BMS hp booster - added value for RO plant

Overview_TEXT

ภาพรวม

BMS hp boosters help GPH expand sales to Sychem in Greece     

The Situation

Founded in 2000, Sychem is the largest manufacturer of specialised water treatment systems in Greece. Among other things, the company offers desalination solutions for seawater and brackish water, relying on reverse osmosis and other technologies to turn undrinkable brine into drinking water and irrigation water. In 2007, Sychem became the first company to construct a private water desalination facility in Greece.

RO processes require considerable pumping power, and Sychem has always relied on quality pumping solutions from Grundfos. Grundfos is a preferred supplier for Sychem, and Grundfos Greece (GPH) has built a very good, strong relationship during the last 15 years. Even though Sychem is a loyal partner, they also purchase iSave units from Danish manufacturer Danfoss. With almost a full product portfolio for salt water reverse osmosis (SWRO) applications, Danfoss is a strong competitor, and the good energy saving potential with the Danfoss iSave range meant that Sychem preferred Danfoss solutions, and the customer seemed almost
indifferent to GPH in this business area.

 

The Danfoss iSave range also has a couple of drawbacks, however: long maintenance periods and high repair costs. Perhaps because of these issues, Sychem were still interested in Grundfos products and technologies. "We got an opportunity
to conduct a field test of the BMS hp booster solution. Sychem allowed us to test it in their SWRO system at a desalination unit in a power station," says Key Account Manager Dimitris Dalosis of GPH. Sychem's interest in Grundfos solutions also meant that
they contacted GPH asking for non-standard products. "In January 2016, we received an inquiry for two big BMS hp units that were not available then. The requested specifications were outside the standard BMS hp product range as shown in the data booklet," says Dimitris Dalosis. Instead of just saying no, GPH contacted global product management in Denmark to see whether it would be
possible to develop and manufacture this special BMS hp model.

 

The Solutions

Global cooperation results in new product offering

Global product management and production in Denmark and Hungary took up the challenge, and thanks to great cooperation all the way through the supply chain and effective managerial interaction, GPH was soon able to offer a new BMS hp model that fit Sychem's requirements. Dimitris Dalosis and Senior Global Product Specialist Henning Vester of GMA arranged a meeting with Sychem to develop the customer partnership. They explained the global Grundfos set-up and convinced the customer of our ability to support them every time, and also took the opportunity to thank Sychem for the opportunity to carry out a field test. A week later, Dimitris Dalosis paid another visit to Sychem, this time accompanied by Business Development Manager Carsten Persner of Grundfos Water Treatment.

 

These professional efforts by GPH and global product management were helped along by the fact that some Danfoss iSave units operated by Sychem suddenly broke down and had to be repaired. The successful BMS hp field test, the offer of a new BMS hp solution, the excellent customer relationship management efforts, and the failure of the Danfoss iSave units meant that
Sychem was suddenly not a lost customer anymore in this business area: In April 2016, Dimitris
Dalosis and his team received orders for two BMS hp units with 45 kW AC motors (the custom-built units) as well as two standard BMS hp units with 37 kW AC motors. The order for four units brings the total number of BMS units sold to Sychem in 2015-2016 to ten, and more could be on the way. "Accountability, customer centricity and collaboration are the key success factors," comments Dimitris Dalosis, adding that the new BMS range gives GPH the opportunity to promote, support and sell boosters in the SWRO market.

 

The outcome
Danfoss are not out of the race. Sychem as an EPC customer will decide what pumps to purchase and install based on a CAPEX and OPEX evaluation of SWRO projects, but it is a fact that the relentlessly ambitious sales work by the GPH team (and the support from Denmark and Hungary) was instrumental in winning back a customer with significant potential. In a region with a great need for water treatment solutions, Sychem could well be on the way towards more and bigger orders. The company is trying to establish partnerships and expand sales of SWRO desalination units in the Middle East, Africa and elsewhere. Hopefully this could mean
greatly increased sales of the Grundfos BMS range


    Facebook Twitter LinkedIn

หัวข้อ :

BMS hp boosters help GPH expand sales to Sychem in Greece

สถานที่ตั้ง :

Greece

บริษัท:

Sychem

Grundfos provided

  • High-grade stainless steel pumps
  • High-pressure pumps
  • Compact design
  • Low maintenance costs

 

Pumps used

  • BMS hp

 

BM booster
Related Products_TEXT
Contacts_TEXT

ติดต่อเรา

หากคุณต้องการโซลูชั่นที่คล้ายกันกรุณาติดต่อเราสำหรับข้อมูลเพิ่มเติม

เบอร์โทรศัพท์

(+66) 2725 8999

แฟกซ์

(+66) 2725 8998

ที่อยู่

บริษัทกรุนด์ฟอส (ประเทศไทย) จำกัด
92 ถนนเฉลิมพระเกียรติ ร.9 แขวงดอกไม้
เขตประเวศ กรุงเทพฯ 10250

เว็บไซต์

http://www.grundfos.co.th

ติดต่อเรา

หากคุณต้องการโซลูชั่นที่คล้ายกันกรุณาติดต่อเราสำหรับข้อมูลเพิ่มเติม

เบอร์โทรศัพท์

(+66) 2725 8999

แฟกซ์

(+66) 2725 8998

ที่อยู่

บริษัทกรุนด์ฟอส (ประเทศไทย) จำกัด
92 ถนนเฉลิมพระเกียรติ ร.9 แขวงดอกไม้
เขตประเวศ กรุงเทพฯ 10250

เว็บไซต์

http://www.grundfos.co.th