Manufacturers of trucks keep investments in the sector

Sao Paulo-the Assembly line of vehicles for transportation of values is trying to escape from the economic crisis in the country, even as it invests to meet a new client type. Pharmaceutical and electronics industries are on the radar.
"We believe that increasingly higher value-added products will be transported by this kind of vehicle," said the DCI Director of sales of trucks of MAN Latin America (manufacturer Volkswagen), Antonio Cammarosano.
Market estimates show that, historically, the volume of plates issued for cash-in-transit vehicles turned around 600 to 700 units per year in Brazil.
However, on the economic framework and the significant drop in circulation of coins and banknotes-a result of the increase in online banking-segment sales retreated almost 40%. "For this year and 2017, the market should play of 300 to 400 units," says Cammarosano.
The Executive explained that on public security issues in Brazil, consumer electronics companies, medicines, vaccines and handling important documents have betted on the transport service, which has kept the fleet renewal.
"Our market has grown, but differently," Cammarosano scores. He says that the differential of the MAN was bet in mid-2008, manufacturing of vehicles made exclusively for the segment known as strong car.
"In the past, automakers only chassis fitted to serve the segment and, with our custom-made products, we gain market share", stresses the ceo.
With six models and several versions, the MAN estimated a 75% share in the market for trucks. "We went out in front because we did custom products".
In December last year, Scania announced its first sale of armored vehicles in Brazil for "Prosegur Compañia de Seguridad. The focus of the business was to attend the transport of special cargo, ranging from jewelry to items with high level or risk of accidents, such as cell phones and drugs.
"With the success of this partnership, other companies started looking for Scania," says the Director of the automaker''s truck sales in Brazil, Victor Carvalho.
Scania closed still two more sales recently, with the station and another with TransVip. "Further negotiations are ongoing and we have a good expectation for this market in the short to medium term", he adds.
In the segment of strong cars, the changing of the fleet is not so intense because the shooting is low, due to the short distances covered. Recent survey of National Federation of security companies and transportation of values (Fenavist) reveals that the current fleet is approximately 5000 units in Brazil.
In addition, funding for capital assets of the Banco Nacional de Desenvolvimento Econômico e Social (BNDES), the Finame, is the most used for the purchase of cars. Second, most consumers Cammarosano this type of service is still of banks. "For this reason, the cash-in-transit companies have facilitated credit", ponders the Executive.
In the freight business, the vehicle can not stop under any circumstances during the service. "A truck in this type of work can not break", points out.
Cammarosano reveals that the company specializes in unique after-sales service in the strong cars. "We were the first automaker to offer maintenance contracts specific to that business," he says.
The Executive points out that the carrier Protects has a fleet of 1000 strong cars of Volkswagen, all with sales contract with the automaker. "We take care of the oil change to heavy maintenance of the vehicles," he adds.
Business opportunity
With the aim of diversifying the business, the manufacturer of road equipment and mobile units Truckvan is investing in manufacturing car body strong.
"This is a market that is easier to be mapped and, after realizing an opportunity, made the approach with customers. We had a good reception, "says company President, Alcides Braga.
The Executive claims that, in addition to the domestic market, the company noted that this industry is almost non-existent in South America. "There is no strong car body manufacturers in the region and this opens a window for export," he adds.
After developing for about a year, ballistic testing products and get approval by the Ministry of defence-some requests are still ongoing-, Truckvan is ready to become a player in the local market, which today is concentrated on three major manufacturers.
"We''d be the fourth manufacturer of the segment", he ponders. The production of the armor is made in one of the plants of the city of São Paulo and, according to Braga, the focus will be on products with more on-board technology.
"We believe that our tradition in the market and focus on technologies can bring us a share of 30% in the next three years," risks.
Barnes estimates that the first reflections of sales must occur at the beginning of 2017. "We''re going to attack markets where added value is recognized."
Despite the crisis, the Executive is confident. "This is a new business. We offer differentiated products, with less fuel consumption, among others. We are optimistic. "