| VIEW FROM THE TOP
FLEXIBILITY, INNOVATION SPELL GROWTH IN HEAVYWEIGHT SEGMENTS FLAVIO RIVERA CEO of Daimler Trucks México 72
Q: What is Daimler Trucks México’s strategy to compete
ambulance and firetruck to mobile crane, concrete mixer
in the country’s heavy-vehicle market?
and even racing truck.
A: Our Freightliner brand is the sales leader in Mexico thanks to a strategy based on four elements. First, Daimler
Q: How important are diesel prices for transportation
Trucks México sells trucks that meet client expectations
companies looking to renew their fleets?
and requirements thanks to a comprehensive lineup that
A: Following the price increases between 2013 and 2019,
includes everything from medium-sized to large trucks in
diesel now accounts for around 57 percent of the total
both cab-over and long-nosed body styles.
cost of operations of a cargo truck. With this in mind, Daimler Trucks prioritizes reduced fuel consumption and
The second element is the work we do with our dealership
increased uptime to reduce total cost of operations.
network. We have a professional and strongly customeroriented dealership network of 87 sales points that have
New technologies are allowing us to extend the interval
helped us build our presence in the truck market since
between shop visits and reduce the number of times our
our arrival to Mexico in 1994. Third, we have the support
trucks require line maintenance per year. For instance, the
of a strong financial branch. Daimler Financial Services
Freightliner Cascadia is designed to deliver an average
de México has helped Daimler Trucks cater to the heavy-
30 percent longer interval between shop visits, which
vehicle segment by offering clients the financing products
effectively reduces truck downtime and translates to
they need to acquire our vehicles. The last element is a
financial benefits for operators.
strong workforce that stands out for its in-depth industry knowledge, which helps the company adapt to clients’
Q: How important are Mexican suppliers for Daimler
needs and requirements.
Trucks México’s local assembly operations? A: To measure the quality of our Freightliner trucks we
Q: What advantages can cab-over trucks offer over
must consider not only our assembly plant but also our
conventional long-nosed units?
suppliers’ manufacturing facilities. We are convinced of
A: Directly comparing both configurations is not a great
the quality that North American suppliers can deliver and
idea. While there is a slight overlap in some applications,
Mexico has a significant share in our regional content.
these body styles have unique characteristics that make
Daimler Trucks México is constantly looking for new
each type more suitable for certain applications. Rather
opportunities to grow its local supplier base. We organize
than betting on one or the other, Daimler Trucks focuses on
annual fairs to meet potential Mexican suppliers and
reducing the total cost of operations of Freightliner trucks
remain close to our current partners. Daimler Trucks’
on both its cab-over and conventional configurations. This
Saltillo plant has a specific space for suppliers to set up
entails reducing emissions and increasing fuel-efficiency
shop and produce the components that we need.
and uptimes. Q: What new opportunities can USMCA create for Daimler Q: What is Daimler Trucks’ key differentiator in
Trucks in Mexico?
the market?
A: Daimler Trucks is ready to adapt to the new rules of
A: Rather than just selling heavy vehicles, Daimler
origin established in USMCA. While the agreement will
Trucks accompanies its customers as a business partner
have a positive impact on the industry, we need to remain
that develops flexible products adapted to the client’s
flexible and adapt to the industry’s new needs and carry
transportation needs. For instance, the Freightliner M2
on our operations. Daimler is a German company but it
truck can be assembled in 600 different configurations
has a strong worldwide presence. There is no country
for specific applications, including everything from
where Daimler does not have a commercial relationship
