With Cummins being one of the largest genset manufacturers worldwide, it is able to provide customers with a broad range of power solutions. Moreover, it differentiates itself from many of its competitors due to its robust distribution network.
Cummins owns its distribution channels in many key African markets, or has very strong joint venture (JV) partners. What this means for customers is a ‘one-stop shop’ not just for products, but also for service provision, Cummins Africa Distribution sales and business development director Vivek Malapati explains. ‘Many of our competitors mostly use independent dealers, meaning customers often have to deal with multiple companies, even for the smallest issue, which adds red tape and slows down turnaround times,’ he points out.
Cummins’ distribution network is extremely well run, comprising highly skilled staff, allowing it to cater for all customer needs, from acquiring a 17 kVA unit to installing a 20 MW power station. ‘We are not only able to provide upfront application engineering support, but project execution from start to finish, in addition to aftermarket service,’ Malapati notes.
Cummins manufactures all key components of its gensets, unlike other companies that focus solely on assembly, sourcing components from various suppliers. This provides for a completely different customer experience, particularly in terms of warranty and service support, as it allows for a single point of contact, known as ‘The Power of One’.
Cummins is currently investing significantly in its African distribution network. ‘If you look not only at power generation, but many of our other end markets, one of our key strengths has been our investment in tooling, technicians, and stockholding, both for products and spare parts,’ Malapati highlights.
Nigeria, Senegal, CÃ´te d’Ivoire, Ghana, Angola and East Africa are focus countries at present for Cummins. ‘We invest to ensure we have sufficient capacity to meet our customers’ needs throughout the continent. In addition, we strive to provide our technicians with the latest training and equipment,’ Malapati concludes.