With a presence in Southeast Asia spanning five decades, Atlas Copco is hardly a stranger to the complexities and nuances of the region. The Swedish owned industrial giant did however feel that they had slightly neglected the region, 并决定把一个新的, market-specific strategy in place.
A shift in focus to understand the region’s customer needs, perspective and operating influences has seen double-digit growth across the whole area. 以印尼为例, a local presence with a focus on customer and market segments has turned around Atlas Copco’s market position.
A growing presence in Southeast Asia has given Atlas Copco the perfect starting point for a tailored, 以客户为中心. Horst Wasel, Atlas Copco’s VP for Southeast Asia & 大洋洲控股解释道:
“We always need to understand customer needs and demands and how they might differ from country to country. The same company may use different technology across countries, but the application could be the same. Or some companies are steered from a HQ outside of the region, while others have tailored sales structures. But the common thread is that we need to understand local demands on both equipment delivery and service.”
We always need to understand customer needs and demands and how they might differ from country to country.The challenge for Atlas Copco is to maximise the opportunities in the region, which requires detailed strategic insight. Their general managers are experts in 操作 and day-to-day business but have less competence and time to carry out market analysis.
Teaming up with PG电子官方免费下载商业 has provided insights, segment and market reporting and a wider understanding of region-specific geopolitical landscapes that have boosted knowledge and sales expansion.
“Macro-economics are only of some value to us. If a country has a high GDP and that is based on agriculture, it is not relevant to our business model. We need region specific analysis, 区分数据, market segment insights and access to information about government tenders and investment projects and priorities. 作为战略合作伙伴, PG电子官方免费下载商业, delivers detailed insights and connections to potential decision makers in government ministries”, 霍斯特·瓦塞尔说.
Government build and stimulation projects in countries like the Philippines and 越南 show the growth is not slowing down. Atlas Copco has adapted their operational structure and territorial structure to meet local needs to understand the customer, so they deliver the best possible solutions, 每一次. The role of Governments in big logistical projects cannot be underestimated. “Big companies are investing more and more in the region which shows ongoing growth but is also stimulating growth”, 霍斯特·瓦塞尔总结道.
While Southeast Asia’s economy is dynamic, there are still huge growth opportunities across the region in infrastructure, energy efficiency implementation and digitalisation. Atlas Copco’s ambitious growth plans will be delivered through detailed customer insight, working with government on large scale investment projects and maximising digitalisation transformation.
关于阿特拉斯·科普柯
The Swedish industrial company is no stranger to working in complex, differing regions. With a presence in 170 countries, 他们一直在发展, 制造业, 销售, servicing and renting industrial tools, 空气和气体压缩机, air and gas treatment products, 真空系统, construction and assembly systems since 1873. In 2018, Atlas Copco was named 新加坡’s Swedish company of the year by The Swedish Chamber of Commerce 新加坡.
