Interview to Jorge Room, commercial director of Mann + Hummel Iberian
19 October 2011
Taking into account the stagnation that exists at present in the sale of new agricultural machinery in our country, of which form has repercutido in companies of spares as his?
In these moments, see like the market of posventa agricultural is the most stable inside what can consider automotion. To date, we have not detected that the agricultural activity have fallen especially, as yes it has done it some another sector, and the aging of the park of national tractors has contributed to encourage, in some measure, the market of spares and accessories.
Important marks of agricultural machinery have gone in in the business of the spares, seeing in this sector a filón for maquillar his results. It prejudices them or there is market for all?
Is natural that in front of the fall of a market, owing to the lower demand, look for new products and/or new markets. The sales of agricultural machinery sure enough have experienced a remarkable descent and the companies that have suffered it look for paliar this descent through the new relation new / products markets. Nowadays, the posventa agricultural already is very covered by the existent actors, and the entrance of new “channels” will force to all to profesionalizar still more the sector. Definitely, this redundará in a greater profit for the final customer, the agriculturalist, that will be better attended. In this career, and to end to improve the attention to the customer, will triumph the one who was readier. And for this, it is necessary to improve mark, price, product and services./p>
Taking into account the coyuntura economic current, have noticed some change in the typology of buyer?
In the agricultural sector, can not speak of a radical change in the typology of the buyer. Besides, it is necessary to take into account that in our country give habits of purchase very shoot in function of the geography. What yes seems clear is that a big majority of the professionals that work with agricultural machinery looks for teams that guarantee him quality and security. And now, perhaps more than ever.
One of the questions that realised/realized in this same poll the past year did reference to the morosidad and the half term of collection, that had increased significantly Have noticed a mejoría or an impairment? The Spanish agriculturalist keeps on being a good pagador?
Regarding the manufacturers, the possible problems of morosidad from the consumption, already have been filtered by the distinct links of the chain of distribution. In this sense, in
What expects him to the sector of spares of face to 2012?
In the last times, have arrived to the conclusion that do predictions is very complicated, because of the very high speed of change of the market. In general terms, and I do not speak only of the agricultural sector, expected that this year it was a continuation of the second semester of the year 2010, from the economic point of view. However, we have observed in the channels generalistas of posventa how these forecasts were too optimistic, sight the reality observed in the transcurso of this exercise. If we treat of not confusing forecasts with wishes, do not expect that next year it bring us a lot of surprises —neither positive neither negative—. We move us in a very stabilised/stabilized market and, therefore, very attractive. However, nowadays, anybody is able to foresee an economic fall very brusque, that could desestabilizar also to the sector of the posventa, since it is very tied to the acquisitive power and therefore to the consumption. It will be necessary to be attentive./p>
