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In the Long run

22nd October 2009
Page 36
Page 36, 22nd October 2009 — In the Long run
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Which of the following most accurately describes the problem?

Now is a good time to look at how many trucks you need... and who might provide them. A year ago, Widdowson took on five Iveco Stralis artics. How are they doing?

wrirris. Brian Weathertey Ask Widdowson Group technical director Harry Hawksworth what he wants from a supplier: and hell tell you straight: "We're looking for a relationship.

"We can always negotiate on price if a manufacturer is more than willing to give us the best service."

That summary of the group's acquisition policy will chime with all readers of CM. For the Widdowson Group, it's not about the cheapest product, but a long-term business partnership. However, it doesn't mean that the firm is totally wedded to one supplier.

Having been a major long-term fleet operator of Scanias, Widdowson took on five new Iveco Stralis tractors 12 months ago. Yet. says Harry Hawksworth:"We still run 130 Scanias, and they're still a major supplier to

us. We consider Scania a quality product; we can't knock them, so don't assume we're not satisfied. However, after 12 months, we've been more than satisfied with the lvecos.

But why try Iveco in the first place? Hawksworth replies that manufacturers were quoting excessive lead times for a new chassis two years ago. -In 2007, we were looking at our [vehicle replacement] programme for 2008. "Obviously, we were dealing with Scania. We'd been dealing with them since 1998 through Keltruck. They were

anxious to secure a deal, and we were prepared to make a decision on 2008 purchases .They said: 'We'll give you so many slots for early 2008, which will give you time to decide if you want the vehicles We agreed to place an order for 20 tractors and 15 rigids, but it was while we were talking that the cost of the vehicles came as a shock."

Market movements

Having previously placed a major order in 2005/6, when prices were 'competitive', the market had clearly moved on. Hawksworth says: "By 2007/08, there had been four price increases, and we were told not to expect to

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