MAN Trucks to lever­age dig­i­tal platform for cus­tomer ser­vice

Auto components India - - OEM - Story & Pho­tos: Bhar­gav TS

MAN Trucks In­dia has an­nounced new ini­tia­tives to in­crease its mar­ket reach and cus­tomer ser­vice op­tions to be a part of the sus­tain­able com­mer­cial ve­hi­cle (CV) in­dus­try growth in In­dia. The ini­tia­tives in­clude in­tro­duc­tion of Mo­bile24 and MAN ProfiDrive and in­tro­duc­tion of new dig­i­tal tools for cus­tomer con­nect.

Mo­bile24 is a 24x7 road­side as­sis­tance ser­vice that will sup­port all MAN trucks and buses op­er­at­ing in the coun­try, es­pe­cially haulage ve­hi­cles. This will also be in­cluded in re­pair main­te­nance con­tracts (RMC) that can be cus­tomised to suit spe­cific cus­tomer re­quire­ments. MAN will also of­fer cus­tomer so­lu­tions us­ing dig­i­tal platform that will make the interaction with the com­pany more value-driven and ef­fi­cient.

The MAN ProfiDrive pro­gramme will pro­vide train­ing to driv­ers to help them op­er­ate with bet­ter safety and de­liver greater fuel ef­fi­ciency. With 35 years of ex­per­tise, MAN ProfiDrive has made a sig­nif­i­cant con­tri­bu­tion to the all-round sup­port for busi­ness own­ers, fleet man­agers and driv­ers in over 67 coun­tries world­wide. It has con­tin­u­ously im­proved and ex­panded in terms of its daily deal­ings with cus­tomers as well as the avail­able train­ing port­fo­lio.

These ini­tia­tives complement the re­li­a­bil­ity and ef­fi­ciency of the MAN CLA Evo haulage se­ries. The prod­ucts of­fer unique ben­e­fits such as high­est pay­load in their re­spec­tive cat­e­gories; best-in-class fuel ef­fi­ciency; un­matched 20-hour duty cy­cle; and max­i­mum prod­uct life­cy­cle. Of­fered along with af­ter­sales cus­tomer so­lu­tions such as Re­pair Main­te­nance Con­tracts, lu­bri­cants and coolant, cus­tomers get the best value propo­si­tion.

Growth prospects

“As the GDP grows, the CV in­dus­try will grow. We are con­fi­dent that the CLA Evo trucks will ad­dress the chang­ing needs of fleet op­er­a­tors in terms of pay­load and ef­fi­ciency,” Jo­erg Mom­mertz, Chair­man and Man­ag­ing Di­rec­tor, MAN Trucks In­dia, said.

The com­pany banks on the growth of trac­tor-trailer seg­ments as trans­porters look for bet­ter pro­duc­tiv­ity and prof­itabil­ity. Of­fer­ing trucks (and bus chas­sis) in the 16- to 49-tonne cat­e­gory, the com­pany is closely watch­ing the emer­gence of rated pay­load. It is also ex­pand­ing its net­work by rolling out new cus­tomer-cen­tric fea­tures that will make op­er­at­ing a MAN truck ad­van­ta­geous.

As­pir­ing to grow faster than the in­dus­try and to create brand aware­ness, MAN Trucks In­dia re­cently ran an ex­pe­di­tion that saw 5 MAN trucks travel from

var­i­ous parts of In­dia to Pitham­pur (In­dore) where the CV maker has a man­u­fac­tur­ing plant since 2005. The 5 trucks clocked 9,884 km cu­mu­la­tively, and high­lighted the com­pany’s fo­cus on long-haul seg­ments.

Cus­tomer reach

MAN Trucks In­dia is set to in­crease its pres­ence be­yond 65 lo­ca­tions across In­dia. With 4 touch-points in South In­dia, the com­pany will com­mis­sion 5 new deal­er­ships in the re­gion. The com­pany is also look­ing at easy fi­nanc­ing schemes to guar­an­tee cus­tomers for com­pet­i­tive life­cy­cle costs. With the de­mand for telem­at­ics in­creas­ing, the com­pany will of­fer so­lu­tions that will help its cus­tomers to clock higher ef­fi­ciency and prof­itabil­ity.

Not in­tend­ing to pen­e­trate seg­ments be­low 16-tonne, even though it has such prod­ucts on of­fer in many other mar­kets, the com­pany has a clear heavy ve­hi­cle strat­egy in place. Sell­ing over 4500 units last year, MAN Trucks In­dia is keen to in­crease its reach in all the seg­ments above 16-tonnes.

En­joy­ing a good rap­port in the con­struc­tion and min­ing truck mar­ket, MAN Trucks In­dia is look­ing for a sus­tained growth in the sec­tor, Mom­mertz said. “A change in leg­is­la­tion to regis­ter the trac­tor and trailer as in­di­vid­ual en­ti­ties will lead to higher flex­i­bil­ity. Our cus­tomers are also de­mand­ing it,” he said.

As GST is el­e­vat­ing op­er­a­tor ef­fi­ciency by en­abling him to clock more kilo­me­tres, Mom­mertz said, “Cus­tomers are de­mand­ing trucks with more power; trucks that will help them to achieve higher up­time.”

Of the firm be­lief that high level of lo­cal­i­sa­tion is nec­es­sary to ad­dress mar­ket de­mand, Mom­mertz said, “This is a chal­lenge.” For the cur­rent range of CVs that MAN Trucks In­dia of­fers, the level of lo­cal­i­sa­tion is 82%. About 80% of the trucks that the com­pany sells, are air-con­di­tioned. The ca­pac­ity of the Pitham­pur plant is to pro­duce 9000 units a year.

Cit­ing re­ports, which state that the avail­abil­ity of a truck has gone up by 15 to 20%, S So­ma­sun­daram, Head, Sales, MAN Trucks In­dia, said they ex­pect the de­mand for trac­tor-trail­ers to rise as op­er­a­tors tap long-haul busi­ness op­por­tu­ni­ties. “Cus­tomers will soon shift to a rev­enue model. They will look at the util­i­sa­tion level of the ve­hi­cle,” he said. MAN Trucks In­dia, in the mean­while, will of­fer higher horse­power ve­hi­cles that do not sac­ri­fice fuel ef­fi­ciency. Set to launch 6x2 and 4x2 BS-IV bus chas­sis in early 2018, the com­pany will also launch a heavy min­ing truck based on the CLA Evo platform.


MAN Trucks In­dia is look­ing for sub­stan­tial rise in its ex­ports. The com­pany is ex­port­ing trucks in CKD form (Truck-In-Box) and parts to South Africa, Kenya, Nige­ria, Morocco, Al­ge­ria, Egypt, Saudi Ara­bia, Uzbek­istan, Thai­land, In­done­sia, Philip­pines and Malaysia. Ex­port­ing 40% of what it pro­duces at Pitham­pur to 14 coun­tries, the com­pany is ex­plor­ing new mar­kets like South-East Asia to fur­ther in­crease its ex­port con­tent. With 30% of the ex­port vol­ume, South Africa re­mains as the num­ber 1 ex­port des­ti­na­tion for MAN Trucks In­dia.

MAN Trucks In­dia is also look­ing at the spe­cial ap­pli­ca­tion mar­ket abroad. In the do­mes­tic mar­ket, the com­pany has re­ceived good suc­cess with the sup­ply of its chas­sis for ap­pli­ca­tions like fire ten­ders, tankers, tip-trail­ers, etc. The com­pany is look­ing for sim­i­lar op­por­tu­ni­ties in the in­ter­na­tional mar­kets.

The fu­ture

MAN Trucks In­dia is in­vest­ing in BS-VI tech­nol­ogy to meet the 2020 tar­get. It is also look­ing at al­ter­nate fu­els. Mom­mertz said that the switch to 100% elec­tric ve­hi­cles will be dif­fi­cult. “Sus­tain­abil­ity in CVs will come from a fuel mix of CNG, hy­dro­gen, and others.

Much will de­pend on the avail­abil­ity of fuel. Elec­tric­ity will find use in ur­ban ap­pli­ca­tions where the de­mand for a clean medium to curb pol­lu­tion is nec­es­sary. It will also be a mix of CNG, hy­brid and other tech­nolo­gies. The di­rec­tion in which the syn­thetic fuel takes is not clear, though hy­dro­gen fuel is back in news,” he said. The chal­lenge while in­vest­ing in elec­tric, hy­brid, hy­dro­gen and other tech­nolo­gies is to know which di­rec­tion they are mov­ing to, Mom­mertz said.

Claimed to be the big­gest pro­ducer of CNG buses, MAN is devel­op­ing a CNG truck in In­dia, he said. There has to be an ef­fi­cient in­fra­struc­ture to sup­port such tech­nolo­gies, as “CNG would make a strong case for ur­ban trans­port, and for buses,” Mom­mertz said.

Si­vara­makr­ish­nan C, Head - Af­ter Sales, Jo­erg Mom­mertz, Chair­man and Man­ag­ing Di­rec­tor and So­ma­sun­daram S, Vice Pres­i­dent, MAN Trucks In­dia

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