German-based trenchless rehabilitation firms Sekisui SPR and Brandenburger have entered into a sales co-operation agreement that will mutually expand their product portfolio and further strengthen their international market position.
Prior to this agreement, both companies were facing challenges regarding their position in the rehabilitation market. Sekisui SPR was lacking a light-curing glass fibre liner and was confronted with the choice of either developing its own product or collaborating with a different manufacturer. The market for UV liner is already well covered by established manufacturers and more parties are joining in. In light of this, the decision was made to acquire a partner. According to Sekisui NordiTube Managing Director Werner Reiner, Brandenburger was selected because “it is a pioneer in this field and a technology leader”.
Meanwhile, Sekisui was able to expand Brandenburger’s range of pipe liners, which were previously limited to a width of DN 1,000. Now, with this co-operation, the company can work in the sewage area of DN 100 up to diameters of 5 m, and for pressure lines ranging from DN 100 to DN 1,000.
Also, with its subsidiary Sekisui Norditube, Sekisui SPR has products for the classic pipe-lining mode, including needled felt and warm water curing. Additionally, the company produces different wound pipe processes, which are especially useful for the rehabilitation of large profiles of different cross-section shapes.
Sekisui was also an attractive business partner for Brandenburger given its experience in international markets, including Germany and France. “In partnering with the global player Sekisui SPR, we see the opportunity to make use of existing sales structures for our product and thereby find improved access to markets in which we were too weakly present,” explains Brandenburger Director Holger Zinn.
Representatives from both companies spoke enthusiastically about the agreement. Mr Reiner said “Sekisui SPR and Brandenburger have different product portfolios that complement each other excellently.”
Mr Zinn adds “The sales co-operation opens possibilities for both corporations to mutually make use of resources worldwide and to offer the customer a comprehensive program for their specific rehabilitation tasks.”
This co-operation benefits the customer by offering a broader range of processes, and a greater network of planners and consultants. The agreement will help rehabilitation companies receive the optimal service for their individual needs, explains Brandenburger Sales Manager Jacqueline Gruettner.
“Tenders are placed on the market with several conduits of different diameters, lengths and conditions. If you can flexibly offer complete solutions with the most suitable process for the individual case, then this also offers advantages for the client,” adds Sekisui NordiTube Sales Manager Stefan Schikora.
First responses from customers have been definitely positive, reports Mr Zinn. The new co-operation was presented to an expert audience for the first time at
the 8th German Pipe Liner Day in Hanover on 27 April.