PDF, 16Mb - Dayco Aftermarket

A relationship
based on trust
“
The workshop represents the
crucial point of our “value chain”.
It is in the workshop that our
product really comes to life, thanks to the
mechanic’s experience and skills».
Therefore, this stage must be as smooth
as possible, and the workshops must
know that they will not only get the best
quality from Dayco, but also the best
service and maximum availability of
products». This is how Bruno Vallillo
describes the great importance of the
relationship between the company and the
workshop in the Dayco model.
From this viewpoint, we are further
improving and developing the packaging
and preparation of our products with the
aim of providing, in a single package, not
only the single component but also the
specific accessories required for its correct
installation.
In the Dayco model therefore, the
workshop is not merely the final stage of
the sales process, but an active part of the
company’s strategic decisions. «And if, as
we have seen, these decisions have
proved rewarding, it is because – says
Vallillo – that the most important decision
has been made by our customers, both
and Eastern Europe, i.e. macro-areas
characterised by countries with similar or
comparable commercial and productive
needs or which can be managed within
some form of common framework. «In line
with this approach, sales are currently
being developed, particularly in some
areas showing interesting growth levels
including both “mature” markets such as
the UK and above all, Eastern Europe
where countries like Poland are becoming
extremely promising areas».
FROM THE WAREHOUSE
TO THE WORKSHOP
Dayco’s main objective is to guarantee a
diversified offer, as suitable as possible for
each country at a local level, whilst
ensuring high and uniform quality
standards for each area and aspect of the
direct and indirect, who have responded
to the company’s renewal effort by
choosing our quality, our complete range
of products, and our logistics, thus
acknowledging the value of the investment
we have made in this truly new operating
model». And after all, the sharing of
objectives and prospects with our
customers is one of the most important
aspects of the model which Dayco is
defining year after year “We are trying to
create an increasingly “closer” and more
participative relationship, through direct
involvement of our customers, as true
partners, in the development of product
and process innovation. I am referring, for
instance to the creation of large
purchasing groups – continues Vallillo –
and the considerable investments made in
communication, particularly in terms of
service and information aimed specifically
to the workshops».
It is in this context that the challenge
launched (and won) by Dayco on the
“guarantee front”, must be considered. In
fact, Dayco’s products are presently
supported by a level of guarantee which
exceeds that imposed by the law: «A
“plus” that we are able to offer because we
offer at a global level. Not only with the
quality of the product in mind but also the
quality of the organisation, information and
general service.
«Clearly, we are talking about a process
that will need a certain amount of time to
be completely established, but the work
is already well under way and will continue
to keep us increasingly busy in the near
future», points outs Vallillo.
For example, we are continuing with
substantial investment and development
of our logistics department. Over the last
few years, our distribution network has
been gradually adapted to a model of
increased “proximity” to each reference
market, aligning it to the diverse infrastructures
present in the various countries.
«Our investment in logistics started about
three years ago with the decision to move
away from the concept of “central”
warehouses and focus on peripheral
Dayco`s strategy is to build a strong
relationship and trust to the garage and
motor factor.
This is gained by sharing our mutual goals.
are convinced that we are proceeding,
together with our partners, towards
increasingly high quality levels in all areas
of our activity».
This confidence can also be seen in our
marketing decisions, which have included
decidedly ambitious objectives, which can
certainly be reached if we continue on the
path we have defined. «Unlike our
competitors, we have set ourselves one
simple rule – reveals Vallillo - to always be
distribution branches, in order to get the
products as near as possible to the areas
they are effectively used and thus
providing our workshop partners with a
guarantee of maximum product
availability».
Today, the process is continuing in two
directions: the opening of new local
warehouses, and the expansion of those
existing ones. Furthermore, in addition to
the direct regional investments, we have
also allocated funds for specific studies
aimed at identifying and developing the
most suitable systems to reduce lead
times and guarantee maximum logistic
efficiency. In fact, as Vallillo explains, «for
Dayco, the sale does not end simply when
a component is ordered, but when it has
been effectively and correctly installed on
the vehicle.
In other words, our “work” can only be
considered complete when we have met
an active player, and not a follower. Which
means firstly observing the market and its
evolution and only at a second stage, the
competition. Because we believe that in
order to lead the market, we must allow
the market to lead us; in other words
knowing how to listen to it.
A model – concludes Vallillo – which I am
certain, will always be successful, in all
business contexts».
fully, all the requirements of our end
customer, in terms of quality and service».
Therefore, our intention is to supply an
increasingly wide range of additional
services and facilities especially designed
to make the installation procedures
simpler, faster and more efficient;
including “tools” ranging from the
availability of specific Technical Information
for each product and the constant support
of our Aftermarket Technicians, to the
organisation of seminars and training
workshops within the different regions at
a local level.
MAY 2012
5