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CAPITAL EQUIPMENT NEWS
MARCH 2017
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from the OEM, the Gardner Denver Group,
we believe there is great opportunity to build
a formidable compressed air business in
South Africa. We are aware of the challenge
ahead, but we are very determined to take
it on,” says Zweli Dladla, CEO of the Asani
Group.
Changing strategy
The appointment of Enza Air as the official
distributor for CompAir SA spells a new
era for the compressor maker’s distribution
model. Mander says the bulk of the
company’s business was based on a direct
OEM supply model, with a few distributors
in some of the country’s provinces. “Our
business in South Africa was previously
based on engaging the market directly,
and we realised that there is only so much
market share you can gain when you go
direct to market as an OEM,” says Mander.
Mander tells
Capital Equipment News
that CompAir’s business will become more
distributor-based going forward, and this is
an opportunity to upskill local companies in
the process. The distributor model already
exists in most of CompAir’s developed
markets. For example, 95% of CompAir’s
business in the UK is via distributors.
Prior to the appointment of Enza Air, about
80% of CompAir’s South African business
was direct, while the rest was through
distributors. Having been present in the local
market for about 90 years, CompAir holds a
sizeable share of the compressed air market,
which it believes will grow significantly
following the new distributor model.
To date, CompAir has 16 regional
distributors in South Africa and a further
six across borders in countries such as
Botswana and Zambia. Enza Air will assume
a national distributorship status. A smaller
portion of the business will still be done
directly by the OEM. This will be supported
by CompAir branches in Cape Town, Durban
and Port Elizabeth, as well as the company’s
service facility in the mining region of the
North West Province.
CompAir SA recorded a good year in 2016,
despite it being one of the most difficult
business years for several industries the
company is exposed to. Key to the success
in such difficult times is the quality of its
product, which is supported by a massive
10-year warranty, said to be an industry first.
Looking ahead, both Makume and Mander
believe CompAir is up for a good business
year in 2017. The 10-year warranty definitely
sets the product apart from the rest of the
competition. That, together with strong parts
and aftermarket support, there is a strong
chance to further gain more market share in
South Africa and even north of the country’s
borders.
b
Chris Makume (left), MD of Enza Air, and Colin Mander, regional director at Gardner
Denver CompAir UK, during the official opening of Enza Air’s offices.
BUSINESS
Enza Air’s team boasts a collective 70 years of experience in the compressed air business.