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“We have to make different adjustments to each country, taking their applications, regulations and needs into consideration to provide them the right solutions. For instance, Malaysia is a right-hand drive country; we have to make adjustments to the placement of the driving seat, and the diesel fuel in Malaysia is Euro 2 compliant, which we have to provide products that are compatible. Thus, we have to adapt to the local needs and requirements of the different market that we operate as well as try to increase the local content in our products.”
Price, Kuchta pointed out, was the main challenge for MAN in Asia Pacif- ic. “The majority of markets in Asia is still very price sensitive. To counter this challenge, our strategy is to focus strongly on Total Cost of Owner- ship (TCO). It is a method of cost calculation that takes into account all expenses incurred during your ownership of a bus. MAN’s TCO-optimiser is a quick and simple tool to help our customers calculate their operating costs for every bus easily and reliably. They will then understand that MAN always strives to provide the best TCO for our customers.”
To grow in this region, he said MAN needed to keep its product line at- tractive with premium quality and having the right safety features as well as work closely with body builders. “Apart from that, we need to support our staff and continue to invest in those countries that we operate.”
According to Kuchta, 60 per cent of the company’s total sales in Europe were for the complete bus, while outside of Europe, the chassis busi- ness with partners accounted for 70 per cent.
For this year, he expected to sell 6,000 buses and coaches, and Lion’sCity was the company’s best seller. He was expecting a growth of 10 to 15 per cent for 2016, mainly from long haul coaches, especially in Germany and France. “In particular the double-decker bus. We can see that the enthusiasm for this segment is on the rise and the sales in Europe will be growing to more than 300 vehicles. We are doing really well with the Skyliner in this segment. In addition, our hybrid bus is well accepted in Sweden and Norway. Earlier this year, we delivered a big order of hybrid and gas buses to Paris.”
Commenting on the trend to come in the next 5 years, Kuchta said e- mobility would be the future trend. He believed that electric bus would lead the future and by 2030, electric bus would account for 69 per cent of sales in Europe.
“With our Lion's City Hybrid, MAN has a tried and tested, reliable pure electric drive in the market for many years. Our engineers are now work- ing at full speed on a completely zero-emission battery-powered bus. In Busworld 2017 at Kortrijk, we will be presenting a pre-series battery bus (BEV) to the public.”
Apart from electric buses, he said another interesting development was the driverless bus that had been put to running tests on actual streets.
16 truck & bus news 2015/6
战。“大部分的亚洲市场对于价格仍然非常 敏感。为了应付这个挑战,我们的策略是聚 焦于总体拥有成本(TCO)。它是个成本计算 方法,将巴士整个生命周期内的各种费用考 虑在内。曼的总体拥有成本收益宝是个快速 和简单的工具,能够简单且可靠地协助客户 计算他们每一辆巴士的营运成本。客户也将 因此了解曼总是努力为客户提供最佳的总体 拥有成本。”
要在这个区域里增长,他说曼的产品线必须保
持吸引力,也就是优质品质和拥有合适的安全
特点,以及与车身制造商密切合作。“除此之
外,我们必须支援我们的员工,在我们营运的
国家中继续投资。”
据他指出,欧洲占了该公司整体销售的60%, 而且都是完整巴士。欧洲以外,与伙伴合作的 底盘生意则高达70%。
今年,他预期将销售6,000辆巴士和游览 车,而Lion’s City是该公司最畅销的系 列。他预期2016年的销售量将增长10至15%, 主要来自德国和法国的长途游览车。“特别是 双层巴士。我们能够看到来自这个领域的不断 增长的需求,欧洲的销售将增长超过300辆。 我们的Skyliner在这个领域的表现相当好。此 外,我们的混合动力巴士在瑞典和挪威广受欢 迎。今年年初,我们完成了一个巴黎大订单的 混合动力和天然气巴士交付。”
谈到未来5年的趋势,库赫达塔说是电动移动 性(E-Mobility)将是未来的趋势。他深信电 动巴士将主导未来,到了2030年,电动巴士将 占欧洲巴士销售量的69%。
“我们的Lion’s City 混合动力巴士,是经 过曼测试,在市场多年的可靠的纯电驱动巴 士。我们的工程师如今正在全速开发零排放的 电池巴士。我们将通过2017世界客车博览会, 将电池巴士试模呈现给公众。
除了电动车,他说另一个有趣的发展是已经在
真正的街道上进行行驶测试的无司机巴士。