MechChem Africa November-December 2023

⎪ Hydraulics, pneumatics and automation systems ⎪

Customer service drives growth for rental division The Rental Division of Integrated Air Solutions, which was established just over a year ago, is seeing exceptional growth, with many sizable long-term contracts that call for large capacity machines having been secured.

not only generates repeat business but often amplifies an existing contract agreement. A prominent beauty product company based in Midrand, for example, originally wanted a diesel compressor rental for seven days. Six months later the customer is still operating our compressor and they don’t want to return it because the unit, which we supplied with a dryer to enhance air quality, is running seam lessly round-the-clock.” The Rental Division is on call 24/7, with a response time of approximately 60 minutes in Gauteng and KwaZulu-Natal and 24 hours in neighbouring countries. If on-site repairs are not possible, customers are provided with a replacement unit. The responsibility of keeping the machines out on site in tip-top condition falls to Johan Barnard. “Johan is an extremely important member of the team. He pays regular visits, twice-monthly for long term rental customers, to make sure that all is in good order. He is the first person they call if there is a problem. He then reports back to the team, and we put our collective minds together to come up with the best solution for our customer.” “Knowing how to use the machine cor rectly and following the right operating procedures are imperative in driving overall machine performance, reliability and ef ficiency,” explains Barnard. “Even something as basic as correct start-up will minimise the risk of breakdowns. We do everything pos sible to keep our customers’ downtime to the absolute minimum. If we’re not able to assist telephonically or via a video call then I’m off to site with a replacement unit.“ Having spent seven years in the compres sor industry, Zenda Kleu-Pedersen is respon sible for all things admin – from logistics to contracts and invoicing. Equally important to the sales employees who close the rental deals is ensuring that the contract is signed and sealed. Kleu-Pedersen also draws from her extensive workshop experience and ensures that when the machines come back from site, they are serviced and ready to go out to meet the next customer’s rental air requirement. “Our success has not made us complacent. We continue to pursue our rental service success by pulling out all the stops to uncover the countless opportunities that are out there so that we can continue to grow,” Jacobs concludes. www.air-solutions.co.za

Integrated Air Solutions’ rental team, from left: Rudi Denton, rental sales manager; Zenda Kleu Pedersen rental administrator; and Rene Smith, rental sales representative. Absent is Johan Barnard, rental technical support.

“W hile there are a num ber of contributing factors, including the supply of top quality, reliable rental machines, our success is first and foremost thanks to our dedicated rental team,” affirms Integrated Air Solutions manag ing director, Wayne Jacobs. “It’s a new division and a new team, with most of the members only having started their journey with us a few months ago. However, their experience in the sales, rental and air compression space, combined with commitment and passion, is driving our Rental Division ever forward.” Pivotal to the Rental Division’s success is the sustainable delivery of next level custom er service delivered by the close-knit rental team – Rudi Denton, rental sales manager; Johan Barnard, rental technical support; René Smith, rental sales representative and Zenda Kleu-Pedersen, rental administrator. Denton, who joined in June 2022 when the Rental Division was formed, has been dealing with compressors for 12 years and has 28 years of experience in the rental sec tor. “Integrated Air Solutions is throwing its full weight behind growing its rental business with the objective of becoming one of the biggest rental companies – and it’s paying dividends,” Denton believes, adding that from the original fleet of three or four second-hand machines, the division now has 50 available units, 46 of which are brand new. The Rental Division’s success, he says, is forged on the foundation of Integrated Air Solutions’ reputation as an organisation that supports its premium quality products with

exemplary service. “We add value by offering what many businesses have forgotten about – service of such quality that customers not only come back for repeat business, but they also recommend us.” “High quality rental machines are only one part of the solution, with customer service making up the lion’s share,” he says, adding that Integrated Air Solutions’ rental team is passionate about looking after customers, communicating regularly, and paying courtesy visits to make sure customers are satisfied. Leveraging 25 years of experience in the construction industry, René Smith, who has only been part of the Rental team for seven months, has already successfully secured numerous rental contracts. Smith says she is encouraged by the good movement observed in the construction sector, which makes up a substantial portion of the company’s rental business. Speciality rentals – of large oil-free diesel driven machines for applications in the pro cessing industry, for example, as well as lateral support and geo-drilling applications – are also gaining traction. Smith’s growth strategy hinges on pursu ing both new and existing rental business. “While there are opportunities aplenty in Gauteng, my focus is much wider. I show up wherever an opportunity presents itself, inside or outside South Africa!” Although the primary focus is on long term (30 days to 12 months plus) rentals, she says they never turn short-term rental business away. “The quality and reliability of our machines, coupled with our great service

November-December 2023 • MechChem Africa ¦ 29