As truck makers make decisions to deal with a sluggish economy and trends in the trucking industry, some changes are on the horizon. Heavy Duty Trucking, in its December issue, talks with three OEM executives about their strategies.
Rainer Schmueckle, the new president/CEO charged with turning Freightliner's fortunes around, talks about a new approach to customers.
"The large fleets have been on our radar screen for a long time, but we will be focusing on smaller fleets in the future," he told HDT Editor Deborah Whistler.
Large fleets will not be ignored, he said, but the smaller fleet approach should help alleviate the company's oversupply of used trucks.
Michel Gigou, president of Volvo Trucks North America, has a bigger role in the overall structure of Volvo Global Trucks North America, which today includes both the Volvo and the Mack brands. He told Senior Editor Steve Sturgess that Volvo North America will not only continue with two brands, but that it will protect the two brands "as if both were gold."
Gigou sees the current situation with Volvo's used trucks as an opportunity to develop a different business model: a certified pre-owned, nearly new approach, which he compares to premium pre-owned programs for Lexus and Infiniti automobiles.
Steve Keate, president of International's truck group, told Sturgess that a renewed product program featuring new medium and heavy truck models, a streamlined production program and a robust dealer network, focused on service and parts sales and ongoing business relationships, form the foundation for going forward in a difficult year.
International has been fortunate with timing of the launch of its new products. For while the volumes are down, the existence of new product keeps customer interest high, he says.

For more of these executives' perspectives on the state of the trucking industry, see the December issue of HDT. Click here to see if you qualify for a free subscription.