欧洲卡车后市场2030（英文版）-1mb

Summary of "European Truck Aftersales 2030"

Core Content

The document provides an in-depth analysis of the challenges and opportunities facing Original Equipment Manufacturers (OEMs) in the European truck aftersales market. It emphasizes the need for OEMs to adapt to a rapidly evolving aftermarket landscape and to maintain their market leadership by both executing foundational strategies and embracing innovative approaches.

Main Points

Why React?

• Aftersales as a Profit Driver: Aftersales is the most profitable business model for OEMs, but it is under increasing pressure due to competition from other players in the distribution chain.
• Customer Expectations: Uptime and Total Cost of Ownership (TCO) are key customer priorities, which OEMs must translate into their offerings.
• Competitive Landscape:
  • Suppliers: Gaining relevance through forward integration and direct customer access.
  • Independent Wholesalers: Increasing power through consolidation and bundling.
  • Independent Workshops: Becoming highly competitive due to flexibility and fair value repair.

What to Do?

• OEMs must do their homework and think innovative to stay ahead.
• A two-step approach is recommended:
  1. Do the basics right: Address five success factors:
     • Fair value repair work
     • Connected truck services
     • Smart life cycle approach
     • Optimization of wholesale/delivery
     • Customer demand-oriented all-in-one services
  2. Think and act innovative: Develop integrated solutions, leverage remote diagnostics, focus on cost/TCO efficiency, and explore multibrand differentiated offerings.

Future Pressure Points

• Digitization: Will transform maintenance and repair processes, requiring disruptive thinking.
• Transparency: Leads to margin compression, necessitating new concepts.
• Autonomous Trucks: May reduce demand for crash repairs and impact insurance and parts sales.
• Service Factories: Will emerge as more efficient and automated alternatives to traditional workshops.
• Data Ownership: Unclear, but will play a crucial role in the future of the aftermarket.

Additional Vehicle Related Services

• These are becoming increasingly important as profit pools.
• Companies like FLEETBOARD and BLUE&ME demonstrate strong growth and profitability (20-30% average) in these areas.

Key Players and Insights

• TruckWorks (Mercedes-Benz): Emphasizes the importance of the uptime principle and TCO.
• Stegmaier: Highlights the need for OEMs to understand and meet customer needs.
• WALTER: Points to the integration of telematics and connected services.
• SCHMITZ: Stresses the importance of vehicle specialization and standardization.
• PHILOS: Notes the value of one-stop services and cooperation with insurance providers.

Our Vision for 2030

• A Service Scenario 2030 is envisioned where OEMs offer integrated solutions, remote diagnostics, and smart mobility.
• Smart logistics and real-time data will be central to service offerings.
• On-demand shared mobility and augmented reality apps are seen as future tools for enhancing customer experience and service efficiency.

Conclusion

To secure their position in the aftersales market, OEMs must not only address the current challenges but also anticipate and adapt to future trends. The report highlights the importance of a balanced approach that combines solid execution with innovation to maintain profitability and customer satisfaction in the evolving landscape of the European truck aftermarket.