The trailer manufacturing industry is defined by two distinct entities; the body builders and the suppliers of all the ancillary equipment that allows the trailer body to be hitched and running safely behind the truck trailer. FleetWatch spoke to André Cilliers of BPW.

To get a check on the pulse of the industry right now, FleetWatch spoke to two leaders in these respective sectors - André Cilliers, managing director of running gear legend, BPW, and Johnny Agema, production manager of specialist aluminium trailer fabricator, ALUTIP.

FleetWatch: Has the economic downturn affected your company?

BPW: Most definitely. With extraheavy truck sales down by 60 percent, trailer sales have taken a huge knock. According to eNatis statistics on new trailer registrations, the number is down by 80 percent since 2007-2008.

ALUTIP: Yes. Anybody who denies it would be lying. We are also experiencing less demand for new trailers handling certain applications. Our sales have dropped by 50 percent.

FW: What are you doing from a marketing perspective to keep turnover buoyant?

BPW: We’ve cut our budgets but strengthened our sales team. Our exports into Africa have helped save the day and our spares side is growing.

ALUTIP: We are constantly looking for alternative work to keep our workforce operational. We are also always busy with new developments and designs. We have to constantly expand our boundaries to keep up with the customers’ demands.

FW: Is securing finance a problem for your customers?

BPW: Once again, this is a universal problem. Banks want as much as a 40 percent deposit on a new trailer and, for many operators, that kind of cash just isn’t available. Smaller manufactures are struggling to survive. There are well-established operations however, that are able to self-finance.

ALUTIP: The credit crunch is an obstacle but we do have mechanisms in place to help arrange finance for our customers.

FW: What trucking applications are keeping the industry busy right now?

BPW: The forestry and tanker sectors are remaining buoyant as are special application trailers like low-beds with multiple steer axles and extendable bodies. Ironically, after the glut of the last couple of years, the tipper market has all but dried up.

ALUTIP: We are still manufacturing our end-tippers to supply our chain and construction markets. The classbeating payload capacity of these models has found a niche market that continues to need new vehicles.

FW: What new materials and technologies are being used to make trailers and ancillary components more efficient and durable [steel, aluminium, coatings etc.]?

BPW: Most operators are looking to save on costs right now so they’re prepared to fit cheaper components and forego on certain trailer technologies like EBS and load sensors. The tanker industry is the exception because it has to comply with strict international Dangerous Goods Transport laws that govern their customers.

ALUTIP: We only specialise in aluminium and therefore are looking for stronger and lighter aluminium alloys to increase our payload. This is not always possible due to some alloys not being weldable. Reducing tare mass is the only way you will survive because it’s all about payload. Technology-wise, we have upgraded our welding method by installing additional robots which ensures improvement on our welding finishing as well as increasing the productivity/ efficiency rate. Our motto is “work smarter, not harder”.

Inside the BPW Eco-Plus axle

FW: Describe your most efficient product to date taking into account durability, resale value and payload efficiency.

BPW: We have launched the Eco-Plus 2 disc brake axle which is light-weight and comes equipped with its own BPW caliper system.

ALUTIP: Our efficiency flagship is an 8x4 15m2 rigiddrawbar combination with a legal payload of 20 tons. There is no truck in its class that can out-perform it, although aluminium is more expensive than a standard Domex bin you save at least two tons per load/trip. You can calculate for yourself how many loads per day, but on average, you will make up the difference in price within seven months of the payback period. We also offer a Matrox lining which is very slippery, ideal for tipping wet sand and plaster sand which is very sticky. Matrox protects the bottom part of tub/bin, increasing the lifespan of the tipper body while enabling a smaller tipping angle to complete the off-load.

Demand for special application trailers like this abnormal load low-bed remains strong

FW: Are fleet operators still looking to push tare mass as low as possible or is the build-strength of the trailer making a comeback as a design consideration?

BPW: I think this depends very much on the nature of the operation and the application. Our cross-border clients do require more buildstrength, but not at too much of a sacrifice to payload. We are also seeing a trend to move from steel suspension to lighter air suspension systems in certain applications like forestry, in order to improve payload efficiency.

ALUTIP: It is a case of both ways. Customers will still push the tare mass as low as possible without us sacrificing the strength of the vehicle. It is very difficult to adhere to both demands but we do strive to include both low tare and strength in the package.

FW: Is trailer refurbishing on the increase given the tough financial climate?

BPW: Most definitely. Our sales of spares have increased dramatically over the last six months.

ALUTIP: Without doubt. I think every transporter is forced to make a mindset change due to the tough financial climate. They don’t have a choice due to the banks’ unwillingness to finance new trailers.

FW: Are customers asking for more technology to be built into the trailer [EBS, anti-roll/stability programs, tracking devices, tyre pressure and load mass monitors etc.]?

BPW: Only in specialized applications. The PBS (Performance-Based Standards) projects currently being conducted by Sappi and Mondi in the forestry industry are a good example. No expense is spared here to push both vehicle safety and payload efficiency.

ALUTIP: Yes. Load mass monitors/sensors are on the agenda due to all the new weigh bridges popping up like mushrooms. Operators simply want to avoid the inconvenience of being parked off at a weigh bridge. As far as the other technologies are concerned, we offer them as standard.

FW: What advice can you give operators right now to help them get the most out of their trailers [safety, payload, service life etc.]?

BPW: Don’t be tempted by a lower purchase price on products. Remember that it’s all about lowest lifecycle cost. As far as components are concerned, monitor wear very closely and only replace when necessary. We see it all too frequently that fleet owners replace parts according to a calendar date, rather than via a thorough inspection of the wear on the part itself.

ALUTIP: Maintain your vehicles diligently and ensure your drivers drive safely. Don’t overload and adhere to your service intervals. Remember, the trailer needs attention and servicing attention as frequently as a truck. The trailer you have now needs to last a long time due to the current economic situation.

Aluminium tankers from Alutip meet stringent design specifications optimising payload legally.

FW: When do you foresee the trucking industry [and the economy in general] making the ‘upturn’?

BPW: We are already seeing signs of improvements in heavy truck sales, although they’re mere spikes on the graph. European markets are showing steady recovery trends and I’m confident that South Africa will follow suit sometime in 2010, if the World Cup doesn’t shut down operations in the same manner the Beijing Olympics did in 2008.

ALUTIP: We are already experiencing a turnaround in this recession. While it may not be significant, we are confident that the end of the hard times is in sight.