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believe that the traditional screw compressor has not
changed in 20 years. We have set the base line now for
the performance and we will continue to raise that bar.

TEXtalks: What are the main factors pushing you for
this new development?
James Cutting: The main factor was the actual
customer market. They were asking for a product which
should be better than what was already available on the
market today. We have the twin screw compressor; we
have the drive D-series, which is using a single motor,
single drive shaft into a mechanical gear box which
then controls the speed of your first stage and second
stage.

The problem is when you have a mechanical link
between stage one and stage two; you cannot ensure
optimum efficiency at both stages. May be when stage
one is operating at maximum efficiency point and stage
two is actually operating way out of that. So what we did
is, we looked at how can we control both speed of
stage one and stage two independently and the only
way you can do that is to remove the mechanical link
which is the mechanical gear box and that is what we
have done with ULTIMA.
James Cutting, Business Line Manager - Gardner Denver
TEXtalks: What is the key to your success in the
market?
James Cutting is business line manager for oil free TEXtalks: What is the energy efficiency James Cutting: Many of our customers and business
compressors and EMEA Nitrogen generation comparison between the newly developed ULTIMA comes from our existing customers so trust is
specialist for “Gardner Denver CompAir." James and the previous compressors? fundamental. If a customer had a bad experience, he
Cutting is responsible for 24 countries and works on James Cutting: We had some very strict design would often choose to move away from the supplier.
his 100% for the local exclusive partners in each of criteria for ULTIMA product, not just the ULTIMA, but Supplying a compressor or supplying the system is only
these countries. all of our oil free compressors. The total cost of the first part of a relationship. We will always continue to
ownership is probably the single biggest concern of
TEXtalks: What is the basic concept for the next any customer. How much cost is the instalment of grow a relationship with our customer to ensure that
generation compressor ULTIMA? the machine? How much is the cost to run the they are not only getting the optimum performance but
James Cutting: ULTIMA has been described as the machine? And also how much is the cost to also that they are getting the highest level of local
single biggest leap in oil free technology over the maintain a machine? So we look at the total cost of support. Often the work starts, not when you specifying
last 20 years. I think everybody is familiar with the the ownership. What we did is that we looked into the system, it actually starts when the system is
twin screw oil free concept which is using a single the best in class oil free compressors in the market installed.
motor and a mechanical gear box to provide today and we benchmarked it. We are the TEXtalks: How do you see Pakistani market for your
compressed air. Over the last 15 years, the oil free benchmark on what exists in the market today and products?
market has increased rapidly. As industry standards obviously, with ULTIMA we have to exceed that. James Cutting: Pakistani market, right now is one of the
have increased, especially in high-end applications most exciting markets we are operating in. We have our
such as in pharmaceuticals, food, beverage, So we looked at energy efficiency, we looked at local teams in place, we have local sales guys, sales
automotive and also especially now the textile how we can increase the performance of specific engineers, service technicians, and also we have a
industries, as the air jet looms becoming more power for per cubic meter from may be 1% to 2% regional team based in UAE. I am pleased to say at any
critical with the quality of air and the industry has up to double digits. These are very variable speed given week fair of the year, there is a corporate member
now moved towards oil free compressors. Gardner machines, so many of the flow and pressure bands, of my team in Pakistan. Historically, Pakistan has always
Denver CompAir, over the last 10 years, have we are better than 10% or 12% against our closest been in the top five of our markets within the Middle
invested an incredible amount of resources and competitors. We won’t stop there, this is the start East. I am pleased to say right now that Pakistani
funding into developing the next generation of and we will take this saving now and we will market will be, I believe, by the end of this year either
compressed air compressors and ULTIMA is the increase that in the future. We already have number one or number two.
latest addition to our already exciting portfolio. development programs in the way, because we

August/September 2017