DOZCO Approach: Customer-centric

Mr. Pankaj Kumar
With over 27 years of experience as distributor and service provider in the sector, we have built a strong base in technology, marketing and distribution network which are vital to our evolution as a customer-centric organization. Now “no customer” of this sector is out of our extensive solution range. DOZCO has a large inventory of global brand equipment in its command and we are getting very good response from market and its full credit goes to our technically superb equipment and dedicated service team toiling hard to finish the projects on time, says Mr. Pankaj Kumar, Vice President, DOZCO India Pvt. Ltd. in an Interview with S.A.Faridi.

With a humble beginning in 1983 to its present leadership status, Dozco has emerged as a leader for earthmoving, mining and construction spare parts—tell us about the journey so far.
DOZCO was established by Bangur Brothers in 1983. Initially, it was only a vision and compassion within, to become India’s largest Equipment and spare parts supplier. The first office was opened in the heart of coal capital “Dhanbad”, which helped DOZCO to expand its business across the coal belts to serve government segment. From 1990 onwards, we started spreading our reach by opening offices at Kolkata, Bilaspur, and Nagpur. At present, we have grown and have 16 branches with 500+professional employees, which give us a pan India coverage.

Till early half of 1990’s, we had confined ourselves to the coal belts, where we were mostly focusing on government sector. However, after setting up our office in Chennai, we realized the potential in the private sector, the growing demand and usage of Excavators with corporate houses and the business opportunity we could tap.

Major milestone was achieved when DOZCO forged relationship with ITM, Italy, in 1992 for undercarriage parts that helped us to realize our long-term dream to introduce a multinational quality product for our Indian customers.

Earthmoving Equipment
While retaining its core values of introducing high quality spare and equipment for mining and construction, the company has steadily transformed itself to cater Indian customers with presence in sales, service and rental business. Steered by a dedicated team of professional “DOZCO” has constantly grown in size and stature and has evolved into a group that occupies premier position in Earthmoving Equipment sector. Making state-of-the-art technology accessible and affordable to our customers is what takes the company to the path of success every year.

With over 27 years of distribution and service providing experience in this sector, we have built a strong base in technology, marketing and distribution which are vital to our evolution as a customer-centric organization. Now “no customer”of this sector is out of our extensive solution range.

After stretching your wings across the country for your spare parts business, you have started representing several international equipment manufacturers in India– Tell us about your product range.
The market for earthmoving equipment is a strong place to be in, for those who were outside this, one digger looks pretty much like another, but those in the business see things differently. Machines come in a variety of shapes and sizes, and each has a particular role to play. Sales of one model can be up, while other areas are experiencing tough times.

So we have a very extensive product line to capture the maximum of the market requirements, simultaneously some of the individual product lines also serve as a cash cow for the lines which are not performing well at any point of time in business.

Earthmoving Equipment

For us both spare and equipment business are complimentary to each other and we have complete range of solution in our basket for customer satisfacteon.

Dozco equipment range includes: Wheal Loader from Kawasaki Japan, Mini Excavators from Yanmar Japan, Dozers from Shantui China, Hydraulic crawler Drill from Furukawa Japan, Tyre Handler from Manitou France, Skid Steer Loader from GEHL, USA, Rock Breaker from EDT DIPL China, Hydraulic Rock Breaker Indeco from Italy, Milling Machine, Asphalt Paver, Stabilizer, Screeds, Material Transfer vehicle from Roadtec USA. Rough Terrain Crane from Terex USA, Bar bending, cutting, stirrup, and spiral Machine from Italy.

With such a diversified range we can proudly serve different segments.

What has been the response so far to these equipments?
We have a market share varying from product to product which is in the range of 4-7%, still in lower side but we are growing everyday by satisfying our customers. The sales of equipment is picking up steadily.

How do you view the emerging market trends in the construction equipment sector, its market size, and your company’s target to garner a bigger share in the next two-three years?
All major players are busy in technological upgradation and making their service more personalized to satisfy the end-user. In present context with more integration of global economy, we are having more technology transfer across the boundaries, just like other industries we are also witnessing a shift in this sector as now every player big or small started accepting this fact that “Customer is King” and sole reason for their existence.

Talking about Indian market, there is still a lot of untapped potentials; we are anticipating one more revolution in this sector to happen with more infrastructural and mining projects coming to India. In India, where most of the works are getting done manually and with technology transfer norms becoming easier across country's boundaries, we see this industry at boom in future, and we are advancing towards achieving 25% market share for our equipments.

What are the various financial and technical services being provided by the company to render total services possible to its clients?
We have our financial tie-ups with almost all the NBFCs to provide finance for our equipment, but we have still kept boundaries open for customers by providing them opportunity to decide who they choose (Financers/NBFC schemes) to get the finance as per their suitability. Last but not the least our professional team is always there in touch with both customers and the NBFCs to make the most attractive deal for both.

Recently, you have started equipment rental business—what has been the response so far?
We always believe in touching the maximum level of utilization of our resources, and hence we have expanded into rental service business through DOZCO Infratech Pvt. Ltd (formerly known as DOZCO Rental Pvt. Ltd). We have extensive knowledge and expertise in the field of service and maintenance of these equipments and decidedly the best to bank upon to outsource confidently. Currently, we are not only in rental business but also we have stretched our business to another level and started to take turnkey projects.

We possess good fleet of Brand New equipments under our control and ownership and assure our customers the timely availability of the equipments as per their requirements in a very short notice period at their sites within the country with operators on agreed contractual terms.

With us, our customers will be free from various technical problems.

We are getting very good response from market and its full credit goes to our technically superb equipments and dedicated service team, who are toiling hard to finish the projects on time.
NBMCW November 2010
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