As a trader in forklifts, earthmoving equipment, dumpers, cranes and other rolling stock, it’s all about finding the right machines and selling them to customers. But there’s one crucial aspect that many dealers prefer not to deal with: transport.
Common reactions from dealers are: “Our customers pick up the machines themselves” or “We don’t arrange transport, because that’s a hassle.” At first glance, that seems like a logical approach. Why would you, as a dealer, concern yourself with transport when you can focus on the core of your business: trading? But let’s zoom in on reality.
Without transport, no machine ever reaches its destination
It may sound obvious, but without transport, no machine ever reaches the end user. Whether you sell a forklift to a customer in Germany or export an excavator to Africa: without well-organized logistics, the machine will remain exactly where it is. Transport is not an optional link in the chain, it is a fundamental necessity.
Yet many traders see transport as something they do not want to worry about. The idea is often that the customer will arrange it themselves. But what happens if the customer has no experience with this? What if problems arise with documentation, customs formalities or delays in shipping? Suddenly, transport turns out not to be so separate from the trade itself.
The risks of ‘letting it be arranged by your customer’
When transport is left to the customer, risks often arise that can also unintentionally impact the selling party:
1. Delays and miscommunication – The customer arranges a carrier who is not familiar with the specific equipment or the associated documentation. This can lead to delays, extra costs and frustration on both sides.
2. Problems with documentation – Customs formalities, export papers and transport insurance are essential for international shipments. If these are not in order, a machine can get stuck in a port or at the border.
3. Damage during transport – Incorrect load securing or incorrectly selected means of transport can cause damage. Who is liable in that case? This often leads to discussions and can even put pressure on the relationship with the customer.
4. Lost income – If a machine arrives late or is damaged, the customer cannot get started right away. This can have a negative impact on future orders and recommendations.
Ex Works: a pitfall for many traders
A frequently used Incoterm in the trade of rolling stock is Ex Works (EXW). This delivery condition stipulates that the buyer becomes the owner of the machine as soon as payment has been made. That sounds simple, but it has major consequences. In practice, it means that the machine is still physically with the trader (in the warehouse or on the site), but from that moment on the buyer is fully responsible for insurance and risks.
This is where things often go wrong. Many buyers do not realise that they must immediately take out transport insurance. What if the machine burns down in the warehouse? Or if there is a break-in and the machine is stolen? The seller has legally fulfilled his obligation and cannot be held liable, because he has delivered according to the Ex Works conditions. The buyer then pays for the damage, and often has not taken out proper insurance. This can lead to serious financial problems and discussions, in which no one really wins.
Always check your insurance
For traders, it is therefore important to think carefully about the risks of Ex Works. Even though it seems like a simple solution, it can lead to unpleasant situations in practice. As a trader, you can consider expanding your insurance with a clause for ‘machines in progress’. This means that machines that have technically already been sold, but are still on your premises, are still covered by your insurance. Always check this with your insurer to avoid unpleasant surprises afterwards.
An alternative is to consider other Incoterms, such as Free Carrier (FCA) or Cost, Insurance, and Freight (CIF). These terms divide responsibilities in a more balanced way and ensure that logistics and insurance are properly arranged. This gives both the buyer and the seller more certainty.
Heavy Cargo Logistics: A partner that makes the difference
This is where Heavy Cargo Logistics comes in. Instead of seeing transport as a necessary evil or an inconvenient side effect, we can take the entire logistics chain off your hands. This means:
• Complete unburdening – From arranging the right means of transport to documentation and customs formalities, we ensure that everything runs smoothly.
• Efficient and cost-effective solutions – Thanks to our experience and network in the industry, we know exactly which transport methods are the most suitable and cost-effective.
• Reliability and expertise – We understand the complexity of transporting rolling stock and ensure that machines arrive at their destination safely and on time.
• More satisfied customers – When the end customer receives their machine without any problems, this reflects positively on the trader. Smooth logistics directly contributes to a better customer relationship and a professional reputation.
Transport as a strategic advantage
Instead of seeing transport as a necessary evil, traders can see it as a strategic advantage. By working with a reliable logistics partner like Heavy Cargo Logistics, traders can focus on what they do best: trading. At the same time, smooth logistics ensures that customers are satisfied and come back for more.
If you as a trader no longer want to deal with the stress of transport, but still want to benefit from streamlined, professional handling of your shipments, contact Heavy Cargo Logistics. We ensure that your machines arrive at the customer safely, quickly and without hassle. This way, you turn transport into an added value for your business, not an obstacle.