The complete package
To explain the success of Air Products Packaged Gas business, one has to look back explains the General Manager: Packaged Gas, Josua le Roux. He explains that the first delivery of cylinders was made from Kempton Park as long ago as 1969. At that stage, Air Products had been established to supply gas to the former Iscor at Vanderbijlpark.
Over the years, the Packaged Gas business has grown and now is available in all the major urban centres in South Africa. Josua joined Air Products on November 1, 1997 as a Speciality Gas Sales Engineer. Since then, he has worked in various areas of Air Products, and was appointed GM of Packaged Gas in January 2005.
At that stage, Packaged Gas was making a relatively minor contribution to Air Products overall revenue. However, under his leadership, the business now accounts for a significant amount of revenue and profit.
“In the past decade, the turnover of Packaged Gas has increased significantly, he explains.
The question is what are the factors that have prompted this strong growth?
In February 2002, Air Products in the US completed its divesture of its Packaged Gas Business in the Northern United States of America. This was a significant occurrence which could have affected South Africa as well.
However, it didnt, explains Josua. At the time, some ten years ago, the then GM of Packaged Gas, Mike Hellyar, re-focused the Packaged Gas business, and developed a number of sound strategic initiatives. Building on these, in the past three years, the business has experienced double-digit growth year-on-year.
The drivers for this growth are underpinned by having a clear vision and focus, explains Josua.
You have to know where you want to be and how you are going to get there, he explains.
While Air Products is not the largest player in South Africas gas industry, the company wants to be the leader in certain selected markets. This has given the company a niche approach in, for example, the welding sector and the food and beverage market. Technologies such as Air Products exceptionally efficient Small Liquid Delivery (SLD) system and its ability to provide extra safety and convenience in the form of Minitanks and Maxitanks have attracted a growing number of customers.
A further part of Packaged Gas success is in its uncompromising approach to safety, an aspect which provides customers confidence when dealing with Air Products. Reinforcing this drive, the combination of an unflagging commitment to quality, and a dedication to customers and their best interests, has seen Packaged Gas going to successively higher levels of success.
There is also an understanding in Air Products that what served an industry well in the past, may not be an adequate solution today.
Our personalised service is underpinned with a constant search for innovation to assist our customers, explains Josua.
This means that Air Products is constantly in touch with the markets it serves. The company is close enough to its market to understand its requirements. At the same time, this allows the business to build close relationships with its customers.
Our success is built on the long-lasting relationships that our sales people have developed, and continue to develop, with their customers, he continues.
To add impetus to this thinking, the company has added additional resources into its Customer Service area. This is a combination of people and technology. The people are focused on the Packaged Gas Distributors, as well as direct customers. Known as Customer Service Specialists, they are mandated to assist customers in the most appropriate way possible.
Air Products has also optimized its ordering systems so that the process of procuring gas is a smooth and error-free process. Daily supply chain meetings evaluate the product and customers priorities and this information is then in turn shared in open feedback to customers.
Air Products Packaged Gas business is committed to ensuring the right products is available at the right time. This has taken considerable internal planning and the use of the companys understanding of the market coupled with its strategy to ensure that the products are available through out the supply chain.
Our business is specialised, from production, to cylinders and even the trucks that are used in making deliveries, these are not off-the-shelf solutions, adds Josua.
In addition, Packaged Gas has launched a number of new products, such as its Freshline range of Modified Atmospheric Packaging (MAP) gases. Within the food and beverage industry, items such as the Beverage Dispensing Systems (BDS) have shown exceptional growth
The key industry sectors where Packaged Gas has seen good growth, are in its industrial part of the business. The market for cutting and welding is one of the sectors that have grown rapidly. The drive for automation in markets such as the laser cutting industry has been served by Air Products innovations such as its TelAlert on-site monitoring systems.
Air Products does much more than simply deliver gas. The company is very knowledgeable about the application of its gases. Whether it is welding, laser cutting or the preservation of foodstuffs, the Packaged Gas has individuals who are experts in their fields and are delighted to share this expertise to solve customer problems. If the solution is not available in South Africa, the local operation can call on the expertise of Air Products worldwide.
A contributing factor to the success of Packaged Gas is its Distributor network. These strategically-placed outlets are carefully selected by Air Products and have to adhere to a strict code of safety and quality standards as well as business ethics.
Our distributors are the final link in the chain that brings our premium product to our customers, says Josua.
It is the quality in each link of this chain that enables Packaged Gas to provide a product that adds real value to our customers businesses, he concludes.
Published on October 31, 2008 in Product News |
Air Products on show – PROPAK
Propak Cape exhibition afforded Air Products the opportunity to showcase what it is able to contribute to the world of packaging. The extremely rapid growth of MAP packaging has seen increasing numbers of packaging suppliers, food manufacturers and resellers taking an interest in Air Products Freshline gas range.
The regional exhibition, which ran from October 14 to 16 at the Cape Town International Convention Centre, provided a showcase for the latest trends, innovations, products and business opportunities. The packaging, food processing, plastics, packaging consumables, print and labelling industries were on show to local and international visitors, who also used the opportunity to meet with the 158 exhibitors face-to-face.
The 11 Air Products people who were on the Air Products stand report that they were able to maintain contact with existing customers, while fielding enquiries from many potentially new customers.
In terms of the some 5400 visitors, those coming through the doors to the 4000m2 venue were mostly serious show attendees. A spokesman for Specialised Exhibitions, the organisers of the exhibition, explained that with todays tough economic conditions, while visitor show numbers may not be increasing dramatically, those that take the trouble to go to exhibitions, usually have a definite agenda to fulfill.
Air Products is proud to be able to play a part in providing safe and nutritious food to South Africans far and wide. With todays lifestyles, most of us are far removed from the primary producers of food. Packaging plays an essential role in bringing fresh, uncontaminated food and beverages to our tables when we need it. It increases the choices available to us, and allows the consumer to buy food in conveniently usable quantities. On an environmental level, appropriate packaging prevents the wasting of food.
Another important function of packaging is to serve as a marketing tool that will promote and sell products, moving them from shelf to shopping trolley. By sustaining that just packed appearance, Air Products Freshline gases play a key role in the successful sales of a wide variety of foodstuffs.
With its Freshline gases, Air Products is able to make an essential contribution to these important areas in the provision of quality food and beverages to all South Africans.
Published on October 18, 2008 in Company News, Event & Exhibition News |
An even better MAP for the future
Once again, Air Products people have reason to be proud. While we are the leader in the field of industrial gas supply in South Africa, during last week, we took a further step forward in the growth of our company.
Modified Atmospheric Packaging (MAP) is revolutionising the packaging and presentation of food. This year, Air Products decided to host its 2008 Freshline Congress in Cape Town on October 13. As the Congress was held at the ultra-prestigious Radisson hotel, Congress delegates were also able to enjoy the pleasant Waterfront experience.
The Congress was a singular success for Air Products. It signalled the companys firm intention to draw closer and bring value to this consumer market sector. The overriding comment from those who attended was about the benefit they had gained. This second Congress built on the success of the first Congress, which was held in Johannesburg at the Kyalami Castle in October 2007.
Suppliers were able to showcase their latest offerings in the field of MAP technology a technology that is advancing at a very rapid rate. And then there were valuable contributions from users of MAP technology. Here we single out the mercurial Graham Pateras of Pick ‘n Pay Durbanville. In a nutshell, while he explained the road to the successful use of MAP was a steep and sometimes bumpy path, the results, once the systems had been sorted out, made the effort eminently worthwhile.
In bringing together 92 key suppliers to, and consumers of, MAP technology, Air Products showed its determination to further the current South African MAP knowledge base. Through the use of MAP packaging in conjunction with Freshline gases, the possibilities both to eliminate wastage of precious foodstuffs and present healthier products is immense.
Published on October 16, 2008 in Company News, Event & Exhibition News |
Choline Chloride for a Healthy South Africa
South Africa has long been proud of its livestock and poultry industry. It provides our nation with the animal protein needed for healthy minds and bodies. The key to this industry is high quality animal feed. Whether it is cattle, chickens or even domestic pets, you want to know that the animal-feed they eat gives the maximum nutritional benefit.
Air Products has a long track record as a reliable supplier of cost-competitive choline chloride to South Africa’s major animal feed producers. Choline chloride is classified as a vitamin, and was formerly known as Vitamin B4.
Vernon Ndimande, Air Products’ Manager: Chemicals Business Unit explains that while choline chloride occurs naturally in many types of food, most animals do not get all their choline requirements from the natural choline content in their food. In fact, the nutrition requirements may be as much as one hundred times greater.
“In addition, research has shown that not all naturally occurring choline is bio-available,” Vernon adds. In animal feeds, extra choline is added as a chloride salt. Choline chloride has been used with success in the rearing of poultry, pigs, fish and in the feeding of domestic cats and dogs.
The chemical helps move the fats around the body, which, in turn, helps with cell construction. It also plays a role in the synthesis of acetylcholine, a substance that assists in muscle control. In fact, it is essential for numerous biological processes, generally making animals healthier. The amount of choline that needs to be administered varies between species, and is influenced by age, make- up of feed and environmental stress,
Taminco N.V. in Gent, Belgium makes the choline chloride available to Air Products South Africa from Belgium. It is supplied as a 75% aqueous solution and is transported from Belgium in 1120kg IBC containers. Transportation is by means of a secure logistical system, which eliminates any chance of contamination.
The quality of choline chloride from sources other than Air Products varies significantly, as it is possible to adulterate choline chloride with other chlorides such as household salt.
There have also been reports in 2007 of pet food being contaminated with a toxic substance called melamine. This melamine-containing ingredient has been reported to have been imported from China.
Importantly, Air Products South Africa follows a number of strict rules to guarantee the consistent high quality of its choline chloride supply. Taminco is ISO 9001 accredited and possesses a GMP certificate applicable to its liquid choline chloride. The product conforms to the specifications, which are contained in the legislation applicable to these substances in Europe. The products are free of genetically modified organisms and the level of heavy metal impurities is among the lowest. Air Products certifies that there are no bacteria, viruses, yeast or fungi present in the product. In addition, Air Products South Africa, as part of a respected global company, can offer its customers security of supply.
“When it comes to chemicals such as choline chloride, Air Products has always taken pride in providing its customers with solutions of unsurpassed excellence,” says Ndimande. “As our company is dedicated to continuous improvement, we would welcome any commercial or technical enquiries from choline chloride users,” he concludes.
For more information, contact:
Vernon Ndimande Chemicals Manager
Air Products South Africa (Pty) Ltd
Tel: +27 11 570 5060
Email: ndimandev@apsap.co.za
Published on October 11, 2008 in Product News |