Quality to Drive Sales at Kawasaki

a complete built unit (CBU)
Kawasaki would be looking at the technically competitive features of its wheel loaders for positioning sales in India. The features make the machines 10 to 15 percent costlier by their price value as compared to other competing products. However, the market would soon appreciate the productivity of the machines linked to its higher price value, said Mr. Masahori Mikami, Senior Manager Sales Department, Construction Machinery Division of Kawasaki Heavy Industries Division during an informal chat with P. P Basistha at Vizag on the eve of company’s launch of its wheel loaders. The company delivered its first batch of 21 tonnes, 90ZIV-2 six wheel loaders to Vizag based Bothra Shipping as a complete built unit (CBU) from Kawasaki’s Banshu factory in Japan.

What are your expectations from the Indian construction and mining market?
I am extremely bullish on the buoyant growth trend of the Indian construction and mining industry. The firm growth rate would place a demand for wheel loaders, due to the fact that the construction and mining industry is becoming much more mechanized. With our competitive wheel loaders, we would all look to cash in the demand.

I am also bullish on the demand of the equipment from the country’s port and shipping industry for handling the bulkey cargo of coal, iron ore at the berths, perceived by the fact that the country’s ports are on a major expansion mode. Coincidentally, our first customer is Bothra Shipping who have brought the equipment for dry cargo handling Applications at Vizag Port from DOZCO (INDIA) PVT LTD, our Indian distributor.

Do you think the sales would be comfortable with higher price tag?
The machines excel on their fuel efficiency, durability and have less downtime among other features. All these make the working performance of our wheel loader competitively superior. These qualities would be well appreciated by the Indian customers who would not mind to pay higher price for a qualitative products. As I understand, in recent years, Indian customers have preferred quality products with work schedules getting tighter.

On sales, promotion and delivery schedules
Sales and servicing of the machines in India would be exclusively through DOZCO (INDIA) PVT LTD. We are satisfied with the DOZCO’s market network access across the country supported by its networking capabilities based on its services and spares back up support systems. We would train DOZCO’s engineers to ensure complete service satisfaction.

On part of promotion of the machines, we are looking at the prospective events across the country to showcase our wheel loaders. Accordingly, we would display our Large Size Wheel Loaders to target Mining industry during IMME at Kolkata. Further, we would introduce Block handlers to target Marbel and Granite customers.

As a part of its business promotion, Kawasaki looks forward to bring in mid–size and large–size wheel loaders into the country.

Kawasaki’s other range of construction equipment.
We manufacture wide range of wheel loaders, load haul dumpers, compaction machineries, concrete paving machines etc.
NBMCW August 2008
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