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The Success Story Servitization at MAN (Part IV) – Servitization as the Game Changer

Presented by Des Evans

Des Evans, together with Vince Welsh and David Cussans, did not only transform MAN Truck & Bus UK by shifting from selling trucks to selling intelligent transport systems, but also transform the market forever.

While offering their customers technology-based and data-driven solutions to improve fuel utilization, decrease maintenance costs and increase driver effectiveness led to a significantly higher profitability, it was the new customer service culture that allowed the company to take over the leadership in a highly competitive but shrinking market.

In the fourth part of the series Des, Vince and David showcase how the development data-based insights made not only on the operators’ business management as well as MAN’s internal sales and operations more profitable but also the challenges and pitfalls they had to overcome. 

Des Evans, MAN Truck & Bus AG
Des Evans

former CEO, MAN Truck & Bus UK, MAN Truck & Bus AG

Des spent over 40 years in commercial vehicle sales and marketing in the UK, including more than two decades with MAN Truck & Bus UK. He led the development of MAN and its dealer network into a leading player in the market, by transforming the company into one of the country’s leading providers of advanced after sales and fleet management services for the haulage industry.

Centre-pieces of this strategy included the introduction of added-value finance packages for MAN’s UK truck business, online solutions to manage journeys and driver and vehicle performance reporting and training to and improve fuel efficiency and safety.

Through over 40 years of experience in the industry Des has developed a reputation as a service innovator. He has helped change the mind set and operating model of a complex business into those of a solutions provider.

Vince Welsh, MAN Truck & Bus AG
Vince Welsh

former After Sales Director, MAN Truck and Bus UK (retired), MAN Truck & Bus AG

David Cussans

former Chief Operating Officer and Sales and Operations Director, MAN Truck and Bus UK, MAN Truck & Bus AG

David Cussans, currently Regional Executive Director for the South West of Scania UK and Aftersales Director for Scania’s South West region, is a well-known figure in the industry with more than 30 years’ experience gained in a number of high-profile roles. At MAN Truck and Bus UK, David was Chief Operating Officer with responsibility for MAN’s wholly-owned network and the organization’s UK Aftersales Director.