July 3, 2001 — Ingersol Rand announced last week that a key element of the business strategy of its Industrial Air Solutions (IAS) division was to grow its aftermarket capabilities.
It plans to do this by offering customers comprehensive service and long-term service agreements such as AirCare on competitors’ compressors as well as its own equipment.
By becoming a service provider for non-IR units, in addition to doing the repair and maintenance work, IR expects to gain parts revenue and demonstrate a total solutions approach to customers. The goal is to build relationships with customers which would lead to new orders for IR equipment, as well as to develop of new solutions. Training IR’s service technicians to work on competitors’ air compressors is critical to this strategy, the company says.
In June 2001, IAS conducted its first training course, in Davidson, N.C., using two Atlas Copco oil-free rotary machines. As part of this course, the students disassembled and re-assembled the compressors and then operated them in the IAS test cell.
After completing the course, the students could troubleshoot, perform preventative maintenance on, and operate the Atlas Copco machines.
IAS plans to offer similar training courses for Sullair, Gardner-Denver, Kobelco, Kaeser and Quincy air compressors.