THE ECHO - Ferrostaal

Getting into the commercial vehicles business. Since 2004, MAN
Ferrostaal Mexico has also been involved in the assembly and
distribution of commercial vehicles for MAN Nutzfahrzeuge. The
Mexican subsidiary of MAN Ferrostaal has become general agent
on the ground for MAN Nutzfahrzeuge. The company is therefore
responsible for sales and distribution, spare parts and service for
MAN trucks and busses in Mexico. According to Deuster: “We
manage sales and service from our existing locations in Mexico
City, Querétaro and Guadalajara. In the next year and a half, we
will also expand our sales and service network across the country
to include 16 key sites, plus certified independent partners.”
It all started with the assembly of busses and bus chassis, which
MAN Ferrostaal began in Querétaro in 2004 and has continued to
do ever since. In future, the busses will be manufactured under
the direction of MAN Nutzfahrzeuge and will be distributed by
MAN Ferrostaal. For the time being trucks will continue to be
imported in parts or as finished products and sold locally.
“We entered the Mexican bus market in 2004 and there are now
approximately 1,000 MAN busses in operation in the country”,
says Deuster. “Demand is high because there is no rail network in
Mexico. We therefore want to increase this number significantly
in the coming years. Our target for 2010 is to achieve sales of
1,000 busses and 1,000 trucks per year. In the long term, we want
to use our base in Mexico to break into other markets in Latin
America.” The signs are looking good. Today the company has a
market share of 40 percent of registrations in the top segment for
bus chassis, and has been market leader in Mexico since starting
production there. At the start of June, MAN Ferrostaal Mexico and
MAN Nutzfahrzeuge jointly opened a new production site in
Querétaro, which will quadruple production capacity.
THE ECHO 1/2006 11
>>> JUST TWO YEARS AFTER
ENTERING THE MARKET, THERE ARE
ALREADY MORE THAN 1,000 MAN
VEHICLES IN THE COUNTRY.
>>>MAN customer par excellence. The medium-sized Mexican
printing company Papel, Cartón y Derivados (PCD) in Celaya,
Mexico, was established in 1997 and has become one of MAN
Ferrostaal México’s major customers. The company is the countrywide
market leader in the area of printed corrugated cardboard
and flexo print. Within a very short space of time, PCD has earned
a reputation for high quality and reliable just-in-time delivery.
This means that PCD products are in demand. Owner/manager
Refugio Gonzalez believes that the company has the potential to
become a major player in the offset printing market. (See the article
entitled “Thinking Outside the Box”). But first PCD must expand.
This in turn requires considerable investment. Gonzales is therefore
pursuing an ambitious expansion plan.
He has already ordered an extensive package of printing technology
with a tailored credit financing solution from MAN Ferrostaal and
plans to expand PCD’s fleet of 126 trucks with 20 TGA trucks from
MAN. MAN Ferrostaal Mexico will handle the sale and execution.
This will make PCD the pilot user of TGA trucks in Central
America. Gonzalez also plans to make his own paper. This will