Saudi Arabia’s heavy equipment users are now less focused on getting the cheapest price and more concerned with after-sales service, according to Sheikh Fahad Y. Zahid, executive vice president of Zahid Tractor.
The company has responded, he says, by providing a service that goes beyond “just the wrench and oil filters.”
The company provides financing and guaranteed equipment buybacks, and aims to become a “partner” for its customers.
“We are very pro-active with our customers today; they appreciate that [our] value is five to seven percent higher than the competition,” said Sheikh Fahad, speaking at last week’s Saudi PMV Show in Jeddah.
“They know that their profit is in the project, so they finish the project, deliver it on time and make money – rather than the old days when they used to come in, squeeze the dealers and manufacturers and at the end of the day it was a loss-loss situation for everybody.”
Zahid, the long-term partner of CAT in Saudi Arabia, has recently added Bauer and a line of Egyptian-made buses to its portfolio of PMV offerings.
