trailer world issue Three 2009

Issue Three 2009 29 En route Others too are banking on progress: “Despite a decline in sales, we are not cutting either our research and development or our sales ac- tivities,” announces Bernard Krone. The technical personnel have their roots in farming to a large extent, and they often have a special role to play: “Our readiness to make changes is not something that is just driv- en by customers, but also by our internal improvement processes,” says Klaus Pöttinger. The workforce submitted more than 4000 suggestions last year. In parallel to this, Pöttinger has made sustained investments in new technologies for production. “Development partnerships such as the system solution comprising an intelligent pick-up trailer and John Deere tractor also offer an effective way of combining expertise and developing overarching solutions,” states the company boss. “Farmers have always got to cultivate their fields, no matter what the economy is doing,” says Josef Fliegl. He sees good potential in trans- port technology in particular. Centralising warehouse facilities in Germany would make transport distances longer. The challenge is to cut the costs per mile. As far as Pöttinger is concerned, it will be particularly important to optimise cooperation between the tractor and the implement in the future, as well as to use mechatronic and computer systems in a targeted way. Electricity and gas. The agricultural tech- nology industry long since ceased simply producing machinery for harvesting and processing foodstuffs. “The energy market is becoming more and more important,” re- veals Stefan Kotte. In recent years, it has be- come apparent that a significant boost is be- ing given to the business by biogas. “Biogas is clearly a growth market,” judges Josef Fliegl and continues that using agricultural prod- ucts for generating energy will also stabilise prices in the agricultural market. In spite of criticisms levelled at monocultures and com- petition for land – the trend towards station- ary biogas plants is continuing unabated. “We are sensing there will be increased demand for components for these plants next year,” states Josef Fliegl. The industry is also be- ing supported by the German government. It has promulgated the Renewable Energies Act (REA) which promotes increasing use of bio- mass; meanwhile the fixed price for electric- ity supplied into the grid guarantees a reliable income for farmers. “Germany is a pioneer in biogas,” boasts Josef Fliegl. The first develop- ments are also underway in the Czech Repub- lic and Italy. Also, the EU accession countries are bringing large land areas into play, offering immense opportunities. (bb) Dr. Stefan Kotte, CEO of Kotte Landtechnik Josef Fliegl jun., CEO of Fliegl Agrartechnik Stefan Oelhafen, Agricul- ture Sales Director at BPW Photos:Knuth,Krone,BPW »German man- ufacturers out in front.« »The East offers potential.« The agricultural technology industry is regarded as stable. However, it has not been left untouched by the economic upheaval. German in- dustrial companies are highly geared for exports, and their markets in Eastern Europe and Russia have nose-dived. “It has mainly been due to thecreditcrunch,althoughthenegativetrendinproducerpriceshasalso been responsible for the fall in sales,” says Stefan Oelhafen from BPW, summarising the situation. Nevertheless: the mood is optimistic. Agri- cultural engineering has been able to out-perform other related sectors: “We don’t have excess capacity like in the commercial vehicle business,” saysStefanOelhafen.AndtheunderlyingmarketfiguresareOK,hecon- tinues.“Themarketwillrecovernoticeablyfromasearlyasthemiddleof next year,” forecasts Dr. Stefan Kotte, the CEO of Kotte Landtechnik. “Eastern Europe in general is an important market,” says Bernard Krone. One and a half years ago, they founded a Russian subsidiary in order to be closer to that market. However, since the credit crunch Eastern European companies have had trouble finding money for investments. “However, the first green shoots of recovery are now visible in terms of financing options,” ob- serves Bernard Krone. Fliegl also has Eastern Eu- rope in its sights. The Bavarian company is already generating 25% of its sales there, with 8% in Rus- sia. “We are expecting demand to pick up again within the next couple of years,” predicts Josef Fliegl, the CEO of Fliegl Agrartechnik. Flexibility – one of the plus points of the ag- ricultural technology business with its plethora of medium-sized firms. It is rare for any of these firms – most of which are family run – to be float- ed on the stock market, which means they are free to play to their strengths. Here, a handshake still counts. The business is characterised by close cus- tomer relationships and high levels of innovation. “The industry has gained strength from past cri- ses,” observes Bernard Krone. As a result, its mem- bers can handle dips in sales, he concludes. For this reason, the agricultural business has al- ways been open to new ideas. Standing still means losing ground – that’s the current watchword. An example: the steering axle. It is still a relative rar- ity in the commercial vehicle sphere, whereas it has long since established itself in the agricultural business on a wide front. “BPW steering axles are a standard feature of our vehicles,” says Stefan Kotte. The technology of the new electrohydraulic MSS steering system from Kotte is, in any case, based entirely on steering axles. And their high quality has enabled them to withstand the crisis. Stefan Kotte also pointed out the ingenious control sys- tem with steering axles that offers real advantages: less fuel consumption, less tyre wear, lower lateral forces and therefore less soil disturbance. »Biogas is a future market.« Bernard Krone, the Managing Partner of Bernard Krone Holding »Greater productiv- ity with high-tech.« Klaus Pöttinger, CEO of Pöttinger »Flexible for the customer.«

trailer world issue Three 2009

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