KSB believes trade shows are vital in the era of low-cost imports
IN an era of low-cost imports from global manufacturing hubs, South Africa’s local pump and valve industry faces intense pressure. For KSB Pumps and Valves, which maintains significant local manufacturing capabilities, events like the recent IFAT Africa trade show are crucial. It’s not just about selling products; it’s about asserting long-term value against a tide of cheap imports.
“We need to be seen,” says Hugo du Plessis, an area manager at KSB. “If customers don’t see us but the economy-priced opposition is present, they’ll ask questions. Trade shows are where we tell our story and show the difference between initial price and true long-term value.”
Du Plessis explains that many importers lack established support networks in South Africa, leading to major issues for clients. “Municipalities and contractors chase the lowest price, but they end up with failures, maintenance nightmares, and no spare parts,” he notes. “If something goes wrong three years from now, who’s going to fix it?”
In contrast, KSB uses these events to highlight its commitment to local manufacturing and after-sales support. “We have over 400 people in our factory. We’re not going to turn it into a warehouse for imported pumps,” Du Plessis says.
He points to KSB’s new anti-clogging wastewater pump, designed and manufactured entirely in South Africa. A prototype has been running in the Western Cape for over 130 days without a single issue, unlike a competitor’s pump that clogs weekly. This local innovation is a prime example of KSB’s investment and technical expertise.
While digital marketing has its place, Du Plessis insists nothing beats face-to-face interaction. “There are stories you can’t tell in a short video,” he says. “When someone learns that our pumps have been running reliably for 50 or 60 years, the message truly sinks in.”
KSB’s message is clear: quality and technical support cannot be replicated in a container shipment. “We’ve seen big competitors falter because they focused on price for too long and lost touch with their customers,” he concludes. “In an industry where equipment must perform for decades, it’s not just about the initial price. It’s about who will still be around to pick up the phone in ten years’ time.”
