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

  • June 2014
  • -
  • Frost & Sullivan
  • -
  • 82 pages

Summary

Table of Contents

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.

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