MechChem Africa January-February 2021

Long-term rental helps fibreglass industry Benita Oosthuizen, sales consultant at Rand-Air, tells of a 12-month hire service involving a GA37FF electric compressor for a well-established fibreglass products manufacturer.

A s part of the global Atlas Copco Group, Rand-Air offers a compre- hensive range of TUV-certified oil-free, diesel or electric air solu- tions, lighting towers and a range of power (generators) andflow(pump) solutions. Rand- Air’s reputation is based on its principle of exceeding customers’ expectations. One such example of the company’s customer service ethos is that of a recent long-termhire to a customer in the fibreglass sector. Rand-Air sales consultant, Benita Oosthuizen, explains that business relation- ships are built on trust and when it comes to rentals, Rand-Air shows its true colours in maintaining these relationships for the long-term. “Rand-Air recently secured a 12 month hire for a GA37FF electric compressor with a fibreglass productsmanufacturer, withwhom we have enjoyed a close relationship since 2014,” she says. “This customer produces a range of cus- tomised products – swimming pools, pump canopies, boats, light fittings and more – for the local and export markets of Australia, England and France. As such, they frequently need to hire a compressor, depending on the volumeofwork coming through their produc- tion line.” Oil-injected rotary screw compressors are supplied by Rand-Air’s parent company, Atlas Copco, and are recognised for their outstanding performance and flexible op- eration. “These industrial-strength 37 kW, 400 kVA compressors weigh in at 817 kg and areCE-certified,”Oosthuizenexplains, adding that they are designed, manufactured and tested in accordance with ISO 9001, 14001 and 1217, ensuring a long and trouble-free life at the lowest operating cost.” There are a several reasons why this re- cent hire is remarkable, including the quick turnaround time in which Rand-Air supplied the GA37FF compressor: within 48 hours of placing the order. “The customer phoned on the September 8 and wanted delivery on the September 10. I had to ensure that the deadline was met, so I immediately started theadministrativeprocess andalsoconfirmed that the correctly-specified compressor was available,” she adds.

Rand-Air was able to supply the GA37FF compressor within 48 hours of the order being placed.

“When I presented the various options, I showed the advantages of each and left the customer to make the decision based on requirements and budget. When they saw the benefits of changing fromcash to a long- term rental agreement, it made the choice easy,” she says, underscoring that knowing a fixed amount is paid each month makes budgeting that much more manageable. In addition, Rand-Air’s long-term rental hire option takes the ‘pain’ out of mainte- nance and breakdowns, as the company addresses these concerns by taking on that responsibility, with technicians available 24/7 to attend to any issues that the cus- tomer may experience with the equipment during the hire period. Oosthuizen adds: “Rand-Air’s long-term rental model covers the cost of machinery, delivery, installation, 24/7 standby service and scheduled inspections. In addition, if required, substitute equipment is offered and maintenance, parts, labour and travel- ling costs are all covered.” “The fact that this customer has switched to a long-term rental is a strong vote of confidence in Rand-Air; and is definitely an indication thatwe aremeeting and excelling atmeeting their requirements and expecta- tions,” Oosthuizen concludes. q

While the paperwork was underway, Oosthuizen made sure that the compressor she had proposed to the customer was not hired out elsewhere, before the contract was signed. “I basically ‘booked’ it, to ensure avail- ability,” she says, adding that the customer also benefitted froman additional value-add, as the compressor Rand-Air supplied comes with the ‘full feature’ option, which includes a built-in drier, at no extra charge. Another aspect thatmakes this anotewor- thyhire is that it runs for anentireyear, ending in August 2021. This is the longest hire that the customer has ever placed, made in a time when companies are very budget-conscious. Oosthuizen elaborates: “Rand-Air has been supplying diesel or electric compressors for short-termhires to the company, compris- ing a couple ofweeks at a time for each rental. The customer has always hired on the back of receiving a big order, to supplement its own in-house compressors, which are used for a variety of machines on which the fibreglass production process depends – frompolishing and grinding, to cutting and sawing.” She explains that the move to long-term hire came about when she offered and ex- plained the various contract options: namely, cash, 30 days and long-term.

8 ¦ MechChem Africa • January-February 2021