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How to safeguard a revered Japanese brand

Jun 07, 2016

Established originally as Rocky Mountain Equipment Co. in 1952, Komatsu Equipment is the sole distributor and maintenance provider of Komatsu construction and mining equipment for the states of Utah, Nevada and most of Wyoming.

Merging innovative technology and precision engineering, Komatsu’s construction and mining equipment remains the first choice for many companies because of its respected reputation around the world and its prestigious heritage.

Komatsu Equipment CEO John Pfisterer.

Through its North American subsidiary Komatsu America, Komatsu Ltd. launched a new line of construction equipment with its iMC or intelligent machine control technology, which allows operators to handle the machinery more easily and shorten the learning process drastically.

“The Japanese identity suits us very well, particularly in this distributorship. Komatsu products are well engineered. That high quality, like a lot of Japanese products, rings true with a lot of our customers,” said CEO John Pfisterer.

While leading-edge technology found in Komatsu’s machines is one aspect that has helped clients become successful, a client-first philosophy has also consolidated its customer base.

Pfisterer, who has been Komatsu Equipment’s CEO for almost a decade, must know because he was once a buyer of the equipment he now sells.

“I want our people to be good listeners when customers seek solutions from us. I really want to understand what our customers need. If we can help make the customer more successful, then we get to share in that success. And that differentiates us from the competition,” he said.

Obtaining knowledge about their customers, Pfisterer emphasizes the importance of maintaining a relationship with them once the equipment is sold.

“Equipment maintenance is my background. What happens after the sale is key to this business. Our growth strategy is to consider after-sales relationships as integral to the company’s growth,” he explained.

Safety is another hallmark of Komatsu Equipment. In fact, its Salt Lake City branch and four other branches recently garnered the Safety and Health Achievement Recognition Program (SHARP) Certification from the U.S. Occupational Health and Safety Administration.

“Safety is not just our priority, it’s a value. Priorities change, but values don’t,” Pfisterer said.

Despite a downturn in mining, the company chief sees continued opportunity in all areas of the business in the coming years.

“We’ve grown this company significantly in all aspects since 2007. We’ll continue to be partners of Komatsu America and Komatsu Ltd. in their success,” he said. 

Southwest USA 2016 was prepared for and originally printed in The Japan Times Newspaper.

PDF of the printed report

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