Capstone Looks To Boost Russian Presence
By Jack Burke27 March 2017
Capstone Turbine Corp., a manufacturer of microturbine energy systems, recently held a series of sales and marketing meetings in Almaty, Kazakhstan with seven of its regional distributors as part of an ongoing effort to rebuild, strengthen and diversify the company’s overall presence in Russia and surrounding Commonwealth of Independent States (CIS).
Synergy Astana, Capstone’s new distributor for Kazakhstan, hosted the meetings, which were led by Jim Crouse, Capstone’s executive vice [resident of Sales and Marketing and Capstone’s Regional Sales Director Kay Scholz, who recently relocated to Almaty. The in-person meeting was designed to allow for open discussions on distributor best practices, product sales techniques, product and sales pipeline updates, and the effective use of Capstone’s customer relationship management (CRM) tool. Representatives from BMTec, BPC Engineering, DV Energy, Electrosystems, GESS Consulting Ukraine, Synergy Astana, and Thermoflex brought provided key market intelligence with updates for their individual territories, Capstone said.
“The recent meetings in Kazakhstan were well received by our local area distributors, and we look to continue the collaborative conversations as we move into the next fiscal year,” said Darren Jamison, Capstone’s president and chief executive officer. “Constructive meetings like these are allowing Capstone to explore new growth opportunities while sharing ideas with the people who know the local regions inside and out,” added Mr. Jamison.
As a result of its revamped growth strategy in Russia and CIS, Capstone announced two new orders from the region. BPC Engineering, Capstone’s distributor in Belarus and Russia, secured a follow-on order for a C1000 Signature Series microturbine, for immediate shipment. Concurrently, Electrosystems, another Capstone distributor in Russia, secured an order for a C65 microturbine, which is also for immediate shipment.
“The rebuilding of our business in Russia and the surrounding CIS area continues to go well as BPC Engineering was back up to 16% of our total revenue during the last quarter. BPC paid and took delivery of four Signature Series C1000 microturbines last quarter, which to date was the best performance in over two years. Securing an additional unit this quarter was another positive development in our rebuilding process,” added Jamison.