Getting pumps, support closer to customers

Careful choice of distributors by Integrated Pump Technology ensures the right skills are available to assist customers.
Careful choice of distributors by Integrated Pump Technology ensures the right skills are available to assist customers.

Revamping its distributorship base in recent years has given submersible pump specialist Integrated Pump Technology a solid foundation to support customers around sub-Saharan Africa. A key focus has been on mining areas, and the expansion has included new distributors in a number of southern African countries.

According to Jordan Marsh, GM at Integrated Pump Technology, the company focuses heavily on the mining sector so has chosen its distributors mainly from local firms with strong links to mines. Integrated Pump Technology is perhaps most well known as the distributor of the tough Grindex submersible pump range.

“It has been an exciting couple of years for us, in which we have appointed new distributors in Zimbabwe, Namibia, Zambia and the Democratic Republic of Congo (DRC),” says Marsh. “We have also added to our network a distributor for the Klerksdorp gold mining region, that will also cover Welkom and the Free State area.”

This accelerates the response time to customers, with distributors carrying a stock of basic spare parts and liaising directly with a key account manager from head office for technical and marketing support. The careful choice of distributors has ensured the right skills are available to help customers select and operate the optimal pump for the task.

“We provide our network with in-depth training on our specific products, and ongoing advice and guidance wherever they need it,” he says. “Our collaborative strategy also means that a key account manager will regularly accompany distributors on their visits to the end-customer.”

Marsh highlights that customers should feel well supported by both the distributor and the OEM, to be confident of optimal uptime and performance from their pump fleet. Manufactured in Sweden, Grindex pumps are used in tough environments such as mining, construction and marine applications.

Integrated Pump Technology’s overall network comprises 14 distributors to cover the main geographic areas of activity, with certain very busy mining areas – such as the Northern Cape and Rustenburg – being served by more than one.

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