Interview with Mr. Keshav Khurana, Executive Director, Wohlhaupter India Pvt Ltd.
Tell us about company and product profile?
Wohlhaupter India Pvt Ltd is a 100% subisidiary of Wohlhaupter GmbH, Germany (World leader in digital Boring Tools) which are part of the Allied Machine & Engineering Company group, USA. We started in 2011 in India with our head office in Delhi and cater to customers all over India with a team of trained engineers and distributors. Our product range is into hole making tools. Our principal Allied Machine & Engineering Company, AMEC invented the spade type drill in 1941 and we have indexable drills from 9.5mm to 142mm diameter, threadmills, indexable reamers, port tools, burnishing tools, solid carbide drills, made at our various manufacturing locations in USA & Europe. We have a range of boring tools from 0.4mm to 3255mm diameter, digital boring heads, analog boring heads, boring & facing heads, special boring tools and tool holders. We also have a boring tools servicing facility in our Delhi head office.
How are you planning to carry forward in the post-corona world?
Post corona, we plan to work in the new normal by taking care of all kind of precautions to keep all our employees healthy and safe. Our sales force is already equipped with all kind of modern technology to serve our customers virtually. Working on a customer centric approach we will be cautious and customised in approach in providing them the best technology.
What changes do you foresee in the future?
COVID-19 has put a lot of challenges for sales people since they are the pivot for bringing the organisation back on the track. Under such a challenging situation, organisations as well as sales people must be selective and careful while doing the business. Helping customers/prospects at the cost of higher risk for survival of your company will be a catastrophe. And that requires a lot of research and study by employees so that business can be done without hampering relationships. It sure is a challenging environment for all of us but we hope it will be good times again sooner or later. Proper understanding and evaluation of each business plus relationship with decision making authorities will help to qualify companies for doing business. Hence, the sales approach and selling skills required now will be different from the pre COVID-19 era. Mature and diplomatic conversations will be essential to make progress towards the deals. Understanding customer requirement still be the critical skill, however business decisions will now be taken based on mutual agreed acumen by speaking the language of business executives and viewing the world from their perspective. A dialogue towards building trust and long term partnership is essential to arrive at mutual consent that will gain him customer’s business at the same time ensure cash flow for sustenance of his company.