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Brief History

Pilsa is a leader in the plastics industry in Turkey. It was founded in 1971 as a member of Hacı Ömer Sabanci Group of Companies. The Sabancı Group is the leading industrial and financial conglomerate of Turkey. The Group owns 74 companies, many of which are market leaders in their respective sectors. In 1998, Pilsa began its production of PVC windows, doors and shutter systems with the brand name, WINSA.

Pilsa's head office and plastic pipe production site are located in Adana. Approximately 750 people are employed in Pilsa. The sales organization has several sites spread throughout Turkey including Istanbul, Ankara, Izmir, Bursa, Adana, Samsun, Urfa and Antalya. The company also exports nearly 40% of its pipe production to countries all over the world including Russia, China, Middle East, North Africa and the Turkic Republics. More than 50% of its PPRC pipes marketed under the Pilsatherm tradename are exported.

The Profile manufacturing plant is located in Adapazarı, Turkey, whereas the sales, marketing and Research & Development departments are located at Winsa Marketing Center, in Istanbul.With a strong network in its sales organization, Winsa has spread out all over Turkey and has gained good recognition both in Turkey and in international markets. With its high quality standards supported by strong technical assistance and customer service, it has penetrated into various markets, including former Soviet Union countries, Russia, Germany, Italy, Portugal and many others.

The Pilsa plastics production is comprised of pipe & profile extrusion, and injection for fittings. The company has been granted the ISO 9001 certificate plus meets TSE standards for Turkey and DIN standards for Germany. In addition, WinSA PVC Window Door and Shutter systems also hold many international certificates, including Russian Quality Certificate, GOST-R, German PVC Profile Producers Quality Association's Certificate, RAL., and the Ukrainian Quality Certificate, UKR-SEPRO.

Product Range

PVC Drinking Water Pipes and Fittings
PVC Sewage Pipes and Fittings
PVC Rain Gutter & Discharge Pipes and Fittings
Polypropylene (PPR Type 3) White and Fittings + Aluminum Foiled White Pipes
PVC Drainage Pipes and Fittings
Sprinkler Irrigation Pipes and Fittings
Polyethylene Coil Tubes (HDPE, LDPE)
Deep Well Tubes and Fittings
PEX Pipes and Fittings
PE100 Pipes and Fittings

  PVC Window, Door and Shutter Systems
Ultraline Systems
Ecoline Systems
Panorama Systems
Expoline Systems

The capacity of the profile production in Adapazari is 10,000 tons/year and 350,000 units. The pipe extrusion plant is reported to be the largest in the country according to the company and has a processing capacity of 40,000 tons/year. Pilsa has already begun production of PE 100 pipes this year with an initial capacity of 1,000 tons/year.

Plastics Consumption

Pilsa is engaged in a wide range of production activities including products made with suspension PVC, LDPE, HDPE (PE100 included), and PPR Type 3.

Pilsa is targeting the following volumes for its plastics consumption in 2002:

Suspension PVC 20,000 tons
Random copolymer PP   5,000 tons
LDPE & HDPE 3,000 tons

The figures for PE include HDPE 100 for Pilsa's new production startup this year of PE 100 pipes.

Supply Sources

Pilsa purchases nearly half of its PVC needs from Petkim, the Turkish domestic producer, and imports the rest from many other countries. Pilsa imports a great deal of its requirements from West European and Mediterranean producers while it also cooperates with East European companies for a relatively small volume of business. Due to some problems related to logistics and customs duties, Pilsa does not prefer to work with American and Far Eastern PVC producers.

As for random copolymer PP, Pilsa must import all of its requirements since Petkim does not produce this material. Although Pilsa exports its PPRC pipes mainly to China, Russia and the Middle East, they do not take advantage of buying material outside the European customs union. In Turkey, products which are exported to countries outside the customs union do not have to pay customs duties on their raw materials. They say they prefer to purchase the European materials since they are sure of its quality and they cite logistics of the other countries as another reason for preferring Europe as a source.

As for PE, Petkim can supply 40-50 % of the company's LDPE needs, but supply is not sufficient at the domestic producer and they must import the remainder. Their PE 100 needs are being met by European producers due to quality concerns. Nevertheless, the company continues to research alternative producers.

Pilsa says that with the new, lower customs duties implemented this year by the Turkish government they are now "listening to other regions" and are a little more motivated to check out the quality of producers outside the European customs union. Quality is extremely important and now they need to check into the quality and reputations of other producers. But, this process will not be a quick one since introducing new and untried materials is a long process which requires testing and approval from the production side of the business. Then, logistics will continue to be a concern for countries which are outside the union.

Pilsa believes that there is significant capacity build up in the Middle East and declares that it is determined to benefit from this opportunity.

Expansion Plans

Pilsa wants to continue its leadership role by staying active in the forefront of plastics technology. PE 100 is the latest generation of polyethylene technology which offers superior benefits over other materials. For this reason, Pilsa is starting up production of PE 100 pipes this year in order to bring this quality product to its customers both in Turkey and in its export markets. Pilsa believes more investments will be made in this sector and sees a shift from PVC to more advanced PE and PP materials. Pilsa also plans to continue its investments in deep well tube and fittings production for underground water sources.

Besides its expansion policy in the domestic market, Pilsa is taking important steps to expand to new markets and increase its export volume as well. Regarding Winsa, Pilsa is determined to act on taking a leadership role not only in Turkey but also in international markets. Pilsa believes that its approved quality coupled with its price advantage will make it a leader in the PVC profiles sector in a decade.

Market Conditions

A representative with Pilsa noted that the first two months of every year are much more important for PVC producers than they are for PVC consumers. PVC producers always want to start the year off with higher prices, but since the beginning of the year is always the low season, producers do their best to push up the prices by "selling out" and other games.

However, processors such as Pilsa know this ongoing story occurs every year and are generally ready to wait it out since they do not have a need for material at this time. The representative said that at times like this when foreign suppliers get out of the market, they usually get their material from Petkim. She says the PVC consumers can wait as long as the suppliers wait to re-enter the market, but she wonders how long the European suppliers can wait this year since there is much more pressure on them than there is on Petkim. She says if the PVC buyers could have waited a little longer then prices could have rolled over in February, but the start of the new season will mostly cause the prices to increase.

ChemOrbis/Internet Strategy

Pilsa says that like every modern company they have been affected by new technology. This new technology is an interactive process and requires that the companies be involved in the latest developments.

Pilsa originally signed up to be a member of ChemOrbis last year in order to take advantage of the content. They feel the prices, analysis and news reports found on the site are valuable resources for their company.

Pilsa has now signed up to be a permanent member this year in order to continue taking advantage of all that the content has to offer them. They also look forward to opening online auctions through ChemOrbis this year. A representative with Pilsa said that the ChemOrbis platform is a good meeting place for both the buyers and the sellers. It is a great way to be in contact with the whole market and will save them time by not having to call suppliers one by one. They also believe it will increase competition and therefore it has value as a tool for making future purchases.

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