Sharad Kulkarni, Sales Director – Asia, Dormer Pramet details his company’s initiatives that empower its customers, industry and the environment.
Customer Delight
In the context of B2B phenomenon, like the metal-cutting industry the dominant challenge for the supplier is to address the needs of the customer. Today in a competitive setting each entity tries to improve its competitive advantage in several ways a) Introducing new products b) Reducing time to market c) Reducing cost to manufacture.
So, at one level the supplier must try and address the above need highly effectively. The other thing is to instil trust and fondness for the brand in the minds of customers. When both these values get intertwined, customer delight is an outcome which is translated into increased market share.
Dormer Pramet calls this customer-centricity. The company puts strong efforts to capture the customer pain points in a systemic manner through tools like CRM providing ways to resolve them. Regular new product introduction process which supports the customer objectives are an important part of its value proposition. Yet at another level dissemination of the latest metal-cutting knowledge coupled with effective technical support (online and offline) are the things that help it to achieve customer delight which is monitored and analysed through regular customer surveys.
Partner Delight
Channel partners play an especially significant role in connecting overall product offer and brand to the end customer. In doing this, they leverage their relationship and goodwill with the customer. In that, they would like to strengthen in association with various brands and at the same time maintain the competitiveness of their business entity. Values like competitive product offer, availability, technical knowledge, marketing, and technical support are very important to them.
Dormer Pramet recognises this very well and constantly endeavours to meet this need of its channel partners. Partner portal, technical and business training, ease of ordering (on-line system), and business planning are some of the ways in which the company strives to achieve partner delight.
Industry Outreach
In Dormer Pramet world, the organization’s stated purpose is “we care for manufacturing.” So, in line with this the company cares for all constituents of this ecosystem focussing its customers, its partners, and all industry participants. From a latter’s perspective, Industry associations play a particularly vital role. There is a scope for enlarging the impact of the industry through such associations and events. The other focus for the company is engaging with academic institutions to build awareness withing these entities for knowledge dissemination and building competence for the future.
So, Dormer Pramet has been working in institutions like IMATA, TAGMA, CII and other industry bodies. It has also increased its outreach with the various academic institutions like engineering colleges and Industrial training institutes within the country.
Media Outreach
Mainstream media and social media acts as a bridge between the brands and user community. Moreover, it contributes to build an association thus meeting the needs of both parties. Dormer Pramet values all forms of media organisations including the social media.
Social and Environmental Engagement
Sandvik group as a global entity is actively involved in welfare initiatives with respective local communities. In India Dormer Pramet uses the CSR corpus to enthusiastically participate in the same. The company has been involved in cleanliness and educational projects in areas near our Ankaleshwar plant in Gujarat.
Focus on Environment, Safety, and health is a key part of company strategy. The various initiatives are tracked and duly reported to the board displaying strong commitment right from the top. In particular, re-cycling of used carbide inserts and energy efficiency stands out in the manufacturing industry and has been hailed as a guiding light.
Executive Profile
Sharad Kulkarni, Sales Director – Asia, Dormer Pramet
Mr. Kulkarni’s experience at Sandvik Coromant encompasses a range of key leadership positions, notably serving in Sales and Business Development (Solid Round Tools) for South & East Asia and as a Business Development Manager in the Automotive sector for the Asia Pacific region. In March this year, he took on the role of Sales Director for Asia in March this year. Beyond his professional endeavours, Mr. Kulkarni places significant value on his time with family and is passionate about activities such as writing blogs, reading, and actively participating in sports.
E copy of the magazine – https://www.machineinsider.com/machine-tools-industry-influencers-2023/