South African Business 2017 edition

INTERVIEW
Have you introduced any new technology
or innovations recently?
We have improved the liner in our tanks, as this
is a very important component of our products.
The liner now conforms to the highest relevant
standards and is comparable to the best available
internationally. The fact that we own our liner manufacturing
facility means that we are able to monitor
quality closely.
Another important innovation means that our
premium tanks are now able to withstand cyclonic
wind conditions, which is particularly relevant in our
export market.
What are the key markets for your
products?
In South Africa, we target five key markets: the mining
sector; tanks for fire protection (these are tanks
required for insurance purposes and positioned
outside commercial buildings and as we meet ASIB
specifications, we are very competitive in this market);
municipal (this will be a very important sector
for us going forward as access to clean drinking
water is a basic human right and constituents are
demanding this from government); water conservation
(for example, rainwater harvesting) and the food
and beverage processing sector.
Internationally, our ambition is to identify local
distributors in the countries in which we operate
and to develop local expertise when it comes to the
installation of our tanks. We have started a distributor
development programme in specific markets. In
terms of the target markets or market segments, these
vary from country to country, depending on the key
industries in each.
What are some of the challenges you
anticipate in meeting your goals?
It can be difficult to find civil contractors who
have the skills required to undertake our work. We
prefer to identify up-and-coming contractors and
train them to partner with us in tank installation. A
number of skilled people have left the employ of
municipalities and so we offer project management
services to our municipal clients. Instead of just selling
them tanks, we manage the entire process and
this gives us an opportunity to identify local contractors
to assist in tank installation, but they need to be
willing to undergo training to ensure they are able
to meet our exacting standards.
Do you have a message for readers
regarding water scarcity in South Africa?
The looming water crisis is not the same as the electricity
crisis that South Africans experienced a few
years ago. In the case of power interruptions, people
have the option of purchasing a generator, but water
cannot be generated. As South Africans we need to
understand that even if it does rain more, the crisis
won’t disappear.
Large commercial operations need to prepare
for water shortages and should make contingency
plans. This is particularly important for clients in the
food and beverage industry – as an example, it is
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SOUTH AFRICAN BUSINESS 2017