Keeping it local Scania South West boss David Cussans is
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slowly, but surely, making his presence felt across the dealer network Words: Kevin Swallow As the new boss of Scania South West, David Cussans resisted the temptation to make wholesale changes to a mature business.
After 21 years of working for MAN Truck & Bus UK, which included running the MV Trucks dealership in south London, Cussans departed as the manufacturer's UK operations director in 2009. He was appointed regional executive director of the wholly owned South West region in January 2010.
However, he admits he is still on a learning curve. His remit was to make the 12-strong dealer network the best it can be, but first he had to step back and take the time to understand his new surroundings, its products, the brand, the infrastructure as well as its people and culture.
Retail integration Scania South West was created in 2003 by Scania (Great Britain) as part of its retail integration, which saw it bring part of independently owned Southway Scania and West Trucks in-house. Cussans' immediate impression was of a stable business that did a lot of non-Scania work through its workshop services, as well as the established relationships with non-Scania customers.
He was also impressed by the levels of long service among the knowledgeable and committed staff, who were also relatively young, especially in Avonmouth. "Already I have handed out nine 10-year service awards to technicians who are 26 and 27 years old. We have youth and stability here," he says.
The South West region now employs 268 people across its 12 dealerships and two vehicle maintenance units (VMUs). This includes 155 technicians, with eight of these in the final stages of their apprenticeships and a further 12 in their first two years on the tools.
A big decision taken early in his tenure was to introduce authorised testing facilities (ATFs) in Bridgwater,Fareham and Redruth."We have invested early.When it comes to ATFs, we have to look at the investment level; these contracts are tight and have to be well managed. It has got to complement the business and allow it to flourish," he says.
In May 2011, it opened a fourth ATF at the VMU in Andover, as part of a contract to service the Co-operative fleet of trucks and reefer trailers, which is done in partnership with Norbert Dentressangle.
By the time a second Co-operative fleet VMU opened in Avonmouth in October 2012, again in partnership with Norbert Dentressangle, Cussans had arranged his region into four districts. "Each district is at a different stage of evolution, they have different customers and markets. For example, the Thames Valley agenda will be different from the West Country district.
"It's been in full flow for less than 12 months," he explains, "and what we are encouraging more than anything is co-operation, mobility and flexibility to service the customer. It gives me a manageable number of direct reports from the four district general managers."
Business case The West Country district includes Bridgwater, Exeter, Redruth and Shepton Mallet, and caters to the biggest concentration of Scania-based fleets. "We have good coverage but it's a long way between Exeter and Redruth, so we are considering a business case for a modest facility in Plymouth. Nothing is decided — it's at a very early stage, but the business case is growing," he says.
The Bristol district covers the region's head office at Avonmouth and the newly opened VMU. "There is a compelling argument to have an ATF here in the future; there is a Vosa-operated site. We have so many of our own tests between us and the VMU, but it must pass the litmus test for investment," he says, adding that there is scope to build it if it can reclaim some adjacent land from a tenant.
The south coast district, consisting of Fareham, Poole and Southampton, as well as the VMU at Andover, handles work from bus companies and the marine-based sector, as well as traditional haulage, container and petroleum work.
The fourth district is Thames Valley, comprising Abingdon, Banbury, Newbury and Swindon. At Abingdon, Cussans is considering adding maintenance and servicing as well as testing for LCVs. "We have an L-shaped workshop and it would lend itself to the van work. There are customers who would support it, so we have a foundation on which to build.
"The advantage we have is that we are open in the evenings and very few van workshop facilities can offer out-of-hours service. It's big a pull for us with the extended opening hours we could offer. That is going through due process for approval," he adds.
It took more than a year for Cussans to realise that the district system would work, and it has allowed him to invest strategically to bring up the service levels. There are new brake test rollers at Newbury and Poole, and an additional pit was added to the Swindon workshop to improve coverage and flexibility. "Now, we are looking at tachograph rollers in certain areas to upgrade, as well as ATFs," he adds. • A POSITIVE OUTLOOK With operators keen to avoid Euro-6 trucks next year, David Cussans says: "There is a lot of discussion and activity in the market; operators are fearful of change and there is an on-cost that won't be welcome. Euro-5 has proved successful and they are looking seriously at their requirements."
He reckons he can sell 410 trucks this year, 60 more units than in 2012. "Last year was a good, steady year, up 40% on 2011, and that was driven by new business. The most pleasing thing was the mix and quality of both vehicles and customers.
"For this year we have had a strong start — it will be a stretch and will require more new business, but it's within our grasp," he says.
He is also keen to boost the rental fleet from 220 to 300. "I'd like to increase that and put more trucks out there. We are working more closely with Scania Rental. It's a challenge I have set this year," he adds.
Cussans is also keen to expand the portfolio of trailers. He says: "Scania has grown its catalogue significantly and we have employed a trailer parts specialist Peter Laramy, who is helping us to build our competence and confidence. We already look after 700 trailers through the region and that number is growing — we see trailers as a core business in the future. We are also looking at repair and maintenance packages for trailers," he adds.