Simple trucks, solid job
September 1st 2010 Sir Neville Bowman-Shaw talks to Simon
Duddy about efforts Samuk UK has been
making to boost its service offering
Acommon criticism levelled against Chinese lift trucks in
the UK is availability of parts. The neighsayers usually
open the conversation by acknowledging that Chinese
trucks are getting better and are indeed cheaper than Western
counterparts, but then they say 'Ah, but have you tried getting
parts when they break down?'
Sir Neville Bowman-Shaw acknowledges that in the past
Chinese suppliers have tended to see their role as unit
manufacturers rather than suppliers of parts. But he has made
considerable efforts to provide effective service and parts supply
to UK customers of Samuk.
"We carry a huge quantity of parts at our main depot and
European parts centre in Peterborough. First pick availability is
80% off the shelf and customer feedback is very good. In the
event that we need to order a part from China we can get it in
three days if it is urgent," says Sir Neville.
The operation carries a stock inventory of approximately
60,000 parts and supplies these throughout Europe to dealers or
direct to end users when appropriate.
Despite having a strong parts operation in place, the industry
stalwart emphasises the importance of prevention over reaction
and says the specification of Samuk trucks helps in that respect.
"Hangcha uses the Keep It Simple Specification (KISS)
philosophy. Other manufacturers are suffering because they are
making their products too complicated.
"In addition, if you are an operator with a small fleet, you are
better off going for something simple that a local engineer can fix.
"The problem with complex models is often identifying the
problem when a truck breaks down. If a truck breaks down in
Aberdeen an engineer may be sent from Glasgow to fix it, with a
laptop, at £60/hour. It takes a lot of time and money."
But with a basic specification Samuk's trucks, manufactured
by Hangcha in China, leave themselves open to the criticism of
being old-fashioned and unsophisticated.
"There is no problem," insists Sir Neville. "They work. Our
trucks can climb a slope into a container as well as any other
make. The hydrostatic models are quite nice going into
containers but they cost too much."
Hangcha owns a factory capable of building 80,000 1.5-3tn
counterbalance trucks per year on a single shift basis, which was
formally opened last October. Sir Neville is confident the world
lift truck market will bounce back from recession in the next few
years, which he argues makes the timing of the factory opening
astute. Hangcha will produce 58,000 trucks this year with 39,000
for the Chinese market.While Hangcha makes many
components itself, it also buys in technology when necessary to
boost the quality of the trucks. Sir Neville plays a role in deciding
the specification of trucks destined for Europe.
He believes Chinese products are making steady progress
against the traditional reluctance in the UK to buy them.
"Japan took 40 years after World War 2 to become accepted, to
become a premium brand in fact," he says. "We have the same
thing with Chinese products but it will take a fraction of the
time.We have overcome basic criticism during this recession. I
think it will be 15 years, then China will be looking out for
someone else."
He adds that Samuk are now getting orders in the 'tens' and
he'll be disappointed if the company does not sell 500 this year.
With 200 trucks in stock, he adds that Samuk can supply quickly.
But one concern is protectionism.
"We offer trucks at around 80% the price of a premium brand.
So, if such a truck costs £20,000, we'll be able to supply one for
around £16,000. But protectionism is an issue. For example, if we
bring in a hand pallet truck, we
have to pay 43% import duty." More articles from Samuk Lift Trucks Limited: | 
