strategy towards 2020 tcm40-393004
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Strategy towards 2020
Martin LundstedtPresident andPresident and Chief Executive Officer
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Scanias core values
Customer first Respect for the individual
Quality
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Strengthening customer profitability
+ Customer revenue + Scania revenue Uptime Hardware Flexibility Emissions Noise
R/M Driver training Financing Rental Customer costs
Driver salaryAdmin
Vehicle
Tyres R/M Scania costs
Hardware Production of Services
Fuel
= Customer EBIT = Scania EBIT
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Valid for all markets and segments
Customers have high utilisation of equipment
Heavy trucks (>16 tonnes)
Heavy buses (> 12 tonnes)y ( )
Industrial and marine engines (9-16 litres)engines (9 16 litres)
Scania Modular System
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Scanias 2020 objectives
Global potential 120,000 Scania trucks
Ambition to increase services to 25-30% of total revenueof total revenue
Potential for 15,000 buses and 20 000buses and 20,000 industrial and marine enginesg
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Growth strategy
Grow with total market
Increase Scania
Enter new customer Enter new markets
Increase sales per total market market share segments
marketspvehicle
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120,000 trucks, 2012-2020Scania CAGR (units) vs. GDP growth
Scania CAGRGDP growth*
%g
Structural growth
Market recoveryand market
share growth
* Source: IHS Global Insight CAGR = Compounded Average Growth Rate
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GDP one driver of demandHeavy trucks (western brands) 2012
700Trucks/million inhabitants
Germany600
700
BrazilPoland
T k
400
500
Russia
Turkey
South Africa200
300
China0
100
0 5 000 10 000 15 000 20 000 25 000 30 000 35 000 40 0005 000 10 000 15 000 20 000 25 000 30 000 35 000 40 0000 5,000 10,000 15,000 20,000 25,000 30,000 35,000 40,000GDP USD
/capita
5,000 10,000 15,000 20,000 25,000 30,000 35,000 40,000
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Low specialisation low logistics efficiencyCost for logistics, % of total GDP
10% Europe
7%18%
10%
US
EuropeChina
15%
India12%
15%
Brazil
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Emerging markets product mix trendBrazilian truck market
%
8090
100Heavy
> 16 tonnes GVW
506070
203040
Medium6 16 tonnes
010
6-16 tonnes Light 3.5-6 tonnes
Source: Rementum
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Mature market product mix trendEuropean truck market
%
8090
100Heavy
> 16 tonnes GVW
506070
203040
Medium
01020
1990 1992 1994 1996 1998 2000 2002 2004 2006 2008 2010 2012
Medium6-16 tonnes Light
3.5-6 tonnes
Source: Rementum
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Application strategy
Industrial OEM
Mining
Forestry
Transport logistics:Global forwarding
and Express
Industrial flows
Retail distribution
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Sustainability Holistic view
Buyers ofBuyers of transport services
Logistics solutions
Transport companiesScania
Focus on solutions
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Scania Transport LabHauling company operating internal transports
Business average
Transport efficiency, CO2 g/tonkm
Scanias vision for the transport sector: Halving of CO2 per tonne-km by 2020 Improved filling rate important
Results from Scania Transport Lab: Halving of CO2 per tonne-km 2008-2012
rate important
km 2008 2012
Holistic perspective driver, logistics, vehicle, service, driver support, biofuels
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Connected Vehicles
On-line connectivity via telecom network
Number of connected vehiclesvia telecom network
Great possibilities for driver and vehicle
40,000
driver and vehicle follow-up
C t b fit Customer benefits: Uptime and fuel efficiencyy
2011 2012 2013
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Ecolution by ScaniaCustomer case from Spain
ConsumptionReference: 32.5 l/100 km
T d t l
Target:30.2 l/100 km16%Today, actual: 27.3 l/100 km
Yearly savings,10 trucks* CO2 : 230 tonnes Cost: EUR 85 000 Cost: EUR 85,000
Current vehicle
Ecolution vehicle
Driver training
Ecolution solution
Jan Feb Mar Apr Jun Jul AugMay
CoachingMaintenance+
Sep*Annual mileage 150,000 km/truck
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Ecolution the results so far
Accumulated volume
Significant fuel saving (10-15%)
3,000
2,500 18 markets by
year-end 2013 2,000
~ 10% of sales in certified markets
1,500
1,000
500
00Aug2012
Jan Aug2013
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Scania Production System
Vehicles per employee Implemented 1990
Based on continuous 7.078
p p y
improvements
4.8
5.6
6.6
5
6
3.03.5
4.8
2
3
4
0
1
2
01990 1995 2000 2005 2010 2013*
2013* refers to Q2 annualisedRefers to vehicles produced in relation to production personnel
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Efficient production set up
Lule
St. PetersburgSdertlje
Oskarshamn
SZ ll
Busan
Dubai
SlupskMeppelAngers
Zwolle
Kuala Lumpur
Taipei
Bangalore
Johannesburg
TucumnSo Paulo
Regional product centre
Production
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More efficient sales and serviceScania Retail System
Shorter lead times from order to delivery
Higher quality and shorter lead times for repairs
Reducing wasted time Reducing wasted time
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R&D delivering customer benefit faster R&D Factory principle
Short lead times from development project to market launchp p j
Understand the entire flow to reduce wasted time and boost quality
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Opportunities with Volkswagen Group
Axles
Gearboxes
Purchasing
Hybrid technology
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Policy Volkswagen Group cooperation
Corporate benefit for Scania
All ideas and requests for cooperation projects must be approved by Scanias
Armslength
principleStrategic
fitPriority
based on own meritspp y
Executive Board
Feasibility study of
p p
business case conducted
Business case approval Business caseby Executive Board and Board of Directors
E t d f llExecute and follow up
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Europe Scania trucks, order bookings
Units12,000
10,000
No seasonal weakness in Q3
R l t d8,000
Replacement need
Pre-buy of Euro 56,000
4,000 Euro 6 availability
Higher market share2,000
0
Higher market share during H1 2013
0Q2
2012Q2
2011Q2
2013
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Latin AmericaScania trucks, order bookings
Units Order bookings at
a high level in Q1 and Q2
8,000
Subsidies in Brazil and Argentina
6,000
4 000 Somewhat lower
activity in Q3
4,000
2 000 Higher market share
during H1 2013
2,000
00Q2
2012Q2
2011Q2
2013
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