Intertruck has revealed plans to phase out its distribution of Sachs clutches.
The distribution and fleet management outfit was previously supplying a combination of Eaton’s North America-compliant clutches, and Sachs’ European-standard counterparts.
However, following the launch of Eaton-manufactured European-standard clutches in the UAE, Intertruck has entered into an exclusive deal with Eaton.
“Sachs is a big name in this region; it has always been a big name and it has a large market share,” explained Marcel van Eeuwen, chief executive officer of Intertruck Group.
“This is because, other than the original equipment manufacturers (OEMs), there were no alternatives [in terms of European-standard, diaphragm spring clutches]. Now there is, because Eaton has launched its own range of European clutches in the UAE,” he told PMV.
Van Eeuwen revealed that Intertruck has been selling Sachs clutches in the UAE because Eaton did not previously have a European offering. However, following its principal’s move into the diaphragm-spring clutch market, the firm has taken the decision to cut ties with Sachs.
“There was no European clutch programme from Eaton, so we have been supplying Sachs,” commented van Euewen.
“We’re in a market where Sachs enjoys a strong position. It’s easy to sell Sachs [so why change?] Why do we swim against the stream? Because we are convinced about the capabilities of Eaton’s products; that they can match and even outperform those of their competitors.
“In this way, we can give our customers something that is better than anything else out there. Our rivals cannot compete. For Intertruck, this isn’t a leap of faith because we know what Eaton can do. Yes, we have stuck our neck out by changing from Sachs to Eaton, but we are convinced that this is the way forward,” he added.
Intertruck became Eaton’s authorised UAE dealer following a deal signed at Automechanika Dubai 2014. As Eric Zahrai, Eaton’s commercial director for truck and aftermarket in Europe, the Middle East, and Africa (EMEA) explained, he is confident that the manufacturer chose the right partner.
“When we decided to join forces with Intertruck, we did so very carefully,” he explained.
“Eaton does this in all regions of the world. We find what we think are the best partners; those that share our way of working. It’s about being close to the customer and really trying to provide the support and responsiveness that is so critical,” he said.
For the full-length interview with van Euewen and Zahrai, check out the May 2015 issue of PMV Middle East.
