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Scania aiming to get closer to customers
Page 15
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OPERATORS THAT run Scan ias can expect a closer relationship with the manufacturer following the appointment of Martin Hay as truck sales director.
Hay tells CM: "We're very focused on seeing as many customers as possible.
"We need to concentrate on more real customer relationship management."
He adds: "The danger of being at head office too much is that you lose the feel for what's happening to customers, and what they really want. I hope we're going to be more visible and approachable."
As well as maintaining and improving relationships with established customers, Scania also wants to gain market share through conquest sales The areas that Scania is particularly interested in include distribution and tankers. Hay explains: "We need to push home fin the distribution sector]. We've come up with a complete body solution [for the sector] —designed in collaboration with body-builder Complete Body Solutions And we used to be strong in the tankers sector. We'd like to regain some of that !market]."
He says he respects customers that have decided to delay reflecting during the current downturn, but adds a caveat: "They know their business best, but it might be that not all clients are aware of the different finance options available."
He notes that Scania doesn't have a large number of Euro-4 vehicles left to clear in the UK,and that Euro-5 models have been posting some strong fuelconsumption figures "out of the box'.'