Scania Annual Report 2011

SCANIA’S STRATEGY
13
Profitable business through customised solutions
Scania works closely with customers to enable them to perform their transport tasks
optimally, from both economic and environmental perspectives. Through a good knowledge
of customers and their operations, Scania designs customised vehicle and service solutions
and thereby contributes to their profitability. The hub is Scania’s modular product system,
which also plays a key role in ensuring an efficient, profitable Scania.
Scania is traditionally associated with its products –
trucks, buses and engines. Defining exactly the right
product for the customer’s tasks is a fundamental
element of the company’s operations. However, Scania
increasingly focuses on designing a comprehensive
solution together with the customer.
The right products are profitable
Correct product specification is the hub of Scania’s
business. Through Scania’s modular product system,
various customer wishes – as well as new environmental
requirements – can quickly be met, without expanding
the number of parts included in its in vehicles proportionately.
The modular system is an effective method for
optimising customer vehicles. Meanwhile the concept
contributes to short lead times, high quality and less
downtime, more efficient servicing and a smaller
number of parts in stock.
Scania’s modular system also maximises the number
of vehicle variants, while minimising the number of
components. This lowers Scania’s research, development,
production and servicing costs. Quality is high
and production series are longer, which is cost-effective
both for customers and for Scania.
Services support the customer’s business
A deep knowledge of customers’ operations is also
fundamental to Scania’s service-related products. Scania
endeavours to build long-term relationships with its customers
and is dedicated all the way to the customer’s business
– from specifying the best-suited vehicle to providing the
best servicing and support in day-to-day transport work.
Scania’s service workshops are one of its most
important points of contact with customers. They are
strategically located near transport arteries and logistics
centres in order to ensure high uptime. Through continuous
advice and regular, professional servicing at Scania,
customers can minimise downtime. Maintenance and
repairs are available 24 hours a day. Scania also offers
mobile workshops that satisfy servicing needs and field
workshops that are integrated with customer operations,
for example at mines.
Scania’s range of services is organised in modules,
where customers may choose a single service or a customised
package of services. For customers with strict
demands, Scania has designed the Ecolution by Scania
concept, in which the vehicle is specified in detail, for
example to deliver the best fuel efficiency and environmental
qualities. The service element of Ecolution by
Scania includes maintenance and repair agreements,
roadside assistance, driver training, driver support and
Fleet Management, financing and follow-up.
A focus on customer profitability
For a European long-haulage company, about 70 percent of costs are related to driver salaries and fuel.
The company’s profitability thus depends largely on the driver’s proficiency, which in turn may be connected
to his salary. A knowledge of the customer’s business enables Scania to deliver the right product,
backed up by services that provide reliability and
kundens
high
kostnader
uptime – a comprehensive solution that boosts
the customer’s earning capacity.
Higher revenue
– The right vehicle for
the right task
– High uptime
– Fast repairs
– Attractive to the driver
Administration 7 %
Repair and
Maintenance 9 %
Vehicles 11 %
Customer costs
Tyres 3 %
Drivers
salaries 35 %
Reduced costs
– Low fuel consumption
– Driver training
– Effective financing
– Long service life and
high resale value
Fuel 35 %
Operations Scania 2011