In an industry where equipment performance and lifespan directly influence plant sustainability and profitability, Atlas Copco’s Power Technique business area continues to raise the bar in aftermarket service and customer support excellence.
Meet Roelf Van Niekerk, Power Technique Sales Engineer, who has been an integral part of the Power Technique team since July 2013. With over 30 years of sales experience and five years as an instrumentation Sales Engineer, Roelf brings a rare combination of deep technical insight, sales acumen and people skills which has been instrumental in driving continued success.
“Customer satisfaction is always a top priority and one of my core objectives,” asserts Roelf. “Our role goes beyond selling equipment - it’s about helping customers get the most out of their machines and building lasting partnerships. We stay true to our organisational vision of First in Mind-First in Choice, translating it into real-world value for our customers and stakeholders.”
Integral to good customer service is the Power Technique service team’s strong commitment to delivering after-market support excellence. “This is one of the most powerful differentiators that positions us as an industry leader,” states Roelf. “Supplying our high-performance equipment – mobile compressors, generators, light towers and pumps - is only the beginning of our long-distance journey with our valued customers. We also provide technical expertise, proactive service and long-term care to maximise their uptime and productivity. This comprehensive support strategy reflects our narrative of trust, reliability and partnership. Being there for our customers before, during and long after the sale, is embedded in our vision. We drive sustainable, profitable growth by providing exceptional support from day one and across the entire lifecycle of the equipment.”
Roelf explains a service engineer’s success is underpinned by the ability to play a hybrid role i.e. mastering both technical proficiency and customer-facing sales capabilities. “My deep product knowledge and an understanding of the engineering behind the products or services being sold enables me to provide accurate and effective solutions tailored to each customer's needs.”
Roelf also emphasizes the importance of problem-solving skills combined with the ability to diagnose issues to propose effective technical solutions. He adds that continuous learning to stay current with dynamic industry trends, technologies, and product updates is essential for delivering exceptional customer service.
For Roelf, the human factor is what ultimately elevates service professionals above the rest. “Paring equipment knowledge with the right skills to connect with customers, understand their challenges and deliver solutions are what make a real difference.” He asserts that effective communication requires not only the ability to clearly convey and simplify complex technical concepts for customers but also the equally important skill of active listening. “Only by hearing and understanding the customer’s operational challenges are we able to identify optimum and sustainable solutions. We pride ourselves on establishing long-term relationships that builds trust and rapport with customers. By listening, understanding and delivering we become the go-to technical advisors.”
Highlighting the importance of cross-functional teamwork, Roelf notes that working closely with sales reps, engineers and internal support teams ensure a seamless customer experience. “Our exceptional teamwork is one of the aspects I value most about working at Power Technique. Each team member brings adaptability and flexibility, enabling us to align effectively with highly diverse customer personalities, industries and technical environments. Additionally, being resilient is essential for handling setbacks professionally while maintaining focus on long-term goals.”
“The Power Technique team’s sales acumen paired with a consultative approach focused on understanding and solving customer challenges is critical to our success,” affirms Roelf. “This goes hand in glove with good negotiation skills - carefully balancing technical value with commercially sound terms in order to close mutually sustainable deals.”
Roelf is unequivocal that trust and follow-through are non-negotiable for the service division. “Here integrity and accountability are critical qualities. Our simple recipe for success - be honest with customers, never overpromise, take ownership of the problem, solve it, and always follow through. A strong sense of accountability ensures that pre- and post-sale commitments are upheld, building credibility that cultivates customer loyalty. By adopting a customer-centric mindset, we consistently prioritise long-term satisfaction and loyalty over short-term gains.”
Power Technique’s strategic direction and future outlook, along with the influential role of technology advancement and innovation in further elevating service standards inspire Roelf. “What excites me most is that we’re not afraid to innovate; rather, we embrace it - always looking for better, smarter ways to support our customers. This mindset doesn’t just keep us ahead - it fuels our ability to innovate, adapt and outpace the competition in a rapidly evolving market.”
Power Technique continues to redefine what excellence in aftermarket support looks like. By combining deep technical knowledge, unmatched responsiveness and a customer-first philosophy, the service team at Power Technique ensures that customers receive more than just equipment - they gain a long-term partner committed to their success.
