Capital Equipment News August 2021

TOTAL COST OF OWNERSHIP

Scania’s value creation is built on the company’s ability to provide its customers with profitable and sustainable transport solutions that contribute to the success of their businesses.

and improve efficiencies in the entire transport operation. We are also part of an ecosystem where we cooperate with stakeholders such as biofuel producers, energy suppliers and governments, thus ensuring a focused approach to sustainable transport,” he says. This business model is driven by Scania’s understanding that its customers’ profitability translates into its own success. “The success of our own business is directly linked to the quality of service we offer to our customers and how well their businesses perform. Driving customer profitability through sustainable transport solutions and pursuing responsible business are complementary, long-term perspectives to continue being a profitable company,” he says. In conclusion, Donachie sees the Scania Modular system providing the ultimate starting point for vehicles perfectly tailored to each unique application using the three-pillar approach, supported by the TCO model that uses actual customer data that is relevant and adds meaning to their business. The basis is of course Scania’s enormous trucking expertise, its modular system and vehicle data collected from tens of thousands of vehicles in actual operation for many years. To this, the company has added knowledge from industry studies, customer interviews and marketing workshops, in close dialogue with its existing customers. The result is a Scania-unique toolbox that gives the company’s sales staff, regardless of market or customer type, access to expertise that enables them to not only offer a truck but also a customised solution that, based on each customer’s unique needs, has full potential to become profitable. b

Scania’s solutions integrate the company’s collected expertise on both trucks and various transport solutions as well as their specific characteristics.

Tailored solutions For Scania, each truck is a production unit. The better adapted it is for its unique assignment and the more supported it is by applicable customised services, the greater the transport operator’s chances of getting a return on their investment. Scania’s solutions integrate the company’s collected expertise on both trucks and various transport solutions as well as their specific characteristics. By focusing on each customer’s unique needs, based on experiences, operational data and market knowhow, Scania’s solutions feature concrete added value that benefits the customer. TCO, says Donachie, is a true reflection

of the actual vehicle performance that allows Scania to tailor solutions that meet customers’ requirements. The solutions include vehicles and services costing, optimised to each customer’s operations to improve fuel efficiency and maximise the vehicle’s time in operation. “This calls for continued dialogue with our customers, built on trust and often based on long-term relationships,” says Donachie. The partnership approach, he adds, does not end with the customer. “We must understand our customers’ needs, but also their customers’ demands. Combining this with our established flow thinking, Scania tailors solutions that eliminate waste

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