In 1980s, Hongkong and Taiwan in Scania sales made a good start. Then, in the 1990s, the reform and opening of China mainland market the Scania in mainland China business growth, become the Greater China region's largest import brand. The strategy in the market, Scania work more than 10 years, to find like-minded partners. At the same time, Scania is growing customer base security parts supply and after-sales service support, and the establishment of the trust relationship between customers and government. All of these efforts to launch a new millennium strategy in Scania plays an important role.
Scania has a history of 50 years in Chinese, and with its excellent durability and excellent fuel economy is well known in the world. Scania is able to offer to the customer in accordance with the specific operational requirements of precision custom vehicles and services, with maximum profitability, safety, also won the favor of the driver.
In 1990-2003 years, the average annual delivery of nearly 1000 Scania trucks and buses to the Greater China region. Throughout 1990s, Scania is in Taiwan and Hongkong's largest brand in europe. In Taiwan, the total number of truck Scania annual delivery beyond other European brands. Scania also basically dominated the China mainland market, focus on the coastal port container transport customers.

 

 

 

 

 

 

 

 

 

 

Team includes experts from the market, production and manufacturing in the field of trucks, buses and tops, as well as from Proview International (at that time in all areas of Scania China distributor) market experts.
In addition to deep understanding of the market, but also for the industry to determine the potential domestic cooperation partners. The key is to seek can be assembled or manufactured in accordance with the requirements of parts of Scania partners. Local production of steel quality has become an important part of the analysis. Throughout the Chinese team to visit the company, its products include from components such as leaf spring, shock absorber, front axle, drive shaft, steering gear, a gear box, a diesel engine to complete cars, trucks and buses. An unexpected discovery is that the auto industry is often stripped out of the aviation industry, and its technology is relatively advanced.
The assessment not only highlights the strengths and weaknesses of each of the companies surveyed, the team also gives the rating and the feasibility of the proposal. In 1994, in view of the Greater China market potential and research results, Scania in Hong Kong established strategy office, to coordinate and strengthen the whole Southeast Asia independent distributors business, especially in parts and service support.

Survey summary

Through the survey, the local truck industry has lagged behind the western countries for decades. In some cases, the product and the production method to make people think of the Western European products in twentieth Century five and sixty. The location of the local product is lower than that of the West's heavy trucks, which clearly show the structure of the transport market in all aspects, such as: the use of equipment types, including trailers and tops, as well as logistics.
In addition, light truck at that time still occupy the dominant position, but between the decision makers and manufacturers are being discussed, to in the next ten years or so the truck manufacturing technology upgrade to western levels that weighs more than 16 tons. The rapid growth of container use, so that the market demand for a sharp turn to a heavy-duty tractor - Trailer combination.
The manufacturers of passenger cars and coaches have suffered from the problem of chassis quality, which advocates the adoption of the European engineering standards to match its advanced technology.
Locally manufactured engines are typically low power, for example, a 200 HP 14 liter engine, which is equivalent to a 450-500 powered engine at that time. Diesel fuel is not used in trucks and buses. In fact, in order to gasoline as fuel for the bus in ten years ago is still very common.

Production perspective

For the level of production equipment, from "hard to imagine" to "Western standards", a variety of. The research team notes that many facilities are quickly updated to the modern stage. Some of the parts that western manufacturers to obtain license manufacturing of such as Cummins engine and ZF and fuller gearbox and Bosch injection equipment. These plants usually invest in the construction of the most advanced technology of heat treatment and mechanical processing equipment, but often to the low price of local alternative products as a supplement.

Three routes are listed in the report:

• Local assembly / manufacturing with partners;
• Autonomous assembly with partners;
• Franchise production.

The team also made a list of the strength of the industry partners, the list of enterprises is expected to meet Scania standard. Imitation in the East is considered as an advanced technology, a copy of the risk have become a part of Scania's strategic review. A group of small scale of strategy continued to maintain contact with the Ministry of Heavy Industries Automotive experts, so that they keep abreast of Scania's new found, and Scania to keep pace with the times, to keep up with the laws and regulations of the update.

Professional subdivision

In early 2000, the team also visited professional car manufacturers, such as Sany and Zoomlion, two ladder and concrete pump vehicle products have all been used western truck chassis. Scania experts impressed on their professional knowledge and technology, advanced manufacturing equipment. At that time, the market segments for in China's continued investment in infrastructure is vital, will experience at the beginning of this century, another Investment Summit, which contributed to the close cooperation between Scania and Zoomlion.

 

 

 

 

 

 

 

 

 

Other Professional Company including fire truck manufacturers. From the beginning of the mid 90's, Scania will dominate Hongkong truck market. Scania use in Hong Kong's success stories to contribute to mainland China Fire Department fire team equipped with modern western equipment.

A deal in 1994 to the airport in Nanjing, Shanghai, Guilin and Shandong, and the Guangzhou Baiyun Airport provides a six round of drive rescue vehicles. Scania won the contract at the last moment and the German man group competition. Delivery vehicles are ordered by the Civil Aviation Administration of China, Austria Rosenbauer finished uploading, with Scania prestigious & ldquo; upgrade & rdquo; 430 horsepower 11 litre engine meet full load 40 seconds up to 80 km / hour of need. At that time, in addition to some contemporary Oshkosh and Steyr automobile, source in the 1930s the small gasoline car still dominate the airport fire brigade.

Another strong competitive factors is Scania series 4 multi crew cab CrewCab. In the 1990s as the launch immediately successful.

 

 

 

 

 

 

 

 

 

China's fire and rescue vehicle manufacturers, often on the chassis of the imported from Japan and Europe installation such as stairs or ladders and other Western installed in the equipment. At the beginning of this century, Scania, Grumman, Aurora and Jetta to Tianhe domestic manufacturers to enter this market segment. Advanced ambulance and rescue vehicles are also sold in Hongkong and the mainland of the airport.

 

 

 

 

 

 

 

 

 

 

At this time, the aircraft refueling vehicle fleet has been dominated by the technology in the 30's, to the update time. In 2001, the sale of a small amount of EMU traction Scania Trailer semi-trailer to Beijing 70 cubic meters.

The time is not ripe

Scania first-line team comprehensive efforts are still not convinced Scania's top management to promote any joint venture (JV) protocol. Scania thinks, only the realization of the project annual sales of about 10000 investment trolley is feasible. Scania to determine the market economy for further development. Looking back, to see the end of the last century 90's joint venture legislation and some of the uncertainty and the failure of some hastily entered a joint venture, not a joint venture may be a wise strategy.
At the beginning of this century, China's industrial development and significant changes at an alarming rate, strategic group to study and market survey, ensure Scania to keep pace with the times. Since 2010, the office of strategic Chinese Scania been in these efforts.

Experimental project of coach and coach

At the same time, Scania continue to dominate Taiwan's long-distance bus market. In the Hong Kong City bus and coach has a strong position. In the last century 90's in the middle of 1997, Hongkong's return to China on the eve of cross-border passenger surge, not only in Guangdong Province, but also involved in Xiamen, Fuzhou and inland, especially in coastal areas. Period of vigorous development of Scania in this market segment with European partners Irizar cooperation, sold hundreds of vehicles five-star luxury coach.

 

 

 

 

 

 

 

 

 

Based on the rich experience in Hong Kong and Taiwan's passenger car market, and in the late 1990s, Scania and Manzhouli Dandong Automobile factory to carry out China's top bus production cooperation prophase research, 1998, the two sides at its headquarters in Scania, Sweden signed letter of intent. However, due to the change of the provincial government in China, the plan did not achieve.
In the next year, in 1999, Scania and the upcoming China another factory cooperation a similar project, Volvo tried to buy Scania, resulting in project suddenly stopped, need to wait for the review of the activities of these two companies in China, the project therefore come to an end. (see attached a temporary halt), in the 21st century, thanks in the leading position in the market, Scania is rewarding in the important cooperation projects, such as Changlong bus of Changzhou BRT system cooperation projects, and with Suzhou Jinlong in long-distance bus and bus side face of the important transnational cooperation.

Scania -- the core of customer profitability

Scania has been committed to create web services to respond to customer needs, including spare parts distribution next morning, now has penetrated the concept of most countries.
In state trading period, strict laws and regulations, for example, 1975 and 1983 Chinese Ministry of forestry to buy 700 vehicles timber transport vehicle original parts procurement, each a lumberyard year only by forestry ministry order. This is for any truck operations are difficult to maintain the situation.

 

 

 

 

 

 

 

 

The solution is the timberyard parts jointly organized by local manufacturers that easy to wear. Customer service experts later visit that Scania, timberyard skilled craftsmen. These trucks are well maintained and the running condition is good.

 

 

 

 

 

 

 

 

 

On the other a reflected Scania vehicle "vitality" example is the V8 powered Scania LS140 6 x 2 trucks, the in 1976 Beijing industrial exhibition display. In 1995, this car special trucks were still in Shanghai Sinotrans warehouse service, and run normally -- now after 18 years and running for millions of kilometers.
The odometer broke down a few years ago, staying at 1500000 km. For many years, the truck has been used to perform long distance transportation tasks, and the transport tracks all over China. One of the lines of 3600 kilometers, means that drivers need to be far from home for a month. Therefore, the driver of the master in the local production of a sleeper in the rear of the cab configuration, a need, he can take his family on the road.

Specialist services specialist

With mainland China market reform and growth of the number of Scania vehicle. In the late 1990s worthy of Virginia specifically accredited service development personnel, responsible for the Chinese mainland and Taiwan and Hong Kong.
This is done in order to support the international forefront, the company since the early 90s of the last century has been in the market agent Scania. Strong sales momentum, the rapid expansion, but the forefin lack the resources and technology to provide comprehensive customer service support to Scania customers. Firstly, the concept of parts and service is introduced to the large customer. Scania is one of the pioneer in this field, this will further consolidate the market image of scania.

Spare no effort
Scania service experts through regular visits to the special needs of customers, and spare no effort to understand the operating conditions of the Chinese market.

 

 

 

 

 

 

 

 

 

Scania has visited a large transport operators, the in the late 1980s had through Hong Kong bought a car 450 HP Scania r143 V8, over the past 10 years have been carrying 120 tons of power generation equipment along the winding rugged path to pull the important task of the construction site of the distant. In general, the operator in the region (Chongqing) monopoly of such operations, operating a good income. The operators of the vehicle performance and reliability and from Scania's support is very satisfied with, and then in 1998 to buy the second Si Kanni inferior V8530 horsepower R144.

 

 

 

 

 

 

 

 

In 2000, Scania service development experts and a driver spent for a whole week of time will be a Si Kanni inferior p124 traction crew from Shenzhen shipment to Beijing to participate in the exhibition transportation. This 3500 km away, the vast majority of along the path along the road, the highway only 1/3 (about 1200 km), resulting in a full week of time. At that time along the highway is under construction, about 1000 kilometers per year of the highway, and this figure in the beginning of this century, the construction boom will be significantly increased.

 

 

 

 

 

 

 

 

 

 

 

 

 

Scania Industrial Fair in Beijing

Small domestic truck in the traffic and transportation in the dominant position. Passenger cars accounted for a few. In addition to container transport in port cities, rarely see imported vehicles. Therefore, Scania truck stopped immediately aroused the interest of a group of drivers. At that time, the traffic routes are often very beautiful, through villages and agricultural areas, from the carriage and the plow to the use of the latest technology of agricultural equipment, everything is there. Although the language barrier, but eventually arrived at the destination, has been getting along very well, in the process of a typical Chinese style of hospitality.

In the first China Scania maintenance contract

A year 1999 is a milestone, when Scania to a very important client who sold on the Chinese market first comprehensive repair and maintenance contracts. In addition to the truck, the contract is also covered by a semi trailer, which was very unusual in the time even by Western standards.

 

 

 

 

 

 

 

 

The customer is the company, headquartered in Germany, is one of the world's largest liquid fuel transportation enterprises. Based on the experience of the United Kingdom, Huo ye know from team integrated services will enable them to focus on their core business, and Scania truck fleet maintenance work left. When entering the Chinese market, Huo, metallurgy and Scania contact and service agreements, and them in the UK with Scania reached similar agreements.
In addition to the service agreement, the technology requirements of the global (Western European) fuel transportation, which has been introduced to China by the global (Western European) fuel transportation, has promoted the vehicle safety and fuel delivery to a new standard.

Sole proprietorship

Patience and perseverance have brought another milestone in 2012. Scania Guangzhou became the first wholly owned by foreign carmakers commercial vehicle dealers China. All the latest technology and equipment, to become a benchmark for other Scania workshop, but also to promote and enhance the level of industry.

Market trends

Scania strategic group also pay close attention to market trends and competition performance. In order to improve efficiency, it is clear that China truck industry as well as the main logistics operators in gross vehicle weight and vehicle technologies are beginning to Western technology standard.
In view of the rolling torrent of domestic vehicle production, although this will take a long time to achieve, but the future is obvious. The market is moving in the "A-class car market" forward, Scania and other Western European manufacturers are part of the. C class car market without a trailer will soon disappear, B class car market is currently mainly local production of heavy trucks, with more stringent safety and emissions standards, it is likely to disappear after 10 years.
According to Western standards, the B class car market truck prices are extremely low, the after-sales support is usually not provided for any clear responsibilities. With the maturity of the transport industry, customers will expect more efficient after-sales solution. The "a" car market includes a heavy truck imported from western europe. Many customers now understand that, compared with the local products, imported heavy trucks to provide more excellent fuel economy and production efficiency, the investment of the "a" car market truck will get a greater long-term return.
All of this easing Scania will require lighter, cheaper products that will be competitive in the market. Simply speaking, Scania would be more in line with the needs of the market Chinese.

Temporary halt

In 1999, Volvo tried to buy Scania from silver Ruida hands. At that time, Scania and Valvo in the China situation, forcing the Scania to freeze its activities. The following year, the EU competition authorities blocked the deal, the public as a new shareholder in scania.
In view of China's accession to the WTO (World Trade Organization), to stimulate a substantial increase in international trade, the new infrastructure investment has also led to a substantial increase in transportation demand, heavy vehicles, including the use of imported vehicles. The acquisition of the Chinese in Scania action slow, very bad.
Silver Ruida - investment in Swedish Wallenberg Group Corporation, a subsidiary of the company, Scania holds a majority stake, and new club at that time the general public aware, Scania has adapt to the market development of the products and insight into how market mechanism operation, therefore called for increased investment in the mainland of China.
 

Take new measures

Throughout the 1990s, Scania's research team carried out comprehensive investigation and research work, paving the way for the Scania in global business model in China. The first step, in 2003, took over from the hands China forefront international market. Although China has entered the WTO, the time still can not set up a wholly foreign owned import company. A temporary solution is to set up a new representative office in Beijing, waiting for the new rules and regulations. In order to ensure the sales and after-sales support, independent distributors is required and the Swedish Scania signing, and import channels is Xiamen a small trading company.
In 2007, with the implementation of the new regulations, Scania sales (China) Co., Ltd. was established, Scania becomes in China the first foreign-owned commercial vehicle company. Scania Chinese free import, directly appointed new dealers and self organization of spare parts distribution.
To cooperate with the sales company, set up a strategic office Chinese 2010 Scania scania. Its purpose is to maintain and government relations, and promote the Scania in road transport, road safety and sustainable development leading and catalysis. Focus on the participation and interest related parties of the seminar, training and public relations activities.
To maximize the Scania China customer profit.