Conference of KAMAZ Dealers

3 March 2017

The results of 2016 were summed up and objectives for 2017 were specified at the annual XXI conference of the official dealers of KAMAZ PTC (part of Rostec State Corporation).

This event is held annually so that dealerships and KAMAZ specialists could exchange experience in sales and development of auto centers. By tradition, the conference was opened by Sergey Kogogin, Director General of KAMAZ. First of all, he thanked all the dealers for the execution of the sales plan in a difficult market environment. Also in his speech, he outlined the key points of the previous year and identified the most important tasks for KAMAZ sellers this year. "Our goal today is to continue pursuing the course of 2016, which implies a focus on the work with the final client and direct competition with other manufacturers for the market position," Kogogin said. "One of the positive points is that we managed to complete the task to increase the share of our presence in the Russian market and occupy 55% in our niche. Moreover, the target share of KAMAZ PTC now is already 58%. Of course, there is your great merit in it." According to Sergey Kogogin, the dealer network will continue to be optimized - the stake will be made on the support of dealers willing to change and adapt to the market conditions. "Thus, the most efficient automobile centers able to compete and serve our clients will remain as part of the dealer network," said General Director of KAMAZ. "Another issue deals with the staff of the dealership enterprises. The policy focused on skills development and best practices will be continued in all activities of the dealership."

So, in 2016, alongside with full-time teaching of the staff on a regular basis, webinars are organized for dealers in different areas: marketing research, new models of vehicles, service, warranty, regulations, accounting. An HR-Book has started to be developed to specify uniform requirements for the dealership personnel. As a first step, all sales managers were tested for competence. The "Dealer Seller Prpfile" is the first tool to be developed in 2017 based on the results of the tests. It will include a list of core competencies needed by selecting managers, as well as a methodology to assess their skills in practice. Also, new courses will be introduced in 2017: "Sales of KAMAZ Spare Parts", "Organization and Sales Management", "Customer-Oriented Service".

KAMAZ's top managers made their presentations at the conference, the participants discussed financial service and development of sales of vehicles, spare parts, CRM introduction at dealerships and other issues at roundtable meetings.

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