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Prime Mover Magazine

Scania chief reveals key moves behind doubling of market share

After eight years of heading Scania’s Australian business unit, Roger McCarthy has announced he will move on to take on a new challenge with the Swedish organisation.

In a final interview with Prime Mover magazine – on sale from 7 July – he told the magazine that without a realigning the company’s strategic thinking, it would have possibly remained at a three to four per cent share of the market instead of growing into the eight per cent region.

“When I arrived, we were very successful in the specialist vehicle and fire engine market, for example, but there was somewhat of an acceptance – both internally and externally – that we would remain a niche player in the market, partly due to Scania’s modular design philosophy,” the told Prime Mover.

“We knew at the time that we had to do more to grow the business beyond those confines. We also knew we needed a strong local dealership network to get there, which comes at a high cost.

"It was a classic catch-22 – how do you build a strategically placed dealer network to support your future clientele when you need a strong-enough customer base to sustain setting up such a dealer network?”

To find out the answer and learn more about the change in direction Scania has undergone under Roger McCarthy’s leadership, secure your edition of Prime Mover now.

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