Modern Quarrying July-August 2016

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4 MODERN QUARRYING July - August 2016
The joint agreement which came
into effect in early April this year, is
recognised by both parties as the
basis for an operational business model
that will drive the marketing of Metso’s
comprehensive range of rock processing
equipment by a distributor with an indus-
try reputation for service excellence and
technical support.
“Our strategy has always been to find a
partner for our mobile business, and with
the termination of our agreement with
Barloworld a couple of months ago, it was
the right time to think about develop-
ing further and finding the right partner.
At the same time, we wanted to expand
the partnership,” Metso’s VP Southern
Africa Eric Maricot explains. “Crushing
and screening is a niche business and we
needed an associate with the knowledge
and experience that would provide us
with an effective window into the market.”
“We’ll be marketing all aggregate-pro-
ducing products within the Metso range,
including static, tracked and wheeled
crushers, scalpers and screens,” says Pilot
Crushtec International’s CEO Sandro
Pilot Crushtec International has
been appointed sole Southern
Africa distributor for Metso’s
aggregates products and services.
MQ had the privilege of talking
to the management team about
this exciting partnership.
Crushing and screening powerhouse deal
Scherf, adding that a benefit which will
appeal to Pilot Modular customers is that
Metso static crushers and screens will be
specified as original equipment for this
semi-mobile range of products.
“Our lives will get easier, we believe.
Not that we will get complacent, but
it makes life much easier with the cus-
tomer not having to think about different
brands. It’s all from one supplier, and we
are able to offer a complete package.”
Inventory will be built up over time
with Pilot Crushtec International having
committed itself to a sizeable investment
in terms of finished products and spare
parts, and already addressing matters
related to after-sales service. “One of the
positive moves for us is that we have taken
no fewer than 11 of Barloworld’s sales and
support team, which means that from an
after-sales care perspective, the opera-
tion has been up and running from day
one. They are just carrying on, people are
talking to them, orders are being placed
and serviced; nothing has changed.”
Maricot agrees: “It is an easy inte-
gration process and we have been able
to keep the flow and the process going.
The timing has been perfect. When we
looked for a partner, we wanted one that
does crushing and screening with brilliant
market support, and we believe we have
found the perfect match.”
Scherf believes that a combination
of shared experience combined with a
tried and tested methodology together
with an enhanced service platform, will
stand the partnership in good stead.
“Yes, in legal terms it is a distributorship
agreement but we see it as a partnership
between two companies with the same
core values.”
Jarkko Leppänen distribution man-
ager (Southern Africa) for Metso says the
installed base includes a very dynamic
team. “There is experienced technical
backup from the factory at Vereeniging
with its repair workshop – a repair facility
that knows what it is doing. It is part of the
Metso group and not a sub-contractor,
and technically no one knows more about
crushing and screening than Metso.”
Leppänen, who has vast experience of
the market in both Europe and Southern
Africa, will be residing in SA for a signifi-
cant part of the year, bringing specialist
support from Metso in Finland. In addi-
tion, there is also the immediate benefit
derived from Metso South Africa’s service
hub which is also based in Jet Park.
“It is exciting that there is experi-
enced technical backup from the factory
at Vereeniging, and this will make our
lives a lot less complicated. There are also
legends like Metso’s Johnny Carvallo and
Alan Fletcher, who although not work-
ing directly for us, are still part of that
dynamic team. Metso is in our office!”
Scherf says. “Our association with Metso
offers a wealth of opportunities to both
partners as well as improving its product
offering to customers operating modular
plants. We have the best product, best
concept and best support.”
“Like ourselves, Pilot Crushtec
International has always kept its eye on
the ball, remaining firmly committed to its
core business. Now that we have the right
partner, we have great business opportu-
nities. A lot of boxes have been ticked off
from day one and we believe our brand is
in very good hands,”Maricot adds.
Report by Dale Kelly
AROUND THE INDUSTRY
From left: Eric Maricot, VP Southern Africa Metso;
Adrian Wood, head of distribution AGG Business
Line, Metso; Jarkko Leppänen, distribution business
manager Southern Africa, Metso; Sandro Scherf,
CEO Pilot Crushtec International; and Eric Bonin, GM
AMET Distribution – Africa, Middle East & Turkey,
Metso, at the signing of the joint agreement.