Pneus para Commercial Specialty Vehicles

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From Selling Tires to Selling Value

Enno Straten

The Commercial Specialty Tires (CST) business is strongly focusing on its end customers, trying to proactively predict customer pain points and provide solutions which meet those needs. By shifting its mindset from single-product offerings to comprehensive solutions, CST has simultaneously embraced the trend towards digitalization.

In 2016, CST made a clear decision to factory-fit all radial Earthmover tires with Continental tire sensors. The tough conditions for underground mining – minimal light, difficult surfaces, and tight spaces for manually fitting a tire sensor onto a tire – made the earthmoving segment the optimal application for such a pilot test. The pre-mounted sensors, which constantly monitor inflation pressure and temperature of the tire, help to increase efficiency by reducing tire-related breakdowns and vehicle downtime. Success with the Earthmover tires has convinced CST to offer additional applications with factory-fitted tires sensors in the future. For instance, Continental recently announced its cooperation with MOL, a Belgian specialist for port tow tractors and trailer solutions. Since February 2017, these vehicles can be equipped with intelligent Continental TractorMaster tires.

In another step to bring Continental closer to its customers, CST has further expanded its workforce with four newly-created field engineer positions which will support business in the Americas and EMEA. “Our main focus remains on the customer: We want to provide customized, high-quality products and services in all segments,” explains Enno Straten, head of Commercial Specialty Tires. “Of course, the needs of our customers vary greatly based on the region, application, and use of the tires. By investing in new talent we can offer our customers the necessary knowledge and experience, both on-site and in the field.” Additionally, the “Drive Solutions CVT!" qualification program has – for the first time – a member which is fully dedicated to specialty tires. This position will help to support digital topics for CST at a global level.