5 minute read
INTERVIEW | p. 4
PURCHASING
NAME: ROLAND ITERBEKE
PURCHASING: BELGIUM
ACHTERGROND: WORKED AS A CATTLE TRANSPORTER FOR VAEX THE LIVESTOCK TRADERS UNTIL 2002.
HEDEN: WHEN HE SOLD HIS BUSINESS, HE STARTED WORKING AS A BUYER FOR VAEX THE TRUCK TRADERS, IN BELGIUM.
T: +32 478970709 E: roland.iterbeke@telenet.be
ROLAND ITERBEKE: 'I never look online.'
How does your working week look?
I buy vehicles in Belgium and bring them to the Netherlands. Mainly trucks and rigids, and the occasional cattle truck. I bring sold vehicles back to the ports of Antwerp, Zeebrugge or northern France. I have a large network consisting of past contacts: cattle dealers, but mostly self-employed transporters. Saturday is therefore the busiest purchasing day for me: during the week, of course, everyone is on the road.
What is specific to trade in Belgium?
Supply and demand do not differ from the Netherlands. But a Belgian generally takes longer to make a decision than a Dutchman. The Dutch are more decisive. One of the nice things about Belgium is that people often settle things at the dinner table or in a pub. In the Netherlands, this is more likely to happen in a business setting, at the office.
What is your purchasing tactic?
I never look online. People call me up, I drive up to the address and check out the vehicle. That's important to me. Any car can look good in a photo. You can simply omit that which you don’t want to show. I see almost all the vehicles I buy in real life. Plus, today's trucks are so sensitive. They give an error message for the slightest thing. I like being there myself to check things like that.
NAME: HENK BRUSSE
PURCHASING: SCANDINAVIA
ACHTERGROND: HAS OVER TWENTY YEARS OF EXPERIENCE AS A BUYER AND SELLER IN SCANDINAVIA.
HEDEN: HE HAS WORKED AS A BUYER FOR VAEX THE TRUCK TRADERS IN DENMARK, SWEDEN AND NORWAY FOR THE PAST TWO YEARS.
T: +31 (0) 682940993 E: henk.brusse@thetrucktraders.nl
How does your working week look?
When I get into my car on Sunday evening, I still have no idea where I am going to buy a vehicle that week. I maintain our contacts in Scandinavia, for which I want to meet people in person. Despite all the possibilities of e-mail and telephone, this is the only way to buy, especially in this day and age. Exclusivity is rare, it's about sitting down with someone at the right time. You really can't afford to ‘come by at some point next week’.
Why do you think people do business with The Truck Traders?
Because they can trust us to pay the right price. And because we handle things quickly and properly after a deal. We pay quickly and arrange shipping down to the last detail. Customs rules are particularly complex in Norway, and consist of several steps. Our Support & Transport team deals with this on a weekly basis and is now an expert in this area. Suppliers like the fact that they can rely on their knowledge and experience.
What is specific to trade in Scandinavia?
You mainly see 3-axle trucks and rigids with a lot of horsepower on the Scandinavian market. Excellent vehicles, with a comprehensive option package. The newer trucks are popular throughout Europe, while older models are finding a new home further afield. Scandinavians are very proper in their dealings: a deal is a deal, without any subsequent complications. They have a businesslike approach: you don't get close very quickly.
OUR MOTTO
We find a way. Especially in these times. A LOOK AT THE MARKET
THE WORLD SEEMINGLY STOOD STILL FOR A BIT, BUT THERE IS LITTLE EVIDENCE OF THAT THESE DAYS. THE ROADS ARE FILLING UP AGAIN, WE ARE SHOPPING MORE THAN EVER AND THE ECONOMY IS RUNNING AT FULL SPEED. THE CONSEQUENCE? MAJOR STAFF SHORTAGES, SCARCITY OF RAW MATERIALS AND MATERIALS AND FAR MORE DEMAND THAN SUPPLY. THE SAME APPLIES WITHIN THE TRUCK INDUSTRY.
Wat What are the immediate effects of this?
Demand for used vehicles is rising because not enough new ones are being manufactured. People are therefore opting for used trucks as an alternative. That can sometimes lead to surprising scenarios. A Scania man suddenly driving away from us in a MAN. Happily, too. Vehicles are sold for prices that we previously never thought possible.
On the other hand, procuring enough vehicles is a challenge, and the prices we pay are unprecedented. In addition, we are not always able to serve our customers at the speed they have come to expect from us, due to long delivery times for cattle trucks and new trucks. We cannot control everything.
We can however control a lot. Our turnover rate is still unprecedentedly high, because we keep a close eye on the market. We have short lines of communication with our customers and suppliers, and quickly pick up on their signals with regard to supply and demand. In addition, years of investing in our contacts are now bearing fruit. Either side wants what’s best for the other. All in all, we sold more trucks last year than ever before.
Our expectation for the future?
The market will turn again. The question is when. We are not the ones to determine that, we are just a small link in the big picture. If a real estate giant in China collapses or someone makes a steering error in the Suez Canal, the world suddenly looks very different. We keep a close eye on the global economy, ride the waves, nurture our contacts and ensure sensible stock management. This is how we live up to our motto: We’ll find a way. Especially in these times.
