Construction News - International Construction Industry
Construction News
UmweltBau GalaBau Bau Magazin

LiuGong establishes Operator-approved Approach to Sales

BIRMINGHAM/ENGLAND, July 22, 2013 - Striking the optimum balance between satisfying an operator’s needs while appealing to the owner’s requirements for maximum productivity and efficiency is a delicate task that most manufacturers and dealers in the construction industry continually strive to achieve. LiuGong’s European dealers are taking a new approach to their sales method. The approach acknowledges the industry’s universal acceptance that, although not responsible for spending the money or signing the paperwork, the operator’s perception and decision is vital in selling machinery.

LiuGong established a new, Operator-approved approach to sales

For 55 years, LiuGong Machinery Corporation has been a leader in China’s construction equipment manufacturing industry. From building the country’s first modern wheel loader, LiuGong has evolved to become one of the fastest growing, global, CE companies in the world.  | photo: LiuGong

Therefore, against a backdrop of low awareness, LiuGong dealers are allowing the machinery to sell itself by having the confidence to offer a flexible hire before sale opportunity to customers who have no previous experience with the brand. It has even proved successful with operators who have negative preconceptions of Chinese machinery based on experience with other brands. In The Netherlands, Hansan Bouwmachines B.V. made two of its first four sales in this way with the customers, Sterk Heukelum and Van Dijk Infragroep, committing to buying more than one machine from the manufacturer.
In the case of Sterk Heukelum, operator André Keijzer had previously refused to continue using another Chinese brand and was sceptical when the owner agreed a deal on a LiuGong 925LC excavator based on price. However, André was given the final decision as to whether to purchase or return the machine.