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  5. > Strategic Analysis of the Western European Heavy-Duty Used Truck Market

OEMs are Playing an Active Role in Boosting Dealership-driven Sales to 70 Percent of Total Sales

The Western European used truck market has steadily improved over the past few years and has achieved stronger valuation. Many external factors have positively contributed to market growth, including the enahnced government emission regulations and the aging truck parc. However, the recent economic trend, along with the approaching peak equipment replacement cycle, will significantly affect the market. The forecast period is 2013–2019, and primary and secondary research was used to determine market size, pricing/valuation, competitive distribution channel market shares and market trends.

Key Predictions

-The truck replacement cycle in Western Europe is expected to reach its peak in 2015 and 2016, creating demand for and units, respectively.
-Original equipment manufacturer (OEM) retail dealerships account for most of the distribution market, at around -%.
-Heavy-duty (HD) used truck sales is projected to reach units by 2020, at a compound annual growth rate (CAGR) of % from 2013 to 2020 , with most of the sales going through the dealership channel.
-The share of used truck exports to Africa is set to increase from % in 2012 to % in 2019.

Key Trends

-OEMs will focus on the used truck market to increase lifecycle revenue through monthly total cost of ownership (TCO) enhancement, value-related services.
-OEMs are expected to focus on developing the retail channel to utilise revenue-generation opportunities such as leasing, servicing and spare parts.
-Dealerships should leverage the diverse characteristics of the Internet to inform potential buyers of used truck availability and financing options and to generate additional sale leads.
-Pricing continues to be a major factor while purchasing a used truck as consumers are highly price-sensitive in European nations such as the Netherlands, Italy and France. German customers demand the highest quality.

Table Of Contents

Strategic Analysis of the Western European Heavy-Duty Used Truck Market
1. EXECUTIVE SUMMARY

Research Scope
Top Predictions and Trends
Truck Buying Cycles vis a vis Economic Cycles
Sales Forecast by Distribution Channels
Used Truck Sales Channels among Western European Fleets
Future OEM Used Truck Market Strategies
Case Study: How Dealerships and OEMs can Leverage the Internet for Used Truck Sales
Used Truck Retailing Digitisation- Western Europe
Comparative Average Asking Price Analysis (4-year Old HD Trucks)
Heavy-duty Used Truck Export Market
Executive Summary—Key Findings and Future Outlook

2. RESEARCH SCOPE, OBJECTIVES, BACKGROUND, AND METHODOLOGY

Research Scope
Research Aims and Objectives
Key Questions this Study Will Answer
Research Background
Research Methodology

3. DEFINITIONS AND SEGMENTATION

Study Assumptions and Definitions
Product Definition—Truck Classifications

4. MARKET OVERVIEW

Market Structure
Used Truck Sales Channels among Western European Fleets
Truck Buying Cycles vis a vis Economic Cycles
Percent of Vehicles in Operation Forecast by Vocation
Sales Forecast by Distribution Channels
Western Europe Truck Vocation Application Lifecycle Analysis
Market Trends
Comparative Analysis by Markets
Comparative Average Asking Price Analysis (4-year Old HD Trucks)
Heavy-duty Used Truck Export Market
Top Trends Influencing Used Truck Valuation
Used Truck Value Scale (Long-haul): Statistical Mean Profile - 4-year Old Used Trucks
Case Study: Long-haul Truck Specification Valuation Impact
Future OEM Used Truck Market Strategies
Case Study: How Dealerships and OEMs can Leverage the Internet for Used Truck Sales

5. EXTERNAL CHALLENGES: DRIVERS AND RESTRAINTS—HEAVY-DUTY USED TRUCK MARKET

Heavy-duty Used Truck MarketDrivers and Restraints
Drivers Explained
Restraints Explained

6. FORECASTS AND TRENDS—HEAVY-DUTY USED TRUCK MARKET

Heavy-duty Used Truck Market—Unit Shipment Forecast
Unit Shipment Assumptions to 2020

7. MARKET SHARE AND COMPETITIVE ANALYSIS—HEAVY-DUTY USED TRUCK MARKET

Distribution Channel Breakdown
Used Truck Value Chain/Distribution Channels Analysis
Distribution Channel Growth Analysis
Used Truck Retailing Digitisation- Western Europe
Comparative Benchmarking by Distribution Channel
Case Study: Volvo's Industry-leading Used Truck Valuation

8. REGION-WISE AVERAGE ASKING PRICE BY MODEL YEAR AND VOCATION TYPE—HEAVY-DUTY USED TRUCK MARKET

German Heavy-duty Used Truck Market—Average Asking Price by Model Year and Vocation Type
French Heavy-duty Used Truck Market—Average Asking Price by Model Year and Vocation Type
The Netherlands Heavy-duty Used Truck Market—Average Asking Price by Model Year and Vocation Type
Italian Heavy-duty Used Truck Market—Average Asking Price by Model Year and Vocation Type
Spanish Heavy-duty Used Truck Market—Average Asking Price by Model Year and Vocation Type
U.K. Heavy-duty Used Truck Market—Average Asking Price by Model Year and Vocation Type
Pricing Trends Discussion

9. HEAVY-DUTY USED TRUCK MARKET—EUROPEAN OEM PROFILES

DAF and MAN
Mercedes Benz
IVECO
Renault and Scania
Volvo

10. CONCLUSIONS AND FUTURE OUTLOOK

Key Conclusions and Future Outlook
Legal Disclaimer

11. APPENDIX

Market Engineering Methodology

12. THE FROST and SULLIVAN STORY

Value Proposition: Future of Your Company and Career
Global Perspective
Industry Convergence
360º Research Perspective
Implementation Excellence
Our Blue Ocean Strategy

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