Page 68 - TBN-2017-1

This includes in-dealership training, corporate training and hands-on demonstration sessions. Offering a wide range of branding materi- als for the dealer’s facilities, it builds up the dealership image in the minds of customers with a quality market presence,” he said.
CE Asia maintained a good level of spare-parts stock to provide reli- able service and maintenance inspection on a daily basis. In the long term, CE Asia was described as being confident in becoming a competent and reliable service centre.
CE Asia Aims to Establish Foothold in Johor
Meanwhile, Jimmy Lew, the Executive Chairman of Wong Fong In- dustries Ltd, revealed that the company’s plan was to establish a foothold and cement its leadership in the southern part of Malaysia.
“We are trying to duplicate what we have done in Singapore and implement it in Malaysia. Wong Fong has been a Palfinger dealer in Singapore for 20 years where the market is advanced and mature. We see a gap in Malaysia for a professionally-run truck-mounted crane specialised service centre in this industry. Previously, Malay- sian customers will buy used cranes and service them in small work- shops that are not professionally run. That’s why we started CE Asia 4 years ago in Johor. Initially, we sold some Palfinger used cranes from Singapore due to the price factor and later we started selling Sany Palfinger, a quality product at an affordable price. From there, customers began to know about us and realised that we provide good service. CE Asia, being part of Wong Fong group, means it does not need to stock a lot of spare-parts, especially uncommon parts. We can order from Wong Fong and it can arrive in CE Asia within a few hours. The strong support from Wong Fong has en- hanced our efficiency.”
Besides that, some of the customers in Johor are also its Singapore clients and it is the company’s plan to follow them in expanding or shifting their businesses to Malaysia due to the limited space and resources in Singapore.
“We hope to expand our business here with Palfinger and are con- sidering opening a few satellite service stations. But at this point in time, we want to make sure that we are well established here as we are now only at 80 per cent of our capacity and can still attend to more customers. We have invested big here, around RM20 million over the last few years, and are in it for the long run. Previously, we rented our premises but now we have bought our own property. Therefore it is a big commitment on our side to be here.”
The company had more than 20 technicians based here and if there was a need, Lew said, its Singapore-based technicians would be sent over to Johor. It also had a mobile service team being a prereq- uisite of a Platinum Service Centre.
Staffan Meijer ( left) and Jimmy Lew
“培训我们的代理确保他们为客户提供专业的服务支 援，以巩固他们对帕尔菲格产品的信心。培训包括经 销商内部培训、企业培训及实地演示课程等。此外， 也会为代理的设施提供系列广泛的品牌材料，通过优 质的市场存在，在客户心中建立起代理的形象。”
CE Asia保持优良的零部件库存水平，确保每天可靠的 服务和维修检测供应。CE Asia有信心成为一个可靠和 能够胜任所有维修工作的服务中心。
CE Asia以柔佛建立立足点为目标
黄芳工业有限公司执行主席刘吉富透露说，公司计划 在南马建立立足点和巩固其领袖地位。
“我们正尝试复制我们在新加坡所做的，并将它贯彻 到马来西亚。黄芳成为帕尔菲格在新加坡的代理已有 20年，新加坡的市场非常先进和成熟。我们看到马来 西亚缺乏专业随车吊业者经营的专门维修中心。之 前，马来西亚客户购买的是二手起重机，然后在那些 小规模，不是由专业业者经营的修车厂进行维修。这 是我们在4年前于柔佛成立CE Asia的原因。最初，我们 将新加坡的二手起重机出售到马来西亚，后来因为价 格的原因，我们开始销售三一帕尔菲格，一个经济实 惠的优质产品。从那时候起，客户开始认识我们，并 知道我们提供良好的服务。CE Asia，作为黄芳集团的 一分子，意味着它无需库存很多的备件，特别是那些 罕用的备件。我们只需向黄芳订购，只要几个小时就 可抵达CE Asia。来自黄芳的强大支持，加强了我们的 效率。”
此外，在柔佛客户当中，有些也是我们的新加坡客 户。他指出，公司的计划是追随客户的发展步伐，比 如说因为新加坡有限的空间和资源，拓展到马来西亚 或将业务转移到马来西亚的新加坡客户。
“我们希望在这里与帕尔菲格一同扩展业务，并计划 开设几个卫星服务站。不过，目前我们要确保我们已 经确立起来，因为我们只用了80%的产能，仍有多余的 产能应付更多的客户。我们在这里做了巨大投资，在 过去的好几年里投资了大约2000万令吉，显示了我们 在这里长期发展的决心。从过去租来的办事处里到拥 有自己的产业，这是一个相当大的承诺。”
他说，公司在这里拥有20位技术人员，如果有需要， 也可以将新加坡的技术人员调派到柔佛来。他们还有 一个流动的服务团队，是他们成为白金服务中心的必 备条件。
66 truck & bus news 2017/1