Final Call: Alison Conroy, Aebi Schmidt

Aebi Schmidt provides all-year round support to airports, but if we focus particularly on snow clearing operations, the company can supply anything from small airport specialist snow ploughs, Compact Jet Sweepers, Towed Jet Sweepers, the Supra 5002 (which clears 5,000 tonnes an hour) and the innovative TS10,000 snow cutter, which clears a huge 8,000 tonnes of snow per hour! With regards to de-icing, Schmidt provides the complete range of equipment – from 500-litre de-icing towable units right up to 45m, 20,000-litre airport sprayers, which can de-ice a runway in one simple pass.

“It’s important that our products are correctly suited to the airports in which they serve. To this end, we hold in-depth discussions with the airports themselves in order to help identify their needs and how we can fulfil their requirements,” says Alison. “Firstly we need to understand their operation, what their future requirements are and what existing equipment they currently have. It’s also important to understand the budgetary constraints the airport might be facing – we want to provide the most cost-effective, versatile solution possible.”

Part of Aebi Schmidt’s success in the airport industry can be attributed to the company’s consultative approach to working with airports. Alison explains: “It is vital to ensure we provide the right equipment to do the right job for our customers, and in order to do that we work in close partnership with the airport right from the start.” Schmidt’s Key Account Manager for Airports, Mike Moore, is crucial in this capacity; building relationships with airports from the beginning. Alison continues: “His knowledge and understanding of airport requirements means he’s able to provide expert advice and information. This means we can assist the airport with their plans regarding snow clearing and de-icing as well ensuring they meet the stringent clearance times they need to adhere to.

“Without working closely and providing this consultative approach we don’t believe anyone can understand the extent of the requirements and therefore ensure the airport gets what it needs. The positives for Aebi Schmidt in this process are that by working with all airports – both large and small – we are able to listen to their ideas and initiatives and incorporate design changes where applicable to ensure we are always at the forefront of design and innovation, whilst considering the customers’ requirements.”

How important is it to provide first-rate aftersales support to the customer as well? “Without the support of a factory-trained, professional and fully-equipped service team an organisation cannot possibly fulfil the promise to make sure that true 24/7 support is delivered,” reveals Alison. “This crucial ‘emergency’ equipment needs to be supported by Total Lifetime Care (TLC) and that means that we are on hand to support our airports every hour of every day and we won’t let them down. Our reputation, and that of the airport, depends on us keeping this commitment.”

Aebi Schmidt’s TLC commitment – developed in 2011/2012 – is now industryacclaimed, which is testament to the huge effort that has been put in by everyone in the organisation. “At Aebi Schmidt, we understand the value and importance of customer service and recognise the need to be at the forefront in this area. TLC only works for us and our customers if we, as individuals, are all totally committed to this ethos, and I’m proud to say that this forms the foundation for all our day-to-day business and communication,” says Alison.

With continued support through Mike’s Key Account Management, the support team behind the scenes and out in the field, and Senior Management within the organisation, Alison believes that Aebi Schmidt can continue to build on its customer relations going forward: “Along with regular training and service/maintenance updates and pre/post season meetings we can ensure that we live up to our TLC promise. We are very proud of our products and our people and most proud of the customers we work with and receive regular feedback from – all of this ensures we remain at the forefront of our industry.”

Biography

Alison Conroy has been with Schmidt for 10 years and has held various roles in the Company including Sales Support Manager, Area Sales Manager Winter and Sweeping and now UK Sales and Marketing Manager. As well as responsibility for managing all Sales and Marketing related staff and activities both internally and externally to the Company she also works closely with Airport and Key Account sales.