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?
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.
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 Do you have a message for readers specifications, we are very competitive in this mar- regarding water scarcity in South Africa? ket); municipal (this will be a very important sector The looming water crisis is not the same as the elecfor us going forward as access to clean drinking tricity crisis that South Africans experienced a few water is a basic human right and constituents are years ago. In the case of power interruptions, people demanding this from government); water conserva- have the option of purchasing a generator, but water tion (for example, rainwater harvesting) and the food cannot be generated. As South Africans we need to understand that even if it does rain more, the crisis and beverage processing sector. Internationally, our ambition is to identify local won’t disappear. Large commercial operations need to prepare distributors in the countries in which we operate and to develop local expertise when it comes to the for water shortages and should make contingency installation of our tanks. We have started a distribu- plans. This is particularly important for clients in the tor development programme in specific markets. In food and beverage industry – as an example, it is
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SOUTH AFRICAN BUSINESS 2017