Linde Material Handling on track for future success

This year and next, Linde Material Handling (MH) will deliver a total of 150 industrial trucks to the automotive manufacturer Renault. "We are pleased to have received such a large order. It was won by our Moroccan distribution partner SRM and also includes full service for the electric trucks and those with internal combustion engines, as well as reach stackers and trailers", said Christophe Lautray, Sales Director at Linde, during a press conference at the start of February.

"But the project in Tangier is just one example of our company's growing international business", he added. As a premium solutions provider and Europe's largest industrial truck manufacturer, the company is aiming to grow further. Whilst the company continues to concentrate on its core market, Western Europe, it is also focusing on growth regions such as Eastern and South Eastern Europe, Asia, South America and markets in Africa and North America. "We want to use the global upturn as a platform for convincing new customers about the performance of our products and the advisory and service capabilities of our sales network", commented Mr Lautray when describing Linde's overarching strategy. According to Linde, its aim is to generate sustainable growth from economical products and the efficient use of resources. "From an organisational perspective", Mr Lautray continued, "restructuring the sales department into nine regions and four business areas (new trucks, customer service, key accounts and used trucks) has set the stage for further growth. Meanwhile, the IT infrastructure has grown to encompass a network of 20 countries speaking 17 different languages." He went on to say that, at the same time, Linde MH continues to invest in process improvements and is working to strengthen the organisation of its network. "Our customers should be able to access a premium sales network that offers premium solutions, wherever they are in the world. In order to achieve this, we will strengthen our sales teams in growth regions and systematically improve the qualifications of sales staff and consult-ants through Internet-based training and other programmes", Mr Lautray said.