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Summary Overview of DISAB

Company:

DISAB Vacuum Technology AB (DISAB Vacuum Technology), including its subsidiary HSAB and the recently acquired operations of Vibramat AB (commonly called the "DISAB Group" or the "Group) is one of the world's leading suppliers of mobile and stationary vacuum systems suited for both suction and blowing of wet and dry substances. DISAB Group's products are used by a wide range of customers, including independent contractors, manufacturing and process industries, local authorities, railways, harbors, construction companies, etc. The Nordic countries have traditionally been the DISAB Group's core market with a 90% market share in terms of the number of units in place. However, during the last decade, the Group has continuously expanded its geographic presence, and has sold approximately 2,000 mobile and stationary vacuum units world-wide.

Vacuum Technology

Vacuum technology is limitless in a number of ways. Almost all materials that fit into a suction hose can be transported using vacuum systems. Vacuum technology involves pressurised transport, i.e. high pressure at the mouth of the hose and a lower pressure at the end of the hose. This pressure differential causes air, liquid or mixed substances to rush through the hose towards the lower pressure.

The main difference between traditional sludge sucking and the DISAB Group's technology is the following; While traditional sludge sucking uses the creation of a vacuum to suck water or other liquids up through a hose, the DISAB Group's technology mixes air and material, and transports both at very high speed using the movement of air streams. The DISAB Group's mobile vacuum loaders and stationary vacuum units are superior to traditional sludge suckers in a number of ways:

1. they create higher suction power;

2. they use more powerful pumps;

3. they feature higher air capacity;

4. they include filters that allow movement of air mixed with dry material or liquid, rather than just liquids.

Strong Global Market Position

Markets
Today the DISAB Group is one of the world market leaders in low-noise mobile and stationary vacuum systems. Traditionally, it has regarded Scandinavia as its core market and become the absolute market leader in the region within both DISAB Vacuum Technology and HSAB products. However, during the past decade, the DISAB Group's geographic focus has been consistently widened through assertive and directed marketing activities, a specialised and dedicated sales organisation and a more attractive product portfolio.

Customers
Contractors are the DISAB Group's primary customers, and are typically the first to adopt its products in new geographic markets, serving as an example for municipal and industrial customers.
The marketing strategy has consequently been designed to select and target the contractor customer segment first and gradually expand into other segments. These either directly compete with the contractors by potentially using their own vacuum machinery, or currently use material and transportation methods other than vacuum technology.

Contractors account for some 90% of the Group's European sales, whereas in several export markets (e.g. the Middle-East) factories and especially cement plants are the largest customer group (due to the high share of HSAB's products). Cement plants use vacuum systems for handling interruptions in the conveyor belt, removal of substances, cleaning and recycling of waste.

Among other industrial customers are: aluminium works, steel mills and power works. Besides, the DISAB Group's products are being increasingly used by state and municipal customers, mainly for waste management and decontamination. The chart below outlines the split of DISAB Vacuum Technology's sales among the different customer segments (based on the number of units sold between 1994 and 1998):

The Group holds a strong customer portfolio with frequent repeat sales of new vacuum units to existing customers. Approximately half of the DISAB Group's sales emanate from existing customer accounts, involving both replacement sales and sales of additional units.

In total, DISAB Vacuum Technology has sold approximately 400 mobile vacuum loaders, and some 200 stationary vacuum units, and HSAB/Vibramat some 1,400 units.

Business area
Waste Management, Water & Wastewater Treatment

Area of Operation
Manufacturers of: Vacuum systems for centralized vacuum cleaning, vacuum conveying and dust extraction. Mobile units, electric or diesel powered as well as truck-mounted loaders.

Key products
Abrasive recovery systems
Central suction systems
Central vacuum cleaning installations
Dust separators
Exhaust cleaners
Filter separators
Industrial vacuum cleaners
Materials handling equipment
Sewage cleaner
Sludge exhausters
Street sweepers
Vacuum cleaners
Vacuum cleaning vehicles
Vacuum loader
Vacuum pumps
Vacuum recovery systems
Vacuum suction units
Vacuum trucks
Vacuum units