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Welcome to the
Spring 2009 HSP Teesside Newsletter |
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We have decided to launch this e-newsletter in order
to keep you informed of all the most recent developments
within our company and the industry. I look forward
to sharing this information with you in future editions.
We are constantly evolving as a business yet this
evolution would not happen without the strong team
and excellent work ethic we have developed at HSP.
By continually expanding our service offering and
our product portfolio we are acknowledged to be
one of the most progressive companies in our field.
Our success has been built on over many years by
providing customers with a reliable and exceptional
service, coupled with offering the most appropriate
valves from our stock of the world's leading valve
manufacturers.
This is an exciting time for us, we are continuing
to grow as a business, and we have recently doubled
our stock holding to over £5m in our Teesside and
Aberdeen warehouses in reaction to the recent industry
demands.
To strengthen our ongoing commitment to providing
unrivalled levels of service in response to our
growth, we have increased our staff levels to ensure
that deliveries are made on time and that stock
is maintained and selected to suit local requirements
and specifications.
Don't forget to visit our updated website, click
here now. We hope that you enjoy our first newsletter
and would appreciate any feedback.
Peter Everett
Chief Executive |
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H.S. Pipequipment appoints new Sales Engineers in the North East of England |
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 To
strengthen our ongoing commitment to providing unrivalled
levels of quality and service, we are delighted
to announce the appointments of Dennis Skelton and
Robin Glew as Sales Engineers.
These appointments will help to support and maintain
HSP’s position as the leading distributor of valve
packages to the Oil and Gas market in the UK and
our enviable reputation amongst our customers.
Dennis brings a wealth of experience with him having
worked in the valve industry in the North East for
over 20 years. Furthermore, in the last ten years
he has established and operated a branch of a major
valve stockist in Teesside. In this role he built
up an outstanding status for ensuring deliveries
were made on time and that stock was maintained
to suit local requirements.
Robin has already been with HSP for 12 years and
during this time has built a reputation for responsiveness
to customer needs and selecting products that meet
client specifications.
Peter Everett, CEO of HS Pipequipment comments,
“I am particularly excited by the increase of our
sales presence in the Teesside area. The addition
of Robin and Dennis to our sales team will help
us to continue the growth we have seen in our business
in the region. Combined with our world leading products
like Bonney Forge, Maxseal, Audco Ball Valves and
Larsen and Tubro Gate valves, these appointments
will ensure we build on our leadership position
in the Valve Industry.
These appointments demonstrate continual commitment
to offering exceptional level of customer support
to the Petrochemical Industry in the UK. |
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H.S. Pipequipment appointed authorised UK stockist for Audco Ball Valves |
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 We
have further extended our valve offering, by becoming
the authorised UK stockist of Audco India Limited
(AIL) Ball valves.
Audco are the world’s leading Gate, Globe and Check
valve manufacture, having a presence in more than
50 countries and an international reputation for
providing engineered solutions for the oil, gas,
refining and petrochemical industries.
The new stock range of Ball Valves manufactured
by Audco is available with flanged ends, in sizes
up to 150mm (6ins) and in pressure ratings up to
ASME Class 300. The ball valves are of a floating
ball design, where seating takes place by allowing
the ball under pressure to move towards the downstream
seat to affect a tight seal. The floating ball is
the universal choice for most process and utility
applications.
The valves include such features as antistatic features,
blow out proof stems and leak tight stem sealing.
Build-up of static electricity can occur as a result
of constant rubbing of the ball against PTFE seats.
This can be a potential fire hazard, especially
while handling inflammable fluids. To provide electrical
continuity, spring-loaded plungers are provided
between the stem and the ball in single-piece and
two-piece reduced bore (80mm and above) and full
bore (40mm and above) valves. For smaller sizes,
this is achieved through 35% Carbon-filled PTFE
stem seals. Depending on the choice of seals, the
designs also provide for additional spring-loaded
plungers between the stem and the body for full
mechanical antistatic cap.
All AIL Ball Valves have a bottom-entry stem design
which features stem insertion from inside the body.
An integral shoulder on the stem sits against the
shoulder in the body giving it blowout proof integrity.
The higher the line-pressure, the tighter the seal.
This design offers safety features superior to top
entry stem design where the line pressure works
to break the stem seating. Audco have a second-to-none
reputation for delivering value-added flow control
solutions and the company is continuing to gain
major approvals from most end users in the oil and
gas industry, including: Shell Plc.
The reduced bore valve stock that we hold includes
single piece valves and full bore valves. The valves
are available in size ranges from 15mm to 6ins,
in 150//300 pressure classes and in a range of materials
including WCB, CF8M and LCC.
Peter Everett, CEO of HSP commented, “The Audco
ball valves complement our extensive range of world
leading products. The valves have approvals from
many end users and have application throughout most
Petrochemical Plants. Their proven track record
will ensure that they are a commercial success in
the UK”. |
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Adding Value: Manufacturers and Distributors |
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 As
global manufacturers seek to expand their business,
one of their biggest challenges is to decide how
to market their products in different parts of the
world. A key part of this is their ability to understand
industrial sectors in different parts of the world
and to find the best ways to communicate with customers.
The question for the manufacturer is where best
these processes can be performed and by whom. They
have the choice of using their own employed staff
or to utilise third parties e.g. Local Agents or
Distributors.
Employing staff in differing countries can be extremely
difficult for manufacturing companies whose primary
focus is the design and supply of products. Options
for the manufacturers include employing their own
staff or utilising the services of a third party
such as a Sales Representative or Agent. Employing
and managing staff in multiple locations can be
a costly and difficult process. Another option is
the appointment of a third party such as a sales
representative or agent to represent the interest
of the manufacturer. These independent sales organisations
have, as their primary focus the selling of products
and services to specific markets. They can often
provide specific sales support to manufacturers
and do this is a manner that entails lower costs
and quicker results.
Of course there are always concerns that adding
organisations to a channel of distribution will
result in increased costs. The experiences of Manufacturers
and their third party Sales Representatives or Agents
are however, different from this.
Typically once the relationship of the Manufacturer
and Sales representative is stabilised the overall
cost is reduced. The reason for this is that manufacturers
and distributors are themselves always trying to
reduce their own costs and to improve their own
processes.
Flowserve is a recognized supplier to the Oil and
Gas Industry. In addition to its extensive pump
and seal lines, its valve brand names include Serck
Audco lubricated plug valves and ball valves and
Valtek control valves.
As a manufacturer with aggressive global expansion
targets Flowserve needs Sales Partners that provide
quick, accurate information and have the insight
of the local market and the energy to deliver new
business.
In 2007 Flowserve Oil and Gas appointed H S Pipequipment
Ltd as their Sales Representative for Control Valves
for the Engineering Contractor Market in the UK.
As a company, we represent many world-class valve
manufacturers including OMS Saleri, Larsen and Tubro
and Bonney Forge. We are proud to have a reputation
for World Class service and our credibility enables
us to have first class relationships with our customers
throughout the UK, especially with the UK based
Engineering Contractors (e.g. KBR) that service
the Global Oil and Gas Industry. As a result of
our unique position in this sector, Flowserve appointed
us as their Sales Representative for control valves
with these customers.
Our role is to guide manufacturers in their understanding
of the EPC market and the requirements in terms
of regulations specifications and documentation
as well as to help them win business. In this arrangement
the two Companies work together by sharing information
and agreeing strategies for business.
Sales Representatives like us add value to the Supply
Chain by providing skilled, local and responsive
staff to assist with all aspect of the supply of
products and services. We also add value by building
our product portfolio in such a way that we are
able to offer a complete package of valve requirements.
In addition, we hold stock of valves and spares
that can be of critical value when short deliveries
are required.
It should be noted that whilst manufacturers and
distributors will formalise their working relationship
with written agreements it takes time for the relationship
to “bear fruit”. In a long established marketplace
where other products are available it can take time
to establish a new brand in the market.
The key to success as a Sales representative is
good communication and understanding with their
Manufacturers, many of whom are based in different
parts of the World. It’s constant communication
that enables the Manufacturer to optimise its channel
of distribution and ensure the Sales Representative
provides the best service to its Customers.
Customers can therefore be confident that the addition
of organisations to the supply chain does not necessarily
result in increased choice. More often it results
in more choice, lower costs and added value. |
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 Valves
play a critical role in the construction, control
and safety of operations. Increased investment activity
and changes in the location and size of projects
are creating increased challenges for procurement
specialists within the industry. In addition, fluctuations
in commodity prices and currencies and fast tracking
of investment programmes are affecting the availability
of materials.
For the procurement manager the loss of skills from
the UK engineering sector compounds these pressures.
As a result the need for service companies such
as valve stockists and distributors is increasing.
The UK stockist and distributor today now has to
be a service specialist, not only with regard to
the supply of valves, but also with regard to services
in logistics, engineering, actuation, project management,
expediting and documentation. Health and Safety
concerns and the need for traceability are driving
the need for extensive documentation of the procurement,
manufacturing and testing of valves.
Whilst the valve industry is not normally associated
with technology, changes in operating environments
have resulted in the use of more sophisticated designs
and materials. An experienced distributor must therefore
provide balanced advice on materials as well as
the products themselves.
Despite recent investments in Valve Manufacturing
plants and foundries, most valve manufacturers still
have full order books. This has meant that delivery
periods are still at historical highs. Gone are
the days when engineering contractors could expect
ball valves in four to six months. Now clients have
to consider valves not just as items requiring expert
evaluation but also requiring proactive planning
and sourcing.
As demands and standards in the industry increase,
distributors can play a pivotal role in the Petrochemical
Industry by providing support as well as products.
The challenge for distributors is to improve their
services and so ensure they are relieving the pressure
in the industry. |
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 Increased
capital and operational investment in the Oil, Gas
and Petrochemical industry is creating unique challenges
for procurement specialists. The location, size
of projects and fluctuations in commodity prices
and currencies are making procurement decisions
increasingly complex. In addition, fast tracking
of major investment programmes is affecting the
availability of materials.
As a result the role of stockist and distributor
to supply key materials such as valves has become
vitally important within the market. The current
surge in the international valve market has been
driven in part, by a high global energy demand.
For new build projects, the percentage spent on
valves and maintenance programmes is typically 5%,
with valve procurement being critical to the success
of any new investment.
Increasing demands for punctual and precise delivery
details on any order are fundamental requirements.
Attention to detail of procurement, product identification
and inspection are vital attributes to the smooth
and successful project, irrespective of an increasingly
diverse range of products and technical specifications.
The loss of skills from the engineering sector in
the UK in the past ten years has been well documented.
As customer technical and procurement resources
within the industry have become stretched. This
has resulted in a greater emphasis upon the role
and responsibility of distributors and suppliers.
Issues of Health and Safety are vitally important;
documentation of the procurement, manufacturing
and testing process of valves has become a service
that must be completed shortly after delivery of
valves.
Valves have to be made to exact specifications as
defective products could prove to have serious consequences.
This means that the company supplying the valves
and the manufacturer have to be audited to ensure
the highest standard of material integrity and design.
Responding to these changes productively has been
a key element in the growth of H.S.Pipequipment.
Developing our network as a leading valve distributor,
we have extended our value offering with the new
appointment and authorisation to be the UK stockist
for Larsen & Toubro Gate, Globe and Check valves.
The stocking of the L&T valve range compliments
our comprehensive portfolio of on–the-shelf products
including: Bonney Forge, Audco Ball Valves, Maxseal,
Crane Stockham and Hobbs Valves.
A crucial response to the changing market is to
ensure stock levels meet with the growing demands,
especially with valve manufactures quoting extended
lead times in excess of 52 weeks, sufficient stock
levels are essential. We have reacted and responded
by maintaining the pace through the doubling of
our stock holding in our Teesside and Aberdeen warehouses.
Whether it’s a small bore forged valve or a large
trunnion mounted ball valve, we recognise the importance
of a comprehensive holding of world-class valves.
When it comes to refitting operating sites there
is always a requirement for shutdown planning and
for the distributor to be close to staff on site
to offer support and guidance. We work conscientiously
to identify market trends and anticipate what projects
may entail. This allows for a quick response in
case of unexpected requirements.
Peter Everett, CEO of H.S.Pipequipment comments,
“At the heart of any distributor, are its manufacturers.
It is important to build up a relationship of trust
and mutual support so that we are able to offer
a seamless communication link between the manufacturers
and customer. The stockist and distributor is a
specialist not only with regard to the supply of
valves, but also with regard to services in logistics
and project management."
We are constantly monitoring the market to ensure
we have the appropriate valves for any project.
As a company we are continuing to grow our portfolio
of valves and are working even closer with our customers
and manufacturers to ensure valves get to site on
time and to their exact specification. As a result
we has seen sales growing to over £20m per annum.
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