01 March 2013

FOLLOWING its recent success in the region, leading drainage products supplier Clark Drain has announced a strategic expansion together with its international trading arm, Sino-Trade, to strengthen its business in the Middle East.
The UK-based company can provide construction projects in the region with access to one of the largest portfolios of drainage systems and continues to build upon its reputation for fast, accessible, good quality supply.

Its recent work in the region on the Majlis Oman parliament building, coupled with market insight generated during The Big 5 2012 exhibition in Dubai, UAE, has helped to formulate its ‘Gulf’ strategy and vision.

The result of a ‘country by country’ strategic review undertaken by Sino-Trade last year confirmed a large demand for high quality products and innovation, driven mainly by massive investment in essential infrastructure and much-needed housing projects, as a result of rapid population growth, social welfare and pressures being placed on resources in this water-stressed region.

To meet this demand, its immediate focus for international growth over the next few years will be the supply of a wide range of drainage products for airport expansion, roads, rail, public residential projects, education, water and power projects; and development of a network of agents and distributors throughout the region.

Furthermore, it believes that the region’s willingness to invest in and build relationships with UK companies will also play an important role in the development of its export business.

Clark-Drain’s managing director Ron Clark comments: “This strategic expansion demonstrates our stated commitment to grow our international business. We are pleased to be combining our established resources around the world to access the public and private investment now fuelling a recognised construction programme. We look forward to further growth as we plan to develop a network of agents and distributors with significant scale across the wider Gulf region to meet the manufacturing and supply challenges, as opportunities arise.”

The review of the market also confirmed that the Middle Eastern countries have exacting expectations for design, fabrication and construction, with superb quality, sustainability and cost-effectiveness required as standard – expectations that Clark-Drain is well placed to fulfil through its substantial investments in technology, people and quality materials worldwide.

“The company has a proven track record of innovation. Half a century ago, we manufactured our first cover, setting new industry standards as it was made from steel rather than the usual cast iron, making for a lighter, more flexible and stronger product,” Clark explains.

The company’s factories in the UK and China, he says, will produce variants of the company’s world-renowned range of quality ductile drainage covers, solid top and recess covers and a variety of channel and grating products. The range includes steel, polymer concrete and polypropylene systems to suit all market applications.

The company is also well aware that the trading opportunities opening up in the Middle East are now more global than ever before with good prospects for suppliers from both the west and the east. “Asian companies, for example, are driving forcibly into the market and pricing is very keen. For Western companies to play a key role, they need to show qualities that are synonymous with their products such as innovation, technical input and cost-effectiveness. Brand authentication is important and quality material and design must be a key component of this,” says David Westacott, Clark-Drain’s newly appointed export sales manager.

“Our proven fabrication methods will add value to the notion that quality doesn’t necessarily have to be expensive,” he adds. “Our facilities use the latest in computer numerical controlled (CNC) and robotic manufacturing to deliver the lowest production costs and accurate workmanship, whilst our draughting software ensures optimum product design and accuracy. Throughout the world, contractors expect this level of product assurance in general, especially when looking at longer term gains pre-, during and post-installation.”

Also part of its business strategy in the region will be building trade links. “For many customers, doing business in the region requires local representation. Family structures predominate in the business environment, therefore personal relationships are important. To ensure the best collaboration, Sino-Trade, based in China and the UK, will be the key exporter of drainage products and will work closely with local distributors and agents.

Commenting on this, Westacott says: “The positioning of Sino-Trade extends our international operations into the Gulf, which has been a key geographic market for us in recent years. The business has a strong customer base and a leading position in the sectors in which it competes. Its interaction with the agent/distributor, particularly in the early phases, has and will continue to be a big investment in time, but worth it, as regular updates on developments, modifications and projects arise.”

All these measures reinforce Clark Drain’s objective to grow its worldwide distribution links and expansion into key growth areas in construction around the world.

Furthermore, successes in 2012 gave a boost to the company’s international strategy with work on the new Majlis Oman, located in the prestigious Al Bustan area of Oman, resulting in the supply of a large quantity of stainless steel recess covers and frames.

The covers and frames, designed and fabricated specifically for use in gully tops and footways, can take Facta (Fabricated Access Covers Trade Association) load class C250, without the use of any additional reinforcing bars, providing a lightweight, durable option. Lockable and with a synthetic double seal, the manhole covers are also ideally suited for the prevention of odours and unauthorised public access. Other covers were also installed during the ground works including a D400 kN loading capacity for heavier carriageway use.

“The range suits a wide variety of applications,” says Westacott.

Other recent involvement in the region includes the supply of specially designed ductile iron drain covers with a variety of loading requirements as part of the design and construction of local water reuse projects.

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• Clark Drain formulates Gulf expansion plan
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