Kässbohrer Geländefahrzeug AG: Increasing skiing tourism affords new opportunities

An extensive sales and service network reinforces position on the Russian market

Laupheim, 22 August 2006. Even before the foundation of Russia and the CIS as they are today, PistenBully and Kässbohrer Geländefahrzeug AG – the leading supplier of vehicles for slopes and slope grooming – had an established market presence in the former USSR. The early successes and long-standing business contacts from this time are still helping the company to rise to the challenges of today’s market and to further consolidate its position on the Russian marketplace. Kässbohrer’s primary focus in Europe is expansion of its sales and service network and close collaboration with its regional partners. The customer proximity afforded by this strategy translates into optimal service standards and information flows and ensures the right conditions for taking advantage of increasing skiing tourism to the benefit of PistenBully sales.

Wide sales and service network as a success factor

“To offer our customers a comprehensive and optimal level of service, the most important factor is overcoming the large distances”, says Steve Junghans, explaining one of the particular challenges of the Russian market. He has been Kässbohrer Geländefahrzeug AG’s Regional Sales Manager for Russia and all of Eastern and Central Europe for the last six years. “Together with our chief agency Skado in the Russian city of Samara, in recent years we have been working on expanding and improving the quality of our sales and service network throughout Russia and the CIS.” Skado now operates not only from Samara, but also employs agents for customers in Siberia, the far east of Russia, in the southern Ural region and in Moscow. The huge success of the 2005/2006 season is evidence that the strategy is heading in the right direction. Kässbohrer views close contact with customers and business partners as a further factor for success on the Russian market. “It is particularly important for us to support both smaller customers and the large companies that are opening up new skiing resorts such as those being developed in the Caucasus for example,” says Junghans.

Skiing tourism is providing new impetus

The interest of the Russian public in skiing has risen in recent years. This fact and the opportunity of receiving governmental subsidies for undertaking specific measures are meaning that smaller and medium-sized skiing resorts are becoming more open to making investments. “It is for these reasons that we are anticipating continued growth in skiing tourism in this market and, consequently, higher sales of our PistenBully machines”, forecasts Junghans. “We are well-prepared and are looking forward to the challenge!”

A good second-hand PistenBully

In addition to new vehicle sales, marketing, service and customer support for second-hand machines are an important component of success in Russia and the CIS. In its second-hand business, Kässbohrer has been operating a special quality concept in Eastern and Central Europe for many years and is now transferring this to Russia. Used Kässbohrer PistenBully machines have been overhauled to one of three different levels: ECONOMY, STANDARD and PREMIUM. ECONOMY machines are the most cost-effective option. They have been tested with respect to proper working order by trained personnel. If required, the customer receives the test report, which provides documentary evidence of the machine’s condition. The customer carries out the technical and visual reconditioning work himself. Machines in the STANDARD category are part-repaired and are ready for immediate operation. The tracks and attachments have also been reconditioned ready for use. Customers who opt for a PREMIUM-quality second-hand machine can take pride in a machine in an outstanding condition. This machine and the tracks and attachments have been fully reconditioned with respect to both functionality and appearance. PREMIUM machines are in an excellent condition that merits Kässbohrer Geländefahrzeug AG’s warranty for used machines.