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Scania shifts on used sales
Page 16
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• Scania is aiming to take more control of its used truck sales, increasing sales through its dealer network and reducing them through independent outlets.
Managing director Dan Hoij says Scania is still striving to develop its used truck network through its dealers. For the five dealers now under the Scania (Great Britain) name, that means a reinforced used truck sales force run centrally from Milton Keynes, and the flexibility to move used trucks round the network to meet requirements.
The Swedes say they have worked hard within their network to boost used business, and have developed an Infrastructure which will help deal with contract vehicles coming back without "losing their shirt", says sales and marketing director Tony Ballinger.
That means advantageous deals for new vehicle buyers, who can take a mix of vehicle types on a variety of contract lengths.
Ballinger says Scania has developed its used sales to such an extent that it is now seeking to export fewer used vehicles, and sell more within the UK, with the aim of capitalising on after sales; in 2001, it exported about 1,000 trucks, mainly to Eastern European countries.
• Scania believes its move to take its five wholly-owned dealers 'in-house' under the Scania (Great Britain) tag has paid off. All fore—Reliable Vehicles, Union Trucks, Scanlink, Scantruck and Southway Scania—now have a centralised sales and marketing force in Scania's Milton Keynes headquarters.
Scania MD Dan Hojj says the move has made the dealers far more responsive to customers' needs, and will help develop the business more efficiently, although he admits centralising some functions has led to "a few redundancies".
"Overall, it has gone very well people have questioned it and we have had a few teething problems, but we still have key people in place and customers are dealing with the same people. There should be fewer barriers for our customers."
However, Hou says he has no plans to take the entire network under Scania (Great Britain) wings; 'We have nine independent Scania dealers doing an excellent job, and we have no plans to change that."