Chief Executive Officer (CEO) / Chairman of the Management Board, Schmitz Cargobull AG
Schmitz Cargobull-CEO Andreas Schmitz im VR-Logistik-Taxi
Die VerkehrsRundschau spannende Persönlichkeiten aus der Logistikbranche in dem klimaneutralen eTGX-Logistik-Taxi bringt ...
About Andreas Schmitz
At the IAA Transportation Media Summit 2026, Andreas Schmitz discussed Schmitz Cargobull's global growth strategy and its expanding focus on the Indian market. He stated that the company is "beginning to become more and more of a global player" and outlined new products for the upcoming IAA Transportation show, including a Tapper Secure Trailer, ADR EX trailers, trailers for governmental and dual use, and a new cooling unit. Schmitz also emphasized the company's growing ecosystem of strategic partnerships, noting that partners will have a place at the company's trade fair booth. Regarding India, Schmitz described it as "a tremendous market" that is growing, while noting that the road network and food transportation practices are "still different" from other regions. He said that food security and proper cooling of food will "become more and more important to India," and that the company aims to grow in that area. Schmitz highlighted the importance of being a "reliable partner" and "innovative" as key factors for the company's approach to the Indian market.
Transcript (25 segments)
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Interviewer0:20
Yes, dear Mr. Schmitz, thank you for joining me in the Logistics Taxi. Let's dive into the tough topics. How are things going for you and generally, is the situation easing or still tense?
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Andreas Schmitz0:38
Yes, I think we first have to realize that for us trailer manufacturers, the market has simply become significantly smaller. Nonetheless, we manufacturers must recognize that there is overcapacity in the market and we all have to reduce it somewhat. We have done that. We have significantly reduced our capacity, as we've also told the world today, to address this situation.
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Interviewer1:08
Are you regulating the market by buying up more companies? Nasty question.
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Andreas Schmitz1:13
Yes, it's a good question, but consolidation is certainly part of this process. That's why you see us, among other things, taking stakes in companies. But it also means we have to be careful not to think we can fill all these additional capacities. We try to approach it strategically. It has to fit the portfolio. It has to move us forward.
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Interviewer1:39
How does the integration of a new company like Berger or Fohl work? Does the Schmitz sales team now sell Berger, or how should we imagine it? Where do you look for synergies and what remains independent?
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Andreas Schmitz1:54
For example, with Berger, we decided that it makes sense for the Schmitz sales team to also sell Berger, because it was really a portfolio expansion to the same customer groups. With Fohl, we said no, they are specialists; we need a sales force that really knows tank and silo products. Our sales team might go there, open the door, and say, 'I know someone who is looking for something right now, and we can offer that.' But that's a different beast, you have to understand that.
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Interviewer2:26
Okay, I've learned that the Berger trailer I know is no longer the Berger trailer. It's essentially a Berger chassis, but the body comes from you. Does that mean you lost payload?
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Andreas Schmitz2:49
Yes, we became slightly heavier. The reason was simply that in handling and daily use, many customers were satisfied, and we also believe we are better positioned with our body in terms of spare parts supply than Berger was. That's also something Berger wanted. So we implemented it that way. We have all the certificates now. Many want a beverage trailer body combined with the low weight of the Berger chassis. Those are combinations that make absolute sense. So it's a good thing for both.
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Interviewer3:37
And how do you get along with Gerhard Berger? He was at your place yesterday.
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Andreas Schmitz3:40
He was at our place yesterday. Very well. The start was a bit bumpy because the market was going down. But now we are really satisfied. We are achieving the production numbers we set for ourselves. We are also achieving the sales. So we are quite satisfied now.
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Interviewer4:01
Okay, that sounds very positive. But if it's going so positively, let's move to a less positive topic: Vecto.
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Andreas Schmitz4:13
Yes, I have the feeling that not many customers have dealt with the topic yet. They don't know what's coming in the future, especially significant additional costs for trailers if it happens. I know you are a big fan of the EU plans regarding trailers.
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Interviewer4:31
Nice that you haven't lost your sarcasm. I don't build trailers, so I can afford it.
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Andreas Schmitz4:38
No, seriously, I already mentioned it. I find it presumptuous that they are trying to measure something that only indirectly emits CO2, namely the trailer, and then muddle it so that it gets measured. And it doesn't work. We see that crazy solutions come out that are not usable for customers in daily use. Then we as manufacturers can say, 'Yes, but I have to meet this theoretical fleet limit. So we have to install certain features in every trailer or pay a penalty.'
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Interviewer5:21
I was recently at your event in Freden, where you hosted the Transfrigoroute. A colleague of yours calculated it through and was shocked. He came up with €12,000 more per trailer if these EU plans are implemented. For refrigerated vehicles, I can imagine that. The magnitude fits. And the worst part is that not everything is really sensible. Where do you think this overregulation is the wrong path?
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Andreas Schmitz6:02
One should simply say, 'Come on, the customer will choose the right thing.' Tax CO2, and then it will be regulated through that tax. Then the long-haul customer will take winter tires that actually help.
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Interviewer6:27
Are you trying to influence Brussels through the VDA, as a significant member, to change these somewhat strange plans?
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Andreas Schmitz6:42
Yes, of course we try to influence through the VDA and also in the CA. The difficulty is that we have to speak with one voice. I think that works very well among trailer manufacturers, especially on the Vecto topic. We are jointly opposing this Vecto nonsense because we all believe it's not the right path and we are convinced it's not right for the environment or the economy.
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Interviewer7:19
But what happens if you don't get this topic off the table?
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Andreas Schmitz7:26
We will have to follow the rules. That means every customer will pay the said €12,000 for a reefer or €4,000-5,000 for a dry van. You will pass that on, because you certainly won't absorb it. Our margins are so low that it's not possible. Our customers' margins are also very low, so it will all end up with the consumer.
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Interviewer7:54
What is your forecast for the further course? Will the second half of the year be up? Can we hope that sentiment improves and the economy picks up?
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Andreas Schmitz8:07
I think sentiment is already improving, and I have hope that it will really pick up. However, I still believe the trailer market will not return to the 65,000 units we produced. If we reach 50,000 in a year, that will be normal. And we won't have lost market share; we'll probably try to gain some, but we have to be realistic. That will come at the expense of price and profitability.
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Interviewer8:46
What's your impression of the trade fair so far? Today is the second day. Yesterday was a bit quiet. What's your assessment?
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Andreas Schmitz8:53
You were just at our booth. It's full, the interest is there. At transport logistic, it's not so much the vehicle that's the focus, but rather the services and digitalization we discussed. We just got a nice large order for our telematics. Those are the topics addressed here. We did it under the motto 'Delivering Performance' because we want to deliver good performance for our customers. That means in services, digital services, and of course vehicles. It's going quite well, so I'm not dissatisfied with the fair. We have to recognize that it's good, but we all have our problems with shrinking things. We always want everything to be more and bigger. A company needs growth. We are trying to achieve that internationally: America, Australia, South Africa are markets we are growing into. America is really fun. Our reefer unit sells very well in combination with Thermo King. We will probably decide at the next supervisory board meeting to open our plant in North America and start production there.
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Interviewer10:19
Cool. You often hear that America is performing, despite Trump. Let's see if we can catch up someday. Exactly. We've reached our goal. Thank you very much. I hope the ride was pleasant. I don't have much experience as a taxi driver, but I'm still practicing. I hope the ride was okay. Very good. Thank you very much for the conversation.