After conducting extensive research throughout the southern African region to determine local market requirements, Endress+Hauser has altered its market approach to specifically meet the demands of local industry. Marketing manager for Endress+Hauser, Grant Joyce, explains: "The primary requirement identified in the market was that of having access to solutions instead of individual products. We then came up with a business model specifically tailored to the local market. As a result, we now cover industries with the capability to not just add value, but to deliver a truly complete solution."
Endress+Hauser's decision to employ dedicated industry specialists for each primary market sector was taken based on the argument that having the right components does not guarantee success in modern-day plants. "It takes a balanced mix of specialist knowledge, partnership agreements and training to ensure that you end up with a total successful solution," Joyce argues. "With this in mind, Johan van Jaarsveld was appointed to manage projects in the petrochemical industry, while Martin Kotze was put in charge of the environmental sector and Keith Meadway took control of mining-related projects."
Industry specialists Johan van Jaarsveld (petrochemical), Martin Kotze (environmental) and Keith Meadway (mining)
To ensure that all aspects of providing total solutions are covered, project management, product management and international knowledge pools - as well as cooperation agreements with key suppliers and system integrators - have been put in place. "Because products do not solve problems, solutions do," Joyce concludes.
For more information: Grant Joyce, Endress+Hauser, 011 262 8000, info@za.endress.com
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