The topic of maintaining security installations is always a sensitive one, with some clients understanding the importance of maintenance, while others see it as yet another security expense they don’t want. One company, however, is changing the maintenance game by taking on the cost of installation itself and only charging clients a monthly fee for maintaining the solution for the duration of the contract.
Elf Rentals has been in business for 20 years and differentiates itself by taking on the financial risk for its clients. The difference in its business model is that Elf provides a customised financial solution to the client from full rental to maintenance only; depending on the clients own cash flow requirements. Various length rental agreements are made available, cutting the client’s upfront expenses.
Chris Lovemore, Elf’s CEO, says, “Elf was started 20 years ago due to the increasing demand for reliable management and servicing of electronic security. We initially focused on electric fencing and have increased our scope to cover all aspects of electronic security, such as CCTV, access control etc. Typically, we service large residential estates and school campuses, as well as commercial and industrial sites. We have clients in all the major centres, although we are mostly focused in Johannesburg and Port Elizabeth, where the business was founded.”
Elf’s model is that it pays for the client’s security equipment once a contract has been awarded, taking the upfront risk on itself. In other words, the company invests its own money in the project and does not rely on any intermediate financing. Once installed, Elf is responsible for maintaining the equipment and ensuring it performs as stipulated in the service-level agreement (SLA) for the duration of the contract – which is usually five years, but the company is flexible and adapts to each client’s requirements.
Lovemore adds, “This gives the client the assurance that it is dealing with a reliable service company that is focused on the long-term security of the client’s premises, as opposed to the install-and-run approach that is very prevalent with this sort of equipment.
“By investing our own capital and then being responsible for maintenance, we cannot afford to take short cuts as this will ultimately cost us more in maintenance. Our contract states that the client can withhold payment if the Elf equipment is not working. This is the ultimate service commitment of walking the talk. This ensures we do the best job and are able to provide excellent perimeter security, even reducing the number of guards required in some instances.”
Over the years, Elf has developed its own communications technologies that constantly monitor its installations and alerts the company if there’s a problem or something that may end up being a problem. The result is that Elf technicians are often on premises sorting out an issue before the client has even become aware of a potential problem.
Clients will also be assured that the equipment used and any maintenance done will be of the highest quality because Elf is responsible for any breakdowns. Not only can Elf be penalised if its systems fail, but it has to bear the cost of sending maintenance teams to site and buying new equipment every time something goes wrong. “This makes us take care in selecting products and training our maintenance personnel,” says Lovemore, “since we pay for our failures.”
As an example of Elf’s service levels, Lovemore relates a time when the maintenance crew noticed that the wire fencing at an installation was rusting after only 18 months. “We arranged for the wire to be tested by a laboratory and it proved to be the supplier’s fault because it was of inferior quality. The entire fence was restrung by Elf and the client was hardly aware they had a problem.”
An additional option for clients is full insurance cover. “Lightning is a serious problem with this type of equipment and Elf handles the entire insurance process in order to ensure we get the client’s equipment working in the quickest possible time,” he adds.
The rental agreement Elf offers transforms the cost of security into an operational cost that is paid monthly, avoiding large initial payments, and provides clients with an expense they can budget for over the long term without unpleasant surprises.
For more information contact Elf Rentals, +27 (0)41 368 3701, www.elfrentals.co.za
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