November 1, 2001
John Van Lierop’s entry into the business of marketing variable pitch fans adapted to clean heavy equipment radiators is a good example of the corridor principle in entrepreneurship. Engaged in the business of rebuilding and selling forage harvesters, he attended a trade show in Hanover Germany in 1999, and saw a display of the variable pitch fan that uses the power of the machines engine to expel the dust and a grit that is part of the business of operating harvesters, loaders and movable equipment in the forestry industry. Recognizing an opportunity, he negotiated with the manufacturer for exclusive North American rights to distribute the fan.
The fan itself is an adaptation of the mechanism used in aircraft propellers to reverse thrust. Before this innovation, operators of heavy equipment would have downtime to clean the radiators that become filled with grit and dust in use. With the fan modification, a simple flick of a switch. It uses the operating power of the machine to expel the blockages and so makes operating more efficient.
Although Sunova Implement Limited was an established functioning company with a good niche market rebuilding and selling forage harvesters, the firm’s bankers were not interested in the opportunity represented by the reversible pitch fan. Hearing about the services offered by Oxford Small Business Support Centre, Mr. Van Lierop contacted Tom Schafer, General Manager of OSBSC. With the support of OSBSC, financing was arranged and company was in business.
There are over 250 satisfied customers in the field, able to serve as references for the product. The fan kit can be installed by any mechanically inclined person, or the installation can be performed for the customer. Distribution and sales efforts are through a dealer network and displays at farm and equipment shows. With the unwillingness of implement manufacturers to change their designs to add the reversible pitch fan as standard equipment, the future looks bright for the 15 workers at Novatrax and Sunova.
