Page 11 - CEN 13 Apr.indd

9
Following a successful pilot run in KwaZulu-Natal, the
concept was expanded inland and the circle is now
complete with the appointment of sales engineers in the
Eastern and Western Cape.
National Sales Manager, Nicolan Govender, believes that
an effective local presence is, without doubt, the most
successful way to service and sustain Pilot Crushtec’s
varied markets.
“The sheer scale of our territory dictates that we have
a permanent sales engineer in each region, who is
entrusted with the care of our existing customers and is
responsible for the development of his/her own localised
marketing area.”
The effectiveness of this strategy can be measured by the
fact that sales into the rural areas of KwaZulu-Natal and
the Cape have reached nearly R50-million for the year to
date. What is also significant is the variety of applications
for which Pilot Crushtec equipment is being used.
“Our customers include coal processors, miners, aggregate
producers, quarries, plant hire operators, civils contractors
Pilot Crushtec steps up
regional footprint
Pilot Crushtec’s commitment to a regional marketing
strategy for its crushing and screening products has already
achieved significant traction since its inception late in 2011.
Initial service calls
on existing Sandvik
operators have
already validated Pilot
Crushtec’s claim that it
provides its customers
with world class levels
of after sales service
and support.
and earth moving operations. Pilot Crushtec’s marketing
premise has always been that we do not sell products but
rather supply solutions, so it is vitally important to have
technically competent people at ground level, who can
empathise and react to customer needs,” he says.
The recently concluded distributor agreement with Sandvik
which has seen Pilot Crushtec appointed sole distributor for
its range of mobile crushing and screening products, has
demonstrated that a sound regional marketing strategy
linked to efficient after sales service and technical support is
unquestionably the way to go.
“The first domestic Pilot Crushtec sale of a Sandvik
product, a QA331 mobile screen, was concluded in the
Western Cape only a couple of weeks after the launch,
which means we had sales engineer Jacques Otto in the
right place at the right time,” he says.
He adds that initial service calls on existing Sandvik
operators have already validated Pilot Crushtec’s claim
that it provides its customers with world class levels of
after sales service and support.
“The fact that we already have a comprehensive range
of Sandvik parts has created an excellent first impression
with Sandvik customers. Spares availability and minimal
delivery lead times are absolutely critical in forging long-
term business relationships,” he says in conclusion.