Increasing US truck product holding a strong focus – SKF

22nd August 2014

By: David Oliveira

Creamer Media Staff Writer

  

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Technology company SKF South Africa, which is celebrating its centenary this year, is improving its commercial vehicle product range, particularly US truck products, explains SKF automotive division manager Gary Czapski.

“South Africa’s truck fleets predominantly comprise trucks from the US and we look to the US to see which new products are being introduced and how US companies are increasing their range. This enables us to develop our US truck product holding,” he explains.

SKF commercial vehicles key accounts manager Ettienne Schoeman adds that most of these trucks are manufactured by US-based truck companies International Truck Engine and Freightliner Trucks.

The high volumes of US trucks on South African roads prompted SKF to start importing universal joints from the US this month that are used in International’s vehicles. Also, last month, SKF sold its first air-dryer cartridges, used in International 9800i trucks.

SKF’s international reputation as a technology company has resulted in successful partnerships with many original-equipment manufacturers (OEMs), including International and Freightliner. These partnerships have enabled SKF to engineer and manufacture commercial vehicle OEM-approved wheel bearings, seals, heavy-duty tensioners, trans- mission bearings, universal joints, rear-axle differential kits and grease.

Czapski emphasises that while the company is placing emphasis on improving its US truck product line, it is not neglecting its European line. “We are strong in the European trucks market and we have all of the information that will enable us to properly meet South African market demand in this sphere.

“We are updating our product range by identifying products with sufficient market demand that are not available on the local market, which we can import from several international production lines,” he asserts.

All products are imported from various SKF factories worldwide.

Meanwhile, Czapski notes that SKF has noted a significant increase in commercial vehicle product sales in the past year. “I think Schoeman’s appointment in his new position as commercial vehicles sales manager has contributed to the increase in sales, as his experience in the trucking industry is extensive.

“We have a significant range of different vehicle models that are continuously being updated. Many of our challenges are about offering the market what it needs at any time and ensuring that product developments keep up to date with new-vehicle launches in South Africa,” he adds.

To ensure this is done, Czapski notes that SKF South Africa not only develops business relationships with local fleet owners and vehicle manufacturers but also keeps abreast of their global developments.

Schoeman adds that having a well-established business relationship with end-users is vital, as they generally update their fleets every five years. “We have to know what trucks they are going to buy so that we can supply them with the correct products.”

Czapski adds that the company derives much of its success from market feedback: “You have to know your customers, which is why we continuously update our stock- holdings.”

Although SKF has many other commercial- vehicle distributors, its two main distributors are Top Class Automotive and Bolt & Engineering Distributors, as they have the necessary infrastructure that allows for the required stock to be available nationally in areas where there is significant market demand.

“We tend to reach the market through distribution. We are not a wholesaler because we cannot deal with a large number of accounts. Therefore, we approve companies as distributors that have the industry know-how and market reach. We select our commercial vehicle distributors on their technical knowledge and by considering which companies are near to large fleets,” Czapski explains.


He notes that training is an important and continuous aspect of SKF’s operations. “We cannot expect our employees and distributors to sell our products if they do not have the product knowledge. As the range is updated, our employees, distributors and end-users are trained.

“SKF has its own in-house training division and all our employees, distributors and end-users are placed on a training schedule. One of our employees is going to attend a train-the-trainer course in the Netherlands,” he asserts.

Czapski says employees, distributors and end-users are also taught to fit products and use tools for installations correctly, as incorrect installation can result in equipment failure and costly downtime, which truck fleet owners can ill afford.

He notes that training SKF’s distributors and end-users is of greater importance than employee training.

“This all forms part of our being a knowledge company, which is one of our main statements,” Czapski emphasises, adding that this is how the company differentiates itself from competitors and brings value to fleet owners by saving them on costly downtime.

He highlights that SKF also posts a significant amount of training material on the Internet that shows the correct use of the company’s products and the importance of using a good-quality product.

“One of the biggest problems with commercial vehicles in South Africa is safety. Many of the road accidents in South Africa involving trucks can be attributed to companies fitting inferior parts.”

Czapski concludes that the use of inferior parts in the trucking industry is rife and it is costing lives, making it “essential” to inform people about the importance of using good-quality parts.

Edited by Megan van Wyngaardt
Creamer Media Contributing Editor Online

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