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

Page3

INDEX

KomatsuCustomersKomatsuinnovationandBasilReadfocusmakeforawinningcombination

Page6

KomatsuCustomersManandmachine,wediscussplanthirewithRentADozer

Page12

KomatsuNewsThenewKomatsuCampus:firstsodturned

Page16

KomatsuPeopleKeepingcomplianceinplace

Page25

KomatsuCustomersAdvanceProjectsinvestsinKomatsuequipmenttomaximiseopportunities

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KomatsuCustomersKomatsuversatilitytickstherightboxesforEPHPlantHire

Page10

KomatsuPeopleBrettTrojanowski,Komatsu’snew

RegionalSalesManager

Page24

KomatsuNewsKomatsufocusesonaftermarketatthe

annualsalesconference

Page14

KomatsuPeopleMikeHelm,updatefromSalesandMarketing

Page26

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

5

“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)

17On Track - Oct/Nov 2015 17

Komatsu CustomersKomatsu News

OnTrack-Nov/Dec2016

19On Track - Oct/Nov 2015 19

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.

21On Track - Oct/Nov 2015

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.

21OnTrack-Nov/Dec2016

NEWKOMATSUADCAMPAIGNMAKESABOLDSTATEMENT

Fromlefttoright:TheKomatsugenuinepartsspecificadverthighlightsKomatsu’scommitmenttoaftermarket.TheRemanufacturingadvertfocusesonindustry-leadingequipmentwarranty.TheKomatsuconstructionadvertfeaturesthepopularandimpressivePC200-8MOexcavator.AgenericminingadvertemphasisesthestrengthofKomatsuequipment.ThesecondconstructionadverthighlightsthemotorgraderGD675-5anditsfeatures.

23On Track - Oct/Nov 2015

Komatsu NewsKomatsu CustomersKomatsu News

23

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)

25

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.

27On Track - Oct/Nov 2015

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:mike.helm@komatsu.co.za.

Mike Helm GeneralManager:SalesandMarketing

OnTrack-July2015 2727OnTrack-Nov/Dec2016

Komatsu People

KomatsuSouthAfrica(Pty)Ltd,CnrDieselandIsandoroads,Isando1600,SouthAfricaTel:+27119231000.Fax:+27119231303.Customercareline:08605662878Anycommentsorsuggestionsarewelcome.PleasecontactAntonyTymvioson0119231210orantony.tymvios@komatsu.co.zawww.komatsu.co.za