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25 AutoData | September 2018 More than the vehicles themselves, the newgeneration bringswith it a huge change in Scania’s commercial operations in Brazil. Munhoz explains: “We have developed a computerized system that fully analyzes the customers’ operation data indicating which is the ideal vehicle for their demand, the motorization, the implement and se- veral other parameters. Those who attend the customer in the dealership will leave aside the profile of a pastry salesperson to become a business consultant”. This new sales system will come into operation in November - the chain is under training at the moment, only then the sa- les of new trucks will be able to start. And the vehicles will be delivered only from February 2019. The idea represents the search formore profitable businesses, such as the offer of maintenance services and fleet connecti- vity. The commercial director explains that “the qualified sale gives us some freedom to escape the anxiety for large-volume results and the price war. Our focus is not on that”. Aside from the launch, Scania has in its account the increase of the volume re- garding connected vehicles and business opportunities involving services regarding this scenario: in the last two years, all mo- dels have left the factory with connection devices and recently themanufacturer has promoted suitability for its older models. Thiswill add 60 thousand trucks connected to its base until December. SBC AND TUCUMÁN To receive the new truck family, only the productive units received R$ 400 million: the São Bernardo do Campo factory, in SP, had the installation of newareas of painting, cabin welding and industrial equipment, while theTucumán unit, inArgentina, recei- vedmachinery to produce the components of the gear box that equip the new family of trucks. And the supply chain was reinforced by fourteen companies that served Scania only in Europe until then. The negotiations for the placement had the participation of the headquarters, in Sweden. Disclousure/Scania S cania has launched a new line of NGR trucks in Brazil, replacing the current PGR, which consumed R$ 1.5 billion from its total contribution of R$ 2.6 billion for the period 2016-2020. The trucks received severalmechanical and designmodifications in search of redu- cing fuel consumption: the total economy promised is up to 12%. The design of the new cabins was de- veloped in partnership with Porsche - the trucks’ aerodynamics was tested in the Europe’s largest wind tunnel. From the cur- rent line P, G and R, has the offer of seven versions. In the NGR it will start being 19 combinations, with the addition of the XT and S versions (top-of-the-line) with flat floor and side airbag. Regarding the engines, newpower and fuel types: 7, 9, 11 and 13 liters in eleven power ranges, from 220 to 620 horsepo- wer, including the global launch of the 540 hp. There are three available versions po- wered by CNG/Biomethane and two by bioethanol. The truckswere subjected to onemillion kilometers in tests to adapt them to the LatinAmerica conditions - themodelswere launched in Europe two years ago. “They are mature vehicles for the European ma- rket, which demands less from the trucks in terms of wear. The market in our region is formed bymore severe applications, and this required modifications in the chassis and suspension, in a way that the range got more robust.” tembro 2018