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Rand-Air’s contaminant and oil-free air makes for good medicine

In the process of manufacturing pharmaceuticals, every input into the final products has to be scrupulously hygienic and sterile, from the start to the end of the manufacturing process.

Leaders in the rental of portable air and power solutions Rand-Air is proud to have been able to contribute to South Africa’s pharmaceutical manufacturing industry this year. The company supplied an Atlas Copco ZT315VSD oil-free air compressor to Adcock Ingram, a major South African pharmaceutical manufacturer, listed on the Johannesburg Stock Exchange which manufactures, markets and distributes a wide range of healthcare products and is a key supplier to both the private and public sectors.

Rand-Air Marketing Manager Byrone Thorne explains how this came about: “Towards the end of last year, Rand-Air’s Business Development Manager for Long Term Rental, Henry Fourie approached the customer, as the pharmaceutical industry is an important vertical target sector for us. He established that, at Adcock Ingram’s Steriles and Critical Care Manufacturing facility in Aeroton, there was a requirement for a standby compressor.

Adcock Ingram’s Aeroton facility plays a key role in South Africa’s pharmaceutical supply chain, producing a range of intravenous fluids, renal dialysis products, LVPs (large volume parenterals) and SVPs (small volume parenterals);  as well as medical-grade sheeting for steriles and blood collection bags.

“In spite of some competitor competition, Henry pressed home the advantage of our successful track record in terms of the provision of reliability, safety, quality and superior customer service – and won the order,” Thorne adds.

Rand-Air supplied an Atlas Copco ZT315VSD oil-free air compressor to the major South African pharmaceutical manufacturer Adcock Ingram…

The pharmaceuticals facility currently has its own two centrifugal compressors, which supply oil-free air. This high-purity oil-free compressed air is fed into an extensive stainless steel piping installation which prevents rust formation, oil carry-over or other contamination. “The Atlas Copco ZT315VSD with its 1,557 cubic feet a minute, 8.6 bar supply is eminently suitable for this application as it supplies completely contaminant- and oil-free air,” Thorne adds.

 

“In this instance, we did not supply a dryer as Adcock Ingram’s takes the feed from our compressor through their own in-house dryer. While the ZT315VSD is a standby unit, in the event of an operational issue with one of the in-house centrifugal compressors, the Atlas Copco ZT315VSD would take over the supply of compressed air with minimum disruption to the facility’s manufacturing capability.

The unit is well-suited for the rigorous 24/7 duty cycle required by the customer; and its output is critical in ensuring uninterrupted production. The rental supply contract is for a period of three years.

An absolutely reliable supply of completely contaminant and oil-free compressed air is essential for pharmaceutical high-speed mixing processes – and also for blending, packaging and the in-house water plant which produces the water, combined with active ingredients used to make drugs that are injected into our bodies. This water is also used as the final rinsing agent for any component that comes in contact with the drug such as vials, ampules, caps and stoppers.

 

With the Atlas Copco ZT315VSD, the lead-time from order to delivery was a comparatively short period of 14 weeks, and the unit was modified as per the customer’s requirements.

While the customer has the responsibility to make sure that the compressor is suitably located and secure, Rand-Air’s high-quality service and maintenance service is all part of the package. Furthermore, in the unlikely event that the customer experiences any issues, Rand-Air will be on hand to supply a replacement unit in the interim. “So it really is a hassle-free service,” asserts Thorne.

“We were pleased with the way the installation went and are happy to have this extra standby capacity,” says Adcock Ingram Process Improvement Project Engineer Johan Bredenkamp.

“This is very much in line with Rand-Air’s rental ethos, where the customer is given the freedom to concentrate on their core business while leaving the responsibility for the provision of essential, contaminant and oil-free compressed air to us,” he concludes.

Rand-Air’s MIRS training investment – ‘generating’ the power behind top-quality staff

In the 45 years since Rand-Air’s inception, this market-leading compressed air and generator rental business has not only maintained a stringent focus on the quality of its products  and customer service – but also the quality of the people who provide the critical interface between the company and its valued customers.

To ensure that customer service and relationships are always fully optimised, and to support its employees’ efforts in this regard, Rand-Air invests substantially in ongoing training and development – across all relevant disciplines – including technical, safety and rental marketing.

Further to these initiatives, Rand-Air – together with Atlas Copco’s rental division – have devised a challenging MIRS (Master in Rental Sales) training programme which is used to develop promising talent in the organisation.

In 2017, an international MIRS training course was held, composed of 16 promising, high-potential sales engineers. Denise Olivier, a Rand-Air external sales representative based in the town of Kathu in the Northern Cape was selected to attend. Over a period of six months, she attended the four one-week MIRS training modules in Thailand, Belgium, Brazil and Dubai.

“It was a very intensive course, with a lot to take in and to put into practice. However, I have done so this year, and will increasingly benefit from this training as time goes by,” explains Olivier, who joined Rand-Air four years ago. She explains that the training has helped her significantly.

Sales Representative Denise Olivier with the President of Atlas Copco’s Specialty Rental Division Ray Löfgren (left) and Rand-Air General Manager Louwrens Erasmus (right) during a visit to a customer’s mining site.

“To me, it is all about building that vital relationship with our customers, and ensuring they have a really excellent experience of our solutions and our service,” she affirms.

During the MIRS programme, Olivier was taken through the building blocks of the sales process. Rand-Air is keenly aware of the need for a wide range of skills required by a fully professional salesperson, and for this reason, makes every effort to ensure that every one of these salespeople is as well-equipped as possible to meet the challenges of working in the field. Each of these building blocks represent one of the essentials steps that need to be considered when approaching, presenting or concluding a sale. A key component of this is gaining a precise understanding of the client’s needs and then ensuring that these requirements are met to the letter.

“This training is very practical, as participants gain knowledge in both ‘hard’ and ‘soft’ skills; which equipped us with all the right tools and knowledge to further boost our customer relationships and ultimately, our performance,” she explains.

The training was offered by internal specialists and external trainers. The internal specialists focused on the essential ‘hard skills’ – which covered such as products, applications, segments and sales tools, among others. The external trainers presented courses on the indispensable ‘soft’ skills’, which are equally essential at every stage of the sales process.

During each session, the in-country hosting team shared their regional best practices, such as local success stories with product and segment insights, usage of sales tools and tailoring sales efforts to ‘fit’ the local market and environment.

With each module, participants grew from being a ‘sales representative’ to ultimately graduate as  a fully-fledged Rental Master.

Besides the essential skills and learning which they gained, participants were also tasked with reporting on their own personal development.

During the final graduation ceremony, each participant received an 18-month mission statement. New graduates who reach their targets will be invited for a fifth module, to take a ‘next step’ in their competence development.

Olivier explains that, based as she is in Kathu – a relatively remote branch in the Northern Cape – she has to be an all-rounder, ready to step in wherever she is needed.

“This depot feels to me like it’s my own business, so I go the extra mile. I am always on standby – customers sometimes call me with emergencies at three o’clock in the morning, and I will be there helping as best as I can,” she adds.

“One thing I have learned is that, after the MIRS training, I am more than a sales representative – I am now a Rental Master and sales professional,” she asserts in conclusion

Rand-Air moves on to ever ‘hire’ levels of customer service with brand new Durban depot

The staff at Rand-Air’s Durban depot have set themselves ambitious targets.

Branch Manager Rudi Devry and his team have recently taken occupation of new premises, a move which will assist in realising their growth objectives. Devry explains that their former premises were rented and, after six years, the lease had come to an end. “That was part of the reason for the move, but we also wanted to find premises in Durban’s South Basin which would be closer to our major customers such as the oil refineries and the motor manufacturers, and which would give us room for future expansion,” he adds.

The new premises are going to serve the Durban depot well in its future revenue expansion initiatives. Devry explains that the demand for hire equipment in Durban has been increasing recently and that the new, conveniently situated premises will assist in meeting these elevated levels of demand.

In addition to serving the Durban-based market, Rand-Air is also Richards Bay’s preferred supplier of air and power hire equipment, with a depot in Alton.

“Richards Bay not only features a world-class coal terminal but is a thriving industrial hub. We are proud to be able to supply our services to Richards Bay as it is an area that makes a key contribution to South Africa’s economy,” says Devry.

Meanwhile, the new premises in Transport Drive, Prospecton are a major upgrade for Rand-Air in Durban. The new offices have been adapted to suit staff requirements and a much larger warehouse means that the depot’s equipment will now all be kept under cover. “We have always placed a strong emphasis on excellent equipment maintenance, so we are very pleased with the new warehouse, as it allows us to keep our equipment protected,” says Devry. The new premises also have much larger wash bays, which can accommodate more machines at any one time.

However, moving the depot from one site to another was not without its challenges. Rand-Air’s overarching ethos is one of customer service so, during the move, the Durban depot continued successfully with business as usual.

The Rand-Air team at the new Durban Depot

“At Rand-Air, we need to be available to our customers 24/7, so during the month of the move, we had to plan really carefully to make sure that our customer service remained at its usual high standard. We could not take two or three days off and close our doors during the move,” continues Devry.

In addition, before taking occupation, Rand-Air had to carry out many modifications such as building wash bays and painting the warehouse floor to make the premises suitable. “At Rand-Air we set very high standards, and before we opened the doors of our new premises, we wanted to ensure that they would be a showpiece for our company in KwaZulu-Natal,” he adds.

“Rand-Air stands outside the normal rental company model as we area specialist compressed air and power supplier. However, we are always responsive to our customers’ requirements; and for that reason we have been looking at supplying other types of equipment such as trailer-mounted welding sets,” he explains.

“With our 45 years of experience in the hire business, we are well suited to serving large companies which have specialised projects such as major plant or refinery shutdowns, where we can partner with customers to assist these projects through to successful completion,” continues Devry.

Running an equipment hire business requires a delicate balance. “Ideally, we would like to see our equipment yard completely empty but, in practicality, we need a reserve to ensure that our customers’ requirements are catered for.

Among the Durban depot’s key customers are the local petrochemical refineries, for whom the convenient availability of hire equipment – for example, during annual shutdowns – is a real value-add. The move has therefore brought Rand-Air’s services even closer to these key target sector customers.

Devry comments that the effort involved in the Durban depot move was really worth it. “We look forward to welcoming our valued customers to our new premises, as these will enable even more excellent Rand-Air service through the improved facilities and the convenience and accessibility of our new location,” he concludes.

A ‘photo-finish’ win with Rand-Air: lighting towers illuminate the Vodacom Durban July

Rand-Air is extremely proud to have been selected to supply lighting for added visibility and security at this year’s iconic Vodacom Durban July. The Durban July horse race is a celebration of fashion, lifestyle, and the best in marquee hospitality; as well as the most anticipated day on the South African horse racing calendar. This year, the event, watched by a million television viewers, attracted some 50,000 punters – including some of the country’s most high-profile personalities – for a day of top-level racing and entertainment.

Durban-based Rand-Air Sales Representative Natlee Bennie explains that this is the first time in her experience that Rand-Air has been selected to provide lighting for visitors to this prestigious race meeting.

To ensure that the safety and security of visitors were not compromised in any way, the event organisers provided high levels of additional lighting. Bennie explains that this lighting was particularly required for the unlit golf course area of the Greyville racecourse in the evening, which, for the event, was used for the secure parking of visitors’ cars.

“With so many expensive vehicles parked in one place, this parking area was an obvious target which needed to be protected,” says Bennie. To do this, Rand-Air supplied six Atlas Copco lighting towers, two of the newest QLBs, two QLDs and two QLV models.

Rand-Air is extremely proud to have been selected to supply lighting for added visibility and security at this year’s iconic Vodacom Durban July.

Bennie and her team were determined that everything would go smoothly on the day; and much of the previous week was taken up making quite sure that this would happen. On the day of the race, the Greyville racecourse is extremely busy. For this reason, Rand-Air Durban delivered the six lighting towers to the venue the day before the event.

“The lighting towers were delivered to our depot on the Thursday evening and, on Friday, the Durban team intensively checked and rechecked the lighting towers in minute detail, to ensure absolute service reliability on the day,” explains Bennie.

In line with Rand-Air’s ‘team’ approach, Bennie cites the excellent mentoring and guidance of her national Sales Manager Kim Coetzee, logistics assistance from Andrea Holmes and the exemplary contributions of Rand-Air technician Owen Blakavu and driver Khulasande Mkhwanazi, who both worked late on Friday evening at the venue carrying out final equipment safety and operational checks.

On race day and during the gala event which followed the same evening, the lighting towers performed flawlessly, providing a perfect level of visibility and security to all present, in a quiet and efficient manner.

“Sometimes at events there is a concern that – as these lighting towers are diesel-driven – the noise levels might be intrusive.

“However, as evidenced once more at the Durban July, this is definitely not the case, as these ‘intelligent’ lighting towers operate almost silently,” emphasises Bennie.

In terms of safety precautions, Rand-Air – along with its parent company Atlas Copco – have the motto and operational ethos of ‘safety first’.

She explains that a so-called ‘toolbox talk’ was held on Friday night at the Durban depot, to ensure that everyone was fully conversant with the operation of the lighting towers – for example, knowing how to refill them with diesel should the need arise. The Durban team also provided stop blocks, precautionary drip trays, and fire extinguishers – all of which form an integral part of the necessary safety precautions.

Asked about customer feedback, Bennie reports that the organisers were very pleased with all aspects of the hire. “They were very impressed with our lighting towers, service and support,” she says.

“From a Rand-Air perspective, the exposure we gained from the race meeting was immensely valuable,” she continues, adding that the lighting towers were highly visible to visitors.

The Durban July organisers were very impressed with our lighting towers and our service and support,” says Rand-Air Sales Representative Natlee Bennie.

“This event was a significant achievement, including for me personally as this was my first Durban July race hire ever. It was also very significant success – and ‘first’ – for our Durban branch because Rand-Air has not supplied to the race previously. To be able to supply a major and prestigious event of this nature is a huge feather in our caps. During the week, there was an amazing ‘vibe’ with everybody involved in ensuring the hire was a success. The team was so excited that we got this hire to the Vodacom Durban July and that we now have a great entree into similar events in future,” she enthuses.

“Next year, my aim is to secure the hire of generators as well as lighting towers, in order to provide the best of Rand-Air’s mobile power, as well as lighting solutions, to this historical and landmark event on the provincial and national horse racing calendar,” she concludes.

Rand Air’s new Atlas Copco DXT85VSD: a high-pressure ‘boost’ of oil-free compressed air – the first of its kind in the South African market

In a first for South Africa’s compressor rental market, compressor and generator rental stalwart Rand-Air recently took delivery of an Atlas Copco DXT85VSD electrically-driven, oil-free air/nitrogen booster complete with high-pressure hoses.

Coupled with their oil-free compressor and dryer, the company can now offer a total solution for 42 bar high-pressure, oil-free compressed air.

The 100kW DXT has a high outlet pressure range of 25 to 42 bars at volumes of 700 cubic feet a minute (cfm): which makes it eminently suitable for a range of specialised industrial applications, from food and beverage packaging.

“Previously, we offered diesel-driven oil injected ‘boosters’ or compressors; which we provided to our customers in response to demand from the drilling and geological exploration market sector,” explains Rand-Air Fleet Manager Craig Swart.

However, enquiries for high-pressure oil-free compressed air from the local soft drink manufacturing and bottling industry highlighted the suitability of the Atlas Copco DXT compressor. Diesel-driven oil-injected boosters were not suitable for this application as there was a certain amount of oil residue in the compressed air they supplied. Also, diesel-driven oil-injected boosters were not designed to provide a 24/7 compressed air supply to manufacturing facilities.

“While in Europe, the DXT is mainly used in steam production applications, we anticipate that in South Africa – as industry sees the potential of this compressor – there could be demand for more units of this type from a number of other industry sectors,” continues Swart.

For ease of handling and deployment, the DXT has the same dimensions and attaching points as a standard shipping container.

“This unit is obviously more suited to long-term rental applications. Should we receive more enquiries for machines of this nature, we can speedily supply additional units from Europe,” says Rand-Air Marketing and Communications Manager Byrone Thorne.

The Atlas Copco DXT85VSD, the first of its kind in the SA compressor rental market, available from Rand-Air

“We are pleased to have added the DXT to our compressor fleet, as it is operationally an expansion of our high-pressure oil-free solution offering,” he adds.

“At Rand-Air, the safety, quality and reliability of all the equipment in our rental fleet is non-negotiable. As such, we have ensured that we have the appropriately qualified technical expertise to support all rental items, including of course this new compressor,” continues Thorne.

The new DXT compressor is a welcome addition to Rand-Air’s current fleet of some 400 rental compressors, which make up part of a total fleet of 1,100 compressors, generators and related equipment.

Swart comments that with units of this nature, on a long-term rental, customers have the advantage of knowing exactly what their future compressed air costs will be over the next five years, for example. “This makes it much easier for our customers to project future input costs, total cost-of-ownership (TCO) and overall return-on-investment (ROI),” he points out.

“We understand the pressures of working in industry today; and, for that reason, the company has developed an industrial rental model which enables our customers to focus on their core businesses, while we supply their portable air and power requirements. This has been proven to impact positively on our customers’ productivity; while enhancing their operations and ultimately, their bottom line,” says Thorne.

“Rand-Air has been in the equipment rental sector for the past 45 years, with consistent and stringent standards of safety, quality, reliability and availability. Despite our lengthy track record and market leadership position, we are however always ready to ‘positively disrupt’ the market with further innovations and developments – to our customers’ strategic advantage and benefit.

The introduction of the DXT compressor – the first of its kind in the local rental market – is a great example of our ethos of innovation and commitment to exceeding customers’ expectations,” he concludes.

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