In the less glamorous side of the industry – the trucking business – a few extra hurdles have to be overcome. Finding people with the right skill set who can envisage a career in the trucking retail side is one, says Lad le Roux (main photo), Dealer Principal at Supergroup’s FAW Roodepoort dealership.

Dealerfloor had a chat with him about the relatively new dealership where he became the DP a couple of months ago. A dealership that is flourishing notwithstanding the obstacles in the industry today.

“At FAW Roodepoort we went from selling a handful of trucks a month to currently retailing between 15 and 20 units. Our business retailed 28 FAW Trucks in September and 15 Trucks in October. It takes dedication and a deep understanding of the trucking business in its totality to keep a dealership on a growing trajectory. Selling trucks is different to selling passenger cars, Lad, who has 27 years’ experience under the belt, tells us.

Talking about his experience. Lad’s Dad, Wouter le Roux, owned the Mercedes-Benz passenger car and truck dealership in Harrismith many years ago. “I used to work at the dealership during school holidays and even sold a few vehicles for extra money. There was no such thing as idle time,” Lad says.

Lad started his career in the vehicle trade shortly after leaving school. He obtained his early experience as a Truck Sales Cadet and moved into commercial vehicle sales quickly thereafter with the Barlow Group’s / Natal Motor Industries Organisation. Lad studied after hours to graduate with a diploma in marketing and business management through the Institute of Marketing Management.

“Our dealership housed another truck brand previously and about 18 months ago it was turned into an FAW dealership here in Roodepoort. The Chinese brand, which is also assembled in South Africa, gained tremendous popularity over the last three decades, and we are proud to be the Number One truck manufacturer in the country for the last couple months.

“Over the years, FAW has listened to its customers and adapted the product to fit the rugged local conditions and individual needs of businesses. The success of the brand pushed FAW to the top spot on the South African sales charts.

“In the truck business, the cost of ownership is at the centre when deciding to buy a heavy commercial vehicle. Low maintenance and running costs, good fuel consumption and first-class after-sales service are what’s in the mind of any truck operator or owner. FAW, as well as our dealership here in Roodepoort, delivers exactly on that,” he says.

Lad tells Dealerfloor that they cater to both small companies and large fleet operators with complex logistic and transport systems. “Selling a truck means you have to go out to potential customers, understand their business and showcase your product and dealership.

“You have to deal with a variety of people, from individual business owners to various decision makers in large companies. Building lasting relationships and trust is key here. You need a comprehensive understanding of what the product has to offer and the benefit of dealing with your dealership from both a sales and aftermarket perspective.”

Lad concludes with an important message: “If you have the necessary skill set either in selling or on the technical side, the retail truck business in South Africa has the opportunities. There are also opportunities to obtain the skill set through various institutions. It is important not to forget that the automotive industry is highly incentive driven, making it a very good career choice.

“And lastly, it also presents you the opportunity to see the world. I was privileged to visit, among others, the Mercedes-Benz factory in Sindelfingen, Germany, and go on to watch the Rugby World Cup in Australia in 2003. All because of opportunities in the commercial vehicle space in South Africa.”