Professional Profile : Heinrich Vollgraaff

In this exclusive interview, we delve into the professional journey of NDE Western Cape Sales Manager Heinrich Vollgraaff. From studying mechanical ventilation and heavy current at the College of Cape Town to starting his own company at 21, Vollgraaff’s career has been marked byinnovation and resilience. With insights into the challenges and opportunities facing the stainless steel sector, he discusses the importance of local manufacturing, the impact of global economic shifts and the exciting advancements in metal forming and manufacturing…

What did you study after school and what is it about the discipline that attracted you to this field of study?

I was born and raised in Cape Town and went to school in Durbanville. After school, I studied mechanical ventilation at the College of Cape Town for three years. This is essentially about managing the airflow in buildings, particularly in spaces like bathrooms and kitchens where a specific amount of air needs to be circulated. Additionally, I studied heavy current. I’ve always been more of a practical person,and I had a clear goal of starting my own business utilising this training.

How did the first years of your career build on what you learned during your tertiary education but in a more practical setting? What were the key lessons you learned during this time?

After finishing my studies at the age of 21, I opened my own company, Aircon Africa. I quickly gained  customers like KFM and Tailormade Properties. Being young, I found myself in meetings with industry veterans and gained a wealth of experience. I had to listen, make decisions, and consider all possible outcomes. A crucial lesson was to strive for win-win scenarios - not just what worked for me and my company, but also what worked for the customer and the contractor. I also learned to be open to failure and criticism and how to turn those experiences into a valuable learning opportunity.

There aren’t many 21-year-olds who start their own company. Why did you choose to do that instead of first entering a formal workplace?

I followed the example set by my family. From my Dad, in particular as he ran his own business and it seemed natural for me to follow suit. He always supported my independence, and I learned by, diving in headfirst and figuring things out as I went. This approach taught me that failure isn’t a setback but a learning opportunity. My Dad didn’t have a background in my field of study, but he did have a sales background and this support  allowed me to take risks with the mentality that if it worked, great; if not, I would find another way.

How did you come to work at NDE?

After running my company for about two years, the 2008 financial crisis hit. Many of the projects I was working on stopped, and I decided to close the company to avoid financial complications. I helped my employees find jobs elsewhere and then started looking for work for myself. Through a recruiting company, I had to choose between NDE and another company. I chose NDE because the interview process was different and suited me better. It wasn’t a typical interview; it involved meeting various team members in an exploratory and collaborative atmosphere, which gave me a good feel for the company culture.

How would you describe a typical day in your current position? What are your key focus areas and areas of expertise?

Every day is different, depending on market conditions and daily requirements. Common tasks include analysing sales trends from the past weeks and months and planning for the future. I also spend a lot of time with my sales team, ensuring they operate at their best. Lately, I’ve been more involved in stock management to ensure we can continue to optimally fulfill orders.

What is the biggest project, product launch, or innovation you’re working on, and what lessons has it taught you so far?

The biggest project for me is building a highly effective sales team. I’ve also learnt to pay more attention to small details and to not always dive in head first, but rather take a step back and let things play out before intervening. This approach allows me to see how the team adapts and what positive outcomes can arise from challenges.

What kind of training or workshops do you conduct with your team?

We have general training for all staff, including product training and sales training. Additionally, we offer individual training based on each person’s current skills and needs, focusing on areas they need to develop in the short and long term.

What do you feel are the biggest challenges facing South Africa’s stainless steel sector at present, and how can these be overcome?

As other metals and composite materials develop, they pose a challenge to stainless steel. Another threat is the influx of finished goods into the country, which negatively affects our own manufacturing sector. One way to counter this is for South African businesses and consumers to be more patriotic, like in the US, and strongly support locally manufactured products. This approach would support local industries and maintain a vested interest in local production and after-sales service.

Does the import of finished goods affect you directly in terms of logistics or supply chain issues?

Yes, significantly. We’ve had to increase our stockholding to manage shipping delays and longer lead times. This also affects how we respond to sudden demands from project managers who sometimes delay decisions until the last minute.

Why do you feel that stainless steel still has such an important role in growing South Africa’s economy? What are the sector’s inherent strengths that continue to add value to our economy?

Stainless steel is incredibly versatile, and is used in everything from park benches to I-beams in building construction due to it’s advantageous properties over carbon steels. There’s still a vast potential for increased usage in everyday applications. The lifecycle cost of stainless steel is a significant advantage that is often overlooked but crucial for long-term gains. As more people, especially younger designers, get exposed to global trends, stainless steel will see more innovative applications here in South Africa.

What do you consider the most exciting innovations and product developments happening in stainless steel right now?

There are constantly new grades of stainless steel being developed, but the most exciting innovations are in metal forming and manufacturing. Modern equipment allows for stainless steel to be used in ways that were formerly impossible, like creating smaller, more intricate parts. This development means stainless steel can now be used in applications that previously required injectionmoulded parts. Additionally, stainless steel is becoming an aspirational material, with people willing to invest more in better quality, longer-lasting products. This trend is evident even in everyday items like cookware and household fixtures.

Do you see a growing appreciation for stainless steel’s recyclability and lifecycle cost advantages in South Africa

Not yet, unfortunately. While these concepts are well understood and valued in places like Europe, South Africa is still catching up. However, I believe we will get there eventually, possibly due to regulatory changes or increased environmental awareness. In the meantime, it’s important to
keep educating the market about the long-term benefits of stainless steel.