exte magazine | nr 3 / 2011

EXTEMAGAZINEN E W S F R O M T H E W O R L D ’ S L A R G E S T M A N U F A C T U R E R O F C A R G O B U N K S . N O 3 / 2 0 1 1

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Contacts: Contact us via tel. no. +46 (0)651-175 00 or fax no. +46 (0)651-175 03 and tell us what you need.Sales department direct: If you wish to speak to a sales person, call +46 (0)651-175 01.ExTe’s website: At exte.se you will find everything you need to know about the world’s leading manufacturerof timber bunks.

E DITOR IAL

2011

to stand its ground in a storm, even if large parts may succumb. But in the long term, the forest just keeps on growing, which also means that forest transportation keeps on going. And that hauliers have work, and the will to invest in new equipment. Over a couple of intense exhibition days my colleagues and I had the chance to listen and talk to a great many hauliers and drivers. Many hauliers told us they had just bought, or were about to buy, new trucks and trailers for their companies. This was good news for them, as it means they have faith in their future in forest haulage. And good news for us at ExTe too, as we get to supply them with both timber bunks and tensioners. And I think many of them got a dose of inspiration at our stand. We’ve hardly ever presented so many new products all at once. New attractions large and small – everything from an entirely new 10-ton A series bunk together with a newly designed stake to a shiftable anchor point for the Luftman tensioner. We base all of the changes we make to our existing products and the development of new products on the daily discussions we hold with hauliers, truck drivers and body builders. It’s being in contact with you that provides us with inspiration and the basis for the creative development of our products. And what is true in Scandinavia also applies to the rest of Europe. Take time to read what Richard Morath, our dealer in central Europe has to say elsewhere in this is issue. Over a period of 35 years Richard has built up ExTe’s reputation and position in central Europe in an almost unparalleled way. He confirms that it’s ExTe’s quality and ability to listen to the needs of various markets that are the biggest factors in its successes. ExTe enjoys a market share in central Europe that is at the same high level as Sweden’s. We naturally intend to maintain our positive position in the minds of hauliers, and we believe the best way to do that is to go on listening. And for those of you in Sweden south of the Dalälven River there’ll be new opportunities to see all of our new products and share your opinions with us. Our Roadshow – which began in the north in the New Year – has now reached the southern parts of the country. You’ll see us at the major timber terminals and reception points. The current schedule is available on our website, where you can also download product sheets covering our new products. <

Lennart Wallström, MD

Good vibes and a note of self confidence among timber hauliers.Sure, there’s stormy weather here and there. Some countries have seen their public finances more or less blown away, and last month Hurricane Irene showed the USA what she was good for. But no matter how wild the storm may be, there are always positive prospects and a firm belief in the future.

In the middle of August we took part in the Forest Transportation Exhibition. In my opinion it was an exhibition with positive sentiments and a note of self confidence among timber hauliers and drivers. The forest has an innate ability

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Mittia Forestry Transport Exhibition 2011

New products on parade at the ExTe stand.Things never turn out the way we think they will and the Forestry Transport Exhibition in August was no exception. It turned out better. The doors were already open by nine in the morning on Friday and just a few minutes later the place was bursting at the seams – a fantastic start to an exhibition that must have attracted everybody who’s anybody among hauliers and truck drivers. It was, without exaggeration, a magnificent start and it kept up the pace over both exhibition days.

“We were absolutely exhausted after two days,” says Jenny Eklund, one of the sales staff manning the ExTe stand. “It was a record for us. Happy, smiling people all the time asking questions about absolutely everything concerning our products. And they seemed to be enjoying themselves with us.” “I don’t think ExTe has ever had as many new products to exhibit as we did this year. What’s more we made an effort to create a welcoming, congenial stand where people were easily able to get answers to their questions, meet colleagues and old friends.” But it was not just at our own stand that we managed to create an impression. The whole exhibition area was a forest of ExTe products. There were ExTe bunks on almost every truck and trailer. “It feels like we succeeded far beyond expectations and we’re really satisfied with the exhibition,” says Mats Karlsson, Marketing Manager at ExTe. Whether the show had a record number of visitors or not is unimportant; what is important is that we had the right group of visitors – people who are actively involved in forest transportation and who need our equipment. <


Major interest in the pneumatic release.One new product that attracted a great deal of interest at the exhibition was a pneumatic release for the Luftman tensioner. Inge Jernberg, a haulier from Jäderfors in Gästrikland, Sweden, is a “trailblazer” for ExTe. He is one of a handful of hauliers that get to put the company’s new products to the test before they are released on the market. “I’ve been using the pneumatic release for about a year, and it works like a dream,” declares Inge.

The idea behind the pneumatic release is that the driver escapes having to walk around the entire rig releasing each lashing individually. He or she is now able to release all of the lashings at once in one simple operation. “This makes things simpler and easier,” explains Inge. “And should you need to release the lashing on a single stack there is still a wire-operated release mechanism.” “Seems like a good idea,” opined Frank and Erik Karlsson and Ole Håkan Moberget from Elverum, Sweden. “We’ve decided to buy two more trucks now that the pneumatic release is coming on the market. We naturally use ExTe bunks on our trucks; it’s been that way for close to 40 years and it’s worked out very well. ExTe delivers quickly whenever we need things.” <

Inge Jernberg from Jäderfors is one of the hauliers who tests ExTe’s new products.

Many visitors wanted to see the pneumatic release in action.

Ulf Göransson, left, explains the finer points of the pneumatic release.

“There was enormous interest in the pneumatic release,” ExTe’s Jenny Eklund tells us.

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Börje Gustavsson:

Luftman tensioners are best on the market.Together with his sons and truck drivers, Börje Gustavsson from Bertil Gustavssons Åkeri (Bertil Gustavsson Trucking) in Kristdala in Östergötland, visited the forest transportation exhibition, and sooner or later folks wind up at the ExTe stand.

“Our latest timber truck is on show at the Trux stand,” Börje tells us. “We travelled up a day early and visited ExTe, among other things to buy Luftman tensioners and install them.” “Luftman tensioners are absolutely fantastic, the best on the market today” says Börje. “None of us drivers want anything else. We bought the first Luftman tensioners in 1986 and they’ve worked well, in fact perfectly. But just like all equipment, maintenance is important. You’ve got to pamper the stuff” laughs Börje. He really enjoyed the exhibition. “It’s not too big, and because it’s aimed at people like us who work with forest transportation there’s always something interesting at every stand. There are no knick-knacks or nonsense like that,” declares Börje. At the ExTe stand the pneumatic release and Luftman tensioner interested them most.

Börje is a third generation haulier. The company was founded in 1948, and since 1962 it’s largely been a matter of timber haulage using two trucks. “There are five of us on two shifts hauling timber for Sydved, and that works out very well. But we also get up to other kinds of mischief,” reveals Börje. “such as the gravel trailer we use for surfacing and repairing forest roads.” Just like other hauliers, Börje is hopeful for the future. “A small price improvement and a more balanced discussion regarding weights would do the trick,” he feels. <

Ulf Göransson from ExTe talks about the pneumatic release to (left to right) Mikael Gustavsson, dad Börje Gustavsson, Daniel Gustavsson and truck driver Niklas Gunnarsson.

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Com 90 is just superb.Björn-Tore Lindberg is one of several Norwegian hauliers who have invested in Com 90 bunks for their rigs. He’s been driving his rig for just over a year. “I’m really pleased with Com 90,” he says. “It works perfectly, and ExTe provides fantastic service. I don’t want to go back to conventional bunks; Com 90 provides drivers with a safe working environment that’s in a class of its very own.”

Com 90 is centred on hydraulic functions that are remotely controlled by the driver.

This results in extremely quick lashing and unlashing times. The entire system is monitored automatically and warns of any faults that may arise. Because the tops of the Com 90 stakes are lashed together they can withstand greater loads than conventional stakes. The stakes and lashing arms pull the load together with a constant tension of 1.7 tons per bunk via automatic tensioning. During empty trips the stakes are retracted and the lashing arms secured. This reduces stake vibrations and eliminates wear. It also reduces wind resistance. On the right transport runs the Com 90 system provides opportunities for more loads per shift and improved profitability. The shorter the trip the more loads can be hauled, which means better profitability for the haulier, The latest changes to Com 90 apply to both design and function. Brake pads and linings in the stakes have been improved to minimize wear. When it comes to their appearance, the lashing arms have a more slender design. The frame has been designed for greater similarity with the A and E series.

Mikael Nyberg, from Klöven Forest in Luleå, Sweden, is very interested in Com 90.

“I’ve actually been thinking about getting these bunks for a long while,” he says. “We have one truck and a transport distance that is usually max 50 kilometres. I think Com 90 would work well for us. We currently use A9 bunks and the older ALU bunks. The family firm carries out forest transportation and we also have around 70 milk cows that my wife and my son Johan look after. And Johan takes a turn at driving whenever needs must. <

“We’ve been thinking about getting Com 90 for a long while,” Mikael Nyberg tells ExTe’s Pär Olsson.

“I’d never replace Com 90,” says super-satisfied Björn Tore Lindberg.

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Joakim Frykholm:

Too much focus on weight.Joakim Frykholm only recently became haulier. He bought his truck from Bror Henriksson, who’s been in the business for many years. Bror thinks it feels great to be “just” a driver knowing that someone younger like Joakim has taken things over.

“These days the company is called Frykholms Åkeri AB, and we’re located in Värmland. We drive as a group and so far it feels really good to be a timber haulier,” declares Joakim. “This is the first time I’ve come in contact with ExTe and that feels good, too. No fuss. I’ve taken the opportunity to order a number of wear parts and replacement parts,” Joakim tells us. He’s given a lot of thought to the constant discussion about weight, and he feels that far too great an emphasis is placed on weight reduction. “We’ve reached rock bottom,” he says. “There’s no money to be earned in constantly fixing and welding and replacing stuff that breaks.” <

Paying the bills with airbrush artwork.What does a guitar coach and itinerant music teacher do when he wants to earn a living some other way?

Well, Tommy Hansson opted for airbrush art. He could be found at the ExTe stand at the Forestry Transport Exhibition creating the most fantastic artwork on ExTe helmets. “Even though times are tough I want to try making a living at this,” says Tommy. Just like music, airbrush artwork is an activity that requires a great deal of artistic creativity. The helmets that Tommy painted were raffled out among the visitors to ExTe’s stand. And naturally, it’s not just about helmets. If you want some attractive artwork on your truck it can be a good idea to get in contact with Tommy Hansson. Ask us at ExTe – we’ll put you in touch. <

Winning your very own ExTe helmet with airbrush artwork.

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Something every driver should try.Forest transportation safety is much more than having safe rigs equipped with robust, common-sense timber bunks and tensioners.

“It’s probably just as important that drivers enjoy a good situation at work and feel good in body and soul,” says Jörgen Spring at ExTe. Jörgen was responsible for ExTe’s stand at the Forestry Transport Exhibition in August. One entirely new and greatly appreciated feature was the free “safety massage” that ExTe offered visitors. “If you’re sitting in a truck all day long and maybe clambering in and out of a crane cab now and then, it’s easy to stiffen up or suffer repetitive strain injuries,” states Jörgen. “I think it’s great that ExTe also focuses on the person behind the wheel,” says Anna-Lena Hjalmarsson, who as a masseuse had her hands full during the exhibition days. “It’s mainly in the neck and shoulders that the biggest problems occur, but also the hips,” she says.

Conny Jansson, a haulier from Österbybruk, truly appreciated the treatment.

“Two years ago I slipped and fell from a crane. On the way down I grabbed hold of something and managed to tear all the tendons in my shoulders. I’ve had eight operations, but things are still not right. This massage worked miracles for me, even if the problems didn’t disappear. The “Timber King” from Norway was also one of many that tried a massage. “Absolutely fabulous! I should do this more often,” he said. Thony Larsson, an instructor for ExTe’s personnel at the fitness facility at the factory in Färila, had lots of tips on how to stretch and loosen up stiff muscles. “It’s really quite simple; there’s no need for weird and wonderful equipment. Just lift a simple piece of rope up over your head and down toward your nape and you’ll feel results after just a few moves. Lars-Olof Johansson, truck driver for Hultagårds AB, waxed lyrical when he tried the rope trick. “Unbelievably relaxing for the back and neck. This is something every driver should try,” declared Lars-Olof. <

“This is something every driver should do,” states Lars-Olof Johansson.

Even a King needs a massage now and then. The “Timber King” from Norway was all smiles.

Thony Larsson gave advice on how to loosen up stiff muscles.

“It’s great that ExTe also focuses on truck drivers” declares masseuse Anna-Lena Hjalmarsson.

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Pär Olsson – new service technician at ExTe.Pär Olsson became a service technician at ExTe in July. Pär has several years’ experience from production at ExTe and is also a welding specialist.

In his service technician role he will primarily be providing support to body builders and hauliers concerning the installation of ExTe bunks and tensioners. “I think my experience from production is an asset in my role as service technician. It’s my job to help hauliers and body builders as far as I can, and contribute to finding the cause of any faults quickly,” explains Pär. “If I don’t have the answer right away, I find out the information and get back to the customer. I’m very interested in technical matters and I hope to make customers more satisfied. So get in touch with me if you have any comments regarding ExTe products, or if there’s anything you need.” The Forestry Transport Exhibition was a baptism of fire for Pär, with so many questions about all the new products ExTe was launching. “I think things have gone well, and I’ve made a lot of new contacts among both hauliers and truck drivers. The very same people I’ll need to have contact with in my job as service technician,” notes Pär. Pär is 33, married and has three children. He’s worked at ExTe since 1998, where he began as a welder. He had previously tried his hand at being a service technician for a couple of years, but returned to production. Pär has been in charge of welding at ExTe since 2005. His spare time revolves mostly around his family and motor vehicles. <

Pär Olsson in action; he made a flying start at his new job.

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A bite of food never goes amiss; or how about gravad lax and reindeer carpaccio?

The FH16 Club visits ExTe.

approaching the incredible, and the quality of the cuts is so high that no further machining is necessary. The press that bends 1.5 mm steel with 300 tons of pressure to shape stake billets has the same high precision. But the greatest interest of all is reserved for the robot stations where each of the latest advanced robots picks out various components, lays them out in the correct order, welds them together and packs them into boxes. And they are fast. ExTe had prepared delicacies such as salmon and carpaccio of reindeer fillet as the conclusion to the guided historical tour. Extraordinarily delicious, said one and all. After a visit to ExTe’s modern paint shop and assembly halls it was time for the FH16 Club to move on to new adventures. Dinner and an evening’s entertainment with The Shanes is not to be sneered at. <

Every haulier and truck driver has probably heard of the FH16 Club. Membership is for anyone who drives or otherwise has a natural connection to the Volvo FH16. Of course, the club seeks to reinforce the feelings of companionship and identification with Volvo, but it also has another important duty to perform. Having fun! And they do. Such as their special open day at ExTe’s facilities in Färila, Sweden. ExTe invited the club to visit in connection with the Forestry Transport Exhibition, and the guests were treated to an insight into today’s modern timber bunk and tensioner production and a look at the company’s interesting history, one that dates back more than 100 years and is completely unknown to most. But everything that is so typical of ExTe today – safety awareness, product development and the ability to listen to hauliers – took many, many years to evolve.

Today, production is highly automated and uses both robots and other numerically controlled machines. “The factory is terribly tidy and they seem to have every little thing under control,” said Raymond Berg from Nyköping. Production Director Magnus Johanssen and Purchaser Kjell Ferm each guided a group through the facilities. “Our goal is to achieve a weekly delivery reliability of 97 percent,” Magnus told us. “Last week it was 98 per cent.” Some of the machines always really impress visitors, and it was no different this time. The laser cutter has a precision

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Göransson’s baby.Kurt Göransson is well known for running his own race when it comes to timber transportation. Light trailers with tractor units are one of his obsessions.

There was a tractor and double trailer fitted with A9 bunks at the ExTe exhibition stand. The trailer section is manufactured in aluminium and weighs 15 tons. The advantage with a tractor unit is that there is a significantly larger market for them than for used timber trucks. Visitors could see how our idea with a proprietary crane truck works with trailers at our mini-exhibition. Something that even kept the big boys interested. <

“ExTe seems to have every little thing under control,” said Raymond Berg from Nyköping.

Åke Gustavsson from the FH16 Club puts a few questions to ExTe’s MD, Lennart Wallström.

Visitors are always fascinated by ExTe’s advanced robots.

Production Director Magnus Johanssen explains how a socket for an E bunk is constructed.

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The best looking hats at the show were at the ExTe stand.Perhaps you thought hats are a relatively new invention that only dates back to the days when Karl Gerhard would keep things under his on stage. Not so. Today the hat has more than 1,000 years behind it. And folks from Sundsvall wear theirs with pride and honour. The people from Ingemar Andersson Timmertransport AB had the best looking hats at the show.

“We have two trucks with ExTe’s A9 bunks and we drive for SCA,” Ingemar Andersson tells us. One of ExTe’s biggest attractions at the show was the new A10 bunk with the new D stakes. The A10 is a completely new A series bunk designed to handle tougher loads than the other A bunks. This has been achieved by adding more material to the places that are subject to major stresses during loading and unloading. The new design entails only a marginal increase in frame weight. The new D stakes have taken their name from the shape of the cross section, which resembles a D. The design provides a stronger stake and together with the A10 frame and attachment, a new A10 bunk weighs only 8 kg more than an A9 bunk. “It’s good that they’ve kept the weight down, but this also puts great demands on us users. We can’t just go ahead and do as we please,” states Ingemar Andersson. <

A10 bunks and D stakes were the biggest new attractions from ExTe.

Only their hats went straight to their heads, or something like that. From left to right, Ingemar Andersson, Lars-Åke Larsson and Carina Zetterkvist.

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Scandinavia’s biggest exhibition, and with global reach. The Forestry Transport Exhibition is of course Scandinavia’s biggest trade exhibition for anyone involved with timber transportation in any way. While the major part of the visitors are Swedish, a great many hauliers and drivers from both Finland and Norway visited this year’s exhibition. But there were also visitors from other European countries.

ExTe’s French representative Michel Poirson was there with a number of his fellow countrymen. And Scott Robinson from Ireland – who is both a manufacturer of timber trailers and a dealer for various forestry transportation products – paid us a visit. Even Asia was represented by Mr. Ngieng Ping Wei from Malaysia. He is a major haulier, forest plantation owner, truck dealer and collaborative partner with Extendo.

And there were even a couple of representatives from the Pelletier family, best known from the American Loggers TV show. They already paid ExTe a visit the day before the show to see how things work at the world’s leading manufacturer and supplier of timber bunks. So it certainly feels as though the products we develop in Sweden and Scandinavia are of real interest in a global perspective, too. <

Göran Nyberg from Extendo guided Mr. Ngieng Ping Wei from Malaysia around the Forestry Transport Exhibition.

ExTe’s Ingemar Larsson showed the company’s new features and products to Scott Robinson from Ireland.

Michel Poirson, left, came to the show with French body builders. Seen here in discussion with ExTe’s Marketing Director Mats Karlsson.

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Åke Gustavsson

Hauliers in Österbymo.“We have nine trucks and ExTe bunks on all of them,” says Åke Gustavsson, who owns a haulage firm in Österbymo together with brother Bosse. “We’re here at the show along with our sons Viktor and Henrik, who’ll be taking over the firm sooner or later.”

Åke mentions the quality of ExTe’s bunks and tells us that they have ALU bunks that are six years old. “They are still so good we transfer them to completely new chassis.” Åke has very firm opinions when it comes to discussions about weight. He points to the inadequate strength that results from fiddling with the limits of what a material can handle, as often happens these days. In Åke’s opinion axle wear is the biggest problem, along with chassis that fail. “And I’m not alone in this opinion. I hear the same thing from a lot of other hauliers. We’ve reached the limit for how much we can reduce weight. There’s no profit in trucks and trailers that can’t handle the stresses they’re exposed to, and I don’t think the next generation’s hauliers will accept spending weekend after weekend laid up fixing things. If nothing else, their families will make sure of that.” When it comes to timber bunks the guys from Österbymo thought that the new A10 bunks with the D stakes look good. A stronger bunk and a new stake that can handle 10 tons yet with only a marginal weight increase. <

ExTe’s Per Jonasson taking note of Åke Gustavsson’s (red T-shirt) preferences.

Per Jonasson explaining that the A10 bunk and D stake can handle 10 tons though only marginally heavier than the A9.

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A SeriesA5 – A9

New

Aluminium designs are a trade-off between durability and the requirement for low weight. Some important changes have taken place regarding A5, A6 and A9 bunks. Generally speaking the bunks are now stronger. The bottom plate is integrated with the socket and the socket side plates are bevelled, which means that forces are transferred in a less harsh manner. The frame cross-section has been changed so that it has a higher bending resistance, which provides longer life. Side plate design has also been changed resulting in improved, stronger welds.

New designThe entire A Series has a new design.

Integrated base plateWith the base plate integrated in the socket, the frame is more slender.

Stronger frameMore material in places that that are subject to severe stresses.

Socket side platesAll sharp edges have been rounded making welds stronger.

Frame profileBevelled edges to withstand heavy loads better.

144 Serieswith the market’s widest internal dimensions

New

The 144 bunk’s frame and stakes are manufactured in steel. The bunk is a true workhorse; it is still held in great regard by hauliers today, especially in continental Europe. Even in its basic version the bunk has broad internal dimensions that provide a large load area. ExTe has now developed a new stake for the frame and the load capacity has been increased from 7 tons to 9 tons per bunk. The 144 series is best known for its flexibility. Trailers can be quickly adapted to suit mixed loads by folding the frames and sockets into the truck bed. The broad internal load dimensions and large load capacity make this bunk attractive for hauliers who work solely with timber, something that is less well known to Swedish and Scandinavian hauliers.

Increased strengthNew, stronger stake and frame provide increased strength.

WeightThe 144 bunk with Euro stakes weighs 169 kg.

A classic bunkFrame and stakes manufactured in steel.

Larger volumeThe market’s widest internal dimensions mean space for more timber.Handles more

Load capacity increased from 7 tons to 9.

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QL System The quick camlock

Quick camlocks or QL camlocks as they are called can be used in combination with standard type C stakes, i.e. the same stakes used in the A series. A large number of sockets are mounted to the flatbed, and stakes are installed in the sockets as required. The new QL camlock means fast stake installation and removal. Furthermore, because aluminium stakes can now be used instead of steel, work becomes lighter and easier. The QL camlock is ingeniously simple. Stake locking has shifted from the stake to the camlock. When the stake is slid into the socket it operates the locking mechanism in the camlock, which then expands and holds the stake secure. It’s just as easy to release the stake as it is to install it; a special key is used and pressed down by foot to compress the camlock again and allow the stake to be lifted out.

ReleasingA special tool is used to release the camlock before lifting the stake out.

LongLife Hook & holder

New

The LongLife hook & holder have improved functions that make them both stronger and more durable. The biggest change is in the holder. Previously the hole the hook is hung from was located in the outer edge of the attachment – the idea was to make the hook more accessible to the grip. But sometimes the grip also grabbed the holder and cut it off when lifting the hook. To avoid this, the hole has now been centred in the attachment so that the grip never reaches the holder. What’s more, the hook is now a little further up the stake, which also eliminates the risk of the grip slipping in between the hook and the stake when it is operated from above.

News

Easy to moveThe camlock can be moved between sockets for different stake positions.

Locking stakesWhen the stake is installedin the socket it operates the locking mechanism in the camlock.

The hook is easy to gripThe hook is still easy to lift by the grip even with the new location in the holder.

New attachmentThe hook has been moved from the outer edge to the centre of the holder.

Improved functionNew holder with better function.

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Roadshow 2011

RoadshowIt’s time for the Roadshow again. See you soon.

It’s time for the Roadshow again, and this autumn we’ll be heading south.“During the winter and spring our Roadshow was busy in the north of the country. But now we’re doing what birds do when the autumn arrives,” ExTe’s Jörgen Spring tells us. “We’re headed south.”

“We’ll be visiting the major timber terminals and reception points, and we naturally hope that hauliers and drivers will take the time for a chat and a coffee break with us.” This year we’ve talked a lot about the working environment for hauliers and drivers, and we’ll continue with that theme. But we also want to hear about the reactions to all of the new features and products we launched at the Forestry Transport Exhibition in August. If you weren’t at the show all of the news is on our website, where you’ll also find an updated itinerary for the Roadshow. At every stop we make there’s an opportunity to take part in our Truck Racer competition. The 10 best times during the year will go forward to the grande finale in the spring of 2012, when it will be time to compete for some really good prizes. And everyone who visits us during the Roadshow gets to take part in a lottery with a draw every week. All of the results will be published on our website. <

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Richard Morath

Richard Morath - ExTe’s man in central Europe.“I started my professional career with ExTe and I will also conclude it with ExTe. Richard Morath is ExTe’s man in central Europe, and he built up ExTe Vertriebs Gmbh. The story began back in 1976 when as a young student Richard met the then owner of ExTe, Axel Sandstedt, at the IAA exhibition in Hannover. “We got along well and I began to broker deals with ExTe products at the end of the 1970s,” says Richard.

In 1985 Richard Morath became ExTe’s official dealer and manager for ExTe’s business operations in Germany. Business grew apace and from the middle of the 90s Richard achieved similarly strong growth in Austria and Switzerland. “ExTe’s high quality was a distinct advantage when trucking Austria’s extremely heavy timber,” he tells us. And when the worst of the storm fellings came along, 70 trucks with 200 bunks each left ExTe’s factory in Färila for hauliers in central Europe in the space of a single year. Exhibitions such as the IAAA and others in central Europe have been important success factors. You nearly only ever see ExTe bunks on the trucks on show. And everyone is welcome at the ExTe stand – we never differentiate between visitors. ExTe’s market shares have been high and stable in Sweden and central Europe for the past 35 years. The fact that the products have been on the market for such a long time bears witness to their high quality and is a source of satisfaction to our customers.

The storm fellings in central Europe during the 1970s were important events for both Richard and ExTe. Swedish hauliers were engaged to drive down with their rigs to transport the timber, and there were ExTe bunks on the rigs. The quality of ExTe products was already high, and this gave the Swedish hauliers an advantage. Equipment from other manufacturers was often made from milder steel and many local hauliers had to set aside a lot of time for repairs.

It was during this period that the term ExTe Standard

was coined.

“We didn’t discuss the characteristics of the various products but rather used the term ExTe Standard as a synonym for high quality,” explains Richard. “It was important to get first-hand knowledge of the market so I travelled around visiting sawmills in an old Jetta. This was systematic work that very soon resulted in market knowledge, personal relationships and customers,” he tells us.

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Richard Morath

1994, but the Maxistake came along and was delivered by the thousand to the German National Railways, among others. It was followed by the timber bunk that goes under the designation SR 6 today and is also a great success on the railways. One of ExTe’s big advantages is that it has developed specific solutions for different requirements. It has also understood the importance of cooperating with well-known importers and body builders. “My personal philosophy is that we must have a broad network of body builders and service workshops. Every customer should have access to spare parts within 60 km. We have based part of our spare parts stores on exhibition material adapted to suit regional loads.” “If we look ahead it will be necessary for ExTe to be the world leader in both rail and road transport if we are to minimize our exposure,” thinks Richard. And to continue to manage increasing market variations in a successful way. <

And ExTe’s ability to listen to its customers is extremely important for its success. Early on we thought that every market should have the same products, but because we were open to advice we soon saw that we needed to customize solutions for different markets and requirements. For example, 90 per cent of the stakes delivered are telescopic. This is because of the different load heights – from 2.2 metres to 3 metres – on different trucks. The most successful bunk ever is the 144 bunk, which is a perfect fit for the market as hauliers often transport different types of freight. The E series is also very successful. A “standard trailer” has eight bunks and transports timber that can vary in length from 2 to 6 metres, but usually 3 to 4 metres. In Sweden one-way trips are the norm, but in central Europe it’s often a matter of round trips. The same is true for rail transport, according to Richard. Regarding rail transport, growth in that market segment has been very strong. There were very few railway bunks back in

“In central Europe ExTe Standard, i.e. high quality, is a selling point” explains Richard Morath. Telescopic stakes and the 144 series dominate. There is also great interest in the E and A series bunks.

Have you ever heard of Asturforesta?Spain’s biggest forestry exhibition – Asturforesta – takes place every other year. This year it was located in the northernmost part of the country near Tineo.

And wherever there’s forest transportation ExTe will be in the picture. The rigs rolled into the exhibition area right before midsummer. There were trailers and trucks with E bunks, A bunks and 144 bunks too, of course. The 144 timber bunk’s flexibility makes it the most popular bunk among timber hauliers in many parts of central Europe. But the E bunk is common in other European countries, as are A bunks. Both were presented on a truck for the first time in Spain, and they naturally attracted a great deal of attention. ExTe’s Spanish dealer, Alfonso Prieto from Implementos Logisticos, was kept really busy explaining the advantages of both A bunks and E bunks.

SwedenPostage

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ExTe Fabriks AB, SE-820 41 Färila Sweden. Tel. +46 (0)651 175 00. Fax. +46 (0)651 175 03. E-mail: [email protected]. www.exte.se

KIL

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Securing cargo. We invented the Concept.

A bunks were presented for the first time in Spain on a timber truck at the exhibition.

exte magazine | nr 3 / 2011

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