In the majority of cases, the Group is awarded contracts following participation in tenders. The Group builds and maintains customer relationships at the board level, senior manager level and local level. The negotiation of large-scale projects typically involves the Group’s directors, senior managers, senior R&D personnel and technical specialists and their counterparts in the customer’s head office. R&D personnel support the sales process by providing input at each stage.
Customised and modular equipment is sold directly to customers. Contract terms vary depending on a number of factors, including, among others, the industry in question, the size of the order and the types of pumps ordered.
Standard pumps are sold mainly through an extensive trading network of dealers and distributors accounting for over 100 partner companies across Russia. The central sales office, Hydromashservice, is located in Moscow. There are also 11 branches and representatives offices in Russia and CIS and 3 outside of the CIS — in Milan, Dubai and Baghdad.
Equipment sales are made by professionals with a strong practical knowledge and the ambition to offer the best solution for the customer’s specific application.
We have a well-diversified client base of around 6,000 names. A significant portion of the Group’s revenue comes from “Blue-chip” clients, which include the largest oil and gas and energy companies in Russia. A stable revenue growth comes from small-to-medium-sized clients with annual purchases below Rub 200 million.
The improvement of our sales process and the further extension of an effective distribution system are the priorities for HMS Group.