Capital Equipment News May 2018

QUICK TAKE

Barloworld Isuzu Trucks Johannesburg scooped three major awards at the 2017 Isuzu Trucks South Africa awards, namely Dealer of the Year, Top Sales Volume Dealer of the Year and Top Sales Manager of the Year awards

2011

2016

Of note is that Barloworld Isuzu Trucks Johannesburg has won the Best Isuzu Trucks Workshop in South Africa five times, in 2010, 2011, 2012, 2014 and 2016

500 UNITS

Barloworld Isuzu Trucks Johannesburg is the first dealership to exceed the 500-unit sales mark in Isuzu Trucks South Africa’s history back in 2013

The dealership’s key success factor is its unparalleled aftermarket service, showcased by some long-standing relationships dating back as far as 25 years ago

extra mile for its customers, offering an array of value adds, including night shift servicing (Monday to Friday); Saturday servicing; an on-site mobile service truck; and a 24-hour breakdown technician. “We have developed our state-of- the-art workshop to be a one-stop shop facility for all our customers’ service needs,” explains Gericke. “We have our own on-site brake machine, a wheel alignment machine and a total of 19 productive work bays. We have nine drive-through work bays capable of accommodating an interlink truck.” That, coupled with a team of highly experienced sales executives, forms part of the key success factors. “Our success is also driven by our understanding of our customers’ needs and the importance of total cost of ownership for them to run profitable businesses,” adds Gericke. Gericke adds that relationships are at the heart of the dealership’s operating model, based on the understanding that the trucking business is not just about selling trucks. He is of the view that buying decisions of this magnitude are beyond just brand names and transactions; they are more based on long-term relationships. “We strive to build long-lasting relationships with our customers, which in most cases results in them coming back to buy their next truck, buy parts from us and service their vehicles with us,” says Gericke. With his strong workshop background, having started as an apprentice in the same company, same dealership, some 25 years ago, Gericke understands the

“For me the workshop is a crucial arm of the business. We have some customers that I have known for the whole of my 25-year working career at Barloworld Isuzu trucks South Africa. It’s those relationships that keep the gears turning for us.”

Jacques Gericke, Dealer Principal at Barloworld Isuzu Trucks Johannesburg

TALKING POINTS

Heart of success Of note is that Barloworld Isuzu Trucks Johannesburg has won the Best Isuzu Trucks Workshop in South Africa five times. “Our facility was the number one Isuzu Trucks workshop in 2010, 2011, 2012, 2014 and 2016,” says Gericke, reiterating that the workshop is the cornerstone of the dealership’s aftermarket strategy, and has been at the centre of its success over the years. “The crux of our success is the customer support from our aftersales department, which is the workshop. In my opinion, the heart of a truck dealership is its aftersales division, which is pretty much the driving gear of crucial customer support,” says Gericke. With that in mind, Barloworld Isuzu Trucks Johannesburg’s workshop goes the

Sales Volumes Dealer award during that same year,” explains Jacques Gericke, Dealer Principal at Barloworld Isuzu Trucks Johannesburg. To date, only one other dealer has reached the 500-unit mark, back in 2016, but Barloworld Isuzu Trucks Johannesburg’s record for most sales remains unbeaten. Apart from the top prize in 2017, Gericke tells Capital Equipment News that Barloworld Isuzu Trucks Johannesburg went on to win the Top Sales Volume Dealer of the Year accolade last year, topping the charts with a total of 368 units, despite the tough market conditions in a year the South African truck market saw a 2,65% decline compared with 2016. This was complemented by the Top Sales Manager of the Year prize awarded to Cheryl Tamagnone, the dealership’s sales manager.

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