Be­com­ing a part­ner of the cus­tomer helped Hino grow mar­ket share

The Witness - Wheels - - MOTORING -

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.

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