Atlas Copco Power Technique’s dealer training programmes help to ensure that the business area’s solid commitment to the sustainable delivery of excellent service and after-market solutions to customers is mirrored by their strategic 25-strong dealer network.
“As our indirect route to market, our dealers look after our customers’ interests at the coal-face,” says Roelf van Niekerk, Service Sales Engineer at Power Technique Service. “The responsibility falls to us to equip our dealer partners with the support they need to assist them in delivering superior service. Our multi-layered support to our dealers covers products, tools, technology and training.”
Power Technique Service drives a strong dealer training narrative to amplify exemplary service and after-market solutions. The objectives with these programmes, explains Van Niekerk, is to increase competency levels on concept sales at dealer level, “essentially climbing the service ladder”, and to provide dealers with a better understanding of Power Technique’s supportive structures. “Our programmes are designed to assist dealers to be more productive and to service customers even more effectively with the added value of expanding their customer base and market share.”
The comprehensive dealer training programmes include products, tools, technologies, systems and concepts. Van Niekerk points out that while they have been offering a great deal of technical and equipment training, Power Technique Service also wants to emphasise the importance of the aftermarket products, prompting them to roll out a dedicated Marketing and Sales Excellence Programme. “The objective of this unique programme is to change the mind-set of both the dealer and the customer to move from a re-active to a pro-active aftermarket concept.”
“While our training is, for the most part, offered online, we decided to present this particular programme in-person at the dealerships,” says Van Niekerk. “New and difficult concepts are often better and easier explained and understood in a face-to-face scenario,”
The one-day Marketing and Sales Excellence Programme covers everything from parts and accessories to service kits, monitoring and optimisation. “It is less about ad hoc parts and service and more about the systems and concepts we offer,” notes Van Niekerk, adding that the programme also provides insight and understanding on the concept of ‘climbing the service ladder’.
The programme will be presented to all Power Technique dealers both in South Africa as well as cross-border. “We decided to kick off the programme in regions that show the most potential and training has already been completed with four of our dealers – Zenith Mining in the Northern Cape, Demolition Technologies in the Western Cape, and BMG (Bearing Man Group) and Air Systems in Mozambique and Zimbabwe respectively,” states Van Niekerk. “We are looking forward to sharing this training with more dealers over the next few months and follow-up training will also be offered as needed.”
Van Niekerk confirms that the training has been very well received and that the response from the dealers has been most positive. “With an average of six delegates attending per dealer, it is presenting us with a tremendous opportunity to engage with our dealers and to challenge each other with first-hand experience gained in the field. The questions and feedback we have been receiving in the days and weeks following the training bears testament to success of this programme.”