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Nicolas Sevestre: 2018 was, in Asia and especially in the Middle East, a year rich in very interesting projects in the field of industrial safety and protection in explosive atmospheres, the credo of A2S. For example, in the context of the development project for the Karbala wastewater treatment plant in Iraq, we were involved as a supplier of equipment and provider of consulting, inspection and logistics services*. The areas covered ranged from fire safety systems to instrumentation, from air conditioning to grounding systems. This is an emblematic project for A2S because it corresponds exactly to our three areas of activity, namely consulting and engineering for international projects, the manufacture of explosion-proof equipment with our subsidiary Fonteck and the sale of industrial safety solutions. We are thus able to respond to a very broad spectrum of demands.
N.S.: No, because 2017 was of a similar standard. I'm thinking, for example, of a communications system project, again in the Middle East, this time in the oil sector, developed on an extraction site where the objective was to increase production by injecting water, which requires pumping stations, water treatment and secondary facilities.
A2S was asked to design and supply the entire communication system to ensure surveillance, access control and alerts on the site, including the proper functioning of the various fire safety equipment. As is often the case in the oil industry, this project had very specific aspects, for example, for the communication cabinets (PA/GA).
N.S.: In the case of the PA/GA project, the starting point is the specifications provided by the client. After validation of the technical proposal submitted by A2S, we work closely with the client to validate each phase of the system's design together and to make any necessary adjustments if the client's needs change. The definition of the communication architecture, for example, is a complex task that has taken a lot of time and has been adapted several times during the construction of the PA/GA cabinets. In parallel to this integration work, our project manager played his role of advice and support by acting as a link between the customer and the manufacturer's production workshop to ensure that the final solution met the site's needs as closely as possible. Finally, this role involves checking with the customer, in the factory, that the equipment intended for him corresponds exactly to the specifications requested.
N.S.: Not at all. The proof is in the breakdown of our total revenues, where equipment sales represent about 80%. The rest comes from our involvement in international projects that showcase our expertise and know-how, particularly in the quality of our support and our ability to offer customized solutions. But as a manufacturer and distributor, we participate in projects, many of which only involve the supply of equipment.
N.S.: Yes, we have found our balance and gained the trust of major market players. As far as balance is concerned, we do not want to go beyond 20% of our turnover for our consulting and engineering projects. They are exciting but very time consuming and we want to focus on quality and our proximity to each client on these projects.
Our objective has always been to create added value through our products and services. For this reason and to continue to capitalize on the privileged relationships we have built in Asia, Africa and the Middle East, we intend to keep the course we have followed for the past 8 years. This has worked both with Western groups such as Castel (http://a2s-antec.com/fr/nos-partenaires/nos-succes/agro-alimentaire/) and with Asian groups, notably Chinese and Korean, who have been working with A2S for several years. Over time, A2S has become a recognized partner and has been entrusted with more and more important projects. In the oil sector, for example, we have established long-term relationships with the Chinese groups Sinopec and CNPC.
N.S.: No, but one of my employees, who is of Chinese origin, speaks it fluently and is also familiar with the country's customs and traditions.
This multi-cultural aspect of A2S is essential for building long-term relationships. What is true today, but which we always seem to (re)discover, was already true in the time of the Phoenicians, the Greeks and Marco Polo: when you have something to sell to someone, a fortiori in a country such as China, it is better to start by speaking the same language and understanding its socio-cultural environment.
*A2S designs, manufactures and distributes products and systems for hazardous areas in industrial environments: signaling, communication, detection and safety equipment, electrical boxes and cabinets, control devices, lighting, motors, heating and air conditioning, ventilation, etc. This global positioning enables A2S to offer its services at every stage of an installation safety project: audit, study and engineering, development, inspection, logistics, commissioning and maintenance.
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