欧州の車両購入動向：2006年

Abstract

Over 100 interviews provides you the

primary information you need to identify...

• How do f leet dynamics alter by size, - How do f leet dynamics alter by size, age and geogrraphy?
• What key criteria do fleet operators select marques on?
• How often does a single leading marque dominate a fleet?
• Whatt makes Merrcedes Benz ffiirrstt choiice fforr iitts userrs?
• For which manufacturer is service offering a KSP?
• What changes would fleet operators most like to see in 2006?

Last year was a challenging year for the road transport industry with margins being continually squeezed. Increasing insurance premiums, road congestion, driver shortages, customer price sensitivity and of course, the rocketing fuel price, all taking their toll.

What better source of information on your market, competitors and customers than the actual people who spend their time, day-to-day ensuring the success of the road transport sector. Gain first hand insight from Transport Directors, Transport Planners, Fleet Managers, Transport Managers, Fleet Engineers and Logistics Managers.

This report, based on primary interviews with senior personnel within the road transport industry provides you an insight into the sector that is unavailable from any other source.

Vehicle manufacturers: What are the factors that will persuade customers to acquire your marque as opposed to your competitors? What share of transport budgets are allocated to vehicle acquisition? What are your target audience's requirements in terms of benefit versus cost? Need to benchmark your proposition against your competitors' offering or your customers' requirements?

Transport Operators: How do you retain your drivers? Why are your competitors selecting different marques? How does marque selection vary by fleet size and vehicle age? Do the strategies of the leading vehicle manufacturers fit with your future requirements?

Whether you are a Vehicle Manufacturer, a Fleet Manager, a Retailer or a Third Party Transport Provider, this report will assist you in making the critical commercial decisions that will ensure your success throughout 2006 and beyond.

Table of Contents

Chapter 1 Executive Summary

1.1 Introduction 1.2 Methodology 1.3 New Vehicle Registrations 1.4 Operational Characteristics 1.5 Fleet Selection Criteria 1.6 Fleet Analysis by Marque 1.7 Manufacturer Profiles 1.8 Conclusion and Future Trends Figure 1.1: Key 2006 investment areas

Chapter 2 Introduction

2.1 Methodology Figure 2.1: Sample Analytiqa Data Table 2.1: Geographical Scope of Companies' Operations Table 2.2: Operating Sector of Transport Companies Figure 2.2: Operating Sector of Transport Companies 2.2. Research Aims Fleet Acquisitions in European Road Transport

Chapter 3 New Vehicle registrations

3.1 Introduction 3.2 European New Vehicle Registration Data, by Country Market size for vehicles over 3.5 tonnes Figure 3.1: European new vehicle registrations (CVs over 3.5 tonnes) by country, 2003 - 2005 Figure 3.2: Percentage of European new vehicle registrations by country, 2003 - 2005 Figure 3.3: Monthly new vehicle registrations 2003 - 2005 Figure 3.4: Cumulative new vehicle registrations by country, 2005 Market size for vehicles over 16 tonnes Figure 3.5: European new vehicle registrations (CVs over 16 tonnes) by country, 2003 - 2005 Figure 3.6: Percentage of European new vehicle registrations by country, 2003 - 2005 Figure 3.7: Monthly new vehicle registrations 2003 -2005 Figure 3.8: Cumulative new vehicle registrations by country, 2005 3.3 European New Vehicle Registration Data, by marque Figure 3.9: New vehicle registrations (CVs over 3.5 tonnes) by marque, 2003 - 2005 Figure 3.10: Cumulative new vehicle registrations in Western Europe by vehicle marque, 2005 Figure 3.11: Monthly new vehicle registrations in Western Europe by group, 2003 - 2005 Figure 3.12: New vehicle registrations (CVs over 16 tonnes) by marque, 2003 - 2005 Figure 3.13: Cumulative new vehicle registrations in Western Europe by vehicle marque, 2005 Figure 3.14: Monthly new vehicle registrations in Western Europe by group, 2003 - 2005

Chapter 4 Operational characteristics

4.1 Introduction 4.2 Fleet Size and Operational Scope Figure 4.1: Average age of vehicle fleets across Europe Table 4.1: Most European vehicle fleets are less than three years old Figure 4.2: Breakdown of fleet sizes according to % respondents Table 4.2: 54.1% of respondents' fleets have between 50 and 200 vehicles

Figure 4.3: The correlation between fleet size and fleet age Table 4.3: The smaller the fleet, the older the tractors 4.3 Financial pressures and aging fleets Figure 4.4: The relationship between fleet age and operational scope Table 4.4: Single country fleets contain the oldest vehicles Figure 4.5: The breakdown of fleet ages according to geographical operating scope Table 4.5: Pan European operators are more likely to run fleets less than three years old Figure 4.6: The perceived impact of vehicle cost on operations Table 4.6: Over half of respondents cite vehicle cost as of low importance Chapter 5 Fleet Selection Criteria by Marque

5.1 Introduction

Figure 5.1: Key criteria on which fleet operators select marques Table 5.1: Price is most important selection vehicle selection criteria 5.2 DAF Figure 5.2: Key selection criteria of respondents whose fleets are dominated by DAF Table 5.2: Experience and reliability key decision factors for DAF 5.3 Iveco Figure 5.3: Key selection criteria of respondents whose fleets are dominated by Iveco Table 5.3: Multi criteria including lease and fuel consumption drive Iveco selection 5.4 MAN Figure 5.4: Key selection criteria of respondents whose fleets are dominated by MAN Table 5.4: Key MAN order winners include reliability and technical specifications 5.5 Mercedes Benz Figure 5.5: Key selection criteria of respondents whose fleets are dominated by Mercedes Benz Table 5.5: Performance, fuel consumption and client needs make Mercedes Benz first choice 5.6 Renault Figure 5.6: Key selection criteria of respondents whose fleets are dominated by Renault Table 5.6: The tried and tested option makes users pick Renault time and again 5.7 Scania Figure 5.7: Key selection criteria of respondents whose fleets are dominated by Scania Table 5.7: Reliability is Scania's key strength, according to its customers 5.8 Volvo Figure 5.8: Key selection criteria of respondents whose fleets are dominated by Volvo Table 5.8: Technically speaking, ten out of ten for Volvo

Chapter 6 Fleet Analysis by Marque

6.1 Introduction Figure 6.1: Volvo edges European market leadership Table 6.1: G7 dominate European market 6.2 Purchasing Strategies - to leverage volumes or spread the risk? Figure 6.2: How often does a single leading marque dominate a fleet? Table 6.2: Volvo most likely to be the dominant single marque Table 6.3: Fleets most commonly run two or three different marques Figure 6.3: Nearly a sixth of fleets use significant number of four different marques Figure 6.4: Average age (years) of fleet by marque Table 6.4: Ivecos oldest fleets on the road 6.3 Winners and losers in the battle for market dominance Figure 6.5: Presence of leading marques in pan-European operations Table 6.5: Mercedes Benz: the most dominant marque in pan-European scale operations Figure 6.6: Presence of leading marques in single country and regional scale operations Table 6.6: Volvo and Scania neck and neck in single country and regionally operating fleets Figure 6.7: The most dominant marques in the Chemical sector Table 6.7: Mercedes Benz out ahead in the Chemical sector 6.4 Vehicle pricing policy implications Figure 6.8: How much does vehicle price affect fleet operations? Table 6.8: Iveco users least concerned about price impacts Figure 6.9: What is the most common vehicle replacement cycle? Table 6.9: MAN made to hold out for longer

Chapter 7 Manufacturer Profiles

7.1 DAF 7.1.1 Overview 7.1.2 Financials Table 7.1.1: PACCAR Revenues, 2003 - 2004 7.1.3 Strategy 7.1.4 News

7.2 Iveco 7.2.1 Overview 7.2.2 Financials Table 7.2.1: Iveco Key Financials, 2002 - 2004 Table: 7.2.2: Iveco group workforce, 2001 - 2004 7.2.3 Strategy 7.2.4 News

7.3 MAN 7.3.1 Overview 7.3.2 Financials Table 7.3.1: MAN Key Financials, 2003 - 2004 Table 7.3.2: MAN Key Financials, Commercial Vehicles, 2003 - 2004 Table 7.3.3: MAN Key Financials, Diesel Engines, 2003 - 2004 7.3.3 Strategy 7.3.4 News

7.4 Mercedes Benz 7.4.1 Overview 7.4.2 Financials Table 7.4.1: DaimlerChrysler Key Financials, 2002 - 2004 Table 7.4.2: DaimlerChrysler group workforce, 2001 - 2004 Table 7.4.3: DaimlerChrysler revenues by division, 2003 - 2004 Table 7.4.4: DaimlerChrysler revenues by geography, 2002 -2004 Table 7.4.5: DaimlerChrysler units produced, 2003 -2004 7.4.3 Strategy 7.4.4 News

7.5 Renault 7.5.1 Overview 7.5.2 Financials Table 7.5.1: Revenues by business division, 2001 - 2004 Table 7.5.2: Revenues by geographical areas, 2001 - 2004 Table 7.5.3: Renault group production worldwide by category, 2001 - 2004, in units Table 7.5.4:Renault groups sales worldwide, 2001 - 2004, in units Table 7.5.5: Group workforce, 2001 - 2004 7.5.3 Strategy 7.5.4 News

7.6 Scania 7.6.1 Overview 7.6.2 Financials Table 7.6.1: Deliveries, 2002 - 2004, units delivered Table 7.6.2: Sales revenue, 2002 - 2004 Table 7.6.3: Sales Revenue in Scania's top 10 markets, 2003 -2004 7.6.3 Strategy 7.6.4 News

7.7 Volvo 7.7.1 Overview 7.7.2 Financials Table 7.7.1: Volvo net sales by geographical segment, 2002 - 2004 Table 7.7.2: Volvo employees, 2002 - 2004 Table 7.7.3: Volvo Net Sales by Business area, 2002 - 2004 Table 7.7.4: Key Financials, 2002 - 2004 7.7.3 Strategy 7.7.4 News

Chapter 8 Conclusion and Future Developments

8.1 Introduction 8.2 Vehicle Manufacturer Strategies 8.3 Market Growth 8.3.1 Germany 8.3.2 France 8.3.3 United Kingdom 8.3.4 Italy 8.3.5 Spain 8.4 Fleet Operator Investment Plans Figure 8.1: Key 2006 investment areas 8.5 Future Threats and Opportunities in European Road Transport Figure 8.2: The most important external changes fleet operators would like to see in 2006

Chapter 9 Appendix