A growing player in Saudi Arabia’s downstream

Saudi Arabia

Avinash Karnik, vice-president of Dilogue Services Saudi Arabia, talks to The Energy Year about the challenges of penetrating mature markets and saving clients’ time and money with specialised services. Dilogue Services Saudi Arabia is an industrial company specialising in equipment and services for the oil and gas and petrochemicals sectors.

Could you give us an overview of Dilogue and its journey in Saudi Arabia?
Dilogue entered Saudi Arabia in 2008 with just three employees, and today we have more than 250 across two facilities. One facility, located in the Jubail Industrial City, spans about 10,000 square metres and supports local industrial companies. Our parent company has a 60,000-square-metre facility in Abu Dhabi where we store materials and handle emergency jobs.
The industrial services market was mature when we entered, and establishing a presence was challenging. We focused on offering unique services and delivering them quickly, safely and to high standards. Starting from a single humble division, we have grown to operate 12 different verticals, with all divisions working harmoniously.

What segments of the oil and gas sector do you mainly operate in?
We operate across the upstream, midstream and downstream, but our primary focus areas are the downstream and power. We provide specialised services during shutdowns or other interventions. One of the unique aspects of our company is that we don’t necessarily see ourselves as competitors to other companies; rather, we like to collaborate and offer our specialised services as support.
This approach has brought us strong working relationships, and many companies are more than happy to work with us. We work with all SABIC affiliates as well as with Sadara Chemical Company and Sahara Petrochemicals. We also provide services directly to Aramco and are involved in refinery projects. We are also expanding into the power sector, working with companies such as NOMEC.

Which of your services are most in demand at the moment?
I’m proud of everything we offer, but pipeline services stand out as the most distinct. They typically involve large companies and so require a great deal of dedication and energy. We are small compared to giants like Halliburton, but we offer similar quality services. Although we don’t have certificates of appreciation, the fact that we have been working with the same clients for many years is a testament to the quality of our work. The continued trust and repeat business we receive speak volumes.
Our main objective is always to save time for our clients. Time is money, and every minute we save can translate to millions in savings. Clients look for services that can improve their efficiency. For instance, many companies dislike chemical cleaning and wet cleaning because of the inconveniences they can bring, so we introduced dry ice cleaning, a dry process that only a few companies can offer. For clients who need to open turbines, engines or compressors that are fastened with large bolts, we have introduced an induction heating system that significantly speeds up the process. Our innovations help our clients improve their operational efficiency, and they are a key part of our value proposition.

What are some of the advantages of being a subsidiary of the Sedres Group?
The main advantage is our holistic approach to doing business. All divisions work together and support each other so that each one can flourish. We have regular co-ordination meetings where all our business heads discuss ongoing projects and identify opportunities for collaboration.
Clients appreciate seeing their jobs being handled by a cohesive group, and through internal support, we can ensure a more efficient use of resources. Our collaborative approach also reduces the need for external funding, which gives us stability as a group.

What is Dilogue’s long-term strategy in Saudi Arabia?
Our vision is to grow and be recognised as one of the leading groups in Saudi Arabia. We want to be recognised by the market as a multi-divisional, one-stop solution provider that offers high-quality services and operates to high ethical standards.
Building a solid reputation is more important to us than growing our numbers. One can attract foreign investors and make quick returns, but true growth comes from operating ethically and fostering employee development. I have been with the company for 16 years, and many of the people who started with me are still here; we have all grown together. The growth of the company has enabled growth for employees and brought happiness to their lives.

Read our latest insights on:

• Saudi Arabia