BUSINESS
Although companies still push products, there is now a bigger focus on delivering the value that customers get out of using those products.
Darryl Shafto, MD of Goscor
Lift Truck Company
A FOCUS ON SERVICE
Customers not only prioritise the product,
they expect the service they receive once
they have bought the piece of equipment
to meet their expectations. It cannot be
underestimated how much the after-sales
service plays a role in the client’s decision
to purchase. This is the view of Darryl
Shafto, MD of Goscor Lift Truck Company
(GLTC), a leading material handling
equipment (MHE) supplier in
southern Africa.
In today’s operating conditions, consumers
are doing more research before they
make their buying decisions. They expect
suppliers to meet their needs and respond
to their problems effectively and swiftly.
This is even more so when it comes to
big-ticket purchases, such as MHE.
“Provision of MHE products is
one thing, and the ability to provide
unparalleled aftermarket support to keep
the product running at all times, is quite
In today’s operating
conditions, consumers
are doing more
research before they
make their buying
decisions. They expect
suppliers to meet their
needs and respond
to their problems
effectively and swiftly.
This is even more so
when it comes to
big-ticket purchases,
such as MHE.”
At the core of GLTC’s service strategy is speed of service, and a fundamental prerequisite is to
have the infrastructure that allows the company to respond to any service needs timeously.
30
JANUARY 2019
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