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W i R T s c H A F T sapa Profiles will Marktführerschaft weiter ausbauen Fotos: Sapa Die schwedische Sapa-Gruppe zieht eine positive Bilanz ihres im Sommer vergangenen Jahres gestarteten Joint Ventures Sapa Profiles. „Auf den wichtigsten Märkten in Europa und Amerika haben wir ein stabiles und nachhaltiges Wachstum erzielt. Unsere hohen Erwartungen wurden erfüllt“, resümierte Arne Rengstedt, verantwortlich für die Profilaktivitäten in Zentral- und Osteuropa, kürzlich vor Journalisten. Dies spiegelt sich in einem Jahresumsatz von rund 3,3 Mrd. US-Dollar und eine Jahresproduktion von 850.000 Tonnen Aluminiumprofile wider. Damit ist Sapa Profiles der weltweit größte Strangpresskonzern. Auf dem europäischen Strangpressmarkt ist Sapa Profiles mit 18 Prozent Marktanteil Marktführer, die Anteile auf den regionalen europäischen Märkten variieren zwischen circa 40 Prozent in Schweden und 14 Prozent Arne Rengstedt, Leiter Profilaktivitäten der Sapa-Gruppe für Zentral- und Osteuropa Arne Rengstedt, President Business Area Profiles Central Europe, Sapa Group in Deutschland. In Nordamerika liegt der Marktanteil bei etwa 21 Prozent. Sapa betreibt in Europa insgesamt über 50 Strangpressen mit Presskräften zwischen 1.000 und 6.500 Tonnen. Damit können Querschnitte von circa 0,04 bis mehr als 60 kg/m und Lieferlängen bis 26 m produziert werden. sapa Profiles aiming to extend its market leadership The Swedish Sapa Group can look back favourably on its Sapa Profiles joint venture which started in the summer of 2007. “We have achieved stable and sustainable growth in our most important markets in Europe and America. Our high expectations have been fulfilled”, said Arne Rengstedt, President Business Area Profiles Central Europe of the Sapa Group, at a recent a press conference. This is reflected in turnover of about USD3.3 billion and production of 850,000 tonnes of aluminium profiles a year. Sapa Profiles is the market leader in the European extrusions market with a market share of 18 percent; the shares in the regional markets in Europe range from about 40 percent in Sweden to some 14 percent in Germany. The market share in North America is around 21 percent. In Europe, Sapa operates a total of more than 50 extrusion presses with press capacities between 1,000 and 6,500 tonnes. This enables crosssections from about 0.04 to over 60 kg/m to be extruded, with shipment lengths up to 26 metres. Germany is the most important European market for the Sapa Profiles joint venture. Thanks to the opportunities provided by the joint venture, Sapa sees good prospects for significantly increasing its market share in the coming years. “We want to grow three times faster than the market”, said Jacques Podszun, Country Manager Germany of Sapa GmbH, located in Düsseldorf, Germany. In 2008, Sapa Profiles wants to increase turnover in Germany by about ten percent. This will increase its current market share to about 16 percent. Sapa Profiles wants to achieve this target by means of more intensive marketing of aluminium profiles and new sales teams for the growth markets automotive, solar technology and components. Additional sales teams The company’s sales volume of 100,000 tonnes in the German market in 2008 ranges from industrial profiles (27%), trading (24%), building and construction (23%), transport (13%) and the automotive industry (13%). Lothar Kanowski, Business Manager Sales Germany at Sapa GmbH, sees opportunities for growth above all in the car industry as well as in the growing market for solar technology. The new sales teams for automotive, solar and components, which will make Sapa’s expertise in aluminium profiles available to these rapidly growing markets, will contribute here – starting with providing support in the design of profiles via the selection of the material through to the production process and surface finishing. The car industry is the most important market for the aluminium industry. The trend to lightweight construction in the transport sector favours the use of innovative, complex aluminium structures. “With our new Automotive sales team we want to offer our customers competent and economical access to the world of extruded aluminium products in this market of the future”, said Kanowski. Sapa Profiles has also responded to the growing market for solar technology with a new sales team. According to GDA figures, about five percent of all aluminium extruded products, or some 37,500 tonnes a year, are currently used in solar technology in Germany – with high growth rates. The lightweight material is the basis for numerous applications: façade structures, light and durable supporting structures for attaching the solar modules, whole roofs and complete system components are just a few examples of what Sapa Profiles has to offer. “In this market, too, we see aboveaverage opportunities for growth because we offer our clients added value as a result of customised 22 ALUMINIUM · 11/2008
E c o n o M i c s und Komponenten, die in diesen Märkten das SapaKnowhow bei Aluminiumprofilen bereitstellen – angefangen von der Unterstützung in der Konstruktion von Strangpressprofilen über die Materialauswahl bis hin zum Produktionsprozess und der Oberflächenbearbeitung. Die Automobilindustrie ist der wichtigste Absatzmarkt für die Branche. Der Trend zur Gewichtseinsparung im Verkehrssektor – auch vor dem Hintergrund der geplanten Verschärfung der CO 2 Grenz ➝ solutions”, emphasised Kanowski. When it comes to processing, Sapa has access to a complete range of manufacturing processes in the fields of forming, mechanical processing and joining. The third new sales team, for components, was formed a year ago; its aim is to advise engineers on the wide range of opportunities available when designing parts, components and systems made from aluminium profiles. According to Sapa, the company is increasingly acting as an integral part of its client’s production chain and providing innovative ideas for solutions relating to the technology and development of profiles. Sapa Profiles’ range of products specifically for the German market is provided by presses all over Europe, namely Germany, Belgium, the Netherlands, Poland, Portugal, France, the United Kingdom, Sweden, Hungary, Italy, Spain and Slovakia. The sales activities of the joint venture in the German market are managed from the German sales office of Sapa GmbH in Düsseldorf. Unlike in any other regional market, Sapa is focussing on its ‘European model’ in Germany and offering the complete range of products and services of the Sapa Group from a single source for the German market. This includes complete expertise in development, materials and processing. The specialities of the different locations and logistical benefits are checked individually for each client and then utilised. In addition to a plant’s capabilities, its geographical location also plays a role. The distribution of production throughout the whole of Europe enables Sapa to pursue a policy of close proximity. Developments in the price of energy and motorway tolls now mean that transport costs have a significant effect on price. Expansion in eastern Europe Sapa has high expectations for its further expansion in eastern Europe. The company was first involved there in 1992, as the group established a presence in Poland with a newly equipped extrusion plant. At the time, Sapa was the first western European pro ➝ Deutschland ist der wichtigste europäische Markt für das Unternehmen. Durch die Möglichkeiten des Joint Ventures sieht Sapa auf dem deutschen Markt gute Chancen, seinen Marktanteil in den kommenden Jahren weiter zu steigern. „Wir wollen drei Mal so schnell wachsen wie der Markt“, sagte Jacques Podszun, Country Manager Germany der deutschen Sapa GmbH. 2008 werde Sapa Profiles seinen Absatz in Deutschland um etwa zehn Prozent steigern. Damit soll der derzeitige Marktanteil auf rund 16 Prozent wachsen. Die Intensivierung des Marketings für Aluminiumprofile und neue Verkaufsteams für die Wachstumsmärkte Automotive, Solartechnik und Komponenten sollen wesentlich dazu beitragen, dieses Ziel zu erfüllen. Zusätzliche Verkaufsteams Die etwa 110.000 Tonnen, die Sapa Profiles in diesem Jahr auf dem deutschen Markt absetzen wird, verteilen sich auf die Märkte Industrieprofile (27%), Handel (24%), Bau und Konstruktion (23%), Transport (13%) sowie Automotive (13%). Vor allem im Automobilsektor und auch im wachsenden Markt für Solartechnik sieht Lothar Kanowski, Geschäftsführer Vertrieb der Sapa GmbH, noch Wachstumsmöglichkeiten. Dazu beitragen sollen die neuen Verkaufsteams für Automotive, Solartechnik Sapa hat die Konstruktion der Rahmenprofile für Solarkollektoren modifiziert und deren Gewicht optimiert Sapa has modified the design of the profiles for solar collectors and optimised their weight ALUMINIUM · 11/2008 23
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