The HCV volumes of Mahindra has grown considerably in FY18, with an enormous growth in the market share. Vinod Sahay, CEO - Mahindra Truck and Bus Division, Mahindra Construction Equipment Division, Mahindra & Mahindra shares more on the company's plans in line with the market developments.
What has been the performance of Mahindra in the heavy commercial vehicles (HCV) space in 2017-18? What are the major factors that influenced the performance?
In FY18, our HCV volumes grew by 45 per cent as compared to 29 per cent industry growth, giving us a market share of 4.1 per cent. Mahindra Truck and Bus Division (MTBD) has achieved its highest-ever yearly volumes of 9,484 HCVs. This clearly shows increasing acceptance of our range with over 40 per cent of our sales being repeat purchase.
With the product superiority - consisting of over 10 years of CRDe expertise, FuelSmart Technology and Smart SCR - BLAZO staked a claim of being the best in BS IV compliant vehicles. Today, the brand confidently offers an all-round guaranteed experience through product, service and spares. These are key factors, which have led to this performance.
How do you look at the competition and what is the strategy adopted by the company to face it effectively?
The market is witnessing substantial growth due to various infrastructure push initiatives of government. With buoyant sentiments, we are seeing influx of new products backed by services. We at MTBD have a clear mandate to meet both current and the latent needs of customers under 'Guaranteed Customer Experience' strategy. With this in view, we have been able to meet our customer needs in an effective manner.
You have adopted a strong after-sales initiative for service, maintenance and availability of spare parts across the country. How successful is this initiative so far?
Our after-sales measures have helped us winning customer trust, as result, over 40 per cent of sales comes from repeat buying. MTBD offers the following unprecedented service and spares guarantees to ensure that trucks are always moving: