IN CONVERSATION
When Pilot Crushtec was established
almost 30 years ago, selling just a
VSI, what was the rationale behind
introducing Modular equipment to the
market. Was it a challenge to establish
the company in this competitive market? plant. We have been incredibly successful
with the concept, and after becoming
official Metso distributors, we have now
incorporated Metso crushers and screens
into this range.
(SS) The concept of a modular plant
was conceived when the difficulties
of selling crushers, screens and
components became obvious. Customers
wanted to buy a screen or a crusher
but were immediately challenged by
the manufacturers not wanting to get
involved in designing and building all the
components such as skid frames, chutes
and conveyors for example, that the
customer needed to get his crusher or
screen operational.
We decided that it would be far easier
to sell our crushers and screens if we
could offer the customer an instant
solution that eliminated his need to go
to multiple suppliers. The single modules
were designed, built and stocked and
then became a very popular option which
then led us to add conveyors, feeders
and other modules to the range which
then took on the concept of ready-to-run
instant solutions through to an entire (FM) The idea of a modular plant was
based on customer demand. They wanted
something that was available instantly
and easily configurable using standard
components. Many clients only had short-
term contracts in which they were given
two years, for example, to crush material
and then move on. They needed a plant
that was readily available, quick to deliver
and could be relocated relatively easily.
(SS) The Pilot Modular range addresses
the requirements of customers who
need quick solutions but have longer-
term contracts and where the mobility
of tracked machines is not required. As
modular plants are much larger and don’t
require mobility, the operational costs are
far lower as the costs of servicing and
maintain diesel engines is eliminated.
Although some plants require a lot of
discussion prior to finalising, we have on
many occasions designed, configured
and priced a plant in one afternoon and
commenced deliveries of modules within
days of the commercial aspects being
concluded and had a complete 180t/hr
plant operational within 3 weeks from
the first interaction. The success of this
concept has encouraged competitors to
copy the business model.
You are right, most other suppliers
now offer similar solutions. Does Pilot
Crushtec still have an advantage?
(FM) Yes, we still have a distinct
advantage. Our massive stockholding
and incorporating Metso equipment into
our Pilot Modular modules, as well as
meeting mine health and safety standards
in the designs keeps us ‘ahead of the
pack’. As the designs are standard, we
stock the modules so a customer can
literally walk in, pick his plant, pay and
have it delivered within days.
To what extent do you get involved in
the design of the plant?
(SS) I do get involved in the overall design
and conceptualisation for the offering, but
our experienced design team, headed by
Individual components that will form part of Pilot Crushtec’s modular unit.
www.equipmentandhire.co.za
NOVEMBER 2019
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