In an environment marked by global economic uncertainty, rising interest rates, and a national fleet with an average age of around 19 years, specialized financing has become a strategic tool to promote the modernization of Mexican road transport.
Manufacturer finance companies have ceased to be merely a credit provider and have become a business partner capable of understanding the operational needs of the sector and designing solutions tailored to each type of carrier, explained Rodrigo Clemente, general manager of Scania Finance Mexico , in an interview with T21.
“Customers use their bank lines of credit to meet operational needs, cash flow, or investments. That’s why, when it comes to acquiring transportation equipment, the manufacturer’s financing plays a fundamental role,” he said.
Unlike traditional banks, branded financial institutions understand the economic cycles of the sector , the seasonality of operations, and the specific characteristics of each customer segment, the executive explained.
It is precisely because of this close relationship that more flexible plans can be developed during periods of volatility, and companies can be supported when they face adverse market conditions. “We experience the same difficulties as our clients. When the sector is doing well, we are doing well; when it faces challenges, we understand them and seek solutions,” Rodrigo Clemente emphasized.
One of the challenges facing the industry, Clemente acknowledged, is to eliminate the perception that the financial area represents a barrier to closing deals.
In this area, Scania Finance is working on an internal transformation aimed at streamlining processes, strengthening digitalization, and offering a more efficient customer experience. The goal is to maintain effective risk management without hindering business opportunities.
“We make our living by approving deals, not rejecting them. If there’s financing, there are sales and growth for everyone,” the executive stated.
Pre-owned vehicles, a strategic priority
One of Scania’s most important announcements was its commitment to the used vehicle market, a segment that Clemente considers essential to sustaining the growth of new vehicle sales.
The finance company works together with Scania Mexico ‘s commercial area to develop specific products that facilitate the acquisition of used units, particularly for small transporters and independent operators looking to start or consolidate their business.
According to the executive, the firm’s knowledge of its clients allows for a more accurate evaluation of financing operations in this segment, which is traditionally more complex for conventional financial institutions.
“Pre-owned vehicles are a priority on our agenda. We want to offer competitive solutions and streamlined processes so that more owner-operators can formally and sustainably join the market,” he said.
Renewing the fleet, the big challenge
One of the main structural problems of Mexican road transport continues to be the high age of the vehicles.
While in other markets renewal occurs more rapidly, in Mexico the average age of the fleet is approaching 19 years, a situation that directly impacts operating costs, efficiency and equipment availability .
Many carriers still perceive renewal as an expense and not as an investment capable of reducing maintenance costs and improving productivity, Rodrigo Clemente inferred.
“We need to demonstrate with numbers that a new vehicle can be more profitable than continuing to allocate resources to units with high repair costs and long periods of downtime,” Clemente recommended.
This proposal is complemented by the comprehensive solution, in which the carrier can concentrate in a single monthly payment the financing of the unit, insurance, allied equipment and even maintenance services.
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