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CUTTING THE CAKE

30th September 2004
Page 64
Page 64, 30th September 2004 — CUTTING THE CAKE
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Which of the following most accurately describes the problem?

With truck sales rising throughout Europe, every manufacturer wants a bigger slice of that bigger cake. The chief executives of four major players have been te ling CM how they plan to grab their share.

The international truck exhibition in Hanover is one of the few occasions where journalists can gain access to all the senior managers from the European truck and van manufacturers. As you'd expect Commercial Motor took the opportunity to buttonhole the industry's top brass and discover what's driving their business forward. Although they are all are engaged in the same industry, clearly all the manufacturers have different challenges to meet.

As we discovered. for Iveco it's about the relaunch and refocusing of the business and reducing its reliance on the European market. For Daf it's growing share in those countries where it underperfornis. DaimlerChrysier continues to be driven by the need to turn scale into profit — while Volvo's biggest task is to remain focused on the market as it bids to make money from the merger of Volvo, Renault and Mack.

These differences aside, all agree customer focus is king—which should be good news for operators in the UK. Time will tell.

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