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Issue 6

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Spencer Green
Chairman, GDS International

Sales and the 'Talent Magnet'

A lot is written about being a ‘Talent Magnet’, either as a company, or as President. It’s all good practice – listen, mentor, reward, provide clear goals and career maps. Good practice for the employer, but what about the employee?
25 May 2011

Back Chat: Getting to the heart of rapid advancements in pipeline rehabilitation technologies

APS Dubai | www.apsdubai.com

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Wind the clock back 30 years and the regional emphasis was very understandably focused on the design of new buried water and sewerage pipelines. At that time, efforts were made to provide longevity by the correct material selection for the media to be carried, the prevailing pressures and ground conditions.

Often, asbestos cement, ductile iron, GRP and PVC were favorite material choices. Where metallic based pipeline products were used, particular attention was necessary to the type of internal and external coatings and linings and the cathodic protection systems used to prevent long-term corrosion. In those days, 20 years was perceived as being a good life expectancy for a new pipeline.

It was the localised need for the specialist coatings, linings and cathodic protection systems that saw the formation of Anticorrosion Protective Systems in the United Arab Emirates in the mid 1970’s providing factory and site coating and lining services for pipelines, and designing and installing the required cathodic protection systems.

While the aspect of specialist coatings is still of significant importance, a much more important market sector has been created, given the need for pipeline operators to now think about the need to rehabilitate many of the pipelines installed decades ago and APS has emerged as a market leader in this industry.

As Robert Walters, APS regional Chairman, pointed out: “It became clear in the early 90’s that many of our customers were beginning to search for technically advanced, yet economically viable method of repairing and rehabilitating their older, corroded and defective pipelines. What we therefore did was to set about the strategic formation of a Utility and Pipeline Services Division with the specific intention of bringing together the very best trenchless rehabilitation techniques that had been developed and proven in Europe and America.

Within a decade, APS has successfully established over 14 different rehabilitation systems; many as licensed installer, and some even through acquisition. These include, Swagelining of tight fit HDPE liners, slip lining, pipe bursting, cured in place liners, GRP structural pipe lining, PVC spiral wound liner, folded liners, patch liners, joint repair systems and many more.

“We were conscious from the outset that no one pipeline repair system would provide our customers with the solution to their problems and it therefore became necessary for us to learn many different skills and make major investments in training and equipment to satisfy our customer’s requirements,” said Walters. Fortunately for APS, this investment seems to have paid off, however, as pipeline rehabilitation is by far and away the fastest developing segment of our business, representing annual sales of over US$20 million – and growing rapidly.

He added: “We have developed the business to a point where we can now work closely with the customer to make certain that the right technical and commercial combination is selected for any given rehabilitation requirement, regardless of pressure or diameter.”


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