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trailer world Issue Two 2013

Four entrepreneurs from four countries explain where they see their future and that of their home country and what opportunities Europe has on offer for them.

18      Issue Two 2013 Chances and Potent Dr.-Ing. Arnaldo Ghilardi is confident: “If we take a look at the past seven or eight years, we find that we are the Euro- pean market leader in the area of animal transportation,” he says. The Italian special- ist for trailers sold around 380 units in 2012. “That is as many as before the world-wide economic and financial crisis”, he puts into perspective and adds “and that with a 20 per cent reduction in personnel”. Of course, the company today is more efficient than before the crisis. Ghilardi thinks that the Scandinavian market is good for “a few more units”. “Or also Greece, which, in 2012, was completely closed to our market”, he stresses. However, huge improve- ments cannot be expected anymore. “The Euro- peanmarketismoreorlesssaturated”,hethinks. Ghilardi estimates the European market for animal transport trailers to be 700-800 units. This is a “very very small market seg- ment when compared with the market for trailers for general cargo”. To identify poten- tial growth incentives, he looks further than the borders of Europe and strikes gold in the Middle and Far East: “The Middle East can be served from Italy. We will require joint ven- tures for the Far East”, he thinks. “The best solution would be someone who also produc- es and sells locally.” CarrozzeriaPezzaiolihasbeenonthemarket since 1974 and, according to their own state- ment, was “the first European animal trailer factory.” For 2013, Ghilardi announced, “We will be on the same level as in 2012.” And it will remain this way for the next ten years.” »We receive many customer requests from the neighbouring European countries, but in the end, it is very difficult to get the contract. This is not because someone else got it, but because the customer does not have the funds to make the investments in the end. Today, everywhere in Europe the main problem is to get money.« Dr. Ing. Arnaldo Ghilardi, Technical Director, Carrozzeria Pezzaioli S.r.l. Italy A lot will depend on your own power of innovation in order to generate further growth in Europe. Four entrepreneurs report how it can also be an advantage to target niche markets. Survey

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