Becoming a partner of the customer helped Hino grow market share
THE Hino Total Support programme was the main driver for the success enjoyed by Hino South Africa in 2015, according to vice president Ernie Trautmann.
The support programme has the self- explanatory slogan of becoming a Partner of the Customer and was rolled out globally two years ago. “We are delighted at the enthusiastic manner in which our staff and dealers have em- braced this holistic programme, which encourages the building of trust and meaningful relationships between Hino Japan, Hino South Africa, the dealers and their customers,” said Trautmann.
Sales in 2015 hit an all- time high of 4 094 units in a year in which the overall local truck and bus market fell by three percent. Hino also had record parts sales in 2015. “We are particularly proud that we did not change our 2015 sales target during the year and stuck to the forecast set in October 2014, despite the slowdown in the market. This allowed us to increase our share of the total market from 12,2% in 2014 to 13,4% last year.
“The objective for Hino and its dealers is to stay positive this year, which is starting in an environ- ment of doom and gloom. We believe our customers already know they are benefitting significantly from the Hino Total Support programme, driven by our pledge to stick to our promises, goals and objectives which is a good start,” said the Hino vice president.
Hino SA currently has 65 dealers and is looking to strengthen the existing network rather than add more outlets.
A new initiative for the dealers will be the introduction of a learnership programme to encourage younger people to enter the truck retailing business. It will be a one- year development programme with the focus on selling, and is a joint venture between Hino SA and the dealers.
A new strategy in after- sales will be monitoring the cause of Vehicle Off Road ( VOR) cases at the dealers so as to be able to develop countermeasures to minimise downtime for customers.
The company will continue with its programme of holding stock of popular bus models converted from truck chassis which proved a success in 2015. During the year, about 200 Hino truck chassis were converted into buses, mainly of the commuter variety. — WR.