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Laying a winning foundation for long-term growth

Pipeline work is a precise business that requires innovative thinking and state-of-the-art equipment to be successful. When it comes to building, maintaining and upgrading a fleet to support this technical work, a trusted partner is key. That’s why Pipeworx Ltd. has relied on SMS Equipment for more than 20 years.

Alberta-based Pipeworx delivers best-in-class construction services including pipeline, facilities, fabrication and integrity services across Western Canada. President & CEO Chad Johannsen explains: “We do cross-country pipelines, lateral pipelines and integrity work. We also do above-ground facility work, brownfield or greenfield expansions, in-house skid and modular builds.”

The company’s varied work requires a diverse fleet, plus efficient operations that keep projects on time and on budget. Since 2004, they’ve partnered with SMS Equipment to help realize their goals.

“Leading-edge machines and SMS Equipment’s impeccable service have bolstered Pipeworx’s competitive edge for years,” adds Johannsen.

“Thanks to our long-term partnership, we can share ideas, come up with creative solutions together and ultimately increase the quality of our work while decreasing costs to our clients.”

With an unwavering focus on delivering value to their customers, it’s no wonder Pipeworx has become one of the most respected pipeline contractors in the West.

From first impression to longstanding partnership

SMS Equipment sales representative Kelvin Godin recalls the connection with Pipeworx that sparked the companies’ long-lasting relationship.

“I sold the first piece of Komatsu equipment to Pipeworx’s former president, Kelly Gillam,” he says. “The relationship grew from there and he ended up being my No. 1 customer and a great friend.”

Gillam has since retired, yet the partnership remains, with collaboration happening at multiple points between the two organizations.

Collaborative growth fuelled by new opportunities

When faced with an opportunity to bid on significant new project — 300 kilometres of cross-country pipeline — Pipeworx knew they needed a competitive edge.

“We needed to find a differentiating factor from our competition,” says Johannsen. “Delivering exceptional quality at a great price was going be a big factor in the decision-making for the contract.”

With strategic planning support from SMS Equipment, Pipeworx decided to upgrade its fleet of dozers and excavators to those fitted with intelligent machine control (IMC), technology that allows operators to program 3D design data directly into the equipment and automate tasks.

“We had previous experience with IMC, where we designed ditches and bore entry and exits in a cross-country pipeline application,” adds Johannsen. “We’d seen firsthand the productivity gains, greater accuracy and fewer repair calls post-install.”

To determine the right fleet and technology solutions, the Pipeworx team visited SMS Equipment’s demo yard in Acheson, where they could get hands-on with the equipment. They tested a variety of excavators and dozers equipped with Komatsu’s Intelligent Machine Control 2.0 (IMC 2.0) system, which lead to the purchase of 27 new machines, all equipped with the technology.

What sealed the deal, says Johannsen, was SMS Equipment’s customized training and support services, offered through its Technology Solutions Expert team.

“The biggest selling feature for me was the support post-sale,” Johannsen notes. “SMS Equipment stepped up and was willing to have their technology experts come out and train our guys in the field for as long as we needed to get it rolled out successfully.”

Another important factor behind choosing an IMC-equipped fleet was operational efficiency.

“We have a strong team of experienced operators trained on the machines, but we also recognize the need to support the next generation of talent,” says Johannsen. “Machines with IMC help bridge the gap, allowing operators with less experience to perform at a higher level. That’s a huge advantage.”

With a new fleet in place and training complete, Pipeworx successfully secured its bid. The 300-kilometre cross-country pipeline project was completed on schedule in November 2023 with minimal rework, resulting in significant cost savings and higher production. By leveraging technology in their bidding process, Pipeworx demonstrated added value to customers, strengthening their competitive advantage.

“We saw huge productivity gains as a result of the new fleet,” reports Johannsen.“Our ditch production was about 18 per cent more efficient. We significantly reduced the number of times operators needed to manually check the depth of ditches, or whether they were flat and level. The machines really delivered in eliminating unnecessary stoppage, checks and rechecks.”

Ongoing support drives shared success

With Pipeworx’s fleet put to the test in its cross-country contract, ongoing maintenance and support of the equipment and technology ensures smooth operation for the company’s future projects.

SMS Equipment’s customer-first approach ensures Pipeworx is supported by a world-class fleet management team.

“Our Smart Construction group has the experience to know what customers want from their machines, because we’ve got team members who’ve worked in the field themselves,” says Kris Troppmann, Director of Smart Construction at SMS Equipment. “We have team members well-versed in mechanics, CAD, data analytics and more. Together, we’re powerful problem solvers.”

“In all our years working with Pipeworx, they’ve never come to us with a problem we couldn’t solve,” adds Troppmann.

One of the team’s problem-solving strategies is to head-off potential errors before they arise with a comprehensive customer training program.

“Whether a customer buys one machine or 27, we provide a robust onboarding and training program,” says James Barr, Manager, Smart Construction Operations and lead for the Technology Solutions Experts (TSE) team at SMS Equipment. “We want our customers to feel confident they understand their new equipment and are using it to its full potential.”

An example of how comprehensive the training was: Barr spent two weeks on site with Pipeworx operators when the new IMC fleet delivered.

Not all support happens on site, clarifies Barr, especially in a long-term relationship like the one between SMS Equipment and Pipeworx.

“We often provide solutions to our customers over the phone or via remote support,” he says. “In the more extreme cases where site visits are needed, we get one of our many certified TSEs onsite as soon as possible. We also ensure customers are kept up to date with the progress of the field support call throughout the whole process.”

Adding value throughout the equipment lifecycle

When asked about the value of SMS Equipment’s service and Komatsu’s IMC technology, Pipeworx’s Equipment Manager, Calvin Wyatt, is reminded of an old saying: “Sales sells you the first one, and service sells the rest.”

“SMS Equipment does a phenomenal job looking after us at every touchpoint,” he adds.

“They’re there to support us on weekends, holidays, whenever we need them. They also understand the factors that make our business successful, from new equipment through to keeping our existing fleet running smoothly.”

With both companies celebrating a partnership that spans two decades, the future continues to look bright for their relationship.

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Laying a winning foundation for long-term growth

From first impression to longstanding partnership

Collaborative growth fuelled by new opportunities

Ongoing support drives shared success

Adding value throughout the equipment lifecycle

To learn more about the equipment and technology mentioned in this story, visit our Komatstu IMC 2.0 Dozers and Komatsu IMC 2.0 Excavators pages.