Distributorship enables Tank to offer IPPs TE Connectivity’s Raychem's premium quality products with all the expertise and backing needed
Tank Industries’s general manager, Clive Maasch, spoke to Roger Lilley, the editor of Energize, recently about the significance of Tank Industries being appointed the sole distributor of TE Connectivity’s Raychem products in Southern Africa.
RL: Tell us something about Tank Industries and your position in the company.
CM: Founded in 1986, Tank Industries has traded in the energy and telecommunications markets in the region for over 30 years. I’ve served as General Manager at Tank Industries for over ten years and have had the privilege of participating with our Power Division team in growing our energy business over this period. We are proud to have the privilege of sole distribution of TE Connectivity’s Raychem products Southern Africa. Tank is a member of the South African listed Reunert group.
RL: That’s quite an achievement. How did that come about?
CM: Tank has been involved in the cable industry since 2000. During that time, we had a fragmented range of products to offer the market. That is to say, we did not have access to the full range because we were not a full distributor for TE Connectivity at that point. However, I made a commitment to TE at the time that we would migrate all our other products to TE Connectivity’s products. Over three or four years, we demonstrated that we could do this which really strengthened the relationship. So, when TE decided to move the agency, they moved it to Tank. I think the fact that we are part of a listed entity and have the financial muscle of a big group, gave us an advantage. Tank Industries has a good reputation in the market and TE Connectivity’s Raychem brands are trusted in this region.
RL: How has Tank capitalised on this good reputation?
CM: Our business has sustained during the recent lockdown because of the service that we've been able to offer all the utilities. In terms of maintenance, we managed to retain our staff. That is, we managed to keep everybody in a job by rotating the staff. And we've been very fortunate, they have all done a fantastic job during the year, which has been a very tough period. We have a B-BBEE level one status. We have all the SHEQ (safety, health, environmental and quality) standards in place, with full compliance and consultants to guide us. We also have an accredited EWSETA training facility in Cape Town for cable accessories. So, we meet all the necessary requirements and capitalise on them.
RL: What makes Tank unique in the sub-Saharan market?
CM: We have an amazing team at Tank. Headed up by Rob Riley, our comprehensive sales team are based in all the major centres across South Africa and the continent. Our technical managers Tommie Norjie and Adriaan Theron were both trained in Germany by TE Connectivity and have an in-depth knowledge of the market and the products we offer. They have also long histories of the cable accessories business and are well-known and trusted in the local market. This proves extremely useful when advising customers or compiling quotations.
RL: How important is Minister Mantashe’s determination to Tank’s business?
CM: Recently, the minister of mineral resources and energy determined that another 11 000 MW of electricity generation should be built by independent power producers. This is music to our ears because he's opening up the utilities, the municipalities and giving them authority to procure alternative energy solutions outside of the Eskom grid. Bid Window Round five of the Renewable Energy Independent Power Producers Procurement Programme will give us another opportunity to grow market share. The previous rounds had significant impact on our revenue. Now with this new opportunity, we will aggressively promote the TE/Raychem product offering to IPPs.
Because we are the sole distributor for the region, TE/Raychem will advise us which companies already specify their products in their wind turbines. That will make it easier for us to offer the right part, locally.
This sole distributorship enables Tank Industries to offer IPPs in the South African and SADEC markets a range of premium quality products from TE Connectivity’s Raychem product range with all the necessary expertise and backing needed.
Contact Clive Maasch, Tank Industries (a division of ATC (Pty) Ltd), Tel 021 700-4380, firstname.lastname@example.org