trailer world issue Two 2008

Responsibility Issue Two 2008 17 That the development of BPW’s new ECO Disc trailer disc brake is in full swing is something we of course already knew be- forehand, but it wasn’t until the training session here at headquarters in Wiehl that we got to learn precisely what BPW has come up with in terms of this innovation. The exhibited ECO Disc aroused a lot of interest among all those taking part in the training session. This was our ﬁrst op- portunity to have a closer look at the new brake, and, having previously only seen it from the outside, get to know and under- stand the inner structure and workings. »The most im- portant event for us this year is the IAA in Hanover.« The ECO Disc oﬀers a wealth of advan- tages: for example its impressive saving in terms of weight. And the product is, of course, ‘100 per cent BPW’ where quality and ease of servicing is important as well. The training session on the ECO Disc was professionally conducted, and it was very interesting to exchange views and experi- ences with our colleagues, especially those from other countries. I now feel fully prepared for what is our most important event this year – the IAA show in Hanover – and I’m already looking forward to conducting the ﬁrst talks on the BPW ECO Disc and introducing our stand visitors to the latest BPW innovations.” Nina Hannes, member of the sales de- partment at BPW headquarters in Wiehl At the training session in Wiehl you could literally feel the enthusiasm that has spread throughout the company during these past few months. BPW’s production of its own disc brake is a big step forward and great for our customers! We had little information before the training, and we couldn’t wait to ﬁnd out what makes this product so special. Of importance from the customers’ point of view is that it’s service- friendly and requires as little maintenance as possible, and we certainly won’t be dis- appointing them in this respect. There are a couple of special factors to be taken ac- count of in Denmark. Our climate is diﬀer- ent to that of Spain or Greece: our winter is very cold, and the salt spread on the roads during this period is not exactly the best “lubricant” for a brake. »Our climate is different to that of Spain or Greece« Apart from that, Denmark is a land where leasing predominates. The majority of trail- ers are obtained from large leasing compa- nies, and need versatile axles and brakes to enable various diﬀerent truck-trailer com- binations. Drum brakes have been the sys- tem of choice until now. Danish customers are always a bit hesitant at ﬁrst where new technologies are concerned, and this calls for a lot of persuasive eﬀort on our part. And we’re well equipped to do just that, because we’re well informed right from the start. Our service workshops too are be- ing given sound training – after all, they are often the ﬁrst point of contact. There is a lot of interest among the customers. And a lot of trust and conﬁdence in BPW. They know that each and every new prod- uct brought to market by this company has a wealth of experience and development work behind it.” Erik Graversen, managing director of Danish BPW subsidiary Transport- Teknik A/S We held the ﬁrst sales talks with cus- tomers in early August. Together with a BPW colleague from Germany we drove to visit the major ﬂeets here in Swe- den. Given that 60 percent of the brake systems we sell here are of the disc type, the ECO Disc is going to be a leading topic. Sweden’s technical inspectorate lays down strict requirements in terms of balanced braking forces. Disc brakes have a pro- nounced advantage in this respect. Apart from this, the Swedes always want the very latest in technology. Everyone at the train- ing session in Wiehl was curious about the new product, me too. All we knew be- forehand was what the brake looked like from the outside. We were then shown the unit’s inner structure in its entirety, which I found very helpful. Trucks are my life, and my interest in motor vehicles doesn’t start until past the 26 metric tons mark. »The Swedes always want the very latest in technology.« “My father was a truck driver, as were his brothers too. In my private life I have a 16-metre Scania, built in 1964, and I drive it around myself from time to time. Here in Sweden, but also in Norway and Finland as well, the roads are very poor, so it is very important to our customers that the brakes are well sealed so that no dirt can get in. And that’s precisely what we can oﬀer with this new disc brake. BPW has a very large market share in Sweden, and the ECO Disc gives us the opportunity to expand it even further and consolidate our position at the head of the ﬁeld. We as market lead- ers can’t ever aﬀord to sleep where techni- cal innovation is concerned. With our new disc brake we are showing everyone that we are wide awake.“ Stefan Bengtsson, sales manager with Swedish BPW subsidiary Fordonsmateriel AB

trailer world issue Two 2008

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