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East Africa potential
Foton's sales in Kenya had increased with an average 35 to 40 units sold monthly from January 2012, said Mugambi, and Foton has invested heavily in research to roll out local production of vehicles meeting market needs.
"East Africa has a very high potential for new vehicles. Apart from Foton's assembly plant using imported CKD, some parts will be sourced in Kenya in order to build business linkages with various sectors," she said.
Foton Motors has currently contracted with Thika based Kenya Vehicle Manufacturer (KVM) to assemble Foton double-cab and single-cab pick-ups built to suit Kenyan terrain before its own assembly plant starts to operate.
The company has solidified its offering in the pick-up truck market as the Foton Tunland is built for durability on African roads and to withstand extreme weather conditions.
"Tunland is a next- generation multi-purpose pick-up. Engineered with sustainable innovation in mind, it embodies both freedom and confidence with the ability to carry up to 1 ton and tow a 2.25-ton trailer," said Mugambi.
Foton Tunland has a high-performing and extremely reliable Cummins ISF engine, making the vehicle perfect for professionals and organizations looking for a flexible transport solution with off-road capabilities.
In order to provide better services to customers in Kenya, Foton Motors has branches in Nairobi and Mombasa backed by dealers in Nakuru, Eldoret and Kisumu. Dealers will be established soon in Meru and Nanyuki among other towns.
The objective is to enhance market penetration of Tunland pick-ups, light trucks of 3, 4 and 5 tons, medium duty trucks of 7 and 10 tons, tippers of 25 tons, prime movers and buses with ambulances among others.
Tough competition
Mugambi said Foton Motors wants to support local business by appointing dealers in Tanzania, Rwanda and South Sudan to a stock of genuine parts and provide after-sales service to build a competitive brand in Africa.
Foton Motors intends to start operations in South Sudan from scratch, targeting sales of pick-ups and trucks. The attraction of South Sudan's economic prospects is the oil expected to fuel development in the future.
Foton vehicles in Africa are competing against brands like Mercedes, Nissan, Mitsubishi, Renault, Isuzu, MAN and Volvo.
Martin Kamau, who operates a fleet of trucks transporting goods in East Africa, said Foton prime movers are suitable and reliable because they have powerful fuel efficient Cummins engines and low maintenance costs.
According to Foton Motors, the sedan-style interior Auman heavy trucks provide a comfortable working environment to the driver and the reinforced cab and safe braking system ensure operational safety.
Mugambi said the design and technology of Auman trucks has been created to minimize fuel consumption, and all new Foton vehicles come with a comprehensive warranty for an extensive period of time or mileage.
"We advise our customers to regularly bring their vehicles for a technical check-up. All services are provided under the same roof by a dedicated team of trained personnel to give customers value for money," she said.
According to Pricewaterhouse Coopers (PwC), Foton wants to expand sales in a region whose market is set to expand with South Sudan being touted as the future sixth member of the East Africa Community. | 
