PACCAR Inc is expected to increase its medium- and heavy-duty truck unit sales at a compound annual growth rate of 4.8% from 2016 to 2025, which will help it maintain its share of the global truck market. While rising unit sales will not be the key driver for sustained profitability, revenue from services such as telematics-based fleet management systems, the Connect computerized maintenance management system, eRetailing of parts, and financial and leasing services will help improve margins. The company's weak presence in China and India, two of the largest truck markets globally, is the reason for its lack of growth in global truck market share. China and India also have a substantial owner-operator population—the primary customer base for PACCAR in North America. With a new value-truck platform, PACCAR can enter this market profitably. On the powertrain front, PACCAR is expected to maintain its focus on developing diesel engine technology to meet emission regulations and go beyond just compliance. Natural gas engines will be the key alternative fuel powertrain strategy, but this technology is not expected to have a market penetration rate of more than 5% by 2025, primarily because of a lack of refueling infrastructure and the price premium for natural gas technology compared with diesel. With its large customer base among owner-operators, PACCAR is working towards autonomous driving technology that does not necessarily take the driver out of the equation but frees the driver to do paperwork and other activities.

Key questions this study will answer:
  • What are the key factors that make PACCAR an important participant in the global truck market? How will PACCAR tap into growth in the global truck market through its Kenworth, Peterbilt, and DAF brand?
  • What will be the product focus in each region? Does PACCAR have a breakthrough strategy for the world’s largest truck markets of China and India?
  • What are the risks and restraints of PACCAR’s truck strategy? What is the projected volume of truck sales in 2025?