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CAPITAL EQUIPMENT NEWS
APRIL 2017
28
PROFILE
Munesu Shoko (MS): You assumed your
current position as director of sales
and marketing for Terex Trucks’ EMEAR
region in early 2015. Tell me more about
your role.
Guy Wilson (GW):
I began my construction
equipment career with Volvo Construction
Equipment (Volvo CE) as chief financial officer
of its UK dealer in 2005, before moving into
the position of managing director for Volvo
CE Italia.
Following Volvo CE’s decision to acquire
Terex Trucks, I moved to my present position
as director of sales and marketing, EMEAR,
in February 2015. I am responsible for
growing the sales of the company across
Europe, Middle East, Africa and Russia,
strengthening our network through the
appointment of new dealers and supporting
existing partners, as well as meeting with
customers to gain further understanding of
their operational requirements.
MS: You moved to Terex Trucks
following the company’s acquisition by
Volvo CE. What sort of benefits has the
Terex Trucks brand realised following
the transaction?
GW:
From the onset, Volvo CE’s investment
in Terex Trucks was meant to bring long-
term growth for the company and the central
message of the acquisition was that both
companies were ‘stronger together’. Almost
three years on, the new vigour is leading to
tangible benefits for our articulated and rigid
hauler customers.
Despite a further downturn in demand
for haulers in general due to challenging
economic conditions globally, a series
of product, service and distribution
improvements have firmly taken root at
Terex Trucks. For example, Volvo CE has
invested significantly in Terex Trucks’ plant
based in Motherwell, Scotland to improve
the manufacturing processes, which also
translates into improved product quality.
Since the acquisition, Terex Trucks needed
to push forward and stabilise its position in
the market. This has occurred by Volvo in-
vesting in making products more reliable, as
well as easier to use and support. It has also
helped promote the brand by championing
Terex Trucks at conventions such as Bauma,
Intermat and CONEXPO.
The influence of having a large parent isn’t
always obvious from the outside but there’s
been a large amount of support given. A
lot of time has been spent improving the
way Terex Trucks goes to market, how the
brand is supported and in strengthening
the sales team and dealer network. In
that respect, we have been exposed to
Volvo CE’s strong dealer network in some
regions, for example, Babcock in southern
Africa and SMT in central Africa, as well as
FerroNordic in Russia.
MS: The Gen 10 TA400 ADT is Terex
Trucks’ first product to roll off the
production line since becoming part of
the Volvo Group. Is this product driven
by Volvo CE’s technological focus or
follows Terex Trucks’ simplicity path?
GW:
The ‘Gen 10’ TA400 has gained plaudits
following its international launch at the Bauma
exhibition in Germany back in April last year
and even here when it made its debut in North
America at CONEXPO. The introduction of the
Gen 10 was a conscious effort to showcase
Terex Trucks’ robust simplicity and highlight its
position in the articulated hauler market. Terex
Trucks offers a well proven reliable product
that can be sold into tough environments
and needs a straightforward maintenance
approach.
Many of our customers have told us not
to make the product any more complicated,
as they run these machines in arduous
environments, miles away fromworkshops and
need to fix the product in a straightforward and
easy way themselves. As a result, although
the Gen 10 TA400 comes with a range of new
improvements, it still follows Terex Trucks’
strong position in offering a reliable product
that can be easily maintained in difficult
environments, especially in emerging markets.
LOADING TERRITORIAL
GAINS
Guy Wilson, director of sales
and marketing, EMEAR, at Terex
Trucks, spoke exclusively to
Capital
Equipment News
at CONEXPO 2017
about the brand’s fortunes in Africa.
Terex Trucks continues to make strong market share gains in southern
Africa, and Africa at large, following a renewal of its dealer network in
some key regions. Speaking to
Munesu Shoko
at this year’s CONEXPO
CON/AGG, Guy Wilson, director of sales and marketing, EMEAR, at Terex
Trucks, shared the benefits of Volvo CE’s strong support and expanded
footprint which Terex Trucks can leverage, as well as plans to further
bolster the OEM’s dealer network on the continent.