Scania annual report 2003

The market for industrial and marine engines
grew somewhat in Brazil, while sales
in Argentina rose due to the economic recovery.
During the year, Scania delivered
881 (631) industrial and marine engines,
mainly to builders of generator sets.
For many years, Brazil has been
Scania’s largest single market for industrial
and marine engines.
Deliveries of Scania trucks
in Latin America
Units
10,000
8,000
6,000
When drivers can decide
4,000
2,000
0
Deliveries of Scania buses
in Latin America
Units
3,000
2,500
2,000
1,500
1,000
500
94 95 96 97 98 99 00 01 02 03
When Binotto bought 200 Scania trucks, it was
very much a matter of what the Brazilian logistics
and transport company’s drivers want.
“Our drivers’ opinions are invaluable. They
are the vehicle experts. And they are the ones
who show Binotto’s image to our customers,”
says Edilson Binotto, Operational Director of the
company’s fleet of 380 heavy, 700 medium-sized
and more than 1,000 light vehicles.
The order is Scania’s largest single sale to
date in Brazil.
Binotto is one of Brazil’s largest logistics and
transport companies, with 30 years of experience
in long-distance haulage, local distribution
and heavy timber transport services.
The firm’s philosophy is to work in close partnership
with other market leaders, both suppliers
and its own customers. One example of this
is the renewal and expansion of its vehicle fleet,
where a long relationship with Scania contributed
to its order for 200 tractor units.
“Before we decided on Scania for this large
investment, we carried out a thorough comparison
of vehicles in the Brazilian market. The results
showed that Scania provided the best value
for money. When we introduced a new fleet follow-up
system, we noted that Scania trucks deliver
higher productivity than the competition,
due to factors like engine power and cargo capacity.
Faster haulage at lower costs,” Mr Binotto
explains.
Scania’s image and strong brand also played
a part in the choice of vehicles.
“Our customers associate Scania’s quality
products with Binotto’s superb service – an
unbeatable combination.”
Over the past year, Binotto has received extensive
publicity in Brazilian business media, including
being named Entrepreneur of the Year.
Much of this interest has focused on Binotto’s
efforts to improve the logistic systems in the
Brazilian transport industry.
But ultimately it was the views of drivers that
decided the choice of trucks.
“Driving a Scania truck provides them with
comfort, safety and reliability and – as a bonus –
the highest status among the country’s professional
drivers.”
All trucks are being delivered with repair and
maintenance contracts based on a fixed per-kilometre
cost. Servicing and maintenance will be
performed by Scania’s service workshops.
“We want state-of-the-art technology when
it comes to vehicle maintenance, too. With the
help of Scania’s service organisation, we can
boost the productivity of the fleet while reducing
costs,” Mr Binotto concludes.
0
94 95 96 97 98 99 00 01 02 03
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ANNUAL REPORT 2003