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 For Immediated Release
July 1, 2005
Manitowoc Crane CARE success at first EMEA conference
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| The first ever Manitowoc Crane CARE Conference in EMEA took place in Hohenroda, Germany, with over 80 delegates in attendance. |
Manitowoc Crane CARE’s first ever conference in the Europe/Middle East/Africa
(EMEA) region was hailed as a complete success with over 80 delegates
attending the two-day event in Hohenroda, Germany. The attendees, representing
Potain’s 60 German dealers, listened to presentations on a variety of topics
related to the four key components of Crane CARE: parts, service, training and
technical documentation.
Crane CARE is now a fully-fledged business unit of the Manitowoc Crane Group
with 750 employees working at 250 locations. In EMEA the business employs over
500 people, with 310 responsible for the Potain line of tower cranes and 200
overseeing the Grove mobile crane and Manitowoc crawler crane product lines.
The reason for the sustained growth at Crane CARE is a shift in end users’
approach to after-market care. End users are paying more attention to the cost
of ownership of their equipment and taking a more scientific approach to
maximizing machine utilization. Gone are the days of cheaper purchase prices
in exchange for limited or no warranty. Today, companies prefer to buy
extended warranties.
Crane CARE understands this shift in thinking better than most, according to
Larry Weyers, executive vice president of Manitowoc Crane CARE. “We’re moving
away from the ‘break/fix’ approach to crane maintenance,” he told delegates
during his keynote speech. “We’re focusing more on the product life cycle –
the cost of ownership. I even tell our customers ‘We don’t want to focus on
product support anymore’. Because to me ‘product support’ means focusing on a
product after it’s failed. Our approach is different. We’re focusing on uptime
– not downtime.”
Thibaut Le Besnerais, general manager of Crane CARE in EMEA, was next to
address the conference, and he explained how Potain’s work on the Millau
Viaduct in France was a modern-day example of how service can be the crucial
factor in winning lifting contracts. On this high profile project - the
tallest road bridge in the world - Potain supplied seven K5/50C tower cranes
to main contractor Eiffage Construction. But, according to Le Besnerais, the
deciding factor for the contractor was the service provision that came with
the cranes.
“We provided 24 hour a day service, parts on site and a guarantee to
troubleshoot all problems within 24 hours,” he said. “It was our ability to
provide such comprehensive service that won us the contract. This focus truly
differentiates us from our competitors and demonstrates that the better we
become at service, the better we will become at sales.”
The two-day event also saw presentations on spare parts, training, technical
documentation, as well as an overview of Manitowoc Crane Group and
presentations from some of the company’s preferred suppliers. Among those
speaking on Crane CARE’s spare parts provision was Jean-Pierre Zaffiro, parts,
sales and logistics director for EMEA, who invited all delegates to visit the
new logistics center in Decines, France which includes a 6000 m2 (65,000 ft2)
warehouse and ships 10 t (11 USt) of spare parts for Potain cranes alone each
day.
In addition to detailing the services offered by Crane CARE, the conference
also introduced the Manitowoc Crane CARE ‘Abkommen’ program, the equivalent of
the coveted Manitowoc Crane CARE Elite program in The Americas. To achieve
‘Abkommen’ status EMEA dealers must make a substantial investment in their
after-sales provision. That means holding an extensive stock of spare parts,
ensuring technicians are trained to the highest level possible and providing
an on-site library of technical documentation – to name just a few criteria.
To date, 13 companies have applied for Abkommen status and are in the process
of being audited by Crane CARE to ensure they have facilities in place to
provide the industry-leading level of service the Abkommen badge demands.
Thibaut Le Besnerais said the event had been a great success and that further
conferences were planned in the EMEA region to develop the company’s message.
“Crane CARE is committed to ensuring our customers have the lowest cost of
ownership,” he said. “If we maximize uptime then we maximize revenue for our
customers. By keeping maintenance a high priority we will also maximize the
residual value of our cranes.”
About the Manitowoc Company
The Manitowoc Company, Inc. is one
of the world’s largest providers of lifting equipment for the global
construction industry, including lattice-boom cranes, tower cranes, mobile
telescopic cranes, and boom trucks. As a leading manufacturer of ice-cube
machines, ice/beverage dispensers, and commercial refrigeration equipment, the
company offers the broadest line of cold-focused foodservice equipment in the
industry. In addition, the company is a leading provider of shipbuilding, ship
repair, and conversion services for government, military, and commercial
customers throughout the U.S. maritime industry.
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High Resolution Photograph (2.47 MB)
For More Information Contact:
About The Manitowoc Company
The Manitowoc Company, Inc. is one of the world's largest providers of lifting equipment for the global construction industry, including lattice-boom cranes,tower cranes, mobile telescopic cranes, and boom trucks. As a leading manufacturer of ice-cube machines, ice/beverage dispensers, and commercial refrigeration equipment, the company offers the broadest line of cold-focused equipment for the foodservice industry. In addition, the company is a leading provider of shipbuilding, ship repair, and conversion services for government, military, and commercial customers throughout the U.S. maritime industry.
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