The client’s company was incorporated in 1984 to maintain and test electrical switchgear and transformer installations throughout the UK and offshore. Subsequent expansion involved further aspects of the design, manufacture and installation of switchgear and transformers and a wealth of expertise has been attained in these fields.

The client has recently focused upon an important and innovative niche market that would be relevant to the export market. It is that of manufacturing "Retro-fit Vacuum Circuit Breakers" (RVCB) for fitting into existing 11 kv electrical switchgear of original UK manufacture. These breakers replace existing oil-filled breakers that are at the end of their safe working life after – typically – 10 to 20 years useage. This change from oil to vacuum breakers is a development based upon the advice of the UK Health & Safety Executive. It is a highly cost-effective way of giving a mid-life upgrade to expensive switchgear that would otherwise have to be scrapped.

Independent consultancy reports on the business confidently predict an increase from the current annual turnover of about £1 m to £10 m within 5 years and the company is structuring itself accordingly for this expansion.

Product development and testing is complete and the Client is now ready to start actively marketing their new range of RVCBs to meet the predicted international demand.

 RVCB.

• The Client has developed RVCBs for retro-fitting into a wide range of 11 kv electrical switchgear of UK origin. (These are of significance since, almost invariably, the degradation of the circuit breakers – which cannot be accurately predicted - determines the safe working life of the switchgear. Replacement of the breakers can therefore be a highly cost-effective extension of the switchgear’s working life.)
• The product range is being constantly developed and extended, with RVCBs currently available for most common switchgear/circuit breakers previously manufactured in the UK by :
• South Wales Switchgear
• GEC
• Reyrolle
• Brush VSI
• The client is willing to consider ventures with other companies to develop the product range eg 33kv and higher or for other manufacturers

Spare Parts/Equipment.

• The Client also offers a spare parts service to support a wide range of current, obsolescent or obsolete switchgear, transformers and associated electrical distribution equipment.

 RVCBs

• The retro-fit of an RVCB into existing switchgear can be 60-70% cheaper than a complete replacement.
• Also, typically, the power supply would only have to be interrupted for about 30 minutes for this retrofitting, compared with 1-2 days for a replacement. This has obvious benefits to the users of an electrical supply – e.g. production lines etc.

Spare Parts/Equipment

• The Client’s spare parts service either sources or manufactures spare parts at a fraction of the price charged by the original manufacturer – typically of the order of 50% cheaper.
• The Client is frequently the only source of spares for some items, since original UK manufacturers are often either unable or unwilling to provide them. Even if willing to provide the spares, the original manufacturer might quote a delivery time of up to 12 months as compared with 2-3 weeks by the Client.

 Products

All

 Item

Remarks

Training

Final Assembly

Repairs

Backup

Stockholding & Spares

A Middle East "partner" would not be required to hold a stock of RVCBs or other spares since every breaker is designed and manufactured "to order". However, for planning purposes, a £10k stockholding would be appropriate for demonstrations etc.

If the circumstances warranted, then the Client would fly out to a prospective major customer and demonstrate the RVCB in-situ.

• 12 months parts only.

Supply Time

• Typically 8-10 weeks for RVCBs.
• Typically 2-3 weeks for other spares.

RVCB

Current production capacity is a minimum of 5 units per week.

Expansion plans have been prepared to increase production capacity to meet the predicted demand.

 Product

(N.B. Most switch gear would probably require a minimum of 3 x RCVBs)

 Detailed order fulfilment criteria for individual orders are to be subject to negotiation with each prospective distributor.

The Client’s usual terms are by receipt of an irrevocable letter of credit drawn on a UK Bank prior to shipping the items ordered.

General. The client seeks to increase turnover through export sales.

Specific Middle East Markets Targeted. No Middle East or North African countries are excluded and there is a potential market throughout.

 Distributor

Joint Venture

Inward Investment

Yes[ 4 ] No[ ]

Yes[ ] No[ 6 ]

Yes[ ] No[ 6 ]

Distribution

Requirements

Target

Partner

specification

Capital

Required

• Distributors or agents are being sought.

• Total export sales of 300 x RVCB units per annum worldwide (i.e. £0.25m) are being sought initially.

Previous clients include a wide range of Authorities – e.g. in the Health, Aviation, Petro-chemical and Shipping sectors. Particular clients of note are :

• Associated British Ports
• British Steel
• ICI
• Blue Circle
• Texaco
• BP

 Middle East

Limited to the export of spares only.

 None in the Middle East

 Middle East

Elsewhere

None known

 Business To Business

Operators of national electricity grids.

Any major electrical consumer who operates an electrical sub-station.

N/A

 Essential Attributes. A company or organisation with the following essential attributes :

• Effective sales and marketing coverage of the country or countries proposed.
• A distributor or agent, qualified and experienced in the supply, installation and customer training/support of equipment or services to the electricity supply industry.

Desirable Attributes. A mature company or organisation with the following desirable attributes :

• An existing client base of heavy industrial electricity consumers.
• Working level contacts with the country’s electricity grid operators.
• Working level contacts with local electrical contractors and design consultancies.

It would be necessary to confirm whether or not a prospective agent was already an agent or distributor for a competitor manufacturer of switchgear,