Page 18 - The Tyreman 2020 - 4
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pared to the more expensive European and other Japanese brands.”
In the recent pandemic, the company partnership with SRAT has been proven to work very well and become stronger when both parties have common understanding of the situa- tion and are supportive towards each other.
“SRAT rearrange its shipment to avoid us having to face heavy penalties in case the containers are unable to dis- charge on time from the port. In return for SRAT’s great sup- port, patience and understanding, Monti Tyre management and sales teams have continued to strategies the sales dur- ing the period so that we are ready to return to the market once the lock down is lifted. We also maintained regular com- munication with our customers. In terms of product and tech- nical training, SRAT supported us on all aspects and when we have doubts and queries from customers, we will check with them to ensure that we are giving accurate information to our dealers and eventually the end-users.”
Besides training, he continued, SRAT and Monti Tyre have mutual agreement for training support and materials for cus- - chandise.
200+ active accounts
Currently, Monti Tyre has more than 200 active accounts but he said some customers are selling only Chinese brands. For customers who are selling the Sumitomo brand, they have increase of accounts after the relaxation of the lockdown and the number is growing by the day. Some key and strategic accounts appointed are having many outlets as well.
“We encourage our dealers to emphasis Japan origin to the end users to distinguish us from others. The Unique Sales Proposition (USP) for the Sumitomo brand is tyres imported from Japan. Japanese products are well-known for its qual- ity in the market. Hence, the quality and performance per- ception need to be delivered to the end-users to gain their trust and acceptance. The USP will add value to the brand and allows our dealers to stay competitive when they sell Sumitomo tyres.”
Besides relying totally on Sumitomo
超过2 0 0 家活跃代理商
brand, he pointed out that as a d
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tributor, the noble intention is t
help the dealers to make a de- “When we set up Monti Tyre, we strongly adhere to this principle. We have our own policy and guidelines in ap- pointing dealerships to pre- vent price cutting or price competition as seen in other brands. While business had been extremely challenging during this pandemic situation and end-customers spending
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wisely, our dealers are expected
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to continue to earn a decent ma
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18 truck & bus news 2020/4
