Energy savings of more than 20% achieved by replacing compressors in an electronics plant
A privilege to serve one of the top electronic industries in Malaysia
After months of negotiations, the customer made their first purchase order for two units of centrifugal air compressors. A year later, the customer added an additional unit for each centrifugal air compressor and VSD screw air compressor. The customer also signed a 5-year Extended Warranty Agreement.
Customer's needs for solution
As a result of their existing aging air compressors and other equipment, the customer was experiencing low energy savings. In this improvement project, we chose to use fewer compressors and save more energy. Customer also expressed their concern over the difficulty to contact the current brand for aftermarket help.
Before installation
After installation
A proposal was submitted to provide more detailed information on the air compressor features such as our Atlas Copco centrifugal design, components' performance, and life cycle, machine efficiency and reliability, our customers' reference list, and most importantly the comparison of power cost analysis between ours and the competitor. The customer was satisfied with our local aftermarket setup and support in Malaysia.
Choosing Atlas Copco Solutions
There is no denying high competition among B2B companies, and the market is flooded with products. But how can we encourage our clients to simply think about Atlas Copco Solutions? Our ultimate concerns were building client trust and educating them about the genuine worth of an Atlas Copco product, the value of product reliability to the customer, and the risks of owning a competitor's machine.
The customer was given the assurance of additional services that they needed for reliable after-sales service support, minimal downtime, and low maintenance costs. It was crucial to support energy savings with a power-saving analysis. Being transparent and honest throughout the whole process is important to get our customers' trust. Every aspect of the solution was explained, including the pros, and cons, with valid and proven calculations to back the energy savings to prove that although the machines are similar in terms of kW, there is a significant variation in their power consumption.
The before and after pictures
