Central park
Page 41
Page 42
If you've noticed an error in this article please click here to report it so we can fix it.
Reliability, relationships and reputation are key criteria for Scania’s used truck sales at its Bellshill dealership, which enjoys a pivotal location in Scotland’s transport infrastructure
Words and Images: John Henderson Geographically, Bellshill might not quite be the centre of Scotland, but from a road transport perspective this North Lanarkshire town and its surrounding area form the country’s busiest logistics hub. Located right in the heart of this industrious activity is Scania GB’s Bellshill dealership at Melford Road, Righead Industrial Estate, where CM caught up with Peter Ross, Scania’s regional executive director for Scotland and national used sales director.
Ross’s honest, no-nonsense approach is the result of 35 years with the Swedish manufacturer – there’s no denying his lifelong passion for our industry and supplying top-quality, used Scania trucks. Taking in the commanding view from his upstairs office Ross declares: “Everything’s a star buy here.” Looking over the used vehicle area, you’d be hard pushed to disagree.
Stock variety
Scania operates nine strategically located depots north of the border and, unsurprisingly, Bellshill is the busiest. Approved used Scania trucks are on sale at every Scottish dealership, and variety is the best word to describe the Bellshill stock during our visit. A selection of smart 6x2 tractor units with midlift or tag axles, a range of horsepower outputs and a selection of cab options are complemented by a group of immaculate rigid vehicles.
“Our used vehicle supply streams come mostly from part exchange, ex-Scania contract or hire fleet trucks and, of course, from our full time people on the road, who do nothing but buy Scanias across the country,” says Ross. “Scania used trucks customer types vary from the large transport fleets right through to owner-drivers, and our entire nationwide used stock pool can be viewed on the Scania Great Britain website.” Scania’s long-held reputation for reliability and quality ensures that every used CV is subject to stringent checks and inspections before being offered for sale. “Scania trucks have always maintained top residual values, so customers expect high standards right across our used range. We can also organise warranty packages, servicing or repair and maintenance contracts easily, depending on the individual client’s requirements, in addition to other services such as extra equipment like hydraulics and painting,” says Ross.
Dedicated staff
“Every dealership has its own dedicated used sales staff who have built up an excellent local knowledge of what their clients are looking for. It’s not unusual for the team to identify a potential buyer as soon as the latest used truck drives into the depot, and get straight on the phone to advise that particular person. However, we’ve also a percentage of long-standing buyers further afield in England and Ireland, who are always on the lookout for certain specifications.” After a busy morning selling some recent high-powered Topline tractors, meeting customers and answering a mobile that never stops ringing, Katie Hamilton, used sales executive at Scania Bellshill, joins our conversation.
She has been with Scania since its Bellshill property opened, starting out as office junior before her rise through the ranks, via the service and sales departments. Summing up the latest trends, she notes: “Used Euro-5 trucks are thin on the ground, but the low emission zone is not such a market driving factor in Scotland, so sales of earlier Euro-3 and Euro-4 products are still healthy.
“There are still some contractors who run into Greater London, but these firms are perhaps outnumbered by other operators who use specific hub and spoke distribution systems outside the capital.
“At present there’s a big demand for trucks with low mileage and plain white motors, while the Highline cab is undoubtedly the most popular option. We’ve a few tag-axle tractor units in stock, which is unusual as these are normally scarce and there’s always a steady supply of midlift/pusher 6x2 units.”
Short notice supply
Tractor units make up around 90% of used truck sales at Bellshill, but Hamilton is quick to note the potential supply lines for rigids if required. “In addition to a quick nationwide facility via the Scania used web search, we’re also lucky to be able to tap into Scania’s short-term rental fleet for any specification of rigid, which can usually be sourced at short notice.” Fiona Campbell is Ross’s used vehicle sales administrator at Scania Bellshill. Part of her role is to distribute the used vehicle stock sheets to independent dealers on a monthly basis and ensure this information arrives on time, every time. “We do quite a bit of business with our independent dealers, and it’s not unusual to get enquiries immediately after the lists have gone out. The ex-contract Scanias always seem to enjoy quick uptake times and our trade sales are steady throughout the year,” she explains.
Ross sums up by explaining the business’s philosophy: “We never stop buying used Scanias. There’s an old industry saying that sums up the reliability and quality of our pre-owned vehicles; even on a bad day, you can always sell a Scania.” n Straight from Scania’s detailed used truck check and inspection programme were these Euro-5, Highline tractor units, both with full dealer service histories, sliding fifth wheels and 300-litre diesel tanks. The red R480 LA 6x2 tag axle was first registered in March 2010 and sports an Opticruise gearbox and 510,000km on the clock. The G440 LA 6x2 midlift/pusher unit liveried in plain white, has covered 110,000km, features Opticruise and dates from October 2010. There’s already been some interest in both of these recently arrived prime movers and they are not expected to linger long at Bellshill.