After-sales for HGVs: a national network of specialists

With a turnover of 90 million euros, a staff of 600, 38 garages and 12 field warehouses, Todd General Trailers is a thriving company. Jean-Pierre Tomasina, the Group’s Chairman and Managing Director reveals the secrets of the success it has built up over the last 25 years.

Commerce International: Todd was founded in 1980. It became Todd General Trailers in 2004, and has a turnover of 90 million euros. To what do you attribute this excellent growth rate?

Jean-Pierre Tomasina, Chairman and MD of the Todd Group: « I founded the company with the precise idea of creating a national network. I began by prospecting for clients by location, using INSEE statistics. In the 1980s and 90s, we opened several shops and garages in strategic locations. We rapidly extended our network in France by acquiring companies. In particular, we founded a subsidiary, Newco, a limited liability company, in order to acquire the heavy goods vehicle equipment distribution business of the Weweler Distribution Company. Another important operation was the acquisition in 2004 of 23 branches of the American giant, General Trailers (GT), which is now divided up between 17 GT Pièces et Services subsidiaries. These permanent developments enabled us to inherit expertise and skills that often have me gasping in admiration. Moreover, ploughing profits back into the development of the business is a reassuring strategy for banking partners.

Your activities are centred on the after-sales servicing of heavy goods vehicles, regardless of make. What does your range of products and services consist of?

J-P.T.: « We offer our clients everything that wears out. Todd General Trailers supplies and repairs spare parts for lorries (Mercedes, RVI, Scania…), trailers, articulated lorries (Trailor, York, Titan Kaiser…) and axles (BPW, SAE…). Our products range from essential parts to accessories: old and new generation braking components, suspension systems, engine parts, coupling parts, electrical components, signs and indicators. As for our services, we have workshops specialising in bodywork where work is carried out on tankers and tippers. They also respond to the clients’ need for painting, sand-blasting, boilerwork, hydraulics and mechanics. Braking system specialists check and adjust circuits in our 37 technical centres. We have always tried to establish real geographical closeness to our clients and to provide them with fast, efficient service. All this is indispensable today because repairs are becoming increasingly complex and heavy goods vehicles are increasingly vital tools.

You place great importance on staff training with the Group’s central training school training, approved by the State education system. How does the school work?

J-P.T.: « It has 22 places, not only for our own employees, but for those of our clients who are delighted to be able to perfect the skills of their specialists. Training courses deal with after-sales mechanical engineering: braking systems (especially disc brakes), electronics, suspension and welding. As far as automobiles are concerned, ultra-specialist precision and skills are vital. We are currently planning to open a training school for our sales staff. Based in Caen, it will open in five months’ time. Our aim is to double the turnover of Todd General Trailers in the next five years, by concentrating on investments in logistics and also on the company’s commercial development. The training our staff receives should enable us to extend our national network through increased activity in the field.