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Product
dust, etc.». Consequently, in case of failure,
the collapse of the pump can affect the
entire system, thus the importance of
preventive maintenance.
PRODUCERS OF SYSTEMS
Increasing the water pumps offering, both
as single components (HD) and in the kits
(Auto), is aimed at covering the
transmission system concept in its totality
and giving the customer the possibility to
carry out a complete replacement, if
needed. With all the implied benefits in
terms of safety and quality. In fact, it should
be stressed that these pumps are not
“reconditioned” pumps”, but brand new
products manufactured by carefully
selected suppliers that are covered by
Dayco’s guarantee.
Some 70 HD pumps and more than 100
Auto pumps are currently available in the
catalogue, but the range is increasing
constantly, with the objective of covering
about 70-80% of the market.
Within the HD market, Dayco plays a pilot
role, relying on the positive experience
already acquired in the motorcar sector,
where the “kit culture” is increasingly
spreading, together with the importance of
preventive maintenance, which is
particularly important when it comes to
working vehicles: «In fact, a stationary
truck, or a stationary bus, for example, can
cause considerable problems, including
from an economic point of view. To prevent
these problems, we feel that giving the
customer the possibility to get a
guaranteed and selected product directly
from Dayco is a new and important
system».
If we consider that the part production is
supported by a capillary network of
suburban stores, in Europe as well as in the
other areas, it becomes possible to fulfil all
requests in an extremely short time,
reducing at the same time the costs
resulting from the vehicle downtime. The
savings in terms of time are obvious, and
the workshop intervention is also
facilitated: In fact, the repair shop does not
have to look for the most suitable product,
as a complete offer of specific products is
immediately available for this given vehicle
in the catalogue.
KITS AND COMPONENTS: ENDLESS
SOLUTIONS
Dayco’s competitive “strength” lies in the
innovative choice of presenting itself first
of all as a producer of systems and not only
of single components. Bisegna adds: «This
is also what makes us different from the
simple trader, behind each product, there
is the will to make life easier for our
customers, calling for an in-depth study of
the requirements and needs on which our
offer is “tailored” ». A positioning and
service choice perfectly in line with the
transmission system concept, which
springs from the idea that, for a
transmission to operate at its best, it must
be considered as part of a system.
The entire kit offer is actually based on this:
anticipating as much as possible the
customer’s needs and giving him, in a
single solution, everything he may need to
solve a specific repair situation – from the
bolt to the belt, to the washer – avoiding
movements, searching and a waste of time
and energy: «And offering at the same time
the thorough quality guaranteed by Dayco,
which is not always available in other split
product offers, as well as a careful rationalisation
of the contents, presentation
and packaging of the kit, which is
designed to be as functional and orderly
as possible».
To achieve this, the kits have been
designed in various “sizes”: from the
single pack including a belt and a
tensioner, to the complete pack which also
includes the water pump.
Even though the advice is to always carry
out a complete replacement, we want to
give the customer the opportunity to
choose the degree of intervention that is
actually necessary. «The aim is to always
give the customer exactly what he needs,
to install exactly what is needed for each
single situation. This is what the catalogue
is intended to be: an offer of solutions,
endless solutions.”
This is made possible by the extensive
product range which, in Europe, covers
approximately 97% of the circulating fleet.
The increase of the kits sales proves that
the customers did perceive the message
very well: it is better to think in terms of
system rather than in terms of single
component.
FROM CUSTOMER
TO PRODUCER AND BACK
But what
does the
w o r k
of “anticipation” of the customer’s needs
consist in In which manner is Dayco
capable of “intercepting” the market’s
needs, interpret them and finally translate
them into single product projects
In this process, a crucial role is played by
internal communication which, as a result
of the ongoing exchange between areas
and departments, allows us to transmit to
the various sections all the information and
motivation “gathered” in the field by the
trade, through dialogue and exchange with
the customers.
To this effect, the role of the technician is
particularly important as he can gather and
interpret this information in the best
possible way, and report it to the company.
A highly technical channel is also available,
based on the information sent by the official
support network and backed by
external services of information
supply and market analysis,
resulting from sector
surveys. « We also
receive crucial
indications
from our
o w n
MAY 2011
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