Pascal Langer (NTN): “A response adapted to each market”

Despite challenges posed by an uncertain geopolitical landscape in some areas and economic slowdowns in certain countries, 2024 is projected to be a robust year for the parts manufacturer’s aftermarket business. In Europe, the momentum continues, with an aging parc in the West and the effects of market consolidation in Eastern Europe. The Middle East, Africa, and Asia remain underdeveloped markets for independent players, yet they hold significant potential for future growth. In South America—particularly Brazil—the market remains relatively fragmented, but the International Trading Groups (ITGs) operating there are actively contributing to its consolidation.

Geographical expansion is one of the strategic axes of the NTN Europe spare parts division for the years to come. In line with this strategy, NTN is focused on addressing the unique needs of each market by deploying dedicated teams. "The response that the equipment manufacturer will provide locally will be essential to be able to grow in these markets" says Pascal Langer, sales director EMEA and Brazil, NTN Europe. This translates to an office in Dubai, a team in the Maghreb, a single person in South Africa, and a sales office in Brazil (in addition to a factory and a design office). Proximity to the market is essential for attaining a significant market share and establishing a sustainable presence in regions where NTN holds strong ambitions.

NTN is also working on this proximity in its more mature markets. In Europe, NTN has developed a new stock base in the UK with a dedicated team in reaction to Brexit. The same concern for proximity has encouraged it to do the same for Scandinavia, with increased staff levels. For Europe and Brazil, the team now has more than 70 employees in the field, as close as possible to customers!

The second area of development for NTN Europe is the significant expansion of its product and service portfolio, including major range extensions. In addition to ABS sensors, a new series of sensor products has been launched offering more than 1,150 new references and covering camshaft position sensors, crankshaft sensors, and exhaust gas temperature and pressure sensors. Transmission parts and equipment has also been expanded with 60 new remanufactured transmission references. "And the development of this programme should take us to around 200 reconditioned references by the end of 2026" the sales director tells us.

The launch of a range of shock absorbers under the SNR brand came in 2024, through an industrial partnership with LTM (Mecatech Group). This offers a wide range of 800 references of gas shock absorbers covering more than 80% of the European vehicle parc and giving NTN the opportunity to further establish its expertise on chassis parts.

Another product category undergoing significant development in the aftermarket is the truck segment, where NTN has a longstanding presence in original equipment (OE). This segment is particularly relevant in regions such as Africa and the Middle East, where the vehicle landscape is notably similar to that of Europe. Beyond this, the HGV segment is one of the company's growth drivers. NTN has just launched a range of wheel hubs with integrated bearings (32 references covering over 85% of the vehicle parc). "This launch is important for NTN because it means that workshops can reduce the downtime of vehicles" explains Pascal Langer.