KRONE trailerforum 2017-02 (EN)

T R A I L E R S , T R E N D S & I N F O R M A T I O N F R O M K R O N E
2/2017
POWER
06
LOGISTICS
WITH POWER
Enhancing company resources
15
KRONE
LONG VEHICLE COMBINATION
Light versions
for volume transport
18
A
WALK
Bernard Krone meets
Simon-Hermann Wobben from Enercon
23
PORTRAIT
Hegelmann Express focuses on
short-notice ad-hoc transport

EDITORIAL
The world of transport and logistics packs a powerful punch! Millions of
vehicles travel Europe’s roads every day, getting goods quickly, safely and
reliably to their recipients. At their helm are often strong small and mediumsized
business owners, who need first-class products in order to be able to
meet their customers’ exacting demands. A powerful corporate group, Krone
produces these products in the best possible quality: our trailers are the key
to our customers’ success.
Our own success story is characterised by exceptional innovative ability and
exemplary product quality at a fair price. Indeed, many examples are on display
in this magazine. We thrive on close contact with the customer and excellent service,
and base our approach on diligence, honesty and common sense.
European markets are changing rapidly and therefore it is important to be
flexible and decisive, as well as working sustainably. As a family-run firm, we
have the power to take confident steps forward, constantly investing in the future.
We count on strong organisation, and especially strong employees, who
do their very best for us every single day.
We’d like to wish you plenty of inspiration and enjoyment as you read this issue!
Yours,
Bernhard Brüggen, Managing Director of Krone Commercial Vehicle SE
2 trailerforum

CONTENTS
6 POWER
COVER STORY
Logistics is a powerful business – how can companies
survive in this environment?
12 INTEGRATED INTO
CUSTOMER PROCESSES
Imperial Logistics International develops intelligent
logistics concepts for a variety of fields of business.
15 A LONG VEHICLE COMBINATION
WITH SIX AXLES
Krone has developed a lightweight version of the
long vehicle combination for high-volume transport.
16 A CUSTOMISED COOL LINER
Dream fittings for a specialist
in refrigeration of highly sensitive goods.
18 A WALK
Bernard Krone meets Simon-Hermann Wobben,
Managing Director of Enercon, one of the biggest
manufacturers of wind power plants.
24
PERFECT
REFRIGERATION
Pharmaceutical
manufacturer Teva
is one of Krone’s
innovation partners.
Title: Getty Images / Viaframe Photos: Rauer, Stefan Schöning, Nico Pudimat
IMPRINT
Publisher:
Fahrzeugwerk Bernard Krone GmbH & Co. KG
Bernard-Krone-Straße 1
49757 Werlte
www.krone-trailer.com
Responsible for the publisher:
Ingo Lübs, Head of Marketing
Tel. +49 5951 209-249
Publishing house:
DVV Kundenmagazine GmbH
Carina Bellmann (project management)
Heidenkampsweg 73 – 79
20097 Hamburg
Art direction:
Anne-Katrin Gronewold
www.g2ww.de
23 FLEXIBILITY THAT CUSTOMERS APPRECIATE
Hegelmann Express is a specialist in flexible transport –
especially short-notice ad-hoc transport.
Editorial contributions to this edition:
Carina Bellmann, Juliane Gringer, Behrend Oldenburg, Marcus Walter,
Jannah Wolken
Print:
www.muellerditzen.de, Bremerhaven
04 // FORUM
11 // FACTS
21 // COLLECTORS
22 // BALANCE
27 // VIEWPOINT
Rights:
The publication, its articles and its illustrations are protected by copyright.
Any copying or distribution must be approved by the publishing house or
publisher. This shall also apply to electronic use or transfer into databases,
online media (internet), intranet or other electronic storage media. The publisher
and publishing house decline any liability for photos, manuscripts and other
data media submitted without request.
trailerforum 3

FORUM
THE WORLD OF
THREE WORDS
The London start-up
“what3words”, in which
the Deutsche Bahn is
involved, has divided
the Earth into 3m x
3m squares. Each
square has been given
an “address” of three
words and thus can
pinpoint for example,
the position of
loading ramps.
Gero Schulze Isfort, Gilbert Marboeuf, Bernard Krone and Philippe Lamberet open the new Krone Center
NEW KRONE CENTER IN LYON
Krone is close at hand for its customers: this is once again
demonstrated by the new site that Krone France has opened in
Lyon, near Lyon Saint Exupéry airport. There customers will find
all of the necessary divisions under one roof: alongside the sale of
A DASH THROUGH PRODUCTION
new and used vehicles, it offers traditional service, as well as finance
and fleet concepts. The Krone Center has 25 employees and
provides local final assembly, running a spare parts warehouse and
a service shop.
BEST
LOGISTICS BRAND
Krone Commercial
Vehicle SE is delighted
to have won the BVL
International prize for
“Best Logistics Brand
2017” as a manufacturer
of trailers and
superstructures, the
“Best Brands 2017”
award in the categories
of “Curtainsided Trailers”
and “Refrigerated
Semitrailers”, as well
as second place in
“Trailer Axles”.
In May, around 200 runners seized the opportunity to take part in a very special sporting
event: the first “Krone Runner’s Night” in Werlte. Employees, suppliers and customers
took part individually or in teams, choosing between a 5k and a 10k route. The
courses led through Krone’s production department, the shop floors of Krone partners
and the Werlte industrial area, giving the participants exciting insights into the world of
trailers. Many successful teams pitted themselves against the competition, including
Westfalia Intralog, Koch International, Paccar Leasing and Hämmerling. The run began
at sunset, giving the event a
great atmosphere. The subsequent
prize giving and party
took place at the Trailer-
Forum, where the competitors
tucked into a pasta buffet. If
there is one thing that is
completely clear after the
successful premiere, it is that
there will definitely be another
Krone Runner’s Night
in 2018.
CUSTOMER ORIENTATION AND HIGH TECH
A western-style Scania truck and a Krone
trailer have toured Romania for “Scania Wild
West Caravan 2017”. The roadshow team provided
information about lorries, trailers and
driving safety, with country music providing
plenty of entertainment. On the tour, customer
orientation met the latest technology –
a joint campaign by Scania with Krone and CTE
Trailers, Krone’s trade partners in Romania.
ADDITION
As the new Managing
Director for the divisions
of Key Account Management
/ Fleet / Used, from
now on Ingo Geerdes will
be responsible for the
national and international
branches of key
account management, as
well as all of the activities
of Krone Fleet and the
Krone Used organisation.
4 trailerforum

FORUM
Photos: Krone, Scania, ETM, fotolia/Mickeing
RAPID ASSISTANCE
ON THE ROAD
The Krone Service Locator finds your nearest
specialist workshop from anywhere. Service
must be provided where it is needed: with
the Krone Service Locator, you can quickly
find assistance on the go, anywhere and at any
time. Regardless of where a vehicle is in Europe,
the nearest service shop isn’t far away.
Using a simple search window, you enter the
exact location of the vehicle and the components
required, and you will immediately see a
list of suitable specialist workshops – including
a link to show you how to get there. The
tool is all part of Krone’s comprehensive service.
So that all customers and their trailers are
able to travel around without any trouble,
Krone ensures complete trailer care – from finance,
to spare parts, to a 24-hour emergency
breakdown service.
KRONE WINS GERMAN
TELEMATICS AWARD 2018
Krone has won the “German Telematics Award
2018” for its innovative telematics trailer. The Commercial
Vehicle Group’s technology is perfectly
aligned to the varied requirements within logistics
from today and tomorrow – which the jury has now
recognised with the award in the category of “Telematics
for Trailers”. The important and highly coveted
Use the Krone Service Locater
on our Website
http://bit.ly/2hOmio0
industry award, which was awarded for the first time
two years ago, was presented by the ETM publishing
house as part of the Commercial Vehicles Future
Congress. The jury comprises professionals such as
Heinz-Leo Dudek, professor and director of the Ravensburg
University of Cooperative Education. It
honoured Krone’s innovations in the field of commercial
vehicle technology and telematics – particularly
in the telematics for trailers, containers, swap
bodies and asset tracking category. Ralf Faust, managing
director responsible for the division, accepted
the award in Berlin on behalf of all Krone employees.
As head of the service department, he
thanked his team for their efforts: “The jury was
impressed by the Krone Telematics system architecture,
and this award recognises all those joint
efforts and ideas over recent years. Terminals in
the vehicles and the central control area portal
communicate effectively for all parties involved.
Krone Telematics equips freight forwarders and
logistics companies for the future – we make their
vehicle management efficient.”
IN BRIEF
A PEEK BEHIND THE SCENES AT
KRONE
The new YouTube channel “Krone Inside” provides fascinating
insights into the Krone Commercial Vehicle Group. One of the
video concepts will be helpful tutorials, explaining how to use a
Box Liner for example, how to prepare a Mega Liner for loading,
or how to order spare parts from Krone. There will also be features
on members of staff, and other interesting reports from
the company. New videos will be uploaded weekly.
Krone Trailer on YouTube: www.youtube.com/KroneTrailer
70 TRAILERS FOR A 70TH BIRTHDAY
Seifert Logistics Group is to display the most important
stages of the company’s history on the curtains of its Krone
trailers. Seifert, based in Ulm, has ordered 70 Krone
trailers for its 70th birthday, four of these will display
the forwarding and contract logistics provider’s milestones
on the side walls. Seifert Logistics was founded in 1947
in Ehingen/Berg, in the state of Baden-Württemberg, as a forwarding
company with five employees and three vans. Managing
Partner Harald Seifert joined his father’s company in 1976. Today,
the lorries with the blue, white and red logo travel to locations and
customers all over Europe. Contract logistics has been a real driver
of growth for some years now. Seifert Logistics has maintained a
close partnership with Krone for many years.
PRODUCTION CLOSER TO TARGET MARKETS
According to a study by consultancy firm Miebach, fewer and
fewer companies in industrialised nations are producing in
far-flung locations abroad, and are instead placing emphasis
on proximity to their sales markets. This concept – known as
“nearshoring” – is already being utilised as a locational strategy
by one in two of the companies surveyed, and 26 per cent
saw nearshoring as a likely or very likely future trend. The study
states that nearshoring is going to gain particular significance
in Europe, whilst the expectation for North America is production
in companies’ own country, known as “onshoring”. The
trend towards nearshoring and onshoring will have an impact
on the supply chain: the participants of the study expect it to
become more complex.
trailerforum 5

POWER
ADVANCEMENT
THROUGH COURAGE
Logistics is a powerful business that demands a lot of companies in the sector.
In order to survive and overcome the many challenges of the future, what is required
is both a strong foundation and the ability to take a leap of faith.

Photos: Krone, Team JenJavelin
Tractor unit, trailer, load
– the traditional combination
weighs in at up to
40 tonnes. It is propelled
forward by around 500
HP, combatting wind,
centrifugal forces and
vibration. Logistics requires
power: physically
in terms of materials
and technology, as well as entrepreneurially – hauliers
and forwarders in this sector have to prove themselves
every day in order to remain successful and give their
customers the best possible service.
Strong companies act rather than react. They are
dynamic, live by their values, take responsibility and
earn the trust of their customers – according to Hermann
H. Wala, author of the book “Meine Marke:
Was Unternehmen authentisch, unverwechselbar
und langfristig erfolgreich macht” (“My brand: What
makes companies authentic, distinctive and successful
in the long term”), published by Redline. As a
coach and marketing strategist, Wala advises companies
that want to utilise their power correctly over
the long term. He is convinced: “Strength is usually a
matter for the boss. Companies are strong when they
have strong leaders – managing directors that run their
business with passion and enthusiasm.” They also need
employees that convey the company’s values authentically
and passionately to the outside world: “It reaches
right down to the driver, who delivers the goods to
the customer’s door. The impression that he leaves is
long-lasting. Every one of these drivers is an ambassador
for the company.”
MILESTONES FOR THE WHOLE SECTOR
Wala firmly believes that a company cannot draw
its power from financial success: “It is much more important
that a company has a good corporate culture,
in which employees can reach their full potential and
enjoy working.” This is something that can be felt at
Krone: as a family firm that has been based in Emsland
for more than 100 years, Krone Commercial Vehicle
Group is firmly embedded in the region – just like
many of its employees. “This strong foundation gives
trailerforum 7

POWER
The piggyback trailer is lifted onto the wagon by
crane. The chassis has to be able to sustain enormous
bending forces in this process. Sustainability
is a very important topic for Krone, as is
flexibility: The vehicles are effective across a wide
range of transport applications.
»INDIVIDUALS’
identification with the
company
is remarkable.«
Ingo Lübs,
Head of Marketing
us the power to be very innovative,” adds Ingo Lübs, Head of Marketing
at Krone.
Throughout its history, the company has always set milestones
for the entire sector – from the introduction of the
long vehicle combination, to the first Mega Liner, to the Coil
Liner for safe transport of steel coils. Krone was the world’s first trailer
manufacturer and laid the groundwork for a load security system
with the Multi Safe System, which has won multiple international
awards. “The majority of our innovations have been brought about
by employees and customers,” says Ingo Lübs. “It may come from
someone working in assembly, or the chief technical officer. Each
Individual’s identification with the company is remarkable, and
everyone wants to come along on our journey to success.”
COLLECTIVE INTELLIGENCE
Dr. Stephan Rammler is convinced that it is only through
the power of the collective, and its intelligence, that success
can continue to be ensured in future. The Founding Director
of the Institute for Transportation Design (ITD) and Professor
of Transportation Design & Social Sciences at Braun-
schweig University of Art says: “The major challenges of the
21st century can only be overcome by working with others.” He
explains that it is important for hierarchical systems to be detached
from decentralised concepts, based on flat hierarchies.
“We Brands” is Hermann H. Wala’s name for companies that
function through community – internally, but also with customers,
which have transformed from consumers to partners on an
equal footing. “We Brands have an emotional connection with
their customers,” says Wala. A recipe for success that is easy for
even small companies to implement: “They have to formulate values
that they want to live by, and each and every employee must
convey these values to the outside.” Details, such as an especially
friendly telephone manner or little extra services, grab attention
and stick in people’s minds. “It is a key benefit alongside an outstanding
product, and a visible sign of entrepreneurial strength.”
THE MUSCLE MEN: PIGGYBACK TRAILERS
Krone’s piggyback trailers are an example of real physical
strength. Whilst trailers for road transport are designed for loads
up to a speed of 85 kilometres per hour, the piggyback trailers,
which are placed on railway waggons, must be able to withstand
up to 140 kilometres per hour. “When the entire trailer is lifted
8 trailerforum

Sustainability is a very important issue for Krone, as well as flexibility: the vehicles are convincing across a wide range of transport applications.
Photos: Krone, Team JenJavelin
onto the waggon by crane and the crane hook is dangling in the
air, enormous flexural forces are exerted on the chassis,” explains
Harald Schäfer from Krone product management. With this in
mind, the material underwent special reinforcement: in testing, it
had to withstand a load of 50 tonnes.
In addition, Krone made the front walls stronger and used
thicker curtains weighing 850 grams per square metre – 500
grams per square metre is sufficient on the road. The curtains
must be sufficiently robust so as not to give way under abnormal
peaks in pressure, which, for example, occur when two trains
meet in a tunnel at high speeds. When new products are developed,
the strain that they are expected to be subjected to is simulated
in a computer program. The values obtained are fed into the
design. These are theoretical values, the validity of which is then
tested on the road. “We use prototypes to drive several thousand
figures of eight on our grounds,” says Schäfer.
On the road – assuming a payload of 27 tonnes – the front
wall of a trailer has to withstand 13.5 tonnes of weight, with
the side walls being subjected to just under eleven tonnes each,
according to Code XL, which certifies the necessary strength
for load securing. “Optimum load securing is extremely important,”
says Schäfer. “For example, there are considerable
centrifugal forces at work when the truck goes round a bend.
If the load securing permits too much movement, the curtain
can be damaged – a major safety and security risk.” Fahrzeugwerk
Krone’s chassis are welded. This makes them flexible,
as well as highly resilient. “Welding means sound and smooth
transport: the trailer runs very quietly behind the tractor unit,”
says Schäfer.
LEARNING FROM TOP-LEVEL SPORT
Withstanding the greatest strain, continually building up power
and utilising it efficiently: these are all areas in which logistics
can learn from professional sport. On 20 August 2016, Thomas
Röhler threw his javelin 90.30 metres, winning the gold medal
at the Olympic Games in Rio de Janeiro. The professional
athlete uses his body’s strength to achieve top performance. “For
me, power is the basis for explosive speed. It is what determines
success in my discipline,” says Röhler. As he throws, his left foot
is subjected to a load of around a tonne, even though the javelin
itself only weighs 800 grams. However, it is a good 2.70 metres
long. Getting this tool to accelerate requires an enormous
amount of thrust from the entire body. “80 per cent of this energy
comes from the lower body,” explains the athlete. “For us, the
arm is more or less just there to guide the direction.” As would
be expected, his training is diverse: Röhler does general fitness
training, with power generally taking precedence over stamina.
Added to this are the technical components. “In order to do well
in a competition, everything has to come together: I must be in
the right place mentally, my physical power must be on point, and
I must have access to the best material,” says Röhler. Just like in
logistics: there too, the best performance can only be achieved
when man and technology work together in harmony.
The energy that is required must be used with care –
something that logisticians are all too aware of. Efficiency is also
Krone Cinema
Keep an eye on your goods on the go.
Check our media centre and find the
latest videos from around the world
of Krone.
Check our media
centre:
http://bit.ly/2iBWriZ

POWER
important for Thomas Röhler, particularly when it comes to the throwing movement.
“Javelin throwing is like a giant vector calculus,” he explains. “I have to get
all of my energy into the tip of the javelin. Anything that isn’t concentrated there is
wasted.” This concept even applies to training: “Only if I train efficiently am I using
my time sensibly. Only then am I able to put time into injury prevention and therefore
invest in my health.” It is important that he has a carefully tailored training plan
that takes account of both short-term and long-term goals and is truly sustainable:
“I could train in such a way that I would be able to throw two metres further this
year, but that would be too risky for my health.”
hard-working and employee-friendly companies are those that have the best chance
of long-term success,” says Wala. “Only if we engage in vigorous debate, reflect seriously
and take responsibility for our actions can we measure up to the high standards
that modern markets and target audiences measure us against. Only then will
these companies be and remain strong.”
“A HEALTHY LEVEL OF CRAZINESS”
However, ultimately, some risk is required: “Anyone that wants to stay
ahead in top sport has to be able to rely on their training, as well as taking
risks. Those that dare to go a little further always have an advantage. However,
it is important that everything is organised and technically co trolled,”
says Röhler. “Nothing can happen without years of continual hard work. You
need patience, particularly on the road from young athlete to ambitious professional
sportsperson.” After all, it doesn’t always all go right straightaway.
Röhler believes that you need a healthy level of craziness, combined with creativity
to come up with ideas that others might not have. “And you need a competent, reliable
and strong team.”
This team must be well managed. According to Hermann H. Wala, We Brands
live by the power of courageous managers, who take action and continually drive
the brand forward. You need “a management team that is ‘obsessed’ with the idea of
what customers need today and will need tomorrow”. The customer knows what
these companies stand for – and appreciates them for it. Wala has developed seven
tools that companies can use to put themselves in a strong position. For example, he
advises focusing on authenticity, trust and dynamism. “Lively, ambitious,
Javelin thrower Thomas Röhler reaches distances of over 90 metres. This is how he secured the Gold
medal at the Olympic Games in Rio de Janeiro. As he throws, his left foot is exposed to
a load of around a tonne.
BEING A “WE BRAND”: THE ROUTE TO SUCCESS
In his book “Meine Marke – Was Unternehmen authentisch, unverwechselbar und langfristig erfolgreich macht” (“My brand:
What makes companies authentic, distinctive and successful in the long term”) Redline publishing house, marketing strategist
Hermann H. Wala analyses the success strategies of well-known brands such as Apple and Google, and sets out seven exciting
approaches for other companies. At the heart of the book is the construct of “We Brands”, which create a special emotional
connection between man, brand and medium, as well as securing themselves a unique position, standing clearly for their
values and dealing with customers’ needs in a genuine manner. The author was responsible for group marketing at Hubert
Burda Media and worked for leading advertising agencies before going freelance with his own consultancy firm Wala Strategy
& Brand Consultants.
Photos: Michael Steele/Getty Images, Redline

FACTS
POWERING AHEAD
Nature holds immense levels of energy. And it can be harnessed in a clever way to move goods by road. Transport is provided by powerful vehicles,
which work tirelessly day in, day out.
Sources: Kraftfahrt-Bundesamt, guinessworldrecords, windkraft-journal, bosch-presse, biologie-schule, weltderphysik, Volvo
Diesel engine
Petrol
118,000 lorries
In 2017 the average age of
lorries in Germany was
7.9 years old
The number of lorries
in Germany in 2017 was
2.9 million
vehicles.
FROM THE
GUINNESS BOOK OF
WORLD RECORDS
The heaviest piece of
cargo ever transported by
road weighed
4,891 tonnes
and was moved on
688 tyres.
THE LONGEST
PARADE OF TRUCKS
Comprised
416 vehicles
and took place in 2004
in Dronten in the
Netherlands.
The proportion of
German goods transport
accounted for by
lorries in 2016
was around
72 per cent.
2.6 million lorries
Volume of goods transport
in the next 25 years
+50 %
Germany
Due to high voltages and electrical currents,
lightning can generate power levels of up to
1,000 gigawatts.
The energy that shines
on earth by the sun
each year is 15,000 times greater
than global energy consumption.
+200 %
China and India
At a good 13 per cent and just under
7 per cent respectively, wind power
and biomass are the two main
sources of renewable energy in Germany’s
energy mix, followed by solar and
hydroelectric power.
ENERGY FOR
ELECTRIC VEHICLES
Energy supplier
EnBW plans to have an
electric recharging point installed
at all of its around
400 service stations
by the end
of 2017.
trailerforum 11

Photos: Krone, Imperial

PORTRAIT
EMBEDDED IN CUSTOMER
PROCESSES
Imperial Logistics International develops intelligent logistics concepts
for a variety of industrial sectors.
Very seldom do European inland shipping
companies conquer new frontiers – after all,
their shipping routes generally end at the
coast. So imagine the sector’s amazement
when the maritime experts from the Shipping division
at Imperial Logistics International got a completely
new shipping link up and running, on the South American
Hidrovía Paraguay-Paraná river network, in just
under a year. Carsten Taucke, formerly the CEO of Imperial
Shipping Group and now the boss of the parent
company Imperial Logistics International, goes by the
principle of “Follow the Customer”. When a major industry
client enquired how large quantities of iron ore
would best be transported from the mines in Corumbá,
Brazil, to the steel works in San Nicolas, Argentina,
one thing was immediately clear to Taucke
and the South African parent group Imperial Holdings
Limited: “We’ll go by water”.
36,000 TONNES OF ORE PER ROUND
Initial start-up resources came from the nearby river
Rhine just under three years ago: two push boats
and twelve barges from Imperial’s own fleet were taken
to the new operating area on a heavy-duty ship.
However, that wasn’t enough for the planned measures:
the fleet soon had to be expanded. Today, seven
push boats with 84 barges operate on the rivers Paraná
and Paraguay. A 36,000-tonne load is transported per
round trip, each of which takes around four weeks.
“It was important for us to act and be perceived as
a fair employer in Paraguay,” says Taucke, highlighting
perhaps the most important factor in the remarkable
venture’s success. “Only in this way can we meet the
high standards in terms of punctuality, occupational
safety and reliability in this far-away place.”
These attributes do, of course, apply to the entire,
extremely broad portfolio of services of Imperial
Logistics International. Under this umbrella brand,
Taucke has developed a versatile specialist firm that
is deeply embedded in its customers’ production and
logistics processes, with around 9,000 employees at
170 sites throughout Europe and turnover of over 1.6
billion euros. The company, headquartered in Duisburg,
arose from the logistics activities of the Krupp
group around the turn of the millennium, and is a 100
per cent subsidiary of South African Imperial Holdings
Limited.
Large quantities of bulk goods are moved with push boat convoys on South American rivers.
In its steel centres Imperial stores coils at
perfect climatic conditions.
trailerforum 13

PORTRAIT
Imperial delivers components to the assembly lines of the automotive industry.
»FOLLOW
THE CUSTOMER.«
Carsten Taucke,
CEO Imperial Logistics International,
Duisburg
A WIDE RANGE FOR MANY DIFFERENT SECTORS
One key sector for Imperial is the automotive industry.
Vehicle manufacturers and suppliers place their
trust in construction components for engines or in-car
electronics arriving on the conveyor complete and
in time. Example from the BMW Group: For the car
manufacturer’s worldwide spare parts supply, Imperial
runs a spare parts warehouse in Wallerdorf, Lower
Bavaria, that is as big as 25 football fields. The logistics
expert has just managed to expand another contract
from the Bavarian automotive manufacturer for transport
between the factories in Munich, Landshut, Dingolfing,
Regensburg, Wackersdorf and the field warehouses
by six years. To complete this task, Imperial
uses some 200 trucks and articulated lorries, including
many Mega Liners from Krone. They primarily carry
body and engine parts, being distributed from central
production to the individual factories.
Krone vehicles are also used for transporting
from Imperial’s steel centres, where steel is stored
under ideal climatic conditions until it is processed
further, so that it does not corrode. Imperial also
uses Coil Liners from Krone to transport steel
products to metalworking firms or retailers.
However, the inland shipping business “exported”
to South America also still plays a key role in Europe:
power plants and smelting works would grind
to a halt if they didn’t have Imperial bush boats moving
raw materials via rivers and canals. A fleet of over
60 chemical inland tankers is able to transport all liquid
products authorised for transport by inland vessel.
Added to this are gas tankers and other river and
sea-going vessels for coastal transport. Around 600
motorised and non-motorised units make Imperial
Europe’s biggest inland shipping company.
NEW “SUPPLY CHAIN LAB” IN BERLIN
Imperial is also out and about in the digital world:
at the end of 2016, the logistics expert introduced its
own “Supply Chain Lab” at the Sony Center at Potsdamer
Platz in Berlin. “Here we work with logistics
and IT specialists, our customers and IT students from
the start-up scene to develop digital solutions that are
specially tailored to the business model of Imperial
customers,” reports Taucke. “The creative, open and
uncomplicated interaction with all those involved is
very inspiring for us, and ensures rapid implementation
of projects.”
Liquid goods transports are also part of the service portfolio
on the road.
14 trailerforum

TECHNOLOGY
LONG VEHICLE COMBINATION POWER WITH SIX AXLES
Krone has developed a lightweight version of the long vehicle combination
specifically for high-volume transport.
L
ess fuel consumption per carrier: the long
vehicle combination is known for its many
advantages. For customers wanting to transport
lightweight goods, Krone has a special
vehicle in its range: a long vehicle combination with
just six axles. For this new development at the vehicle
production plant, a 2-axle tractor unit is combined
with a 2-axle semitrailer and steering 2-axle dolly. This
combination of vehicles is characterised by the trailer’s
long wheelbase. The last axle of the semi-trailer is
designed as a loadable axle so it is easy to drive through
the “BO-Kraftkreis” (defined turning circle). The reason
it is easy to drive through is because the air pressure
when travelling around a corner changes in the
bellows of the semitrailer. This artificially shortens the
wheelbase via a shift in the centre of gravity. Due to
the extended wheelbase, it can be used with a standard
semitrailer to achieve optimum load distribution.
Thus, the trailer is not just suitable for operating in
By using long vehicle combinations, Güttler-Logistik save fuel and CO 2
.
the long vehicle combination train it also increases the
flexibility of the hauliers in the fleet.
LIGHTER AND CHEAPER “Customers mostly use it
for high-volume goods in the automotive industry,
for example,” explains Jens Rauer from Krone
Product Management. “We haven’t had the vehicle
in our range very long and we are already getting really
positive feedback from our customers.” One of these customers
is Güttler-Logistik based in Hof/Saale in Bavaria.
The forwarding agent is using the double layer combination
in the automotive area: They are using it to provide
transport bumpers for the polymer specialist Rehau + Co.
from Feuchtwangen in Middle Franconia to Zwickau in
Saxony. The long vehicle combination does a good 1,150
kilometres every day. “For us, the vehicle helps us to remain
competitive,” explains Managing Director, Johannes
Reuther. “It enables Rehau AG to move a whole 50 per
cent more volume with just a small increase in costs –
and with the same staffing levels, which, given the driver
shortage in our industry, is a key issue.”
With two fewer axles than on a standard type-3
long vehicle combination, the combination is lighter
making it possible to carry about 1.5 more tonnes. The
acquisition and operating costs are not as high because
a long vehicle combination with six axles consumes
less fuel and has less tyre wear than a standard type-3
long vehicle combination.
MORE LOADING VOLUME USES UP LESS SPACE Special
vehicles like these are increasingly in demand; the long
vehicle combination is becoming increasingly customised:
“In test operations, most hauliers have, of course,
prioritised the acquisition of standard equipment that
can be used irrespective of which long vehicle combination
is being operated. By incorporating it into regular
operations, market demand for more efficient and
specific train combinations has increased.
Politically, the regulation related to unlimited, distance-based
regular operations for the long vehicle combination
continues to apply based on the existing positive
network. With solid, scientifically proven arguments,
however, the vehicles speak for themselves: “The increased
loading volume reduces CO 2
emissions and fuel
consumption by about 25 per cent per carrier,” says Rauer.
“Additionally, two trips with the long vehicle combination
replaces three conventional trips with a semitrailer,
which eases traffic congestion on the roads. There is also
less load on the road compared to the standard semitrailer
due to the higher number of axles.
Given the sharp increase in transport volume in Europe,
long vehicle combinations are a sustainable and environmentally-friendly
solution for modern logistics.”
Photos: Imperial, Güttler
Long vehicle combination in use
You will find out everything you need to know in the
new Krone video : http://bit.ly/2AH9wQn
trailerforum 15

COOL LINER
DUOPLEX STEEL
The Krone Cool Liner Duoplex Steel is the specialist for highly
sensitive pharmaceuticals, delicate flowers and and quick-frozen
goods. It stands out due to its thermal efficiency and flexible
loading: for example the Krone ISOWALL partition makes it possible
to transport goods in different temperature zones.
Door or shutter
An insulated roller shutter saves time
and makes handling on the ramp much
easier. The optional side door is the ideal
solution where goods need to be
loaded or unloaded in a specific
temperature zone.
Division of cooling zones
The Krone ISOWALL can be moved easily along
the trailer length. It is well insulated and is
tested in line with ATP. The sealing unit at the
top and the innovative balance technique
makes it easy to operate.
Standard features
Optional features
Perfect temperature management
An additional evaporator, ceiling-mounted
to save space,, ensures perfect temperature
regulation in multi-chamber systems.
Flexible air duct
The flexible, ceiling-mounted
air duct distributes cold air evenly –
even with double deck loading.
Protection when docking
A compression buffer, amongst other things,
provides perfect protection – an extremely
robust steel impact protection at the rear with
integrated rubber spring pads. Roll compression
buffers – four stainless steel rollers with a
shock-absorbing core – also protect the rear
when docking. A buffer strip under the container
door gives even more protection. It consists of
15 rubber profiles, which can be individually
replaced. Two, solid impact buffers provide
additional load protection.
Functional
door holder
Optional rope-type
door arrest,
spring-supported.
Illustration: Jelka Lerche
16 trailerforum

IN THE SPOTLIGHT
Bolted evaporator guard
Bolted evaporator guard for maintenance
and cleaning, HACCP compliant.
Ferry Shackles
Bolted shackles to ensure secure loading
during ferry transport
Flexible load securing
Vario-lock load securing system with perforated
rails in the floor and under the roof –
perfect for securing flower containers.
Load restraint or double deck bars offer further
protection options.
Optimum air-flow
Stable aluminium profiles ensure the best front
wall protection and optimum air flow due to
the large profile sections.
kg
Illustration: Patrick Adamové
One piece chassis
The tensile forces are transferred to
the continuous chassis of the Cool Liner,
which protects the box during vehicle coupling
and uncoupling. The forces involved when
docking are also absorbed by the chassis.
Simple railway transport
The Cool Liner Duoplex Steel can also be
supplied with crane pockets for combined traffic.
kg
Effective impact absorption
Diagonal cross members between the main rails
absorb rear-end impact. The substructure has
been optimised for impact: The underride guard
and lighting brackets are securely mounted and
can be individually replaced if necessary.
Large pallet box
The pallet box, with an innovative cover and a
low loading edge, has space for 36 European
pallets. At a coupling height of 1,150
millimetres, about 350 millimetres of ground
clearance remain.
Temperature recorder TR
With the Krone TR temperature recorder,
the usual temperature recorder on the front wall
of the trailer is superfluous. Proof of temperature
is sent directly to the customer via the
Krone Telematics Portal by e-mail or fax, upon
request before the load arrives.
trailerforum 17

A WALK
ENERGY FOR THE WORLD
According to experts, in order to counter climate change, we must fully exploit alternative sources of energy.
Wind turbines are symbols of the turnaround in energy policy.
Enercon is one of the largest manufacturers of wind turbines. Bernard Krone met the
Managing Director Simon-Hermann Wobben at its head office in Aurich.
Wind turbines utilise the power of nature: Mr Wobben,
what do you personally find so fascinating about the
power of the wind?
Simon-Hermann Wobben: Wind is one of the largest
– and at times unpredictable – forces of nature on
this planet. So I find it even more impressive that we
can control this enormous power with our technology
and use a large number of people to sustainably
produce and supply energy globally.
Mr Krone, what potential do you see in alternative energies
for the transport industry?
Bernard Krone: The potential is undoubtedly big,
and I am sure that we will see some interesting innovations
here over the coming years. For example, we are
working on a research project looking into the extent
to which recovered braking energy can be used to operate
energy consumers on the trailer. A refrigerated
semitrailer which operates on the principle of energy
recovery, otherwise known as recuperation, has also
been developed. Another topic is, of course, the electrically
driven tractor unit. That is also an exciting approach,
just like the hydrogen combustion engine. And
last but not least, there are even attempts to use wind
power in the shipping industry by attaching computerdriven
towing kites to cargo vessels, which
then also pull the ship in addition to the motor.
What does Enercon as a company draw strength from
and how is it maintained?
Simon-Hermann Wobben: At 33 years of age, Enercon
is a relatively young family business. Even today,
our company culture is still heavily characterised by
the company’s founder, my uncle, Dr. Aloys Wobben,
and his vision of “energy for the world”. His life’s
» We offer our employees a
high level of
creative freedom
with a lot individual
responsibility. «
Simon-Hermann Wobben
work is continued by the Aloys Wobben Foundation
founded in 2012, which secures the long-term independence
and continued existence of the company.
Right from the start, however, our well-qualified and
motivated employees have been the key factor in this.
We therefore continually invest in their education and
training and in designing an ultra-modern workplace.
We also offer our employees a high level of creative
freedom with a lot individual responsibility; at Enercon,
you can try things out. That promotes motivation
and a spirit of innovation among the employees,
which ultimately benefits both the company and our
products.
What do you personally draw strength from? What
makes you strong in your commitment as an employer?
Simon-Hermann Wobben: I personally see it as a privilege
to be actively involved in such an elementary issue as
energy supply and production and to constantly
grow with the challenges we face – of which there are
many in the wind power industry at the moment. Of
course, that brings with it a lot of responsibility; but
it also gives you the energy and motivation to continue
addressing the diverse issues. It is also important to
maintain a good work-life balance; I like to spend my
free time at the weekends in the beautiful Emsland.
What does the Krone Group draw strength from?
Bernard Krone: One particular strength is our innovative
capacity. If you want to be right at the forefront
of developments, then you have to be in close communication
with the customers and listen to what they
need. You do also need a solid capital base of course.
Krone has always been very well positioned here. To
continue this in the future, we believe in consistent
controlling and regularly questioning whether what
we are doing is right, both from a strategical and a financial
point of view.
How do you feel Krone’s strength in your daily work?
Bernard Krone: I get really excited by the extraordinary
loyalty of our customers and our employees.
Many of our customers, and employees too, have
remained loyal to Krone over several generations.
Each day, customers come to visit our production
sites from all over the world when they order or
collect vehicles. And their positive feedback about our
ultra-modern and professional manufacturing further
encourages us in our strategy.
Enercon and Krone are family businesses: What
strengths does that reflect for you?
Simon-Hermann Wobben: As the management team
in a family business, we have a particular responsibility
to maintain in the long-term what has already been
developed and we are also responsible for our employees.
We therefore concentrate on what we do best: developing
and producing the most technically advanced
18 trailerforum

Photo: Stefan Schöning
trailerforum 19

A WALK
» We are increasingly
in demand as a
mobility
service provider.«
Bernard Krone
and highest quality wind turbines on the market. Our
independence is a key commodity in growing over the
long term using our own resources and in fulfilling our
responsibilities.
Bernard Krone: For Krone, responsibility is also one
of its key strengths: responsibility for our customers,
employees and suppliers, as well as for our environment
and the region. Krone is 111 years old and
is now being run by the fourth generation. And, of
course, I am conscious that in a few decades time, I
will be handing the business over to the next generation.
Apart from that, medium-sized family companies
are simply faster in their processes than large corporations,
resulting in, for example, a higher level of innovation.
How do your customers benefit from your strengths?
Simon-Hermann Wobben: Our claim to be a leader
in technology and quality is shown in the constant development
of our technology. Recently, in September,
we presented our new Three-Megawatt Class. Even
with these new turbines, we can guarantee individual
solutions for our customers that meet the highest of
quality and technological standards, and market-based
requirements. Due to our decentralised structures, we
remain close to the customers and are always in personal
contact. This enables us to act with maximum
flexibility and ensure high quality standards, which
our customers have relied upon for over 30 years.
Bernard Krone: Our customers want high-quality vehicles
at a fair price. We are also increasingly in demand
as a mobility provider: topics such as full service,
connectivity and also ecological aspects are
becoming more and more important. We have responded
to this trend and offer professional, practical
product solutions for all matters related to the trailer
so that every customer can choose the right services
for them. Whether financing, a fast spare parts network
or full service, we are a strong partner.
ABOUT SIMON-HERMANN WOBBEN
Simon-Hermann Wobben, born in 1982, is Managing Director of
Enercon together with Hans-Dieter Kettwig and is responsible for the areas
of production, research & development, staff, quality and HSE. Wobben
studied business administration and started working at Enercon in 2002.
As the nephew of the founder, Aloys Wobben, he has grown up with
the company. He has been a member of the Board of Directors of the
Aloys-Wobben Foundation since 2013.
20 trailerforum

COLLECTORS
OFF TO A GREAT START!
Extended trailers or an artistically designed tarpaulin: These companies rely on the proven quality of Krone trailers.
ST. LUKAS-HEIM
WANDT SPEDITION
St. Lukas-Heim, whose activities include running housing
for people with disabilities in the Emsland region, celebrated
its 50th anniversary with a big party in Papenburg. Krone
donated a tarpaulin, designed by residents of the facilities,
for the home’s trailer on this special occasion.
This semi-trailer, equipped with Krone Telematics, promotes a research project
on the environmentally-friendly use of lorries at the TU Braunschweig.
In addition to the Wandt Spedition from Braunschweig, Krone Commercial
Vehicle SE is an important partner in this project.
SASTRANS
Sastrans, founded in Przystajn
(Silesia / Poland) in 2003, is a Europewide
transport operator. The company’s
fleet includes a 100 curtainsider trailers.
The 100 th vehicle is a new Krone
Mega Liner.
Photos: Stefan Schöning, pixelio / Rainer Sturm, Krone
MEGATRANSLAW
This Polish forwarding company Megatranslaw was founded in 2004.
Its big breakthrough came in 2010 when it made its venture into
the international transport market. Now the company
has just taken delivery of its 100th trailer from Krone.
SPEDITION BODE
Uwe Zemke and Torsten Kreibig, drivers at Spedition Bode, have collected two extended trailers (14.9 metres)
for the company. The cargo is moved between Lübeck and Stockholm via a train service.
trailerforum 21

WORK-LIFE BALANCE
MALTE SCHRÖDER
AGE: 32
HOBBY: MOTORSPORT
SINCE: 2010
» THAT IS JUST PURE ENERGY «
Since 2009, Malte Schröder from Krone Quality Assurance has
devoted himself to motorsport, already clinching a number of
championship titles with his 1983 Suzuki GSX 1100.
In 2009, Malte Schröder was a visitor at the Great German
Road Race in Bremerhaven. One year later, he stood at
the start of Germany’s largest motorbike road-racing event
with his own machine - in front of 20,000 onlookers. As the
adrenalin pumps through his body, Malte Schröder knows: “This
is my sport.”
The 32-year old, who works in quality assurance
at Krone and monitors chassis quality
in the quality control department, read
up a lot and bought a racing licence from
the “Motorsportbund” and a 1983 Suzuki
GSX 1100. He rebuilt the motorbike so
that he could compete in the IG Classic Superbikes
racing series (CSBK). Classic superbikes
date from the period before 1985 -
once high-tech machines, they are today
much coveted vintage items: “They are very rough. It is just pure
energy.”
30 SECONDS QUICKER
His first race was sobering: On his favourite race track in
Schleiz, he rode a 3.6-kilometre route in 2.03 minutes; he has
since managed it about 30 seconds quicker. He has trained intensively
for it and became AMA Legend Champion in 2013, 2015
and 2016. Malte Schröder does ten races each season; he travels
to the Czech Republic, Belgium, France and Holland. He is also
involved in the IG Classic Superbikes Association. “I was its first
chairman in 2016. I picked up a lot of things from the organisational
work that I use in my job as well.” Malte Schröder has a lot
of support and can easily take holidays, for example, when a race
is coming up. He has five sponsors, his family are right behind him
and his partner often goes on tour with him at weekends.
Even today, it is the moment just before the race starts - when
the red light on the starting lights goes out - that fascinates him
the most. “In that moment, I think of nothing else - I am 100% focused.”
He also applies this experience in the office: “On the motorbike,
you have to make instant decisions. That has made me a
lot more confident.”
MARTIAL ARTS MEETS
DANCE AND ACROBATICS
Anatoli Wolfram from technical order processing
coaches and teaches capoeira in his spare time.
The Brazilian art of movement which combines martial
arts, dance and music-that’s Capoeira. Two capoeiristas
face each other whilst instruments such as the Berimbau
and drums are played.
“I immediately liked the versatility,” explains Anatoli Wolfram,
who has been practising capoeira himself for about six
years. In his working life, the 35 year-old works in the technical
order processing department at Brüggen, where he enters new
purchase orders, creates parts lists and answers any technical
questions. The interaction of capoeristas is similar to working
in a team. “I think you are more sensitive and empathetic. You
develop more understanding for others and can therefore better
respond to their needs. Concentration is also something I have
learnt, and my work requires fast reactions and attention to detail
too: I have to read construction specifications very carefully
and work with numerous spare parts on the parts lists.”
ALSO A COACH
Anatoli Wolfram first came into contact with this extraordinary
sport in 2011 at the Unisport in Vechta, where he lived
during his dual study programme. “I tried it out and liked it
straight away,” he remembers. He kept it up and trained intensively.
He quickly gained experience and took the exams. Just
like in karate, you need to do these in capoeira to earn your
belts. Later, he came across a training group in his hometown of
Lingen. He has since taken over as coach. Today, he teaches one
adult group and one for children aged six to eleven. The sport is
demanding: The movements are complex and it challenges the
whole body. Adults benefit from it as it strengthens the back.
Children can use it to act out their natural urge to move. “Capoeira
is quite an individual sport but really, it is much more
than just sport; it is in fact a philosophy of life,” explains Anatoli.
“You have to like it and give yourself up to the acrobatics, the
movements. I really like it.”
ANATOLI WOLFRAM
AGE: 35
HOBBY: CAPOEIRA
SINCE: 2011
22 trailerforum

PORTRAIT
The cooperation began at the IAA 2016: Since then, the Hegelmann Group has purchased 1,000 Krone trailers. In 2018, it opens a new logistics center in Kaunas, Lithuania, with an area of over 25,000 square meters.
» WHEN THE GOING GETS TOUGH, WE’LL BE THERE «
The Hegelmann Group is a specialist in all kinds of custom transport solutions –
particularly for spot transport at short notice.
Photos: private, Hegelmann Express
Sunday, at 7pm - a phone call: a big client
needs 20 mega trailers – later today, for
the same day. “For orders like this, you
need both the technology and the flexibility
to implement it, as well as motivated employees
to organise it all on a weekend,” explains
Siegfried Hegelmann. He is one of the managers
at the Hegelmann Group who provides exactly
that for your customers. As experts in Europewide
transport of various specifications: special,
standard and non-stop express deliveries, the Hegelmann
Group moves around 2,000 vehicles in its
scheduling. “When the going gets tough, we’ll be
there.” – Hegelmann summarises a challenging business,
where the daily individual needs of its customers
determine which transport requirements his company
handles. In doing so, you are often at the limit
of what is physically possible: “We provide the full
range of services a lorry has to offer.” In order to manage
that, above all you need good personnel management:
“Our qualified team is large enough to cover the
peaks that arise and due to our multilingualism, we
don’t have any language barriers with our international
customers.”
900 PER CENT GROWTH IN SEVEN YEARS
In the coming year, the Group will be celebrating its
20th anniversary: the company was founded by the Hegelmann
brothers in 1998. Back then, it started out with just
one lorry; now it has become international: In addition to
its original site in Karlsdorf-Neuthard in Baden Württemberg
in the district of Karlsruhe, the Group also maintains
other sites in Germany and abroad, including in Spain, the
Czech Republic, Poland, Lithuania, Latvia, Estonia, Romania
and Kazakhstan. More recently, it is also represented
in France and the Ukraine. At 900 per cent, growth
has been disproportionately high in the years since 2010.
“We are drawing 2017 to a successful close, too, and aim
to continue this development up to 2020.” That should be
achieved by further diversifying the range of services and
developing existing key accounts. In addition to the automotive
and silo transport areas started in 2017, a specialist
department for air freight is currently under development.
For a while now, the Group has been concentrating on geographical
subsidiary locations like Scandinavia and the CIS
countries, as well as the transport market in central Europe.
“Are special deliveries actually needed? We see evidence of
demand for these day-in, day-out - from industry players
and small and medium-size businesses,” explains Siegfried
Hegelmann. “Customers particularly appreciate our ability
to handle large fluctuations in volume and to do all that
with excellent service.”
SUPPORT FROM COMPETENT SUPPLIERS
He and his team must prove their high level of problem-solving
expertise again and again and create customised
and tailored concepts. “That asks a lot of us and our
employees. But it is also very exciting.” Siegfried Hegelmann
is well aware that the main reason he can stay on this
path is because he is supported by competent suppliers like
Krone Commercial Vehicle Group. “We maintain close ties
and value their good advice,” says the businessman. “We
need a wide range of vehicles for our flexible services - from
Profi Liners to the silo truck with the appropriate superstructures
and certifications.” In the past twelve months,
the Hegelmann Group has purchased 500 additional
vehicles and wants to further increase that number by up to
1,000 next year. “We are regularly fully booked, which is why
we are expanding the fleet so significantly,” explains Hegelmann.
Further locations in Europe will also be set up in order
to offer customers even more flexibility.
trailerforum 23

FROM THE CUSTOMER
TO THE DEVELOPER
Maximum security and the best possible quality play an important role in refrigerated
medicine transportation. Given this fact, Krone involves the pharmaceutical
company Teva as a committed partner in its innovative endeavours.

PERFECT REFRIGERATION
At Teva, the vehicle fleet is organised as its
own specialist fleet and transport
management department.
The vehicles are equipped with complex security systems.
Photos: Holger Jacoby, fotolia/gitusik
Photos: Nico Pudimat
E
ffective delivery for a rapid recovery. The pharmaceutical
brand Ratiopharm, which has been part of the
Teva Group since 2010, has used this slogan to attract
customers for more than two decades. Ratiopharm
created an advertising classic and became the best-known
pharmaceutical brand in Germany. Teva thus became the market
leader in the European market for generic medicines – i.e. copies
of drugs that have the same active ingredients and are already
available under a brand name.
MEDICINES ARE A MATTER OF TRUST
One of Teva’s success factors in Germany is the company’s
own vehicle fleet. It is structured as a specialist department simply
called “Fleet and Transport Management” and employs 55
staff. at the company’s German headquarters in Ulm. Its annual
transport capacity covers around 500,000 palettes. Through
paired transport operations and Europe-wide round trips, it is 90
per cent utilised. “We drive with an above-average capacity utilisation,”
affirms Bernd Schlumpberger, who is responsible for all
the transport activities at Teva Germany.
The fleet consists of more than 70 specialised commercial
vehicle units for pharmaceuticals. “Medicines are a matter
of trust and require a highly reliable supply chain without
security loopholes,” emphasises Schlumpberger, who obtains
an increasing number of his trailers from Krone. Even today,
around 25 per cent of his towed units come from Lübtheen, the
Bernd Schlumpberger sees
himself as a
»PASSIONATE LOGISTICIAN«.
Quality and
specialisation are,
in his opinion,
key factors for success.
Krone production site in Mecklenburg-Vorpommern. In the future,
this percentage will increase significantly.
Sophisticated security devices are essential for Teva.
Since 2014, Teva and Krone have cultivated an innovative
partnership, which they use to develop practical solutions together.
Bernd Schlumpberger contributes to this with his high level
of commitment and many years of practical knowledge. “We are
in close contact with the development department at Krone and
have already implemented some safety solutions,” explains the
practitioner. A visible result of the cooperation is Krone’s high-security
pharmaceutical trailer, which Teva has been testing every
day since March 2015 - predominantly on trips with increased
hazard potential, to Italy and Great Britain for example. These
countries include particularly risky destinations, due to the continuing
refugee situation, amongst other things. “In Calais, people
continue to try and get into freight compartments on lorries so
they can get to England,” reports Schlumpberger.
SUCCESSFUL PARTNERSHIP
An important detail of the high-security pharmaceutical trailer
is the closely-laid electrical circuits in the side walls and in the
roof. As soon as the outer skin of the trailer is broken, the system
alarm goes off. Another safety solution jointly developed by
Krone and Teva is a special door lock, which can be GPS-controlled
and operated solely by dispatchers. As soon as the door
is closed, the system automatically creates a new unlocking code.
trailerforum 25

FLEET AND
TRANSPORT MANAGEMENT
Teva Germany’s own fleet continuously represents the company’s most
well-known pharmaceutical brand: All lorries are orange and carry the
Ratiopharm logo. Teva uses them to handle GDP-compliant procurement,
distribution and factory logistics as well as express and special
transport services in the areas of high-security and hazardous goods.
Back-up solutions, such as the provision of mobile warehousing space,
complete this business area’s range.
In its logistics services, Teva sets high standards in safety and quality, and thereby acts as a role model.
The dispatcher only informs the driver of the code shortly before
the next time they need to open the door. The trailer also has a variety
of cameras and a built-in telematics system.
“The security solutions installed in the high-security pharmaceutical
trailer have proven themselves over two years.
We are therefore now increasing the number of these vehicles
in our fleet,” explains Schlumpberger, who since 2013
has also regularly had the legal security of his vehicle fleet
management audited by independent experts. This annual compliance
check not only examines the technical condition of the
tractor units and trailers but also the whole organisation, including
planning and administration. “Even for lawyers, the German
and European regulatory maze has become confusing. A few pitfalls
lurk amongst ADR, GGVS (Carriage of Dangerous Goods),
GüKG (German Road Haulage Act), HGB (German Commercial
Code), Fahrpersonalverordnung (regulation about driving
personnel) and the Criminal Code,” says Schlumpberger. “It is
difficult to keep up with the increasing number of regulations
with their extensions, new additions and changes. Given this, an
external check gives us the assurance we need.” Teva passed the
check this year for the fourth consecutive time with a compliance
rate of 100 per cent - the first logistics service provider to do so.
On all levels, the logistics service from Teva in Germany serves as
a model for maximum safety and quality. The high security pharmaceutical
trailer from Lübtheen caps off the whole ensemble.
26 trailerforum

VIEWPOINT
PROMPT ANSWERS
AND FAST SERVICE
FOR CUSTOMERS
IS
NO
SE
FI
EE
RU
DK
LV
Andreas Völker, Head of Sales & Key Accounts International at
Krone, is responsible for the company’s combined sales force.
IE
GB
NL
BE
LU
FR
CH
DE
CZ
AT
SI
HR
PL
SK
HU
LT
RO
BY
UA
KZ
PT
ES
IT
BA
ME
AL
RS
GR
MK
BG
TR
Rabat
MA
DZ
Algier
IL
Photos: Nico Pudimat, Krone
How do you manage the relationship between customer
and manufacturer?
The customer must be happy with his decision to go with
our product and our service and we must show him that
he has made the right choice. If we manufacturers lose
ourselves in systems and rulebooks, it is not good for an
active relationship with the customer. Therefore, the old
maxim “The customer is king” needs to be heeded: If we
do this, we not only have good products but also satisfied,
loyal customers.
What does this mean for sales?
Nowadays we do more than simply sell steel and rubber
products, we are sought-after as consultants and accompanying
service providers. Customer requests and requirements
are becoming more and more complex, and that
demands more comprehensive consulting work and,
happily, more personal contact from the sales team too.
Which markets are you concentrating on in particular?
Poland is an exciting market, which we are monitoring intensively.
Its development as a transport country is very exciting.
Russia, Eastern Europe’s largest country, is also on the
move and is overtaking us. Romania is also showing how innovative
they are - economically, it is a country with huge potential
that has so far been underestimated. Overall, the Eastern
European market is developing really well.
And what are the areas you are focusing on within the
Krone Commercial Vehicle Group?
Krone has founded eight subsidiaries abroad within a
short amount of time. More are planned. We are therefore
consolidating our position in the international arena
as a competent contact partner and service provider for
the logistics industry, and orders that are managed locally
- by this I mean financing and repurchase values - are
easier to process. Developing subsidiaries with their own
profiles not only reflects mutual trust but it also shows
that we take our responsibility and obligation seriously as
an employer.
Does power play a part in sales?
Power in terms of energy, commitment, charisma and
stamina? Yes, because the pace has become harsher and
pressure has increased. Customers are demanding punctual
service and prompt answers to support them when
making their decisions. Digitisation and data collection
also pool manpower. Investments, too, such as building
our distribution centre for spare parts in Herzlake, were
decisions made with power, which gives strong support
to our sales work.
ABOUT ANDREAS VÖLKER
Andreas Völker was born in 1966 in Werlte and graduated
in mechanical engineering. He wrote his thesis in England
and worked for four years as a sales engineer in Malaysia,
among other things. He moved back to his home area of
Emsland 15 years ago, where he now manages international
sales for Krone.
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