Press / Application Stories / Forging new profitable partnership / Forging a profitable new partnership
Forging a profitable new partnership
The financial turmoil of 2008 forced almost every company to scrutinize their performance more closely. For Naftotrade, one of the most important cement-shipping companies in the Mediterranean and Asia, this meant double-checking that every element of their cement-transporting equipment could be relied upon to perform to the highest standards. As their attention focused on their pneumatic systems, they realized they could get better service, and better quality, from Atlas Copco.
Taking the starring role
Naftotrade was at the forefront of the switch in the market from older, mechanical cement carriers to new pneumatically powered systems – systems that rely on air compressors to force the cement out of the ship’s hold, along pipes and into the silos onshore. Compared to mechanical systems, these ‘self-discharging’ systems allow you to pump the cement over longer distances. They are totally sealed, protecting against moisture in the air and other environmental factors. Above all, pneumatic systems are more flexible, as vessels with mechanical system are only compatible with specially adapted ports and berths. Naftotrade was soon able to convert its conventional mechanical fleet into new self-discharging pneumatic ships, and air compressors suddenly became the beating heart of their business.
Sealing the deal
XAS 746
Each of Naftotrade’s pneumatic ships has four vacuum pumps and a group of either two or three compressors, each set at 5 bar. The role of the compressors is vital, as the failure of just one could double the time it takes to unload the cement. Ideally, therefore, the equipment should be 100% reliable. Although no-one can guarantee against failure completely, the high quality of Atlas Copco’s compressors impressed Naftotrade. In January 2008, Naftotrade placed its first order with the company, commissioning seven XAS 746 units. Following the success of the first order, Naftotrade ordered another five XAS 746 units over the rest of the year.
More than technical know-how
High quality wasn’t the only factor that attracted Naftotrade to Atlas Copco, as John Prassas, echnical Manager for Naftotrade, points out. ‘We needed a partner that matched our worldwide reach,’ says John. ‘In some of the areas we operate in, such as Acaribo in Surinam, or Claxton Bay in Colombo, it’s very difficult to find skilled technicians who can service our advanced equipment. But wherever we need them most – in exotic ports – Atlas Copco engineers are there.’ Sales Supervisor John Markantonis from Atlas Copco points out another reason that won Atlas Copco the contract: ‘Whenever Naftotrade brought up a new request – such as the need for service engineers at far-flung ports – we were flexible, and willing to adapt. Without such cooperation, we couldn’t have forged such a strong partnership.’
