QUERÉTARO, QRO.- In a trucking operation , the cost of a vehicle goes beyond its purchase price. According to Rafael Gutiérrez, Commercial Development Manager for Scania Mexico , factors such as fuel efficiency , safety, and maintenance are also part of the evaluation that corporate fleets conduct when making decisions.
This view, he explained, is part of the Total Cost of Ownership (TCO) analysis, through which companies consider various elements associated with the operation of vehicles and not just the price of the asset.
It is precisely in this segment where Scania Mexico begins to see signs of recovery during the second half of 2026.
“As we approach the end of the year, we’ve been seeing a market recovery in this segment. Traditionally, it tends to be strongest in the second half of the year, due to budget cuts and other factors,” Gutiérrez noted.
He also explained that this type of fleet usually carries out a comprehensive evaluation before incorporating units, so aspects related to the operation become relevant in the decisions.
“We factor in fuel efficiency, safety, maintenance, and then we make an overall assessment of the product and make decisions based on that,” he explained.
Regarding fuel, the executive mentioned the performance of the Scania Super powertrain as one of the components that the company considers within its total cost of ownership proposal, due to its impact on the profitability of operations.
However, he maintained that the evaluation doesn’t end there. Safety also impacts company profitability and is one of the factors fleets consider when analyzing their vehicles.
Security, part of the operation
During the Tenth Road Safety Congress of the National Association of Private Transport (ANTP) , Gutiérrez emphasized that safety encompasses both the equipment incorporated in the vehicles and the conditions for the operator and their training.
In that regard, he assured that 100% of Scania trucks have the safety systems that the company incorporates into its units, under the premise that this equipment is not considered optional.
“For us, safety is not optional, and 100% of our trucks come equipped with all the systems that will help the operator because we know that it is a fundamental part of the ecosystem and the business,” he stated.
In addition, there is the training of drivers and the maintenance of units through the company’s service network, elements that Gutiérrez linked to the need to keep vehicles available for operation.
“What we need is for the truck to be out on the road and not stuck in the workshops,” he said.
Telemetry is also part of this strategy. According to the executive, generating data allows them to obtain information about operations and leverage the capabilities of the units.
“A product that doesn’t generate data and doesn’t help us improve is difficult to get the most out of,” he said.
The challenge in a market of lower sales
While Scania is seeing a recovery in the corporate fleet segment during the second half of the year, Gutiérrez acknowledged that the industry faces a complex sales scenario.
Given this scenario, he pointed out that one of the challenges for the brand is to continue supporting its customers and strengthening its own service network.
“Today, precisely at a time when perhaps the business itself or the industry is not going through its best moment in terms of sales, we are strengthening ourselves,” he commented.
Gutiérrez indicated that during the last few months Scania has opened more service points as part of this strategy, although during the interview he did not specify the number of openings.
The goal, he explained, is to maintain focus on current operations and have the capacity to respond when new business arises.
“We are ready with a network that can maintain long-term relationships, but above all, when new business comes in, so that our clients can be well taken care of,” he pointed out.
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