KSB Spotlight Issue no.07 - Q2 2023

Issue No. 07 June 2023 KSB Spotlight “Leading the way to bring out the best” 01 08 09 11 15 19 Message from New Agent Success Feature JOB New Member Operations Onboard Story Story Rotation of KSB ME Director Family

KSB Spotlight - June 2023 CONTENTS 01 Message from the Operations Director 03 Internal Training 07 Figures 08 New Agent 09 Success Story 11 Feature Story 13 Special Events 15 JOB Rotation 17 Newly Appointed 19 New Member of KSB ME Family TABLE OF This eMagazine is published quarterly.

KSB Spotlight - June 2023 03 05 13 = 11 08 15 = It is created by the Marketing team of KSB Middle East Dubai Office.

KSB Spotlight - June 2023

KSB Spotlight - June 2023 CHTR Horizontal high-pressure barrel-type pump

KSB Spotlight - June 2023 01 Dear Colleagues, It is hard to believe that we are at To grow, become stronger, remain flexible the mid-point of 2023 already. These past but also give direction and explore available months have absolutely flown by. opportunities, even if not currently part of our DNA or business model. During 2022 a few structural changes in KSB ME was derived and implemented, One thing that the Covid pandemic has most notably the formation of the Opera- taught us, is that any person or company tions Division incorporating order process- needs to able to adapt quickly, seize the ing, contracts management, logistics, ware- available opportunities, live in the moment housing, facilities management and a few but always have a back up plan and most other support functions. importantly, a support system. While still far from perfect, I think it is Sometimes it may feel like you work hard, possible to say that we have come a long and it is not appreciated, be assured that way and the effects of a more structured your journey, achievements, and value are approach are clear. noticed. We see you working long hours. Sometimes staying late into the night or We continue to face various obstacles and working further from home. challenges on a daily basis, both internally and externally, not to mention our strug- We see you pulling together as a team as gles with the group factories. resources keep being pulled away from you. We see you giving up precious time with This however does not take away the drive your family to give that time to our cause. or hunger to succeed, flexibility in alterna- None of this goes unnoticed. tive solutions or the unwavering commit- ment to perform our functions to the best Although some days feel like an uphill bat- of each and everyone’s ability. tle, we have come a long way. Our progress has paved the way for future success and re- The Operations Division will continue to siliency. evolve. Our flexibility and ability to adapt, decisiveness for quick decisions but We are succeeding in ways that even 5 years also relations to our customers and facto- ago, we never could have imagined. Every ries, will help us for the future. day, your team benefits from your creativ- ity, hard work, intelligence, and leadership. From a Management perspective, we have a multitude of future plans, concepts and adaptions for our company.

KSB Spotlight - June 2023 02 Mr. Francois Naude Operations Director KSB Middle East FZE That is why all of us strive to care and do I am unbelievable proud of what we have the job. You do it because you know your achieved up to now, certainly not blind to team relies on you, and you won’t let them the fact that we still have a lot of work to down. be done, but also excited about the possi- bilities and the future of our company. Your team is there for you, too, even when Remain strong, committed, success driv- you drive them crazy. Together we are en, flexible, but most of all, thank you! achieving great things—the work we do Together we will achieve success, not only matters. We are proud of who we are. now, also for the future. So tomorrow and the next day and in the future, when you feel discouraged or ex- hausted, you will remember what we have achieved and lean in on your team for sup- port.

KSB Spotlight - June 2023 03 Internal Training KSB ME allows employ- Training employees in- ees to enhance the skills ternally helps equipt About the Program: their role requires, learn them with the tools, KSB ME and in collabo- recent developments in knowledge, and abilities ration with HR department and the industry and gain mo- necessary for succeed- members of the committee again tivation to perform their ing and feeling satisfied assessed the needs and required duties. in their roles. training for all KSB ME members. In this program employee will ben- Overview of In- goods as provided in the con- efit Knowledge sharing, Engage- coterms® tract of sale. ment. In 11 rules, there are seven for Incoterms Training by: Incoterms Clarify ANY mode(s) of transport and Mr. Shiju Yohannan Responsibilities of four for SEA or LAND or IN- Logistics Manager Parties to a Sales LAND WATERWAY transport Core of Learning: Transaction. (maritime). • Incoterms rules describe Obliga- The Incoterms® 2020 rules are tions, Risk & Costs. A corresponding updated and grouped into two • Define the responsibilities of sell- statement is pro- categories reflecting modes of ers and buyers. vided which stipu- transport. • Explain a set of 11 of the most lates that the buy- commonly used trade terms set er pays the price of by International Chamber of Commerce (ICC). • What Incoterms do not cover. The participants gain knowledge with Incoterms to help them with smoother transactions by clearly de- fining who is responsible for what in each step of the transaction. Better understanding helps them to ensure a smooth transaction and avoid potential costly mistakes. What Incoterms Do Not Cover • The Incoterms rules are not in themselves nor substitute for a contract of sales. • The specification of the goods sold. • The time, place, method or cur- rency of payment. • The effect of sanctions & impo- sition of tariffs. • Export or Import prohibitions.

KSB Spotlight - June 2023 04 SAP Training by: Core of Learning: • How to add • Required details Mr. Prabhakar Viswanathan • Basic knowledge customer / sup- on document to Operations Manager - Valves plier details. be filled. on SAP. What is SAP? • How to navi- gate. SAP is one of the world’s leading producers of software for the man- agement of business pro- cesses, developing solutions that facilitate effective data processing and information flow across organizations. An enterprise software to manage business operations and customer relations. The name is an initialism of the company’s original German name: Systemanal- yse Programmentwicklung, which translates to System Analysis Program Develop- ment. Traditional business This helps companies models often decentral- better manage complex ize data management, business processes by giv- with each business func- ing employees of differ- tion storing its own op- ent departments easy ac- erational data in a sepa- cess to real-time insights rate database. across the enterprise. This makes it difficult As a result, businesses can for employees from dif- accelerate workflows, ferent business functions improve operational ef- to access each other’s in- ficiency, raise productivi- formation. ty, enhance customer ex- Furthermore, duplica- periences and ultimately tion of data across mul- increase profits. tiple departments in- ERP stands for “en- creases IT storage costs terprise resource plan- and the risk of data er- ning.” ERP software in- rors. cludes programs for all By centralizing data core business areas, such management, SAP soft- as procurement, produc- ware provides multiple tion, materials manage- business functions with ment, sales, marketing, a single view of the truth. finance, and human re- sources.

KSB Spotlight - June 2023 05 Contracts Risk Management by: Mr. Yassine Mellouk Core of Learning: • Negotiation of Contracts • Contract Law Principles • Key Clauses in Supply of Goods Contracts The participants learned about the things to bear in mind in Negotiation, Formation and Terms of the Contract. They have a better un- derstanding on what are the required details in Contract Formation. They gain knowledge how to evaluate the po- sition in the key clauses, who do they favour. Contract should identify the goods clearly and ac- curately either by descrip- tion or technical specifica- tion. What Supplier must comply. Key Clauses Overview Description & Specification Quantity, Quality Acceptance, Delivery Price, Payment Risk, Title

KSB Spotlight - June 2023 06 My Hobby My hobby for many Covering political, so- This passion enables It helps me recog- cial, economic, tech- me to analyze and nize the impact of years, has been follow- nological, and environ- interpret the news, local actions on a ing current affairs. mental issues. critically assess dif- broader scale and ferent perspectives, develop a more I consciously make an I am passionate about and form my own comprehensive effort to stay updated following current af- well-informed opin- worldview. on the latest events and fairs because it allows ions. developments happen- me to broaden my This situational ing around the world. knowledge and deep- Keeping up with awareness grants en my understanding current affairs pro- me insights into of global events that vides me with valu- the implications shape our world. able context for of policies and understanding the decisions made interconnectedness by governments of global events. and institutions, ultimately aiding me in making in- formed decisions. Mr. Antony Varghese Logistics Executive

KSB Spotlight - June 2023 07 Exceeded Expectations KSB Middle East has exceeded expectations up to Q2 (2023) for both Order Intake and Turnover. Q1 + Q2 /2023 Order Intake: 17.42 million Euros YTD (Jan to June 2023) Turnover: 14.21 million Euros YTD (Jan to June 2023) OI – Total segments June Sales – Total segments 2023 Values in million euros Values in million euros Act June-22 30 27.7 25.16 Act June-23 25 22.58 23.8 25 Actual 2022 20 17.42 Bud 2023 20 14.21 Act June-22 15 12.29 Act June-23 10 15 Actual 2022 5 9.85 Bud 2023 0 10 5 0 THANK YOU EVERYONE FOR THE EFFORTS AND CONTRIBUTION.

KSB Spotlight - June 2023 08 New Agent We have been on ments in Kuwait in Kuwait the look out for PCC market. a partner in Ku- Based on the in- Name of Agent: wait to handle our terest shown by M/s Global Tawreed pump offerings for GT to represent General Manager: the PCC & GIN us in Kuwait, we Mr. Bashir M Shafout markets. initiated talks Commercial Manager: Our relation with and visited them Mr. Alaa M Shafout GT goes back cou- (alongwith oth- Business Development Manager: ple of years during er prospective Mrs. Ghada ElKhatib which we have agents) in Janu- been working to- ary 2023. Further to detailed gether for require evaluation & multiple rounds of discussions we decided to appoint them as our agent for PCC & GIN pump seg- ment in Kuwait. With the signing of this agency agreement we intend to build a long term business relation with Global Tawreed and utilize their local presence and market intelligence to further develop our presence in the Kuwait market.

KSB Spotlight - June 2023 09 Success Story Think GlobalAct Local This help PCC segment to over- Occidental Oman come the challenges faced by rival- has approved KSB For a sustainable growth, ry in the market by sourcing mate- India to offer up- both a consistent global strategy rial from Asian suppliers. coming projects when selling internationally and Last year we have accomplished and immediately at the same time adapting a local the prequalification process of KSB placed an order for approach to the target market is India with one of prestigious end API 610 pumps to important. user in Oman, Occidental Oman, KSB Middle East India has emerged as one of the Inc. Occidental Oman has shown FZE. most attractive manufacturing interest to prequalify KSB Indian Realizing the im- destinations across the world indi- facility in 2021. portance of very cating the growing interest shown PCC department along with the first order for In- by manufacturers in India as a pre- support of our Oman branch of- dian products by ferred manufacturing hub. fice finished the formalities before Occidental Oman, The acceptability of products in inviting customer to KSB India. Inc. oil and gas segment from India is Facility which include the pre- KSB has paid a new norm. Bearing in mind the screening of documentation, refer- special attention market trend, PCC division has ence check and review of quality during the produc- been involved in the prequalifica- standards. tion of pumps. tion of KSB Indian manufacturing After reviewing all capabilities and The sales and or- locations in preceding years. inhouse facility of KSB India, der processing team were involved thoroughly during the production of the job. Timely participa- tion in the progress review meetings, follow-up with fac- tory and sub sup- pliers made it pos- sible to deliver the goods on time. As per one of stra- tegic actions of KSB ME, the end user was invited during the perfor- mance test to our factory in India.

KSB Spotlight - June 2023 10 Scope of supply includes : OH2 RPH D1 100-280A 2 pcs. OH2 RPH D1 200-501 3 pcs. BB5 CHTR D1 2/6+1b 2 pcs. During the visit, customer has The end-users who visited the plant The Omanization drive participated during the test were local Omanis since the Oman- is part of a govern- and also visited KSB Shirwal ization program was introduced by ment’s push to recruit plant to explore more possi- the government of Oman. more of it’s citizens, a bilities to collaborate in fu- The purpose of this program is similar push is under- ture. to adjust Omani resource and de- way across the GCC. Team member, Gorakh Shel- crease expatriate in the public and The overall feedback ke has accompanied with private sectors, through the setting from customer was customer during their visit to of nationalization objectives goals quite pleasant and they Pune, India to provide hospi- for each investment sector and gov- were impressed with tality during their stay in In- ernment entity. KSB inhouse compe- dia. tences and we wish to mature business tie up with this end-user. Photos & Information provided by: KSB Middle East (PCC Department) PO Box 18315 Jebel Ali Freezone, Dubai, UAE Ph: +971 4 803 5000 Fax: +971 4 880 7800 [email protected]

KSB Spotlight - June 2023 11 All About Pourya 1. What is your best life lesson? 2. What is the most interesting and dif- There is a wise proverb that almost ex- ferent part of your current job? ists in all cultures which says the results The most interesting part of my job could of our actions are directly proportional be the opportunity to work with cut- to the effort that we put in. ting-edge technology and sell technically If we plant good seeds, we will reap those advanced products and services to good results. If we plant bad seeds, we businesses. will reap bad results . It is a reminder You get to consider and learn about that our actions have consequences and many different subjects and how they that we should always strive to do our can be applied to solve complex prob- best for better result. lems for your clients and at the end bring positive result to the company. “Teamwork & Diversity are two of our company’s core values especially in KSB ME however, there are other pos- itive aspects that differentiate us as a company from others, like knowledge flow, invest- ing in employees’ growth, and encouraging positive attitudes that all are played a key role in nurturing and developing ”an organization. Mr. Pourya Gheiterani Project Manager PetroChemical & General Industries

KSB Spotlight - June 2023 12 You also get to work with di- “Resilience is not about 7. Do you feel valued? If verse range of clients across bouncing back. It’s about yes, in what ways? different industries and coun- growing through. Value is something that has tries, which can be both chal- to be earned by a person lenging and rewarding. 5. What you find different in over time and by making On top Of all, working with a our company culture? an effort, it won’t be given team that looks like a family Teamwork & Diversity are suddenly in one night! to me is a privilege that helps two of our company’s core As a member of a small me through the challenges. values especially in KSB ME team or a company that I however, there are other pos- endeavor in, I always tried 3. In what ways does your itive aspects that differentiate my best, although I already job provide you with mean- us as a company from others, earned value that made me ing and purposein life? like knowledge flow, invest- happy but it is not sufficient A sense of purpose in my ing in employees’ growth, for me. job is helping me to be more and encouraging positive at- Therefore to gain more resilient to stress, more en- titudes that all are played a satisfaction, still the more gaged, and more connected key role in nurturing and de- I have to push myself for- to my colleagues, and as a re- veloping an organization ward. sult of those, more likely to develop both personally and 6. In your opinion, what 8.Tell us more about you professionally. should we improve as a in personal aspect. Every time, I ask myself how company? Since I already shared my much further I can be ex- I’d like to answer this ques- thoughts and beliefs above, panded in the challenges, and tion with a little modification I prefer to just share with the answer for me is always on a renowned statement: you a simple but rich poem one sentence, more than ever. “Ask not what your compa- from Persian Literature ny can do for you, ask what which I truly live with it ev- 4. What good qualities you you can do for your compa- ery day, that says: want to learn and apply in ny and hope that your com- “Life is the unique stage your life which you see in our pany will see it one day!” of our art, everybody sings company and colleagues? The last part was added by his/her own song and goes What else can be learned from myself just to emphasis on a from the stage, the stage is a company that is over 150 vital necessity in every orga- always on, gladsome for years old, except persistence nization and for its members that song that people com- and resilience? Of course, so although, we have witnessed mit to memory.” many other factors played a progress in every angle, that role during a century and de- requires to be continued as cades but I’d like to borrow well. from Ms. Eileen McDargh,

KSB Spotlight - June 2023 13 Special Labour Day Celebration Events Honoring hardwork. Every day, ev- always having eryone turns your sleeves up their sleeves. rolled up. You show up. We Appreciate You do what it each and every takes to get the one of you. It is job done and your hard work, you support day in and day each other. out that keeps That is what our organiza- makes our or- tion going. ganization great. So thank Keep up the you for great work ev- eryone. Where does the and the fight for History of Labor the eight-hour Day begin? work day. Around the world, At the time Labor most countries hon- Day was formed, or workers with a unions were fight- holiday called May ing for very specif- Day. ic improvements Celebrated on May in their working 1, which also has conditions. its origins in the Workers were late 19th century fighting hard for the eight-hour work 10,000 people. day most workers This “day of the enjoy today. people” wouldn’t In New York City become an offi- 1882, leaders of cial holiday in various unions or- New York until ganized a “monster 1887, President labor festival” on Grover Cleve- Tuesday, Sept 5th. land signed the While few people holiday into law showed up initially in 1896. the crowd snow- balled tallying over

KSB Spotlight - June 2023 14 Annual Employees en- Party joyed each others company while KSB ME celebrated savouring a plate the Annual Party in of island-style a waterfront location cuisine and a at Trader Vic’s Souq hip-swaying mu- Madinat Jumeirah, sic by the cuban 26 May 2023. band. A fun night to catch up and to chill out.

KSB Spotlight - June 2023 15 Job Overall feedback from of any successful Ms. Karima Idmane Job Rotation (about entity, just like KSB Morocco Rotation the program) KSB ME. Training Overview Taking over Interesting program I would like to take for exchanging experi- this opportunity new role within the ences and knowledge, to thank everyone region for few weeks develop new technical who has contribut- or longer to have an and personal skills. ed to this program idea on how the job How was your experi- and who has made is and improve / gain ence in Dubai in gen- an effort to make new set of skills. eral? my stay a pleasant To change the point one. of view and interact with different culture As my first time in Thank you for through case studies direct ques- and nationalities. Dubai, I can just pre- sharing your val- tions and answers, customer vis- It will help the em- sume that it’s the right ues and your its and thus facilitates long-term ployee to enhance place to discover mul- knowledge. communication afterwards. their skills, adapt- tiple cultures. it was a What have you Secondly, the valves team has ability and flexibility demonstration of Arab learned from it? mastered our entire range of to meet the company adaptability with glob- It was interesting valves, and they didn’t save its vision. al evolution and the to experience the efforts to share their knowledge Advance their career power of will to devel- day-to-day life of and make my time a beneficial by gaining knowl- op. colleagues at the experience. edge and experience How was your expe- KSB ME office. between Factories, rience with colleagues Firstly, this en Sales and Service in KSB ME? ables rapid devel- companies within the Respect for differences opment of techni- region. and sense of sharing cal knowledge are the cornerstones Socially, I have crossed borders and discovered more What do you think we Absolutely, I have about many cultures that I only knew from afar. should do to improve sharpened my tech- the program? nical and manage- Honestly, there’s noth- rial skills widened ing to report. Perhaps my knowledge in the I’d recommend drawing valves segment and up a circular about the grow my motivation to job rotation program, develop this segment to broaden the scope of in Morocco. communication, and in- Also it was an oppor- tegrate also the factories tunity to learn about in future. my capacity to quickly Do you think it helps adapt to and overcome you to improve your the little hardships skills? Why? related to working abroad.

KSB Spotlight - June 2023 16 Ms. Fathima Hadid KSB Algeria Overall feedback How was your ex- Getting to interract What do you think we should do from Job Rotation perience in Dubai with new person- to improve the program? (about the pro- in general? alities, new people gram) Dubai is an amaz- from different na- The period of the program was It was a wonderful ing place, wonder- tionalities was very one month, quite long period spe- experience, both ful infrastructure, enriching on the per- cially that we had to handle our professionally and servicing system, sonal side. personally. access/availibily of An interesting new needs eventhough What have you initiative that will the life is quite ex- learned from it? help you grow up pensive. in your career and How was your A job program was get a horizontal and experience with done prior our be- vertical view of the colleagues in KSB ginning regarding company. ME? the improvement of Reduce the monot- Getting to know our our skills in the ony. Developing work with KSB day-to-day business, a Wider Range of FZE team and this program was Work Experience. learn from them fully respected by the Reduce the bore- was one the team. dom that can be gretest part being created during sev- in Dubai. It helps improve our eral years. ability and capabili- ty to handle our jobs locally. work in the same time. I would suggest not to limit the staying and interacting to one segment ( PCC segment in our case)learning from the other segments must be benificial. In- clude attending some meetings with customers. Do you think it helps you to improve your skills? Why? The direct interaction with LAC & RAC people responsible for issuing the offers and manage our business in the same time. Be able to get their view on how to handle some complicated requests and participate in several train- ing internally. Attend supplier meeting had definitely helps to improve our technical skills cause we can address questions directly.

KSB Spotlight - June 2023 17 Mr. Abdelatif Kechida KSB Algeria Overall feed- nice and im- colleagues in back from Job pressive to see KSB ME? Rotation (about how fast Dubai A very positive the program) is growing and and enriching It was a great changing. experience, we experience, very a little Hot in this met a very com- enriching not time of the year mited and sup- only technically but we quickly portive team but also socially get used to the who gave us as and culturally. temperatures, it much as possi- How was your was also for me ble time in or- experience in an occasion to der to not only Dubai in gen- try some different talk daily busi- eral? traditional dishes ness but also to As i already vis- from all existing exchange about ited dubai , it cultures in dubai. the cultural was very How was your backround of experience with each of us. What have you learned from it? Try as much as possible to Spending time alongside these Job rotations program goes be- choose better timing (less work colleagues not only sharpens yond the technical aspect. load and better temperatures). your skills, but also gives a more It is an excellent opportunity for someone to measure their abil- human dimension to future in- ity to adapt in a new working Do you think it helps you to teractions. environment with new people improve your skills? Why? from different cultures and with different mentalities. Also it gives you a better under- It is also an opportunity to Job rotation allows you to meet standing of their modus ope- sharpen skills and to acquire new people within the KSB fam- randi in order to facilitate their new ones. ily from different cultures and work in case a request for their What do you think we should with different approaches in support. do to improve the program? work. I guess this job rotation pro- gram must be done on regular basis. Diversifying KSB destinations localisations in order to meet and benefit as much as possible from the existing know-how of KSB employees world wide.

KSB Spotlight - June 2023 18 Newly Appointed Mr. Khaleel Ibrahim Country Manager - Bahrain In KSB we GROW. To further strenghten Khaleel has over 12 years of and develop performance of experience in KSB Middle East GCC markets, Mr. Khaleel FZE and nearly 15 years in the Ibrahim has been appointed as UAE market. Country Manager - Bahrain. He will be based out of Dubai He was selected during the in- office, support sales team and terview process by applying to report to the GCC Area sales the internal vacancy through Director - Pumps Mr. Geoji “Jump 2023” initiative. Thomas.

KSB Spotlight - June 2023 19 New members of KSB Middle East Family Ms. Ayra Kamil Gambol Junior Assistant to Regional Controller MEA-R Ayra joined KSB Middle She has over 4 years of experi- East on 17th of April 2023 as Ju- ence in various audit roles such nior Assistant to Regional Con- as Assurance Associate in Ernst troller MEA-R. & Young Philippines, Auditor in RSM Dahman Auditors, UAE and She is a graduate of Bachelor of as Senior Auditor in BDO Char- Science in Accountancy from Uni- tered Accountants and Advisors, versity of Batangas, Philippines. UAE. She is Certified Public Accountant (CPA). She loves eating, watching movies and going out with friends.

KSB Spotlight - June 2023 20 Mr. Sivanand Sankardas Sales Engineer - Pumps PCC Sivanand joined KSB Mid- He started his career in pumps dle East on 17th of April 2023 as as Application Engineer with Sales Engineer (Petrochemical and Xylem, Faisal Trading Com- Energy) - Pumps. pany, Estimation and Sales En- gineer in various organization He is a graduate of Bachelor of and Project Manager at Akay Mechanical Engineering in Saint- Industries Group BV UAE. gits College of Engineering 2012 Kerala, India. He likes Badminton, Trekking and Reading. He has 10 years of engineering ex- perince in centrifugal pumps and “To be a better version of myself pumping system in UAE. everyday than the previous day.”

KSB Spotlight - June 2023 KSB is a global company. Now operates a total of 33 manufacturing sites and has subsidiaries and representatives in over 100 countries. KSB Middle East FZE Jebel Ali Freezone South 3 Dubai, United Arab Emirates