It’s never too early to prepare for a new business win!
This was the strategy Atlas Copco Rental used when pitching for the business of Mexico’s largest integrated steel plant. Preparatory work began one year before the client asked for quotes, and the team was ready with a customized solution that won the company a long-term rental contract.
March 28, 2013
Altos Hornos de Mexico, S.A. de C.V. (AHMSA), is the largest integrated steel plant in Mexico.
A few years ago, AHMSA started a project which aim is to modernize and optimize its processes, right from the stage when mines supply the raw material, to the production of liquid steel, plate, hot-rolled coil and structural shapes.
Atlas Copco Rental Mexico offered a long-term rental proposal for a period of five years, initially consisting of 3 oil-injected G 250 FF compressors and 3 dryers CD700+. All the compressors would be tele-monitored and the complete system would comply with Siemens quality air request of 8573-1 Class 1.2.2, used mainly for instrumentation.
“What worked to our advantage was the completeness of the offer with new equipment that would be monitored all the time, maintenance and a 24/7 service presence. In addition, we could offer portable units for their cold box tests before the arrival of the new compressors and dryers. Air-supply warranty no matter what was a winning argument!”
One of AHMSA’s production processes is a smelting process called “hot rolled”, where Atlas Copco compressed air system will help to standardize, remove impurities and roll steel sheets. The Atlas Copco units will enable AHMSA to increase its capacity from the current 500 000 tons to 1 000 000 tons of steel sheets.
Because we know our market and find out early about upcoming opportunities!
One of the main success factors is that Atlas Copco Mexico identified this opportunity very early. Instead of just quoting to the customer, the team was able to offer the best possible solution. It even became possible to advise the customer, which was seen as so professional that AHMSA modified some of their specifications.
There is amazing potential of long-term rentals!
Atlas Copco is a world-leading provider of sustainable productivity solutions. The Group serves customers with innovative compressors, vacuum solutions and air treatment systems, construction and mining equipment, power tools and assembly systems. Atlas Copco develops products and service focused on productivity, energy efficiency, safety and ergonomics. The company was founded in 1873, is based in Stockholm, Sweden, and has a global reach spanning more than 180 countries. In 2015, Atlas Copco had revenues of BSEK 102 (BEUR 11) and more than 43 000 employees.
Specialty Rental is a division within Atlas Copco’s Construction Technique business area. It serves customers in the industry segments around the world with temporary air, nitrogen, steam and power rental solutions. The specialty rental services are offered under several brands. The divisional headquarters is located in Houston, USA.