Capital Equipment News April 2017

PROFILE

LOADING TERRITORIAL GAINS Terex Trucks continues to make strong market share gains in southern Africa, and Africa at large, following a renewal of its dealer network in some key regions. Speaking to Munesu Shoko at this year’s CONEXPO CON/AGG, Guy Wilson, director of sales and marketing, EMEAR, at Terex Trucks, shared the benefits of Volvo CE’s strong support and expanded footprint which Terex Trucks can leverage, as well as plans to further bolster the OEM’s dealer network on the continent.

Guy Wilson, director of sales and marketing, EMEAR, at Terex Trucks, spoke exclusively to Capital Equipment News at CONEXPO 2017 about the brand’s fortunes in Africa.

Munesu Shoko (MS): You assumed your current position as director of sales and marketing for Terex Trucks’ EMEAR region in early 2015. Tell me more about your role. Guy Wilson (GW): I began my construction equipment career with Volvo Construction Equipment (Volvo CE) as chief financial officer of its UK dealer in 2005, before moving into the position of managing director for Volvo CE Italia. Following Volvo CE’s decision to acquire Terex Trucks, I moved to my present position as director of sales and marketing, EMEAR, in February 2015. I am responsible for growing the sales of the company across Europe, Middle East, Africa and Russia, strengthening our network through the appointment of new dealers and supporting existing partners, as well as meeting with customers to gain further understanding of their operational requirements. MS: You moved to Terex Trucks following the company’s acquisition by Volvo CE. What sort of benefits has the Terex Trucks brand realised following the transaction? GW: From the onset, Volvo CE’s investment in Terex Trucks was meant to bring long- term growth for the company and the central message of the acquisition was that both companies were ‘stronger together’. Almost

three years on, the new vigour is leading to tangible benefits for our articulated and rigid hauler customers. Despite a further downturn in demand for haulers in general due to challenging economic conditions globally, a series of product, service and distribution improvements have firmly taken root at Terex Trucks. For example, Volvo CE has invested significantly in Terex Trucks’ plant based in Motherwell, Scotland to improve the manufacturing processes, which also translates into improved product quality. Since the acquisition, Terex Trucks needed to push forward and stabilise its position in the market. This has occurred by Volvo in- vesting in making products more reliable, as well as easier to use and support. It has also helped promote the brand by championing Terex Trucks at conventions such as Bauma, Intermat and CONEXPO. The influence of having a large parent isn’t always obvious from the outside but there’s been a large amount of support given. A lot of time has been spent improving the way Terex Trucks goes to market, how the brand is supported and in strengthening the sales team and dealer network. In that respect, we have been exposed to Volvo CE’s strong dealer network in some regions, for example, Babcock in southern Africa and SMT in central Africa, as well as FerroNordic in Russia.

MS: The Gen 10 TA400 ADT is Terex Trucks’ first product to roll off the production line since becoming part of the Volvo Group. Is this product driven by Volvo CE’s technological focus or follows Terex Trucks’ simplicity path? GW: The ‘Gen 10’ TA400 has gained plaudits following its international launch at the Bauma exhibition in Germany back in April last year and even here when it made its debut in North America at CONEXPO. The introduction of the Gen 10 was a conscious effort to showcase Terex Trucks’ robust simplicity and highlight its position in the articulated hauler market. Terex Trucks offers a well proven reliable product that can be sold into tough environments and needs a straightforward maintenance approach. Many of our customers have told us not to make the product any more complicated, as they run these machines in arduous environments, miles away fromworkshops and need to fix the product in a straightforward and easy way themselves. As a result, although the Gen 10 TA400 comes with a range of new improvements, it still follows Terex Trucks’ strong position in offering a reliable product that can be easily maintained in difficult environments, especially in emerging markets.

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