Atlas Copco - Annual Report 1999

Excellence in Sales
Every year, the Atlas Copco Group recognizes outstand-
ing sales performance. In 1999, many significant efforts
were made in sales companies around the world.
Paulo Sérgio Ribeiro, Sales Representative
in Brazil, achieved his success by working
exceptionally hard to win the trust of customers
and to exceed their expectations for
after-sales service, technical assistance, and
problem solving. He has created strong customer
references for prospects. Paulo has a
superb relationship with the product company,
and they have worked closely together
to develop marketing innovations that meet customer needs.
Ben Basinger, Outside Sales Representative,
has had a number of stellar achievements.
One of Ben’s greatest came in 1999
when he secured more than USD 200,000
in rentals and then sold USD 200,000
worth of new equipment to that same customer.
Such a monumental accomplishment
exemplifies his exceptional sales
ability. Dedication to his customers and to
PRIME is Ben’s formula for success.
Rich Fredette, District Manager in the Western
Massachusetts, Vermont, and New
Hampshire area, significantly increased
sales in his area. He focuses on power tool
accessories and has had great success with
distributors throughout his district. Rich has
been successful because of his knowledge
of users’ needs, how distributors need to
sell Milwaukee products, and how to train
and educate others on Milwaukee products.
Sandeep Juneja, Senior Sales Engineer
in India, works closely with customers
discussing their requirements. He has
built excellent business relationships
and contributed to CMT’s strong sales
growth in India and Bhutan in recent
years. Sandeep and his team were instrumental
in securing an order for 14
drill rigs.
Alan Van Der Bergh is Product Manager for
Secoroc’s surface drilling equipment in South
Africa. His greatest selling tool has been the
productivity gains achieved by customers
with Atlas Copco equipment. According to
Alan, the key to success is to understand
customers’ needs, have confidence in the
product you are marketing, and provide customers
with excellent after-sales service.
EXCELLENCE IN SALES
John Maughan has developed the hydraulic
breaker market in the UK during the past
two years. Vying with extremely aggressive
competitors, he expanded Atlas Copco’s
market share from a very low 5.5 percent,
to an estimated 10 percent today. This has
taken exceptional efforts on John’s part,
organizing distributors and sales representatives.
It required training programs, customer
contact, stocking and campaign organizing, as well as a lot of
commitment.
Santiago Perea Gallegos is Business Manager
for geotechnical drilling equipment in
Mexico. In 1998, he made a breakthrough
into the Mexican core-drilling market. Continuing
his hard work in 1999, he focused
on improving the image of services provided
by Atlas Copco by becoming directly
involved with his customers’ problems and
working closely with customers to find
solutions. This has resulted in improved customer relations.
Petr Kulhanek, Salesman at Atlas Copco
Tools in the Czech Republic, has created
a strong independent sales channel with
several subcontractors in the automotive
industry in just the past two years. His
efforts led to substantial sales growth in
1998 and 1999. Petr has also won and
retained major projects in his market. He
approaches his goals with systematic
planning and, above all, shows tenacity in work with customers
on-site.
Ronald Hogeweg, Internal Sales Support
in the Netherlands, significantly improved
Atlas Copco’s generator business with a
major Dutch telephone company. First,
he coordinated performance tests to
demonstrate our unit’s capability to back
up switching stations, leading to an order
for 26 mobile units. Later, he significantly
contributed to further business for openframe
generators with an order for 76 units to back up a customer’s
fiberoptic-cable network.
Rogério Macedo, Senior Salesman for
Oil-free Air compressors in Northern Portugal,
has managed to establish an
extremely professional and mature relationship
with his customers based on
knowledge, skills, and experience, and
achieved complete control of business in
his area. He has won all oil-free screw
compressor orders in the past three years
and, in 1999, also obtained the first order for four Atlas Copco
centrifugal compressors.
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