Global potential 120,000 trucks
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Gl b l t ti lGlobal potential 120,000 trucks
Henrik HenrikssonHenrik Henriksson Executive Vice President, Head of Sales and Marketing
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Sales and Marketing
5 Business areas Trucks Buses and coaches Engines Engines Parts and services Commercial services
d l tiand solutions
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Scania’s 2020 objectives
Global potential 120,000 p ,Scania trucks
Ambition to increase services to 25-30% of total revenue
P t ti l f 15 000 Potential for 15,000 buses and 20,000 industrial and marine engines
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Sales and Marketing Strategy
Customer Long term view Establish Customer Application
Strategy
Long-term view – 10 year
vehicle life
position in emerging markets
Market share
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Customer Application strategy
Retail
Box andcurtaincu ta
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Application focusExample: Construction tipper
Application Unitsppbusiness plan
Understanding
Units
customer needs
Targeted Sales and M k ti ti itiMarketing activities
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Application focusExample: Construction tipper Germany
Application Unitsppbusiness plan
Understanding
Units
customer needs
Targeted Sales and M k ti ti itiMarketing activities
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120,000 trucks by 2020
Europe Eurasia
Europe45,000
45,000 16,000
Latin America 26,000
Africa and Oceania
Asia26,000
7,000
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European heavy truck market cycle
250 000
300,000
350,000
150,000
200,000
250,000
0
50,000
100,000
Truck registrations >16 tonnes
01973 1980 1990 2000 2012
g
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Europe
Increase market
Compared to previous peak
45,000trucks
share in selected markets and segments
trucks
44,400segments
Maintain leadership in fuel efficiencyy
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Euro 6 and Scania Streamline
Maintain leadershipMaintain leadership in fuel efficiency
Proven Euro 6 Proven Euro 6 record
Full Euro 6 range Full Euro 6 range available from 2014
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Customer operating cost
Long haulage operatorWestern Europe
Mining contractorIndonesia
Tyres, 3%Repair andmaintenance R i d
Tyres
Western Europe Indonesia
Driver
Admin.
VehicleRepair and maintenance
Fuel
Driver
43%
7%5%
21%6%35%
12%9%
Admin.
Lubricants and filters, 1%
23%35%
Fueland filters, 1%
Vehicle
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Ecolution – the results so far
Fuel saving of 3,000Accumulated volume
gbetween 10-15%
18 markets by
3,000
2,500
2 000year-end 2013
~ 10% of sales in tifi d k t
2,000
1,500
certified markets 1,000
500
0Aug2012
Jan Aug2013
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Eurasia
Total Russian truck fleet Compared to previous peak
has a relatively high average age 16,000
trucks
Road transport is gaining market share
St th iti i Strengthen position in long haulage
Same structual shift
7,400
Same structual shift starting in Ukraine and Kazakhstan
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Latin America
Build on strong brandCompared to previous peak
g
Continue to expand in mining and heavy
26,000trucks
distribution in Brazil
Next step in Peru, Chile d C l bi
18,000
and Colombia
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Breakthrough order in Colombia
Order of 81 tipper pptrucks for construction of hydroelectric planthydroelectric plant
Scania is providing a team of technicians, parts and driver training
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Asia
Significant growth in the advanced segment in
Compared to previous peak
26,000trucks
gChina
India in the starting phase for long haulage busesfor long haulage, buses and heavy distribution
New segments in Malaysia, 12 500
g y ,Indonesia, Vietnam
New segments in Turkey
12,500
Longer term potential in the Gulf states
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Africa & Oceania
Growing focus on life-Compared to previous peak
gcycle cost, road safety and environmental performance in the
7,000trucks
performance in the African market
Mining segment in g gAustralia
3,100
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South AfricaScania truck deliveries
1,200
GDP/capita*: USD 6,600Units
800
1,000
,
GDP/capita*: USD 5,200
600
800
GDP/capita*: USD 4,400
200
400
01994 1996 1998 2000 2002 2004 2006 2008 2010 2012
*10 year average
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Global potential 15,000 buses
Europe Eurasia3,000 700
Latin America 4,800
Africa and Oceania
Asia4,800
1,700
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Bus systems
Significantly lower g yinvestment cost compared to rail-based solutionssolutions
Potential for Scania in the service business
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Global potential 20,000 engines
Europe Eurasia6,000 500North America
2,000
Latin America 4,500,
Africa and Oceania
Asia6,500
500
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Engines – focus on industrial segment
Industrial all-d t
Opportunities in th t iti tspeed segment
Fuel efficiencyU ti
the transition to Tier4-final
Uptime
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Summary
Recovery in Europe and y ppotential in emerging markets base for growth
Deliver on fuel efficiency and uptime
St d t tf li Strong product portfolio
Application focus and concepts to combineconcepts to combine vehicles and services