In this issue
November/December 2016ON TRACK
TOGETHER WE INNOVATEwww.komatsu.co.za
•WetalktoKomatsu’svaluedcustomers,pg.4-13•Commitmenttoaftermarkettakescentrestageatsalesconference,pg.14-15• Empoweringpeoplethrougheducation,pg.20-21
GENUINE KOMATSU
KomatsuOverviewMessagefromKomatsuSouthAfrica’sManagingDirector,MikeBlom
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INDEX
KomatsuCustomersKomatsuinnovationandBasilReadfocusmakeforawinningcombination
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KomatsuCustomersManandmachine,wediscussplanthirewithRentADozer
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KomatsuNewsThenewKomatsuCampus:firstsodturned
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KomatsuPeopleKeepingcomplianceinplace
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KomatsuCustomersAdvanceProjectsinvestsinKomatsuequipmenttomaximiseopportunities
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KomatsuCustomersKomatsuversatilitytickstherightboxesforEPHPlantHire
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KomatsuPeopleBrettTrojanowski,Komatsu’snew
RegionalSalesManager
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KomatsuNewsKomatsufocusesonaftermarketatthe
annualsalesconference
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KomatsuPeopleMikeHelm,updatefromSalesandMarketing
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KomatsuNewsGivingeducationtheedge
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KomatsuNewsIntroducingthenew-lookKomatsuadvertisingcampaign
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3On Track - Oct/Nov 2015
MESSAGEFROMTHEMD
Komatsu Overview
Sustainablehigh-qualityserviceandsupportcanonlybeprovidedbyasupplierthatisfullyintunewiththeneedsandaspirationsofbothitscustomersandemployees.TheKomatsuvisionstatementissimpleandconcise:“TobetheleadingearthmovingequipmentcompanyinSouthernAfricawiththehighestlevelofproductsupportandvalueaddtoacustomer’sbusiness.”
Thispropositionisdrivenbytwocrucialpillars:theKomatsubrandmanagementprincipleandTheKomatsuWay.
Ourbrandmanagementprincipleunderpinsourbeliefintheimportanceofestablishingandmaintainingenduringrelationships.Theconceptnotonlymeansprovidingcustomerswiththeserviceandsolutionstheyneedtomeettheirgoalsandaspirationsbutplayinganactiveroleinthisprocess.
TheKomatsuWaymeansadheringtotheguidingprinciplesthathaveserveduswelloverthepast50years.Theseincludeouruncompromisingcommitmenttoqualityandreliabilityandourworkplacephilosophiesofcontinuousimprovementandinformationsharingatalllevels.Werecognisethatouremployeesareourmostvaluableassetandregardtheirpersonaldevelopmentasoneofourmostimportantresponsibilities.
ThefusionofTheKomatsuWayandourbrandmanagementphilosophieshaspositionedKomatsuwhereitistoday–atrulycustomer-centriccompany.
Quitepredictably,thepastyearhasbeenatoughone,butevenso,wehaveachievedagreatdealin2016.Inthiseditionof‘OnTrack’,therearesomesuccessstoriesthatgiveusimmenseprideandconfidencefortheyearthatliesahead.Ourbusinessisfoundedonthestrengthofsolidrelationshipswithourcustomersandongoingfocusonaddingvaluetotheirbusinesses.Inthistoughclimate,itisofparamountimportancethatweunderstandourcustomersbusinessandidentifyopportunitieswiththecustomertoimprovetheoperationalperformanceofourKomatsumachinesontheirsite.
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Firstly,Komatsu’scustomersareontopoftheirgameandmakingheadwayevenunderthemostdifficultcircumstances.Secondly,theyareunanimousintheirappreciationfortheexcellenceofourproducts–theirdesign,choiceofmaterialandthequalityofmanufacture.Thirdly,theyspeakvolumesonthequalityofouraftermarketserviceandKOMTRAX.Aftermarketiswhereourfuturelies,amarketingstratagemtowhichwearewhollyandunequivocallycommitted.
Internallywearenowreapingthebenefitsofhavingourownin-houseauditingteam.Thistight-knitdepartmentkeepsacloseeyeonallofoursystemsandprocedures,rangingfromissueslikestockcontroltofinancialmanagement.Thisfunctionwaspreviouslyoutsourced,howeverbyinternalisingtheseserviceswehavemadegreatprogressinidentifyinginefficienciesandstandardisingsystemsthatwillunlockbenefitsandvalueaddforbothourownandourcustomers’businesses.
OurlongtermdreamofconsolidatingallofourheadofficeintoasingleKomatsuCampusbecamearealityin2016withthepurchaseofa300000m²property.Thefirstphaseofconstructionhasgoneexceptionallywell.Theconstructionofourbrand-newPartsDistributionCentreisnearingcompletionandwewillbegin
therelocationofallourpartsearlyin2017.Lookingahead,wewillcontinuetoconsolidateourheadofficefunctionsintothenewcampus.ThiswillincludetherelocationofIsandoBranchaswellasRemanandtheHeadoffice.
Oneofthepillarsofourmanagementphilosophyistheneedforustoempowerouremployeestoachievetheirfullpotential.Apleasingmomentin2016wascolleagueCorvinBradyobtaininghisMasterofBusinessAdministrationdegreefromtheJapanInternationalUniversity.HisplaceontheprogrammewasfacilitatedbyKomatsuSouthAfricaandCorvinwassubsequentlyinvitedtoundertakeasix-monthinternshipatKomatsu’sTokyoheadoffice.
Afinalwordfor2016;wehaveseenmotorvehicleaccidentsbecomeoneofourmostserioushealthandsafetyrisksandtherehasbeenasubstantialincreaseinthenumberofaccidentsinvolvingouremployees.Manyofuswillbetravellingwithourfamiliestotraditionalholidaydestinations.Pleasebevigilantandguardagainsttheroaduserswhounfortunatelyatthistimeofyearthrowcautiontothewinds.Wewanttoseeyoureturnsafelyandreadytomeettheopportunitieswaitingforus2017.
Regards, Mike
THEK-WAY
MikeBlom
In this issue we give focus to four customers operating successful businesses in widely divergent markets, and the stories they tell have made me reach three very important conclusions.
OnTrack-Nov/Dec2016
ADVANCEPROJECTSINVESTSINKOMATSUEQUIPMENTTOMAXIMISEOPPORTUNITIES
AKomatsuPC200-8MOworkingonsite
An enduring partnership that has thrived for a quarter of a
century best describes the relationship between Komatsu and highly-respected
earthworks and civils contractor Advance Projects.
Thestorybeganin1992whenfoundingdirectorAldertNieuwoudt–togetherwithhisbrotherMCandfriendKobusduToit–setuptheirfledglingearthworksbusiness.Startingoutwithonlyahandfulofpeoplebutplentyofambition;hardworkandacarefulchoiceofcapitalequipment,hasseenthebusinessmatureandexpandasaleaderinitsfield.It’salsoworthmentioningthatitnowprovidesemploymentforaround500people.
BasedinMooiplaatseastofPretoria,AdvanceProjectshasusedKomatsuproductsfromtheveryoutset,startingoutwithsecond-handequipmentandgraduallygrowingthesizeofitsfleetwiththeadditionofnewmachines.
5On Track - Oct/Nov 2015
Komatsu Customers
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“We’re very happy with our products and our fleet of dozers and excavators is literally 99% Komatsu,” says Aldert, who points out that the older machines are still earning their keep more than two decades down the line.Power and reliabilityThecompany’sfaithinthepowerandreliabilityofKomatsuwasdemonstratedduringthefirstfewmonthsof2016,whenittookdeliveryoffournewPC200-8MOexcavators,threePC300-8excavatorsandasingleD65EX-16dozer.
Thenewadditionshavebeentakenonboardnotonlytoreplaceexistingequipment,butspecificallyforuseinthedevelopmentofnewprojects,andthetotalsizeoftheKomatsufleetnowstandsatanimpressive30units.
“Businessconditionsaredefinitelytight,marginshaveshrunkandweneedtobeveryenthusiasticwhenwetender.Despitethis,therearesomeverygoodreasonstobepositiveaswehaveconsistentlyachievedyear-on-yeargrowthof20%overthepastthreeyears.Wehavedonethisbystayingcompetitiveinthemarketplaceandkeepingaverycarefuleyeonoperatingcosts,”hesays.
ThelatterisbeingfurtheraddressedwithKOMTRAX–Komatsu’swell-establishedandtechnologicallyadvancedremoteequipmentandfleetmonitoringsystem,whichiscurrentlybeingactivatedacrossallofthecompany’smorerecentacquisitions.
AldertbelievesthattakingtheadviceofhisdedicatedKomatsurepresentative,KarenvanderWalt,toutilisethiscomprehensiveplantmonitoringsystemcanonlybebeneficial,asitprovidesimmediatereferencetoessentialindicatorslikehoursworked,fuelconsumption,operatorperformanceandtheexactlocationofamachine.
“Itisaveryhandytool,notonlyfordeveloperslikeourselves,butalsoforplanthireoperators.Weoperatealloverthecountryandthisgivesusanimmediatereferencetowhat’sgoingonandwhere.Weneedtokeepuptodatewiththistypeoftechnologytorunourbusinessintoday’sconditions.”
Stick to the basics and remain positiveAfactorthathasenabledAdvanceProjectsnotonlytosurvivebuttoprosperinchallengingconditionsistostaywiththebasics.
“We’restickingtowhatweknowbest.Overtheyearswe’vebuiltupstrongrelationshipswithgooddeveloperswhospecialiseinprojectswithintheprivatesector,”saysAldertwhosebackgroundintheconstruction,civilsandbulkearthmovingindustries,ensuresthatheknowseveryaspectofthebusinessfromthegroundup.Healsomakesthepointthatthecompanyhastoworktoverycloselycontrolleddeadlines.
Lookingahead,hehasapositiveoutlookforthefuture:“Ifthepeopleinpowerdowhattheysaytheyaregoingtodotheeconomywillpickup,moneywillbespentthroughtherightchannelsandtherewillbealotofwork.Westartedfromverysmallbeginningsandworkedlatenightsand,inaway,nothinghaschanged.”
ADVANCE’SFLEETOFKOMATSUEQUIPMENT:• 4xPC200-8MOexcavators • 4xPC200-8excavators• 4xPC220-7excavators • 3xPC300-8excavators• 2xPC300-7excavators • 2XPC350-7excavators• 1xD65EX-16dozer • 3xWA320-5loaders• 2xJV100WA-1smoothdrumrollers • 1xJV100WP-1padfootroller• 3xWB93R-5TLBs
FoundingdirectorAldertNieuwoudtwithoneofAdvance’sKomatsuPC200-8MOexcavators
AKomatsu65EXdozer
AKomatsuPC300-8excavator
ADVANCEPROJECTSINVESTSINKOMATSUEQUIPMENTTOMAXIMISEOPPORTUNITIES
OnTrack-Nov/Dec2016
KOMATSUINNOVATIONANDBASILREADFOCUSMAKEFORAWINNINGCOMBINATION
Since the restructuring of the Basil Read Group two years ago, the company’s mining division has continued to consolidate its position as a leading specialist in surface contract mining. Khathutshelo (K2) Mapasa, Executive Officer: Mining, reflects on the industry’s current challenges and shares his vision for the future.
7On Track - Oct/Nov 2015
“Our task is to deliver a holistic service that encompasses every link in the mine value chain. As a contractor, we have to continually ask ourselves why the customer would want to outsource their operation. We have to demonstrate that we can do things better – the dominant issue being productivity. Our job is to produce more at a lower cost, using equivalent or even less equipment and resources.”
BasilReadMininghasdevelopedanimpressiveSouthernAfricanfootprint,withmajorcontractsincludingNamibia’sTschudicoppermine,Botswana’sLeralaandJwanengoperationsandDeBeers’VenetiadiamondmineinSouthAfrica.
K2believesthattheindustryisinastateoftransitionandthatitsdevelopmentlagsbehindthatofthemanufacturingsector.Thesocalledsupercycle–aseeminglynever-endingsurgeincommoditiesatattractiveprices–isalsowellandtrulyover.
“Thebottomlineisthatinanindustrywherebetween60%and70%ofcostsaremachine-related,availabilityandreliabilityarekeyfollowedinshortorderbyanoriginalequipmentmanufacturers(OEM)responsetoitscustomers’needs.”
Komatsu Customers
KOMATSUINNOVATIONANDBASILREADFOCUSMAKEFORAWINNINGCOMBINATION
7OnTrack-Nov/Dec2016
AKomatsuPC2000excavatorandaHD785dumptruckattheTschudicoppermineinNamibia
Most responsive supplierHegivesarecentexampleofacompetitor’sproductexperiencinganenginefailure.Availabilitywasnaturallycriticaltothecontract,andnosparepartswereavailableinSouthAfrica.AphonecalltoKomatsuconfirmedthatanequivalentmachinewasavailableforhireandtheproductwasswiftlydispatchedtositewhereitremainsinoperationtoday.
“KomatsuisdefinitelyourmostresponsiveOEMsupplierandthisisreflectedinthefactthat70%ofourmajormachinesareKomatsuproducts.Anotheraspectofourrelationshipisthatwecanworktogethertoextractmaximumperformancefromourequipmentforthebenefitofourcustomers.”
ThispointisillustratedbythecollaborationbetweenBasilReadandKomatsuwhichsalvagedacustomer’slong-termcontractforthesupplyofcopperore.Thedealhadbeenstructuredpriortotheplungeincommoditypriceswhichputthecommercialviabilityoftheprojectatrisk.
SynergiescreatedbyKomatsuandBasilReadsavedtheday,withcloseandeffectivecooperationelevatingproductivitytoover30%againstbudget,withoutasingleadditiontothefleet.
Thescaleoftheminingbusinessissovastthateventhesmallestofmarginalgains,forexample,fueleconomyorreductionsincycletimesarecompoundedtoaddmajorvalue.
“KomatsuisrespectedbyBasilReadasaninnovatorthatiscontinuallyrefiningitsproductsandsystems.Forexample,Komatsuhasdonealotintermsofengineimprovements.ThequalityofdieselinSouthAfricaisnotwhatitshouldbe,andenginemodificationshaveimprovedpoweroutputandfueleconomy.
“Anotherimportantinnovationhasbeentheintroductionoflighterbodiesforrigiddumptrucks.Wecannowloaduptobetween15%and20%morewhichishighlysignificantforcontractorslikeourselves,”hesays.
An effective machine health monitoring systemKOMTRAX,Komatsu’sremotemachinemonitoringsystem,isnowcrucialtoBasilReadoperations.“It’saneffectiveandinformativerepairsystemandwedownloadandupgradeourrecordsonaweeklybasis.ItwouldbeimpossibletosupportourownbusinessimprovementprogrammeswithoutthedataobtainedfromKOMTRAXandincidentally,competingequipmentsupplierschargeaveryhighpriceforthistypeofinformation!”
Theabilitytoaccessremanufacturedcomponentsandarrangingcompleteoverhaulsoflong-servingmachinesprovidescontractorslikeBasilReadwithavarietyofoptionswhenconsideringthereplacementorrenovationofitsfleet.
“AbigsuccesshasbeenKomatsu’srebuildoftherigidtruckfleetpreviouslyusedinourNorthWestironoreoperations.Thewholeprocesstookthreemonthsandthemachinesarenowasgoodasnewandperformingwithintheirkeyperformanceindicatortargetof85%availability.
9On Track - Oct/Nov 2015 9KomatsuHD785dumptrucksworkingontheTschudicoppermineinNamibia
Komatsu Customers
“Inanotherinstance,aringgearneededreplacingononeofourmachines.Thequestionwas,shouldwebuyareplacementorshouldwerepairit?WetookKomatsu’sadviceandrepairedthetruckandithassinceworkedforanother18monthsentirelytrouble-free.”
K2believesthattheoutlookfortheindustryisnowmorefocusedonproductivitythaneverbefore.
“Wehavetosweatourassetsintheknowledgethatthesupercycleisnomore.It’saboutaskingourselves,canIdosomethingbettertodaythanIdidyesterdayandcanIdoitevenbettertomorrow?WehaveaverygoodrelationshipwithKomatsuandwanttotakeittothenextlevel.”
Khathutshelo(K2)Mapasa,BasilReadExecutiveOfficer:Mining WorkatNamibia’sTschudicoppermine
OnTrack-Nov/Dec2016
KOMATSUVERSATILITYTICKSTHERIGHTBOXESFOREPHPLANTHIRE
The Centurion-based business began operating 12 years ago, with two tractor loader backhoes and a single PC200 excavator. Fast-forward to 2016, and its activities have expanded to warrant a fleet of more than 40 units, of which a significant proportion are Komatsu products.
HeadofSalesandOperationsBrendanBadenhorstexplainsthatmuchofthecompany’ssuccesshasbeenearnedbyexploitingopportunitiesinanichemarket,usingqualityequipment.
“PastexperiencemeansweknowthatKomatsuproductslast,andbecauseweareconfidentintheirreliability,wecanofferour services to customers in remote areas. Wearealeadingspecialistinhydraulichammerrentalandhavegrowntooperatenationwide,”hesays.
KomatsuPC220-8
NewtoitscurrentfleetofKomatsumachinesareEPH’sPC55mini-excavatorsandPC220excavators.
Multifunctional solutions“Komatsumachinesallowforthefitmentofvariousattachments,includinghydraulicrippersandhammersorbuckets,whichcanbeinterchangedontheexcavators.Forexample,ourKomatsuPC55compactmini-excavatorshavedeliveredexcellentresultsequippedwithhammersandbuckets,offeringourclientsamultifunctionalsolutionforelectricalandwaterinfrastructureprojectsinruraldevelopmentareas,”Brendansays.
Havingtherightproductsattherighttimeisanage-oldmarketingcliché,butitstandsthetestoftime.EPHPlantHire’sinvestmentinnew,advancedproducts,
includingKomatsu’sfive-tonnecompactlower-capacityexcavators,isreapingrewards.
Brendanremarksontheperformanceofhisoperation’snewline-upofKomatsuP220excavatorsfittedwithhydraulicrippers,whichhavecreatedanalternativerockbreakingsolutionthatisfastandeffective.
“Thisnewproducthascreatedacompetitiveadvantageinacompetitivehammermarket.”
Sparesavailabilityisacrucialfactorand,inhisopinion,morethanoutweighstheperceivedcostadvantagesofinvestinginlower-pricedbutpoorlysupportedproductsfromemergingmanufacturers.
11On Track - Oct/Nov 2015
Komatsu CustomersKomatsu Customers
EPH Plant Hire’s fleet of Komatsu excavators include: • 8xPC200-8MOexcavators • 2xPC220-8excavators• 2xPC300-7excavators • 2xPC55excavators• 2xPC200-7excavators • 1xPC270-7excavator
Having the best available equipment is key to success in the rental industry and EPH Plant Hire leaves little doubt that Komatsu is the manufacturer of choice.
KomatsuPC200-8MO
KomatsuPC55
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Making life easierBrendanalsodemonstratesadetailedknowledgeofday-to-dayoperations,aidedinnosmallmeasurebyKOMTRAX-Komatsu’sautonomousmachinehealthmonitoringsystem.
“KOMTRAXmakesourliveseasier—wehaveafullpictureofhoursworked,acompletereferencetooilpressureandtemperatureandearlynoticeofroutinemaintenanceneeds.”
“We’redoingsurprisinglywellinwhatisdefinitelyaverychallengingbusinessclimateandasthemarketsturn,wearedefinitelypoisedtogrowtoanevenhigherlevel.”
KomatsuPC220-8ripperOnTrack-Nov/Dec2016
MANANDMACHINE-RENTADOZER
Plant hire is one tough business – hard on people and even harder on machines. So when a large operator says that his replacement parts bill for a fleet of almost 20 pieces of Komatsu equipment comes to less than R12 000 over an entire year, you have to sit up and take notice.
Theodor Kleynhans, owner of Marble Hall-based Rent A Dozer, explains how in 2015 it cost him just R11 400 in parts to keep his fleet of 18 Komatsu excavators, dozers and front-end loaders in perfect working order. To fully understand what is for him a routine performance, one has to take into account the passion with which he runs every aspect of his 22-year-old business.
Starting outAllsetforacareerinagriculture,TheodorwasblessedwithakeeninterestinallthingsmechanicalandaskedhisfatherifhecouldrestoreadormantKomatsuD50-15dozer.Withthejobcomplete,itwasn’tlongbeforeheleftfarmingforplanthirewiththisself-samedozer.
Intheearlyyearsheworkedsinglehandedlyasoperator,mechanicandmarketeranditwasregularpracticetotramamachineveryslowlyupto20kilometrestoandfromjobs.Theodormaderealprogress,however,andinthattimeaccumulatedafleetofadozenusedKomatsudozers,whichhepersonallyreconditioned.
RentADozer’sfirstnewpurchasecamein2004,withthedeliveryofaKomatsuPC200-7excavatorwhichisstillinservicetoday.
The right machine for the jobItisfromexperiencegainedintheseearlyyearsthatcreatedthepillarsonwhichRentADozerhasbuiltawell-deservedreputationforthequalityandreliabilityofitsequipment,andaworkethicthatissuperblycost-effective.Theodor’sstrategyisbaseduponthecorrectchoiceofequipmenttosuitanapplication,arigidservicingscheduleandadeep-rootedrespectforequipment.
MembersoftheRentADozerteam(fromleft):Marie,Marna,Hercu,Theodor AD65EX-16andD65EX-15crossripping D65EX-16busyripping
RentADozer’splantrange,availableforrental
13On Track - Oct/Nov 2015
“If you take into account what a machine can earn working trouble-free between service intervals, the maintenance costs are negligible. Decide for yourself – do you want to run a mechanical breakdown workshop or a plant hire business?” he asks.
Komatsu CustomersKomatsu Customers
“Firstofall,itisessentialthataproductbeusedinanapplicationforwhichitwasoriginallydesigned.Likeaviation,earthmovingequipmentisnotdesignedtofail,itismostlywhenitisabusedorthereisapilot/operatorerror,thatthingsgowrong.”
“Komatsuproductsaredesignedtoperformandwehaveaservicingpolicywhichensureswecarryoutpreventativemaintenanceevery200hoursandafulllubricationservice,includingengine,transmissionandhydraulics,every1000hours.”
Maintenanceactivitiesarenotrestrictedtoregulatedserviceintervals.Everytimeamachinecomesinfromsiteitreceivesathoroughinspection,iscleansedandtheradiatorsandelectricalharnesseskeptfreeofdustandmud.Anotherindividualtouch
isthatTheodorinsistsontrackingeveryoutgoingmachineontolowbedtrailerspriortodespatch.
“Thisgivesmeanopportunitytoinspectallthemachines’functionsandIcanalsocheckifthereareanyenginenoisesorvibrationswhichmightgivewarningofapotentialproblem.”
Ithastobeaddedthathetruckedmachinestositehimselffor20years,addingyetanotherdimensiontotheRentADozerserviceoffering.
Respect for machineryRespectformachineryisofparamountimportance.Heinsiststhateverynewoperatorspendaminimumofsixweeksworkingasaservicecleanertogettoknowthemachinery,toappreciatethechallengesitfacesonsiteandtheimportanceofitspresentationtothecustomer.
“It’snotenoughjusttogothroughthemotions;wehavetolearntocherishourmachinery.”
Oncethenewcomerhascompletedhisinduction,hethenworksunderthesupervisionofanexperiencedcolleaguewhoensuresthathedoesnothingtoharmeithertheinternalworkingsorexternalappearance.InTheodor’eyes,bothfactorsareequallyimportant.
Respectformachineryalsoextendstorespectforitsmanufacturer.
“IfyoustandaKomatsunexttoacompetitors’product,youcanpickupdetaildifferences.Theseincludeslightlythickergaugesofmaterials;doorsandhousingsfit
seamlesslytothemainbodyofthemachineandtheattentiontodetailinthecabisoutstanding.”
HisobviousenthusiasmforthebrandcouldalsobeduetothefactthataPC200-7excavatorheboughtin2008wasrecentlysoldforitsoriginalpurchasevaluedespitedeliveringnearly8000hoursoffault-freeservice.
It’sararesightintheplanthireindustrytoviewanoperationthatkeepsitsmachineryinimmaculatecondition,butthat’sthewayitisatRentADozer.It’salsoworthnotingthatprideofplaceinthemachineparkisgiventothefaithfuloldD50dozerthatbeganitallmorethantwodecadesago.
ThisD65A-8haslogged38000hourswithoutanyworkdoneonthesteeringclutchesorfinaldrive
RENTADOZER’SCURRENTKOMATSUFLEET:
DOZERS:1xKomatsuD50-15(firstpurchasedin1980,renovatedin1990)2xKomatsuD51EX-22(2010,2012)2xKomatsuD65A-8(1996,1998)2xKomatsuD65EX-15(2008,2010)2xKomatsuD65EX-16(2013,2016)
EXCAVATORS:1xKomatsuPC200-7(2009)2xKomatsuPC200-8(2012,2015)1xKomatsuPC300-7(2009)
FRONTENDLOADER:1xKomatsuWA320-5(2012)
RentADozer’splantrange,availableforrentalOnTrack-July2015 1313OnTrack-Nov/Dec2016
KOMATSUFOCUSESONAFTERMARKET
Komatsu’s commitment to aftermarket excellence was firmly underlined at the internal and very intensive aftermarket conference held in Isando between 5 and 7 August 2016.
Theevent,whichwasthebiggestevertobestagedbyKomatsuAfricaHoldings(KAfH),wasattendedbymorethan130delegates,themajoritybeingcustomersupportrepresentativesfromalloverSouthernAfrica.
Inhisopeningpresentation,ManagingDirectorMikeBlomillustratedthevitalimportanceoftheaftermarketbothtoKomatsuanditscustomers,andhowservicingthismarketmakesaperfectfitwiththeKAfHvisionstatement:“TobetheleadingearthmovingequipmentcompanyinSouthernAfrica,withthehighestlevelofproductsupportandvalueaddtocustomers’businesses.”
HeexplainedthattheKomatsubrandmanagementconceptrequiredashiftinthemarketingparadigm–movingawayfromatransactionalmindsettooneofbuildingandcementingrelationships.
“RenderKomatsuinvaluabletocustomersandcontinuetobeselectedasthepartner
ofchoice.”Thismeanschangingtheemphasisfromoverallmarketsharetothatofincreasingourshareofacustomer’sbusiness.
DeputyManagingDirectorHiroshiHigashideunveiledadetailedactionplanwhichnotonlyhighlightedtargetareasforaftermarketexpansion,butexamplesofhowthecarefulmarketingofaftermarketproductsandservicescangreatlybenefitbuyers.
OneexampleheprovidedwasabusinessmodelthatdemonstratedthevalueofacustomerselectingagenuineKomatsureplacementundercarriageagainstareplicaproduct.WhiletheKomatsuoriginalcost30%morethantherivalproduct,itswearratiowasproventobelessthanhalf,makingasoundcaseforstayingwiththeoriginalequipmentmanufacturer.
Anotherillustrationshowedhowtheuseofafullrebuildprogrammecouldenableacustomertoincreaseproductivitywithincapexlimitations.Forexample,thecostofarebuildwouldonlybearound60%ofthatofanewproduct.
TheevergrowinguseofKOMTRAXalsopresentsanopportunitytoprovidea
proactiveaftermarketservice.ThankstoKOMTRAX,thereexistsawealthofinformationconcerninganindividualproduct’soperationalhistoryandtheintervalsatwhichreplacementorremanufacturedpartswillberequired.
AfurtherinnovationlaunchedattheconferencewasthesupplyofKomatsugenuinefilterkitswhichoffersignificantcostsavingadvantages.
GeneralManagerSalesandMarketingMikeHelmannouncedtheintroductionofthefreeperiodicalmaintenanceforGD675-5andPC200-8MOsfor12monthsor2 000 hours.
GuestspeakerfromJapanwasYoshioYonehara,GeneralManagerMarketingfortheaftermarketbusinessdivisionofKomatsuLTD.
Inhisaddress,heclearlystatedcompanypolicygoingforward:“Regardlessofmarketconditions,ourgoalisthesustainabledevelopmentoftheKomatsubusinessworldwidefollowingtheprinciplesofbrandmanagement,”hesaid.
Thesecondphaseoftheconferencewasdevotedtotrainingontheproducts
TheannualsalesconferencefocusedonKomatsu’saftermarketproductsandservices
15On Track - Oct/Nov 2015
Komatsu CustomersKomatsu News
OnTrack-July2015 1515TheKomatsuPartsDistributionCentre
andservicesthataretheessentialcomponentsofKomatsu’saftermarketarmoury.Duringthecourseoftheweekend,delegatesattendedninedifferent90-minutemodulesatavarietyoflocationswithintheheadofficefacility.
Splitintogroups,theyundertookfactfindingtoursaroundthePartsDistributionCentreandremanufacturingfacility.SupplierswerealsorepresentedandincludedKomatsuUndercarriagesIndonesia,HensleyIndustries,asupplierofgroundengagingtools,andKomatsuGenuineOils.
TheKomatsucontinuousimprovementdepartmentprovidedtrainingonKOMTRAXaswellasthehighlyinnovativelightweightbodieswhicharenowavailableforfitmenttolargecapacitytrucks.TheaftermarketteamledbymanagerKevinNaidoowasatthecentreoftheprogramme,andproductanddataanalysisspecialistswereonhandtogiveadviceonthepracticalaspectsofaftermarketsalesandservice.
Initialreactionsfromtheconferencehavebeenexceptionallypositiveandtheaftermarketteamhasreportedasurgeofinterestfromoperationsthroughouttheregion.
TheannualsalesconferencefocusedonKomatsu’saftermarketproductsandservices
Forpeakperformance,pickgenuineKomatsuparts
TomohiroMorioka-MarketingAnalyst,HiroshiHigashide-DeputyManagingDirector-KomatsuSouthAfrica(Pty)LtdandKevinNaidoo-AfterSalesManager
OnTrack-Nov/Dec2016
KOMATSUCAMPUS:FIRSTSODTURNED
The sod turning ceremony for our new Komatsu Campus took place in April, 2016. The site for this purpose-built 300 000m² facility is in Germiston’s Tunney Extension 3, barely three kilometres away from our current head office in Isando.
DeputyManagingDirectorHiroshiHigashideexplainsthattheprojectwillputKomatsu‘ssalesandservicefunctionsinanidealpositiontocapitaliseonmarketresurgenceopportunitieswithintheshort,mediumandlongterm.
Atthesametime,itwillservetoimprovestillfurthertheextentofKomatsu’sfieldandtechnicalserviceofferings.
“Ourcurrentoperationsareconductedfromthreefairlydistantlocations.Ineverycase,spacelimitationswillhinderthepossibilityoffutureexpansionandthefacilitiesthemselveswouldatafuturestagerequireextensiverenovations,”hesays.
ThecampussitewillcombineourIsandoandheadofficeoperations,PartsDistributionCentre,Remanfacility,equipmentandundercarriageworkshop,
trainingcentreandsupplier/partnerpremises–allinonelocation.”
ConstructionworkonthenewPartsDistributionCentrehasbegunandtheunitisexpectedtobefullyoperationalbyOctober2017.Completionofthecampusinitsentiretyisscheduledfor2021tocoincidewithKomatsu’s100thanniversary.
ThestrategicdecisiontoplacetheconcentrationofSouthernAfricanoperationsinoneareawillunlocksomesignificantbenefits.Fromamanufacturingperspective,improvedworkflowintheRemancentreandtheequipmentandundercarriageworkshopaswellasfacetofacecommunicationacrossalldepartments.
CustomerswillhavetheopportunitytoappreciatetheentireKomatsuoffering,includingproducts,sparesandservicecapabilitiesinonesinglelocation.Anotherlong-termdreamcomingtrueisatrainingareawhichwillnotonlyfacilitateproductdemonstrations,butprovidenewoperatorswiththeexperienceofoperatingKomatsuearthmovingequipment.
Picturedfromleft,atthesodturningceremonyareBrendanBaiocchi(Investec),NonhlanhlaMayisela(Investec),HiroshiHigashide(Komatsu’sDeputyManagingDirector),MikeBlom(Komatsu’sManagingDirector),IkuoSugiyama(Komatsu’sDirector),DavidRosmarin(Investec)andMikeBolland(Komatsu’sChiefFinancialOfficer)
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Komatsu CustomersKomatsu News
OnTrack-Nov/Dec2016
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Komatsu CustomersKomatsu News
Construction work on the new Parts Distribution Centre has begun and the unit is expected to be fully operational by October 2017. Completion of the new Komatsu campus in its entirety is scheduled for 2021 to coincide with Komatsu’s 100th anniversary.
OnTrack-Nov/Dec2016
The late Nelson Mandela said that education is the most powerful weapon we can use to change the world, and we at Komatsu agree. Through our CSI programme we aim to give those less privileged than ourselves the means to improve their lives, and the lives of people living in their communities.
GIVINGEDUCATIONTHEEDGE
Komatsu isn’t just a company that builds quality capital equipment. It’s a business focussed on developing human potential. We believe the best way to achieve this is by empowering people through education. Here we showcase some of our most recent work in this all-important area.
KOMATSU-CUMMINS PARTNERSHIP KomatsuandCumminshavesetthewheelsinmotioninthelocalcomponentofaglobalalliancethatwillbenefitlow-incomecommunities.Thepartnership–whichextendsacrossseveralcontinents–waslaunchedearlierthisyear.
Ourtwocompanieshaveamutualpassionforstrengtheningeducationandhaveovertheyearsworkedonseveralprojectstogether.Byformalisingtheexistingpartnership,wewillbeabletopoolourresourcesmoreeffectivelysothatcommunity-focusedprojectshavemaximumimpact.
TEC initiativeOneprojectthatwillsoonbegainingtractioninSouthAfricaistheTechnicalEducationforCommunities(TEC)initiative.
SouthAfricaremainsindesperateneedoftechnicalskillsandascompanies,bothKomatsuandCumminsrequireemployeeswiththerelevantindustryqualifications.Atthesametime,disadvantagedcommunitiesneedaccesstoqualityskillstrainingopportunitiesthatwillleadtosustainableemployment.
Ateamcomprisingrepresentativesfromeachcompanyrecentlyconductedaneedsassessmentoftechnicallearninginstitutionsintheareasinwhichweconductasignificantportionofourbusiness.TheseincludetheNorthernCape,LimpopoandGauteng.
Theidentificationprocessinvolvedanassessmentof11colleges,andtheEkurhuleniCollegewasfoundtobethemostsuitableowingto:• ItscommittedleadershipandalignmentwiththeTECproject• Hugedemandfortechnicalskills/workplacelearningneedsinthecommunity• Proximitytopartnersandaccesstostudentsfromdifferentprovinces.
ThenextstepwillbetosignthememorandumofunderstandingandcommencewithadetailedassessmentoftheTECschool.
Global impact Thepartnershipwillseethefurtherstrengtheningofcollaborative,community-focusedinitiativesnotonlyinSouthAfricabutalsointheUnitedStates(US),AustraliaandPeru.• IntheUS,CumminsandKomatsuhavelaunchedavocationaleducationpathwaysprogrammewithsupportfromtheStateofUtah• AnationalagreementtogrowexistingcollaborationtofiveTECsiteshasbeensignedinAustralia• InSouthAmerica,Komatsu-MitsuiMaquinariasPeruhaslaunchedaTECpartnershipwithaschoolinArequipa.Thisfocusesspecifically onthemaintenanceofheavy-dutymachineryatminesites.
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Komatsu CustomersKomatsu News
Totheleft:CorvinBradyandhisco-speaker,NaoFukuoka,attheInternationalUniversityofJapanInternationalFestivalin2015Above:CorvinwithhissupervisorProfessorToshiroWakayamaatIUJ.CorvinstudiedforanIMBAinJapanaspartofhisscholarship
“The ABE programme provided us with an opportunity to take a young African graduate and develop his professional skills to a higher level. More importantly, the programme has provided Corvin with the additional knowledge and experience of working in Japan. The Japanese government, together with Komatsu, has invested in his future and I have no doubt that this will have a positive return for Africa,” says Komatsu’s Managing Director, Mike Blom.
KOMATSU’S CORVIN BRADY COMPLETES JAPANESE ABE PROGRAMMEAsacompanywithstrongtiestoJapan,KomatsuSouthAfricaisprivilegedtohavehadoneofouremployeessuccessfullycompleteafulltimeMastersinBusinessAdministration(MBA)inJapan.CorvinwasfortunatetobeawardedascholarshipthroughtheJapanInternationalCo-operationAgency’s(JICA)AfricanBusinessEducation(ABE)initiative.
Japanimportsaround60%ofitsnaturalresources,includingoil,naturalgas,ironoreandfoodfromdevelopingcountries,andthereforeidentifiedtheneedtodevelopskillsbeyonditsownborders.GovernmentagencyJICAhasbeeninstrumentalinimplementingofficialdevelopmentassistanceprogrammes,includingthemaster’sdegreeandinternshipprogrammeoftheABEinitiative.
Corvinisoneof1000AfricangraduatestohavecompletedtheABEprogramme,andearnedhisone-yearintensiveMBAattheInternationalUniversityofJapan(IUJ).Followingthis,hecompletedasix-monthinternshipatKomatsu’sTokyoheadoffice.
“IhavehadthechancetoaccruethemanagementskillsIneededtoreachthenextlevel,andlearnedhowJapan’sworkcultureandmanagementpracticecanbeintegratedintoSouthAfricanbusiness,”saysCorvin.
EDUCATION-FOCUSED CORPORATE SOCIAL INVESTMENTAlthoughSouthAfricahasnoshortageoftalent,youngpeopleoftenlackthefinancialresourcestogainanadequateeducationthatwillleadtosustainableemployment.
Komatsuisplayingitsparttoaddressthischallengethroughinitiatives,largeandsmall.Theseinclude:• The DenRon-Komatsu Training CentreinPlettenbergBaywhereeveryyearmorethan100unemployedstudentsaregivenanopportunitytoimprovetheiracademicqualificationsandskills.Thecentreopenedin2007andaimstouplifttheBitouLocalMunicipality’smanyunemployedbyprovidingfreeadult-basiceducationandtraining.AccreditedserviceproviderTripleETraininghasissuedmorethan2140certificates.Somegraduateshavemovedontoattenduniversityand15haveobtainedtheirN3qualificationsinelectrical
engineering.ThetotalfinancialcommitmentbyKomatsuandDenRonisR1.8millionperannumandincludestransportation,textbooksandstationery.
• Kathu High School islocatedclosetoourSishenminingsiteintheNorthernCape.Herewecoveredthecostofschoolfeesfor70underprivilegedlearnersin2014,2015and2016.
• Sponsorship of top academic performers who,despitetheirchallengingbackgrounds,aredisciplined,courageousandhaveshownstrongleadershipskillsfromanearlyage.OnesuchexampleisKgomotsoSekhukhunewhohasbeenawardedafive-yeargranttoattendJohannesburg’sJeppeHighSchoolforGirls.SimilarscholarshipshavebeenawardedtoGeorgeMofokengandLesegoKhuzwayo,whoarenowexcellingatJeppeHighSchoolforBoys.
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NEWKOMATSUADCAMPAIGNMAKESABOLDSTATEMENT
Fromlefttoright:TheKomatsugenuinepartsspecificadverthighlightsKomatsu’scommitmenttoaftermarket.TheRemanufacturingadvertfocusesonindustry-leadingequipmentwarranty.TheKomatsuconstructionadvertfeaturesthepopularandimpressivePC200-8MOexcavator.AgenericminingadvertemphasisesthestrengthofKomatsuequipment.ThesecondconstructionadverthighlightsthemotorgraderGD675-5anditsfeatures.
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Komatsu NewsKomatsu CustomersKomatsu News
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In October we launched a new and powerful advertising campaign to reflect the quality and competitiveness of our equipment and the value-added benefits that come with them.
Amodernandeye-catchingcreativeexecutionisunderpinnedbytwostrongstatementsconcerningourglobalbrand,itsproductsandourcustomers:
‘Together we innovate’ and
‘100 years of engineering can’t be wrong’. ThelatterisparticularlyaptinadvanceofKomatsu’supcomingglobalcentenary.
Fiveindividualprintadshavebeencreated:twofeaturingtheindustrycompetitivePC200-8MOexcavatorandthepopularGD675-5motorgrader,whileagenericminingproductsademphasisesthestrengthofacenturyofinnovation,andalthoughqualitycomesstandardonallKomatsuequipment,itisthevalueaddedextrasthatcount.
Theseextrasinclude:KomRent’sflexiblefinancesolutionsandadvancedmachinemonitoringthroughKOMTRAXandKOMTRAXPLUS.KomCare,arecentlylaunchedmaintenanceandserviceplanalsocomesstandardasanaddedvalueontheGD675-5motorgraderandthePC200-8M0excavator.
Wealsohighlightourstrengtheningaftermarketbackup,serviceandsupportcomponent,focusingspecificallyonourworldclassPartsDistributionCentre(PDC)andremanufacturingfacility(Reman).ThepromiseofRemanandthepartsservicearedirectandspeakforthemselves:‘Aftermarketisneveranafterthought,46472genuinepartsonhand’and‘Asgoodasnew,atafractionofthecost’.
Allinall,thenewcampaignhighlightsthatKomatsu,itsproductsandaftermarketserviceareaforcetobereckonedwith.Andwhynot?
After all, 100 years of engineering can’t be wrong.
OnTrack-Nov/Dec2016
MEETBRETTTROJANOWSKI
Brettstartedoutasacompanysalesrepresentative,beforeassumingresponsibilityforkeyaccountswhichledtohisappointmentasSalesManager.Helaterbecameinvolvedinoperationalmanagementwhichhebelievesgavehimvaluableinsightintothecriticalrolesandresponsibilitiesofanefficientsalesteamwithinacorporatestructure.
“Ilearnedthevalueofreportingsystemswhichprovidedetailedinformationconcerningateam’sactivitiesinthefield.Whileitisimportanttorecordandreporttotopmanagementonnewbusinesswins,itisequallyvitalthatwehighlightareaswhereweneedtoimprove.”
Oneofhisfirstactionswillbetoimplementasystemthatwillcreateamorefocussedapproachtosellingactivities,andatthesametimeprovideseniormanagementwiththetypeofinformationitneedstomakevalue-baseddecisionsthatbenefitthecustomer.Atthesametime,he’llalsobeworkinghardtoensurethatmembersofhisteamareconstantlykeptabreastofleadershipdecisionsarounddevelopmentsthatwillassisttheirdailyrolesinthefield.
Whileheisafirmbelieverinconstructiveanalysisanddrawing‘factsfromfigures’asanessentialmarketingtool,Brettisnodeskboundmanagerandrelishestheprospectofgettingoutandabouttomeetcustomerstogetherwithindividualmembersofthesalesteam.Theaimis,ofcourse,toshapeandgrownewandexistingrelationshipsandbuildonanalreadypowerfulandreputablebrand.Anothermechanismheplanstointroduceisthatofthe‘lostsale’report.Thisisnottoberegardedinanegativelightbutshouldseenasapositiveforfuturegrowth.Ifasaleislost,itwillbereported
andtheunderlyingcausesidentified.Correctivemeasurescanthenbeappliedintheinterestsofcontinuousimprovement.
Agoalorientatedindividual,Brettisastrongbelieverinsuccessionplanninganddevelopingtalent.Hehashimselfenjoyedthebenefitgainedfromhavingalong-termmentorandbelievesthatanysuccessfulsalesteamhastohaveastrongsupportbaseespeciallyinrespectofcoachingsothatitsmembershaveanopportunitytobecomewinnersintheirownright.
“Theabilitytogrowgoodpeopleandprovidethemwiththetrainingtoassistthemrealisetheirtruepotentialisavitalingredientofagoodgameplan,andIbelievethatwehaveboththeproductsand,mostimportantly,thepeopletonotonlydeveloptheregion,buttoaddvaluetoourcustomers’businesses.”
The Isando sales territory forms the heartland of the country’s construction market and offers excellent opportunities for us to grow our share in this key region.
“Ithasbeenarefreshingexperiencetomeetandgettoknowateamofpeoplewhohavereallyimpressedmewiththeirenthusiasmandprofessionalattitudetotheirwork.”
Brettbringswithhimadecadeofin-depthexperienceinsalesandmarketinggainedinanindustrynotdissimilartoourown–thedistributionofhighperformancedieselenginesforawidevarietyofindustrial,agriculturalanddomesticapplications.
WhileheacknowledgesthathestillhasagooddealtolearnaboutKomatsu,itsproducts,peopleandcustomers,hebelievesthatpastlessonslearnedcanbeputtogooduseinhisnewrole.
Brett Trojanowski was recently appointed Regional Sales Manager for the Komatsu Isando region and is excited to grow the Komatsu brand in this all-important area.
Komatsu’snewRegionalSalesManagerBrettTrojanowski
On a personal note…Brett is a keen sports enthusiast having run track for South Africa in his earlier years. These days he spends a lot of his spare time on the golf course and at one time played with a nine handicap. He’ll be tying the knot in the near future.
25On Track - Oct/Nov 2015
Komatsu News
KEEPINGCOMPLIANCEINPLACE
Komatsu South Africa has garnered significant efficiencies with the establishment of a dedicated internal auditing team in early 2015.
HeadedbyEhsaanMoosa,thefour-mandepartmentkeepsaclosewatchfuleyeoncompliancewithallsystemsandprocedures.Amongthekeyprocessessubjecttoauditincludepartsinventorymanagement,services,equipmentinventorymanagement,revenueandoverallfinancialmanagement.
“Auditswerepreviouslyundertakenbyanexternalserviceprovider,withtheresultbeingthatcertainoutlyingoperationswereexcludedfromtheprocess.Today,everybusinessunitundergoesregularassessments,aprocessthatprovidesassuranceforbothKomatsuanditscustomers,”hesays.
Auditsarecarriedoutacrossawidegeographicalfootprintincorporatingasubstantial57headoffice,branchanddepotsitesdistributedacrossSouthAfrica,Botswana,Namibia,ZambiaandMozambique.Andtheteamnotonlymonitorscompliancewithinternalprocesses,butalsogivescognisancetostandardssetoutbycustomers.
Apartfromimprovingstandardisationacrossoperationalunits,theprocessidentifiesinefficiencies.Remedialactionsareloggedandthentrackeduntilanissueisresolved.
“Theestablishmentofaninternalauditingfunctionhasmeantimprovedcommunication,whichhasresultedinasubstantialimprovementintheremediationofdeficienciesidentified.
“Successrateshaverisenfrom15%to65%inasingleyear,andwehaveseennotableenhancementsinboththeunderstandingofandadherencetointernalpoliciesandprocedures,”saysEhsaan.
Workingcloselywithoperationsunitshasresultedinseveralprocessadvancementsandcostsavings,whichultimatelybenefitthe customer.
“Weseeourselvesasavalue-addingdepartmentthataidsthebusinessbyfocusingonbothhighriskandhighbenefitareas.Withthiscomesimprovedcompliancerelatingtoprocessesandcontrolsandtherebyenhancesourcredibilitywithourmanycustomers,”saysEhsaan.
Auditproceduresincludeanassessmentofwhethersalesandservicepersonnelhavecompliedwithpoliciesandprocedures,thusensuringthatcustomershavenotbeeninvoicedincorrectlyandthatnoerrorshaveoccurred. J-SOX implementationUponestablishment,theauditteam’sfirstmajortaskwastofacilitatetheAfricanbusiness’switchfromtheAmericanSarbanes-OxleyAct(SOX)toJapan’sFinancialInstrumentandExchangeLaw,commonlyreferredtoasJ-SOX.
Thesesystemsgovernfinancialreportingandprotectshareholdersandthegeneralpublicfromaccountingerrorsandfraudulentpractices.Atthesametime,theyimprovetheaccuracyofcorporatedisclosures.
Bystrengtheningthecontrolenvironment,J-SOXpromotesgoodgovernance,disciplineandstructure,instilsethicalvaluesamongemployeesandfosterstraininginthecorrectuseofprocedures.
Picturedfromleft:IsmailLaher(ManagerInternalAudit),TaniaJacobs(SpecialistInternalAudit)andEhsaanMoosa(SeniorManagerInternalAudit)
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Komatsu People
OnTrack-Nov/Dec2016
GETTING BETTER ALL THE TIME
Before the financial downturn, our organisation underwent a massive growth phase and while the lull brings with it its own challenges, it has given us the breathing space we needed to strengthen all aspects of the aftermarket service offering we provide. In addition, we’ve been able devise some truly novel solutions around equipment maintenance and financing.
AsKomatsu’sapproachesits100thanniversaryin2021,wehaveadoptedtheslogan‘TogetherweInnovate’becauseinnovationcentredoncustomerneedsisreallywhatit’sallabout,especiallyintryingtimes.Thismeanscomingupwithinnovativesolutionstomanyofthechallengesthatcustomersgrapplewithunderprevailingmarketconditions.
I’ve always said that great products will sell themselves, however, it’s what comes after the initial sale that makes the real difference.
MikeHelm
KomCareInourdealingswithourcustomersweidentifiedtheneedforspecialistpackagesthatwoulddeliverexceptionalstandardsofservicing,butatthelowestpossiblecost.
OurresponsewastheintroductionoftheKomCaremaintenanceandserviceplan,whichhascomestandardwithourpopularrangeofPC200-8MOexcavatorsandGD675-5gradersduringthecourseof2016.Thepackageoperatedunderthetermsofamaintenanceplanlifecycleofoneyearor2000servicemeterhours,withourselvesmanagingtheplanningandschedulingofservices.
Themoveprovedtobeanextremelysuccessfulone,somuchsothatwehavedecidedtoextendittoallourranges–however,packagescannowbetailoredtomeetindividualcustomerrequirements.
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Komatsu PeopleKomRentEngagementwithourcustomersalsohighlightedtheurgentdemandforalternativefinancingstrategiesthatgivebuyersaccesstotheequipmenttheyneedwithoutimpactinguponconstrainedcashreserves.
OuranswerwasKomRent,whichprovidesaresidual-basedrentalsolutionthatoffersacombinationofcost-effectiveandadaptablefinancingoptionsacrossKomatsu’sfullrangeofequipment.
Insteadofcarryingtheburdenofpurchasingequipmentoutright,ourcustomerscannowconservecashandatthesametimemaintainfullcontrolwithanattractiverangeofflexibleend-of-termoptions.
Again,thismovehasprovedtobeabeneficialone,havinggivennumerouslargeandsmallbuyersaccesstotheequipmenttheyneedtodobusiness.
AftermarketWe’vealsodonealotofworktoelevateperformanceinrespectofaftermarketserviceacrosstheboard,notonlyaroundserviceandmaintenancethroughKomCare,butthroughourPartsDistributionCentreandtheremanufacturingofcomponentsasamorecost-effectiveoption.
Theysaythatthefirstmachineissoldbythesalesmanandthesecondbythoseresponsibleforaftermarketservices.Wearenotafterone-offsales,butratherlonglastingandmutually-beneficialrelationships.Infact,wemeasureoursuccessonrepeatbusiness.
Theproofis,ofcourse,inthetasting.Thefactthatourproductscancompetewithanybranddoesn’tcomeintoquestion.Butwedorecognisethatwearenotquiteasgoodaswecouldbeincertainareas.
Intenseworkinthisrespecthasbeenhappeningforsometime,andwebelievethatweareontherighttrack.TheseeffortshaveinvolvedcollaboratingwithbuyersandourprincipalsinJapanandimprovingcommunicationamongourownteamstoelevateperformance.
We want to hear from you
Theysaythatanequipmentsupplier’sbackupisonlyasgoodasitscommunicationwith
customers,andweneedyoutokeepushonest!Iinviteyoutoletmeknowhowwearedoing.Whether
positiveornegative,feedbackalwaysresultsinlearning,whichnaturallyleadstoimprovement.
Ifwearedoingwellinoneaspect,thissuccesscanbereplicatedinotherareasofourbusiness.If,ontheotherhand,thereareareaswhereyoubelievewecouldbedoingbetter,wewanttohearfromyou.Pleaseemailmedirectlyat:[email protected].
Mike Helm GeneralManager:SalesandMarketing
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Komatsu People
KomatsuSouthAfrica(Pty)Ltd,CnrDieselandIsandoroads,Isando1600,SouthAfricaTel:+27119231000.Fax:+27119231303.Customercareline:08605662878Anycommentsorsuggestionsarewelcome.PleasecontactAntonyTymvioson0119231210orantony.tymvios@komatsu.co.zawww.komatsu.co.za