| Cranes and Components |
New market segments
Demag - Treading new Territories
Demag won its first order in the tyre industry from CEAT Tyres for KBK systems. This success has not only opened a new market segment for our KBK product range but has also enhanced our capability to fulfill the business needs for different market segments.
When CEAT had planned to start up a new plant in Halol for the manufacturing of radial tyres, they had not given a serious thought to Demag’s KBK systems for their material handling requirements and would have rather preferred to go with conventional systems that they had been using in the past. On understanding their processes, application and material handling needs, Demag’s team offered the KBK monorail system. Once the features, attributes and benefits were highlighted the customer had no hesitation in opting for a superior product and overall higher system efficiency.
This success reflects the unique techno-commercial skills shown at various levels of discussions with the client. Congratulations to Ronak Shah & team for building the platform and Pankaj Soni & team for their unstinted support and close collaboration with the regional team. This collaboration shown by the Product Management team and the Regional Sales team has proved that entering new markets, though a big challenge, can be achieved by understanding customer requirements and addressing them in a holistic manner.
