On the 20th of September 2017, a group of around 20
truck dealers from 7 different nationalities have been in Utrecht to visit and
learn more about the successful business model put in place by the Dutch IVECO
With a view to support the European truck dealer network in their constant
search for more sustainable transport solutions, CECRA (the European Council of
Vehicle Dealers and Repairers) – under the impulse of its Chairman Gianandrea
Ferrajoli (Italian IVECO dealer) - has organised a visit to the company who is
reported to be the European best in class for the LNG-fuelled vehicles.
- - 15/20 % of CO2 emissions
- - 80/90 % of nox
- Close to 0 % sox and
These elements alone make this new technology extremely appealing to
those truck dealers who want to fulfil the ever-increasing green expectations
of road transport operators.
2010, the Dutch IVECO dealer group Schouten - largely in
advance compared to its local and European competitors - had recognised in the
Liquified Natural Gas a valid solution for those fleet operators willing to
reduce their carbon footprint.
At that time though, in the Netherlands, the main obstacle to the diffusion of
this innovative product was the lack of filling stations. Fleet operators did
not want to buy vehicles that they would have not been able to fuel. At the
same time, fuel suppliers were not willing to invest in the construction of
expensive filling infrastructures if the existing fleet of vehicles was not
sufficiently large to ensure the right return on investment.
– CEO of the IVECO Schouten-Rolande group): “it was the classic Chicken and Egg situation …”
Taking the necessary leap of faith, and in spite of
this very uncomfortable circumstances, IVECO Schouten took the bold decision of
acquiring the fuel distribution company Rolande and investing in the
development of an own network of filling stations. They started with 3 stations
and they are currently running 8 stations out of a total network of around 20
stations in the whole Dutch territory.
Fred Schouten: “… by
acquiring Rolande, we broke the chicken & egg situation! …”
Chairman of CECRA’s truck division, CEO of an Italian IVECO
large dealer group: “… IVECO Schouten’s business model
moved away from the typical truck dealer that sells the product and tries
to sell the related maintenance services; the Schouten model goes beyond that, it offers a brand-new value
proposition to the client including the vehicle, the related maintenance and
even the fuel supply.
This integrated approach allows him to stick with his customer along the whole
vehicle operational lifecycle. What’s even more remarkable, it does it in a green and far
more sustainable way!
Lycke – Director General of CECRA: “… CECRA,
along with ACEA and other European stakeholders, has recently presented the
results of a study (by Transport Mobility Leuven) showing how significant
results in terms of lower emissions can be obtained through the combined action
of all the stakeholders along the European road transport value chain.
Alternative fuels are surely one of the key factors in this proposed integrated
approach. Today, with the example of Schouten,
and such a large participation by our members, we have showed that European
dealers have a major role to play in shifting Europe towards a more sustainable
road transport ...”
Aad Verkade –
Director of the Truck Division at BOVAG (Dutch Vehicle Dealer
today we see in the Netherlands a very good climate for Truck dealers to
innovate and, in this context, at BOVAG we try to support entrepreneurs in their
by providing them with best-in class examples, but also by supporting them with
the training of well-educated and highly skilled workforce. CECRA’s Truck Dealership Field Visits
are exactly in the same wake of what we try to do in our country, therefore we are glad to have
supported the 2nd edition of this successful event, and we look forward to participate
and bring Dutch truck dealers to the future editions to be announced soon! …”