Hidden Champions from North Rhine- Westphalia€¦ · The Enterprise Europe Network is the largest...

Hidden Champions from North Rhine-Westphalia

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Index.

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Editorial..............................................................................................................................................................................................3

Wheretofindhelplocally.TheEnterpriseEuropeNetwork.............................................................................................4

Chemistryandbiotechnology.BioCircleSurfaceTechnologyGmbH............................................................................6

Valvesforplantengineeringandconstruction.BomafaArmaturenGmbH..................................................................8

Machineandplantconstruction.BültmannGmbH.............................................................................................................10

Mechanicalengineering.CoatemaCoatingMachineryGmbH........................................................................................12

Electricaltrace-heatingsystems.elthermGmbH.................................................................................................................14

Controlandautomationtechnology.EMGAutomationGmbH.......................................................................................16

Integratedsolutionsformunicipalandindustrialwastewatertreatment.

enviplanIngenieurgesellschaftmbH......................................................................................................................................18

Geoinformation.GEOHAUS-Gruppe.......................................................................................................................................20

Analytictechnology.GerstelGmbH&Co.KG.......................................................................................................................22

Industrialheat,energyandprocessengineering.GIWEPGesellschaftfürindustrielleWärme,

Energie-undProzesstechnikmbH..........................................................................................................................................24

Safetyengineering.HaakeTechnikGmbH...........................................................................................................................26

AerialPhotoandGeo-informatics.HansaLuftbildAG......................................................................................................28

Rubber-processingindustry.HFMixingGroup.Harburg-Freudenberger

MaschinenbauGmbH..................................................................................................................................................................30

RadioTechnologiesandMicroelectronics.IMSTGmbH....................................................................................................32

Automationsystems.iSAMAG.................................................................................................................................................34

Mechanicalandplantengineering.JHTJakobs-HoubenTechnologieGmbH...........................................................36

Medicaltechnology,opticaltechnologies,laboratoryanalysisandbio-analysis.JükeSystemtechnikGmbH.38

StorageSystems.KappesSystemeGmbH............................................................................................................................40

Innovationsfortheplasticsindustry.KIMW.KunststoffInstitutLüdenscheid............................................................42

Industriallasermaterialsprocessing.LBBZ.LaserBearbeitungs-und

BeratungszentrumNRWGmbH................................................................................................................................................44

Linearandautomationengineering.LeantechnikAG.......................................................................................................46

Sensor,controlanddrivetechnology.Lenord,Bauer&Co.GmbH................................................................................48

Ventilation,air-conditioningandcoolingequipment.MenergaGmbH.......................................................................50

Intelligentcontrolsystemsforenergy-intensiveprocesses.PowitecIntelligent

TechnologiesGmbH.....................................................................................................................................................................52

Analyticalinstrumentsandlaboratorytestingplant.RubothermGmbH...................................................................54

Automationtechnology.HansTurckGmbH&Co.KG.......................................................................................................56

NorthRhine-Westphalia.Fromblackcoaltowhitecollargrowth..................................................................................58SectorIndex....................................................................................................................................................................................59

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Editorial.

With 600 organisations in 51 countries, the Enterprise Europe Network is the largest innovation consulting and technology transfer network in the world for SMEs. Each year, thousands enterprises take advantage of the Network’s services, which are mostly free of charge. One of the Network’s most important goals is to help its clients to establish and implement transnational partnerships. In 2011 alone, over 1.600 such cooperation agreements were documented.

Thisbrochureportrays26innovativeandinternationallyactiveenterprisesfromNorthRhine-Westphalia,oneofGermany’sstrongesteconomicregions.Manyofthemplay a leading role in their respective markets andtechnologicalfields–intheregion,inGermany,inEuropeandincreasinglyatgloballeveltoo.Someofthemare“hiddenchampions”,partlyunknownworldmarketleadersinspecifictechnologyandmarketsegments.Whattheyhaveincommonisthattheydisplayastrongcommitmenttotechnologyandinnovationandarereceptivetowardsnewinternationalpartners.

AlltheenterprisespresentedherebelongtoZENIT’scircleofshareholdersandclients.Forover25years,ZENIThasbeenamemberofEuropeaninformationandadvicenetworks(EuroInfoCentre(EIC),InnovationRelayCentre(IRC)andtodayEnterpriseEuropeNetwork)andconsequentlyhasextensive experience in providing consulting servicesonEuropeantopicsandinthemediationofcooperationpartners.

Anyoneinterestedinpotentialpartnershipscancontacttheir local Enterprise Europe Network office (http://ec.europa.eu/enterprise-europe-network)orZENIT,whichas“NRW.Europa”istheNetworknodeforNorthRhine-Westphalia, together with the NRW.BANK, and readytohelpbrokernewcontacts. Incidentally,theregionalNetwork organizations have the facilities to identifyinterestingcooperationpartnersabroadandbringthesetogether,forexampleusingatechnologydatabaseinwhichthepartnersearchprofilesofabout13.000enterprisesarestoredorintheframeworkofthesome1.000brokerageeventswhichtheNetworkhasstagedsince2008.Helpisalsoavailablefordefiningjointprojectsorprocuringpublicfunding.

Wewishyouinterestingreadingandhopeyouenjoylaunchingnewpartnerships.

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Joanna Drake Peter Wolfmeyer DirectorandDeputySMEEnvoy,EuropeenCommission ManagingDirectorZENITGmbH

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The Enterprise Europe Network is the largest European business support and innovation network providing integrated high quality services for the benefit of SMEs. The network‘s mission is to provide integrated information, business co-operation, innovation and technology transfer services in support of small businesses and innovative SMEs.

One of the network‘s core activities is informingenterprisesaboutEUlegislation,programmesandfundingopportunitiesaswellasprovidingfeedbackfromSMEstotheCommissiontoensurethatfuturelegislationrespondstoSMEneeds.Networkmembershaveexpertiseinareasofspecificinteresttocompaniessuchas:publicprocurement,businesscooperation,financing,innovation,technologytransfer,marketresearchandIntellectualPropertyRights.NetworkmembersalsohelpcompaniestoapplyforEUresearchprojectsandfulfiladministrativeformalities.TheyhavedirectaccesstotheEuropeanCommissionandaresupportedbydedicatedstaffintheExecutiveAgencyforCompetitivenessandInnovationinBrussels,assistingtheminansweringthemostcomplexquestions.

Information is also provided to companies throughawareness-raising activities (participation in fairs,organisationofseminars,lectures,workshops…)andarangeofpublicationsofferedinlocallanguages(guides,newsletters,websites…).

TheEnterpriseEuropeNetworkalsosupportsinnovationbyprovidingbrokerageservicesfortechnologyandknowledgetransfer.Italsosupportspartnership-building

activitiesbetweenallkindsofinnovationactorsanditisengagedindisseminatinginformationrelatedtoinnovationissuesandinexploitingresearch-basedtechnologies.Theyoperateapartnershipdatabasewithmorethan13.000offersandrequestforcooperation.

Wheretofindhelplocally

The Enterprise Europe Network.

„The Enterprise Europe Network is a well established business support with 600 experienced organisations in 51 countries. It offers help especially to SMEs who are on the lookout for commercial partners, for technology transfer business or an FP7-involvement. “ Joanna Drake, Director and Deputy SME Envoy, Europeen Commission

The recipe for bigger business

ec.europa.eu/enterprise-europe-network

European CommissionEnterprise and Industry

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Enterprise Europe Network

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RegardlessofwhatstageofabusinesscycleacompanyisinorwhatleveloffamiliarityithaswithEuropeanaffairs,theEnterpriseEuropeNetworkcanhelp.IthelpscompaniestotakeadvantageofbusinessopportunitiesandcanexposethemtoEuropeanandinternationalmarketsthroughitspartnersin51countries.TheEnterpriseEuropenetworkhasnearly600officesspreadacrossEuropeandinThirdCountries.TheseincludeallEUMemberStates,CandidateCountries,AssociatedCountriestotheCompetitivenessandInnovationProgramme,membersoftheEuropeanEconomicArea,andmajoreconomicareassuchasChina,Russia,South-Korea,MexicoandtheUS.

Furtherinformation:

http://ec.europa.eu/enterprise-europe-network

Tofindtheclosestbranch,bothacrosstheEUandbeyond:http://www.enterprise-europe-network.ec.europa.eu/about/branches

Source:EuropeanUnionSupport.ProgrammesforSMEs.AnoverviewofthemainfundingopportunitiesavailabletoEuropeanSMEs.January2012

NRW.Europa

UnderthenameNRW.Europa,ZENITGmbHandthe NRW.BANK are together offering the bestpossible support in the area of transnationalEuropean business Our service packageencompassescomprehensiveadvice,forexampleforinternationalisationandinnovationprojects,inthesearchfornationalandinternationalbusinesspartners as well as in applications for publicfunding.

Our services are available to enterprises,organisationsclosetothebusinessandresearchcommunities,aswellasuniversitiesinNorthRhine-Westphalia.Ourtoppriorityissmallandmedium-sizedenterprises(SMEs).

www.nrw-europa.de

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At the heart of East Westphalia-Lippe, in the town of Gütersloh, lie the headquarters of Bio-Circle Surface Technology GmbH. For 25 years, this chemistry and biotechnology company has been manufacturing, developing and selling innovative chemical/technical products for surface treatment.

Environmentally compatible products for cleaning,protection,lubricationandwelding,aswellascompletecleaningsystems,aremanufacturedandmarketedunderthenamesofbio-chemandBIO-CIRCLE.

Solventscanbesubstitutedinmanyapplicationswiththeaqueousbio-chemproducts.Iftechnicallypossible,theyaremanufacturedfromreproduciblerawmaterials,arelargelyVOC-freeandpartlycertifiedbytheNSF.ThecompanyisrepresentedworldwidethroughitssubsidiariesinAustria,Switzerland,Brazil,Canada,Poland,Czechia,ChinaandThailand.

History

Starting point was the idea of developing alternativeproductstothosecon-tainingchlorinatedhydrocarbonsused in the metal industry. As a two-man firm, theengineersUlrichandManfredBerenssetupCBChemieund Biotechnologie in 1985. The first product range

comprisedCFC-freemaintenanceproductswhichweretestedandusedintheregion’smetalindustry,aswellasphosphate-freeaqueouscleaners.Theintroductionofbio-chemasthetradenameforallthecompany’sproductswasfollowedbyfirstproductsforthenewprotection,lubrication,weldingandice-freeproductsegments.Theproductrangewasroundedoffbythecleaningproductlineforsurfacetreatment.

In2010,thecompanywasrenamedandhassinceoperatedunderthenameofBio-CircleSurfaceTechnologyGmbH.Againstthebackgroundofitsbusinessstrategy,whichhasaninternationalfocus,thechangeofnamemadeitpossibletochannelandstrengthenitsknow-howatgloballeveltoo.

Overtheyears,thefirmhasdevelopedintoanenterprisewitharound120employeeswhichoperatesatinternationallevel.SubsidiariesandproductionfacilitiesweresetupinEuropeandmanyotherpartsoftheglobe.Inaddition,the company’s consistent presence at national andinternationalexhibitionsstimulatesaninnovativereactiontoideasandmarkets.

Awarethatitmustbearresponsibilityfortheenvironment,the company is actively involved in a number ofenvironmental projects. Against the background ofever stronger globalization, the firm’s environmentalmanagementsystemwascertified inaccordancewiththeISO14.001standardvalidworldwideandregularlyrecertifiedupuntiltoday.

Chemistryandbiotechnology

Bio Circle. Innovative products for surface technology.

“Cooperation partnerships mean that Bio-Circle Surface Technology GmbH can expand its sales and distribution network with limited investment in many places at the same time” Martin Feindt, Vice President Export

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Product innovation

Because research and development are the basis forfutureorientedproducts,theDevelopmentDepartmentworksclosely togetherwithanumberofuniversities.Atthecentrestandstheguidingprincipleofthefirm’sphilosophy:“Holisticthinkingandsustainableaction”.Theresultisconvincingmoreandmorecustomersworldwidewhoareseekingefficient,environmentallyfriendlyandaffordablesolutions.“Thekeyfactortooursuccessisthefactthatweareabletoutilizetheinnovationswhichwehavedevelopedintheframeworkofbasicresearchinapplicationsengineering,establishthemastheindustrialstandard and then market them as well”, says UlrichBerens,ChairmanoftheSupervisoryBoard.Thefuturewillseemoresuchmarketableinnovations.Andthefirmisoptimisticthatitcancontinuetoconquerthemarketbothatnationalandinternationallevel.

Bio-Circle Surface Technology GmbH

Berensweg200D-33334GüterslohTelephone:+49-5241-94430Email:[email protected]:www.bio-circle.de

Yearfounded:1985No.ofemployees:120Foreignshareofturnover:43%

Presence in foreign markets: Subsidiaries inSwitzerland,Austria,Canada,Brazil,Poland,Czechia,ChinaandThailand.Productsalesworldwide.

Awards (optional): German Material EfficiencyPrize,NRWEfficiencyPrize,InnovationPrizeofSMEInitiative,b2fairAward,Office&EnvironmentPrize,“Familiegewinnt–Thefamilywins”

MemberofNetzwerkZENITe.V.:Since2010

Businessfield:Chemistryandbiotechnology(surfacetechnology)

Clients:Industry

Specialexpertise:Usingtheinnovationswehavedevelopedintheframeworkofbasicresearchinthefieldofapplicationsengineering,establishingthemastheindustrialstandardandmarketingthem.

Interestedatinternationallevelin: Partnersforresearchprojects Salesanddistributionpartnerships Technologycooperation

Outlook:“Forus,sustainabilitymeanstakingonresponsibility.Forouractivitiesinbusinessandsocietyaswellasforallenvironmentalissues”,UlrichBerens,ChairmanoftheSupervisoryBoard

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The taps in the kitchen and bathroom - also a type of valve - are familiar to every child. What BOMAFA has to offer is however on quite a different scale. For 90 years it has been supplying large control valves for power plants and industrial processes.

ThistraditionalBochumfirmhasmadeanameforitselfabove all as a leading manufacturer of high-pressurebypasssystems.Thepurposeofthesespecialvalvesistodivertthesteaminapowerplantaroundtheturbineifnecessaryandatthesametimetoregulatetemperatureandpressure.Allvalvesareindividuallyadaptedtothespecificationsofthesiteinquestion,inordertoguaranteethatprocessesareefficientandsafe.Apartfrommaximumsafety,easymaintenanceplaysamajorrole,sinceeveryminuteofplantdowntimecostsmoneyandservicingmusttakeplacequicklyandsafelyunderdifficultconditions.

TheteaminBochumseethemselvesinthefirstinstanceasengineeringpartnersforcompleteandsophisticatedsolutions.Theyalreadyhaveinmindfromearlyonthemostimportantplantparameters,becausenowasbeforetheyoccupyanichewiththeirvalveswhichdemandsahighleveloftechnicalexpertiseandflexiblesolutions.Today’sproductofferistheresultofskillsgainedoverdecadesandofwhichno-onewouldhavethoughtbackwhenthefirmwasfoundedin1919.Itallnamelybegan

withthemanufactureandsaleofminingequipment.Thatonedaymoreturnoverwouldbegeneratedwithexportsthaninthehomemarketwaspresumablyinconceivable.

Internationalization

Offeringtoday’sknow-howtoaglobalmarkettooisataskthesome100employeesoftheBOMAFAGroupsetthemselveseachdayanew,aseachmarkethasitsownrules.WhatseemspromisinginChinamightamounttonothinginSouthAmerica.

Oneofthereasonsforthisisculturaldifferences.FriedrichAppelberg,ManagingDirectorofthefirminthefourthgeneration,understandsthegreatimportanceofbeingopentoforeignculturesinordertobesuccessful.Afewyearsago,hewenttoChinahimselfwithhisfamilyfora year and today he still regularly spends at least sixweeks a year there.The reward: BOMAFA is perceivedinthe“MiddleKingdom”asparticularlyauthentic.“TheChineseappreciate“MadeinGermany”qualityandourSMEstructure,”saysFriedrichAppelberg.Beingclosetothecustomerisapowerfulargumentwhichisconvincingatinternationalleveltoo.

Valvesforplantengineeringandconstruction

Bomafa. Cutting-edge engineering from the Ruhr.

“If you want to be successful abroad, you must above all be prepared to accept different cultures.”Friedrich Appelberg, Managing Director of BOMAFA Armaturen GmbH

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Successwastherefore forthcoming: In2010andwithalmostelevenmillionEuros,BOMAFAachievedthebestturnoverinthefirm’shistory.Inadditiontonewequipmentandmachines,theworkforcewasincreasedby30percent.Thefactthat75percentofturnoverisgeneratedabroadcontributessignificantlytothisdevelopment.

Sectoral commitment

In order to attract qualified personnel, BOMAFA alsoplaces strong emphasis on the regional market. As afoundingmemberofArmaturenkompetenzRuhre.V.,alocalbusinessnetwork,itisactivelyinvolved,togetherwithfourothervalvemanufacturers,inthepromotionandpresentationofvalvetechnologyfromtheRuhr.Thecoreofitssupportisaone-yearstudentscholarshipwhichaimstoinspireyoungengineerstowardsthevalvesector.ThiscommitmentmeantnewgroundforBOMAFA.“Butviaourregionalnetwork,newopportunitiesopenupwhichbenefitnotjustcustomersandpartnersbutultimatelythewholeregion.”

BOMAFA Armaturen GmbH

Hohensteinstraße52D-4866BochumTelephone:+49-2327-9920Email:[email protected]:www.bomafa.de

Yearfounded:1919No.ofemployees:102Turnover2011:12millionForeignshareofturnover:75%

Presenceinforeignmarkets:China,Brazil,India

Patents:Desuperheatingwithatomization

Awards:Winnerofthe“profitplusGrowthCompetition”ofBochumBusinessDevelopmentOfficein2009

MemberofNetzwerkZENITe.V.:since2009

Businessfield:Steamcontrolvalvesforpowerplantsandindustrialprocesses

Clients:Internationalplantconstructionfirmsandoperators,suchasEvonik,RWE,E.On,BASF,Siemens,ThyssenKrupp,BHELforexample

Specialexpertise:Worldwideflexibleservice,customizedvalvedesign

Interestedatinternationallevelin: Manufacturingpartnerships Distributionpartnerships Technologypartnerships

Outlook:WearecurrentlyobservingvastdevelopmentsintheenergysectorintheemergingBRICcountries.Powerplantsandotherfacilitiesarebeingplannedandbuiltinrecordtime.Inordertoparticipateinthisgrowth,wemustdevelopourownstrategyforeachmarket.Wemustuseourresourcesinsuchawaythatwecangainafootholdeverywhere,butwithoutoverstretchingourselvesandgoingbeyondourlimitations.CooperationwithlocalpartnersisBOMAFA’spreferredchoice”.FriedrichAppelberg

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In the machine and plant construction sector, Bültmann GmbH in Neuenrade is market leader in the production fields of drawing, straightening and peeling, and supplies customers worldwide in the semi-finished products industry.

Theproductrangeofthe120-strongcompanyfromtheSauerlandcoversthefullproductionchainfortube,barandprofilemanufacturefromalmostalltypesofmetal.Thisincludesdrawing,peelingandstraighteningmachines,aswellasmachinesforupstreamanddownstreamprocessingstages.Bültmannnotonlysuppliesindividualmachines,butalsocompleteturnkeyproductionlinesandplants.Thesearecharacterizedbyahighlevelofautomationandinthiswayguaranteelowmanufacturingcostsandconstantlygoodproductquality.Thefirmwasfoundedin1972byRudolfBültmann,whodevelopedandbuiltinnovativedrawingmachinesfortheproductionoftubes,barsandprofiles.Aproductofferwhichwashighlywelcomedbythemarketatatimewhen,forexample,refillsforballpointpenswerestillmadeoflittlemetaltubes.

Research activities

Whilstforabout30yearsitwascustomercontracts which were the driving forcebehind the firm’s development work,todayBültmannisalsoactiveitselfintheareaofresearchanddevelopment.Itsfirstpublic-fundedR&Dprojectwaslaunchedin 2005 under the umbrella of the EU’sSixthFrameworkProgrammeforResearch.The objective was the development of anewdrivetechnologybasedonmagneticfields. Also innovative and successfulwas a project funded by the DeutscheBundesstiftung Umwelt DBU (GermanFederalFoundationfortheEnvironment).Forthefirstapplicationworldwideofhigh-temperaturesuperconductortechnologyinanindustrialmanufacturingprocess,whichleadstohighenergysavingsinaluminium

processing,Bültmann,togetherwithitspartnerZenergyPower GmbH, was awarded numerous environmentalprizes.


The innovations introduced in the 1970s in the areaofdrawingmachinesprovedtobeadoor-openertoamajor and renowned German firm.This global playerintegratedBültmannmachinesfromtheSauerlandintoitsproductportfolioandsoldthemworldwide.Throughthe cooperation with clients which was necessary forthis, international contacts evolved which still existtoday.WhatalsomadeacontributionwasthefactthatthecircleofEuropeantubemanufacturersisrelativelysmallandhasalwaysbeencloselynetworked.Inaddition,RudolfBültmannpursuedatenaciousandconsistentsalesstrategywithhisinternationalclients.Thecompanyhasbeenrunbythesecondgenerationsince1997andtodaysellsitsmachinesandplantsacrosstheentireglobe.Targetcustomersincludearound200manufacturers,bothprivatecompaniesandcorporategroups,inEurope,NorthAmerica

Machineandplantconstruction

Bültmann. A major presence in a small global market.

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andAsia,whichareingenerallookedafterbylocalsalesagents.Afterall,“forsmallandmedium-sizedenterprises,aninternationalpresenceisoftenmorefeasiblethroughindependenttraderepresentativesthanownsubsidiaries,”saysPetraBültmann-Steffin,ManagingDirector.Bültmanncan be found wherever there is a very high demandfor quality, both in industrialized countries as well asemergingeconomies.Thecircleofcustomersrangesfromautomobilesub-contractorstohouseholdinstallationsandmedicaltechnologytojewelleryandwatches.Overtheyears,Bültmannhasgainedareputationforitselfasapartnerforthedevelopmentofnewmanufacturingprocesses.

Bültmann GmbH

Hönnestr.31D-58809Neuenrade-KüntropTelephone:+49-2394-18-0Email:[email protected]:www.bueltmann.com

Foundingyear:1972No.ofemployees:130Turnoverinthefinancialyear2010/2011:Around23millioneuroForeignshareofturnover:80%

Presenceinforeignmarkets:Australia,Belgium,Brazil,Canada,China,Finland,France,GreatBritain,Greece,India,Israel,Italy,Norway,Poland,RussianFederation,Spain,Sweden,Switzerland,Turkey,USA

Patents:Variouspatentsintheareaofdrawing,peeling,straightening

Awards:HermesAward2008,GermanEnvironmentalAward2009,EuropeanEnvironmentalAward2010,amongstothers


“The right sales agent in the target country, who is at home in the relevant customer segment, represents a very good basis for rapid market entry.” Petra Bültmann-Steffin, Managing Director, Bültmann GmbH

Businessfield:Machineandplantconstruction

Clients:Semi-finishedproductsindustryworldwidewithhighdemandsonproductqualityandplantperformance

Specialexpertise:Jointdevelopmentofindividualandreliablesolutionsforandwithourclientstoincreasetheircompetitiveness;ourinnovationcapability-“alwaysonestepahead”


Outlook:“Wewanttofurtherstrengthenourmarketpositionthroughinnovativeideasandthehighestdegreeofreliability.Insodoing,wewanttounderlineourambitionofbeingaglobalplayerwhosebusinessoperationsareenvironmentallycompatible,withoutlosingsightofourresponsibilityforouremployeesandtheregion.”PetraBültmann-Steffin

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Coatema, a family business in Dormagen, offers customized solutions for printing and coating processes. Its portfolio comprises both laboratory facilities for small test series as well as production lines for large-scale work. Coatema Coating Machinery GmbH is a supplier of equipment for the coating of various substrates such as textiles, paper or foils. Coatema machines can be used in the manufacture of high-tech products such as batteries, fuel cells, solar cells, flexible electronic products or pre-pregs.

Thecompany’salmost40years’experienceasmarketleaderformodularlaboratoryandmanufacturingequipmentisitssourceofinspirationinthedevelopmentofnewapparatusandtheimprovementofexistingsystems.Thusin2010theSmartcoaterwasdeveloped: laboratoryapparatuswhichmakesitpossibletodemonstrateonasmallscalethecompletemanufacturingprocessofaproductoritsindividualcomponents.Andusingminimumquantitiesof substrate and chemicals in the process. AlthoughtheSmartcoaterwasoriginallyconceivedasastandardmachine, Coatema now manufactures it to individualproductandcustomerrequirements.

History

HerbertGiessmannfoundedCoatemain1972inNeussasanengineeringoffice.AsDesignManagerintextilefactoriesinKrefeld,MönchengladbachandAachen,hehadalreadygatheredextensiveexperiencewithtechnicaltextiles.Asafreelancedesigner,hewasresponsibleforplanningturnkeyplantsandconcentratedontheAsianmarketfromearlyon,wherehesuppliedcompactplantsinconjunctionwithhisknow-howintheareaoftextilecoatings.In1975,hesetupafirstjointventurewithaChinesecompany,whichboughtCoatemamachinerytoproduceimitationleatherandfloorcoverings.

Innovation and continuous further development areimportantimpulsesforthisfamilybusiness.SoontheoldpremisesbecametoosmallforallthesedevelopmentsandsoCoatemamovedtonewbuildingsinDormagenin2006.Apartfromadministration,design,manufacturingandassemblyarealsolocatedonthefirm’snewsite,aswellasatechnicalunitwithfullyoperationalpilotandproductionequipmentcoveringover1200m2.Itisheretoothattheannualinternationalsymposiumtakesplace,whereexpertsfromscienceandcommercepresentthelatestdevelopmentsintheareasofprintingandcoatingandalsodemonstratetheminpracticaltrials.

Mechanicalengineering

Coatema. Active at national and international level for 40 years.

“Fortunately, there is considerable creative talent in the coating sector and we are known there for our individual solutions. For us, it is exciting over and over again to put our clients’ innovative ideas into practice in our technical unit with its over eleven pilot lines and a production unit with 2000 mm working width, and to draw here on the knowledge available in a network of international research institutions.”Dr. Andreas Giessmann, Managing Director, Coatema Coating Machinery GmbH

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Apartfrominnovation,abovealltraditionisamotorofthisfamilybusiness.Since1991,thesecondgenerationisactivelyinvolvedinthefirm:HerbertGiessmannhandedoverthemanagementof thecompanytohisson,Dr.AndreasGiessmann,whilsthoweverstillplayinganactiveroleinthebusiness.ThelinkstoAsiaestablishedearlyonarealsostillbeingnurtured.AsiaisanimportantmarketforthisDormagenfirmandsotherearenowrepresentativesinChina,Japan,Korea,TaiwanandSingapore.InadditiontoAsia,therearecountlessclientsinEuropeandAmerica.Through itspresenceat internationalcongressesandexhibitions,contactsareconstantlybeingmadetonewpotentialcustomersandpreviouslyunexploitedmarketsopenedup.ProspectivecustomerscanvisitthefactoryinDormagenandtestthemachinesandnaturallyalsopurchaseonewhichistailoredtotheirownindividualproduct.

Mechanicalengineering

Coatema. Active at national and international level for 40 years.

Coatema Coating Machinery GmbH

RosellerStr.4D-41539Dormagen Telephone:+49-2133-97840Email:[email protected]:www.coatema.de

Yearfounded:1972No.ofemployees:92 Turnover2011:15million€Foreignshareofturnover:40%

Presenceinforeignmarkets:France,Benelux,Italy,GreatBritain,Sweden,Norway,Finland,Denmark,Turkey,RussiaFederation,USA,Singapore,Taiwan,Korea,China,Japan,India,Brazil


Businessfield:Mechanicalengineering

Clients:Manufacturingfirmsinawidevarietyofareasoffunctionalsurfaceproduction

Specialexpertise:Marketleaderforcustomizedsolutionsforprintingandcoatingprocessesforhigh-techindustries

Interestedatinternationallevelin Partnersforresearchprojects Salesanddistributionpartnerships Technologycooperation

Outlook:“Inthenextmonths,wewillbeexpandingouralreadyextensiverangeoflaboratoryandpilotfacilitiesandthusenhancingstillfurtheroursuccessinthisarea.TheSmartcoaterisoneofournewestdevelopmentsandcanalreadysubstantiatethissuccess:Ithasnotonlywonprizes,butisalsoalreadybeingwellreceivedbyourcustomers.”Dr.AndreasGiessmann

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eltherm GmbH in Burbach, an SME operating at international level, numbers amongst the leading manufacturers worldwide of heat tracing systems.

Over40yearsofknow-how,highestqualitystandardsandflexibilitycharacterizethisexpandingowner-runcompany.Itsclientsinclude,forexample,Daimler,VW,BASF,Linde,Siemens,DeutscheTelekom,Orange,Vodafone,Zentis,EvonikandAREVA.

Special product features

Scarcelyanyindustrycandowithoutheattracinginitsproductionprocessesanditalsoplaysanimportantroleinfrostprotectionandhotwaterproductioninbuildings.Therangeofapplicationsinindustry,wherereachingandmaintaining specific temperatures or frost protectionarerequired,isverybroad.Thesystemsaremostlyusedinthechemical,oilandgasindustry,butalsoinpowerplantconstructionandtheautomotiveorfoodindustries.elthermisaspecialistforinnovativeheatingcables,heatedhoses,heatingmatsandjackets,measuringandcontrolinstrumentation,aswellasthecorrespondingaccessories.Withtheproductionofhigh-techself-regulatingheatingtapes,thecompanyranksinthepremierleagueofheatingcable manufacturers. Only about ten manufacturersworldwidehavecommandofthistechnologyandelthermistheonlyoneinGermany.

History

elthermElektrowärmetechnikGmbHwassetupin1991inrentedfacilities.Bothfoundersareformeremployeesofaninternationalheattracingcompany.Theirjointstartinself-employmentwasasuccessstoryfromtheoutset.Pioneeringworkwasperformedintheshapeofanelectricalheatingsystemforasugarsiloin1994,withwhichthefirmcouldestablishitselfinthemarketplace.Oneyearlateritspremisesbecametoosmall,sothatworkbeganonthebuildingofnewproductionandadministrationfacilities.Inthatyear,elthermestablisheditsinnovativeelectricaltankcontainerheattracingsystemsonagrandscaleandwonasignificantcontractfromProcterandGamble.Whenitmovedintoitsnewpremisesin1996,elthermalreadyhad20employees.Sincethen,itsproductionareahasincreasedthreefoldandconsiderableinvestmentshavebeenmadeinexpandingmanufacturingcapacities.Thefirm,whichwasrenamedelthermGmbHin2009,todayhas112employees.

Since it was founded 20 years ago, the company hasenjoyedaconsistentlypositivedevelopment.Turnoverhasincreasedyearbyyearandthefirmseenrapidgrowth.Aboveallexportsplayakeyroleinthisgrowth,whichisfargreaterhereincomparisontothedomesticmarket.

Electricaltrace-heatingsystems

eltherm. Entering new markets with experience and innovation.

“The topic of internationalization should be addressed with care, above all by small and medium-sized enterprises. It is important to enter into strategic partnerships at local level in order to be able to gain a foothold in the market in question. Without knowing the special peculiarities of the market and local customs, it can be very difficult to become established in foreign markets. The local German Chamber of Foreign Trade can be very helpful here, as can ZENIT’s international experts.” Frank von der Heyden, Managing Director, Marketing & Sales

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Thesettingupin2010ofelthermAsia-PacificPte.Ltd.andelthermUKLtd.,thesubsidiariesinSingaporeandEngland, was a milestone significant in meeting thisdevelopment.Bothfirmsenjoyedasuccessfulstartandhavealreadyattractedseveralprojectsworthmillions.Moresubsidiariesarealreadybeingplanned,aselthermwantsinfuturetoexpanditsinternationalinvolvementaboveallinEuropeandAsia.

Sales and marketing at eltherm are working closelytogetherhere,inordertoarriveatathoroughanalysisofthemarketandweighuptheopportunitiesandriskspriortomarketentry.Importantdecisioncriteriabeforeenteringintoapartnershiporsettingupasubsidiaryinanexportcountry.Notonlythecompetitivesituationplaysarolehere.Itisnecessarytoclarifythelegalsituationandwhatbureaucraticobstaclesmightbeencountered.

eltherm GmbH

Ernst-Heinkel-Str.6-10D-57299BurbachTelephone:+49-2736-44130Email:[email protected]:www.eltherm.com

Yearfounded:1991No.ofemployees:112Turnover2011:22million€Foreignshareofturnover:56%

Subsidiariesinforeignmarkets:elthermUKLtd.,EnglandelthermAsia-PacificPte.Ltd.,Singapore

Awards(optional):InnovationPrize2007HoppenstedtCreditCheck–TopRating2011


Businessfield:Electricalheattracingsystems

Clients:Chemicalandpetrochemicalindustry,oilandgasindustry,powerplantconstruction,automotiveindustry,plantengineering,foodindustry,electricalappliancewholesalers

Specialexpertise:Engineeringcompanywithownproductionsite40years’experienceinthesector

Pioneerinelectricalheattracingfortankcontainersandsugarsilos


Outlook:“Sinceitwasfounded20yearsago,elthermhasexperiencedaconsistentlypositivedevelopment.Itsturnoverandthusalsothecompanyitselfhavegrowncontinuously–withanabove-averageriseinexports.Internationalizationisforusanimportantgrowthfactor.EstablishingoursubsidiariesinSingaporeandEnglandwerethereforeasignificantmilestone.Moreinternationalsubsidiariesareplannedorelsealreadybeingsetup.”FrankvonderHeyden,ManagingDirector,Marketing&Sales,elthermGmbH

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EMG Automation GmbH in Wenden in the Sauerland are specialists in the production automation of continuous manufacturing processes in the metal industry and global market leader in air brake systems for drive engineering.

Thecompanyhasalongandsuccessfulhistory.Asearlyas 1946, it was already setting the world standard incontroltechnologyandsince1999hassupportedqualityassuranceinthesteelindustrywithnewandinnovativeproducts. Innovation, so EMG’s self-conception, is thebasisfortechnologyandmarketleadership.Thisisnotjustunderstoodastheresultofinnovativeproducts,butastheconsequenceofastrategicconcentrationonkeyareasofglobaldemand.Morethan6.000customersinover90countriesaretheresultofthisstrategy.Someinternationalsubsidiariesandpartnershipswereestablishedover30yearsagoandmakeamajorcontributiontotheprofitablegrowthofthecompany.

Itsinternationalgrowthstrategybeganin1977inBrazilandinthe1980sinChina.ApartfromChinaandBrazil,BST International GmbH, the EMG subsidiary, is alsorepresentedwithmanufacturingfirmsinJapan,IndiaandtheUSA.Inordertoreachthegoalofbeingmarketleader,utmostimportancewasattachedtotheareasofinnovationandglobalization,whichhaveestablishedthemselvesas

thecornerstonesofEMG’scompanystrategy.Technologyleadership,costleadershipanddiversificationarefurtheraspectsofitsbusinessmodel.

Niche markets

Withitsproductsandsolutionconcepts,EMGAutomationGmbHisglobalmarketleaderinrelevantnichemarkets.So that this stays the case in future too, its productsaretailoredtohumandemand,thatis,tomegatrends:industrialmanufacturing,mobility,health,environmentandnewconsumerpatterns.Withthisstrategicproductfocus,EMGcanactivelyparticipateinshapingthecurrent

Controlandautomationtechnology

EMG. Technology lead and international presence.

“Every country has its own distinct characteristics; and when operating internationally, cultural differences play a crucial role. Our experience has shown that authenticity and respect from both sides are extremely important. Together, they form the basis for smoothing out any potential cultural conflict. An interesting point in this context is how we are viewed by our subsidiaries. The terms we hear most often are organization, processes, quality and technology – at the end of the day, we must admit that we are really typically German.” Siegfried Koepp, Chairman of the Management Board (right) and Edgar Michael Schäfer, Managing Director

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shiftindemandfromindustrializednationstoemergingcountries.Aprerequisiteforthisisthatthereisnotonlyaproductstrategybutalsoaninternationalmanufacturinganddistributionnetwork.TheexampleofChinashowshowunitingthesetwoaspectsworks.

China’stransitiontoamarketeconomysincethe1980swas the starting shot for an unprecedented wave ofmodernization–atanequallyunprecedentedspeed.Fromthebeginning,EMGwasapartnerintheChinese“EconomicMiracle”.Afterall,innovativeproductswhichensureprocessstabilityareindispensablethroughoutthe entire world. Already in the 1980s, the companygrantedalicencefortheconstructionofairbrakedevicesin accordance with its own technical standard to theChinesestateandbuiltupasalesanddistributionnetworkwithalocalChinesepartner.In2006,salesandserviceactivitieswereunitedinEMGAutomation(Beijing)Ltd.Afterfivesuccessfulyears,anadditionalassemblyshopwaserectedforthemanufactureofEMGproductsfortheChinesemarket.On16thAugust2011,the800m2hall,whichhasbeenbuilttowesternstandardsandnorms,wasceremoniouslyinaugurated.Workingconditionswereformulatedandjobscreatedinaccordancewith“EMGstandards”.

ApartfromEMG’sactivities,thegroupisalsorepresentedinShanghaithroughthesalesandmanufacturingfacilitiesofBSTInternationalGmbHandabusinesscentreofoneofitsotherassociatedcompanies,elexisAG(openinglate2011).

EMG Automation GmbH

Industriestr.1D-57482WendenTelephone:+49-2762-6120Email:[email protected]:www.emg-automation.com

Yearfounded:1946No.ofemployees:384(status31.12.2010)Turnover2011:ConsiderablegrowthexpectedForeignshareofturnover:About60%

Presenceinforeignmarkets:Activeintheglobalmarketplacewith34agencies,includingownsubsidiaries,jointventuresandsalesrepresentatives.Furtherinformationunder:http://www.emg-automation.com/en/contact/contacts-worldwide/


Businessfield:Automationtechnologyandqualityassurancesystemsformetal,paperandplasticsproduction,aswellasthefilmsandtyreindustries.

Clients:EndusersandOEMsintheabove-mentionedindustriesworldwide.

Specialexpertise:Asareliable,soundandinnovativepartner,EMGAutomationnotonlyofferssinglecomponentsorsystems,butalsosophisticated,reliableholisticsolutionsforthemanydifferentrequirementsofourinternationalcustomers.

Interestedatinternationallevelin: Technologycooperation Developmentcooperation Salesanddistributionpartnerships

Outlook:“`Thinkglobal,actlocal´.Thisguidingprinciplemakesacrucialcontributiontoourbeingabletoestablishourselvessuccessfullyworldwideandinverydifferentinternationallocations:Successwhichhasmuchtodowithmutualesteem,trust,andappreciationofthecultureinquestion.OurstaffandourrepresentativesworldwideareproudtobepartoftheinternationalEMGfamily.”SiegfriedKoepp

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enviplan Ingenieurgesellschaft mbH in Lichtenau-Henglarn is an owner-run engineering company, which since 1988 has been developing integrated solutions in the area of industrial and municipal waste water.

RolandDamann,foundingpartnerandManagingDirector,hasclearviewsonthetopicofinnovation:Innovationoftensuggestsjustonething:the“bigbang”.Innovationhoweverrarelystartswithaclashofcymbals;oftenitisnotevenrecognizableassuchalifetimelong.Whatisimportantfirstofallistodoyourhomework,wherebytenacityandconcentratingonyourstrengthsproveexpedient.Thattrustinginitsowntechnologywasjustified,isreflectedin the company’s history of success. As newcomers,enviplanhadalreadydevelopedandmanufacturedanoxygenfeedsysteminthe1980sand1990s,whichwaspatentedworldwideandrevolutionizedsalmonbreeding.Astronomicincreasesingrowthandproductionfigureswereachievedwiththesystemuntilthemarketallbutcollapsedinthelate1990sasaresultoftheenormousoverproduction.Whilst this development would havespelleddisasterforotherfirms,thiswasnotsointhecaseofenviplan.Fromthenon,thecompanybegandeveloping

technologiesforthecleaningofindustrialandmunicipalwastewater.Innovativetechnologies,ofcourse.

enviplan bucked the trend of past crises where firmsweremerged,bought,soldortakenover.Thecompanybecamemoreself-confidentandrealisticanddecidednottorelinquishitsowncapabilities,evenatthepriceofnotbeingoneofthelargestinthesector.

“Wewereconvincedofourtechnologyandoftheideaandswamamongstthesharksinanestablishedwastewatertreatmentsectoratthattimewithourmicroflotationtechnology. And it was a long time before we couldachieve,asaresultofexcellentreferences,asignificantmarketshare.Andsuddenlyweweremarketleaderinourfield”,saysRolandDamann.

International Projects

Today, if you think of flotation, a process where evenultrafinedirtparticlesarefilteredoutofwastewaterbymeansofmicroscopicallysmallairbubbles,thereisnowayroundenviplananditspatents.Anditslistofreferencesreadslikethewho’swhoofindustry:clientssuchasAirbus,theGermannavy,theUnitedNations,aswellasalmostallcompaniesinthefood-processingindustry,areamongstenviplan’sover250customersnotjustinGermany.Formanyyearsnow,thefirm’sinternationalfocushasbeenaboveallonEuropeandtheMiddleEast.Steppingbeyondnationalbordersisnotnewforenviplan.Alreadyin1984whenitwasfirstsetup,DamannandhisteamwereworkinghardinScandinavia,CanadaandtheUSAandsuccessfullymarketingtheirtechnologythere.“ThesemarketsweremoreopentowardsnewtechnologiesandnotasrigidastheGermanmarket.”

Integratedsolutionsformunicipalandindustrialwastewatertreatment

enviplan. Tenacious, self-confident and resilient.

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Andintherecentpasttootherehavebeentransnationalsuccesscases.Thusthefirmcarriedoutprojectsin2010withSpanishandEgyptianpartners,whowereabletosolvetheproblemstheywereexperiencingwithwastewaterinoliveproductionandthemarblesectorthankstoenviplan’sinnovativetechnology.Some25percentofenviplan’sturnovertodayisgeneratedbyinternationalprojects.Andperhapsthatispreciselywhyitsgrowthcanbecontrolledbyawardingmanufacturinglicensesforitsowntechnologytoselectedfirms,whichalsoincludecompetitors.

enviplan® Ingenieurgesellschaft mbH

enviplan®IngenieurgesellschaftmbHDammstraße21D-33165Lichtenau-HenglarnTelephone+49-5292-9869-0Email:[email protected] Internet:www.enviplan.com

Yearfounded:1988No.ofemployees:8Turnover2011:2.5million€Foreignshareofturnover:25%

Presenceinforeignmarkets:Spain,Italy,MiddleEast,Egypt

Patents:About20patentsandtrademarks


“A crisis is often the starting point for greater success. This is clearly a virtue of small and medium-sized businesses. When else should you make the most of the fact that you can do something better than the rest? At the end of the day, it’s quite simple: Clients, whether national or international, want solutions that fit and not just answers that miss the mark.” Roland Damann, Managing Director, enviplan Ingenieurgesellschaft mbH

Businessfield:Engineeringservices,industrialandmunicipalwastewater

Clients:Airbus,Germannavy,BayerAG,BP,CIBA,Lorenz-BahlsenSnackworld,Nestlé,Opel,UnitedNations,refusesites,largebakeries,dairies,foodindustry

Specialexpertise:Fast,unbiasedandcompetentconsultingservices

Interestedatinternationallevelin: Expandingsubmarketsforindustrialwastewatersystems Grantinglicencestoengineeringfirms Technologycooperation

Outlook:“enviplan®willgrowslowly,soundlyandhealthilywithasolidequitybase.Ourgoalsarethemarketingofunrivalledtechnologyandahighmarketshareabroad.”RolandDamann

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The GEOHAUS Group comprises experts from different disciplines who work on various aspects concerning the topics of geoinformation and property matters.

Geoinformation forms the basis for many economicandadministrativeprocesses.Regardlessofwhetherapropertyboundary,thevalueofapubliceasement,thepositionofavehicleorthehighlyprecisemeasurementofmachinecomponentsisinvolved,theseareallexamplesofgeoinformationwhich,throughtheirreferencetotimeandspace,describeourenvironmentandcivilization.

GEOHAUSdealswithbothtechnicalaswellaslegalissues.Whatatfirstseemslikeabalancingactismostlycloselyconnected in everyday life: A land development planwithoutdetailedgeometricdataisofjustaslittlevalueasapreciselypreservedpieceofevidencewhichwon’tstandupincourt.ThisappliesforallareasoftheGroup’sactivities,suchastheobtainingofplanningpermissionforplotsofland,infrastructureplanning,landandenvironmentalmanagement,GPSandindustrialsurveying,aswellastherespectiveengineeringtasks.

Thetopicofgeoinformationisaninternationalterrainwith high rates of growth.Whilst georeferencing hassincedevelopedintoamassphenomenon,theGEOHAUSteaminMülheimhasbeendealingforover60yearswithqualitatively high-value data which characterize factsandrightsregardingland.Thereisdemandforthisaboveallfromtheareaofe-governmentandthatpartoftheeconomywhichrequireshigh-qualitydata.Inaccordancewithsuchclients’specifications,companiesintheGroupdraw up land development plans, provide consultingservices instrategicproperty issuesandevaluateanddocumentdata regarding land inorder tosecureandaccelerateeconomicactivities.

In order to do justice to these complex tasks, precisehandlingofaverywidespectrumofmeasuringandsensorapparatusisnecessary,whichalsoincludesanimmersionintomathematicsandphysics,aswellasconsistentqualitymanagement.ThattheGEOHAUSGroupisalwaysatthe

forefrontofinnovationissubstantiatedbyvariousresearchprojects,itsdevelopmentofinstrumentsandequipment,anditspatents.

International activities

TheexpertsfromMülheimwerealreadyactiveabroadatthebeginningofthe1980s.ThusoneoftheGroup’scompanies,GEOsatGmbH,wasapioneerintheuseofGPSinlandsurvey.Todaytoothisisstillmuchindemandat international level. A particular highlight was thecontrollingofthe1500-kilometerstateborderbetweentheYemenandSaudiArabia.AndtheGroup’sexpertiseregardingtheGermanpropertyprotectionsystemwithlandregisterandrealestatecadastreisalsoindemandinothercountries.

Geoinformation

GEOHAUS. Precise data for optimum results.

„GEOHAUS is a place of cooperation. Anyone wanting to grow abroad needs friends there, who speak the same language and are committed to the same high quality standards. We are involved in a large number of partnerships and open for new ones. They are both the motivation and the basis for a close working relationship.” Managing Partner Dr. Otmar Schuster (left) with his son, Hanns-Florian Schuster

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GEOhaus-Gruppe

Löhberg78D-45468MülheimanderRuhrTelephone:+49-208-450000Email:[email protected]:www.geohaus.de

Yearfounded:1950No.ofemployees:35Turnover2011:4millionEuroForeignshareofturnover:10%

Presenceinforeignmarkets:AbuDhabi,partnersinUK,Poland,Bulgaria

MemberofNetzwerkZENITe.V.:Since1984(foundingmember)

Anothertaskwastoanswernationalandinternationaldemandforthecalculationofrentalspacewhichledtodifferent methodical approaches. As a result, specificsoftwareproductsevolved:thewww.geohaus-online.deprojectportal,theGeometerMXGPSmeasuringdeviceandtheGeobox-Officesoftware.TheyoungestproductwithtremendousexportpotentialistheCARGOPORT®system,whichcompriseslasersandothersensorsforthecontrollingofbulksolidsandmassflow.

Managing Partner of the GEOHAUS Group, Dr. OtmarSchuster,isalsoactiveatinternationallevelinEuropeancommittees too. For example, as Chairman of theSupervisoryBoardofZENITGmbHhe isamemberofthePolicyGroupattheDGEnterpriseoftheEuropeanCommission, consulting in terms of SME politics andinnovation.

Businessfield:Geoinformation

Interestedatinternationallevelin: Partnersforthesettingup/renewalofpropertyprotectionsystems Salesanddistributionpartnersforpositioningandtelemetrysolutions

Outlook:“Inourinternationalbusinessactivities,wewillcontinuetoworkonthefurtherdevelopmentofuniqueanddistinctiveproducts,onsolutionsforourclients’complexbusinessprocessesandonconsolidatingourconsultingservicesintheareaofrealestatecadastres.Inthedomesticmarket,ourfocuswillbeaboveallonstrengtheningourstrategicconsultingportfoliointheareasofpropertyissuesandprocesssolutionsinlogisticsandtelematics.”Dr.OtmarSchusterandHanns-FlorianSchuster

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GERSTEL GmbH & Co. KG is a leading manufacturer and supplier of chemical analysis sample preparation systems for the automated determination of trace organic compounds in solids, liquids and gaseous samples.

WhatcanIdothatotherscan’t?This iswhatEberhardGerstel (1927-2004) asked himself when he founded“LabormechanikGerstel”inMülheimanderRuhrin1967.Thecompanywasfoundedinadoublegarage,whichhadbeenconvertedintoaworkshopforfinemechanics.Theprecisionmechanicsmastercraftsman,whoupuntilthatpointwasemployedattheMaxPlanckInstituteforRadiationChemistry (MPI), was very experienced in designingand building laboratory devices and instruments tospecification.Demandwasgreat,buttherewasashortageofskilledandcleverpeoplecapableofdevelopingpracticalandusefuldevicesfromideas.EberhardGerstelSr.sawhischanceandseizedthemoment.Today,44yearslater,thecompanyhefoundedisstillfamily-ownedandnowrunbyhissons.ThecompanynamehasbeenchangedtoGERSTELGmbH&Co.KG,sincetheword“laboratorymechanics”nolongeradequatelyreflectsthecompany’sextensiverange of solutions and services:Whether for drinkingwaterorforfoodqualitycontrol,fortheidentificationofodoursinwine,scentsinperfumes,contaminantsintheenvironmentoremissionsfromplasticsandconstruction

materials,GERSTELtechnology isalwaysastepaheadwhen automated sample preparation and analysis isneededworldwide.ThenameGERSTELissynonymouswithinnovation,highperformanceandexcellentquality.Thecompanyhastwicebeenrankedamongstthe“Top100”mostinnovativeGermanSMEs.

Global expansion

The foundation for its success was also laid througha wide range of partnerships with internationallyrenowned scientists and enterprises. For example,GERSTEListheleadingsolutionspartnerworldwideofAgilentTechnologies,thegloballeaderingasphaseandliquidphaseanalysisequipment.Thepartnershipdatesbackto1986.GERSTEL’svisibilityworldwidehasgrownconsiderably since then, along with the demand forGERSTELtechnology:In1994,GERSTELfoundeditsfirstsubsidiaryintheUSA,thelargestmarketworldwideforchemicalanalysis technology.Switzerland followed in2000,Japanin2004andjustrecentlytwofurtherhavebeen established in Singapore and Brazil.“This was anecessarystep”,explainsEberhardG.Gerstel,“inordertomeetefficientlythedemandinmajormarketsforGERSTELequipmentandsystems”.GERSTELisrepresentedin70countriesbyhand-pickedandtraineddistributors.

Analytictechnology

GERSTEL. Innovative solutions for laboratories.

“Any young entrepreneur who dares to venture abroad, for example to set up a subsidiary, is well advised to seek a strong partner to provide him with help and advice. ZENIT is such a partner.” Executive board of GERSTEL GmbH & Co. KG (from left to right): Holger Gerstel, Eberhard G. Gerstel, Ralf Bremer

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EberhardG.GerstelandHolgerGerstelputtheircompany’ssuccess and its double-digit annual growth down toforesight,toofferingwhatthemarketplaceneeds,andtogoinginternationalattherighttimeandatacontrolledpace.“Atechnologycompanythatwantstogrowinacompetitiveenvironmentmustalsohaveabroadregionalpresencethroughouttheworld,inorderreallytobeabletooperateefficientlyatgloballevel”,thetwoManagingDirectorsexplain.

Regardlessofthisanddespiteall“globalisationefforts”,acompanywhichhasitsheadquartersinGermanymustnotneglectitsdomesticclients.Onthecontrary,emphasizesEberhardG.Gerstel:“Beingclosetoourcustomersandkeeping them happy are imperative in order for ourbusinesstobesuccessfulbothinthedomesticandforeignmarketplaceandtobeabletoassertourselves inthecontestwithcompetitorsathomeandabroad.”

GERSTEL GmbH & Co. KG

Eberhard-Gerstel-Platz1D-45473MülheimanderRuhrTelephone+49-208-76503-0Email:[email protected]:www.gerstel.com

Yearfounded:1967No.ofemployees:>160Revenue2011:>30millionEuroForeignshareofrevenue:55percent

Presenceinforeignmarkets(extract):Argentina,Australia,Austria,Bahrain,Belgium,Belorussia,Botswana,Brasil,Cambodia,Canada,China,Denmark,Egypt,Finland,France,Georgia,Greece,Hungary,India,Indonesia,Israel,Italy,Japan,Jordan,Korea,Kuwait,Lesotho,Latvia,Luxembourg,Malaysia,Mexico,Myanmar,Namibia,Netherlands,NewZealand,Poland,Portugal,Russia,SlovakRepublic,Slovenia,SouthAfrica,Spain,Swaziland,Switzerland,Taiwan,Thailand,Turkey,Ukraine,UnitedArabEmirates,UnitedKingdom,USA,Vietnam,Zimbabwe.

MemberofZENITe.V.networksince:1991

Businessfield:Development,manufacturingandmarketingoflaboratoryinstrumentationforchemicalanalysis

Clients:Manufacturersoffood;beverages;flavors;fragrances;pharmaceuticals;clinicalproducts;chemicalsandpetrochemicals;polymers;packaging;textiles;flooring;automotivematerials;semi-conductors.Laboratories,contractlaboratories,GovernmentandResearchInstitutionsintheabovefieldsaswellasinenvironmental,publichealth,biotechnical,forensicandcrime.

Specialexpertise:Solutions,includingcustomsolutionsincludingautomatedsampleGC/MSandLC/MS,includingintegratedsoftware.

Interestedatinternationallevelin:Salesanddistributionpartnershipsandtechnologyexchange

Outlook:“Ourobjectiveistomaintainthecompany’simpressivegrowthtodatewhilestrivingforenvironmentalsustainability.Weareworkingtomaintainandexpandourmarketleaderpositioninthefieldofsamplepreparationthroughextensiveresearchanddevelopmentactivitiesandthroughpartnerships.Specialemphasisisbeingplacedoninnovativesolutionsfortheautomationofsamplepreparationcombinedwithgas-andliquidchromatographycoupledwithmassspectrometry.WeareworkingtowardatotalglobalpresenceandhaveensuredthatwehavefurtherroomforexpansionatourglobalheadquartersinMülheimanderRuhr,Germany,hometoourcompanysince1967.”EberhardG.Gerstel

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GIWEP, a Mülheim company, supplies solutions for the monitoring and improvement of energy efficiency in thermal plants.

Itsclientsincludeplantengineersandoperatorsinthesteel,non-ferrousmetalandmetal-castingindustrywhichwanttobuildandoperatetheirthermo-technicalplantsinamoreenergy-efficientmanner.Sincealmost40percentofindustriallyusedenergyisconsumedinsuchprocesses,thereductionofenergyconsumptionisoneofthemostimportanttasksforthefuturefrombothaneconomicandecologicalstandpoint.

Inordertomasterthisenormoustask,theenergyspecialistsfromMülheimofferapackageofmeasureswhichisbothholisticandsustainable,aswellasindividuallyalignedtoaspecificplantofproductiontechnology.

History

GIWEPGmbHwasfoundedalmost25yearagoinMülheimanderRuhr.Andatthattimeitsfounderswerealreadypursuingtheobjectiveofoptimizingparticularlyenergy-intensiveprocessesintheproductionofmetalmaterialswiththehelpofthecomputertechnologieswhichwerethenintheprocessofdevelopment.Intheearlydays,thecompanyonlydevelopedandsuppliedautomaticprocesscontrolsystemswithwhichexistingthermalplantscouldbe run in an energy-optimized way.Work focused on

heatingandheattreatmentplants,suchasareusedfortheproductionandprocessingofslabs,sheets,profiles,pipes,tracksetc.Energysavingandenergyefficiencyhavesincebecomeacorerequirementinpoliticstoo.Inordertoachieveglobalenvironmentandclimateobjectives,theGermanfederalgovernmentistargetingareductionof primary energy consumption of 50 percent by theyear2050.Asaconsequence,GIWEP’srangeoftaskshasexpanded:Todayclientsareoffered“fromonesource”theenergeticanalysisandmetrologicaltestingoftheirplants,suggestionsforsolutionsandtheengineeringtoimprovethem,aswellastheimplementationofmodernizationmeasuresinthosepartsoftheplantrelevanttoenergyconsumption.Comparedtothebaseline,energysavingsinthermalprocessesofover15percentarepossible.

Thenucleusofthemodernizationmeasuresnowasbeforeistheautomaticprocesscontrolsystems,whichworkinaccordancewiththetried-and-testedobserver-predictorprinciple.Inthisway,notonlycanenergysavingbutalsoproductqualitybeimprovedandstabilizedatahighlevel–animportantrequirementfortheuseofmodernhigh-techmaterials.

Industrialheat,energyandprocessengineering

GIWEP GmbH.Innovative solutions from a single source.

„Internationalization can only be successful if it is consistently tailored to the target market. Economic and social conditions play just an important role as personal customer relations. As a small company, we need competent local partners and are profiting here from ZENIT’s experience and contacts in other European countries”.

Dr. Hansjochen Oertel, Managing Director GIWEP GmbH

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Abouttenyearsago,onceconsiderableexperienceintheareaoftechnical-technologicalfeasibilityandresultsfromawidevarietyofprojectsinsteelandrollingmillsinGermanywithregardtoenergysavingandqualityimprovementwereavailable,GIWEPdaredtotakeitsfirststepsabroad.Whatprovedtobeespeciallyimportantherewascontractualissuesaswellasguaranteesandtermsofacceptance.Akeytosecuringstableandlong-termexportsistheInternet,withwhichfastcustomerserviceanduncomplicatedtechnicalsupportfirstbecamepossible.Overthepastyears,over25projectshavebeenimplementedinalmost15countriesworldwide.Thisalsoincludes cooperation projects with strategic partnersinitiatedthroughEMo–Energy-optimizedModernizationofIndustrialFurnaces-anewlyestablishednetworkwithZENITaspartnerandcoordinator.

Gesellschaft für industrielle Wärme, Energie- und Prozeßtechnik mbH

SaarnerStraße277D-45479MülheimanderRuhrTelephone:+49-208-439253-0Email:[email protected]:www.giwep.com

Yearfounded:1987No.ofemployees:11Turnover2011:1.8millionEuroForeignshareofturnover:30%

Presenceinforeignmarkets:SouthAfrica


Businessfield:Engineering,softwareandinstrumentationfortheimprovementofenergyefficiencyinthermalprocesses

Clients:SiemensVAI,SMSSiemag,Andritz,Salzgitter,Voestalpine,Vallourec&Mannesmann,amongstothers

Specialexpertise:Holisticapproachtoplantsandprocessesaimedatanindividuallycustomizedsolutionforenergy-optimizedmodernization

Interestedatinternationallevelin: Technologypartnershipsintheareaofenergyefficiencyinthermalprocesses Partnersforresearchprojects Salesanddistributionpartnerships

Outlook:“Forthenextyears,thereductionofenergyconsumptioninindustrialplantswillbeacoreandcontinuoustask.Whatisparticularlychallenginghereisthelinkingoftechnologicalknow-howwithcomputerandautomationtechnologieswhichareconstantlydevelopingandbecomingmoreandmorecomplex.Wewilluseourextensiveexperienceinthisareatoopenupnewsectorsofindustryandnewmarketsabroad.”Dr.HansjochenOertel

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Haake Technik GmbH, which is based in the north-west of Germany, has been developing, manufacturing and selling safety equipment for machine and plant construction since 1987 and is highly successful worldwide.

Theowner-runfamilybusinesswithabout80employeesinVredenandStadtlohnoperatesatgloballevelandhasitsownsalessubsidiariesinFrance,Italy,Sweden,SouthAfricaandCanada.Atightnetworkofdistributorssupportsitsglobalsalesactivities.Almostallproducts,withtheexceptionofmanufacturingfacilitiesinCanadafortheNorthAmericanmarket,aredevelopedandproducedbythecompanyitself.

Haake products can be found on revolving doors, forexample.Theyaretheblackrubberstrips(safetyedges)thatmakesureno-oneiscrushedortrappedwhengoinginorout.Theatrestagesandairplanesontheotherhandaresecuredwithso-calledbumpers.Heretoothepurposeistopreventinjuryfromcrushing.Haake’ssafetymatsareused,forexample,intheproductionlinesofautomobilemanufacturers to secure the area around hazardousmachinesandequipment.Allthreeproductsarebasedonasimplebutcleverprinciple,thenormalclosedcontact.Whenthesafetyedge,bumperormatisactivated,the

power supply is interrupted, stopping the dangerousmotionofthemachine.Competitors’productsrequireadditionalelectronicsforthis.


Alreadyatthebeginningofthe1990s,Haakedecidedtomarketitsproductsabroadaswellandsetitssightsabove all on the mechanical engineering strongholdsinotherEuropeancountries.Thusin1994,thefirstsalesanddistributionsubsidiarywassetupinFrance.Othercooperationpartnershipsfollowed.Thefirm’sactivitiesabroad were often the answer to concrete customerdemandandnotstrategicallyplannedfarinadvance.ThischangedwhentheproductrangewasexpandedwiththeHSTdoor-lockingsystemwhichwaslaunchedin2002.Haakewantedtogainafootholdintheglobalmarketwiththisproduct.WhatseemedparticularlyinterestingwastheSouthAfricanmarket,wherecompetitorshadalreadyestablishedthemselves.FollowingavisitsupportedbytheFederalMinistryofEconomicAffairsin2007,Haakedecidedtopresentthe lockingsystemsayear laterata trade exhibition taking place in Johannesburg.Thisdecisionturnedouttobeexactlyright.Asalespartnerwasfoundandclientsintheshapeoftheminingindustryand state energy supply corporation soon attracted.

Safetyengineering

Haake Technik. So simple and yet so safe.

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Customerswereconvincedbytheveryhighsafetylevel,whichisachievedwithsimplemechanicalmeans.Thelockingunits,whichobeytheprincipleofthe“trappedkeysystem”,aremeanwhileusedtosecureentireelectrostaticprecipitators,steelworks,andliftsinwindpowerplants.

Haakeisalsoconfidentthattheyoungestchildinitsfamilyofsafetyproducts,thevalveinterlock,hasapromisingfuture.Themechanicalsafetysystemforthecontrolledopeningandclosingofindustrialvalvesisusedinthepetrochemical industry, in energy production, watersupplyanddisposal,paperandplasticsindustries,aswellassteelmanufacture.

Haake Technik GmbH

MasterEsch72D-48691VredenTelephone:+49-2564-39650Email:[email protected]:www.haake-technik.com

Yearfounded:1987No.ofemployees:about80Turnover2011:About12%increaseonpreviousyearForeignshareofturnover:50%

Presenceinforeignmarkets:Viaownsalessubsidiaries->Canada,France,Italy,SouthAfrica,Sweden.Viadistributors->Australia,Austria,Belgium,CzechRepublic,Denmark,Finland,GreatBritain,Hungary,India,Luxemburg,Netherlands,NewZealand,Poland,Slovakia,Spain,SouthKorea,Switzerland


“The right products, in conjunction with acceptance of other cultures and mentalities, are the basis for success in foreign markets.” Oliver Haake, Managing Director, Haake Technik GmbH

Businessfield:Safetyengineeringformachineandplantconstruction

Clients:Audi,BMW,Daimler,VOLKSWAGEN,AIRBUS,W&H,BAYERAG,ThyssenKrupp,DORMA,RWE,SHELLandPETRONAS,amongstothers

Specialexpertise:Technicalsolutionsforworkplacesafetyaremanufacturedashighlyefficientproductswhicharesimpletooperateandhandle.

Interestedatinternationallevelin: Salesanddistributionpartnerships Technologycooperation

Outlook:“Theneedforprotectionofeachindividualisincreasinganditisbecomingrecognizedinforeignmarketstoothatitisimportanttoprotectworkersfromaccidents.Ourworkplacesafetyproductsarethereforeparticularlywellreceivedinemergingeconomies,notleastduetotheirsimplehandling.”OliverHaake

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The company produces information – and has done so since 1923. Hansa Luftbild’s maps, aerial imagery, geospatial data and corresponding software lay the basis for the administration and further development of society. With its work, the firm supports a large number of governmental programmes and projects – in the meanwhile in over 70 countries.

Business development

Berlin1923:TheforerunnersofwhatwaslatertobecomeLufthansa give birth to a daughter - Hansa Luftbild.Aviationwasandstill istheircommonaffiliation,albeitHansaLuftbildwassetupasaspecialisttechnicalcompanyforaerialphotography.

Theyoungcompanygrewveryrapidlyandsoondevelopedintothefirstportofcallworldwideforaerialphotographyandmapping.HansaLuftbildestablishedanexcellentreputationforitselfearlyonthroughuniquemappingprojects in China, Greenland and the Antarctic, andenjoysthehighregardofbothprofessionalexpertsanddecisionmakers.Thisesteemhasbeenpreservedovertheyearsandconfirmedintheshapeofseveralinternationalbeaconprojects.Today,thecompanystillproducesaerialphotographsandmaps,buthasdiversifiedthegreaterpartofitsactivitiesintobroaderbusinessareas.

Thenewalignmentofthecompany’sbusinessactivitiescoincided with the expansion of innovative digitaltechniques.Geographic InformationSystems(GIS),3Dgeo-dataprocessing,digitalimageprocessing,patternrecognitionandcustomizedsolutionsforgeo-applicationsdevelopedintoaconstantlygrowingbusinesssegment.Thisprogresswasunderpinnedbytailor-madesoftwaredevelopment, system integration and complex dataanalysiswhichtodaycontribute–togetherwithothers-tothediversityofHansaLuftbild’sinternationalgeo-informationservices.

Geo-information services

The importance of geo-information services in layingthefoundationforanalysis,understandinganddecision-making in complex projects is generally recognized.Business analysts even estimate that most businessprocessesactuallyrelyonspatialgeo-data!

ForHansaLuftbild,itisbothastimulusandachallengetocontributewithitsexpertisetothebetterunderstandingand more efficient management of pressing globalproblems,suchascitygrowth,greenhouseeffect,ecologicalaspectsorfoodproduction–tonamejustafew.

Landisalsoafocusofinterest:itisanimportantassetineconomicdevelopment.Landisprecious–forindividuallandowners as well as for a nation. The sustainabledevelopmentofthisresourcecanonlybeachievedbyusingthetoolsofaninnovative,professionallyorganisedLand-Information-System(LIS).

HansaLuftbildisabrandname.Itisrenownedforitsreliableengineering,technicalexcellenceandinterdisciplinaryexpertise.Thekeytolong-termsuccessforthecompany–runningitsheadofficeinMünster(Germany)-iscustomerfocusincombinationwithsustainablebusinessconcepts.

AerialPhotoandGeo-informatics

Hansa Luftbild. Excellence and Innovation in Geo-information.

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Inarapidlychangingmarket,theseformthefoundationforconsistentinnovationinthespectrumofgeo-services.

Majorcustomersarethoseinternationalauthoritiesandorganisationswithaplantoshapethefutureoftheircountries.Itisthisapproachof“thinkingahead”whichbringsthecreativemindsofthisworldincontactwithHansaLuftbild.

Hansa Luftbild AG

Nevinghoff20D-48147MünsterTelephone:+49-251-23300Email:[email protected]:www.hansaluftbild.de

Foundingyear:1923Staffmembers:60Sales2011:approx.7.5Mio.EuroSalesabroad:approx.35%

Internationalactivities:Austria,Bahrain,Belgium,Brazil,France,Ghana,India,Italy,Ireland,Ethiopia,Kuwait,Moldavia,Morocco,Netherlands,Nigeria,Oman,Poland,Romania,Russia,SaudiArabia,Thailand,Ukraine,UnitedArabEmirates,Yemen

MemberofZENITe.V:Since2002

„“Going international in aerial survey and remote sensing is a “must”, as the demand for geo-information does not stop at international boundaries. To this end, we have set up a team of specialists with international experience and a broad range of professional skills, who can adapt to the realities of the single European market as well as of the global marketplace.” Dr.-Ing. Paul Hartfiel, Chief Executive Officer of Hansa Luftbild

Businesssegment:Geo-dataacquisition,aerialsurvey,processingandrefinementofgeo-data,tweakingsolutionsforgeo-applications,provisionofgeo-information

Customers:Mainlygovernmentorganizations,world-wide,thatareinneedofup-to-date,reliableandprecisegeo-data

Specialstrengths:Oneofthefewinternationalcompaniesthatprovidetheentirespectrumofgeo-informationproduction–fromdataacquisitiontosolutionprogrammingtoexpert’sguidanceandqualifiedreports

Internationallyinterestedin: Technicalinnovations Projectco-operations Poolingorders

Corporateprospect:„Internationalprojectsaccompaniedourbusinessrightfromthestart;internationalcustomersentrustedHansaLuftbildwithchallengingtasks.Thesecontactsarebotheconomicallyvitalandstimulatingforourbusinesssincetheyprovideforacustomerfocussedimplementationofourportfolio.Itmotivatesustofurtherexpandourinternationalactivities.Itisespeciallyourinternationalclientelewhichappreciatestohaveaccesstothegamutofourservices.”Dr.PaulHartfiel

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The HF Mixing Group was formed in 2010. The activities of three companies - Harburg-Freudenberger Maschinenbau GmbH (located in Freudenberg, Germany, and Topeka, USA), Farrel (Ansonia, USA, and Rochdale, England) and Pomini Rubber & Plastics (Castellanza, Italy) - are now all combined within the HF Mixing Group.

Over500employeesworldwideareinvolvedinalltypesofcompoundingtasks.Theproductspectrumencompassesbatch and continuous mixers. The portfolio includesindividualmachinesandcompleteturnkeyunits,whichalsocontainmaterialdosingsystems,aswellasextensiveautomationandperipheralequipment.

Thegroupseesitsstrengthsinitsworldwidenetworkofserviceandsaleslocationsaswellasitsstrongtechnicalfocus.Newsolutionsforalltypesofcompoundingtasksaredevelopedtogetherwithcustomersinmoderntechnicalresearch and development centres in Freudenberg,RochdaleandAnsonia.

Pioneering spirit

Over 100 years ago, Werner & Pfleiderer performedpioneering work when they developed the workingprinciplewhichistodaystilltypicalforinternalmixers.In1900,thekneadingmachineknownasthe“Masticator”establishedaneweraofrubberprocessing.Attheendofthe1960s,Werner&PfleidereracquiredHomrich,amechanicalengineeringfirminFreudenberg.FollowingthetakeoverbyKruppin1987,allactivitiesintheareaofrubber-mixingtechnologywereconcentratedunderthe name ofWerner & Pfleiderer Gummitechnik, thusestablishingacentreformixingtechnologyandprocessengineeringforrubberproductioninFreudenberg.

Farrel’s company history reaches back to 1840 andepitomizestheIndustrialRevolutionintheUnitedStates.Inthe1850s,theFarrelfoundrybeganwiththeproductionof chilled iron rolls for rubber processing. The FarrelCorporationresultedfromthemergeroftheBirminghamIronFoundryandtheFarrelFoundry.In1916,theBanbury®mixerwas inventedwhichhasremainedthestandardforthetyreindustryeversince.In1963,thecontinuousmixer (FCMTM)wasdevelopedand introducedto thethermoplasticprocessingindustry.

ThemechanicalengineeringcompanyfoundedbyLuigiPominiin1886inCastellanza/Italywasinitiallyinvolvedinthereconditioningofknittersandmachinesusedincottonproduction.Thekeyfactorbehinditsgrowthwasthedevelopmentofthemechanicalsector.In1949,Poministarted building machines for the rubber and plasticsprocessingindustryandin1987theVICTMprinciplewaspublished, an innovation in the area of intermeshingmixingsystems.In1995,Pominilauncheditsowntwin-screwdumpextrudersontothemarket,whichhavebeenthestandardextruderinthetyreindustryeversince.

Rubber-processingindustry

HF Mixing Group. The best technologies for the best solutions.

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Vision

Manynotableinnovationsintheareaofmixingtechnologyfortherubber-processingindustryhavebeengeneratedby companies in the HF Mixing Group. The productportfolioalso includessystemcomponentsaswellasturnkeysolutions forcompletemixingroomsystems.In this way, this international group is operating as atechnologypartnerwhichmakesitsproductspartofavaluechainandwhichwillinfutureplayaninstrumentalroleinshapingtechnologicaldevelopmentsinrubber-processingandrubber-mixingtechniques.TheproductsandservicesoftheHFMixingGroupmakeanimportantcontributiontohelpingitscustomersrespondefficientlyto the technological and economic demands of themarketplaceacrosstheglobe.

Harburg-Freudenberger Maschinenbau GmbH

AsdorferStr.60D-57258FreudenbergTelephone:+49-2734-4910Email:[email protected]:www.hf-mixinggroup.com

Yearfounded:1855No.ofemployees:570Turnover2011:About160millioneuroForeignshareofturnover:About85%

Presenceabroad:Australia,Croatia,China,CzechRepublic,France,GreatBritain,Iran,Italy,USA


Businessfield:Tyreindustryandtechnicalrubberproductsindustry

Clients:Michelin,Goodyear,Continental,Pirelli,Phoenix,ContiTech


Outlook:“Thefutureissecured.ByjoiningforcesastheHFMIXINGGROUP,thecoursehasbeensetforabetterfuture.Thisappliesnotjustfortheeconomicfeasibilitybutalsoforthequalityofallourservices.Inparticularouraccumulatedknow-howmakesusabletosupplyourclientswithtrend-settingproductsandsolutions.TheHFMIXINGGROUPoffersthemostextensivenetworkofmanufacturingfacilities,distributionandservicelocationsaswellassalesagenciesintheworld.”Prof.Dr.AndreasLimper

“Internationalization opens up opportunities for business growth and turnover and sets the course for a better future. You could also say that internationalization is the key to success.” Prof. Dr. Andreas Limper, Managing Director, Harburg-Freudenberger Maschinenbau GmbH

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IMST, based in Kamp-Lintfort, develops mobile, satellite and short-range radio technologies. Of special importance is our scientific and technical support for digital radio technology and its diffusion in industry and SMEs.

TheobjectiveofthiscompanyfromtheLowerRhineistoachievesustainablegrowthandcreateemploymentinahealthyratiobetweenpublic-fundedresearchandpracticalimplementationoftechnologicaladvancesinopen,competitiveeconomicmarkets.IMSTcanlookbackonmanyresearchprojectsfortheEuropeanCommission,theFederalMinistryofEducationandResearch,andtheFederal Ministry of Economic Affairs. This experiencehasallowedIMSTtoaddindustrialvalueintheareasofstandardized software, wireless modules, and designsoftware.Inaddition,IMSTholdsindustrialpropertypatentsforintegratedcircuitsdesignsandothertechniques.Thesecircuitsaremanufacturedininternationalchipfactories,thenmarketedandsold,providingIMSTwitharevenuestreamfromlicencesandroyalties.

Identity

Muchhaschangedoverthenearly20yearssinceIMSTwasfounded.Whatremainunchangedarethevalueswhichshaped the future from the very first day: innovation,progressandcooperation.Thecompanywasfoundedon the initiative of the regional government in NorthRhine-Westphalia,whichusedEuropeanstructuralfundsfor regions where coal mining had been abandoned.Thegoalwastolaunchacenterofexcellenceformobileradio technology; today IMST is a research-drivenindustrialengineeringanddesignhousewithalmost180employees.Truetoitsmission,itcontinuestoserveasaresource,toprovideassistancetostructuralhelpforsmallandmedium-sizedenterprises.ThebusinessmodelistranslatingthelatestdevelopmentsfromuniversityandEuropean/nationalresearchprojectsintocommerciallyviableproductsandsolutions.AsanaffiliatedinstituteofDuisburg-EssenUniversity,IMSTleveragesthepotentialofexcellentandcommittedgraduatesintechnicaldisciplines

RadioTechnologiesandMicroelectronics

IMST. Industry’s High-Tech Workbench.

“IMST is a kind of high-tech workbench for industry. In international networks and EU partnerships, we create innovations and, through their marketability, real customer value is added.”Dr. Peter Waldow, Managing Director of IMST GmbH

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fromtheuniversitiesalongtheRhineandtheRuhr.Thereisalsoanexchangeofqualifiedgraduateswithinternationalpartneruniversitiesandacademies.

Products and Services

IMSTisoneoftheleadingdevelopmenthousesintheworld for high-frequency circuits, wireless modules,communicationsystemsandmicroelectroniccircuits.Akeystrengthiscustomer-orientedsupportforinnovativeproductideasateachstageofdevelopment,includinginitialadviceandsupervisionofseriesproduction.IMSTalsorunsachipdesigncentre,developingandsellingarangeofinnovativewirelesscommunicationmodulesthatareintroducedintothemarketwithacomplementaryserviceoffer.Thesemodulesallowtheclienttotakeeasyfirststepsintothefieldofwirelesscommunication(moreinformationunderwww.wimod.de).

Thankstothenetworkofsalesanddistributionpartners–generallysmallerengineeringoffices-establishedandfurther developed in the 1990s, IMST’s products andservicesarenowavailableworldwide.

IMST GmbH

Carl-Friedrich-Gauß-Str.2-4D-47475Kamp-LintfortTelephone:+49-2842-981-0Email:[email protected]:www.imst.de

Yearfounded:1992No.ofemployees:180permanentstaff(increasing)Turnover2011:About13millionEuroForeignshareofturnover:About30%PresenceinforeignmarketsViarepresentatives

Patents:About20


Businessfield:Research-drivenindustrialengineeringanddesignforradiotechnologiesandmicroelectronics

Clients:Industrialfirmsandpublicresearchinstitutions

Specialexpertise:20yearsofexperienceandaccesstocuttingedgeresearchanddevelopment

Interestedatinternationallevelin: Customerrelations Partnersforresearchprojects Salesanddistributionpartnerships Technologypartnerships

Outlook:“Overthepastyears,IMSThasdevelopedfromanaffiliateduniversityinstitutespecializinginmobileradiotechnologiestoanefficientindustrialengineeringfirmwithascientificfocus.Today,IMSTisoneoftheleadingtechnologyspecialistsintheworldforhigh-frequencycircuits,wirelessmodules,communicationsystemsandmicroelectronics.IMSTisworkingtogetherwithZENITinEUnetworksandisattunedtonewtrendsandresultsfrombasicresearch,whichwilladdvaluetoourclients’productswhentheygotomarket.“Dr.PeterWaldow

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iSAM AG is a medium-sized technology firm based in Mülheim an der Ruhr. Including its holding companies at home and abroad, the Group employs almost 100 people, primarily engineers, IT experts and natural scientists.

Since its launch in 1983 as iSAM Hellmich GmbH, thefirm has been developing and supplying control andautomationsystems togetherwith thecorrespondinglogisticsforindustry,inparticularsteelmanufacture,largediameterpipes,seaporttranshipmentandaerospace.Inthefieldof“automatedportequipment”,iSAMisglobalmarketleaderwithover30large-scalemachinesfromfullyautomaticbucketwheelexcavatortoshipunloader.

From the Ruhr valley …

Systems and equipment from iSAM AG were in useinternationallyfromearlyon,eventhoughthefirmwasalmostexclusivelyasub-contractorformajorGermanplantconstructioncompanies.However,theever-increasingdevelopmentcostsofcomplexsystemsdemandedbroaderaccesstotheinternationalmarket-theGermanmarketalonehadbecometoosmallforiSAM.

In2001,only0.3millionEurooutofatotalturnoverof4.3millionEurowasgeneratedwithclientsoutsideGermany.iSAM’s objective was to expand its turnover outsideGermany to a considerable degree, without howeverneglectingthehomemarket.Inaddition,the“up-frontcosts”ofdevelopingnewmarketsshouldbekeptaslowaspossible.Research,developmentandproductionshouldremaininMülheimanderRuhr,spreadingitsactivitiesoverseverallocationsinthecompany’ssizeatthattimewouldhaveendangeredthesynergiesonlyjustachieved.

... across the world

TheguidingprinciplebehindiSAM’sinternationalizationstrategywastoopenupas largeamarketaspossibleforthoseproductswithwhichithad-withconsiderableeffort-succeededinoccupyingatoppositioninGermany.Importingproductsandservicesfromabroadsofarplaysonlyasubordinaterolehere.

Sinceitsfoundation,iSAMhaspursueda“onefacetothecustomer”strategy,whichmeansthateveninthesalesphasetheclientspeakstosomeonefromtheiSAMteamwhohasalreadydeveloped,builtandputintooperationsimilarequipment.Thisnotonlycreatesadditionaltrust,italsoguaranteesasmoothtransitionfromthespecificationtothedevelopmentphase.

Thisadvantagewouldhavebeenlostifsalesrepresentativeshadbeenusedandownsubsidiarieswerenotanoptionat the beginning for cost reasons. First contacts werethereforeestablishedusingexistingnetworksandlinks

Automationsystems

iSAM. Intelligent machines and solutions for industry.

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toindustryinGermanyandprojectswereimplementedexclusivelyfromGermany.

Today,itsproductsaresoldanddistributedviaitsownsubsidiariesintheUSA,Hungaryand,since2011,Australiatoo.AndiSAM’sintelligentcontrolsystemsarenotjustinuseinEurope,butalsothroughoutthewholeofNorthAmerica,India,ChinaandRussia.

In2009,turnoverhadtrebledincomparisonto2001andwasgeneratedinequalpartsinAsia,EuropeandNorthAmerica–iSAMhasbecomeaglobalSME.

iSAM AGGesellschaft für angewandte Kybernetik

Alexanderstraße46D-45472MülheimanderRuhrTelephone:+49-208-49585-0Fax:020849585-49Email:[email protected]:www.isam-ag.de

Yearfounded:1983No.ofemployees:50inMülheim,about100includingsubsidiariesTurnover2011:12millionEuroForeignshareofturnover:>80%

Presenceinforeignmarkets:USA,Hungary,Australia(ownsubsidiaries)

Patents:EU,USA,Canada,Australia,Brazilandothercountries


“Abroad, German companies are still associated with high quality and innovative solutions. If you fulfil these expectations, you can sell high-value products under fair conditions even in difficult markets.” Bernd Mann, Chief Officer Development, Design and Technology

Businessfield:Advancedautomationandintelligentmachines

Clients:Largeandmedium-sizedindustrialenterprises,inparticularintheareaofsteelandpipemanufacture,mechanicalengineeringandaerospace,aswellaslogisticsandtranshipping

Specialexpertise:Innovativesolutions.“Ifitcanbedone,wewilldoitandifitcouldn‘tbedoneuntilnow,wewillatleasttry.”

Interestedatinternationallevelin: Salesanddistributionpartnerships Technologycooperation

Outlook:“Weusedthelastyeartomoveforwardwithnewdevelopmentsliketheautomaticshipunloaderforwhichnoresourceshadbeenavailablewhenwewereworkingtocapacity.In2011wecompletedourfirstreferenceprojectsinEurope..Andfor2012wewanttoprofitmorefromtherapidlygrowingAsian-Pacificmarket.”BerndMann,ChiefOfficerDevelopment,DesignandTechnology

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You don’t necessarily need to be big to do big things. True to this motto, the 15-strong team at JHT Jakobs-Houben Technologie GmbH in Geilenkirchen offers innovative and affordable solutions in the area of plant engineering.

JHTdevelopscoatingandlaminatingsystemsaswellascompleteplants,whichareusedinthepaper,film,foilandmetalstriprefiningindustry.Anyoneseekingacompetentpartner,forexampletomakeexistingpaper-processingequipmentmoreproductiveorwhoasanenergysupplierneedsadesignerforthelargestbucketwheelintheworld,willquicklyfindwhatheislookingfornearAachen.Whatbegan in 2003 as a small engineering office near theDutchandBelgianborders,hassincedevelopedintoagloballyoperatingcompanywiththreebusinesssegments:Designoflarge-scalemachinery,consultingservicesintheareaofwelding,andcoatingandlaminatingequipment.Coatingheads,laminatingstations,winders,testplantsandcompletelinesfromGeilenkirchenarefoundaboveallinEurope.Thisincludessolidseriescomponentsaswellashighlyspecificspecialsolutions.

Active worldwide

But you will bump into JHT machines in India, ChinaandtheUSAtoo.Whendescribingthecompany’sglobalapproach, Alexander Houben and Peter Jakobs, themanaging partners, emphasize:“For us, cities such asHongKong,SeoulorViennaarenotjustspotsonthemap.Wearetherewhenweareneeded.”LatestreportsontheinternationalconvertingmarketshowthatthestrongestgrowthisinregionsintheNearandMiddleEastaswellasSouthAmerica.Inthemostimportantmarketsegmentsoffood,constructionandindustrialfoils,growthofupto55percentisexpected.ThegoalnowistoestablishtheJHTnameincountriessuchasChile,ArgentinaandtheUnitedArabEmirates.

JHT’sengineeringservicesareindemandfromwell-knowncompaniessuchasThyssenKrupp,SMSDemagandRWEPower.Thefirmisproudofbeingabletodelivereverythingtheclientdesires,fromprocessdesignofentireplantstoderivativedrawingsforindividualcomponents.

Research and development projects

JHTisalsoopentoworkingwithotherspecialists.Ithasworkedtogetherwithinajointresearchanddevelopmentprojectonintegratedcoatingcontrolthroughcombinedultrasound and laser technology with the LBBZ LaserBearbeitungs-undBeratungszentrumNRWGmbH,which

Mechanicalandplantengineering

JHT. All services from A to Z.

“In the coating and converting sector, a worldwide market presence is indispensable. Partnerships and professional support, for example through ZENIT, are important instruments with which to analyze and successfully develop international markets, especially for small and medium-sized enterprises.” Alexander Houben, Managing Director, JHT

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isalsoathomeinGeilenkirchen(seealsoP.44ofthisbrochure).Theobjectivewastorecognizemorepreciselyfaultsinthecoatingoffilmsandfoils.TheideaevolvedduringavisittotheInternationalMechanicalEngineeringExhibitioninPoznan.Bothcompaniestookadvantageoftheopportunityin2006toexplorethePolishmarketandholdfirstdiscussionswithpotentialcooperationpartners.Theproject,fundedbytheGermanFederalMinistryofEconomicAffairs,waslaunchedtogetherwithaPolishpartner.Thenewtechnologydevelopedwasintegratedintothecoatingequipmentaftertheendoftheprojectandistodaybeingsuccessfullymarketed.JHTdoesnotshyawayfromcooperationatnationalleveleither.JHTisamemberofRAiN-Resource-efficientPlantEngineeringNetwork–agroupingofsixenterpriseswhichcombinetheir services in the area of mechanical and plantengineeringandmarketthemtogether.AachenUniversityofAppliedSciencesisalsoonboard.

JHT Jakobs-Houben Technologie GmbH

Gutenbergstraße35D-52511GeilenkirchenTelephone:+49-2451-9115110Email:[email protected] Internet:www.jht.eu

Yearfounded:2003No.ofemployees:15Turnover2011:1.6millionEuroForeignshareofturnover:60%

Presenceinforeignmarkets:Directsales

Awards:Winningproject“AC2–GrowthInitiative”


Businessfield:Coatingandlaminatingequipment

Clients:Paper,filmandfoilconvertersworldwide

Specialexpertise:Flexibility,competence,innovationcapacity


Outlook:“Internationalconvertersarenotpennypinchers!Technicalinnovation,operationalperformanceandproductionspeedsnumberamongstthemostimportantdecisionfactors,alongwithprice/performanceratio,whenbuyingnewequipmentandcomponents.Throughourproductportfoliooftechnicallyinnovativestandardandspecialsolutions,wecanmorethanmatchtherequirementsoftheinternationalmarketplace.”AlexanderHouben

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As a service provider in the field of mechatronics, Jüke offers its know-how for the new and further development of clients’ products, including project logistics and prompt delivery, in addition to manufacturing and assembly. Processes are certified in accordance with DIN EN ISO 9001:2008 and EN ISO 13485:2003+AC: 2007 (medical technology).

IHavingstartedin1990asaprecisionengineeringfirmwithastaffof four, Jüketodayhas60employeesandoffersservicesintheareasofprecisionengineeringandelectronics,aswellasthedevelopment,manufactureandassemblyofcomplexproductsandsystems.Considerableinvestmentshavebeenmade:JüketookoverElektronik-Umwelt-Technik in 1994 and three years later thedevelopmentdivisionofMetaMesstechnischeSystemeAltenberge,thusbuildingupcoreskillsintheareaofmechatronicsandinstrumentation.Theknow-howgatheredinthefieldof industrialenvironmentalmonitoringandmeasuringtechnologieswasusedto gain a foothold in the segments of technicaloptics, medical technology, laboratory analysisandautomation.Modernequipmentandthehighlyqualified team ensure a high standard in bothservicesandproductdevelopment.


HeinzJürgens,aged52andowner-managerfromthestart,hasattachedgreatimportancefromtheoutsettoinnovation.2007wasaparticularlysuccessfulyear:IncooperationwiththeFraunhoferInstituteforCeramicTechnologiesandSystemsIKTSinDresden,a detector was developed which could traceeventhesmallestconcentrationsofhalogenatedhydrocarbons.Itisnotjusthandybutalsodoesnotneedtheradioactivesourcewhichwaspreviouslyusual.Itisusedaboveallincleanroomsinthesemi-conductorindustrywhichcannotdowithoutthecleaningandcausticagentshazardoustohealth.HeinzJürgensissure:“Thefour-yeardevelopmentphaseandtheintensivetechnologytransferprocess

which accompanied it placed“high demands” on ourcompany,butalsoconsolidatedourreputationinthelongtermasleadinginnovators.”

Thequalifiedtechnicianandbusinessmanisregardedasanetworkerparexcellence,whonurturescontactsnotjusttopotentialindustrialclientsbutalsotovariousuniversitiesintheregionandprofessionalassociations.Nordoesheshyfromusingfundingprogrammes,ifthesecanhelpinthedevelopmentofinnovativeproductsorservices.AsamemberformanyyearsnowoftheNetzwerkZENITe.V.,hegetshisinformationthroughvariousservicesorbyvisitingZENITevents.He,orMartinHovestadt,hiscolleagueonthemanagementboard,usesabovealltheinternationalbrokerage events and delegation visits organized byZENIT.

Medicaltechnology,opticaltechnologies,laboratoryanalysisandbio-analysis

Jüke. Technology transfer and internationalization.

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Inthemeanwhile,almost70percentofJüke’sturnoverisgenerateddirectlyorindirectlyabroad.Thefirmattachesconsiderable importance to cooperation with otherenterprisesathomeandinothercountries,withwhichtheydevelopandproducenewmodulesorcompletesystems.

Thatthecompanyhasmoreorlessdoneeverythingrightisprovenbythefigures.Thusturnover,whichisnowaboutsevenmillioneuro,couldbeincreasedin2010aloneby20percent.Growthisalsoplannedforthecurrentyear.

Jüke Systemtechnik GmbH

Trumpenstiege2D-48341AltenbergeTelephone:+49-2505-87-0Email:[email protected]:www.jueke.de

Yearfounded:1990No.ofemployees:60Turnover2011:About8millionEuroForeignshareofturnover:50%direct

Presenceinforeignmarkets:Yes,salesanddistributionviaanengineerintheNetherlands

Patents:2

Awards:MünsterlandInnovationPrize2007,Prof.AdalbertSeifrizPrize2008and3rdprizeintheGermanExportPrize2009

MemberofNetzwerkZENITe.V.:Since2005 “Internationalization is an important opportunity for growth and global economic integration and at the same time broadens one’s own horizon.”Heinz Jürgens, Managing Director, Jüke Systemtechnik GmbH

Businessfield:Medicaltechnology,opticaltechnologies,Analysistechnology,BiotechnologyandLaboratories

Clients:GEHealthcare,DrägerMedical,Olympus

Specialexpertise:Development,designandproduction,Cross-industrysystemssupplier,Modules,systemsandintegratedsolutionsintheareasofprecisionengineeringandelectronics

Interestedatinternationallevelin: Projectpartnersfordevelopmentandsales Reliablesuppliers Technologynetworkpartners

Outlook:“Ourcompany’sdevelopmentimpliesthepreservationofexistingpartnerships,endeavourstoopenupnewmarkets,andthereadinesstokeepouractivitiesandthinkinginnovative.Herewecanrelyonourextensiveknow-howandexperience,aswellascutting-edgetechnologies,equipmentandprocesses.Ourgoalistobeasuccessfulandstablecompanybothforourclientsaswellasourstaff.”HeinzJürgens

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Kappes Systeme GmbH has been developing and selling innovative storage products and business equipment from its premises in Bochum for 38 years. Customers associate with Kappes a consistent focus on the system concept, practice-based, long-lasting quality, and excellent service.

Whatisthebestwaytostoresmallpartsandtools?AquestiontowhichthestoragespecialistsatKappeshavefound an answer: panels, trolleys, drawer and verticalcabinets,heavy-dutycabinets,toolcabinetsandmanymorefromBochumaretodaykeepingorderthroughouttheworldwithperforatedandlouvredpanelsand,underthemottoof“Ordercanbearranged”,arecontributingto cost optimization and increased efficiency in theworkplace.


Highqualitystandards,excellentlogistics,concentrationon people as the users of fully and partly automaticprocesses, as well as a down-to-earth approach areprinciples which users of the various storage systemsappreciate worldwide. The company knows whatcustomerswant,knowsthatspaceandroutescostmoney,thatmanufacturingprocessesmustbelogicalandvariableandexpensivetoolskeptsafely.Theserequirementswere

putintopracticebymeansofabroadproductrangewith the firm’s

registeredtrademarks.Apartfromthecontinuousfurtherdevelopmentofitsproducts,thecompanyisconstantlyfine-tuningandoptimizingitsproductrangewiththehelpofinnovativetechnologies.Forexample,modulardesigns have been developed for a large number ofproductgroups,whichmaketheoverallproductrangeevenwiderandthusincreasecustomerbenefit.Ifhewants,aclientcangrowwiththeKappesstoragesystemsandcomplementhisfactoryandwarehousebothopticallyandfunctionallyevenafteryears.Reliabilitymanycustomersappreciate.Manyacustomerhasunderlinedtheworthofhisownproductsbychoosingqualitativelyhigh-valuestoragesystems.

History

Thequalityprincipleshapedalreadythefirm’searlydays.Afterfinishinghisapprenticeship,itsfounder,WolfgangKappes, wanted to dedicate himself to fulfilling realdemandwithexceptionallygoodquality.Sothe19-yearoldsetuphisownbusinesswithoutfurtherado.Since1995, Kappes has been servicing the market with itsownsalesrepresentativesandsupportingitscustomersactivelyattheirownpremises.Highcustomersatisfactionisensuredbythereliablehighqualityoftheproducts,abroadproductrange,excellentserviceandfastdelivery.ThefirmisregularlyrepresentedatLogiMATandCeMAT,thetwotradeexhibitions inGermany,where itgreets

StorageSystems

Kappes Systeme. Cosmo-politan and down-to-earth into the future.

“Through its extensive advice and its business trips to Eastern Europe and Scandinavia, ZENIT has awakened and sharpened our senses towards the opportunities which cooperation with international partners can offer. Through these visits and the discussions there, we were able to find new customers who are actively buying our products. As a result of discussions in Eastern Europe, other dealers in France, Germany and Sweden became aware of us, with whom we are today working together and implementing joint projects on a regular basis. ZENIT really has been instrumental in prompting innovations at Kappes Systeme.” Chris Wiederkehr, Sales Manager, Kappes Systeme GmbH

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longstandingdomesticandinternationalclients,aswellasattractingnewones.Kappesquicklycompensatedfortheshorteconomicdownturn;growthinexportsiswellintothetwo-figurerange.Thefirm’sobjectiveistoincreasefurthertheforeignshareofturnoverofabout20percentwithregardtothemarketopportunitiesavailableatinternationallevel.

KappesSystemeGmbHwillbebankingonGermanyasaproductionlocationandconsistenttradeloyaltyinfuturetoo.Sensiblegrowthandminimizationofriskswillnotonlysecurethejobsofahighlymotivatedworkforce,butalsoguaranteethetradeareliablepartnerforpractice-orientedsolutionsforstorageandbusinesssystems.

Kappes Systeme GmbH

Hüttenstr.42D-44795BochumTelephone:+49-234-94384-0Email:[email protected]:www.kappes.de

Yearfounded:1974No.ofemployees:23Foreignshareofturnover:22%

Presenceinforeignmarkets:Noownagencies;atpresentimports


Businessfield:Warehouseandbusinessstorageequipment

Clients:Specialisttradeoutlets,cataloguedistributors,othermanufacturersoffactoryandworkshopequipment

Specialexpertise:Quality,fastdelivery,nominimumpurchasevolumes,service

Interestedatinternationallevelin: Salesanddistributionpartnerships

Outlook:“Infuturetoo,wewillbeareliableandfairpartnerforspecialistretailersandourimportcompany.Quality,togetherwithpurpose-basedproducts,istheguaranteeforcontinuousandstablebusinessdevelopment.Closercommunicationwithexistingpartnersandpeergroupsaswellaswithnewpartnersathomeandabroadwillhelpustocreategreaterawarenessofourcapabilities.Thereisaneedtodemonstratethatusingqualitativelyhigh-value“MadeinGermany”productsbringscleareconomicbenefits.”ChrisWiederkehr

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The Kunststoff-Institut für die mittelständische Wirtschaft NRW GmbH (K.I.M.W.), a specialist institute in Lüdenscheid for SMEs in the plastics industry, has established an excellent reputation for itself both at national and international level for increasing the quality and profitability of injection-moulded thermoplastic and duroplastic components.

Asaprivateserviceprovider,theinstitutewasfoundedin1988astheindustry’s“extendedworkbench”andisthusoneofthemostexperiencedorganizationsinthesector.Itsupportsitsclientsintheselection,development,optimization and realization of products, tools andprocessesinallareasrelatedtoplasticstechnology.Apartfromjointprojectsbetweenfirmsanddevelopmentwork,clientshaveawidespectrumofservicesattheirdisposalwithwhichtosolvespecifictasksintheirowncompanies.Alargenumberoffurthertrainingandinstructionmeasuresensurethatpractice-basedknow-howispassedon.

Transfer medium and connecting link

ThemainshareholderoftheInstituteasalimitedcompanyisanassociationofwhichthenumberofmembershasgrownsince1988toabout170firms.AllareasoftheentirefirmarecertifiedinaccordancewithDINENISO9001,thelaboratoryadditionallyhasISO/IEC17025accreditation.In2010,13cooperativeprojectswereimplementedtogetherwith238industrialpartners.TheInstituteseesitselfasatransfermediumandconnectinglinkbetweenuniversity

researchandindustrialenterprises.Withthehelpofitsowndevelopments,numeroustheoretical/scientificapproacheshavealreadybeenputintopracticeinSMEsandtransferredtoseriesproductionprocesses.In2005,theInstituteanditspartnerswereadmittedto“Germany’sNetworksofCompetence”forthefieldofsurfacetechnologyinplastics.Thusawell-functioning,continuouslygrowingnetworkisbeingsuccessfullyoperatedwhichfocusesonsustainabilityandisborneexclusivelybyfundsfromindustry.Sinceitsfoundation,theInstitutehasaimedatself-financeandsustainability.Itsfinancialconceptisdesignedonthreepillars: Services, training and instruction and projectwork.Lastyear,contractworkintheareaofserviceswasperformedforabout1100clients,manyofthemrepeatcustomers,and130seminarsandseveralsymposiawitharound2500participantswerestaged.AfurtherfocusoftheInstitute’sactivitieswasandistherealizationofjointprojectsbetweenfirmsanddevelopmentwork.

Innovationsfortheplasticsindustry

K.I.M.W. Competent, fast, practice-orien-ted and innovative.

“Anyone wanting to take the step across his or her national border should make use of the wide range of services offered by the Enterprise Europe Network. Its brokerage events, for example, are a really effective instrument through which we were able to establish many lasting contacts.” Thomas Eulenstein, Managing Director, Kunststoff-Institut Lüdenscheid

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International activities

Inordertoachievethisabove-averagegrowth,notonlywasstringentmarketdevelopmentimplementedbutalsoanincreasingnumberofinternationalizationmeasures.TheInstituteoffersacomprehensiverangeoftrainingcoursesinEnglishforspecifictargetgroups,aswellasseminars,trainingandtechnologyconsultingworldwide.ZENITGmbHalsoprovidedpracticalassistanceinthisinternationalization process. In the autumn of 2008,representativesoftheUniversityofBelfastandtheKIMWmetinMülheimtodiscussapossiblejointresearchproject.Shortlyafterwards,thetwopartiesdecidedtosubmitanapplication for funding.Thanks to theactivitiesoftheEnterpriseEuropeNetwork,twelvepartnersfromsixcountrieswerequicklyralliedwhoin2009werepleasedtolearnthattheirproposalhadbeensuccessful.Theproject,withatotalvolumeof2.1millionEurosofwhichabout540.000wereallocatedtoNRW,beganinAugust2010.

Kunststoff Institut Lüdenscheid

Karolinenstr.8D-58507Lüdenscheid Telephone:+49-2351-1064190Email:[email protected]:www.kunststoff-institut.de

Yearfounded:1988No.ofemployees:60Turnover2011:5.5millionEuroForeignshareofturnover:10%Patents:12ownpropertyrights

Award:1stplaceincompetition:“NetworkofCompetence2009“-BestNetworkinGermany–Awardfor“SustainableGrowth”fromFederalMinistryofEconomicsandTechnology.

GermanMaterialEfficiencyPrize2009-SpecialrecognitionawardforthedevelopmentoftheINDUMOLDprocessfromtheFederalMinistryofEconomicsandTechnology.

ZENITInnovationPrize2009forthedevelopmentoftheINDUMOLDprocess.


Businessfield:Plasticstechnology

Clients:Automobileindustry,electricalengineering,telecommunications,sanitaryware,medicaltechnology,spaceandaviation

Specialexpertise:Supportalongthefullvaluechain.Ninespecialisttechnicaldepartmentsassistcompaniesofallsizesandfromallsectorsintheselection,development,optimizationandrealisationofproducts,toolsandprocesses.


Outlook:“Themostimportanttaskforaserviceproviderwhichregardsitselfasabridgebetweenbusinesspracticeandscienceisthepartners’satisfaction.Thesepartnersmustassertthemselvesinthefaceofglobalcompetition.Tothispurpose,thesteadilygrowingteamatKIMWisnotonlyworkingveryhardinitscorefields,butalsoplayinganactiveroleinsubsidiariesandthroughitsparticipationinothercompanies.Andthatispreciselytheyardstickforthefuture:onlythosewhodothejobwellandwithforesightandresolutelytakeadvantageofopportunitiestosetthestrategiccoursecanprovethemselvesinthelongterminthemarketplace.”ThomasEulenstein

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LBBZ GmbH in Geilenkirchen near Aachen manufactures a broad range of products using laser technology and also upgrades tools produced by European OEMs with its patented LACID® hardening process.

The Laser Bearbeitungs- und Beratungszentrum NRWGmbH,theLBBZ,isaninnovativeserviceproviderwhichhas been working in the area of laser manufacturingwithapractice-orientedapproachandindependentlyofspecificmanufacturerssince1991.Asoneofthelargestlasermanufacturers in industrialmaterialsprocessing,theLBBZoffersabroadtechnologicalspectrumwhichcoverslaserwelding,hardening,coatingandengraving,inadditiontolasercutting.ItsclientsarenotjustthelargeautomotiveOEMsbutalsosmallandmedium-sizedtoolmanufacturers.


TheLACID®processpatentedbytheLBBZwasdevelopedonthebasisoflargeOEMs’andspecialtoolmanufacturers’requirements.This special type of laser edge coatinghardening stands out from other processes above allthroughtheevenlydistributedhardness,aswellasthefastprocesscontrolwithpatentedtemperaturecontrol.

This prevents, amongst others, molten material fromadhering to discontinuous areas. Further benefits areonlinepathprogrammingaswellasthecompleteabsenceofcoatings,coolantsorchemicals.Theprocessguaranteesminimumdistortionsothatnopost-machiningisgenerallynecessaryandthetoolisimmediatelyoperationalagain.Experiencewithformingtoolsincarbodyconstructionhasshowedthatservicelifecanbeimprovedby300percentormore.

History

TheLBBZwassetupinAachenandinitiallylocatedattheFraunhoferInstituteforLaserTechnology.Fromtheoutset,thecompany’sbothdeepandbroadbaseinthefieldoflasertechnologywereanopportunityandachallengefor its management.Through its closeness to variousresearchinstitutions, ideasandyoungpersonnelwereacquiredwhichintheenvironmentbetweenindustryandresearchformedthefoundationforLACIDtoo.TheLBBZtodayfocusesonthecoreareasoflaser-basedmaterialprocessing and manufacturing important to industry.Amilestone in itsdevelopmentwasthe laser-assistedmanufactureofcamshaftsandthestartofmassproductionin2000whichaccompaniedit.Atthebeginningofthenewmillennium,thecompanywasstillmostlyservicing

Industriallasermaterialsprocessing

LBBZ. High-tech as the springboard for internationalization.

“As a member for many years now of the Netzwerk ZENT e.V., the LBBZ is both happy and keen to use ZENIT’s services. This applies in particular to the systematic expansion of our activities abroad. In achieving our objective of marketing our innovative laser technology even more intensively in other EU countries, we have profited several times in recent years from ZENIT’s support and its contacts throughout the EU. I can only recommend that all companies join the Netzwerk ZENIT e.V. and use its expert consulting services.”Ulrich Berners, Managing Director, Laser Bearbeitungs- und Beratungszentrum GmbH

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foreignmarketsintheborderregionsaroundAachen.ThatchangedwhenautomobileproductionshiftedtoCentralandEasternEurope.Thesenewlocationsgavethefirmtheopportunitytouseitshighlyspecificknow-howtopositionitselfinEasternEuropetoo.ThiswasalsosuccessfulthankstoitsactiveparticipationinaprojectfundedbytheStateofNRWandsupportedbyZENIT:UlrichBerners,ManagingDirector,tookadvantageofabusinesstriptotheCzechRepublicorganizedwithintheframeworkofthisprojecttoobtainapersonalimpressionandholdfirstdiscussions.Justashorttimelater,acontractwassignedwithalocalpartnerforreciprocalsupportintheareaofsalesanddistribution.Atpresent,theLBBZisworkingwithcustomersintheNetherlands,Belgium,PolandandHungaryonexpandingthebusiness.NewcontactshavealsojustrecentlybeenestablishedtoTurkey.WhilstinHungarytheintentionistosupplyandexpandtheLACIDprocessintheareaofautomotive,theaiminotherforeignmarketsisalsotostrengthenthepositionoflaserweldingandlasercutting.

Laser Bearbeitungs- und Beratungszentrum NRW GmbH (LBBZ GmbH)

Gutenbergstraße29D-52511GeilenkirchenTelephone:+49-2451-91117-0Email:[email protected]:www.lbbz.de

Yearfounded:1991No.ofemployees:75Foreignshareofturnover:About10%

Patents:Many


Businessfield:Lasertechnology,production,contractmanufacturing

Clients:Audi,BMW,Daimler,Ford,VW,automotive,industry,crafttrade

Specialexpertise:Completefabrication,innovativelasertechnologyandproduction,laserhardening(LACID)

Interestedatinternationallevelin: Customers Salesanddistributionpartnerships Technologycooperation

Outlook:“Throughthedevelopmentofourlaserprocessesandproductswemanufactureourselvesusinglasertechnology,wewanttoachieveevengreatercustomerloyaltyandthusanincreaseinbusinessvolume,amongstothersinEuropeanmarketstoo.Weinvestregularlyheretoensurethatproductionconditionsarekeptinanexcellentstate.”UlrichBerners

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Leantechnik is based in Oberhausen and manufactures high-precision, flexible gear rack lift drives which make it one of the leading suppliers worldwide of linear and automation technology.

LeantechnikAG’scustomerlistreadslikethe‘Who’sWho’oftheautomobileindustry,withfamousnamessuchasAudi,BMW,Daimler,Ford,Jaguar,SeatorVW.LeantechniksuppliesthemwithsynchronousliftdrivesdevelopedandproducedinOberhausen,whichareusedinallareasofvehiclemanufacture.

Product highlights

Customers appreciate the high degree of precisionwithwhichthegearsoperate:Atastrokeofaboutonemetre, products reach a maximum height differenceof+/-0.01millimetre.Theyareusedinallapplicationswheremovementmustbesynchronous,precise,fastandefficient.Withthenewgenerationoflifters,lifgo/leanSL5,saleofwhichbeganinFebruaryofthisyear,thecompanyis offering for the first time two series in a modularsystem,meaningthatbothhigh-precisionaswellaslesssophisticatedtaskscanbesolvedinoneplant.

Company history

Itallbeganin1993withthebankruptcyofSchlüter,afirminDortmund,whereReinhardJanzen,todayManagingDirectorofLeantechnikAG,wasSalesManagerfortheautomation technology division. Initially, production,assembly, dispatch and all commercial transactionswerealldowntohim,untilsixmonthslaterthefirsttwoemployeesjoinedandthefirmmovedtonewpremisesinMülheimanderRuhr.Inthesameyear,the“lifgo”gearracklifterwasdevelopedandregisteredforaworldpatentandtheturnoverthresholdofonemillioneuroreached.Theseachievementswerefollowedbyfirstpermanentsupply contracts with automobile companies for the“Schlüter lift” in the area of tool making, introductionof the“VL non-felt roller” of a Duisburg firm into theproductpalette,theopeningoffirstagenciesabroadintheNetherlandsandBelgium,thesupplyoffirstcompletefunctionalunits,theintroductionofCADsystemsasthebasisforthemanufactureanddeliveryofengineeringworkfortheautomobileindustry,andthepurchaseoffirsttool-makingmachinery.In2000,thecompanyhadelevenemployeeswhichmadeamovetoneighbouringOberhausennecessary.In2002,aCologneautomobilemanufacturerconvertedatoolstandardtolifgo.Turnover

Linearandautomationengineering

Leantechnik AG. Taking innovations into new countries and sectors.

The path to internationalisation

“It’s precisely in the area of internationalisation, which is so important for us, that ZENIT has given us significant assistance over the years and helped us not only to tackle the topic of internationalisation strategically but also to find business partners abroad, for example in the framework of brokerage events. Firms planning activities abroad really ought to call in the ZENIT experts.”

Reinhard Janzen, Managing Director, Leantechnik AG

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increasedtotwomillioneuro.Attheendofthatyear,Leantechnikwastransformedintoajoint-stockcompany.Thereasonforthiswasthegreateracceptanceofthislegalform,aboveallintheattractiveUS-Americanmarket.Furtherstaffwasemployedandnewagenciesabroadopened,theturnoverthresholdofthreemillioneuroonlynarrowlymissed.Thispositivedevelopmentcontinueduninterruptedlyuntilearly2008.Butafewmonthslaterthe financial crisis became a global automobile crisiswhichleftitsmarkonLeantechniktoo.

Althoughtherewasanoticeabledropinturnover,thecompanywasnothitasbadlyasmostotherfirmsinthemechanicalengineeringsector.AmajorcontractfromtheUSAsaveditsresultsandsafeguardedthejobsofbynow30employees.AndManagingDirectorReinhardJanzenisoptimisticaboutthefuturetoo.

LEANTECHNIK AG

ImLipperfeld7cD-46047OberhausenTelephone:+49-208-49525-0Email:[email protected]:www.leantechnik.com

Yearfounded:1993No.ofemployees:31Turnover2011:4.4million€Foreignshareofturnover:15,5%

Presenceinforeignmarkets:Netherlands,Belgium,France,Spain,Sweden,USA,Australia.

Inpreparation:Korea,Mexico,Brazil,Argentina


Businessfield:Linearandautomationtechnology

Clients:Audi,BMW,Daimler,Ford,Jaguar,Seat,VW

Specialexpertise:High-precisionandflexiblegearrackliftdrives

Interestedatinternationallevelin: Partnersforresearchprojects Distributionpartnerships Technologycooperation

Outlook:„Withitsnewmodularsystem,Leantechnikhascreatedaninnovativeproductwhichmorethansatisfiesgrowingdemandsintheareaofmechanicalengineering.Thisinnovationwillalsohelptoopenupnewsectors.Afterall,wearenotjustdiversifyingintermsofproductsbutalsointoothermarketsandindustries.ExamplesareourclosecooperationwithFrankfurtAirportandpartnershipswithcompaniesintheplasticsindustry.Wearealsoplanningtodiversifyintothepackagingindustry,positioningtechnologyandGFRPengineeringandmanufacturing.”ReinhardJanzen

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For over four decades, the name Lenord + Bauer has stood for the automation of industrial motion processes. The firm, which was founded in Oberhausen in 1965, develops, manufactures and supplies magnetic sensors for the measurement of rotating and linear motion, as well as intelligent control and drive systems.


Thanks to their rugged construction and specificallyselectedtechnologies,thecontrolsandmagneticsensorscan withstand even the toughest demands on shock,vibration and temperature resistance.Typical areas ofapplicationarethereforerailvehiclesandwindpowerplants.ButmanufacturersofmachinetoolsalsoappreciatetheprecisionofLenord+Bauer’shigh-resolutionsensors.MiniCODERsarethetop-sellingencodersworldwideforspeed/positionmeasurementinhigh-speedspindles.Asafurtherpillarofthebusiness,thecompanyextendeditsproductrangein2010toincludeamechatronicsystemsolution.ThePowerDRIVEsystemcomprisesadrivedeviceand a decentralized control unit. This multiprocessor

solutioncanbedirectlyintegratedintotheplantcontrolsystem via a fieldbus module. It replaces with greatefficiency the conventional hand wheel, which mustbeadjustedmanuallywitheachchangeofformatonaproductionline.ThePowerDRIVEsystemhasjustrecentlybeenvotedoneofthe100mostinnovativeautomationproductsoftheyearbyatrademagazine.

AlargenumberoftheproductssuppliedbyLenord+Bauerareclient-specificsolutions.Thecompanyconsciouslyfocuses on the Ruhr region, a high level of verticalproductionandthedetailedmarketknowledgeofitslong-standingemployees.Inthisway,productscanbeadjustedtocustomer-specificrequirementsmuchfasterthanwouldbepossiblewithmanufacturingordevelopmentfacilitiesabroad.

Sensor,controlanddrivetechnology

Lenord + Bauer. Success-ful worldwide with “Made in Germany”.

“Many of our customers are global players. That’s why it was important for us from the outset to take care of them beyond Germany’s borders too. Nevertheless, we have noticed that “Made in Germany” quality is a significant success factor for us both at national as well as international level.” Hans-Georg Wilk, Managing Director, Lenord + Bauer

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Set for growth

Each year, Lenord + Bauer invests over 15 percent ofturnoverinthedevelopmentofnewinnovativeproductsfor itsdifferenttargetgroups.Design,electronicsandsoftwaredevelopmentworkhandinhand.Withsuccess:Thefirmcontinuestogrowatabovetheaveragerateinthesector.Today,itemployeesabout200peopleandhassalesanddistributionpartnersin21countries.DuetotheconsiderabledemandfromAsia,thefirmsetupitsownsubsidiaryinShanghaiatthebeginningof2011.Furthersalesofficesareplanned.Butinfuturetoo,productdevelopmentandmanufacturingwillcontinuetotakeplaceexclusivelyinNorthRhine-Westphalia.

Itsbusinessstrategyof“MadeinGermany“,combinedwith a powerful international distribution network, ispayingoff.Manufacturingisreachingitscapacitylimits.That’swhyLenord+Bauerisbuildingnewproductionfacilitiescovering5.500m2inneighbouringGladbeck,inordertomakespaceforfurthergrowth.Manufacturingandproduction-relateddepartmentswill in futurebelocatedatthenewpremises.Logisticsandmanufacturingaccountforabout90percentoftheoverallfloorspace,therestisdividedbetweenoffices,socialfacilitiesandmeetingrooms.Productionwillmoveinatthebeginningof2012.Thefirm’sheadquartersintheKönigshardtareaofOberhausenwillbemaintainedandusedpermanentlybythedevelopment,salesandadministrationdivisions.

Lenord, Bauer & Co. GmbH

Dohlenstraße32D-46142OberhausenTelephone:+49-208-99630Email:[email protected]

Yearfounded:1965No.ofemployees:208(Stand08.2011)Turnover2011:25millionEuroForeignshareofturnover2011:About30%

Presenceinforeignmarkets:RepresentativeofficeinShanghai,salesanddistributionpartnersin21countries.

MemberofNetzwerkZENITe.V.:Since1984(foundingmember)

Businessfield:Automationsystemsforindustrialmotionprocesses

Clients(extract):Wind:Moog,SSB,Goldwind,RePower,Rail:Siemens,Bombardier,Alstom,ABB,VTG,Mechanicalengineering:Gildemeister,Niverplast,Racupack,etc.

Specialexpertise:Client-specificsolutionsforthetoughestdemandsonshock,vibrationandtemperatureresistance

Interestedatinternationallevelin: Partnersfordevelopmentprojects Salesanddistributionpartnerships Cooperationwithtechnologypartners

Outlook:“Tobepermanentlysuccessful,youneedintelligentproducts.That’swhyourlevelofinvestmentintheareaofresearchanddevelopmentiscorrespondinglyhigh.Atthemoment,weareintheprocessofexpandingourproductrangetoincludeamechatronicsystemsolution,whichreplacesthehandwheelconventionallyusedinformatadjustmentonproductionlines.ThefullyautomaticPowerDRIVEsystemhasalreadybeenvotedoneofthetop100mostinnovativeautomationproductsoftheyear.SoI’mlookingquitecalmlyintothefuture.”Hans-GeorgWilk

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Mülheim-based Menerga is an internationally leading innovator in the ventilation and air-conditioning sector. The firm’s philosophy is founded on the principle of sustainability. That’s why the focus is on products which, as a holistic solution, demonstrate the lowest possible energy consumption.

WhenitwasestablishedinMülheimanderRuhrin1980,thestartingpointforMenergawasagroupofexperiencedengineers,techniciansandsalespersonnel.Thepurposeofsettingupthecompanywastoofferenergy-efficient,plug-inair-conditioningequipmentforindoorswimmingpools,whichcanbeflexiblyconfiguredtofittherequirementsofthebuildinginquestion.Asitbecamemoreandmoreestablished in the marketplace, Menerga successivelyexpanded its product range to include the productsegmentsofventilationandair-conditioningaswellasprocessandclimatecooling.Today,over600peopleworkforMenerga.Allsystemsareproducedinaccordancewithindividual customer specifications in Mülheim an derRuhr.About70%oftheequipmentismanufacturedfortheventilationandair-conditioningdivision,whilstair-conditioningforindoorswimmingpoolsmakesupabout30%ofthebusiness.

Growth and internationalization

The model for the development of new appliances isnaturewithitsnumerousandvariedsolutions,whichasfaraspossiblearetransformedintotechnicalprocesses.Forexample,amongstthenewest innovationsareair-conditioning appliances with adiabatic evaporationcoolingorsorption-supportedairconditioning.Thesearesupplementedwithspace-savingcompactchilledwaterunitsandsystemsforthesimultaneousproductionofhotandcoldwater. In2010,pace-settingair-conditioningsystemsweredevelopedfortheenergy-savingcoolingof largecomputer installations.Dependingonwhat isrequired,Menergaair-conditioningequipmentworkswithhigh-performancerecuperativeorregenerativeenergyrecovery.

Menergarecognizedwithforesighttheglobalsignificanceof energy-saving air-conditioning technologies andattachedgreatimportancefromearlyontoaninternationalpresence in the demand markets.The broad range ofindividualapplianceconfigurationsdemandedahighleveloftechnicalskillsfromsalespersonnel.Withtheseskillsanditsmarketcloseness,thefirmgainedareputationforitselfatinternationallevelasinnovatorsintheair-conditioningsegment.Inthemeantime,over300employeesinserviceandsalesareworkingforMenergathroughoutEurope

Ventilation,air-conditioningandcoolingequipment

Menerga. Technology leader in efficient air-conditioning.

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in25countries.Withabout45percent,exportsareanimportantpillarofthefirm’sbusiness.

AlargenumberofexcellentreferenceprojectssubstantiatethewidevarietyofpossibleapplicationsforMenerga’sequipmentconceptsandtheirdifferentwaysofworking.AmongstthehighlightsarethehighestlyingsubmillimetreobservatoryintheworldintheChileandesert,whereMenerga appliances, under extreme temperaturefluctuations,windsandstorms,areresponsibleforair-conditioning and temperature control in the highlysensitivereceivercabin.AnotherexampleistheBelgianPrincessElisabethzeroemissionresearchstationintheAntarctic,whereMenergaequipmentmakesasignificantcontributiontoreachingthepassivehousestandard.Keyfactorsherearethehighdegreeofheatrecoveryaswellastheconditioningofairhumidity.Twofurtheroutstandingprojects–theMenergaadministrationbuildingandashoppingmall–havebeenrealizedinMaribor,Slovenia.The buildings were both awarded the GreenBuildingAwardfortheirenergy-savingequipmentanddesign.

Menerga GmbH

Gutenbergstraße51D-45473MülheimanderRuhrTelephone:+49-208-9981-0Email:[email protected]:www.menerga.com

Yearfounded:1980

Presenceinforeignmarkets:Austria,Belgium,Croatia,CzechRepublic,Denmark,Estonia,Finland,France,GreatBritain,Greece,Hungary,Italy,Latvia,Luxemburg,Netherlands,Norway,Poland,Russia,,Serbia,Slovakia,Slovenia,Spain,Sweden,Switzerland.

Awards:AnnualGreenBuildingAward2008forMenergaSlovenia’snewenergy-efficientadministrationbuildinginMaribor.

AnnualGreenBuildingAward2011fortheair-conditioningsystemintheMercatorPesnicashoppingmallinMaribor.


Businessfield:Manufacturerandsupplierofcompleteandhighlyefficientventilation,air-conditioningandcoolingequipment.

Specialexpertise:Customer-orientedandhigh-performanceenergy-savingventilationandair-conditioningtechnology,stronginnovationcapability


Outlook:Wewillbefurtherstrengtheningourcurrentcourseofgrowththroughalargenumberofproductinnovations.Theinternationalmarketformsanimportantbasisforthis.

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With intelligent software, Powitec Intelligent Technologies GmbH from Essen has grown into a technology leader in the development and installation of intelligent control systems for the automation of complex industrial processes.

Everysuccessstorystartswithagoodidea–andpeoplewhobelieveinit.Theidea:toraiseperceptiblytheenergyefficiencyofindustrialprocesses.Withaprocess,whichwhenPowitecGmbHwassetupin2001,onlyexistedonpaper.


TheresultofintensiveresearchiscalledPiTNavigator,asoftwaresystemdevelopedtogetherwiththeTechnicalUniversity of Ilmenau, which analyses, controls andimprovesthecombustionprocessinindustrialfurnaces.Like an autopilot.The people who believed in it fromthestartarethetwomanagingdirectors,BerndBeyerand Franz Wintrich. Dynamic control systems for theautomationofcomplexproductionprocesseshavesincebeeninseparablylinkedtothecompany’sname:Powitec.Process Optimization with Intelligent Technologies.“TheNavigatorisintelligentbecauseitisself-learning.

Thatmeansitcanadjustitselftochangingparametersindifferentplants”,explainsengineerFranzWintrich,notwithoutsomepride.Ifthesystemregistersadeviation,itactivelyintervenesandoptimizesthecombustionprocessbycontrollingthefuel/airratio.Andthishelpsthecustomertoreduceenergyconsumptionandemissionsandthussaverealmoney.

International orientation

Asaglobaltechnologyleader,Powitectodaybundlestheknow-howofover40specialists,inparticularsoftwaredevelopersandprocessengineers.Some30employeesare based at the firm’s headquarters in Essen, ten areworkinginthesoftwarehouseinIlmenau.Thecustomerbaseismadeupofcompaniesinwhichevenminorprocessimprovementscan leadtosavingsofseveralhundredthousandEurosperyear:Powerstations,wasteincinerationplants,aswellasthecementandlimeindustry.“About70%ofourturnoverisgeneratedabroad”,sayscommercialexpertBerndBeyer,wherebythemostimportantgrowthmarketsareIndia,China,BrazilandMalaysia.Powitec’sintelligentprocessoptimizationsystemsaretodayinstalledinover150locationsin40countries.GlobaluseofthePiTNavigatorwouldmeanareductioninenergy-relatedCO2emissionsworldwidebyonepercent.Whatatfirstdoesn’tsoundmuchequatestototalenergy-relatedCO2emissionsinGermany.

Withthesupportofaworldwidesalesanddistributionnetwork,Powitec’stechnologyhasdevelopedintherecentpastintoaglobalsuccessstory.Thusthefirmsucceededininstallingreferenceplantsatleadingenterprisesinitstargetmarkets,inraisingitsturnoverto4.0millionEurosandopeningupnewsalesmarketswithpotentialworthbillions.BerndBeyerisalsopositiveaboutPowitec’sfuturedevelopment.“Wehaveestablishedatechnologicaledgeofaboutfourtofiveyears.Sothatwecanincreaseourlead

Intelligentcontrolsystemsforenergy-intensiveprocesses

Powitec. Tackling emissions worldwide with software.

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stillfurther,wewillbeworkingcloselytogetherinthefutureaswellwiththeDepartmentofNeuroinformaticsandCognitiveRoboticsinthe“FacultyofComputerScienceandAutomation”attheTechnicalUniversityofIlmenau.Andcomeclosertoourgoalofoccupyingaplaceasoneofthetopthreesuppliersworldwideoftheseintelligentautomationsystems.”

Powitec Intelligent Technologies GmbH

ImTeelbruch134bD-45219EssenTelephone:+49-2054-93762-0Email:[email protected]:www.powitec.de

Yearfounded:2001No.ofemployees:40Expectedturnover2011:4million€Foreignshareofturnover:About70%

Presenceinforeignmarkets:Australia,Brazil,Bosnia,Croatia,Greece,India,Indonesia,Iran,Italy,Poland,Serbia,Slovenia,Spain,Malaysia,SaudiArabia,Turkey,USA

Patents:80grantedinternationalpatentsand15intheapplicationphase

Awards(optional):- 2010:“GermanClimateandEnvironmentPrize”

ofthefederalgovernmentinthecategory“OutstandingandSustainableTechnologies”

- 2009:NominatedfortheGrandPrizeforSmallandMedium-sizedEnterprises

- 2002:InnovationPrizeoftheNetzwerkZENITe.V.


“For us as a small company, successful B2B sales to demanding plant operators can only work with very good local support. Our products are not suitable for typical hawking sales organizations, but instead require qualified door openers.” Powitec Managing Director Bernd Beyer

Businessfield:AdvancedProcessControl

Clients:Powerstations,cementfactories,wasteincinerationplants,operatorsofcomplexindustrialplants

Specialexpertise:Fullyautomaticoptimizationsolutionswhichadjustthemselvestoparameterchanges


Outlook:“Environmentalprotectionandtheefficientuseoflimitedresourcesaretwoofthegreatestglobalchallenges.TheyalsooffersustainablegrowthpotentialforPowitec:Oursoftwarehelpsoperatorsofcoal-firedpowerplantsandcementfurnacesworldwidetoloweremissions-andsavecostsatthesametime.Globallyincreasingemissionslimits,e.g.forCO2andNOx,aswellasrisingfuelcostsraisethedemandforPowitecsolutions.Andthesesecureoperatorsaveryattractivereturnontheirenvironmentalinvestment”.BerndBeyer

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Rubotherm GmbH in Bochum has been developing, manufacturing and distributing measuring instruments and laboratory equipment for process engineering since 1990. The focus lies on gravimetric measuring processes to record mass changes under controlled ambient conditions.

Thereisnowayroundhighlyspecializedanalysisequipmentforanyonewho,asaresearcherorproductdeveloperintheareaofmaterialsscience,physicsandchemistry,isinterestedinthecontinuousweightmeasurementofasampleundercontrolledatmospheresandprogrammedtemperatures.Suchequipmentalsoincludesthemagneticsuspension balances from Bochum, which guaranteeprecisemeasurementsunderhighpressureandextreme

temperatures.Theglobalmarketvolumeforthesehigh-tech devices is about 40 units per year, so the firm’sfounderswerewellawarefromtheoutsetoftheneedforinternationalactivities.Thenicheproductcharacterandtherelativelyhighpriceofthebalancesmeanthatbothclientsfromthepublic-fundedresearchsectoraswellas from industrial researchmustbudget for theirpurchase.Duetothepartlyverylongacquisitiontimesasaconsequence,itseemedtomakesensetobepresentinasmanymarketsworldwideaspossible,wherebyallwereinagreementthatgrowthinnewmarketsisdependentabovealloncooperationwithsuitablepartners.Afterall,itisimportantthatatechnicallysophisticatedandcomplexproductwithanaveragecostof120.000Eurobemarketedintherighttargetgroup.

In1995,thecompanyfoundanidealpartnerinahighlyindustrializedmarketintheshapeoftheJapanesefirmBEL-Japan,Inc.ContacthadbeenmadebytheJapanese,whomanufactureproductswhicharesimilaryetlessefficientinthecaseofextremeprocessconditions.Howsuccessfulthispartnershiphasbeenforbothsidesupuntiltodayissubstantiatedbythefactthatsince2004RubothermisresponsibleforthesaleanddistributionofBELequipmentintheGermanmarket.Rubothermishighlysuccessfulat international levelthroughitsextensivenetworkofdistributors, particularly in Asiatic countries such asChina,KoreaandJapan.Inparallel,astrategicreviewoftheEuropeanmarketwasundertaken.Afterpartnershipshadalreadybeenestablishedat thebeginningof the1990swithindividualdistributorsinEurope,thepriorityinthemiddleofthedecadewasabovealltofindpartnersthroughoutthewholeofEuropeandworldwide.AprojectrunbyZENITandco-financedbytheEUandthestateofNorthRhine-Westphaliaprovedhelpful,whichsupportedsmall and medium-sized enterprises in gaining easieraccesstogrowthmarkets.InitialmarketresearchcentredonananalysisofthecompetitionandtheiractivitiesinRubotherm’senvisagedtargetmarkets,whichindicateddirectly and indirectly who might be potential salesand distribution partners.Thanks to the project, newpartnersinEurope,andespeciallyineasternEuropean

Analyticalinstrumentsandlaboratorytestingplant

Rubotherm. Conque-ring the market with a niche product.

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countriessuchasPolandandtheCzechRepublic,couldbeattracted,withwhomRubothermisinsomecasesstillworkingtoday.In2010,theyearofthecompany’s20thanniversary,RubothermNA,LLCwasfounded,thefirm’sownbusinessintheUSA.

Rubothermisactiveatinternationallevelinthefieldofresearchtoo:ForexampleascoordinatororparticipantinEUprojectsintheSeventhFrameworkProgrammeforResearchandTechnologicalDevelopment.Thus,forexample,workwasundertakenonthedevelopmentofanewtypeofgassensor,whichcanbeusedinbiomassandcoalgasification.ThisprojectintheareaofalternativeenergygenerationwasinitiatedtogetherwithaDutchuniversity.

Rubotherm GmbH

Konrad-Zuse-Str.4D-44801BochumTelephone:+49-234-70996-0Email:[email protected]:www.rubotherm.com

Yearfounded:1990No.ofemployees:41Turnover2011:5.5million€Foreignshareofturnover:65%

Presenceinforeignmarkets: Globaldistributornetwork,ownfirminUSA

Patent:MagneticSuspensionCoupling


“ZENIT’s support in the analysis of our target markets and the search for technology partners in Europe has always been a great help. Today we can read off measurable success in many different areas.”Dr. Frieder Dreisbach, Managing Director, Rubotherm GmbH

Businessfield:Scientificmeasuringinstruments

Clients:Laboratoriesinindustry(30%)andresearch(70%),chemistry,processengineering

Specialexpertise:Technicalprocessescanbeexaminedunderextremeprocessconditions(highpressureandtemperatureconditions)inthemagneticsuspensionbalance.


Outlook:“Wearecontinuingalongourpathofgrowthtowardsasecurefuture.Thereasonsforthislieintheconsistentfurtherdevelopmentofourproducts,ourbroad-basedpositioninvariousinternationalmarkets,andourmotivatedandwell-qualifiedteam.”Dr.FriederDreisbach

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Turck is amongst the global leaders in the field of industrial automation. With over 3.000 employees in 27 countries as well as agencies in a further 60, Turck automation specialists are represented throughout the world.

Turckisafamily-ownedbusinesswhichoffersefficientsolutionsforproductionandprocessautomationwithabout15.000productsintheareasofsensor,fieldbus,connectorandinterfacetechnology,aswellasHumanMachineInterfaces(HMI)andRFIDtechnology.Amongstitsclientsareautomobilemanufacturersandsuppliers,aswellasmechanicalengineeringcompanies,manufacturersandplantoperatorsinnumerousothersectors.

Company history

Tobecometheglobalplayer it is today,Turck laidthegroundworkfromanearlystage.Asearlyas1973,lessthantenyearsafterthecompanywaslaunched,thefirstsubsidiarywasopenedintheUSA,thelargestautomationmarket in the world, and for 17 yearsTurck has beenactive intheChinesemarketwith itsowndistributionandmanufacturingcompany.WithGermany, theUSAandChina,inthemid1990sthecompanywasalreadycoveringalmost65percentoftheworldmarketpotentialfor automation technology and had established suchasoundfootingthatithaslongbeenmarketleaderintheUSAintheareasofinductivesensortechnologyandconnectiontechnology.

Today,Turckhasitsownagenciesin20ofthe30countrieswiththehighestGNP.Around80percentofturnoverisgeneratedabroad,whilst80percentofmanufacturingtakesplaceinGermanyandSwitzerland.Thisshowshowemployment can be created in Germany with a solidinternationalization strategy. In order to continue toachievesustainabletwo-figuregrowth,Turckispursuingthis internationalization strategy further, with a focusaboveallonemergingmarketsandtheBRICcountries(Brazil,Russia,IndiaandChina).

When defining potential target countries in which toestablishownsubsidiaries,severalfactorsalwaysplayanimportantrole:Rightatthetopofthelistisnaturallythepossiblevolumeofturnover,whichcanbeestimatedfromindustrialGNP,expectedgrowthandappropriatetargetsectors.Afterthat,furtherquestionsneedclarifying,suchasthecompetitivesituationandpotentialkeycustomers,butalsopolitical,securityandethicalaspects.Oncealltheboxesareticked,itissimplyamatterofthe“easeofdoingbusiness”,i.e.businessoperationsinthetargetcountrywhichrunassmoothlyaspossible.

Automationtechnology

Hans Turck. Internatio-nalization safeguards sustainable growth.

“To internationalization, which constantly secures double-figure growth rates for Turck, there is no alternative. In Germany we must reposition ourselves again and again and be more and more intelligent in order to survive in the global market in future as well. And we have proven convincingly over the past decades that this is not just wishful thinking.”Christian Wolf, Managing Director, Hans Turck GmbH & Co. KG

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Market and customer proximity as success factors

Themotto“thinkglobal–actlocal”isasoldasitistrue.A successful global internationalization strategy canonlyworkifitdoesjusticetolocalrequirementswhenimplemented. The key to this is distinct market andcustomerproximity.That’soneofthereasonsTurckismarketleaderintheUSA,becausefromtheoutsetsellingwasthejobofestablishedsaleschannelsthereandnot–asusuallythecase–doneviadirectsales.InChina,ontheotherhand,wheresystemintegratorswerenotwidelyavailable,thesamecustomerproximityisachievedwithnumerous own sales offices, so thatTurck occupies aleadingpositioninthemarketofthe“MiddleKingdom”withalargenumberofitsownsalesoffices.

Hans Turck GmbH & Co. KG

Witzlebenstraße7D-45472MülheimanderRuhrTelephone:+49-208-4952-0Email:[email protected]:www.turck.com

Yearfounded:1965

No.ofemployees:Over3.000Turnover2011:About430millioneuroForeignshareofturnover:About80%

Presenceinforeignmarkets:Australia,Austria,Bahrain,Belgium,Brazil,China,CzechRepublic,France,GreatBritain,Hungary,India,Italy,Japan,Mexico,Netherlands,Poland,Romania,RussianFederation,Singapore,Sweden,Turkey,USA


Businessfield:Automationengineering–Sensor,fieldbus,connectionandinterfacetechnology,RFIDandHMI/PLCsolutions

Clients:Automobilemanufacturersandsuppliers,aswellasmechanicalengineeringfirms,manufacturersandplantoperatorsinnumerousothersectorsinthemanufacturingandprocessingindustry

Specialexpertise:Automationsolutionstailoredtoclientandapplicationrequirements

Interestedatinternationallevelin: Salesanddistributionpartnerships Technologyexchange

Outlook:“In2011,weexceededourambitiousgoalandgeneratedagroupturnoverofabout430millioneuro.Toachievethis,wemustcontinuouslymakeallsortsofadjustmentsandconsistentlyprogressfrombeingasupplierofcomponentstoaproviderofsolutions.Thisincludes,amongstothers,definingsolutionportfoliosforspecificregions,sectorsandapplicationswiththecorrespondingsalesanddistributionroutes,reductionofcomplexitybymeansofmodularizationandplatformdevelopment,aswellasdefiningappropriatepricesystemsforsystemsolutionsandservices.”ChristianWolf?????????hristianWolf

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Bordering on Belgium and the Netherlands, North Rhine-Westphalia is located in the heart of Europe.

ThestatewasestablishedintheframeworkoftheBritishmilitaryadministration’s“OperationMarriage“inAugust1946,themarriagebeingtheunitingofthetworegionsofWestphaliaandtheNorthernareaoftheRhineprovince,bothformerpartsofPrussia.Thiswasthebirthofwhatis now the most densely populated and populous ofGermany’s16states:Withalmost18millioninhabitantsaboutthesamesizeastheNetherlands.

As Germany recovered from the Second World War,theRuhrregionbecameoneofEurope’skeyindustrialregionsandmadeanimportantcontributiontoGermany’s“EconomicMiracle”.Inthe1950sand1960s,smog,sootandslagcharacterized the landscapeasNorthRhine-

Apowerfulfederalstate

North Rhine-Westphalia. From black coal to white collar growth.

Westphaliabecameknownasthelandofcoalandsteel.Overtheensuingdecades,toughcrisesinthesesectorsledtoashiftintheeconomyawayfromheavyindustrytowardsproduction-orientedservicesandtheformercoalmineshavebeentransformedintochicworkplacesforthecreativeprofessions.Astrongservicesectorhasevolved–over70%oftheregion‘seconomicoutputisgeneratedbyserviceproviders,withindustry-relatedservicesplayingaparticularlyimportantrole.

30ofGermany’s80largestcitiesarelocatedhere,includingCologneandEssen.Almost150millionpeoplelivewithinabout a 500-kilometre radius of Düsseldorf, the statecapital.Thisrepresentsathirdofallconsumersand45%ofthepurchasingpowerintheEuropeanUnion.IntermsofGermany’sGDP,NRWgenerated21.7%in2010,rankingittopofallfederalstates.16.6%ofGermanexportsare„MadeinNRW“and19ofthe50largestcompaniesinGermanyhavetheirheadquartershere(e.g.Bayer,DeutscheTelekom,E.ON,Metro,Rewe,RWE,ThyssenKrupp).

NRW’seconomicbackboneishowevertheover760,000SMEswhichemploy80%oftheworkforce–thehiddenchampions presented in this brochure are amongstthem.

ZENIT GmbH, founded in 1��, is a Public Private Partnership with around �0 employees. Shareholders are. Netzwerk ZENIT e.V., an association comprising some �00 enterprises. The State of North Rhine-Westphalia. A consortium of banks

Areas of specialisation. Europe. Funding. Technology and Innovation

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Sector Index. Seite

Plant engineering, mechanical engineering

Valvesforplantengineeringandconstruction.Bomafa.Cutting-edgeengineeringfromtheRuhr........................... 8

Machineandplantconstruction.Bültmann.Amajorpresenceinasmallglobalmarket.............................................10

Mechanicalengineering.Coatema.Activeatnationalandinternationallevelfor40years.........................................12

Rubber-processingindustry.HFMixingGroup.Thebesttechnologiesforthebestsolutions....................................30

Mechanicalandplantengineering-JHT.AllservicesfromAtoZ..........................................................................................36

Automation engineering, automation systems, electronics, electrical engineering

Electricaltrace-heatingsystems.eltherm.Enteringnewmarketswithexperienceandinnovation..........................14

Controlandautomationtechnology.EMG.Technologyleadandinternationalpresence............................................16

Linearandautomationengineering.LeantechnikAG.Takinginnovationsintonewcountriesandsectors.........46

Sensor,controlanddrivetechnology.Lenord+Bauer.Successfulworldwidewith“MadeinGermany”.................48

RadioTechnologiesandMicroelectronics.IMST.Industry’sHigh-TechWorkbench........................................................32

Automationsystems.iSAM.Intelligentmachinesandsolutionsforindustry.....................................................................34

Automationtechnology.HansTurck.Internatio-nalizationsafeguardssustainablegrowth.......................................56

Geoinformation

Geoinformation.GEOHAUS.Precisedataforoptimumresults................................................................................................20

AerialPhotoandGeo-informatics.HansaLuftbild.ExcellenceandInnovationinGeo-information.........................28

Plastic industry

Innovationsfortheplasticsindustry.K.I.M.W.Competent,fast,practice-orientedandinnovative...........................42

Storage solutions

StorageSystems.KappesSysteme.Cosmo-politananddown-to-earthintothefuture................................................40

Laser technology

Industriallasermaterialsprocessing.LBBZ.High-techasthespringboardforinternationalization.........................44

Medical technology, optical technologies, laboratory analysis and bio-analysis

Analytictechnology.GERSTEL.Innovativesolutionsforlaboratories...................................................................................22

Medicaltechnology,opticaltechnologies,laboratoryanalysisandbio-analysis.Jüke.Technologytransferandinternationalization.........................................................................................................................................................38

Analyticalinstrumentsandlaboratorytestingplant.Rubotherm.Conqueringtheglobalmarketwithanicheproduct................................................................................................................................................................................54

Safety engineering

Safetyengineering.HaakeTechnik.Sosimpleandyetsosafe.................................................................................................26

Environmental technology, power engineering

Chemistryandbiotechnology.BioCircle.Innovativeproductsforsurfacetechnology................................................... 6

Integratedsolutionsformunicipalandindustrialwastewatertreatment.enviplan.Tenacious,

self-confidentandresilient....................................................................................................................................................................18

Industrialheat,energyandprocessengineering.GIWEPGmbH.Innovativesolutionsfromasinglesource.........24

Ventilation,air-conditioningandcoolingequipment.Menerga.Technologyleaderinefficientair-conditioning.........................................................................................................................................................................................50

Intelligentcontrolsystemsforenergy-intensiveprocesses.Powitec.Tacklingemissionsworldwidewithsoftware..............................................................................................................................................................................................52

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ZENITGmbHZentrumfürInnovationundTechnikinNRWBismarckstr.2845470MülheimanderRuhr

ManagingDirector:PeterWolfmeyerTranslation:ORANSKIÜbersetzungen,Cologne

Telephon:+49.208/30004-0Fax:0208/30004-87Email:[email protected]: www.zenit.de www.nrw-europa.de www.netzwerk.zenit.de

Hidden Champions from North Rhine- Westphalia€¦ · The Enterprise Europe Network is the largest...

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