Manufacturer maintains export market despite pandemic

Local manufacturer Ryalsan North Engineering (RNE) Pumps managed to maintain its export figures throughout Covid-19 and continues to successfully market its RNE vertical spindle pumps range.

The range is suited to various applications, from underground mining and industrial plants to wastewater treatment plants, underground dams and settling dams.

“Exports account for about 20% of our revenue,” says RNE Pumps sales manager Mark Enell.

RNE Pumps currently exports to Canada, the US, Kazakhstan, Indonesia and Saudi Arabia, and also supplies to African countries such as Mali, Ghana, Sierra Leone, the Democratic Republic of Congo, Zambia, Zimbabwe, Botswana and Namibia.

The company is actively targeting all mining countries as prospective export opportunities.

Enell adds that through RNE Pump’s Canadian arm, it can supply pumps to the US, which will, consequently, have a positive effect on breaking into the South American market.

He points out that, although marketing efforts fell to “practically zero” when the pandemic broke out, the company has continued to formulate plans for in-country marketing in South America for the future.

“Being the original-equipment manufacturer (OEM) of the RNE pump enables us to be competitive from a ‘deal direct’ point of view.

“However, without having our own presence in other countries, we have to apply our resale formula to those representing us.”

Notably, RNE Pumps’ three ISO accreditations are often regarded as testament to the vertical spindle pumps being value for money without neglecting on quality or performance.

Challenging Climate

Enell stresses that a substantial challenge for the company is logistics, including in-country duties and import legislation and rules.

“We have found it best to identify the best logistics company for a country, and request suggestions from the company we consult with.

Further challenges include the concept of “feet on the ground”, with Enell explaining that people buy from people, and none more so than miners, who tend to work with tried and tested suppliers only.

Finding the “right” person to train, and then to provide support for a client, is challenging when international travel is costly, and the manufacturer relies on referrals and word of mouth.

The greatest challenge over the last two years has been Covid-19, “as it basically shut everything down for extended periods and broke any momentum that had been established before”, he adds.

Enell points out that a significant mitigator of export challenges is affiliation to industry bodies such as the South African Capital Equipment Export Council (SACEEC).

“SACEEC is an essential cog in the international trade wheel, as it provides important insight to the likes of the Department of Trade, Industry and Competition, and maintains close relations with other countries’ import/export arms,” he says.

Such an affiliation ensures that all members are aware of, for example, international trade shows to promote further sales and the reach of local manufacturers and exporters.

“Exporting plays a substantial role in stabilising an economy, and any company is aware that it is on good footing when its exports exceed its imports,” stresses Enell.

He says SACEEC members work tirelessly to ensure that local products are exported to as many countries as possible.

“Our aim is to continue to grow our global supply and become a notable competitor in the global vertical spindle pump arena,” he concludes.