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Entrepreneurs’ Success Stories

Entrepreneurs’ Success Stories 12
European Commission En trepreneurs’ Success Stories in the MediterraneanEntrepreneurs’ Success Stories in the Mediterranean Contents The opportunity for a new partnership in the Mediterranean region 4 Entrepreneurs that hold the key to the future in the EuroMediterranean area 5 For the Dutch group APM Terminals, TangerMed is a textbook success story 6 The German company Bayer has strong ties with Israel 7 The Irish company BCM wants to help Tunisian firms to save money 8 The British group Camper Nicholsons is developing marinas in Turkey and throughout the Mediterranean 9 The Cypriot public operator CYTA is keen to strengthen the position of Cyprus as the telecommunications hub for the Eastern Mediterranean 10 The Egyptian company Electrometer El Sewedy has chosen the Czech Republic as a base for conquering the European market 11 The Tunisian company Energie del sole exports its expertise in renewable energy to Italy 12 The Spanish group Fuenso is taking advantage of the Mediterranean region’s potential to develop its hotels in Lebanon and Syria 13 The Croatian company INA is working closely with Syria in the petroleum sector 14 Interact Egypt reaches out to the emerging markets on the southern shore of the Mediterranean 15 For the Moroccan company Involys, Tunisia constitutes a natural base 16 The expertise of the Jordanian firm ISLA reaches as far as the Occupied Palestinian Territories 17 Jordan, a vast market in the water sector for the Swedish company Sweco 18 The Syrian company THIKAH and French company Nobatek hope to make their mark in the Middle East in the field of green building 19 It is 20 years now since the country’s geostrategic position attracted the Dutch group TNT to Turkey 20 Water treatment: the Belgian company Waterleau gets valuable help from its local partners to support its development in Morocco 21 The partner organisations 22 Acknowledgements 23 3Entrepreneurs’ Success Stories in the Mediterranean The opportunity for a new partnership in the Mediterranean region ANIMA Investment Network The European Union remains the leading investor That is why we decided to include in this second Although it is difficult to forecast with any degree Wafaa Sobhy and trading partner in the Mediterranean region edition “Entrepreneurs’ Success Stories in the of certainty how the political situation will develop President and its resolve has not been weakened despite the Mediterranean”, alongside the experiences of SMEs over the coming months, we must take note of the global crisis. This is even more striking in the case of and tales of successful business partnerships – the aspirations of the peoples of the Mediterranean, small and mediumsized enterprises (SMEs), whose first stage in making an investment – concrete who, in the recent popular movements, have been level of investment has been less affected than that examples of SouthNorth investments. calling for equal rights, social development and of larger companies. Furthermore, SMEs on average democracy. These values are shared by the countries generate twice as many jobs per euro invested as The prodemocracy uprisings that have spread of Europe and so the EU must see this transition as ASCAME large companies and multinationals. along the southern shore of the Mediterranean are an opportunity to revitalise its regional partnership Murat Yalçintaş obviously going to have an impact on the strategies in the Mediterranean region. President At the same time, this global crisis forced Europeans of businesses in the region. New governments have to rebalance their relations with their southern been set up in some countries and reforms are being A decisionmaking process that can take months Mediterranean neighbours by encouraging better considered throughout the region. Therefore in or even years is necessary for a company to invest. sharing of value added. For two years European the short term the current period is not conducive In such a context the time is right to accelerate the companies have been more likely to enter these to trade in the region and does not offer sufficient introduction of instruments designed to encourage markets via partnerships with local firms. Although visibility to investors to embark upon new projects. endogenous development and persist with those BUSINESSMED this is leading to an apparent reduction in foreign The recent downgrading of these countries’ ratings that will facilitate future foreign investment and Galal Zorba direct investment (FDI) flows to the southern partner illustrates this transitional situation. business partnerships in the Mediterranean President countries, it also enables those countries to capture countries. more directly the benefits of the newly created However, the southern Mediterranean countries activities by strengthening their human resources, have made a big effort over the past decade in order With its network of 400 public and private accelerating transfers of technology, and increasing to put in place the necessary laws, institutions and organisations throughout the EuroMediterranean their access to markets, especially in third countries. infrastructure to encourage the development of the region supporting the development of the private Today the partnership operates in both directions, as private sector. In strictly macroeconomic terms, they sector, and thanks to the Invest in Med programme, EUROCHAMBRES companies in the South did not wait for the crisis to have made considerable progress, which has been the MedAlliance intends to continue with its Alessandro Barberis invest increasingly in European markets. reflected in a widespread acceleration of their FDI, activities in that direction. President growth and exports. 4Entrepreneurs’ Success Stories in the Mediterranean Entrepreneurs that hold the key to the future in the EuroMediterranean area VicePresident There have been major upheavals in a number of record EUR 2.6 billion in the partner countries in “We must be ambitious and creative insofar as the of the European Investment Bank Mediterranean countries, for which young, often 2010 alone. Through its technical assistance and Mediterranean is concerned”, adds Mr Füle, the Philippe de Fontaine Vive educated people demanding a better future and a real risk capital, including with the FEMIP Trust Fund, the Member of the European Commission responsible prospect of employment were largely responsible. EIB also offers important support for local financial for enlargement and European neighbourhood Reforms are necessary to meet their expectations, systems, thus contributing towards the creation of policy. “In addition to our support for civil society and create jobs, encourage an entrepreneurial spirit a strong and competitive economic infrastructure. institutions that encourage democracy and inclusive and the development of small and mediumsized and sustainable growth, we are ready to work on enterprises, and support a peaceful transition to a The European Commission too is providing its economic integration with our neighbouring countries VicePresident sustainable political and economic democracy. Our technical and financial support to help young and on strengthening, with that in mind, the external of the European Commission partner countries hold within themselves the seeds of people start up businesses and to encourage SMEs dimension of the Single Market. Here businesses, Industry and Entrepreneurship their own development. It is up to them to bring them in the neighbouring Mediterranean countries. Vice especially SMEs, have a key role to play”. Antonio Tajani to fruition, with the assistance of their civil society and President Tajani, who is responsible for industry all the micro and small entrepreneurs who are part of and SMEs, states that “the dynamism of SMEs is Indeed, as Philippe de Fontaine Vive points out, “The that society and are working on a daytoday basis in crucial for creating employment and offering concrete EuroMediterranean economic area is being created various sectors. opportunities to the younger generations. The Small above all by the entrepreneurial men and women who Business Act (SBA), which informs the policies to help seize the opportunities the South has to offer and are Commissioner To support them, the European Commission and the European Union’s SMEs, could serve as a source working on a daytoday basis for shared economic Enlargement and European the European Investment Bank (EIB) are working of inspiration for improving the environment for growth”. Neighbourhood Policy hand in hand with other partners. The EIB is there SMEs in neighbouring countries and for facilitating Štefan Füle to help the national and local authorities, large investment through simpler laws and procedures and A number of these entrepreneurs tell their firms and SMEs that are at the forefront of growth making finance more accessible. Adopted in 2004, the story in this brochure and show that, although in the partner countries, by improving the business EuroMediterranean Charter for Enterprise is bound situations vary in the different partner countries, climate and increasing the attractiveness of the to evolve and I hope that we will soon be able to talk interdependence is growing between the European Mediterranean countries. Via its financial arm in the about a veritable EuroMediterranean Small Business Union and the southern and eastern Mediterranean region, FEMIP (the Facility for EuroMediterranean Act, including also an SME envoy for our neighbouring countries. Their testimony encourages us to continue Investment and Partnership), the Bank invested a Mediterranean countries.” our efforts to consolidate Europe’s partnership with its neighbouring Mediterranean countries. 5Entrepreneurs’ Success Stories in the Mediterranean AP M Terminals, a subsidiary of the Danish A.P. MollerMaersk group, ➾ operates a network of 50 terminals in 32 countries on the five For the Dutch group APM Terminals, continents. In 2009, the APM Terminals group had a turnover of EUR 2.25 billion. ➾ TangerMed is a textbook success story I t has 22 000 employees. ➾ www.apmterminals.com The Straits of Gibraltar are a strategic shipping route, APM Terminals Tangier has been operational since at the crossroads for EastWest and NorthSouth sea July 2007 and currently employs over 700 people. traffic. Over 200 ships pass through the Straits every Such a growth rate has required a considerable day. The TangerMed port occupies a unique position training effort, both locally and internationally. As a at this crossroads. It is both highly competitive and result of this effort we have been able to establish strategically placed and can receive and handle the a port facility which in 2008 was already one of the world’s largest container ships. It was this favourable most efficient in the world in terms of productivity position that prompted APM Terminals to start up a and operational capacity. Today it can handle an business there. We operate in a highly competitive annual container volume of around 1.8 million TEUs environment and competition is particularly fierce (twentyfoot equivalent units). in the transshipment business, which represents almost 98 of our activity. Since we started operations in 2007, the overall development of the TangerMed port complex APM Terminals Tangier was the first container has been geared to meeting the requirements terminal established in TangerMed, under a 30year of a worldclass hub and this has been achieved build, operate and transfer concession concluded in record time. We can genuinely talk of a model in 2005 with Agence spéciale TangerMéditerranée, publicprivate partnership. the public agency for the promotion of the port. Its development represented an investment of almost The economic crisis had a direct impact on our level EUR 140 million under a joint venture with Akwa of activity at TangerMed I in 2009. It has also had group, our Moroccan partner. The Akwa group an impact on the process of installing TangerMed II is active in a number of sectors of the economy (Terminals 3 and 4), which was initially due to be “ The TangerMed port occupies a unique in Morocco and is also heavily involved in the completed in 2008 – but is still pending today. position, which is why we were determined overall TangerMed project as an operator in the oil terminal. We have been able to establish together Nonetheless, even though the markets are still to be there” a relationship based on trust and work together very volatile, we were able to achieve growth of closely. over 65 in 2010, with an estimated volume of over 1.4 million TEUs. We are confident: this level of activity is a good indicator of our future prospects at TangerMed. Étienne Rocher Managing Director of APM Terminals Tangier 6Entrepreneurs’ Success Stories in the Mediterranean Ba yer Israel Ltd has been operational since November 2008. ➾ The German company Bayer has strong ties This subsidiary is attached to Bayer Healthcare, one of the four subgroups ➾ of the German Holding Company, and represents two of its divisions: Pharmaceuticals, which focuses on specialty pharmaceuticals, and, with Israel since January 2011, Consumer Care, which is dedicated to OTC products. Bayer has 60 employees in Israel. ➾ www.bayer.com Bayer has had a presence in Israel since the 1970s Even so, it was no easy matter to take leave of an but it was only in 2008 that we established our agent who had been working with Bayer for 40 years subsidiary, Bayer Israel Ltd. Based in the new and with whom we had a strong relationship. That industrial zone of Hod HaSharon, near Tel Aviv, it has was why we took the time to prepare everything been officially operational since November 2008. properly, even though this period of change had an impact on our business. The transfer of the We are keen to develop our business in Israel as this employees and the products in question to the new is a very interesting country for a pharmaceutical entity was carried out sensitively and smoothly. company: the Israeli healthcare market relies on technological innovation and on human diversity, Operating in the pharmaceutical business via a two essential factors from our viewpoint. direct subsidiary rather than continuing to use an agent is an undeniable commercial advantage The establishment of a legal entity, so long after the for Bayer. But not just for us. The Israeli healthcare start of our activities in this country, marked a clear sector now enjoys direct contact with our company. stage in the development of our group in Israel. At the same time the Israeli people can get more Bayer products and have access to new products much more quickly. “ We are keen to develop our business in Israel as this country combines technological innovation and human diversity” Dorit Puterman Managing Director of Bayer Israel Ltd 7Entrepreneurs’ Success Stories in the Mediterranean Business Cost Management (BCM) is a network of cost reduction ➾ experts set up in Limerick, Ireland, in 1990 and employs 75 staff. BCM concentrates on auditing general expenses, optimising ➾ purchasing and controlling expenditure. Its clients are firms of all sizes: consultants, manufacturing industries, ➾ The Irish company BCM wants to help Tunisian construction and public works, auto parts suppliers, telephone operators, hotels and restaurants, and banks. firms to save money T he group is present in 16 countries and has an annual turnover of ➾ EUR 6 million. www.bcmcorporate.com Exorbitant telephone and electricity bills and Whether it be in the hotel sector, logistics, service rents… Firms are sometimes spending far more firms or local or regional authorities, our mission than they should be. is the same and consists in reducing printing, transport or electricity costs by negotiating the At Business Cost Management (BCM), we hunt best terms with the service providers. The scale of down these excess costs. Our teams systematically wasted resources and the resulting potential for put seven cost items under the microscope. We savings naturally varies, but we regularly find that take only 50 of the savings achieved and do not up to 20 of a firm’s profits can be swallowed up if charge firms a cent if we fail to help them make any supply costs are not kept under control. savings. The idea developed by BCM in 1990 has come a long way and we are now established in We therefore want to help Mediterranean firms to 16 countries worldwide. save money and maintain an improved cash flow situation by renegotiating contracts with suppliers. The economic development of the Maghreb encouraged us to embark on the conquest of the We expect to continue making inroads into the Tunisian market. In January 2010, we opened an Tunisian market in 2011 with the opening of a office in Sfax under the direction of Yassine Mzid second BCM office, probably in Tunis. and Ismail Jemal, who have expert local knowledge. “T he economic development of the Maghreb offers us a great business opportunity” John Mac Namara Managing Director of BCM 8Entrepreneurs’ Success Stories in the Mediterranean A company specialising in the management and development of ➾ marinas and seafront programmes. The British group Camper Nicholsons Turnover of EUR 2.8 million (excluding sales of berths) in 2009. ➾ is developing marinas in Turkey and throughout Currently managing three marinas, including two in the Mediterranean ➾ and a Sales Marketing contract in Italy. Has signed contracts for the Mediterranean future marinas in Limassol (Cyprus), Istanbul (Turkey) and Calaponte (Italy). The company is also taking its first steps in the Chinese market. www.cnmarinas.com Since 1782 the name Camper Nicholsons (CN) largest city Izmir. With 375 berths and some 2 has been synonymous with yachting. From its 6 000m of commercial space for shops, restaurants origins as a boat builder, CN went on to create and businesses, this partnership has successfully the beautiful J Class yachts that challenged for the leveraged both IC Holding’s vast knowledge of America’s Cup in the 1930s. Latterly, for the past the Turkish market and our own experience in the 40 years, the company has also been involved in the international marina sector. development and management of marinas – where demand for berths outstrips supply, as the global We have been involved in every step of the fleet of yachts continues to grow. development of Cesme Marina, from initial design through to today’s operational management, and With experience in more than 25 countries are delighted with its growing popularity in the first worldwide, CN floated on the London Stock nine months since opening. With summer weekends Exchange AIM market in 2007, with the objective of seeing up to 15 000 visitors, it shows the potential for expanding our business in the yachting heartlands such a highquality yachting destination on Turkey’s of the Mediterranean and Caribbean, and in newly Aegean coast. emerging markets. Elsewhere we are working with local partners to With the 2010 opening of Cesme Marina, on the create and operate marinas which are sensitive to Izmir Peninsula in Turkey, we are now invested in their environments while providing yachtsmen three operational marinas – with Malta and Grenada with their technical and personal needs. For the (West Indies) also in the portfolio – and have local communities and even on a national scale our “ On the strength of our involvement in consultancy and operating contracts worldwide. marinas provide strong employment opportunities 14 projects in the Mediterranean countries, and support an infrastructure of small and medium CN’s investment in Turkey came about when we sized enterprises. we are hoping to build a network of marinas formed a joint venture with the highly respected Turkish company Ibrahim Cecen Investment To sum up, by working with the right local partners, in the region” Holding. Together we bid for and won the tender investing in Mediterranean marinas has proved a for the Cesme Marina, located near Turkey’s third winner for Camper Nicholsons. Nick Maris Chairman and CEO of Camper Nicholsons Marinas International 9 © Camper Nicholsons Marinas InternationalEntrepreneurs’ Success Stories in the Mediterranean The Cypriot public operator CYTA is keen T he number one telecommunications operator in Cyprus, CYTA ➾ to strengthen the position of Cyprus as the is a public company operating in a competitive universe. Over the years it has made Cyprus into a veritable communications hub in the Eastern Mediterranean and has now a network of nine telecommunications hub for the Eastern submarine cables. Mediterranean I n 2009, CYTA achieved a turnover of EUR 463 million. ➾ www.cyta.com.cy – www.cytaglobal.com The Cyprus Telecommunications Authority (CYTA) From our viewpoint, the development of our activity is an autonomous public entity set up to install and at the international level is essential to compensate develop a full telecommunications service both for the limited size of our domestic market and in Cyprus and internationally. We cover the whole to counter the recent pressure from competing range of electronic communications, from fixed operators. and mobile telephony to internet services and high speed internet. Through our subsidiary Cytaglobal, To continue this development, we must capitalise we are particularly active in the field of international on the positive image we already have in the above fibre optic cables, the aim being to make Cyprus a countries and demonstrate our ability to adapt to regional telecommunications centre for the Eastern the ongoing technological developments in the Mediterranean. sector by investing heavily. We have long had partnerships with the Syrian We are therefore in the process of modernising operator STE and Lebanese operator LMT/Ogero, the system of submarine cables linking us to these because of both our geographical proximity and the countries. We are also hoping to complete very good commercial and political relations between soon the discussions to install a new broadband our countries. This cooperation was reflected in cable between Syria and Cyprus. A similar project the laying of submarine fibre optic cables as long is under discussion with Lebanon. These projects ago as 1994: the Ugarit cable between Cyprus and should strengthen our role as the regional hub for Syria and the CADMOS cable between Cyprus and the Eastern Mediterranean. In the same vein we Lebanon. The aim was to bring about an appreciable are examining all the new development projects “ Doing business in the Middle East requires improvement of the existing networks in those two for submarine cables in this area, in the Gulf and in a longterm view. We see our cooperation countries. North Africa. in terms of a broad strategic vision aimed at more than shortterm financial gains” Loizos Economides Manager Network Planning of CYTA 10Entrepreneurs’ Success Stories in the Mediterranean Electrometer El Sewedy is part of the Egyptian El Sewedy group set up in ➾ the early 1930s to produce electrical equipment in Egypt. With 23 factories worldwide, some twenty companies and 8 000 employees, the group has an annual turnover of EUR 381 million. Electrometer El Sewedy has seven production plants and employs ➾ The Egyptian company Electrometer El Sewedy 3 500 people. In 2010, it had a turnover of EUR 152 million. The firm specialises in the manufacture of electricity meters and more ➾ has chosen the Czech Republic as a base for broadly in customised solutions to improve electricity supply and the facilities for paying for and monitoring energy supply both for private conquering the European market consumers and for industry. www.sewedyeg.com Some twenty years after its creation, Electrometer In March 2010, we finally got the opportunity to take El Sewedy has become one of the largest over the Czech company ZPA Smart Energy, based in manufacturers of electricity meters in Africa and Trutnov in the North of the Czech Republic. This firm the Middle East. Following the opening of our is already very well established in several countries in first factory in Cairo in 1998, we have increased Central Europe, and its acquisition provides us with our presence in other countries to support an excellent way into the European market. It has a our commercial development and adapt to very good range of products that is well known and technological developments in the market. Thus in above all complements our own range very well. 2004, we started up the first industrial production Furthermore, we do not serve the same customers of electricity meters in West Africa when we opened and by combining our forces we should be able to a plant in Ghana, before setting up shop in Zambia increase our business appreciably. and then in Brazil, Mexico, Ethiopia and India. ZPA was established in the 1950s and during the However, despite ranking fifth in the world electricity 1990s consolidated its position in the field of data meter industry (ABS classification), we had no measurement, recording, communication and presence whatsoever in Europe. We therefore control for electricity distribution and consumption. decided to set up shop in this region, our first move Following a restructuring in 2006, the company was being in 2008 when we acquired 30 of the capital renamed ZPA Smart Energy, presenting itself as a of the Slovene group Iskraemeco (in Kranj), which supplier of energy management solutions. also specialises in the measurement of electrical current and of all types of energy flows, both for One year on we are very satisfied with our investment. “T he integration of ZPA Smart Energy into private consumers and for industry. We decided, We are strengthening our position in Eastern Europe our group was problemfree since we speak however, to transfer our holding some months later and Russia but also want to develop new business in to El Sewedy Electric, another subsidiary of the El Western Europe. We have also decided to bring back the same technical language and belong to Sewedy group, whose strategy formed a better into Electrometer El Sewedy within the near future the match with that of Iskraemeco. ZPA production currently subcontracted to China. the same industrial world” Khaled F. Homssy Executive Commercial Director of Electrometer El Sewedy 11Entrepreneurs’ Success Stories in the Mediterranean Energie del sole was established in Tunisia in 2007. ➾ Following its achievements in thermal and solar energy, EDS plans ➾ The Tunisian company Energie del sole exports to start up in Italy in the photovoltaic and biomass sectors. its expertise in renewable energy to Italy www.energiedelsole.com Energie del sole (EDS) was set up in Sousse in Since 2010, EDS has begun producing for export Tunisia in 2007 with Italian capital. We are specialists to the other countries of the Maghreb (Algeria, in the manufacture of solar water heaters, a Morocco, Libya) but also to Italy. This success is the sector showing strong growth in Tunisia thanks result of an intense research programme which to the government loans to private individuals to has enabled us to improve our products through promote the use of renewable energy, particularly innovation, as reflected in the registration of four photovoltaic installations. patents in Italy. In 2008, we won the contract for the first In 2011, we are keen to go even further. EDS is photovoltaic installation connected to the low taking a 25 stake in the capital of a new company voltage network in Tunisia in the town of Hammam in Italy, Dentro il sole S.p.A. We will be supplying this Sousse for the national energy company ANME company with our equipment produced in Tunisia (Agence nationale pour la maîtrise de l’énergie) and (thermal and solar water heaters, and subsequently also carried out the pilot project for a photovoltaic photovoltaic equipment). water pumping station to operate a well to serve the regional agricultural centre of Kairouan. Another Italy is a growing market and we are going to photovoltaic unit has recently been installed at the take advantage of the government subsidies for central agency of the Tunisian electricity and gas renewable energy there, just as we did at the start company STEG (Société tunisienne de l’électricité et in Tunisia. du gaz) in Tunis and will soon be followed by a unit “ Our position at the heart of the at the wind power station at Metline. Our new development strategy will enable EDS to EuroMediterranean region enables us to take improve its trading position in Europe and above all to make available to the Maghreb markets the advantage both of the economic development technological innovations adopted by the most of the countries of the southern shore and of advanced countries in the field of renewable the applied technology of the countries of the sources of energy. northern shore of the Mediterranean” Ottaviano Mattavelli CEO of Energie del sole 12 © Energie del soleEntrepreneurs’ Success Stories in the Mediterranean T he “Hospes Infinite Places” brand was launched on ➾ The Spanish group Fuenso is taking 3 January 2000. advantage of the Mediterranean region’s T he Fuenso group has nine hotels in Spain and France, and ➾ 520 employees. potential to develop its hotels in Lebanon It is developing five new establishments in Lebanon and Syria. ➾ and Syria www.fuenso.com The Hospes Infinite Places brand is an innovative “Wellbeing Building”, in partnership with the well concept created by the Fuenso group. Since known architect Peter Marino, and the Grand January 2000, we have been using this brand to Hôtel Théâtre, in collaboration with the renowned develop hotels providing all the facilities needed designer Anoushka Hempel and celebrated to ensure the wellbeing of our clients and enable architect Richard Rogers. them to get back into shape. These hotels meet high architectural standards and are situated in This growth in the Southern Mediterranean is ideal locations. They are equipped to offer our extremely important for us as this area has a guests a genuine experience of relaxation and potential particularly suited to the characteristics of personal development. Our establishments have our establishments. Indeed, we received a number “Spa Sensations” areas to provide wellness of proposals before embarking on these projects in programmes based on treatments such as oriental Lebanon and Syria. massage and using natural cosmetic products. We first developed our brand in Spain and France, in While developing these five establishments we nine hotels, and then naturally sought to employ have learnt just how important it is to take account our knowhow beyond Europe. This led us to of the local culture in order to derive the optimum take on new hotel, spa and residential projects value added from our services and products. This in Lebanon and Syria. We currently have five experience will help us in the years to come to establishments being developed in these countries, launch new projects to consolidate the presence of including two prestigious projects in Beirut: the the Fuenso group in the Middle East. “ Understanding and respecting the local culture of the countries in which we are established is a prerequisite for increasing the value added of the services and products we offer” Antonio Pérez Navarro Adviser for Hospes Infinite Places, Fuenso group 13Entrepreneurs’ Success Stories in the Mediterranean INA is a Croatian oil and gas company founded in 1964. It is involved in the ➾ exploration/production, refining, marketing and retail sale of petroleum products. Daily production exceeds 60 000 barrels in several countries. ➾ F rom two refineries, with a total capacity of some 6.7 million tonnes per year, ➾ The Croatian company INA is working closely INA supplies over 400 of its own service stations in Croatia. Dur ing the last year, INA recorded a gross operating surplus (EBITDA) of ➾ with Syria in the petroleum sector almost EUR 700 million and operating profit of almost EUR 300 million. www.ina.hr INA is a Croatian company with international We have completed phase 2 of the Jihar gas operations. It is very active in the oil and gas sector project, involving the exploitation of the Jihar and in the Mediterranean area. For over ten years now Jazal oil and gas fields and the Mazrur field, while we have been investing in particular in oil and gas the production of natural gas from condensates is fields in Syria. under way in Palmyra and Mustadira, two gas fields connected to Syria’s Arak gas processing plant. The investments we have made in recent years demonstrate our faith in the immense potential Phase 3 of the Jihar project, not far from Palmyra, of Syria and the surrounding region. Since 1998 involves the construction of a gas processing we have invested about EUR 750 million in oil and plant, which will without doubt be the largest gas exploration in Syria, and six finds of oil and gas technological investment in Syria’s entire history. deposits have been made in the Hayan block, a block The plant will enter into service in 2011 after the being a governmentdesignated area for an industry testing is completed, enabling INA to increase its operator, authorising it to carry out underground production significantly in the coming years (made exploration to discover oil or gas deposits. up of oil, gas, condensate and LPG). Our partnership will also improve the country’s security of supply. Production of natural gas, crude oil and condensates began in 2005. The oil operation is run by the Hayan We also signed in 2004 an agreement covering Petroleum Company, a joint venture between INA exploitation of the Aphamia block, which is wholly and the Syrian Petroleum Company. owned by us. INA manages operations in Syria, Angola and Egypt, “ We have invested about EUR 750 million as well as Croatia, where onshore and offshore production is under way. in oil and gas exploration in Syria” Zoltán Áldott President of INA’s Management Board 14Entrepreneurs’ Success Stories in the Mediterranean A 2009 tur nover of EUR 4 million for Interact SpA and of ➾ Interact Egypt reaches out to the emerging EUR 200 000 for Interact Egypt. 43 emplo yees, including seven in the Interact Egypt subsidiary. ➾ markets on the southern shore of the The headquarters of the group is in Rome, with two suboffices ➾ Mediterranean in Naples and Catanzaro (in the South of Italy); the headquarters of the Egyptian subsidiary is in Nasr City, on the outskirts of Cairo. www.interact.it Since its creation in Rome in 1995, Interact SpA and Tunisiana, the Algerian and Tunisian telephone has been surfing the crest of the internet wave. operators, and Mobilink, the Pakistani mobile From designing websites to formulating online operator. marketing strategies, our company has established itself as a key player in the new telecommunications In July 2009, we strengthened our presence universe. with the creation of Interact Egypt, a subsidiary based in Nasr City, on the outskirts of Cairo. This As the media landscape changes with the subsidiary is the bridgehead of our strategy to emergence of social networking (Facebook, Twitter, conquer the markets of the southern shore of the LinkedIn, etc.), Interact is developing tools that Mediterranean and the Middle East. It recently enable firms to optimise their image with their entered into a partnership with the Egyptian customers, who are very familiar with the new Ministry of Communications and Information mobile telecommunications media (Smartphones, Technology (MCIT) and the eLearning Competence tablets, notebooks, etc.). Center (ELCC), the national body responsible for promoting online training. Under this agreement, Our company has decided to export this expertise Interact is to lead a series of training sessions for to the southern shore of the Mediterranean. Egyptian business leaders to help them master the In 2005, it entered the Egyptian market via a language of the major webbased social networks. partnership with Orascom Telecom, the local telephone operator, which has since acquired its During 2011 Interact, which invests almost 30 of Italian counterpart Wind Telecom. This base in its turnover (EUR 4.2 million in 2009) in research Egypt then enabled us to extend our presence into and development, intends to strengthen its “ Interact Egypt is the bridgehead for our the neighbouring markets of the Maghreb (Algeria Mediterranean base in order to take advantage development strategy in the emerging and Tunisia) and to Pakistan, where we have won of the dynamism of the emerging markets on the the confidence of prestigious clients such as Djezzy Mediterranean’s southern shore. markets of North Africa and the Middle East” Andrea Volpini Cofounder of Interact SpA, General Manager of Interact Egypt 15Entrepreneurs’ Success Stories in the Mediterranean Specialising in the development of management software, Involys ➾ was established in Morocco in 1986. For the Moroccan company Involys, 20 years later, the company was listed on the Casablanca stock ➾ exchange. Tunisia constitutes a natural base I n 2009, Involys recorded a turnover of EUR 3.36 billion, with average ➾ growth of 30 over the last four years. It currently employs 110 people, of whom 85 are engineers and consultants. www.involys.com Involys has developed highly innovative solutions With regard to Tunisia, having worked directly for acrosstheboard real estate and asset since 2005 on major projects (Délice Danone, Leno, management, integrated budget management Virgin, etc.), we approached a key partner, the and computerised decisionmaking systems. The Boudjebel Vacpa group, with which we set up the company was set up 25 years ago and today has joint venture Involys Tunisie in 2010. big regional ambitions. In addition to the local market we gave Involys We are a pioneer in the IT sector in Morocco and Tunisie the task of expanding throughout the today are a leader in our field. We have been able region. to attract the interest of public and private bodies, both nationally and internationally, in sectors as We intend to build on our achievements to extend diverse as the administration, ministries, public our presence in North Africa and subSaharan services, banking and insurance, real estate, Africa. The signing of our latest contracts in Senegal industry and services. with CBAO Bank and in Togo with Port autonome de Lomé are a source of great satisfaction to us. On the strength of our experience with major international clients, it was quite logical for us For us Tunisia – particularly in view of the big changes to turn to the African markets, including that that have taken place there – is a natural market of Tunisia, a market with great potential whose for rolling out projects to modernise and support economic model is fairly close to that of Morocco. the country’s new governance structures. It is also a platform from which to penetrate neighbouring markets in which our Tunisian partner has built up “W e intend to build on our partnership with networks of contacts through its other activities. a Tunisian group to expand our presence in Africa” Bachir Rachdi Managing Director and cofounder of Involys 16Entrepreneurs’ Success Stories in the Mediterranean Based in Amman, ISLA is an independent undertaking, ➾ specialising in the assessment and handling of claims, for both insurance companies and the major international specialists The expertise of the Jordanian firm ISLA reaches in this area. T he company is also part of Lloyd’s worldwide network of ➾ as far as the Occupied Palestinian Territories approved agents, which comprises 680 agents based in 175 countries. www.isandla.com Set up in Jordan in 1960, ISLA (International This experience certainly helped to facilitate our Surveyors Loss Adjusters) specialises in surveying establishment in 2009 in Ramallah, in the Occupied and assessing losses across the whole of the Palestinian Territories. We were then and still are Eastern Mediterranean region. Even though a large today the only undertaking in our field of activity part of our business is concerned with land and with a presence in these territories. Our local maritime transport (surveying and inspection of subsidiary deals with marine and nonmarine ships and cargoes, etc.), we cover a very wide field surveys and with loss assessment. It also represents and also operate as an insurance consultant, in the Lloyd’s and all the other major international verification of claims for health problems or for insurance companies represented by ISLA. salvage operations and the recovery of goods and merchandise following accidents. Setting up a base in the Occupied Palestinian Territories was fairly easy, at least as regards the We are also approved agents of Lloyd’s for Jordan, company registration formalities. But the most and since 1 July 2004, Baghdad, from the 32nd difficult part was to obtain a visa to enter the zone, parallel up to the north of Iraq. This role has led us for which we had to wait for almost six months. to become involved in complex situations to ensure On the other hand, once on the spot, just like in the safety of the transport of freight on roads and Jordan, everyone knows one another and contacts in towns in Iraq. are very easy. Today we employ six people in Jordan, three in “Our setting up shop in the O ccupied Palestinian Iraq and one person in the Occupied Palestinian Territories. Territories is directly linked to our strategy of building a regional platform for claims management, and we are seeking to pursue our expansion in the neighbouring countries” Rula Dababneh General Manager of ISLA 17Entrepreneurs’ Success Stories in the Mediterranean Sweco, a stock exchange listed company, employs ➾ 5 400 consultants in 80 countries worldwide. These specialists operate in the environmental, infrastructure (roads, bridges) and Jordan, a vast market in the water sector architectural fields. Sw eco’s Environment branch achieved a turnover of EUR 70 million ➾ for the Swedish company Sweco in 2010, of which EUR 5 million was in the Middle East. www.sweco.se Sweco has contributed its expertise for the This EUR 125 million investment, financed by the construction of the largest wastewater treatment United States and Suez Group, took three years to plant in Jordan, in collaboration with Jordan’s build. Inaugurated in 2006, the treatment plant Water and Irrigation Ministry. We have also assisted plays a crucial role, enabling farmers to irrigate their Jordan by entering into a contract for a new supply crops with treated wastewater. system for drinking water pumped from an aquifer in the desert. What is more, this plant is the cheapest in the world to run, as 90 of the electricity it needs is provided The issue of water is one of the central problems by the plant itself. It represents a great achievement facing the countries of the Middle East and the for Jordan and is the country’s first BOT (Build, Mediterranean. Creating water supply, drinking Operate and Transfer) project, under which an water networks, treating wastewater and irrigating operator designs, builds and manages the plant for crops – these are the new crucial challenges for the a period of 25 years. countries of the Mediterranean area. We are also involved in constructing a system Thousands of kilometres away in Sweden, Sweco supplying water from an aquifer in the desert. We took an interest in these new markets back in have directed the project, which consists of drilling 1996, after taking its first steps in the Occupied 55 wells in the desert, North East of Aqaba, and Palestinian Territories. After that, things moved very building a 325 kmlong 1.6 mdiameter pipeline to quickly as the Swedish Government helped us by Amman. acting as intermediary to enable us to approach Jordan’s Water and Irrigation Ministry for the At a cost of EUR 700 million, this project has been “ A magnificent achievement for Jordan and construction of a wastewater treatment plant at cofinanced by the Turkish group Gama, Jordan’s AsSamra. Water and Irrigation Ministry and with bank loans. the country’s first BOT” A BOT licence has been granted for 25 years. This drinking water conveyance system can supply 3 100 million m of water a year and thus meet 80 of the water needs of the inhabitants of Amman. Hansen Flemming VicePresident Middle East of Sweco 18Entrepreneurs’ Success Stories in the Mediterranean A group of companies established in Aleppo in 1992, specialising ➾ in construction investment and development. One of the most important Syrian companies in this field ➾ The Syrian company THIKAH and French of activity, with 1 200 employees specialising in three areas: commercial, technical and engineering. company Nobatek hope to make their mark in L eader in four areas: residential construction, commercial ➾ construction, the hotel sector and the textile industry. the Middle East in the field of green building Turnover of EUR 200 million in 2009. ➾ www.thikah.com THIKAH is one of the first developers authorised In time we even envisage pursuing this partnership to build whole towns or urban areas in Syria. We by establishing in Aleppo a THIKAHNobatek green were therefore keen to increase our expertise building technological resources centre, which in the field of green building, especially as the could spread its message across the Middle East. Syrian authorities recently announced that new buildings must from now on comply with strict It is worth pointing out that such an association rules regarding insulation. Previously, there were between a private Syrian undertaking and public partnerships that enabled us to enjoy support in bodies is unheard of in our country. We are not yet this area in theory but we needed something more. proposing to construct high environmental quality standard (HEQ) buildings in Syria, but this standard Around the Mediterranean, there is a lot of genuine is our goal. There is no doubt that this public expertise in this field. We wanted to take advantage private partnership will put us on the right road. of this practical experience to improve our own level of expertise more quickly. The So’Eco initiative Even so this partnership does not only work one (Ecoconstruction for social housing) was therefore way: Nobatek will be working on specific case a godsend for us. It enables us to take advantage studies that will enable it to master the technique of the expertise of the Nobatek technological of bioclimatic architecture in historical centres, for resources centre, based in Anglet (France). example, or the development of green hotels. The company will thus gain international expertise The objective of this partnership, which also that it will be able to put to good use in the various “ We are not yet planning to construct involves the Syrian and French public authorities markets. and universities, is to improve our expertise but high environmental quality standard also to spread greenbuilding good practice in The value added of this project geared to the buildings in Syria, but this standard is Syria. In practical terms, So’Eco provides for the specific characteristics of the Mediterranean exchange of engineers and researchers from our climate and construction practices is therefore self our objective, to be attained with two organisations. We are also going to establish evident. technical protocols that will enable us to work at the help of our partners” a distance on joint projects using the same tools and processes. Ahmad Sabbagh Director of THIKAH 19Entrepreneurs’ Success Stories in the Mediterranean Based in Amst erdam, the group is present in 200 countries, ➾ with 159 663 employees. In 2009 turnover was EUR 10.4 billion. Expr ess deliveries account for over half of the group’s business and ➾ It is 20 years now since the country’s are above all geared to the corporate market. However, in view of the development of ecommerce, the group is increasingly active in the business of deliveries to private individuals. geostrategic position attracted the Dutch group In Turkey, TNT employs 825 people and saw its 2010 turnover ➾ TNT to Turkey increase by 25, while still remaining profitable. www.tnt.com.tr TNT, the Dutch delivery and distribution group, set In July 2010 we opened a distribution base at up shop in Turkey back in 1988, when it established Sahiba Gökçen airport in Istanbul. This EUR 8 million TNT Express to develop the express delivery of investment enabled us to create 107 jobs. Turkey is packages and documents. We were keen to take an emerging economy and TNT is recording record advantage of Turkey’s strategic position as gateway growth rates there. The main sectors are textiles, to the Middle East and as a bridge between Asia the automobile industry, high tech and electronics. and Europe. The extremely dynamic domestic market also offered great potential. This does not mean that everything is simple. The foreign investment rules are somewhat Our entry into this market was via a 100 bureaucratic and the application documents can investment by the parent company. At the time also be long and complicated to draw up at the express delivery was still a very recent development start. However, the Government is trying to simplify and our sales force invested a lot of time promoting the procedures. The human resources are of good our business by targeting importexport firms. quality and 60 of the population is less than 21 years old. Even so the training system still needs These efforts have paid off. TNT Turkey now has to be improved. 36 offices and 380 vehicles. In addition, Turkey now occupies an important position within the global Our main airfreight destinations, both for exports air and road network of the TNT group. and imports, are Germany, France, Italy, the United Kingdom and China. Business has recovered well following the crisis. Deliveries to China – up 40 over one year – now take the lead and those to “ There are many opportunities in Turkey Egypt, Saudi Arabia and the United Arab Emirates for global firms such as ours and we intend have increased by 10. to pursue our strategic investments locally” Turgut Yildiz General Manager of TNT Turkey 20Entrepreneurs’ Success Stories in the Mediterranean . .. Waterleau (the name combines the Dutch and French words for ➾ Water treatment: the Belgian company water) was formed in Leuven, Belgium by five engineers including Luc Vriens, the CEO. Waterleau gets valuable help from its local The company has been expanding since 2005 by buying ➾ subsidiaries of groups specialising in water treatment. partners to support its development in Morocco Its turnover in 2010 was EUR 70 million and it employs 285 staff. www.waterleau.com The Belgian wastewater treatment market is a Under this project we are creating local jobs, limited one and our company is obliged to expand demonstrating our desire to work in Morocco. abroad. Waterleau has therefore set up shop in China, Brasil, India, etc., while always following the We are pleased with our partnership with same rule: work with local partners, put down roots Sotradema, which is why we are again involving this in the host country and take a longterm view. company in the contract which we have just won in Fez with the water and electricity distribution Accordingly, when our company was selected authority of that city, Radeef (Régie autonome de in 2008 by the Marrakech water and electricity distribution d'eau et d'électricité de la ville de Fès). distribution authority Radeema (Régie autonome The challenge here is to clean up Oued Sebou, a de distribution d’eau et d’électricité de Marrakech), watercourse suffering from industrial pollution. The we turned to the Moroccan company Sotradema. plant should enter into operation in late 2012 or We allocated part of the civil engineering works early 2013. to this Agadirbased company and were thus able to take advantage of its experience in this The trust that these water authorities have placed area. This valuable assistance also helped us to in our knowhow and the interest generated in learn how to work together on a very worthwhile Morocco by our policy of involving local companies project: the construction and management for justify our great hopes for our company in this ten years of a wastewater treatment plant for country. We are also looking for business in Algeria the 1.1 million inhabitants of Marrakech. We also and Tunisia and we have an office in Cairo in which envisage a secondary and tertiary use for the water 20 engineers are working. for watering parks and golf courses. As a result of “ By creating local jobs we demonstrate the digestion of the sludge, the installations will be that we are motivated to work in a country, able to generate electricity and thus meet 50 of the electricity needs of the wastewater treatment as is the case in Morocco” plant. Anissa Temsamani VicePresident International Relations and Public Affairs of Waterleau 21Entrepreneurs’ Success Stories in the Mediterranean The partner organisations The European Commission’s DirectorateGeneral for Enterprise and Industry Invest In Med The mission of the European Commission’s DirectorateGeneral for Enterprise and Industry is to The Invest in Med programme aims at developing sustainable trade relationships, investments promote the sustainable competitiveness of EU enterprises and industries. and enterprise partnerships between the two rims of the Mediterranean. It is funded at 75 by the European Union over the 20082011 period and supported by the ProvenceAlpesCôte d’Azur In line with the Europe 2020 strategy’s aims of smart and sustainable growth, DG Enterprise and Region, the city of Marseilles and Euroméditerranée. The programme is implemented by the Industry has set out five general objectives for its work: to strengthen the competitiveness of Europe’s MedAlliance consortium, which associates economic development organisations (ANIMA, leader of industrial base and promote the transition to a lowcarbon economy; to promote innovation as a the programme), CCIs (ASCAME, EUROCHAMBRES), and business federations (BUSINESSMED). The means of generating new sources of growth and meeting society’s needs; to encourage the creation members of these networks, as well as their special partners (UNIDO, GTZ, EPA Euroméditerranée, and growth of SMEs and promote a new entrepreneurial culture; to ensure an open internal market World Bank, etc.), gather a thousand of economic actors mobilised through pilot initiatives centered for goods; and to support the European presence in space. on key Mediterranean promising niches. Each year, a hundred operations associate the 27 countries of the European Union and nine Mediterranean partner countries: Algeria, Egypt, Israel, Jordan, Lebanon, www.ec.europa.eu/enterprise Morocco, Palestinian Authority, Syria and Tunisia. www.investinmed.eu EuropeAid Development and Cooperation DirectorateGeneral ANIMA Investment Network The EuropAid Development and Cooperation DirectorateGeneral manages EU external aid programmes and ensures that development assistance is delivered worldwide. EuropeAid’s main ANIMA Investment Network is a multicountry platform supporting the economic development mission is to implement the Commission’s external aid instruments, which are funded by the of the Mediterranean. The network gathers around 80 governmental agencies and international Union’s budget and the European Development Fund. To ensure coherence, complementarity and networks. The objective of ANIMA is to contribute to a better investment and business climate and to coordination in implementing external assistance programmes worldwide, EuropeAid works in close the growth of capital flows into the Mediterranean region. collaboration with its various partners. The overall aim is to make external aid more effective. www.anima.coop www.ec.europa.eu/europaid ASCAME European Investment Bank ASCAME (Association of Mediterranean Chambers of Commerce and Industry) was formed the 1st of October, 1982 in Barcelona. The European Investment Bank was established by the Treaty of Rome in 1958 as the European Union’s longterm financing institution. Its remit is to help meet the objectives of the European The Association gathers more than 200 Chambers and other similar institutions from 23 Mediterranean Union; accordingly the EIB continuously adapts its activities as the policies of the EU evolve. In the countries. Mediterranean region the EIB operates through its Facility for EuroMediterranean Investment and Partnership (FEMIP). Its main two objectives are support for the private sector and the creation of Its goals are the following ones: an investmentfriendly environment by means of efficient infrastructure and appropriate financial 1. Promoting international economic cooperation through a network of Chambers of Commerce systems. and other similar institutions with the objective of coordinating, implementing and promoting studies and joint actions, aimed at facilitating the economic exchange between the countries of www.eib.org/femip the Mediterranean region. Its role has been acknowledged by leading European and international institutions. 2. D eveloping and reinforcing synergies between the economies of the countries of the Mediterranean region, mainly by supporting Mediterranean SMEs. 3. Emphasizing the M editerranean identity, in order to improve its perception as well as assuring its positioning on the global market. 4. C ontributing to the creation of an area of peace, tolerance, security and prosperity. www.ascame.org 22Entrepreneurs’ Success Stories in the Mediterranean The partner organisations Acknowledgements BuSINESSMED The publication of this brochure was coordinated by the European Investment Bank The Union of Mediterranean Confederations of Enterprises (BUSINESSMED) is a regional professional (Guido Clary), the European Commission’s DirectorateGeneral for Enterprise and Industry organisation created thanks to the will, determination and militancy of the federations’ presidents of the (Marie Corman) and the Invest In Med Programme (Émilie Godard and Emmanuel Noutary, 12 members and which aims at accelerating the integration and the social and economic development ANIMA Investment Network). in the region. The conception (identifying and collating the contributions, titles and choice of illustrations) BUSINESSMED headquarters, based in Tunis since its creation in January 2004, ensures a permanent was the work of ANIMA Investment Network with the contribution of PROMOS, the Milan contact with the federations of the 12 Mediterranean Partner Countries that it represents. BUSINESSMED Chamber of Commerce’s Agency for Internationalisation. However, the real authors of this main objective is economic integration within Europe and World economy. publication are the business leaders themselves, to whom the partner organisations extend their warmest thanks. www.businessmedmed.com The layout has been prepared by the European Investment Bank’s Communication Department; The photographs were supplied by the relevant firms, the EIB and ANIMA Investment Network. EuROCHAMBRES The EIB’s Linguistic Services Division was responsible for translating and editing the texts and for proofreading. EUROCHAMBRES is the Association of European Chambers of Commerce and Industry and forms one of the key pillars of business representation to the European institutions. The European Investment Bank also financed the printing of this publication. EUROCHAMBRES voices the interests of over 20 million member enterprises in 45 European countries through a network of 2 000 regional and local Chambers represented by 45 national and two transnational organisations. More than 90 of these enterprises are Small or Medium Enterprises. Legal Notice EUROCHAMBRES is the sole European body that serves the interests of every sector and every size of The information and opinions expressed in this brochure are those of the authors alone and do European business due to the multi sectoral membership of Chambers and is the only one so close to not necessarily reflect the official position of the European Union. Neither the institutions and business, as a result of the Chambers’ regional focus. organs of the European Union nor any person acting on their behalf can be held responsible for any use that may be made of the information provided. www.eurochambres.eu ANIMA Investment Network and Invest in Med have used in good faith the contributions received from the participating firms. They cannot be held responsible if any errors or inaccuracies appear in this brochure. We would be grateful if any inaccuracy could be notified to infoanima.coop. Any requests for information can also be forwarded to the partners in the countries concerned via the same email address. A large amount of information concerning the European Union is available on the Internet EUROPE DIRECT is a service to help you find answers (europa.eu; www.eib.org). Information on the ANIMA Mediterranean Investment Project to your questions about the European Union Observatory (MIPO) is also available on the net (www.anima.coop). Freephone number (): 00 800 6 7 8 9 10 11 Certain mobile telephone operators do not allow access to 00800 numbers or may charge for these calls.Reproduction autorisée moyennant mention de la source. The first edition « Boosting business in the Mediterranean – Entrepreneurs’ success stories », published in 2009, is still available © European Investment Bank, 2011 from the European Commission, ANIMA Investment Network or the European Investment Bank. Reproduction is authorised provided the source is acknowledged. 23Investing and forming business partnerships across the Mediterranean This is the choice made by entrepreneurs and these are their stories. Read about their experiences in this brochure which has been produced in English and French and widely distributed. These successful initiatives emphasise the huge potential of the EuroMediterranean region, which has always been a crucible of trade, entrepreneurship and innovation and is destined to be an area of shared prosperity. The stories can also be viewed on the websites of the organisations that collected them, which also contain other useful information: European Investment Bank : www.eib.org/femip ➾ European Commission : http://ec.europa.eu ➾ Invest in Med programme : www.investinmed.eu ➾ ANIMA network : www.anima.coop ➾ Finally, this brochure will also be distributed in the form of individual factsheets at numerous EuroMediterranean business meetings organised by Invest in Med. © EIB – 05/2011 – EN QH3011086ENC
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