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Focus 2019: The heavy duty and heavy goods vehicle after sales market at EQUIP AUTO

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As the second largest market represented by EQUIP AUTO visitors after light vehicles (personal and commercial vehicles), heavy duty vehicle and HGV maintenance and repair will be specifically spotlighted in 2019. While the profile of the visitors concerned differs to that of personal vehicle repair businesses, supply-side players are by and large the same companies, beginning with OEMs and distribution networks.

EQUIP AUTO not only reasserts its historical legitimacy on this market, but also offers all professionals a global vision of aftersales and services for mobility for all vehicles.

The heavy-duty vehicle sector, just like the LCV or personal vehicle sectors, is undergoing a period of profound transformation, whether technological, regulatory or relating to vehicle use. Transformations relating to the digital revolution (from vehicle manufacture to maintenance, but also parts and components distribution channels and workshops) affect the HGV market as much as the light vehicle (LV) market. These apply to fleet managers and aftersales professionals, whether part of vehicle manufacturer networks, independent networks or in-house HGV or LV fleet workshops.

Nonetheless, heavy-duty vehicle aftersales also has its own specific issues. Reducing maintenance costs, reducing vehicle downtime, technician training are all challenges for managers and operators of HGV fleets, as well as for suppliers of parts and components, workshop equipment and machinery and specialist service providers.

The growing proportion of Euro V and VI vehicles on the road, reducing the fleet’s average age, complicates the task for independent networks in their battle with vehicle manufacturer networks, who are just as comfortable with multi-brand fleets as independent networks should be by nature.

According to observers, between 2010 and 2017, the 5 to 9-year-old motor vehicle segment in the overall vehicle fleet dropped by 19%, and according to GIPA, the replacement of older tractor units has deeply modified the vehicle fleet, which now has an average age of 6.5 years. Vehicle manufacturers and independent firms faced with customer acquisition and retention challenges deploy often similar commercial strategies, with for example, the deployment of service contracts.

Findings of the last exhibitor survey conducted at EQUIP AUTO 2017 

What market(s) does your company work on?

The light vehicle market is predominant, but the HGV segment is next on the list, with 63% of respondents making it a priority for the business activity.

segment PL enquête EA

EQUIP AUTO HAS IDENTIFIED SEVERAL ISSUES FACING THE MARKET, AND RESPONSES TO THEM WHICH WILL BE PROMOTED BY EXHIBITORS SHOWING AT THE EXHIBITION IN OCTOBER:

  • Mastering new technology
    • Motorisation
    • Connectivity
    • Diagnostics tools
  • Catering to lower mileage
  • Adapting to a younger vehicle fleet
  • Adopting a position in the battle between vehicle manufacturer networks and independent networks
  • Fulfilling the need to reduce costs (TCO)
  • Guaranteeing vehicle availability 

Market propositions highlighted at EQUIP AUTO 2019

  • A range of parts and equipment suited to the needs of professionals
  • Promotion of solutions and commercial strategies presented by suppliers  
    • Full service contracts
    • Active reception
  • Promotion of basic and vocational training

EQUIP AUTO will provide an opportunity to address crucial challenges for aftersales professionals and present solutions to meet visitors’ needs.

KEY FIGURES OF HGV AFERSALES

HEAVY DUTY VEHICLE FLEET AS AT 1 JANUARY 2017

Trucks (-20 years) / GVWR >3.5 T

335,222

Tractor units (-10 years)

200,467

Trailers (-20 years)

54,285

Semitrailers (-20 years)

335,312

Coaches and buses

100,303

The fleet boasts a total of 535,689 vehicles (trucks 20 years or less with GVWR in excess of 3.5 tonnes and road hauling traction units under 10 years of age).

MARKET SHARE OF HD VEHICLE MANUFACTURERS 

MARKET SHARE BY BRAND

The HGV market in France is owned by seven manufacturers. The Volvo group, which today owns Renault Trucks, is market leader with 40% market share.

HEAVY DUTY VEHICLE MAINTENANCE AND REPAIR BUSINESSES

Variation in number of HGV businesses

The number of companies has risen (+44% between 2010 and 2015), in both sole trader firms (accounting for 52%) or firms with a one or more employees, which have risen by 21% since 2010.

WORKSHOP ENTRIES BY CHANNEL

Breakdown of workshop entries (trucks, buses, trailers) in 2016

  • 33% HGV dealers
  • 21% HGV brand-specific garages
  • 18% HGV garages
  • 18% Tyre workshops
  • 10% In-house workshop