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Market Trends
New AEM Surveys, Focus Groups
How customers want to do business with manufacturers
 In the near future, construction equipment buyers will turn to the Internet more often for many aspects of product purchases and support, often at the expense of more traditional ways of conducting business, according to a preliminary AEM survey of construction equipment customers conducted late in 2001.
The AEM “Doing Business with Manufacturers” survey focuses on a broad overview of how customers acquire, use and dispose of construction equipment.
More In-depth Data Developed
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The services customers want most:
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• direct parts sales
• component life expectancy data
• field service
• direct equipment sales
• trade-in programs
• on-site training
• equipment evaluations
• factory financing
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AEM is following up with a more indepth analysis of customer data broken out by company type and industry segment. The Association will also conduct an industry summit and focus groups at CONEXPO-CON/AGG 2002 to provide its members with additional information on customers’ future interactions with equipment manufacturers.
According to the AEM survey, buyers expect to use the Internet more in the future for almost every type of transaction – including equipment purchases, resale, service and support.
Whether on their websites or not, the top-ranking services that equipment customers want from manufacturers include direct parts sales and component life expectancy data, as well as field service. Other services buyers rank as valuable include (in descending order) direct equipment sales, trade-in programs, on-site training, equipment evaluations and factory financing.
The “Doing Business with Manufacturers” survey material will be available to members on the AEM website – www.aem.org. For more information, contact AEM's Al Cervero at 414-298-4125.
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