Relationships run deep, in blood, in Construction Equipment Business.

For the past 27 years, Prasad? has been a salesman for a leading Construction Equipment?manufacturer, an Indo- Japanese venture. Although he is now very successful, it wasn't? always that way.

Two months after he started working for the company, the Prasad family’s? mixie/ blender broke.?Their only modern way of representation.

“We were dirt poor,” says Prasad.?

“We couldn’t afford a new blender, so I told my wife, I go out to this area where government offices are situated every Tuesday, and there’s a Sujata blender repair shop.”

The old man at the repair shop said he could repair the blender, and Prasad explained that he was in the area every Tuesday and would pick it up on his next run.?

The following Tuesday, the blender was ready, and the bill was Rs 65. Prasad? could not believe the repair cost so little, but the man said that it was no big deal.?

Prasad? recalls saying,

“Sir, you don’t understand how big a deal it is to me to have this repaired. I can pay you? Rs 65 and I appreciate it. But I tell you what, I don’t know if you or any of your known? do any excavation work? out of here and need an excavator , do let me know, and I would like to return the favour .If you ever need anything , call me and I will see that you don’t pay list price.”

Prasad began stopping by the shop the second Tuesday of every month just to say hello and exchange general greetings, whenever he visited the Irrigation department and other offices. Prasad? knew that the business would never be a major customer, but he enjoyed building the relationship.?

Over the next two years, the old? man tied up with another? partner and ordered a , a mini excavator.?

One Tuesday, he asked Prasad, “Do you have a few minutes today?”

Prasad said, “Sure. I come here to give you my time. I have as much time as you need.”

“Let’s get on to? your scooter. I want to show you something.” They drove to the northern part of the city with Prasad? asking “Where are we going?” along the way.

“Don’t worry about it, I want to show you something.”?

They pulled into an agricultural plot, near the airport of what was to become a million-square-foot building.- a big-big warehouse .

Prasad? asked, “What is this?”

“This is payback.”

“What are you talking about?”

“For three years, you are the only salesperson that has treated me like I was worth anything. And you have always asked me to think big . Now it’s payback.?

Bluedart's operations are growing and they are moving in here bigtime. They want 5 storied building , - two storied basement? and three above the ground . A huge excavation work to be done in next 4 months, before rains hit the region.

So get your seniors for a discussion of 6 excavators - to be delivered this month itself .This is a make or break opportunity, for both of us , for the time window is too short."?

He took Prasad? to couple of bankers and said, “This is Prasad from Indo Japanese venture and he can train all your lending team on the nuances of the operations of excavation work for buildings, irrigation projects, dams and so on. And you must prefer machines from him.”

The old man introduced him to dozens of people vouching for Prasad's integrity, understanding of business and his commitment to the customers. Until the Old man was there for the next 12 years?, Prasad? had enough orders to deliver.

Prasad's customers were so loyal to him that when his competitors asked to speak to someone about excavation??needs, the Old man's company officials would give them Prasad's? card. When Prasad's? competitors would ask, “What’s this?” his customers would say, “You wanted to talk to whoever handles our excavation business.”

The salespeople would then say something like, “No, No, You don’t understand. That’s our competitor.”

And Prasad's? customers would respond with something like,?“No, You don’t understand. That’s who handles our excavation business. If you have an idea, give it to him and he’ll bring it to us.”

The relationship runs into the next generation, deeper and stronger. A total of 23 excavators ....all starting? from the little story of a blender repair.