Running world class rigs on South African roads

Article written courtesy Patrick O’Leary, Managing Editor, FleetWatch.

The handover mid-August of the first 20 of a total order of 50 DAF XF 480 Premium spec truck tractors from Babcock, importer and supplier of DAF Trucks for southern Africa, to VR Cargo brings the total number of DAF models in the VR Cargo fleet to 299. This makes VR Cargo the largest single operator of DAF trucks in southern Africa writes Patrick O’Leary.

Arriving at Mbombela Stadium for the celebratory function, one felt an immediate sense of déjà vu. The braai fires had been lit, the drinks counter was manned and present at the handover function were senior management from DAF Trucks as well as VR Cargo along with a number of staff members from VR Cargo.

Over-riding all this, however, was a precisely lined-up row of 20 DAF XF 480 Premium truck-tractors linked to shiny bright red Afrit trailers. Resplendent is the only way to describe the display.

The déjà vu sense of a memory from the past was real for it was the same scene as had been played out back in October 2021 - four years ago - when VR Cargo took delivery of its first DAF trucks - 80 of them in fact. This was a break-through order for Babcock, not only in the size of the order but more by the fact that it had penetrated a fleet which previously ran a competitive European brand.

Interviewing Marius Barnard, MD of DAF Trucks, at that occasion, he was over the moon that DAF had managed to break into this fleet. However, he was nervous stating that he would have preferred another six or so months of preparation before delivery.

Two months prior to this, Barnard had visited VR Cargo and in his own words “did not expect the level of professionalism I saw in the company. I knew what we could offer and realised that we would have to up our game to get onto par with the customer’s expectations in terms of our services and support.”

The next two months prior to the 80-truck handover saw him implementing systems and processes that would match VR Cargo’s requirements, not least of which was a superior after-sales service structure. “We were determined to give the support a business like this requires and lifted our game a lot over those two months.”

I have often said that trucking is about relationships rather than transactions and the fact that Barnard was prepared to admit that DAF had work to do, combined with the fact that, despite this, VR Cargo was prepared to invest in an 80-strong DAF fleet, spoke volumes for the foundation on which the relationship would grow - and grow it has.

So, what has been the main impetus to solidify the growth and the relationship? Let’s hear it from Dane Heyneke, Operations Manager of VR Cargo. “In our operation, aftersales support is critical and the support we have been getting from Babcock has been a game changer. You can always press on the button and they are there to assist in a professional way. It’s a pleasure doing business with them,” says Heyneke.

This came as music to the ears of Mark Gavin, Sales Director for DAF trucks at Babcock, who said that it’s not the sales guy who sells 299 trucks. “The sales guy sells the first one but after that, it’s the level of service and back-up that sells the rest.”

This is such an important point Gavin makes and serves to endorse the importance of the ‘relationship’ nature of trucking. You’re not there for a once-off sale like happens in the car sector. The first sale in trucking can get you into a new fleet but it’s how you service and build the relationship with the client after the sale that will build a lifetime partnership of growth.

This point is stressed by Barnard when he says: “We value our relationship with VR Cargo and have huge respect for the people and the company. It’s a privilege to be associated with them.”

Note those two statements: “It’s a pleasure doing business with them,” from Heyneke and “it’s a privilege to be associated with them,” from Barnard. There’s mutual respect on both sides. The beauty of such a relationship is that not only does it build a good business structure but also builds friendships - and what more can one ask for.

The invisible backbone of the economy

After handing over its latest fleet of DAF XF 480 Premium SMARTs, VR Cargo’s MD, Shaun van Rooyen, didn’t mince words about the realities facing transporters.

Public perception of trucks? Mostly negative. Reality? Without them, South Africa stops. “Fuel doesn’t move, food doesn’t move, commodities don’t move. This country doesn’t move without trucks,” he says.

For Van Rooyen, reputation comes from systems and discipline, not shiny rigs. “We’ve got strong systems, good people and a belief in doing things right. Miss a service and it’s a problem. Safety is non-negotiable. Every team member takes ownership.”

Yet the industry carries the can for government’s failures. VR Cargo moves revenue-earning commodities but gets little recognition. “If the roads were better and the money went where it’s supposed to, transporters wouldn’t be blamed for damage. Government fails on infrastructure and we pay the price.”

The examples are endless. Licences are paid, but printers break, paper runs out - trucks still get stopped and fined. Then there’s the R36 between Lydenburg and Machadodorp. “It’s the worst it’s ever been. And I’m putting brand new rigs on that road - then getting fined for cracked windscreens caused by those very roads.”

These pressures crush operators. “If you don’t have the resources and mindset to fight, you stop spending on assets. That’s why so many fail.”

Van Rooyen’s solution is blunt: infrastructure first. “Recognition can come later. We know our worth. Fix the infrastructure - that’s recognition enough.”

Still, after 23 years, his pride is unshaken. “Yes, the perception is negative. But I’m proud because I’m getting it right.”

South Africa’s trucks have stepped in where rail collapsed, keeping the economy alive. The industry doesn’t ask for applause - just roads that are fit for purpose.

FleetWatch agrees.