle East.

Parabolic collector power plants have a great potential for saving costs. Through economies of scale, the right choice of location and technological developments, costs can be reduced by up to 80 percent by 2020.

Schön, daß Sie neugierig reinschauen, obwohl hier ja eigentlich noch gar kein richtiger Text steht, sondern nur der sogenannte Blindtext. Der aber soll Ihnen

diesmal mehr Spaß machen als das „Eiriseididum“ oder das „Kisuaheli omryx nomryx“ oder dieses „Iam quanto minoris constat haec felicitas accessio!“ oder „In general, bodytypes are measured in the typographical point size“. Dieser Blindtext will Ihnen nämlich dreierlei sagen: Erstens will er den Texter entschuldigen – tut uns leid, aber es war einfach unmöglich, das Ding gestern nacht noch exakt auf Länge runterzuschreiben. Das Briefing, Sie wissen schon. Schwieriges Thema. Und die Freundin ist krank, und der Freund wollte unbedingt in diesen neuen Film. Also sorry. Ja, und zweitens haben wir Sie bis hierhin zum Lesen ge-bracht und wollen damit belegen, daß nicht alle Marktfor-scher und Kaffeesatzleser recht haben, die sagen, daß unser armer Freund Otto Normalverbraucher und seine häßliche Schwester Lieschen Müller maximal Null Komma gar kein Interesse haben für Texte.

Drittens sollten wir für ein paar Zeilen abschweifen und uns dem Gegenstand unserer Bemühungen zuwenden.

Was heißt überhaupt Blindtext? Macht er blind, und wenn ja, wen? Die Grafiker und Typografen, die solange blind in die Tasten hauen, bis ein Schreiber die Zeilen mit Sinn füllt? Ich denke, das Wörtchen will uns ja auch nur warnend darauf hinweisen, daß viel zu oft nach dem Motto „Augen

zu und durch“ verfahren wird bei der verantwortungsvol-len Aufgabe, Grauwert zu verteilen. Ja sapperlot, sagen Sie jetzt vielleicht (wenn der Layouter den Text bis hierhin aus formalen Gründen noch nicht abgeschnitten hat), man soll doch in einem Layout nur sehen können, wie das Schrift-bild überhaupt aussieht: Welche Schrift haben wir denn, in welcher Größe, wie sind die Buchstabenabstände und so weiter (Form follows function?). Trotzdem: Vielleicht ist ja die aktuelle, zeitgeistige und allgemeine Mißachtung interessanter, unterhaltsamer und ausschweifender Betra-chtungen genau darin zu suchen, daß sie präsentiert wird erst mal in Form von Blindtext, also Blödsinnstext. (Siehe oben.)

Nichts über Ihr Produkt, nichts über Ihre Leistungen, nich-ts über Ihren Service, nichts über Ihre tollen Leute. Nichts über Ihr Angebot, nichts über Ihren Stolz, nichts über Ihr Engagement, nichts über Ihren Optimismus. Wäre doch schade, oder? Für den Fall, daß Sie jetzt der Meinung sind, es gäbe über Ihre Sache ja gar nicht so viel zu sagen, gibt es diese alte Werberegel als Trost und Ansporn: Wenn Sie wirklich nichts zu sagen haben, dann sagen Sie das wenig-stens lustig. So, genug jetzt: Die durchschnittliche klas-sische Käfer-Anzeige hatte 632 Anschläge, und wir sind schon weit drüber. Warten Sie mal ab, wie schön der Text ist, der später hier gedruckt wird. Viel Spaß beim Lesen!

Headlineschön, daß sie neugierig reinschauen, obwohl hier ja eigentlich noch gar kein richtiger Text steht, sondern nur der sogenannte Blindtext. Der aber soll ihnen diesmal mehr spaß machen als das „Eiriseididum“ oder das „Kisuaheli omryx nomryx“ oder dieses „iam quanto minoris constat haec felicitas accessio!“ oder „in general, bodytypes are measured in the typo-graphical point size“.

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Dr. Rainer Kistner

The professional career of the 38-year-old industrial engineer has been connected with the theme of solar energy right from the start. During his studies at the Technical University of Berlin, he was already working on renewable power generation. After completing his diploma thesis at a US-American manufacturer of photovoltaic systems, he received approval for a postgraduate position at the Plataforma Solar in

Spain. Alongside working on his doctorate, which dealt with the simulation of solar thermal power plants, he began working on project developments of parabolic collector power plants in Greece and, from 1999/2000, before joining MAN Ferrostaal, he coordinated the development of the Andasol projects and other solar projects in Spain and elsewhere in the world.

Proven technology: Parabolic mirrors have already been in use in the USA since the 1980s. Up to now, they have been able to generate the cheapest power for large power plants.

Would you like to know more about our solar business?Contact: Dr. Rainer KistnerPhone: +49.201.818-2544E-mail: [email protected]


Andasol – The future under the Andalusian sunCurved solar mirrors as far as the eye can see, installed with millimetre pre-cision in long straight rows. in the background, the snow-capped peaks of the sierra Nevada rise up. This is what it will look like when the solar ther-mal power plant Andasol 3 is completed early in 2011.

The Essen-based company MAN Solar Millennium recently received an order for execution of the so-called early works (works carried out before the of-

ficial awarding of a contract) for the parabolic collector power plant Andasol 3 in Andalusia in southern Spain. It is planned that the company will later act as general con-tractor for this project and will carry out the turnkey con-struction of the solar thermal power plant together with a Spanish firm.

Andasol 3 is being constructed in the immediate vicinity of its two essentially identical sister projects Andasol 1 and 2, the first parabolic collector power plants in Europe. It will supply up to 200,000 people with environmentally friendly solar power. The site for the solar thermal power plant is an area of about 500,000 square metres, or the size of 70 football pitches. All three Andasol projects were developed by Solar Millennium AG from the south of Ger-many and make up the largest location in the world for the utilisation of solar energy.

“A solar thermal power plant works by trough-shaped mirrors bundling the incident rays on to a pipe in the collector’s line of focus. Their absorption heats up a heat transfer medium in the pipe, which, by means of heat ex-changers, generates steam in the power plant block. As in conventional power plants, the steam is used in a turbine

for power generation,” explains Michael Pohl, Managing Director of MAN Solar Millennium. “With the integration of a thermal storage system, the power provision can be planned, that means, solar thermal power plants can also generate power after sunset,” says Mr Pohl.

MAN Solar Millennium can draw on the competencies of both its parent companies for the realisation of this project. MAN Ferrostaal has therefore contributed its know-how as a globally active plant constructor to the joint venture, and Solar Millennium its experience in project develop-ment and the technology of solar thermal power plants. “The start of construction of the parabolic collector power plant Andasol 3 through the award of the early works is a first important step on our path to establishing MAN Solar Millennium as a leading supplier for solar thermal power plants,” says Mr Pohl.

MAN Solar Millennium is planning a consortium with the Spanish plant construction firm Duro Felguera S.A. En-ergía, Gijón, which is to complete the turnkey construc-tion of the solar power plant in the next 30 months. MAN Solar Millennium is to be responsible for coordination of the plant construction. The engineering design of the solar field of Andasol 3 will be undertaken by Flagsol GmbH, a technical subsidiary of Solar Millennium.

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Solar thermal power plants have very great potential. By the middle of this century, according to studies by the Ger-man Aerospace Centre (DLR), solar thermal power plants in the Mediterranean region could generate twice as much power as wind, photovoltaics, biomass and geothermics together. By this point, renewables would be able to al-most entirely replace fossil energy sources in this region.

“MAN Solar Millennium has been part of this rapid market growth right from the start and can draw on a proven tech-nology,” says Christian Beltle, the CEO of Solar Millennium and also Managing Director of MAN Solar Millennium. “In the long term, we could also cover part of the energy de-mand in Central Europe through solar power imports from solar thermal power plants in the Mediterranean region. Theoretically, less than three percent of the area of the Sa-hara would be sufficient to cover the world’s total demand for power with such solar thermal power plants.”

MAN Solar Millennium GmbH

MAN Solar Millennium GmbH, formed in May 2007, is a joint venture by MAN Ferrostaal AG and Solar Millennium AG for the project development, financing and turnkey construction of large solar thermal power plants from 20 to 250 megawatts. The two companies each hold 50 percent of the joint venture. The aim of MAN Solar Millennium is to establish itself worldwide as one of the leading suppliers of solar thermal power plants. In doing so, the company can draw on the competencies of its parent companies: MAN Ferrostaal contributes its experience as a general contractor and

plant constructor and the financial strength needed in international business. Solar Millennium, as technol-ogy provider, brings the joint venture a technology that can already be applied commercially today, and experience in the development and realisation of solar power plants. Together with its one hundred percent subsidiary Flagsol GmbH, it is a technology provider for parabolic collector power plants, a proven and reli-able technology in which the company holds a leading position worldwide.

By using thermal storage systems, parabolic collector power plants can also supply power when the sun is not shining.


“We need green markets.”Prof. Dr. Bernhard Hoffschmidt, Director of solar-institut Jülich (solar institute Jülich) and initiator of the solar thermal experimental and de-monstration power plant in Jülich, talks about the framework conditions for the economically successful production of solar power and the future market in North Africa.

Great hopes rest on solar energy. What are the driving factors?The most powerful driver for the solar energy market is the progressive change in the climate. This makes it essential for us to act now, since the advantage of solar power is that it does not release any emissions into the atmosphere.

How can solar energy contribute to reducing CO2 emissions and relieving our supply problems? The sun is the largest regenerative resource on earth. Its potential is enormous – about 15 to 20 times as great as all the fossil energy resources which exist in the world – and it is there year after year. The problem is the energy density. We need very large mirror fields to catch the sun and these are very expensive. We therefore have to work on the reduction of solar power production costs. If, over a period of years, we succeed in reaching a maximum rate of increase, the sun can make a great contribution to reliev-ing our supply problems, while also sustainably reducing CO2 emissions.

What conditions must be fulfilled for this to happen? First we must reduce the cost of solar power. At present, in comparison with power from coal or gas, solar power is still very expensive. But there are already some very efficient approaches for reducing the costs. One way is the mass production of the components, particularly the mirror fields. It is also possible to add a thermal storage

unit to the plants. This allows them to run longer. An-other approach which will contribute appreciably to cost reduction is to increase the process temperatures and, by doing so, to improve the efficiency. According to the laws

of thermodynamics, efficiency increases as mean process temperatures rise. This means that, for the same output, the mirror area needed can be drastically reduced. Other determining criteria for the successful commercial pro-duction of solar power are state incentive mechanisms, which also reduce power costs indirectly.

Prof. Dr. Bernhard Hoffschmidt

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Could you explain that in more detail?We need “green markets”, in which there are clear incen-tives and remunerations for solar generated power. For plant constructors and investors financing security for a very long period is crucial, as the investment costs for the construction of a solar thermal power plant are high. The classic support instrument is the so-called purchase commitment. The network operator is obliged to buy the solar power. Remuneration is paid for this, either by the network operators themselves, who then pass the higher costs on in the form of higher electricity prices, or di-rectly by the state. This provides the preconditions for mass production. The best incentive mechanisms are cur-rently those in Spain. But many other countries are also making an effort to create such mechanisms. In many states of the USA, for example, such as Nevada, support instruments already exist. And the MENA states are also developing certain incentives.

What role does state research and development play in this context?The research is immensely important. We are today still at the same point at which the motor car was at the start of the last century. Through continuous further develop-

ment of the individual components, research is helping to make solar power competitive. Additionally, research provides, by means of its parallel training, the engineers who will develop the systems further in the future.

If we assume that all these framework conditions were fulfilled, could solar energy then solve our energy problems?Generally speaking, yes. The energy supply of the future could be provided by the sun, but this would still be enor-mously expensive in the medium term. But I think a 50 percent share of the power supply is absolutely realistic in the long term.

The EU is pursuing plans to import part of Europe’s power from North Africa and the Middle East. How do the MENA states view these plans? In the MENA states, opinion is beginning to change. In government circles, it is clearly seen that moving in this direction is essential in the long term if they are to have an industry with a future after the age of oil and gas. For this reason, they are today starting to construct smaller power plants and to establish the corresponding incen-tives. There is a great deal of unexploited potential in these states – solar radiation and availability of space are ideal there. There is going to be a very large market here.

Is the transport of power from the MENA region to Europe feasible?Technically, the transport is no problem. Using high-tension direct current technology, power could easily be transported from North Africa to Europe. Both the Eu-ropean Union and the MENA states would profit from this in the long run. What is still missing is the crucial framework conditions. The financing for the direct cur-rent lines has to be provided and it must be possible for the states in the MENA region to sell the power in Europe. For companies in the solar sector, the region already of-fers good chances of growth. However, for the construc-tion of solar thermal power plants to be successful, it is important for these companies to have a good local net-

Solar-Institut Jülich


work and experience in dealing with permits, logistics and local suppliers.

You have initiated a solar thermal trial and demon-stration power plant in Jülich. Is the production of solar power actually possible in Germany?It is certainly possible. Most people do not realise that the solar radiation in Germany is just as intense as in North Africa – even in winter. Only, there are not as many hours of sunshine here as in some other parts of the world. We also intend to produce power with our plant – if only to ensure the financing. From the research point of view, however, this is not the main purpose. Our research ac-tivities are directed at the further development of com-ponents which do not yet work competitively, and also on the development of new solar thermal power plant sys-tems. Our motto is always to keep our nose in front of the field. Without a trial plant, this would not be possible.

What are you working on at the moment?In the solar thermal sector, we are working hard on the development of thermal storage. Here, we are pursuing a concept in which quartz sand is used as the storage me-dium. The advantage of quartz sand is that it is relatively inexpensive. We are also working intensively at the mo-ment on a new type of collector which possesses an intel-ligent mirror surface. That means that such mirrors can focus either on a point or on a line. Another extremely interesting approach to cost reduction is sensor technol-ogy, for example the monitoring of the mirror surfaces. Here too, we are working at full speed. We also intend to construct another trial and demonstration power plant in Algeria – in order to stay ahead of the competition in the MENA region too.

Through the desert: To transport electricity from the MENA region to Europe, power lines first need to be installed. The necessary technology, however, is already in place.

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SERIES Milestones in pictures

Biodiesel plant for Lotos BiopaliwaThe path from a project to the finished plant has many steps. This time, the series “Milestones in pictures” focuses on a biodiesel plant in Poland.

January 2007: As the construction site, the customer chose an area at the heart of its refinery in Czechowice-Dziedzice. Surrounding tank storage and loading facilities were integrated into the whole project. An old pipe bridge crossed the future construction site. This was first removed and the ground was then prepared for the subsequent building work.

May 2007: The concrete foundation is of crucial importance for the stability of the main biodiesel plant building. Also visible is the reinforce-ment for the foundations of the equipment, which were shuttered and concreted later on.

The fuel of the future


MAN Ferrostaal is expanding its renewables business area. Fuels from regenerative raw materials, such as biodiesel for example, represent an important part of this strategy. In a construction period of 22 months, to-gether with its Polish partner Prochem, the Essen-based plant constructor completed a turnkey plant for Lotos Biopaliwa, a company of the Lotos Group. The plant has been in operation since early this year. The location for this project was the site of an old refinery in the small town of Czechowice-Dziedzice. Where mineral oil was once processed, Lotos can now produce up to 100,000 tonnes of biodiesel per year from rapeseed oil. The total

investment volume was 25 million euros. The biodiesel plant is operated using the so-called CD process (continu-ous deglycerolisation). This guarantees the high quality of the biodiesel. There has been mandatory blending of biofuels in Poland since 2008.

June 2007: The completion of the main building as a solid concrete construction was the first step, then the upper floor was shuttered for completion of the carcass in this section.

August 2007: Installation of the apparatus and tanks took place in parallel with the construction of the main building and the steel frame.

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Winter arrived already in November in 2007. The rigging was still carried out according to plan. At the same time, the assembly of the facade clad-ding of the main building was prepared.

The pipeline installation was in full swing in February 2008. In the fore-ground are two prefabrication tents. The steel structure in the outside area was protected from the weather for welding work.

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March 2008: Except for a few small jobs, the pipe assembly was com-pleted. Electricians and instrumentation engineers were now working intensively on the completion.

May 2008: The plant was completed and ready for commissioning.


Powerful partner for south American biofuelBrazil offers ideal preconditions for the production of bioethanol from sugarcane: the production costs are the lowest in the world and a large, well-established domestic market offers excellent sales possibilities. There is also enormous potential for the export of biofuel. The MAN Ferrostaal Competence Centre “Biofuels latin America” takes on the planning and development of biofuel projects in Brazil and other latin American states.

A significant portion of the energy for our transport and mobility requirements will in future come from biofuels. Sugarcane is an important raw material for bioethanol production.

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The Brazilian bioethanol market is booming. By 2012, experts predict a doubling of production capaci-ties to approximately 35 billion litres per year. In

order to achieve this, 25 to 30 new plants will have to be built annually. As an experienced project developer and a financially strong international group, MAN Ferrostaal supports enterprises in the execution of large projects in the biofuels sector.

Since the beginning of 2008, MAN Ferrostaal activities in the biofuels sector in Latin America have been expanded to form the Competence Centre “Biofuels Latin America”. Its aim is to provide the customer with even more techni-cal and commercial expertise locally.

Eleven experienced biofuels experts look after a custom-er-oriented sales department, professional bid processing and EPC services (Engineering, Procurement, Construc-tion) in Brazil and the rest of Latin America.

An essential advantage of MAN Ferrostaal is its so-called Best Partner model. The company does not take part in time-consuming and cost-intensive tender procedures, but decides, together with the customer, how a project can be successfully realised. That includes a free choice of technology. Here, MAN Ferrostaal is independent of mar-ket suppliers and works on the basis of a realistic budget and an achievable time schedule. By doing this, the risks are minimised and superior operating margins are pos-sible. In some cases, the company, together with the cus-tomer, holds equity in a Special Purpose Company (SPC) and thus provides additional security for capital provid-ers. In the production, sustainability plays a crucial role. The company only uses raw materials which do not com-pete with food production.

The Competence Centre also concentrates on other Latin American markets: “Colombia and Peru offer particularly favourable cultivation conditions for sugarcane. We also see Bolivia, Mexico and Guatemala as potential cultivation areas for the production of bioethanol. Apart from Brazil,

Thanks to its high yield, good greenhouse gas balance and extensive independence from food markets, bioethanol from sugarcane is a competitive alternative to petrol from fossil energy sources.


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Argentina also offers a good market potential for the pro-duction of biodiesel and vegetable oil,” says Dr. Christian Faber, Head of the Brazilian Competence Centre for Bio-fuels. In addition to São Paulo, a second MAN Ferrostaal Competence Centre is planned in Indonesia. This will serve the Southeast Asian market in future. The Group Centre for Biofuels is located in Geisenheim, Germany. The company’s worldwide biofuels activities are coordi-nated from here.

Would you like to learn more about the Compe-tence Centre “Biofuels Latin America”?

Contact: Dr. Christian FaberPhone: +55.11.5541-9877E-mail: [email protected]

You can find out more about the MAN Ferrostaal Best Partner model at: www.bestpartner.manferrostaal.com

São Paulo, Brazil


Facts about biofuels

Biofuels are fuels made from regenerative raw materi-als, such as bioethanol from sugarcane or biodie-sel from rapeseed oil. They are produced in many countries and are used as an alternative to mineral oil. Biofuels can make a substantial contribution to the reduction of greenhouse gases. The greenhouse gas balance varies, however, according to the type of fuel. Sugarcane-based ethanol and second-generation biofuels can make a large contribution to greenhouse gas reduction.

Biofuels are often associated with rises in food pric-es. Recently, however, practically all agricultural raw materials have become more expensive. The price of wheat, for example, has risen although this raw material plays no significant role in the production of biofuel. Rice has also risen in price, a raw material which is out of the question for biofuels. The primary forces driving these prices are increasing affluence, changes in eating habits and the rising demand from countries such as China and India. Altogether, only one percent of agricultural land is used today for the production of biofuels.

There is plenty of land for the cultivation of biofuels. For the first generation of biofuels, there are already huge areas of land that are not being efficiently used, and grassland and fallow fields which could be made fit for use. The second generation, based on lignocel-lulose from biomass, contains further huge potential.

The first demonstration plants for second-generation biofuel are already running. Experts estimate that the technical problems in the extraction of alcohol from lignocellulose will be solved in the next three to seven years. The technology for biomass-to-liquid (btl) plants also exists already, but still has to become more economical.

The majority of cars driven today accept the usual blends with biofuels. A few older cars may have problems with a blend of ten percent ethanol (E10) if they are run for a prolonged period with this fuel. Higher admixture rates such as 85 percent ethanol (E85) require so-called flex-fuel engines. The infra-structure for the distribution of large volumes of bio-fuels is still largely lacking, however. For the transport of large volumes, docks, roads and pipelines will be needed. This applies in particular to regions like Brazil and Africa.

To sum up: Biofuels are commercially attractive. The producers of the energy plants have profited, in par-ticular, from the price rises for cereals. On the basis of tax relief measures and blending quotas, produc-ers of bioethanol in Germany have, for a while, been able to make profits. Pure dealers and distribution organisations have profited in both cases, partly as a result of speculation.

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Delayed coker, Aconcagua Refinery in Concón, Chile


More energy security for Chile“It is not every day that energy projects are brought into being in our country, even more rarely on such a scale as that taken on by Empresa Na-cional del Petróleo (ENAP, state mineral oil company)”, writes the reputed Chilean trade magazine BIT about the recently inaugurated delayed coker in the City of Concón.

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High-grade fuels for Chile

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Heat exchanger at the coker complex

At the beginning of August, the state mineral oil enterprise Empresa Nacional del Petróleo (ENAP) celebrated the inauguration of its delayed coker,

mechanically completed in March, at the Aconcagua Refin-ery in Concón, in the Chilean province of Valparaiso. Many high-ranking guests attended the inauguration, including Mining Minister Santiago González and Energy Minister Marcelo Tokman, and Head of Government of Valparaiso Province, Iván de la Maza, alongside other local politi-cians, as well as representatives of the European partner firms Foster Wheeler Iberia, Técnicas Reunidas and MAN Ferrostaal. In his opening speech, ENAP CEO Enrique Dávila stressed the significance of the new plant: “Against a back-ground of a lack of gas deliveries from Argentina, we have become a very important energy provider for the country. With the new coker, we shall be able to increase our pro-duction of diesel by 16 percent, petrol by six percent and liquid petroleum gas by 15 percent and, in this way, make a further contribution to a secure energy supply for Chile.”

With the help of the new plant, the Aconcagua refinery now processes 16,500 cubic metres of crude oil daily. This means that it now provides 100 percent of the supply to Valparaiso Province, 67 percent to the Metropolitana re-gion and 40 percent of the supply to the whole country.

ENAP anticipates an additional profit of 800 million US dollars from the delayed coker over the coming 20 years.

Together with the state enterprise ENAP and international partners, MAN Ferrostaal is securing the fuel supply and bringing more added value into the country. ENAP anticipates high profits from the new coker complex. A project which merits closer study: The mastery of technical challenges, innovative financing and enhanced environmental protection make it a project worthy of superlatives for this latin American country.


Inauguration of the delayed coker with senior members of the government: Mining Minister Santiago González (2nd from left) and Energy Minister Marcelo Tokman (5th from left), together with ENAP CEO Enrique Dávila (4th from left)

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The contracts between ENAP and MAN Ferrostaal in con-sortium with the Spanish partner company for the turn-key delivery of the delayed coker were signed and put into effect in July 2005. Less than three years later, the plant was completed on time. The performance test for accept-ance was conducted successfully in July this year.

High savings, greater added valueThe refinery previously had to import lighter crudes from South Africa and Asia. With the delayed coker, heavier crudes from Latin American countries like Brazil, Colom-bia and Ecuador can be bought and processed. This saves money, not just through lower transport costs, but also lower procurement costs. The heavier oils are about one US dollar a barrel cheaper than the lighter ones. “That results in considerable annual savings,” says Mr Dávila. But the new coker also brings other benefits. By-products like refinery gas or kerosene can also be sold, answering Chile’s growing demand for fuels.

Another advantage: It is now possible to produce higher-quality fuels with lower proportions of pollutants such as sulphur. “Now we are not only achieving a higher yield, but are also doing our bit for the environment and, in this way, improving the quality of life of the people who live and work here in the region of Concón and the neighbour-ing regions”, says Sergio Arévalo, Head of the refinery’s Sales and Logistics division.

Lower air pollutionWhen Daniel Ibarra, industrial engineer at ENAP, looks out of his ninth-floor office window, he can enjoy a breathtak-ing view. In the east rises the silhouette of the Andes and, when the weather is fine, he can see as far as the Aconca-gua, the highest mountain on the American continent. “Today, we can almost always see the mountains”, says the 48-year-old. But that has not always been so. “Only ten years ago, it was sometimes difficult in the winter even to see the next street crossing.” The reason: smog.

Santiago’s location could hardly be less favourable for the air quality. The capital, where more than a third of

Daniel Ibarra, industrial engineer at ENAP


Chileans live, lies in the centre of the narrow country. It is wedged between two mountain ranges: the Andes ris-ing in the east and the Coastal Cordillera to the west. “In between, the capital region sits as if in a kind of cook-ing pot,” explains Mr Ibarra. When there are temperature inversions, the emissions accumulate inside it. But the smog has visibly decreased – the result of a catalogue of almost 100 measures ordered by the Provincial Govern-ment in 1998 in a plan to improve the air quality.

To quote the conclusion of a study by the Chilean envi-ronmental authority CONAMA: “Since the year 2000, the population of the region around the capital has risen by about seven percent, the gross domestic product has dou-bled and the number of vehicles tripled. In spite of this, emissions of air-polluting substances have simultane-ously been halved.” And this progress is also due not least

to Daniel Ibarra. As Head of the Capital Expenditures and New Projects department, he set up the refinery which is now supplying the lower emission fuels.

Excellent project financingBut there was something else about the project that fas-cinated Mr Ibarra. As an investment specialist, what par-ticularly appealed to him was “the innovative financing”, as he describes the concept for the raising of the required investment sum of 430 million US dollars. He is not alone in his opinion. The well-known magazine “Project Finance International” from Reuters awarded it with the title “Lat-in American Deal of The Year 2005”.

The financing model is complex and precisely tailored to the requirements of ENAP. In order to secure the long-term financing, ENAP, MAN Ferrostaal, Foster Wheeler

“since the year 2000, the population of the region around the capital has risen by about seven percent, the gross domestic product has doubled and the number of vehicles tripled. in spite of this, emissions of air-polluting substances have simultaneously been halved.”

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Iberia and Técnicas Reunidas founded the company En-ergía Concón (ENERCON) of which ENAP holds 49 percent and the European partners 17 percent each.

“We do not just supply the plant,” says Erwin Keutner, Head of the Petrochemical Industry business unit at MAN Ferrostaal, “This is the implementation of a self-contained project and financing concept including a long-term investment for 20 years in the equity of the project company founded. This project company there-fore has multiple functions: it is simultaneously owner, operator and borrower and provides the plant to the end purchaser ENAP within the framework of a financial leas-ing concept.” And Mr Keutner continues his explanation: “As the companies with the majority stake are also the EPC contractors, the beauty of the whole thing is also that

it is very much in our own interest to construct a perfectly functioning plant with as few hitches as possible, and this is also in the interest of the end purchaser. And it is easier to obtain outside capital in this way, as our equity capital participation means additional security for the banks,” adds Miguel Melon, Commercial Project Manager of the delayed coker project.

As ENAP Executive Mr Ibarra says: “The model is innova-tive from our point of view because it enabled us to gain access to private financing possibilities of a magnitude normally denied to state companies like ours. That is due, among other things, to the fact that our partner MAN Ferrostaal is very well positioned internationally, particu-larly for project development in the energy sector.”

MAN Ferrostaal 17%Foster Wheeler Iberia 17%Técnicas Reunidas 17%

Credit from international bank syndicate

ENAP Group

Processing Services Contract Plant Delivery Contract (turnkey)

Consortium Foster Wheeler,Técnicas Reunidas, MAN Ferrostaal

ENAP Refineria Aconagua

Operation and Maintenance Contract


Leasing Contract


Outside capital

Financing

Equity investors

49% 51%

The innovative financing model was awarded the title “Latin American Deal of The Year 2005”.

ENERCON S.A.Project Company


Extremes of height and depthApart from the financing, there were also technical chal-lenges which make the project rather special. The deep-est piling in Chile and the installation of the coke drums make the project stand out. MAN Ferrostaal’s Chilean sub-sidiary, DSD Construciones y Montajes, played a leading role in the construction of the coker. Fabio Lobo, Head of the Plant department at MAN Ferrostaal Chile, recalls the difficult ground conditions: “The soil is very soft and of poor geotechnical quality.” That made it necessary to sink a total of 72 piles of gigantic proportions, each with a length of 51 metres, an average diameter of 1.2 metres and an average weight of 145 tonnes. The installation of the coker towers was another challenging task. As Mr Lobo says, “The erection of the two 34-metre-tall coker towers, with a diameter of nine metres, took place on a concrete surface with the help of a crane with a capacity of 650 tonnes. In order to transport the heavy plant components for the delayed coker, roads and bridges between the port and the ENAP plant had to be tested and correspondingly widened and reinforced.”

Facts and figures on the construction of the delayed coker in Chile

Owner ENERCON (Sociedad Energía Concón) consisting of: ENAP (Empresa Nacional de Petróleo, 49%), Foster Wheeler Iberia (17%), Técnicas Reunidas (17%), MAN Ferrostaal (17%)

EPC-Contractor Consortium made up of Foster Wheeler Iberia, Técnicas Reunidas and MAN Ferrostaal

Investment total 430 million US dollars

EPC total 320 million US dollars

Processing capacity 20,000 barrels per day

Area 50,000 square metres

Foundation piles 72 with a diameter of 1.2 metres and an average depth of 51 metres

Total man-hours 6,000,000

Peak workers per day 2,000

Concrete 21,000 cubic metres

Steel constructions 2,500 tonnes

Pipelines 172,800 metres

Cables 370,200 metres

Insulation 46,300 square metres

Machine and 4,150 tonnesmachine parts

Mechanical March 31, 2008completion (MC)

Performance test July 23, 2008

ENAP is a very important energy supplier for the country.

60

ProjECtS

Rising demand for energyThe project is of great importance for the country. Chile is an emerging market and is among the Latin American countries with the highest economic growth. In the coun-try which in the past mainly exported its natural resourc-es, an industry of its own is now growing, with its demand for energy covered by mineral oil products.

As a result, the standard of living is rising, more and more Chileans own a car and more and more houses are be-ing built with central heating. Therefore, the country’s demand for energy continues to rise. Eighty percent of the oil required is imported. This amounts to an annual volume of about four billion US dollars. The oil alone ac-counts for one eighth of the country’s total import vol-ume. As a matter of course, Chile does not wish to be de-pendent on a single energy source and only one supplier.

Frequent delivery bottlenecks have occurred in the past in the supply of imported natural gas.

Chile has an agreement with Argentina for the delivery of natural gas. However, the neighbouring country has not al-ways been able to fulfil its contracts. For economic growth in Chile, this is an Achilles heel. So the delayed coker in Concón assumes a strategic importance for the country. “The industrial companies in the capital region, who had mainly operated their machines and furnaces with nat-ural gas, now also have the option of converting to die-sel,” explains Roberto Hahn, Managing Director of MAN Ferrostaal Chile, adding, “This makes it even more impor-tant that the fuels from the delayed coker are now of good quality and do not lead to further air pollution.”

With the delayed coker, cheaper heavy crude oils can now be purchased from Latin American countries.


Sucre

Asunción

CHilE ARGENTiNA

BOliViA

PARAGUAY

uRuGuAy

BRAZil

Buenos Aires

ValparaísoConcón

Concepción

Montevideosantiago

Pacific Ocean Atlantic Ocean

la PazPERu

Antofagasta

Arica

Puerto Montt

Punta Arenas

0 1,000 km

62

ProjECtS

For 15 years –DSD Construcciones y Montajes S.A. Chile

Location Santiago de Chile

Company type Plc, 100 percent subsidiary of MAN Ferrostaal

Year of formation 1993

Managing Director Jan Huss

Core business Plant construction and assembly handling in the refinery, power plant and mining sectors

Employees 130

In addition to the construction and assembly of the delayed coker for the customer ENAP, DSD has also collaborated with well-known firms in the new construction, conversion and enlargement of industrial plants in a wide range of industrial sectors. These include both private and state-owned firms and authorities, such as ANDRITZ (steam boilers), CODELCO CHILE (state copper mining), DE SMET ENGINEERS (for Südzucker AG, food industry), ENAP REFINERIAS S.A. Works ACON-CAGUA and BIO BIO (state-owned oil refineries), FOSTER WHEELER, Grupo Técnicas Reunidas (refinery plants) and Siemens S.A. (power plants). Further projects have been carried out under the direction and with the collaboration of DSD Chile in Argentina, the Dominican Repub-lic, Peru and Venezuela.

Blowdowndrum

Blowdownsettling drum

Blowdown vent vapours to recovery compressor

SLOP

Sour waterstripper

Wax tailingto fractionator

Cutting water

Button unheadingsystem

Bypass valve

Blowdowncondenser

Circulatingoil cooler

Decokingwater

storage

Hydraulicdecoking

Switch valve

Coke drum

Coke drum

Boring/cutting tool

Operating platform

Hoist assemblyDrill system

Cutting water supply

Rotary drilling hose

Jet pump assembly

Fuel gasLPGCoker naphtha

Light cokergas oil

Heavy cokergas oil

Vacuum residue

Makeup water

Product fractionatorand gas recovery

Fired heater

Water to coke drums quench/fill operations

Coke drumcooling water

pump

Jet pump

Coke setting maze

Coke and water recovery

Coke loading

R.R. hopper cars, trucks, or conveyor

Clear water pump

SYDEC process (Selective yield delayed coking) by Foster Wheeler, USA


Concise Lexicon of Terms

Crude oil and refineriesCrude oil is a mixture of hydrocarbons. In refineries, a variety of mineral oil products are manufactured from it, for example gas, liquid gases (propane, propylene, butane, butylene), petrol, aviation fuel and diesel, light and heavy heating oil, bitumen, green coke, calcinate and materials used in the chemicals industry. Sulphur is also produced.

Here, the manufacture means first separating the hy-drocarbons contained in the crude oil according to the size of their molecules into groups of about the same size, known as fractions. It also includes the cracking of undesirable molecule groups into products for which there is a market demand. All these fractions are then cleansed of unwanted constituents such as sulphur in order to increase the quality and environmental com-patibility of the mineral oil products.

It is a real art in this combined production to control the refineries in such a way that their manufacturing programme meets the demand in quality and quantity. Careful interaction with the scarce resources of the environment (soil, water and air) is just as much part of this control process as the orientation to market condi-tions. The demands on a refinery and its product range differ according to its geographical location and also vary with the seasons.

What does delayed coking mean?A “coker” is a refinery plant for the conversion of very heavy hydrocarbon molecules into lighter products. What it does is to produce other higher-value prod-ucts from the residues of a refinery. In this process, petroleum coke is produced. Petroleum coke is mainly used for the manufacture of electrodes for aluminium production and as a fuel. There is a whole series of process variants, the best known of which is “delayed coking”. This process consists of a furnace, followed by coke drums. The “delayed” here has the following meaning: The formation of coke does not take place in the cracking furnace, but in the following coke drums. Generally, there are two coke drums with a volume of 500 to 2,000 cubic metres, which are oper-ated alternately. In the furnace, the mixture is heated up to temperatures of around 500 degrees Celsius at 20 to 30 bar. The hot mixture from the furnace enters the respective active drum, where the less volatile residue precipitates, while lighter products can be extracted as gas. The residue is cracked by the hot gas flowing over it until only petroleum coke remains. The coke is cut out of the inactive coke drum with a high-pressure water jet. The volatile components are separated by distillation and passed to other sections of the refinery, while the coke can be sold as a valu-able end product.

Pipes for the legs of an oil platformThe worldwide demand for oil and gas remains high. in view of the rising energy prices and the limited resources, it is increasingly becoming profit-able to extract raw materials even under difficult conditions. One major option for oil production are offshore platforms in seas around the world. MAN Ferrostaal supplies important components for such projects.

64

SErviCES

The start of a long journey: 47-metre-long pipes were loaded onto a ship in Rostock harbour in early November.

The Caspian Sea is rich in natural resources. Geolo-gists believe that between 15 and 20 million bar-rels of mineral oil lie below the water and shores of

the largest lake on earth. While Azerbaijan already has a large number of offshore platforms, other neighbouring countries around the Caspian Sea, such as Russia and Ka-zakhstan, are just beginning to exploit its great potential more fully.

In November, MAN Ferrostaal delivered 14 pipes for the legs of an oil platform belonging to the Russian Lukoil Group. The 47-metre-long pipes have a wall thickness of 55 millimetres and are made of high-strength special steel for offshore applications. The order is worth over three million euros. The manufacturer is Erndtebrücker Eisen-werk GmbH (EEW); the pipes were produced at the new EEW pipe manufacturing plant in Rostock.

The pipes were transported across the Baltic Sea from Ros-tock to Saint Petersburg. From there the route followed the widely ramified Russian river and canal system to Astrakhan. MAN Ferrostaal handled the logistical prepa-ration. “The Caspian region has become an important eco-nomic area for us and will also be very significant for us in the next ten to 15 years,” says Manfred Schreier, Senior Vice President at MAN Ferrostaal who is responsible for the pipes business with Eastern Europe and Central Asia. “In view of the increased prices for raw materials and the world’s hunger for energy, even difficult sources such as oil sand, acid gas and deep offshore reserves are becom-ing increasingly cost-effective,” adds Mr Schreier.

In the pipes sector, Lukoil is MAN Ferrostaal’s main cus-tomer in Russia. The Essen-based company has already implemented a few projects for the oil giant, for exam-ple an acid gas pipeline in Uzbekistan (THE ECHO August 2007). In addition to the pipes business, MAN Ferrostaal has also become established as a service provider and a supplier of equipment and other materials: the range of services also includes pipeline fittings, pig stations and lagging and welding material.

According to its own statements, Lukoil is the second-largest private oil company in the world and each day produces around two million barrels of oil and gas. The oil group thus has a 2.3 percent share of worldwide oil production and 1.3 percent of global oil reserves.


The pipes are made of high-strength special steel for offshore applications.

MAN Ferrostaal handled the logistical preparation.

66

SErviCES

New opportunities in AustraliaMany people see Australia just as a big, empty, bone-dry country which is the size of Europe. However, the country down under is also home to one of the most vibrant and varied societies in the world.

Natural monument in the outback: Uluru, also known as Ayers Rock

People from more than 200 different countries live in Australia. According to the OECD, since 1990 the coun-try has recorded an average annual economic growth

of 3.3 percent. The eighth-largest stock exchange in the world and the fourth-largest pool of managed investment funds underline Australia’s importance as a financial centre.

Australians are known to be enthusiastic consumers of printed products. In 2007, they bought more than 220 mil-lion magazines, spending over 600 million euros in the process. Newspapers, books, catalogues and mailshots are further products for which there is traditionally a strong demand in a printing market with a total annual volume of seven billion euros. MAN Ferrostaal has for many years sup-ported the Australian printing industry through marketing and providing services for printing solutions.

With a workforce of 70 employees, and offices in the main cities such as Sydney, Melbourne, Brisbane and Perth and a subsidiary in Auckland, New Zealand, MAN Ferrostaal is known as a provider of leading technology brands. These include manroland presses for roll-fed and sheet-fed printing, Bobst stamping machines and folder gluers for the packaging industry, as well as MBO and Kolbus print finishing machines.

MAN Ferrostaal has represented manroland on the Austral-ian market for many years. In Australia, the printing system

manufacturer is by some way the leading provider of roll-fed presses for newspaper and commercial heat-set printing. Ma-jor printing companies such as Fairfax Media, News Limited, PMP Limited and IPMG employ systems from manroland.

MAN Ferrostaal wants to continue to be successful in the fiercely competitive Australian market in the future. In 2007, the management team headed by Managing Director Markus Haefeli began developing new business strategies. “The printing market is traditionally extremely cyclical. Because of the highly productive and advanced systems which were installed in recent years, the gap between the investment cycles is growing. We therefore have to expand our business to other areas,” explains Mr Haefeli.

Since last year, for example, new, complementary busi-ness models have been developed for customer service. Through the supply of spare parts and an after-sales serv-ice, the company wants to play a role in keeping equip-ment productive and profitable. Technical knowledge and business planning are also involved here. “All too frequent-ly the sales process is only based on the price of a product. We would like to change this and work more closely with our customers by offering more than simply good prices. Consequently we must be involved with the customer and their business planning. If we succeed in this, we can offer complete solutions instead of just individual products,” explains Markus Haefeli.

Leading Australian printing companies have been relying for many years on manroland technology. Pictured: manroland Lithoman


68

SErviCES

“With our national service network and the support of the headquarters in Essen, we are ideally organised to aim for a number of projects outside our traditional markets.”

In Australia, MAN Ferrostaal has complemented its prod-uct portfolio with leading vendors such as Kodak and Lüscher in the prepress phase. A strategic partnership has also been launched with the Huber Group which enables MAN Ferrostaal to offer various inks for heat-set, cold-set and sheet-fed printing. E-commerce solutions, virtual warehouses and a whole-of-business approach are, for example, also offered to meet demand for consumable materials from customers from the print sector. Here the company focuses on products from the three phases: pre-press, printing and print finishing.

In future, Mr Haefeli would also like to supply products to companies outside the graphical industry. “With our national service network and the support of the head-quarters in Essen, we are ideally organised to aim for a number of projects outside our traditional markets,” says the Managing Director.

The bookbinding machine manufacturer Kolbus profits from the flourishing foreign business. Photo: Kolbus Casemaker DA 280

Sydney, with the Opera House and Harbour Bridge


Markus Haefeli

Markus Haefeli has been in charge of MAN Ferrostaal in Australia since July 2007. The Managing Director and enthusiastic salesman always tries to get close to the customer so that he can offer the best possible service and tailor-made solutions. “As a sales organisation, it is essential for us to represent our overseas partners such as manroland or Bobst well. We are their eyes and ears in Australia and always want to do a good job for them. This doesn’t just mean selling products in their name, but also representing their interests professionally and managing risks. Even more important than the sale itself is good after-sales service,” says Markus Haefeli, Man-aging Director of MAN Ferrostaal in Australia.

The Swiss-born executive spends a lot of time with customers in order to fulfill their requirements as best as possible. He defines his aims in accordance with the customer’s needs. “This means I’m close to what’s currently happening and know what is expected of

our organisation, our suppliers and myself,” says the 46-year-old. During his career of over 20 years, he has worked in Europe, Asia and Australia. Before joining MAN Ferrostaal, he spent seven years as Managing Director of the Australian subsidiary of the Swiss print finishing system manufacturer Ferag.

He sees his good interpersonal skills as a key to his professional success: “I like being with people. My greatest strengths are that I can sell ideas, strategies and products and motivate groups.” In his business, the executive puts his faith above all in long-term cus-tomer relationships from which both sides profit. He is particularly stimulated by the constant changes in the market for printing equipment: “You need a great deal of entrepreneurial skill to avoid losing touch. I regard that as a challenge which will enable me to grow and which makes life interesting.”

Do you want to know more about MAN Ferrostaal Australia?Contact: Markus HaefeliPhone: +61.2.9338-3912E-mail: [email protected]

707070

CouNtriES aNd PEoPlE

Imam Square and Imam Mosque in Isfahan, Iran

7171

Start of a new age of prosperity

71

From Morocco to Iran: The markets of North Africa and the Middle East are booming. MAN Ferrostaal, itself firmly established with projects in the re-gion for many years, can also open doors for other firms enabling them to grasp their opportunities, as many firms are very hesitant when it comes to commitment in the region.


AlGERiA

MOROCCO

MAuRETANiA

MAli

BuRKiNA FAsO

BENiN

iVORy COAsT

GuiNEA

siERRA lEONE

sENEGAl

Rabat

Nouakchott

GHANA

TOGO

GuiNEA-BissAu

72


The countries of the Middle East and North Africa are a future market of major potential. They offer good investment opportunities to investors, and attractive business possibilities to companies. But many firms shy away from the region. it is good, then, to have a partner at one’s side who has been active in these countries for decades and who has a good know-ledge of the markets and vital contacts.

MENA – the birth of a new El Dorado

Western financial experts and economists often use the term MENA for the region of the Mid-dle East and North Africa. There is no uniform

definition, however, of the countries it stands for. It usually means about 20 states, the populations of which amount to about six percent of the world population, not counting Turkey. The region extends from Morocco to Iran. Great as the variety is bound to be in such a large region, there are nevertheless many similar structures. For example, the whole lives of a majority of the population are influenced by Islam, both in the public and private spheres.

The MENA region has been underestimated by many com-panies up to now, according to the findings of leading eco-nomic institutes. In spite of the fact that the petrodollar flood will go down in history as one of the most powerful market drivers of the early 21st century. In past years, high gas and mineral oil prices have brought unheard-of wealth to many countries in the region. This opens up many pos-sibilities for structural changes. The states are beginning to diversify their economies and to allow more scope for the private sector. So the economic development of the MENA region extends across many different branches of indus-try. A large number of growth sectors ensures rapidly ris-

Algiers

GAMBiA

WEsTERN sAHARA

TuNisiA

liByAEGyPT

NiGER

CHAD

suDAN

NiGERiA

Tripoli

Khartoum sanaa

Djibouti

Riyadh

Baghdad

Kuwait City

DamascusBeirut

Tehran

Cairo

Jerusalem Amman

isRAElPAlEsTiNiAN AuTONOMOus TERRiTORiEs

(WEsT BANK AND GAZA sTRiP)

JORDAN

syRiA

sAuDi ARABiA

QATAR

BAHRAiNManama

uNiTED ARABEMiRATEs

ETHiOPiA

yEMEN

OMAN

ERiTREA

iRAQ

iRAN

KuWAiT

Tunis

DJiBOuTi

Abu Dhabi

Muscat

Doha

Geographically, the MENA region includes the following countries (no fixed definition)


Dubai is without doubt one of the main world metropolises of the 21st century.

lEBANON

0 500 km

ing imports and the many construction projects require increasing quantities of material and equipment. There is also a demand for industrial plant, machines and elec-tronic products. In the last ten years, for example, Ger-man exports to the region have tripled.

So the region can today look forward to a new age of pros-perity. The simultaneous effects of globalisation as well as state aid and infrastructure schemes are contributing to the creation of a new political, economic and social stabil-ity. The Arab states are courting investors with attractive framework conditions and the establishment of free-trade zones. Through the liberalisation of trade, for example by the lowering of customs duties and the removal of other trade restrictions, the region is becoming more attractive. Privatisations, public and private capital, rising state ex-penditure and growing direct investments from abroad are leading to sustained higher GDP growth rates. The average GDP growth of nearly five percent should rise in the years to come, like in India and China, and settle well above the values for the industrialised nations.

Sources of growth in addition to mineral oil and gasSixty-two percent of global mineral oil reserves and 40 percent of gas reserves lie in MENA countries, such as Alge-ria, Libya, Saudi Arabia, Kuwait, the United Arab Emirates, Iran, Iraq and Qatar. “Since the Arab oil states have rather neglected the expansion of their oil production in recent years and many production plants are outdated, they now want to make good this deficit in the years to come. There will also be a massive expansion of gas production. But these countries are not relying just on the production and export of oil and gas, but are increasingly turning to fur-ther local processing,” says Mebarek Akik, Head of MAN Ferrostaal in Algeria. Saudi Arabia, for example, wants to raise its world market share in the plastics sector to about 15 percent by 2020. The establishment of its own industries, whether metal processing or food production, offers new opportunities for machine and plant construc-tion. State funds established to save today’s profits for the generations to come are growing substantially, thanks to the surplus income from oil and gas. This capital surplus will be available for long-term investments in other sec-

74


so the region can today look forward to a new age of prosperity. The si-multaneous effects of globalisation as well as state aid and infrastructure schemes are contributing to the creation of a new political, economic and social stability.

Employees at the MO3000 methanol plant in Oman

tors and for cross-border projects. It is anticipated that, for the next five years, capital of more than 1.5 trillion US dollars will be available solely for the establishment of new industries, which will themselves attract more for-eign investors. Continuous returns and sustained growth are therefore predicted for areas such as infrastructure, telecommunications, trade and tourism.

But for those who have only just become aware of the op-portunity, there is first a great deal of preparatory work to be done and contacts to be made. MAN Ferrostaal has long possessed this valuable experience. The company has been in the region for over 60 years. As in many oth-er regions of the world, the continuity and dependabil-ity of the company is valued by many business partners in the region. Success in the region is generally closely connected with the long-term maintenance of business relationships. It can therefore be advantageous for inves-tors, within the framework of the Best Partner model, to develop their projects jointly with MAN Ferrostaal: af-ter all, there are also a number of special features to be

observed in business practice. For the establishment of industries and the expansion of the infrastructure, the main demand is for problem solving and turnkey con-cepts – precisely the strengths of the Essen-based Group. It can also help mechanical engineering firms to build up their business successfully, through its knowledge of the market and its excellent contacts.

A perfect example is the methanol plant commissioned about a year ago for the Oman Methanol Company. This involved both the construction and operation of a plant with a capacity of 3,000 tonnes per day on the Sohar site and also the project development and financing, together with partners. The project costs amounted to 520 million US dollars, with a construction period of 30 months. The total concept of the Essen-based industrial service pro-vider thus means a “completely trouble-free package” for industrial investors.

75

Employees at the MO3000 methanol plant in Oman

In the foreground is the MO3000 administrative building in Oman in typical national architectural style, in the background the methanol plant


76


From renewables to the machinery businessOn the Arabian Peninsula, the United Arab Emirates (UAE) have for years been a focus of interest, prompted by the boom in Dubai. Situated at the heart of the Middle East region, with an excellent infrastructure, a banking and trading system and good traffic connections, Dubai is an ideal location. It also offers the advantage of the Free Zone Company, a form of company which permits up to 100 per-cent foreign shareholders. For these reasons, MAN Middle East FZCO was founded there in early 2006, a company operated by MAN Ferrostaal (43%), together with MAN Commercial Vehicles (43%) and MAN Diesel (14%). Tom Koopmann, Executive Vice President and Head of the Fer-rostaal division of MAN Middle East, gives his views on the business potential in the region: “The Middle East region has great potential for most of the MAN Ferrostaal busi-ness units. In addition to the very active regional petro-chemicals sector, in both the up and down-stream sectors, I believe the solar sector will definitely be a driving force. In the years to come, I see a number of projects in the solar

sector, both for solar thermal power plants and in the solar cooling business area. I also see considerable potential for our Services division.”

As far as the solar sector is concerned, some states in the region have also recently started to focus on renewables and want to construct solar thermal power plants in the years ahead. The tireless executive is currently engaged in placing bids with state holdings and hopes for early suc-cess. “In the service business, we are active in the fields of plastics extrusion, food, packaging and piping,” says Mr Koopmann. “In the extrusion sector, we have already been able to sell pipe extrusion machines in the United Arab Emirates, in Saudi Arabia and in Oman in our first year. We have also completed our first orders in the piping sector.”

The region therefore offers many good business opportu-nities – they just have to be grasped.

“in the years to come, i see a number of projects in the solar sector for solar thermal power plants and in the solar cooling business area. i also see con-siderable potential for our services division.”

Tom Koopmann, Executive Vice President and Head of the Ferrostaal division of MAN Middle East

Mebarek Akik, Head of MAN Ferrostaal in Algeria

77

Active in the region for over 60 yearsRepresentative selection of projects in various countries of the region

Egypt Production unit for ceramic insulators Workshop for locomotives

Algeria In the 1970s and 1980s: Construction of a dozen large industrial complexes for me-chanical production, for example for the production of transformers, electric motors, refrigerators and light bulbs

The most important customer for about ten years has been SONATRACH, to which, for example ∙ a denitrification plant, ∙ a seawater desalination plant and ∙ a heat exchanger nest for an LNG plant have been delivered.

Libya Since the 1970s, a large number of projects in the oil & gas upstream sector

Compressor stations

Delivery of pipelines

Gas-oil separation plants

Water injection plants

Morocco In the 1990s: General contractor activity for various hospitals, including the country’s

largest, the Mohammed V Hospital in Rabat

Oman Project development and general contractor for a methanol plant

MAN Ferrostaal installed water treatment plants in the Libyan Desert between 2002 and 2004.


78


short interview with Kamal Habib, senior Vice President at MAN Ferrostaal and Regional Manager MENA, on opportunities and strengths

German virtues are valued Kamal Habib, Regional Manager MENA

Refining column of the MO3000

Mr Habib, which of our whole range of services are interesting for the MENA region?Naturally, there are differences in the economic structures of the individual countries. It would be beyond the scope of this interview to go into these now. In general, it can be said that, because of their high petrodollar incomes, a rapid development can be seen in both state and private in-dustry. The wealthy investors of the region are looking for foreign co-investors for the conception and planning of in-dustrial projects, which is classic MAN Ferrostaal business. It is precisely here that our Best Partner model is gaining in importance. Against this background, we should offer our whole range of services, particularly in the downstream industries sector.

Could you explain that in more detail?We have to try, by raw material scouting, to localise vol-umes of gas and oil or other raw materials still available, in order, together with national and, if necessary, interna-tional partners, to feed them into an added value chain. One successful example is the methanol plant developed in Oman. We would like to take part in more projects of this kind. However, on the basis of our experience on Trinidad and in Oman, we should extend our portfolio to include other sources of added value in the downstream sector, as well as methanol and ammonia. But the MENA region will naturally also become one of the core markets for our ac-tivities in the solar sector.

79

Kamal Habib, Regional Manager MENA

The methanol plant MO3000 delivered by MAN Ferrostaal plays a major role in the diversification strategy for the Omani economy.


How are we positioned, then, in the different countries? Up to now, we have mainly had representations and oper-ating facilities in the MENA region. There is one subsidiary in Morocco. In the course of implementing our corporate strategy of presenting our whole range of services abroad, however, independent companies are to be set up in the key markets. This has already happened in the United Arab Emirates and an Algerian subsidiary is currently be-ing founded.

Which markets, apart from Algeria, Morocco and the United Arab Emirates are key markets?We are particularly active in Libya and Egypt. Countries like Syria, Saudi Arabia and Oman also offer us great potential.

How have the markets in the region changed in your view over the last years and decades? The greatest change is that some groups now possess very large financial funds. They are prepared to invest, not just in their own countries, but also in others. Unlikely as it may seem, investment decisions appear to be taken extremely conservatively. It seems to me that a standard banking ap-proach to security is very much on the agenda.

What role do political framework conditions play for our business?The political and economic framework is crucial for our activities. The following fundamental conditions must be fulfilled: free access to the partner country, access to the world market from the partner country, the relevant raw materials must exist for a period of at least 20 years and the partner country must be able to provide security. An-other basic precondition is the existence of an industrial or a strategic partner. Appropriate sites for an industrial de-velopment, manpower and an infrastructure must also ex-ist, of course, or at least the political will to create them.

What do you believe is important for potential business partners from the region?German business partners still enjoy an advantage of trust in the MENA states. In addition to the basic rules of good behaviour, they are expected to conform to their typical German reputation. I think they include qualities such as punctuality, loyalty, supplier reliability and steadfastness, not immediately throwing in the towel, even in difficult situations. Although education at top American and in-ternational universities feeds the region with very well-educated business people, emotions still play a major role in many business contacts. Here, business partners from the MENA countries are very discerning and value the vir-tues mentioned.

80


Enlargement of an aluminium smelter in Bandar Abbas, Iran, by MAN Ferrostaal

81

MAN Ferrostaal offers its partners an attractive business concept.

Project development

EPC

· Fair spread of risk to all partners· Realistic budgets and plans· Professional joint risk management

Best-Partner

Capital

Triple Value

Model

Concept

Risks

Kamal HabibHohenzollernstr. 2445128 Essen/GermanyPhone: +49.201.818-2846Fax: +49.201.818-2242E-mail: [email protected]

Tom KoopmannP.O. Box 293 521Dubai Airport Free ZonePhase 5, Block B, 8th FloorDubai/United Arab EmiratesPhone: +971.4.601-6161Fax: +971.4.299-1993E-mail: [email protected]

Mebarek AkikDirecteur du Bureau de Liaison AlgerMAN Ferrostaal Industrieanlagen GmbH, ALGERPhone: +213.021.60.10-08Fax: +213.021.60.10-09E-mail: [email protected]

More information about MAN Middle East atwww.man-middleeast.com

Sunny days for the MENA region: a future market of enormous potential


82


Algeria is planning to expand its infrastructure. As part of an ambitious infrastructure programme, for example, a 1,200-kilometre-long motorway is

to be constructed from Oran to Annaba. This means an enormous rise in the demand for road bitumen. A road net-work totalling 100,000 kilometres has to be maintained in Algeria. In addition to this, apart from the motorway connection from Oran to Annaba, comes the construction of a new north-south link to Mali and Burkina Faso and the enlargement of 26 harbours and 13 airports. The Maghreb state’s estimated requirement for road bitumen until 2016 is 1.2 million tonnes per year. Current Algerian production capacities amount to 331,000 tonnes per year.

In order to reduce its dependence on imports, the Algerian Energy Ministry wants to establish a raw bitumen process-ing plant of its own. Accordingly, in April, a Bitumen Con-ference was held in Oran, organised by NAFTEC, a subsidi-ary of the state oil and gas group SONATRACH. Among those taking part was also the Algerian Energy Minister, Chakib Khelil. During this event, Jochen Grossmann from MAN Ferrostaal’s North Africa Sales department gave a comprehensive lecture on bitumen processing and the manufacture of high-grade road bitumen to representa-tives of local industry. The company has been able in the past to position itself as a competent partner for various niche products in the refinery sector.

On the basis of this solid platform that it has prepared, MAN Ferrostaal is able to continue to intensify its activi-ties in Algeria and other MENA states. The performance range of the company in the region to date includes the oil and gas, water and chemicals sectors. Other sectors such as steel, petrochemicals and solar power are also of

interest to the Algerian market. According to customer requirements, MAN Ferrostaal delivers single machines, modernises already existing plants or supplies new plants. The range of services provided extends from project plan-ning to procurement, the complete handling and project financing – in other words, a “completely trouble-free package” for the customer.

Bitumen is a naturally occurring material, which can also be produced by vacuum distillation of mineral oil, found in sedimentary rocks such as copper shale and natural as-phalt. It mainly consists of high molecular hydrocarbons, but also contains bonded sulphur, oxygen, nitrogen and some traces of metals. In road construction, bitumen is used as a binder between mineral materials, the mixture being known as asphalt.

Bitumen – an important basic material for road construction

Algeria’s Energy Minister Chakib Khelil at the opening event of the NAFTEC Bitumen Conference early in 2008

83

Ambitious infrastructure programmes such as the 1,200-kilometre-long motorway from Oran to Annaba are leading to a sharp rise in the demand for bitumen, a raw material for the manufacture of asphalt.

Ghazaouet

Temouchent

OranMostaganem

ChlefTizi Ouzou

Algiers

setif

skida

Annaba

Constantine

Tunis


84


Facts and Figures

ALGERIA

Capital Algiers

Area 2.4 million km²

Population 33.8 million

Population density 14 inhabitants per km²

State form Republic

Head of State Abdelaziz Bouteflika

Head of Government Ahmed Ouyahia

Business languages Arabic and French

GDP 2007 in billion USD 131.6

GDP 2007 per capita in USD 3,702

Agricultural raw materials Wheat, citrus fruits, dates, vegetables, wine

Mineral raw materials Mineral oil, natural gas, iron, phosphates, zinc, lead

Currency Algerian Dinar

Independence From France, March 18, 1962

Source: bfai – Bundesagentur für Außenwirtschaft (German Office for Foreign Trade)

liByA

NiGER

MOROCCO

sPAiN

MAuRETANiA

WEsTERN sAHARA

Atlantic Ocean

MAli

Rabat

sicily

TuNisiA

Tunis

Straits of Gibraltar

Hassi R’mel

Hassi Messaoud

Djanet

illizi

Algiers

AlGERiA

Mediterranean Sea

Tripoli

Sources: Statistiques monétaires

State services 8.4%

Private services 20.5%

Construction 8.7%

Agriculture 7.7%

Industry 4.7%Import tariffs and charges 5.8%

Mineral oil and natural gas 44.1%

Structure of economy, shares in GDP 2007 (provisional)

0 500 km


Sources: bfai – Bundesagentur für Außenwirtschaft

Source: http://www.inogate.org/en/

GDP (in billion USD)

2004 2005 2006 2007

20

40

60

80

100

120

140

102.7

85.1

114.8

131.6*

GDP per capita (in USD)

2004 2005 2006 2007

550

1,100

1,650

2,200

2,750

3,300

3,850

2,631

3,122

3,3973,702*

Inflation rate (in %)

2004 2005 2006 2007

1.6

2.5

3.7

1.50

0.75

3.00

2.25

3.75

4.50

5.25

Budgetary balance (in % of GDP)

2004 2005 2006 2007

4

2

8

6

10

12

14

6.9

11.9

13.6

11.8*

Foreign debt (in billion USD)

21

18

15

12

9

6

3

2004 2005 2006 2007

16.9

3.6 3.4*

Economic growth (in billion USD)

7

6

5

4

3

2

1

2004 2005 2006 2007

5.15.2

2.0

4.6*

not

avai

lab

leno

t av

aila

ble

Legend for graphic on left

Oil pipeline

Oil pipeline (in construction/study)

Gas pipeline

Gas pipeline (in construction/study)

* provisional data

86


Thanks to its rich reserves of oil and gas and the continuing high oil price, Algeria’s economy is flourishing. For business people from all over the world, this islamic Maghreb country is therefore an attractive trading part-ner. in order to conduct business successfully, however, it is important to know the cultural differences and to be familiar with local customs and manners. The most important basic rules and the taboos are compiled in this business etiquette guide.

Quick business etiquette guide for Algeria

The Grande Poste is one of the iconic landmarks of Algiers.


When greeting each other, men shake hands. For-eign businessmen who want to greet a woman by shaking hands, however, should hold back,

for one only shakes hands with a woman in Algeria if the initiative originates from her. The same applies for busi-nesswomen travelling to Algeria. When people know each other rather better, it is quite common for both men and women to kiss each other on the cheek – but never be-tween the two sexes. When greeting, it is important to keep to the same order: Greet older people first, followed by men and then women. Titles are also highly regarded and should always be used when addressing someone. The usual greeting is “as-salam aleikum”. You should then enquire about health and family. It is not customary to re-veal all one’s intentions and plans. Neither should one be too quick to turn the conversation to business matters.

Negotiations often take a very long time in Algeria. Eve-ry business meeting is first preceded by a long phase of small talk. This is mainly based on personal relationships. Clear statements of opinion, criticism or open rejection are not generally voiced. The official language is Arabic, but negotiations are also frequently conducted in French. During business meetings, a great deal of tea is drunk. It can also happen that negotiations are adjourned for a joint visit to a restaurant.

At a business meal, several courses are usually served. Before each course, hands are washed. Cutlery is gener-ally used. However, there are also dishes which are eaten with the fingers. In this case, the bread is used as a kind of scoop.

For a business appointment, men wear suits and ties and women can make no mistake with a trouser suit. Where clothing is concerned, care should however be taken to show very little naked skin. Short skirts are unsuitable, as are revealing necklines. Men who wear shorts in their spare time raise a smile, at most.

Algerians are very hospitable. Private invitations are common practice and you should not turn them down. If you are invited into someone’s home, you should leave your shoes outside the door. After the obligatory tea comes the food. Before the meal, hands are washed in a washing bowl which is passed around for this purpose.

Suitable gifts for the host include sweets, flowers or sou-venirs from the home country. In conversation, avoid subjects like politics and religion. These can only make you unpopular. As a businessman, you should never talk to women on the street – even if you are lost. It is also impolite to point your finger at anyone. And, finally, the consumption of alcohol should be avoided in public.

international trade fairs January to June 2009

aPPENdiX

88

ArabplastUAE, Dubai, 11 – 14/01/2009 World Future Energy Summit 2009 UAE, Abu Dhabi, 19 – 21/01/2009UPAKOVKARussia, Moscow, 27 – 30/01/2009FeicanaBrazil, São Paulo, 10 – 12/03/2009 EcogermaBrazil, São Paulo, 12 – 15/03/2009Asian Biofuels Roundtable 2009 Malaysia, Kuala Lumpur, 24 – 25/03/2009International Ship Design & Naval Ship Engineering Congress Colombia, Cartagena, 25 – 27/03/2009MOSBUILDRussia, Moscow, 31/03 – 03/04/2009

ExpograficaMexico, Guadalajara, 31/03 – 04/04/2009 CIMT 2009China, Beijing, 06 – 11/04/2009LAAD – Latin America Aerospace and DefenseBrazil, Rio de Janeiro, 14 – 17/04/2009BALKANPACKBulgaria, Plovdiv, 02 – 05/06/2009Caspian Oil & Gas Azerbaijan, Baku, 02 – 05/06/2009BRASILPLASTBrazil, São Paulo, 04 – 08/05/2009OGU Uzbekistan, Tashkent, 12 – 14/05/ 2009

FEIMAFEBrazil, São Paulo, 18 – 23/05/2009METALLOOBRABOTKARussia, Moscow, 25 – 29/05/2009Power Gen Europe 2009 Germany, Cologne, 26 – 28/05/2009Intersolar 2009Germany, Munich, 27 – 29/05/2009Mexican Petroleum Congress Mexico, Veracruz, 10 – 14/06/2009MIOGERussia, Moscow, 23 – 26/06/2009Andigrafica Colombia, Bogotá, 23 – 27/06/09

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Responsible for the content:Daniel Reinhardt

Editors:Angela Kanders (Managing Editor)Oliver Haastert, Katja IflandContact: [email protected]

Other contributors to this issue:Simon Enticknap, Jochen Grossmann, Karl-Heinz Kaspar, Marc Neumann, Melich Seefeldt, Klaus Starke

Picture credits:Karsten De Riese: pp. 1, 2, 47, 52/53, 54, 56/57, 59, 60, 61, 62/63, 70/71, 74, 75, 78, 79, 80, 81; Andreas Pohlmann: pp. 3, 13; Liebherr: p. 6; Matías Lasarte und Fernando Llitostella, 2hdesign, Buenos Aires: p. 7; Alexander Kuptsov: p. 10; Getty Images: pp. 13, 16, 23 (both), 26/27, 29, 30, 34, 35, 43, 50, 73, 83; Dirk Friedrich: pp. 17, 76; Photo archives of MAN Ferrostaal AG: pp. 20, 21; Hauke Dressler: pp. 22, 40, 56; Markus Steur, Dortmund: p. 22; Florian Zimmermann: p. 22; Maschinenfabrik Möllers: p. 25; Corbis: p. 28; Andri Ramos: p. 31; Koch de Portugal: p. 33; Catrin Moritz: p. 36; Solar Millennium AG: p. 38; Photowerkstatt Esser-Baus: p. 41; Serge Kreis: pp. 48, 51; Mauritius Images: pp. 49, 86; ENAP: p. 55; Henning Maier-Jantzen: pp. 64, 65; iStockpho-to: p. 66; manroland: p. 67; KJAphoto: p. 68; Kolbus: p. 68; Said Hamdine: p. 76; Frank van Groen: pp. 78, 89; NAFTEC: p. 82; Travel Images: p. 87

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