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Navigating the digital disruption of modern industry


THE EVOLVING

LANDSCAPE OF DIGITAL DISRUPTION 02

Business Chief Africa speaks exclusively with Parit Shah, CEO of Tan Sales London (TSL Group), a global leader in exporting and distributing electrical and lighting equipment. WRIT TEN BY

DA LE BENTON PRODUCED BY

S TUART IRVING

JANUARY 2019


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s technology has continued to define, and redefine, industry sectors all over the world, how has this affected TSL Group

and its operations? The speed at which developing countries are embracing technology into their infrastructure is rapid. We spend a lot of time with manufacturers and industry leaders in discussing trends, innovation and how to deliver this into the market place. We guide customers and engineers in our markets to use best practice solutions to ensure that the technology that they are seeking is fit for purpose. In 2018 we delivered a solution 04

with 200 dual tariff cloud based meters for a client to retrofit and install sub meters into their building. This offered our client cloud billing services, with an invoice to each of their tenants, showing a breakdown in usage and charge on utility and the generator supply. How is TSL responding to the evolving landscape? We have systems in place that allow us to trace the movement of each and every product, transaction, and customer and supplier account. We can very quickly produce reports and offer traceability on payment flows, product flows and order positions. All payments and receipts are done electronically. We are open to technology and if block chain technology can speed up the process of shipping goods internationally and securing payments, then this could be something of the future.


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“Our people travel all over the world, to meet suppliers and customers, to attend trade exhibitions, conferences, seminars and assist in the commissioning of projects. This is incredibly important to us, as it allows us to embrace different cultures and develop an open mind set� — Parit Shah, CEO, Tan Sales London

We use cloud services for our internal and external written communications. How has the digital transformation of industry created a culture shift at TSL? How important is change management? It is how we manage this communication and set a standard for service, that will ensure our future success. We encourage all our staff to seek innovative solutions to overcome challenges, and improve existing methods. A daily 1% improvement in any segment of the business can have a massive impact over a year. With digital transformation, the conversation is centred on technology, but

What are some of the key ways in

how important is it to develop people

which technology has transformed

and bring them along the journey?

the business? The ability to communicate via mobile,

We are continuously undertaking professional training as an organisa-

email, skype and WhatsApp make

tion. We participate in product training

everybody in the chain connected. The

workshops, software training, manage-

speed at which communication takes

ment and leadership training. The

place is incredible.

training is open to all, and we are always

You could be on a construction site,

seeking ways in which to offer more

on any continent, or you could be up at

product and skills training. Some of the

40,000ft on an aircraft, and we can all

training is on the job, at manufacturers

be connected, making things happen.

training facilities or third-party providers.


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Our people travel all over the world, to meet suppliers and customers, to attend trade exhibitions, conferences,

How important is sustainability in TSL’s operations? As technology continuously evolves,

seminars and assist in the commis-

buildings and infrastructure should

sioning of projects. This is incredibly

become greener, have a reduced

important to us, as it allows us to

carbon footprint, and use sustainable

embrace different cultures and develop

and environmentally friendly products.

an open mind set. We also conduct training seminars

As part of our engagement with the market that we serve, we are always

for customers and consulting engi-

advocating this and if and where possible,

neers in Europe and in Africa, to

guiding our clients to use sustainable

educate on standards, best practice

solutions. Profit and price is not every-

and designs that focus on efficiency

thing, but a respect for our environment,

and value.

and leaving a sustainable legacy is. w w w.t a nsa l es . co. u k


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“You could be on a construction site on any continent, or an engineer in a factory providing support, and we can all be connected making things happen.” — Parit Shah, CEO, Tan Sales London


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What commitments does TSL have to go above and beyond? Our overriding commitment is to help improve peoples’ lives. Delivering economical and efficient solutions, will help develop businesses, services and infrastructure allowing people to live, work and transit through a better environment. In all the sectors that we deliver into, healthcare, education, office, retail, infrastructure, hospitality and residential, our solutions are committed to improving the lives of all. A commit10

ment to products that meet standards, are safe, reliable and manufactured sustainably is paramount to our longterm commitment. How important is it to develop the communities you work in? We must seek to improve people’s lives in many ways, through social impact, assistance, education and guidance. In 2018, we have helped build boreholes in Kenya for communities where there is no accessible water for miles. We also participated in a week-long training project in Arusha, delivering presentations and


workshops to helping businesses who have received micro finance loans to establish business practices and strategies for growth and financial stability. Helping small businesses to grow will create jobs and have a positive social impact on the community. We must always assist where we can. What makes TSL different as an organisation? Relationships with our suppliers and customers is key, and collaborating with them, with their teams and ours is fundamental to our success. Immersing into our customers perspective, allows us to understand the challenges that they face and we can then use our experience to solve these, and develop long term relationships. Our market experience, product knowledge and ability to see things differently, make us stand out. We focus on value added engineering, cost effective supply chain partnerships, performance in delivery and financial expertise, making us a partner of choice. Nothing is impossible, we will always go that extra step to make things happen. In a business where we are offering

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“A recent highlight has been completing the supply of materials for Julius Nyerere International Airport’s Terminal 3, passenger terminal. We started work on this project several years ago, looking at the design and to see how we could add value. We introduced innovative products that had never been used before in Tanzania.” — Parit Shah, CEO, Tan Sales London

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and shipping products and services

we could add value. We introduced

across the globe, there can be many

innovative products that had never

challenges, from specification,

been used before in Tanzania. We

financial, process and communication.

worked with the sub-contractor and

We work hard to bridge and overcome

main contractor in planning a supply

these, and perform where others cannot.

chain process and ensuring a delivery

We must do whatever we can, with

programme to meet the project’s

honesty, integrity and experience to

requirements. The project is due to

perform and deliver.

complete in 2019. In 2018, we also supplied onto the Aga Khan Hospital

What is one particular highlight of

in Dar es Salaam, and the Cobre Panama

2018 for TSL?

Mine in Panama. The Cobre Panama

A recent highlight has been completing the supply of materials for Julius 14

Mine, is currently the largest infrastructure project in Panama.

Nyerere International Airport’s Terminal 3, passenger terminal. We started work on this project several years ago, looking at the design and to see how

“We must do whatever we can, with honesty, integrity and experience to perform and deliver.” — Parit Shah, CEO, Tan Sales London


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What will 2019 have in store for TSL? In 2019, we will be aiming to deliver a centralized DALI lighting control

engineers to solve their design requirements and achieve value and innovation. We want to continue our supply

system with over 200 DALI circuits for

chain partnering with companies all

a 5-star hotel in Nairobi. This will be

over the world, and working with clients

able to control up to 8,000 light points.

who want us to assist in delivering

A project of this size, will be a first for

economic and technical value, within

East Africa. This is part of our strategy

their delivery programmes.

to offer the latest and most innovative solutions for our clients. We have worked with the client, the design team and the w w w.t a nsa l es . co. u k


Tan Sales (London) Ltd Unit 12 Brunswick Industrial Park Brunswick Way London, N11 1JL T +44 208 920 4180 www.tansales.co.uk

Profile for Business Chief Europe

Tan Sales London (TSL Group) Brochure 2019  

Tan Sales London (TSL Group) Brochure 2019