The impact of the pandemic

The ongoing construction boom in Saudi Arabia, Kevin Laidler says, has been enhancing the growth of business opportunities in the GCC region. Laidler is Sales Director, Armstrong Fluid Technology, Middle East and Africa. He says the total value of real estate projects, planned or under construction, in Saudi Arabia is estimated to be USD 877 billion. Laidler also points out that business opportunities are driven by the increasing focus on energy efficiency in the GCC region, especially in line with national development plans, such as Saudi Vision 2030 or the UAE Energy Strategy 2050. Additionally, GuruRaja Rao, Director, Regional Sales Development for Commercial Building Services (India, Middle East, Africa), Grundfos, highlights that the change in focus towards non-oil sectors, such as tourism, also contribute to the rise in business opportunities in the GCC region.

Expanding on the business opportunities in the GCC region, Iyengar points out that there are indications of economic activity and business opportunities picking up, as the companies adapt to the new reality created by the pandemic. He says: “Some of the changes to note include the development of new products and services, moving operations online, development of local manufacturing and distribution channels, and restructuring of supply chains to mitigate market disruptions or to enter a new market. The pandemic has taught us the significance of agility and resilience in businesses, and companies that adapt to unique circumstances and seize opportunities are poised to succeed in the postpandemic era.”

Prashanth BS Iyengar, Head, Business Development & Marketing, Middle East & GCC Region, FJ Group, adds that the pandemic has also brought significant changes in customer behaviour and product demands. For instance, he says, while there is an increase in demand for specific pump types used in medical equipment or water treatment facilities, there is a decline in demand for specific products in the oil & gas industry.

“The pandemic has also accelerated the adoption of digital and remote monitoring technologies for pumps, as companies sought ways to manage their operations remotely and reduce on-site visits,” he says. He also highlights that it has become essential for companies to highlight the value of their products or services, beyond the cost, to build stronger customer relationships and differentiate from competitors.

Rao says, “We have been seeing a rise in the number of customers who focus on ESG compliance along with energyefficient buildings.” He also notes that remote working and increased demand for digital solutions are also making the life of facility management professionals more comfortable, as they now get to operate pumps and hydronic systems remotely using a mobile application.

Laidler offers a different perspective on customer behaviour and points out North America’s and Europe’s influence on the local shift in customer behaviour. He says that these two regions, being the first to implement strategies for energy reduction and smart consumption, benefit heavily from them, and inspire countries in the Middle East and Africa to follow suit. He also highlights the importance of educating key stakeholders about the latest technologies.

In the GCC region, the pandemic significantly impacted the demand for advanced pumps and hydronic systems solutions, Iyengar notes, mainly because people started to spend more time indoors. He points out that as a response, many HVAC pump companies began to develop and promote products that reduce the risk of transmission of disease, including adopting contactless technology solutions such as touchless controls, remote monitoring systems, and online maintenance and support services. “The pandemic’s economic uncertainty,” he adds, “has also led to a shift towards energy-efficient HVAC pump solutions in the GCC, with companies developing and promoting high-efficiency pumps, variable speed drives, and energy management systems to reduce energy consumption and costs.” smaller carbon footprints, become more sustainable and be one step closer to their net-zero goals.”

Additionally, Rao says; “Tier A projects in the GCC region demand highly efficient, digital, smart, and reliable products, but there are also projects that still go by initial investment rather than running cost, and that is where we at Grundfos work with designers and clients to educate them with the latest technologies. The idea is to make them focus on OpEx and IRR or ROI rather than CapEx.”

The consensus is that performance matters a lot, which means it makes sense to focus on OpEx. Iyengar highlights two common issues that impact pump performance, namely coupling and flange failure, which occur due to improper maintenance, misalignment, cracks, corrosion, improper lubrication, incorrect torque and excessive vibration. “HVAC pumps, which are crucial to HVAC systems, may encounter several maintenance issues in the circuit that include clogged or dirty filters, leaks, electrical issues and bearing failures,” he says. “These will, in turn, lead to increased energy consumption and reduced efficiency.”

Iyengar highlights the importance of following the manufacturer’s maintenance recommendations and of ensuring proper installation by qualified professionals to prevent breakdowns and to prolong the lifespan of HVAC pumps.

A well-designed, installed and maintained pumping system, Rao says, will have longevity and avoid costly breakdowns. He points out that some of the reasons for premature failures, such as poor design, oversized pumping systems and incorrect commissioning, often fail components. “Therefore, it is advisable to select a pump that operates near its Best Efficiency Point (BEP),” he says. “And installation and commissioning should be done by the authorised service provider to avoid such issues and prolong the life of the equipment.” He also adds that, following a maintenance schedule, per the manufacturer’s installation and operation manual, would ensure the smooth functioning of the pumping system.