Mr. Vinod K Sahay
"Our strong understanding of the domestic market along with a wide and compelling product portfolio & customer support enabled us to push our market share and position. We have recently introduced an unbeatable warranty of 4 years, on our entire range of heavy trucks with 25 tonnes and higher GVW (Gross Vehicle Weight) and responding to the customers changing needs. We are proactively taking steps to ensure that Tata Motors remains the preferred brand to our customers," says Mr. Vinod K Sahay, Head – (Sales & Marketing) – M & HCV Trucks, Tata Motors, in an interview with S. A. Faridi.

What is the estimate in the fall of demand in the M&HCV segment during 2012 as compared to last year and how do you see the industry shaping up in the coming year?
There has been a decline in MHCV depending on segments. The economic slowdown seen throughout the last 12 months has impacted the M&HCV trucks industry, with industry volumes shrinking by nearly 10-20% in FY13. The policy reforms/interventions announced by the government in recent months will bring in the change. We do not expect significant change in the situation in this fiscal, in terms of volumes comparisons with previous year. As regards next year, it is difficult to predict.

Do you think that pricing is a factor to reckon with in CV market, if so then how the market can be sensitized to reap the benefits of value additions?
The CV customer considers the total cost of ownership and operation of the vehicle which decide his purchase. Although there are a few customers who are affected by the initial purchase price, they are a very small part of the population. There are other evolving trends like the value of providing driver comfort and fleet management services and other solutions, where the customer demand is still nascent.

Prima Trucks

What has the response been to company’s new range of Prima trucks, MAV tippers, their superior technical attributes making them the best in the market place?
The customer response has been encouraging and favourable. These are early days for us to share figures.Tata Motors has introduced an unbeatable warranty of 4 years on its entire range of heavy trucks with 25 tonnes and higher GVW (Gross Vehicle Weight). Tata Motors has designed the 4-year standard warranty based on the lifecycle cost study of over 15 lakh Tata trucks & tippers operating all over the country, in varied terrain and loading conditions. The 4-year warranty is supported by Tata Motors extensive dealership and service network of over 1,300 touch points. On the highways of India, there is a Tata Motors touchpoint after every 50 kms.

Heavy Trucks
This extensive coverage is backed by ‘Tata Alert’, a highway assistance programme for medium and heavy commercial vehicles, available across all the national highways of India. Through ‘Tata Alert’, drivers will receive on-site breakdown assistance within 4 hours of dialing a toll-free helpline number (1800-209-7979). The 24x7 ‘Tata Alert’ service will ensure that a vehicle is put back on the road within 48 hours from the time restoration work begins. In case of major repairs and the vehicle carrying perishable goods, ‘Tata Alert’ will provide load transfer assistance.

What are your company’s plans for the coming year?
Our strong understanding of the domestic market along with a wide and compelling product portfolio & customer support is expected to enable us to grow the market and our position. By introducing new products / variants across the CV range, sector specific applications, increasing the depth & width of our sales and service reach, making innovative finance solutions available to the consumers, we will continue to be the leaders in the market and will continue to be close to our customers, respond to their changing needs and are proactively taking steps to ensure that we remain the preferred brand to our customers.
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