1-A2S has just celebrated its fifth anniversary. Where is the company at?
Nicolas Sevestre: We have successfully led a phase of intense conquest on international markets (see the interview of October 30, 2015 of the Sage Institute). A strategy that has allowed us to garner solid international references with oil groups such as Total and Shell, the steelmaker Tata Steel and the Castel group, specialized in the food industry. In addition, A2S, which had started its activity as a distributor of materials and equipment in the field of safety in industrial environments and explosive atmospheres, has also taken a position in manufacturing. In this capacity, we have been able to develop our own products resulting from our R&D. Products that have, for example, caught the attention of Bouygues SA and SPIE as part of tunnel modernization programs in France. We have thus concluded our first significant contracts in France.
2/ Will development in France become a priority?
NS : Absolutely! Our aim is to develop nationally with specific means because we are once again entering a phase of prospecting and conquests. However, this phase will take place quite differently from our actions carried out internationally. On the one hand, the markets will be more targeted: this time we are targeting manufacturers and integrators of specific equipment for hazardous areas (special machines, pumps, fans, air conditioning, air treatment, etc.) for which we have dedicated products and certifications, and industrial customers in the paper, chemical, food, pharmaceutical and oil sectors. On the other hand, we will strengthen our teams in order to provide commercial and technical support dedicated to the French market.
3/ Why this difference in approach?
NS : France is a market with a culture and customs that are very different from the international markets in which we operate. The prescription, innovation, and pre- and after-sales support aspects are essential in our country. Customers want to know the technical aspects of an offer in detail, which is less important in emerging countries. In addition, France is a mature market where the development strategy mainly consists of standing out from a large existing market.
4/ How do you plan to stand out?
NS : We offer the market a wide range of products and, above all, we are able to provide tailor-made solutions, which is only possible through mastery of manufacturing. A2S has five product families ranging from fire detection and alert to control commands, including telephony and communication, lighting and installation equipment. We have developed a whole range of ATEX products such as compressors, explosion-proof heating blocks and customizable cabinets and boxes. Our website allows you to view and find out about our flagship products (Section: Products and Systems), more than two thirds of which come from our manufacturing units, which is essential to be credible, particularly in the world of tailor-made solutions.
5/ Can you give some concrete examples?
NS : For example, a customer wants to replace junction boxes in his electrical installation that are no longer the standard size of products on the market. Another customer wants to replace a pressurized ATEX box that contains control instruments for a heliport, but the company that supplied him with this equipment no longer exists. In both cases, the customer provided us with the plans for the existing equipment and we were able to reproduce the boxes and the box identically. Our strength lies in our adaptability to the customer's needs and our flexibility in providing unique parts when it comes to custom-made products or large series, regardless of the degree of complexity. The industrial part of A2S allows it to respond to these many specific requests by adapting the production lines.
6/ Besides customized products and systems, what solutions or services set you apart from your competitors?
NS : Let's take the case of compressor manufacturers who want to develop a range of their equipment certified as explosion-proof. This represents a very significant R&D and certification cost because it requires mobilizing technical and human resources over one or two years. A2S offers them its expertise, these dedicated solutions and its certification to facilitate this development. This flexible and competitive offer allows them to save time and make savings both in terms of development and procedures with a certification office. Few players on the market take charge of this certification aspect.
7 / You have discussed at length your strategy on the French market. What position will you now adopt internationally?
NS : We are not putting international business aside, quite the contrary, since we want to consolidate the positions we have acquired there. But we are not going to attack new markets for the moment, even if countries other than those in which we are present interest us, for example in Asia. Furthermore, from France, we can work with the purchasing centers of clients who operate internationally, for African markets for example, as we already do for a client located in Geneva. The continuation of our roots in France, from where, it should not be forgotten, many export projects originate, is therefore absolutely not incompatible with the international development of A2S.
Nicolas Sevestre, manager of the company A2S