34 GENSETS
Andy Durno
One Size Fits All…Definitely Not The Way To Go With Gensets
Having a large selection of OEM products (Engines & Alternators Manufacturers) does not make you the most efficient manufacturer, does not give you the lowest possible cost and does not drive down your inventory - but for an SME this does give you the flexibility to sell the client the best solution for the job, provide a bespoke service where suitability for application cannot be ignored, and where the customer can be satisfied that you are not trying to “shoehorn” in a standard product and ignore its shortcomings, explains Andy Durno, Sales Director for the UK’s Sutton Power Engineering.
solution - this should always be the best way to go, explains Andy Durno.
L Combining this flexible
approach with a dedicated aftersales team and service engineers on the road, Sutton Power is finding solutions with a family touch. Here’s a case worth outlining:
having been asked to visit the client and look an existing fleet of generators, it was clear they were looking to match a new design with the preferred options they had with previous product. For example: * Reliability & Compactness
- Kubota engines have proven record for reliability, they figured high on the “must have” list. Compactness of the engine helps to ensure the canopy design is easy to handle and fits nicely into the secure
listening to the client and presenting a considered
containers they have to use to ensure the generator are vandal proof. Sadly, this is a more common requirement for remote sites and intercity construction projects. * Useability & fault finding – the client preferred a DeepSea Electronics (DSE) control panel product. This product is commonly used in the rental market. A majority of generator service engineers are familiar with the DeepSea range (more so than other brands) and therefore it makes the company’s recruitment of new engineers easier. Not only is it a reliable interface with the generator, more generator engineers are competent & comfortable using it operationally and for fault- finding. * Protection & Support – Racor fuel filter/water separator units were fitted in the fuel system to ensure the removal of moisture from poor
Worldwide Independent Power January - February 2018
quality fuel supplies (another industry issue for rental equipment). This is not always well-controlled by customers not focused on the longer term effect of water contamination on combustion engines. Mecc Alte alternators also
match well with existing fleet alternators from a continuity of parts and engineers familiarity point-of-view, with the added bonus of both UK support for parts and technical support. * The “Small details” matter
– we adjusted the fork pockets spacing to match existing handling equipment, added contact pads to protect the powder-coated canopy and base frame. A lifting bridge and lifting eye was added to make site deliveries easier if a forklift wasn’t available, or, the unit needs removing from the vandal proof container on site. * “Efficient” product support and Servicing– We matched a remote monitoring
package to the DSE panel to allow the generator to be monitored on site, in real time, without the need to visit to machine. We can check the machines status (running or not), reset the machine, start/stop it remotely and view functions to help identify the more common issues involved with fault finding, thus support the site engineer (when they need advice). The added benefit of this remote monitor- ing device is that, when facilitated, we can track the machines’ location and its “Running Hours” for security and maintenance/servicing purposes (another service we can offer the client). Work with the client to understand their needs and give them a unit which not only meets their expectation but exceeds it - and they will not only recommend you to others but will keep coming back.
www.suttonpower.co.uk
www.gmp.uk.com
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