A major player is behind the market entry with heavy Ford trucks in Germany: Ford Otosan is the largest automotive manufacturer in Turkey. The company employs more than 30,000 people at five production sites. Dave Johnston, Deputy General Manager of the manufacturer Ford Otosan, presented the company's strategy. "We want to continue our expansion in Europe by entering the German market." Ford is currently represented with heavy trucks in 45 countries. Within the next few years, the number is to be increased to 55 countries. "Germany plays a very special role for us, it is a key market. We are proud to be gaining a foothold in the largest market for heavy commercial vehicles in Europe." The new F-Max tractor unit has been highly praised for its technology, design and performance. "This has encouraged us to accelerate our growth plans," said the manager. The F-Max is the successor model to the well-known Ford Cargo. The vehicle, which won the Truck of the Year award in 2019, is intended to mark Ford's entry into the German market for heavy-duty trucks.

Long-term partnership as a basis

Johnston expressed his full confidence in F-Trucks Germany, a subsidiary of the Stegmaier Group. The business relationship between Stegmaier and the manufacturer goes back decades: the founder of the group of companies, Hermann Stegmaier I, concluded a trade agreement with Ford in 1930 that is still valid today.

Ford's heavy-duty trucks in Germany will start with the F-Max tractor unit. Further models, also from the construction sector, are to follow in the coming years. Important selling points with which the F-Max should score points include comfortable equipment for the driver and the total cost of ownership. There has already been a lot of positive feedback from test drivers who have already been able to test the F-Max. In addition, a powerful presence in aftersales, a strong Ford brand, financing solutions and new services with added value for customers should be convincing.

Already 21 partner bases

To date, there are 21 F-Trucks partner bases across Germany. By the end of next year, there should be 60 bases in the network. Several Ford contract partners have joined forces in the Fleet Mobility Concept (FMC) network. Customers can rent commercial vehicles and special vehicles from any FMC location.

How is the market entry for F-Trucks in Germany shaping up? Where will the journey take us in the coming years? materialfluss spoke to Alex Kröper, Managing Director and shareholder at F-Trucks Germany.

materialfluss: Mr. Kröper, what do you think are the most difficult hurdles for the market entry of F-Trucks in Germany?

Alex Kröper: The number one hurdle is, of course, that we have two major brands in Germany that also produce here in the country, and there are already seven established brands on the German market. As the eighth brand with a new product that is unknown in Germany, we have to work out our unique selling point and show customers that we have a good vehicle, as well as further expanding our service network.

mfl: Where do you expect F-Trucks to be in Germany in 2025 in terms of market share?

Kröper: We want to grow sustainably and well, together with our partners and workshops. That is why we are aiming for a market share of between three and five percent for the time being.

mfl: The Fleet Mobility Concept (FMC) you mentioned is designed to offer customers great added value. Can you briefly explain this to us again in one or two sentences?

Kröper: The customer's mobility is our top priority. That's why we give them a mobility promise: If a vehicle breaks down that we cannot repair within an hour, we offer the FMC customer a replacement vehicle.

mfl: For which other models in long-distance transport and the delivery sector is the market launch in Germany already planned?

Kröper: We are already represented on the German long-distance market with the F-Max, an internationally proven product. We expect to launch the Road Series Roadline in Germany in two to three years, in 2024, by which time we will be able to offer the same range as our competitors.

The article appeared in materialfluss 11-21/21.