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PRELIMINARY
Executive summary
Business
opportunity
Potential
revenues
Ease of
capturing
Strategic fit
SOURCE: McKinsey
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PRELIMINARY
BUSINESS OPPORTUNITY
Opportunity for Qatari company to supply standard glass for rail project
Detailed on following pages
Business
model attribute
Description
Activities
Main
customers
Value
proposition
Revenue
model
1 Customers outside of Qatar Rail project are not included as business opportunity is unlikely to directly lead to additional revenue for existing companies
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BUSINESS OPPORTUNITY
Wood
Attribute
Glass
(~3-5%)
Standard glass
Description
Steel
No significant performance
Performance
(1 inch
insulated
glass)
Cement
Proportion of
bldg glass
enhancements
Maintains high visibility
performance glass:
Insulating performance (Ufactor), typically 0.3-0.5
Solar control / Solar heat
gain coefficient (SHGC),
typically ~0.2-0.35
Visible light transmittance
(Tv), typically ~60-70%
Plastic
Price / sqm (6
mm thick)3
Focus of opportunity2
~10%
1 Illustrative, not exhaustive; focus is on architectural glass and not on e.g. automotive or container glass
2 See separate business case for detailed analysis of high performance glass business opportunity
3 Price for a glass processor (i.e. raw material price is cost from glass manufacturer and price for finished product is sales price to construction company)
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BUSINESS OPPORTUNITY
Focus of business
opportunity
Provision of raw
materials
Market attractiveness
Low as there is a
lack of natural
resources needed for
glass manufacturing
Low as market is
saturated and local
demand does not
justify investment in
new plant (cost:
~USD 100-150 mn)
High as majority of
glass demand in
Qatar is met through
imports
Medium glass
processors should
conduct both agent
and distribution
functions in-house
Manufacturing of
float glass
Glass processing
Sales and
distribution
1 Existing glass manufacturers in the GCC include Guardian (UAE and KSA) and Emirates float glass, as well as St. Gobain in Egypt
SOURCE: McKinsey team, Freedonia World Flat Glass report 2011, expert interviews
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BUSINESS OPPORTUNITY
The main decision makers are building developers and main contractors
and to lesser extent architects/engineers/designers
Main players in building construction value chain
Type of players Description
Developers
Architects/
Engineers/
Designers
Main
contractors
Subcontractors
Examples of players
Qatar Diar
Asghal
Barwa
Qatar Rail
Redco International
Al Jaber Engineering
Midmac
Balfour Beatty
Bechtel
Besix
Bouygues
Hochtief
Aecom
URS
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POTENTIAL REVENUES
ROUGE ESTIMATES
Qatar Rail will require glass for ~150 stations and ~100 walkways,
representing a total demand of ~350,000 sqm of glass
95 stations will
be below ground
and 56 will be
above ground,
requiring
approximately
350,000 sqm of
glass1
Requirement
s include
(non-acrylic)
exterior
facades
Station
windows,
internal
partitions,
and
facades
and
platform
doors and
other glass
doors
1 Exact amount and type of glass needed within Qatar Rail project depends on final architectural designs
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PRELIMINARY
POTENTIAL REVENUES
Key assumptions
1
~3
~5
~2
Total Qatar
Rail 2012-32
USD 50
Above station station size of 140m x
50m x 6m (L x W x H)
Below station size of 20m x 6m x
3m x 3 (L x W x H x number per
station)
Cooled walkway size of 50m x 10m
x 3m (L x W x H)
10% of glass demanded assumed
to be standard glass
Number and types of stations
(underground, at grade, and below
ground), portion of network (metro,
Lusail, WBT, LDR), and completion
years all taken into account
100 cooled walkways assumed
Replacement of glass is not
considered
Sizing is highly dependent on the
final architectural designs, and
typical stations sizes and designs
have therefore been assumed
1 Potential revenue outside of Qatar Rail in Qatar and in the wider GCC not included as existing standard glass processing companies already exist in
Qatar business opportunity is therefore not expected to directly generate additional revenue
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PRELIMINARY
EASE OF CAPTURING
Key success
factors
Description
Clear
communication
of glass
requirements
Glass processing
plant and
experience in
manufacturing of
similar materials
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PRELIMINARY
STRATEGIC FIT
Strategic value
Assessment
Capturing
value in Qatar
Potential for
export /
regional
champion
Creation of
high skilled
jobs
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