Scania Truck

Sales & Product Knowledge Sharing

January - 2016

Sources :
 Truck Cat V Market Segmentation (2014)

OFF ROAD ON ROAD,

MINING, 145, 12%
1101, 88%

OFF ROAD,
4862, 37%
EUROPEAN TRUCK CAT.V ; 1.246

Typical EUROPEAN User:

EUROPEAN TRUCK
1246; 9% • Long-term Project
• Huge material to transfer
• Have big cash for investment

TRUCK CAT.V ON ROAD, 8440,

63%
13.302
Sources :
Sources : http://otomotif.bisnis.com/read/20150210/46/400911/pasar-mobil-penjualan-truk-melesu-ini-penyebabnya 2
 The Scania type designation describes

R 620 L A 4x2 MNA

Cab type
Power code
Type of transport
Chassis adaptation
Wheel configuration
Duty class
Chassis height
Suspension

Sources :
 Long type designation R165 LA4x2MNA 620
Not permitted in external communication

New long type designation R 620 LA4x2MNA (with two spaces)

intended for internal use.

Model designation Scania R 620 (with one space)

Preferable in external communication

Range designation The R-series (first stage)

The PR-series (second stage)
The new truck range (in text)

Sources :
 R 620 L A 4x2 MNA
Cab type

Sources :
 R 620 L A 4x2 MNA
Power code

9-litre 13-litre 16-litre

5-cylinder 6-cylinder 8-cylinder

230/270/310 hp 360/410/460 hp 500/580/620 hp

Sources :
 R 620 L A 4x2 MNA
Type of transport

D L C
Distribution Long haulage Construction

Sources :
 R 620 L A 4x2 MNA
Chassis adaptation

B
Sources :
 R 620 L A 4x2 MNA
Wheel configuration
4x2 6x2 6x2*4 6x2/4

Scania offers a lot more wheel configurations

Sources :
 R 620 L A 4x2 MNA
Duty class

M H E
Medium Heavy Extra heavy

Sources :
 R 620 L A 4x2 MNA
Chassis height

Sources :
 R 620 L A 4x2 MNA
Suspension

Sources :
 On Road Truck Market Segmentation

Truck Cat.3 (12.178 unit) Truck Cat.5 (8.448 unit)

Heavy Fuel Transport, Oil & Gas, Others, 199 , 2%

Fuel Material, 81 , 1% 204 , 3%
Transport, 630 , 5%
Heavy Material,
122 , 1%
421 , 5%
Premium Cargo,
697 , 8%
Construction,
2,377 , 28%

Construction,
3,596 , 30%
Cargo Container,
4,469 , 53%
Cargo, 7,831
, 64%

Existing Market (403 unit)

New Targeted Market (1200 unit)

Sources :
 Customer Revenue Profile

Monthly Revenue Monthly Cost

Sector Profit %
Income Per Trip Trip Revenue Installment Operation Repair & Maintenance
General Cargo 2,000,000 22 44,000,000 19,000,000 15,400,000 4,000,000 5,600,000 13%
Construction 1,100,000 44 48,400,000 23,000,000 19,800,000 4,000,000 1,600,000 3%
Heavy Material 3,000,000 20 60,000,000 25,000,000 24,000,000 6,000,000 5,000,000 8%
Oil & Gas (Rig) 4,000,000 30 120,000,000 39,000,000 45,000,000 8,000,000 28,000,000 23%
Oil & Gas (CNG) 1,900,000 44 83,600,000 29,000,000 39,600,000 10,000,000 5,000,000 6%
Oil & Gas (Fuel - Shell Core Truck) 4,000,000 40 160,000,000 51,000,000 52,000,000 28,000,000 29,000,000 18%
Oil & Gas (Fuel - Pertamina) 2,000,000 30 60,000,000 25,000,000 24,000,000 6,000,000 5,000,000 8%

Heavy Material
HINO SCANIA
Item FM350TH 6x4 P310LA-6x4
Price OTR 1,047,000,000 1,450,000,000.0
DP 20% 209,400,000 290,000,000
Leasing (80%) 837,600,000 1,160,000,000
Interest (3 thn @ 8% Flat / 16% Efektif) 201,024,000 278,400,000
Total Leasing + Interest 1,038,624,000 1,438,400,000
Cicilan Per Bulan 28,850,666.67 39,955,555.56

Sources : 14
 Cashflow Benefit With SANF
Scania - Package San F (Cashflow Benefit) Compared To - HINO FM350 (Standard Financing)
Item P310LA-6x4 Item FM350TH Selisih
Price On The Road (Include PPN, BBN, STNK) 1,450,000,000 Price Off The Road (Include PPN) 1,047,000,000
DP 20% 290,000,000 DP 20% 209,400,000
Amount Leasing 45% 652,500,000 Amount Leasing 80% 837,600,000
Interest (3 thn @ 9% Eff / 4.83% Flat) 94,547,250 Interest (3 thn @ 15% Eff / 7.5% Flat) 188,460,000
Provisi 0.7% 8,120,000 0.7% 5,863,200
Insurance 1.76% 76,560,000 1.76% 55,281,600
Total Leasing + Interest 831,727,250 Total Leasing + Interest 1,087,204,800

Cicilan Per Bulan (36 Bulan) 23,103,535 Cicilan Per Bulan (36 Bulan) 30,200,133 7,096,599 per month
255,477,550 x 36 bulan
Pembayaran di bulan ke 37 35% 507,500,000
Tidak dikenakan bunga
di cover additional collateral dengan nilai yang sama

Fuel Ratio
1 Liter : 3 Km 1,667 ltr/month 1 Liter 2.5 km 2,000 ltr/month

Fuel Price
5,900 9,833,333 Rp/month Resale Value Setelah 3 Tahun 500,000,000 11,800,000 Rp/month 1,966,667 per month
Net Present Value 419,809,642 70,800,000 x 36 bulan

326,277,550 TOTAL

Syarat & Ketentuan

Mengikuti paket Preventive Maintenance Package selama 3 tahun Sebesar Rp 25jt/thn (60,000 Km/ thn)
Harga On The Road Jakarta (Plat Kuning)
Pemberian Kredit Subject to Approval UT & SANF

Sources : 15
 Scania On Road 2016 Strategy

1. Increase BC Quality & Quantity

– Product Knowledge Training For Branches
– 10 Additional Truck BC to for 2016 & 2017 Sales Target, distributed as per market
size
(Current Truck BC : 14 at HO, 6 at Branches)

2. Focus on heavy haulage, premium cargo, oil & gas, fuel transport, fire truck sector
– Canvassing according to targeted segment
– Build relationship with Asosiasi Pengusaha Truk Indonesia (Aptrindo) to initiate
contact to influencing customer in targeted segment
– Propose unit stock for targeted segment

3. Create financing program bundling with maintenance package

– Smoothen financing package with SanF to shorten lead time of approval
– Compose other financing package with another leasing company

Sources : 16
 Quick Features

Torque Comparison
Fuel Brand Model HP Torque (Nm)
P360LA-6x4 360 1,650
Scania P310LA-6x4 310 1,550
P250LA-6x2 250 1,250
Diesel FM350 TH 6x4 337 1,314
FM320 TH 6x4 308 1,128
Hino
FM285 TH 6x4 274 892
SG260 TH 4x2 250 745

G340LB-6x2 340 1,600

CNG / LNG Scania
G340LA-4x2 340 1,600

Sources :
 Quick Features

11% - 17% Less Fuel Consumption *)

*) P310LA-6x4 > Steel Cargo

Jakarta – Tasikmalaya Payload 60 ton

Sources : 18
 Quick Features

1,000,000 – 1,500,000 Km without overhaul engine *)

*) P360LA-6x4 > CNG Tank Cargo
Jakarta – Bandung 24/7 Payload 40 ton
Scania Reccomended Oil, 20,000 Km Interval

Sources : 19
 Quick Features

2 x Service Interval , 3x Clutch lifetime

compared to Japanese Truck
*) Scania Genuine Oil / Scania Recommended Oil List (LDF)

Sources :
 Quick Features

Instrument Cluster Bahasa Indonesia

Standard Air Conditioner
4 Point cab suspension
Full Air Brake
Antilock Braking System (ABS)
Cruise Control
FM Radio
2,5 Kg fire Extinguisher

Sources :
 Scania On Road Product Range

P310LA6x4 P360LA6x4 P460LA6x4 P410/460CA6x6

P310LA6x4 P360LA6x4 P460LA6x4 P410C/460A6x6

310 HP
360 HP
460 HP
410 / 460 HP

Drive = 6x4
Drive = 6x4
Drive = 6x4 With Hub
Drive = 6x6 With Hub

Payload = 55Ton
Payload = 60 Ton Reduction Reduction

Payload = 70 Ton
Payload = 80Ton
APPLICATION :

Cement, Steel APPLICATION : APPLICATION : APPLICATION :

Heavy Equipment
Cement, Steel
Construction &
Oil & Gas

CNG Mining Logistic
Rig Transport

Heavy Equipment
Oil & Gas
Electric Trafo

Sources :
 Scania On Road Product Range

R580LA6x4 P410/460CB4x4 P250LB-6x2 P340LA-6x2 CNG Fuel

R580CA-6x4 P410/460CB4x4 P250LB-6x2 P340LA-6x2

580 HP
410 / 460 HP
250 HP
340 HP - CNG

Drive = 6x4 With Hub
Drive = 4x4
Drive = 6x2
Drive = 6x2
Reduction
Gearbox = Allison A/T
Payload = 17 Ton
Payload = 30 Ton

Payload = 130 Ton
APPLICATION : APPLICATION : APPLICATION :
APPLICATION :
Airport Fire Truck
Wing Cargo
CNG

Heavy Transport
Fuel 16 Kl
Fuel 24 & 32 Kl

Turbin Transport

Electric Trafo

Provided By Order Introduction Phase

Sources :
 SCANIA OFF ROAD PRODUCT RANGE

R500CB-10x4 R580LA-6x4 P410CB-8x4 P360CB-6x4 TV30 P360CB-6x4

DT45 Primemover TV33 DV16/17

R500CB-10x4 R580LA-6x4 P410CB-8x4 P360CB-6x4 P360CB-6x4

500 HP
580 HP
410 HP
360 HP
360 HP

Drive = 10x4
Drive = 6x4
Drive = 8x4
Drive = 6x4
Drive = 6x4

GVW = 63 ton
GVW = 41 ton
GVW = 50 ton
GVW = 41 ton
GVW = 41 ton

Payload = 45Ton
GCW = 160 ton
Payload = 33 Ton
Payload = 27 Ton
Payload = 27 Ton

Attachment = DT45
Payload = 100 Ton
Attachment = TV33
Attachment = TV30
Attachment =
Side Tipping
Attachment = Double
Volume = 33 m3
Volume = 30 m3 DV16/17
SDT60, LBT80, LBT120
Volume = 16/17m3
APPLICATION : APPLICATION : APPLICATION :

Coal Hauling APPLICATION :
Coal Hauling
Coal Hauling APPLICATION :

Coal Hauling
Overburden Removal

LBT80 /120 T
Nickel

Sources :
 SCANIA OFF ROAD PRODUCT RANGE

P360CB-6x6/6x4 P360CB-6x6/6x4 P360CB-6x6/6x4 P360CB-6x6/6x4 P360CB-6x6/6x4

FT20 MH55 WT20 Crane Truck Lube Truck

P360CB-6x6/6x4 P360CB-6x6/6x4 P360CB-6x6/6x4 P360CB-6x6/6x4 P360CB-6x6/6x4

360 HP
360 HP
360 HP
360 HP
360 HP

Drive = 6x6/6x4
Drive = 6x6/6x4
Drive = 6x6/6x4
Drive = 6x6/6x4
Drive = 6x6/6x4

GVW = 41 ton
GVW = 41 ton
GVW = 41 ton
GVW = 41 ton
GVW = 41 ton

Payload = 20-27Ton
Payload = 20-27Ton
Payload = 20-27Ton
Payload = 20-27Ton
Payload = 20-27Ton

Attachment = FT20
Attachment = MH55
Attachment = WT20
Attachment = Crane
Attachment = Lube

Capacity = 55 Seat 3-8 Ton Modul 5-6
APPLICATION : APPLICATION : Compartement

Fuel Truck APPLICATION :
Water Truck APPLICATION :

Manhaul
Crane Truck APPLICATION :

Lube Truck

Sources :
 SCANIA OFF ROAD TARGET 2016

• Pekerjaan : Coal Hauling

• Product: 6x4R, 8x4R, 6x4T (R580&P460)
• Focus Area: Kalimantan & Sumatera
• Potential Area : Sulawesi & Papua
• Target unit: 250 unit
o OB – 6x4R : 25 unit
o Hauling - 6x4R, 8x4R, 6x4T : 200 unit
o Others : 25 unit

• Target M/S European Product: 30%

• Target GP: 11.5%
• Target Revenue : IDR 400 Milyar

Sources : 26
 Current Condition

Scania: Volvo
Volvo:
• Price: • Price:
• Highest in the market • Lower than scania
• No Grace periode, Few • Grace periode 3-6
DP Split Month, 10x DP Split
• Few Direct Installment • Direct Installment
• Product: • Product:
• Average Reliable • More Reliable
• Best fuel consp. • Same fuel consp.
• Highest Capacity Vessel • Less Capacity Vessel
• ASS: • Strong Product Image
• Average Maint.Cost • ASS:
• Better Part Supply in • Same Maint.Cost
Remote Area. • Same Part Supply.

• Others: • Others:
• Trade-in Program • Cheaper FMC

Sources : 27
 Strategy Scania Truck Off Road 2016
Secure Big Demand :
o Maintain stock availability for popular model (6X4, 8X4, Tractor head and
6X6)
o Focus in coal hauling operation with product benefit (more capacity)
P360CB6X4 with TV30
P410CB8X4 with TV36
R580LA6X4 with Double trailer > 140 ton payload
o Trade in program
o Maintenance Contract (FMC, RMC), Standby Mechanic

Branch/Sectoral Leadership Project :

o Special attack HO Customer
o Special attack Branches Customer (Samarinda, Balikpapan, Banjarmasin
and Palembang)

Sources : 28
 Scania 6x6 Stock Update

P380CB6X4 : 17 Trucks
P360CB6X4 : 44 Trucks
P410CB8X4 : 54 Trucks
P460LA6X4 : 8 Trucks
R580LA6X4 : 19 Trucks
P360CB6X6 : 11 Trucks

Sources :
 Scania On Road Stock Update

Model Segment On Hand Incoming Allocated Available

P310LA6X4 Oil & Gas / Logistic / Chemical 21 0 4 17
P360LA6X4 Oil & Gas / Logistic / Chemical 7 11 1 17
G340LA6x2 - CNG Oil & Gas 0 1 1 0
P460LA6x4 Heavy Haulage 8 0 2 6
R580LA6x4 Heavy Haulage 19 0 5 14
P410CA-6x6 Heavy Haulage / Geothermal 3 0 3 0
P460CA-6x6 Heavy Haulage / Geothermal 0 6 4 2
P410CB4x4 Fire Truck 2 0 2 0
P460CB4x4 Fire Truck 2 6 5 3
P360CB4x4 Fire Truck 2 0 0 2
P250LB6x2 Logistic 0 0 0 0
TOTAL 64 24 27 61

Lead time for new truck order : 5 Months

Sources :
 THANK YOU

Sources :
 SCANIA C200 – FLEET MANAGEMENT

+ Monitoring package + Analysis package

-Monitoring report
- Service planning
- Traffic lights - Fleet position
- Performance trends - Vehicle tracking
- Environmental report - Geofencing
- Exception report - Vehicle alarm

Monitoring package Analysis package Control package

Sources :
 SCANIA C200 – FLEET MANAGEMENT

Sources :
 SCANIA C200 – FLEET MANAGEMENT

Sources :
 SCANIA C200 – FLEET MANAGEMENT

Sources :
 SCANIA C200 – FLEET MANAGEMENT

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