Construction World November 2017

TRUCKING

SCANIA: BUCKING THE TREND Having launched its official drive into the construction section in 2015, Scania is looking to further increase its market share in construction trucks by the end of 2017, according to Theuns Naude, Segment Manager, Construction at Scania South Africa.

By Paul Cranskshaw

Scania trucks are designed ensures that 95% of the parts are interchangeable, allowing for a 98% parts holding in South Africa – with the remaining 2% available to be flown in at short notice – which improves replacement time and reduces truck downtime. “The quicker we can replace the parts and repair vehicles, the quicker they are out on the road earning a return for their owners,” says Taftman. “The modular concept is a well proven ingredient of Scania’s success.” While the construction sector remains depressed in many parts of the country, he sees plenty of scope for improvement in the near future – with government infrastructure plans alongside South Africa’s rapid urbanisation rate, which is demanding a range of developments from roads and stormwater drains to housing and water supply systems. The Futuroad event was a valuable opportunity to showcase its latest offerings, says Naude, being a sufficiently large event to attract not just South African visitors but transport professionals from all around Africa. “Countries like Zambia and Botswana are looking positive with regard to road infrastructure projects, so it is valuable to be at events like these where potential customers from these countries are looking for the latest technologies and solutions,” says Naude. Taftman highlights that having a range of truck offerings on show also helps customers to experience products in other segments of the Scania portfolio. “Most operators will be specialised in their particular field of involvement – but will not often have the opportunity to see more of our offering,” he says. “By seeing the various solutions for all aspects of their operations, they begin to appreciate the productivity and efficiency gains that can be made.” Scania’s financial and insurance services – combined with choices for

Speaking on Scania’s stand at the Futuroad exhibition at Nasrec recently, where Scania was displaying a number of its new products, Naude says the tipper segment has been selling particularly well – especially the P410 8 x 4 and the P360 6 x 4 chassis. “We are also getting into the mixer truck segment, with a good response to our offerings at the Concrete Expo recently,” he says. “Our largest customer base is currently in the Western Cape, with increasing interest being expressed by driver-owners.” He says the fuel consumption of the mixers is a particular attraction – and has been proven in customer operation to be up to 25% more economical than other brands in the same application– as well as improved cycle times due to the engines’ high power and torque levels. While the market share growth is pleasing, Scania Southern Africa General Manager for Product & Marketing, Alexander Taftman emphasises that the company is more interested in sustained levels of market growth based on long-term customer relationships. “We are building on Scania’s global history going back over a century, as well as our position as a fully-fledged OEM in South Africa since 1994,” says Taftman. “Although most local customers associate Scania with the long-haul market, its early roots are really in rigid trucks with either a fixed body or a tipper body. So we have extensive knowledge and experience in the needs of the construction sector.” The Scania construction offering in

South Africa has grown to about 15 models, including the tippers, mixers, brick carriers, skip loaders and water bowsers. “Within this range, we can further adapt specifications so that each unit is tailored specifically to exactly what the customer needs,” he says. “This means that the result is economical while still meeting the performance requirements of their enterprise.” Understanding the customer’s operation and needs is the cornerstone of this approach, so close communication is required alongside in-depth industry knowledge of what is important to keep operations successful. “This is why we visit customer’s facilities regularly and talk in detail about their busi- nesses, so that we can assess the operation and work with the customer to determine their optimal transport solution,” says Naude. “While there are standard units, every contractor’s site requirements are unique; moving overburden from a site, for instance, may require a more robust configuration to withstand higher wear factors.” Scania’s range allows it to offer a product in virtually every aspect of the construction value chain, including: earthworks haulage; transportation of aggregate and asphalt; concrete mixing; carrying of bricks, kerb stones and metal; water trucks for dust suppression; generator sets for producing electricity on site; and buses for transporting staff. “We are here to provide not just a truck but a full transport solution,” he says. The flexible modular system on which

LEFT: Scania’s concrete mixer on display at the recent Futuroad show at Nasrec. AND RIGHT: A Scania 8 x 4 tipper.

maintenance contracts – allow customers to effectively manage their risk and cash-flow so they can focus on their core business and expertise, and leave the truck servicing and maintenance to us. 

50

CONSTRUCTION WORLD NOVEMBER 2017