FROM FAST FOLLOWERS

TO A HIGHLY REPUTABLE
COMPANY
A brief history…

HiRef was founded in September 2001 with

determination and courage, certain the world
wouldn’t stop there.

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A brief history…

The project dream was to create, within the

Galletti Group (which provided the financial
backing), a reference point in the HVACR sector,
based on expertise and
High Technology In Refrigeration Devices
innovation in new emerging markets, such as IT.

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A brief history…
We started here… in a rented warehouse, with no heating system.

Monselice (PD), August 2003

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A brief history…

Born in a geographical area characterized by strong

competition (the so-called "Polo del Freddo", the world's largest
concentration of sector related companies ), balanced by the
great opportunities the area provides, which we give
momentum to with our attitude towards expansion
and the readily available suppliers and specialized
labour.

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A brief history…
…As of 2007 we have a 9.000 m 2 building,
on our 33.000 m2 grounds.

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A brief history…
The Galletti Group companies,
of which we are a part of,
are based exclusively in Italy: «Be Italian»

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A brief history…
Bentivoglio (BO)

SHEET-METAL PROCESSING PLANT COMFORT AIR CONDITIONING PLANT

Bovolone (VR) Altedo (BO)

HEAT EXCHANGERS PLANT AIR HANDLING PLANT

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 Tribano (PD)

DATA CENTRE COOLING PLANT RENEWABLE ENERGY PLANT

Piove di
Sacco
(PD)

Padova

SHEET-METAL PROCESSING PLANT ELECTRICAL PANEL PLANT

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 Este (PD)

DEHUMIDIFICATION PLANT DEEP COOLING PLANT

San Pietro Viminario (PD)

Tribano (PD)

AFTER SALES

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Corporate Entrepreneurship

Each HiRef spin-off was born

to capitalize on transversal skills,
strengthening the relationship with a
collaborator, whom would later become CEO.

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Corporate Entrepreneurship

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SALES BRANCHES
Spain Great Britain Mexico
HG SOLUTIONS HIREF UK LTD. HiRef MX
C/entença, 332-334, 1 Manor Courtyard José F. Gutierrez 234
6º3ª - 08029 Barcelona,
Hughenden Avenue Col. Angel Zimbrón
ESPAÑA
High Wycombe 02099 Azcapotzalco
Tel: +34 93 534 42 13
Buckinghamshire CDMX, Mexico
info@hgsolutions.es
HP13 5RE Tel: +52 55 9154 1432
Tel: +44 033 3014 3150 WhatsApp: +52 55 6226 2510
www.hiref.co.uk Italy Info@hiref.com.mx
Russia Galletti Group Rome
HiRef RU Via di Grotte Portella 6/8
Likhoborskaya Emb., Bldg. 9-1, 0044 - Frascati (Roma) i
Floor 4, Room 11 Tel: 06/98381843
125438 - Moscow, Russia Fax: 06/62288697
Tel: +7 (495) 241 44 34 Zona: Roma e provincia
info@hiref.ru roma@gallettigroup.it

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 People
…Thanks to important assets…

Companies

Competences

Reputation

R&D Labs
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 People • 149 total employees of which;
…Thanks to important assets…
• 56 are office workers
• 45% are university graduates(*),
55% of which have PhDs
Companies • 78% men, 22% women
• 15% < 30 years of age
64% 30 < years of age<40
Competences 21% > 40 years of age

Reputation

R&D Labs (*) within the company

Fast Followers
 People
…Thanks to important assets…

Companies

Competences

Reputation

R&D Labs
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 People
…Thanks to important assets…

Companies

Competences Various patents covering different

technological fields

Reputation

R&D Labs
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 People
…Thanks to important assets…

Companies

Competences • A majority of Telecom and Datacentre

operators

Reputation • A wide variety of university

collaborations

• Prestigious European research projects

R&D Labs
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 People
…Thanks to important assets…

Companies

Competences

Reputation

R&D Labs
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Which strategy

We understand what matters

most to the end user:

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The Strategy: EVOLUTION

PRODUCTS SOLUTIONS RELATIONSHIPS

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The Strategy: PRODUCT
PRODUCTS SOLUTIONS RELATIONSHIPS

We have always focused on new technologies,

innovation, research and development.
The use of EC technology in ventilation has,
from early on, been a standard in HiRef
precision air conditioners.
A unique hallmark of ours, of which we were
the first to introduce to market.

... it is therefore a necessary condition that is no longer enough.

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The Strategy: SOLUTIONS
PRODUCTS SOLUTIONS RELATIONSHIPS

In our early years, we diversified by being one

of the first few to newly introduce not just
products but services including:
• Customization
• Supervision, monitoring and
We need to be different.
management
• Support for project design

Alone is not enough.

Large competitiveness
... it is therefore a necessary condition that is no longer enough.
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The Strategy: RELATIONS
PRODUCTS SOLUTIONS RELATIONSHIPS

The purchasing process has In this context, the commercial

become ever more exciting, even business relationship is of
in B2B. fundamental importance.

It is the key point in the value chain These are our conditions and our beliefs.
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The Strategy: Strategy into VISION
PRODUCTS SOLUTIONS RELATIONSHIPS

“We see a future in which HiRef is the benchmark for the

IT COOLING market.

That's why we are constantly focused on innovating,

expanding, managing and developing environmentally-
friendly systems that are tailor-made to suit customers' OUR VISION OF THE FUTURE
exact requirements and needs.”

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The Strategy: MISSION
“Here at HiRef we develop technical skills,
technology and networking skills.
Skills we share daily with our partners
around the globe within air conditioning.
Only in this way do we build successful long-term
networks aimed at solving the problems
of our clients.
For each problem, a solution:
An effective and efficient approach,
is achieved through a controlled supply chain,
providing goods and ancillary services.”

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RELATIONSHIP STRATEGY

OUR STRATEGY IS TO BE DIFFERENT.

PROCESSES STRATEGY Our Strategy refuses to HOW?
be a:
PRICE STRATEGY

INNOVATION STRATEGY

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FAST FOLLOWERS

Product innovation thanks to the

close relationship with major
universities

Corporate Enterpreneurship

Customized solutions thanks to the production chain and

therefore to the verticalization of the process

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Fast Followers Value proposition

What is value?
Value to us means helping the customer to:
• solve their problems
• satisfy any needs or desires
• better perform an important task for him

How do you measure value?

V = (perceived benefits) – (costs)

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Value is important,
but to whom?
An example of success
Context: Replacement of the obsolete TLC air conditioner park
Customer: Mobile operator
Market: Italy

Case #1 Case #2
1. High technology product → energy efficiency 1. High technology product → energy efficiency
2. Customized solution thanks to the technical skills 2. Customized solution thanks to the technical skills
3. Relationship with the purchasing manager 3. Relationship with the regional manager

In these 3 steps you find our entire strategy: creating a real value, conveying to the right people.
Our proposal was value-add focused because we "matched" the needs of our clients, from the cost of production
to the overall expense.
It is essential to identify the correct audience.

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Where is the Value in what we do?

What we offer, we do ourselves,

keeping our competences within.

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 KEEPING KEY PROCESSES WITHIN

Strategic MKTG R&D Design Production

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 FROM RAW MATERIALS…

…TO SEMI-FINISHED
PARTS…

…TO FINISHED
PRODUCTS

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Internal processes

HiCom
Lean
Manufacturing

HiProg*
(B1/B2)

Online Software Technical Management

Sales Tools Order Production HiDoc
Selection + Offer Selection + Offer Control

HiProg (C)
* 4,3 special projects per day
Internal processes: A full-view flowchart
How our business is structured

Centres
Telecom reputation: Our main references
Our organization: “SWOT ANALYSIS”
STRENGTHS
• Lean and flexible organization
H • Dedicated team for new product development
• High quality technology products
I
• Flexible production line
R • Custom units based from standard products
E • Testing rooms and laboratories
F • FATs with customers

WEAKNESSES

H • Brand awareness
I • Minimal impact organization in some of the most strategically
R important nations such as the UK (for Europe) and Spain (for
Latam)
E
• Only few contacts with the end user customers
F • Absent from the vendor list of the larger customers
• Lack of documentation
Testing
Laboratories
THE LAB TOUR
The HiRef labs are organized in 4 different areas:
• LAB#1: recently realized for big chillers, heat pumps and air-to-air units
• LAB#2: Data Centre lab
• LAB#3: Low temperature chamber
• LAB#4: External infrastructure for acoustic tests

All the above labs are a key element in checking with our customers all the
major requirements and expectations of the product.

The customer wants to SIMULATE the unit as if it was the ACTUAL installation!

All instruments used in the labs are certified and we can grant a measurement accuracy according to UNI EN14511-3
THE LAB TOUR
LAB#1
Live measurements of:
• Air temperature and humidity;
• Water temperatures, pressure drops and waterflow
• Refrigerators working pressures and temperatures
• Electronic measurements
• Cooling capacity and unit efficiency

Technical data
Available net testing surface area 114,5 m2
Room volume 781 m3
Max. testable cooling capacity 1.500 kW
Max. airflow 450.000 m3/h
Max. waterflow 300 m3/h
Min. waterflow 30 m3/h
Number of independent water circuits 5 pure water + 2 water/glycol (up to 50% glycol)
Min. air test temperature -15°C
Max. air test temperature +55°C
Available power supply:
400 / 3 / 50 Hz 1000 A
460 / 3 / 60 Hz 500 A
380 / 3 / 60 Hz 500 A
THE LAB TOUR
LAB#1
Units that can be tested
• Air-cooled and water- cooled chillers up to 1,5MW
• Air-cooled and water- cooled heat pumps up to 2MW (heating capacity)
• Air-to-air evaporative cooling (with ambient air down to -35°C)
THE LAB TOUR
LAB#2 – Data centre lab TECHNICAL DATA OF THE LABORATORY
Live measurements of: No. of independent test rooms: 2
Net area of each test room: 28,5 m2
• Air temperatures and humidity; Removable central wall: possible with quick modification
Net volume in each test room: 83 m3
• Water temperatures, pressure drops and waterflow
Net max. height: 2,5 m
• Refrigerators working pressures and temperatures Max. cooling capacity in each room: 200 k W
Max. available air flowrate in each room: 40000 m3/h
• Electronic measurements Max. available water flowrate in each circuit: 40 m3/h
• Cooling capacity and unit efficiency Available airflow configurations: Upflow, downflow, displacement
No. of independent hydraulic circuits per room:
3 pure water + 1 water/glycol 30%
• each with its own thermal water flowrate measurements
Min. testing temperature condition:
-10°C
• temporarily simulation of low temp. start up
- 20°C
DX facility at 10k W @ -20°C
Max. testing temperature condition: +60°C
Humidifier capacity in each room: 32 k g/h
Available power supply:
400 / 3 / 50 Hz 250 A(*)
230 / 3 / 50-60 Hz 63 A
230 / 1 / 50-60 Hz 125 A
380-420 / 3 / 60 Hz 250 A
48 V DC 40 A
24 V DC 80 A
THE LAB TOUR
LAB#2
Units that can be tested
• Direct expansion air-cooled units and remote condensers
• Direct expansion water-cooled units and Free-Cooling units
• Chilled water units

Airflow configurations
• Downflow, upflow and displacement
• Free fans unit

Acoustic tests
• Acoustic tests according to ISO9614-2 (intensimetric method)
THE LAB TOUR
LAB#3 – Low T lab
Live measurements of:
• Air temperatures and humidity;
• Refrigerators working pressures and temperatures
• Electronic measurements
• Cooling capacity and unit efficiency

TECHNICAL DATA OF THE LOW TEMPERATURE ROOM

Net area of test room: 6,5 m2
Volume of test room: 18 m3
Min. testing temperature w/o heating loads: -50 °C
Max. cooling capacity @ - 40 °C: 9 kW
Max. cooling capacity @ - 20 °C: 23 k W
Available power supply:
400 / 3 / 50 Hz 250 A (*)
230 / 3 / 50-60 Hz 63 A
230 / 1 / 50-60 Hz 125 A
380-420 / 3 / 60 Hz 250 A
48 V DC 40 A
24 V DC 80 A
THE LAB TOUR
LAB#3
The main target of the lab is to test the behaviour of small
units, components and serial communication speeds of units
that are going to be installed at low ambient temperatures.
At the same time it is possible to make start-up tests of units at
up to 50°C.

Units the can be tested

• Compact telecom units
• Split telecom units
• Scale prototype units

Component that can be tested

• Fans
• Electric boxes
• Cables
• Communication boards
THE LAB TOUR
LAB#4 – external acoustic test
Thanks to a strong collaboration with the University of
Padova we can run certified acoustic tests according to
UNI EN ISO3746.

Units the can be tested

• Air- cooled and water- cooled chillers
• Air-cooled and water- cooled heat pumps
• Air-to-air indirect evaporative coolers
• Remote condensers
• Dry coolers
Thank you for your time