At a glance
- Client: An established Abu Dhabi maker of heat exchangers, pressure vessels and static equipment
- Sector: Oil and gas / industrial thermal equipment
- Region: United Arab Emirates (Abu Dhabi)
- Service: Market sizing and prospecting
The challenge
The client, a maker of heat exchangers, pressure vessels and static equipment with a long track record in Abu Dhabi's oil and gas sector, wanted to grow beyond its existing customers. It needed to know which other industrial sectors in Abu Dhabi could use its thermal equipment and services, which government-owned and private companies in those sectors it had not yet worked with, and who it would be competing against.
What we did
- Framed the market around the six priority sectors of the UAE's Operation 300bn industrial strategy that fit the client's offer: food, beverage and agri-tech; pharmaceuticals; petrochemicals and chemicals; rubber and plastics; hydrogen; and construction.
- Counted companies in each sector in Abu Dhabi from public directories and industry lists, 504 in total.
- Set a typical equipment purchase price per sector from published supplier listings and built a TAM, SAM and SOM model in a workbook, with every source linked.
- Applied a stated retrofit-willingness assumption from a UAE green building council study to move from TAM to SAM, and showed SOM at 15%, 20% and 30% capture.
- Reviewed sector trends and policy for each of the six sectors, including national industrial, food security and hydrogen strategies.
- Profiled potential clients sector by sector, with company background and the specific thermal equipment needs each might have.
- Compared eight competitors on products and services, unique selling points and target segments, then analysed each in depth.
- Drew recommendations from competitor practice on partnerships, diversification of services, and certifications and compliance.
What we delivered
A market research report of about 49 pages with sector-by-sector client profiles, competitor analysis and recommendations, plus the sizing workbook with every source linked.
Market research report
Word report · about 49 pages
- Executive summary
- Introduction and research objective
- Market analysis: industry overview, national industrial strategy, sector-by-sector outlook
- Potential clients by sector, with likely equipment needs
- Competitor overview table
- In-depth profiles of eight competitors
- Recommendations and strategy
- Conclusion
Market sizing workbook
Spreadsheet · 1 sheet
- Company counts for six sectors in Abu Dhabi, with sources
- Average equipment purchase price per sector, with sources
- TAM by sector
- Retrofit-willingness assumption and SAM
- SOM at three capture rates
What we found
- Food and beverage, pharmaceuticals, petrochemicals, rubber and plastics, hydrogen and construction are the growth areas where the client's thermal expertise applies.
- The national push on sustainability and hydrogen fits the client's energy-efficient thermal solutions.
- The client should lead on energy-efficient and sustainable solutions, tailor services such as thermal systems for food processing, pharmaceutical storage and hydrogen production, and build partnerships with key players in the target sectors.
- Competitors that specialise in one sector and hold recognised ISO certifications gain trust in a market where safety risk is a major buyer concern.
In numbers
- The UAE's Operation 300bn strategy, launched in 2021, aims to raise the industrial sector's contribution to GDP from AED 133 billion to AED 300 billion by 2031.
- UAE industrial exports grew 48% from AED 117 billion in 2020 to AED 175 billion in 2022.
- The UAE was the fourth-largest economy in MENA in 2023, with GDP of US$415 billion.
- The Abu Dhabi Industrial Strategy aims to double the emirate's industrial sectors and create 13,600 jobs by 2031.
- The UAE aims to capture 25% of the global hydrogen market as part of its 2050 net zero target.
- 504 companies were counted across the six target sectors in Abu Dhabi.