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From Mexico he moved back to Brazil where he worked as Scania’s service director. “Brazil is a complex and huge country – something that causes logistical challenges. It is the single biggest market for Scania in the world. During my time there I learnt how important relationships with dealers are: it is vital that the OEM sees the business through the eyes of the independent business owner.” In Brazil he says he learnt how crucial e ciency and resilience is – something he is bringing to South Africa. He regards working in different countries as a distinct leadership advantage. “Living and working abroad opens your mind and makes you more exible,” says Souza. The Southern African challenge Moving to South Africa was a natural next step in his career. “I regarded this as an excellent opportunity. Besides being responsible for South Africa, Scania Southern Africa also includes Botswana, Namibia and Mozambique. The independent markets – Malawi, Zambia and Zimbabwe – are in addition to this which makes it interesting.” He says that although Brazil was a far bigger market, the Southern African market is far more complex. In Brazil, Scania did not work in the used market as the operators sold trucks themselves; nor was there a rental department in Scania Brazil. “Here it is a key part of the business,” adds Souza. “The COVID-19 has obviously caused di cult times, but on the positive side it has created the opportunity to change things fast,” says Souza. “I changed things in three months that would have normally taken three years to change. The pandemic has brought us together as a team,” explains Souza. Building true partnerships Souza con rms that Scania’s market share of 14,6% last year was good because it was a normal trading year. Going forward he believes that the South African heavy commercial vehicles sales will be around 9 000 to 10 000 vehicles (of the normal 12 000). “Now that

lockdown restrictions have eased I am hoping that the market will return to normal. We have experienced delays in bringing product to market, but because we reacted fast and have taken action, I am con dent that we will deliver good results,” Souza believes. In terms of the construction segment that Scania entered a few years ago, Souza says Scania’s long-term aim is steadfast. “We want to compete in this segment. However, government will have to inject funds into infrastructure and building projects.” Despite this, Souza maintains that Scania’s advantage is that it is a wholly owned organisation. “This includes our nance solution which translates into a bene t for our customers with regards to our ability to offer a total solution. During the pandemic we have been able to reschedule payments for customers that were struggling. We have put a huge effort into supporting customers in this tough period as, for us, it is a partnership and we are in it for the long-term. Everyone needs to now be more e cient. When it comes to fuel consumption, we know that we are the best in class. This is a global phenomenon that is thanks to development of the new generation of Scania trucks.” Souza furthermore says that customers now rely on total customer care like never before – an ine cient truck is simply no option. “Our dealer network is well positioned and strategically positioned and it is well placed to support customers too,” explains Souza. “We are exible and act quickly,” he explains, “and we are well placed when it comes to giving our customers unique solutions for their operational requirements.” All areas of the business are combined as Scania understands that customers are not solely reliant on the chassis’ pro tability. “We prefer to take a holistic view on pro tability,” says Souza. “The pressures of industry to be pro table is not unique to our industry. It won’t be easy to maintain pro ts in the current climate. This will drive the industry to be more professional and care more about the little details that can affect the bottom line,” says Souza. “For instance companies will now be encouraged to train their drivers better. I am con dent that Scania has a strong foundation as

a company and a strong dealer network. We have the right people and products in place,” he says’. “I think Scania will enhance its position in the region.” Souza’s contract as MD is for three years. “By November I would have been here for a year. I will move on in two years. I would like to leave behind the strongest organisation possible. I want Scania to be the point of reference and benchmark in all areas of business – from sales to marketing. I want everyone to realise that we really care about our customers,” says Souza. “If I can embed this in people’s minds, I have done my job.”  “I want Scania to be the point of reference and benchmark in all areas of business – from sales to marketing. I want everyone to realise that we really care about our customers.

If I can embed this in people’s minds, I have done my job.”

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CONSTRUCTION WORLD NOVEMBER 2020