- Ayman Ahmed, Managing Director, Jaidah Equipment
Jaidah Group has been a recognised force of trade for over 100 years. And, for over 30 years, the heavy equipment division has prided itself on its ability to provide up-to-date products, parts and service solutions, covering transportation, construction machinery and material handling equipment needs, in numerous major projects around Qatar. With tailor-made training modules from the division´s specialised in-house technical trainer, Jaidah Heavy Equipment is constantly evolving in order to offer the most sustainable service alongside product sales. Ayman Ahmed, Managing Director, Jaidah Equipment, elaborates on the company´s Focus on customers´ satisfaction and training, and more, in conversation with SHRIYAL SETHUMADHAVAN.
Highlight your products, services and solutions for Qatar, especially in the heavy equipment division.
Jaidah Equipment specialises in heavy equipment products, commercial vehicles, industrial supplies and cranes. We cater to contractors in the market and supply compact and heavy construction equipment, compactors and commercial vehicles, medium and heavy duty trucks, truck mounted cranes, portable compressors, road machineries, and hydraulic attachments from the world´s most valuable brands like KOMATSU, ISUZU, BOBCAT, UD TRUCKS, INTERNATIONAL Trucks, AMMANN, EVERDIGM, PALFINGER, Link-belt, DOOSAN, SANY Cranes and YUTONG buses.
Additionally, we have our after-sales services, through which we support our customers by offering various services after we sell our products to them. We supply to contractors at all levels including main contractors, sub-contractors and small contractors, and transportation companies and factories.
The company has some of the most active public and private enterprises under its umbrella...
Jaidah Equipment is more than 50-years-old in the market now. We are a part of the Jaidah Group, which lists among one of the most important groups in Qatar. Our relation with ISUZU and KOMATSU has been for more than 45 years now, and we are the dealers for them here in Qatar. We deal together as partners in the market. The most important thing for any supplier is to have the right dealer representing them in the country.
We invest a lot in training with our suppliers, and in the development of our facilities, especially the after-sales services facility. This relation between the supplier and us is a partnership relation, and this is what makes us successful dealers in Qatar.
The suppliers support us in many areas such as training and development, and they support us with the right stockings in the Middle East. Most of our suppliers have their hub - parts distribution centres - in Jebel Ali in Dubai. This helps us offer our customers in Qatar, the right services in terms of supplying spare parts, and reduces delivery time. So, the root of it all is the strong relation that we have established and the right reputation that Jaidah has built for itself in the Qatar market.
Tell us about the tailor-made training modules and how does this benefit the company?
We have professional trainers in the company who work with our team and train them on the most advanced technologies. For this, we follow modules for training. With our suppliers, we have training programmes that are agreed upon in the beginning of the year for all the product lines that we have. As of now, this is an experimental thing that we are following with our supplier. So, our technical trainers and staff attend this training and come back to train our team. Apart from this, we have our internal training, which is done in coordination with our HR department, where we work on the skills of our employees such as selling, negotiation and telephonic skills, and how the team deals with the customers. Customer satisfaction is an important area for us, and as we are focusing on internal training through which we show our team how to deal with customers and reply to their requirements. We also hold training sessions for our customers´ operators, to make sure that they are getting the maximum benefit out of equipment and/or trucks.
Any after sales solutions that the company offers to its customers?
We are here to be a part of our customers and support them after they buy our products. So if you are a contractor, we focus on your new contracts delivery and help you minimise the downtime of your machines and have a full uptime of your machines. We offer our customers a complete range of service contracts for their equipment or vehicle. With reference to parts, we reach out to about 95 per cent of parts availability, which is our target. Additionally, our valuable customers can benefit from our after-sales support to improve scheduling and recording of their necessary maintenance and repair procedures, through our Product Support Sales Representatives team (PSSRs) efforts, familiarising themselves with different business fields, monitoring our sold equipment, and offering special service rates via tailored service contracts.
We also do a programme at Komatsu called Machine Touch Programme, under which our team goes and visits the customer, fixes the machine free of cost and gives a report on the machine. In the Komatsu machines, we also have Komi-track, which is actually a GPS system that monitors all aspects of the machine. And, for all our other machines, we have a 24/7 helpline to service our customers.
For which equipment are you experiencing demand right now?
In the last two years, compared to 2013, our growth rate has almost tripled. We have been witnessing maximum demand for heavy machinery, trucks and cranes. Anything related to the road contracting business, which requires heavy machinery like excavators, compactors, cranes and trucks are in demand.
Which is that one vision or strategy that keeps the company ahead of its competitors?
One of the most important strategies which we are focusing on is offering solutions to our customers. We do not just offer products, but solutions. And, we are constantly monitoring customer satisfaction.
How is the current market scenario in Qatar impacting the company´s growth projections?
Like most of the Gulf countries, due to drop in oil prices, there has been a cautious spending. So, Qatar like any other Gulf country, will be looking at spending at the right places and projects. All the on-going projects, and projects which are required for the world cup, is under-execution without any delays. However, there is a bit of a slowdown in the market. But we will continue to invest in people and facilities, to ensure that we are tackling the market with the right qualifications. So we are optimistic, because we know that we have to deliver in the coming period for the World Cup 2022 and Qatar´s Vision 2030.
How do you view the company´s growth in the next year?
In the last three years, we have almost tripled our business. As for our growth in the coming period and in the next three to four years, we are expecting a 15-20 per cent growth year-on-year; this is our actual plan and strategy. We hope that the market will help us in the coming period. We are also strategising on increasing our market share and are adding more products to our product range.
Another important strategy to grow is adding rental operations for machines, heavy equipment, compact machinery and cranes to our business. This is one of the most important things that we started recently to tackle the slowdown in the market.