PARTNERSHIP

Case IH further strengthens the support to its local dealer network

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Case IH has recently expanded its dealer training programs with a Big Tractor Training tailored for the sales forces of its dealer network in South Africa.

The event took place during the last two weeks of June in Delmas, a town situated about 60 kilometres east of the city of Johannesburg, and was organized by Case IH EMEA Commercial Training Department, in collaboration with the sales support staff of Northmec, the distributor of Case IH agricultural equipment in South Africa.

The local dealership welcomed more than 60 dealer representatives, including sales specialists and managers coming from every corner of the country on behalf of Northmec. A delegation of dealers from other African and Middle East countries was also invited and participated in dedicated training sessions.

The attendees were provided with both basic and advanced sessions of commercial training with focus on Case IH high-horsepower tractor offering. They also had the opportunity to familiarize themselves with the latest Case IH tractor technology during in-field tests and practical training sessions.

Case IH equipment training and courses are well established and appreciated as tools for optimum customer care. In Europe, Africa and the Middle East, the trainings are administered by Case IH EMEA organization.

“Having well-trained salespeople always at the top of their profession helps our dealers growing in competitiveness and ensures that our customers receive the best support for their business.” says Ozkan Eren, Marketing Manager for Case IH in Africa and the Middle East. “Sale force trainings are then crucial for our dealers in order to succeed. For this reason, we leverage on the extensive knowledge and expertise of our EMEA commercial training team to provide them the highest quality preparation and training programs.”

A closer look at Case IH largest tractors
Through a unique combination of classroom and in-field sessions, the tractor training in Delmas gave participants first hands-on experience of the features, benefits and competitive advantages of Case IH high-horsepower tractors. Attendees had the chance to test-drive and try out a selection of PumaTM, MagnumTM and Steiger® Series tractors during real, in-field working conditions.

“We received in-depth knowledge and clear instructions on how to get maximum power and productivity out of these Case IH tractors,” said Jaco Scholtz, one of the participants from Northmec. “We focused on the key strengths and features that make these machines stand above competition, as these can be a powerful tool when it is time to seal a deal. We also had the chance to better understand all the machine functions and controls and how to operate and easily service these tractors in the most safe and productive way.”

"These trainings are also a great opportunity to listen to our dealers’ sales personnel. This is of paramount importance as their feedback comes directly from our customers, and provides important information and valuable input to better tailor our offering to their specific needs,” added Eren.

Positive impact and results
The Big Tractor Training was very successful and considerably appreciated, according to participants’ feedback. They also highlighted the benefits of having the opportunity to drive and test the key-features of Case IH machines during real, in-field operations.

“I have been very impressed by this training as it offered a unique opportunity to broaden our technical knowledge about the product we sell. We can now use this high-level knowledge to better serve our customers, and to further strengthen the brand value and the trust that our clients place on our services,” added Scholtz.

“The training was of a very high standard,” said Jacques Coetzee, Product Manager for Case IH equipment at Northmec. “What we liked the most is the mix of theoretical and practical sessions. Our sales people are now even more confident to sell Case IH Puma, Magnum and Steiger Series tractors as they really know that we have got the best product on the market.”

Following the positive feedback received from the participants, Case IH will further intensify its training efforts with similar initiatives throughout the country in the next upcoming months.

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