Refuse Collection Vehicle Manufacturer, VSA Thinks Global but Acts Local

Raymond van Schijndel (left) and Edwin de Wit outside the parts reception entrance at VSA headquarters in Maasbracht, Holland, together with a couple of new VSA-built units awaiting delivery What is the future for manufacturing in our sector? Ever larger international corporations with global reach? New sources of supply located where labour is still plentiful and cheap, maybe? But as one company in the Netherlands is demonstrating, there could be a 'Third Way' – the VSA way. By Malcolm Bates Just how should waste be collected in what media commentators love to call the 'global village', in the years ahead? Some suggest that the manufacturing sector has already changed dramatically - following take-overs and consolidation. The final act, where on the one hand production has evolved from small, often family owned businesses, in personal contact with their customer base, to national - and then international corporations. Or, on the other hand? Cheap products assembled in the emerging economies. People say there is no going back to 'the good old days' where design and engineering craftsmanship came before profit and 'share dividend'. Or is there? Dutch charity 'Bis-Bis' uses an open-backed VSA unit on a DAF chassis to compact waste furniture Should we automatically assume 'biggest' is always 'best'? To see the other side of the argument, I've come to a little town on the banks of the River Maas that divides Holland from Germany. You may have heard of the City of Maastricht - of EU Maastricht Treaty fame - but I'm confident you'll not have heard of Maasbracht before. Unless you actually live there, maybe. Why am I here? I've been hearing positive reports about a small, family-owned business based in Maasbracht. I've been planning a visit for some while. But now I'm here, it seems my timing is spot-on. I have an appointment with Raymond van Schijndel, managing director of van Schijndel Hydrauliek Afvaltransport (VSA) and marketing manager Edwin de Wit. To put the business into perspective, we first need to underline the obvious - Holland is not a large country. Secondly, it is also home to three other manufacturers of refuse collection vehicles - Geesink Norba (now fighting back having been acquired by venture capital group, Multares), Translift, the specialist in demountable sideloader/underground collection equipment and Terberg, a respected manufacturer of waste collection systems and binlifters. While dramatic graphics on bodyside are a feature of this unit based on a mid-lift 6x2 Mercedes 'Econic' chassis for Reisswolf Anything else? Well, The Netherlands is in the European Union, which means manufacturers from every other EU state - and even those not actually 'in Europe' (such as Turkey) - can compete on equal terms with home market manufacturers without having to meet the same environmental demands, or labour costs. CUSTOMER FIRST So my first question to Raymond van Schijndel was; why, in spite of overwhelming competition, is the VSA brand is doing so well? And to give him time to construct a suitably convincing answer to my second question, I fire that at him as well: as further growth in the Dutch market is unlikely, how does he expect the VSA brand to become strong enough to take on the big corporate manufacturers in wider European and indeed global markets, while continuing with the family business approach on which the company's reputation has been built, to date? Either VSA has got to stay small. Or grow and become more 'corporate'? Surely Raymond van Schijndel can't have it both ways? "I'll tell you why VSA is doing well," he replies quickly. "Although you are seeing VSA as a producer of compaction-type refuse collectors, in fact the company didn't start-out as a manufacturer," he explained. "My father Ben (the founder of VSA) started as a supplier of replacement parts for RCVs." VSA is one of the first manufacturers to build a body/hopper unit on the new Mercedes 'Antros' Indeed, Ben van Schijndel was the local Geesink agent, but his attention to detail soon resulted in operators of other brands coming to him for help when they had vehicles off the road, Raymond tells me. Soon, he was not only being asked to supply parts on an 'all makes' basis - he was being asked to, firstly, repair and recondition, then make brand new wear parts such as hydraulic rams and packer plates. It's Raymond's contention that his father made the replacements better than the 'OE' (original equipment) to help ensure they didn't fail again. Having built-up an extensive parts business and a fleet of mobile service fitters, it wasn't long before a workshop was erected to undertake accident repairs and rebuilds on customer's vehicles. And as that business grew, it was only a matter of time before a satisfied customer suggested that perhaps van Schijndel might consider building a complete new refuse collector incorporating all his improvements? "After all, we had all the parts needed in our stores, already!" Raymond smiles. THINKING BIG, BUT STAYING IN-TOUCH Within just twenty years, VSA has grown dramatically - all be it systematically - from regional parts supplier to a specialist manufacturer with a product range that today contains four specific product lines. Let's start with the 'VSA-II' range with compaction bodies from 16 to 26 cubic metres capacity, suitable for 18, 26 and 32 tonne gross weight truck chassis. Customers can specify open back, domestic or trade waste bin/container lifters or, if required, heavy industrial waste skip winch systems, or loader crane for recycling 'bells' and/or underground containers. But interestingly, the parts supply business and 'customer service' repair and refurbishment elements remain a major part of the business. SA claims to be only manufacturer to offer a demountable body that, by using an electrical supply, can compact while demounted That would be enough for most manufacturers. But things are only just starting to get interesting. As far as I'm aware, the VSA-III 'Slide-on' models are the only fully-demountable rear loading compaction-type refuse compaction units currently in production that can continue to pack and empty waste containers while demounted. Yes, there are plenty of demountable 'stationary compactors'. And yes, there have been several 'demountable systems' designed to enable one collection truck chassis to swap a fully-loaded body for an empty one. But the Slide-on scores by being compatible with a standard, readily-available hooklift (roll-on-off) truck chassis. The unit can also be hooked-up to an electro-hydraulic power pack enabling it to be used in markets, or during large public gatherings such as carnivals, or pop concerts, where vehicle movements would be impossible. And of course in such cases, a 'zero emissions' status is a welcome bonus. Flagship. Recently introduced 'Secure Archive Collection Unit' has been designed to ensure sensitive or secret documents are securely disposed of. This unit is mounted on three axle rear steer Volvo chassis The third product line? The VSA 'Economy' range of compaction bodies, specifically designed to operate in the emerging economies where extra tough climatic, or extreme operating conditions such as invasive dust highways (or lack of easily-accessible maintenance networks), ensure most machines die young. This was no 'speculative venture' by VSA however - the initial request came from a contractor with global experience, following poor availability from RCVs designed for 'easy' European-style market operations. So don't think 'economy' as in 'cheap'. Think 'no frills', as in 'less to go wrong'. And the forth VSA product line? At last, we get to the really interesting one - but let's get Raymond van Schijndel's answer to my earlier question about 'size', and doing business on a global basis first, shall we? LOOKING FOR GLOBAL PARTNERS At present, production rates are less than 500 units per annum, but when the newly-extended fabrication shop and production line assembly hall come on-stream shortly, production capacity will double. Still no big deal? Does Raymond van Schijndel seriously expect the VSA brand to win new markets on a wider, global basis? This recently delivered unit for Langezaal is based on a Volvo chassis "Why not?" is his answer. "We have already got a number of units in operation outside of Holland and as far away as Africa. Remember, VSA was founded on high levels of service. Sticking to a promise when it came to delivering a part, or rebuilding a customer's vehicle. From that foundation, the company has grown into a successful manufacturer - again based on the fact that when we make a promise, we stick to it. What we are now looking for are partners and agents who think the same way we do," he adds. "Why shouldn't that work?" "There is only one promise that I cannot make - and that a new VSA machine will have the lowest purchase price on the market," he smiles. "But as we have units working after eight or ten years that are still capable of being refurbished for further work, I'm confident we can be one of the most cost-effective brands in the long term," he adds. Raymond van Schijndel demonstrates remote controlled fully enclosed binlifter system CONCLUSION Of course, every manufacturer would want its customers to think it stands by its corporate promises. But from what I've seen during my visit to VSA - the new fabrication shop, the new assembly hall that will introduce a moving 'production line build' operation for the first time (production is currently 'bay build') and the high quality of finish to the end products - it's clear why Raymond van Schijndel wants to speed-up production and increase efficiency by growing and achieving greater economies of scale, while staying small enough to react quickly to customer demands. Can that be done? When working with like-minded 'partners' in markets where 'whole life cost' are the key factors, I think the answer is yes, it can. Key design feature is that Secure Archive unit can load a wide range of waste containers of both metal and plastic construction Do you know something? Thinking big, while staying small and in-touch could catch on in our industry. This philosophy has already been adopted by Banke Accessory Drives in Denmark. The new Banke RCV hybrid drive system has been designed for 'all makes' utilisation and it also fits the notion of recycling being part of a wider, caring society in a 'global village' where, in spite of their glossy public relations campaigns, we know the large multi-national corporates doesn't tend to put 'the environment' - or the little guy - ahead of a profit. But while I'm still thinking 'small is beautiful', an impressively large 26 tonne gross three axle unit caught my attention. I'm looking at one of the first batch of VSA-II ACB500/ACB1100 'Secure Archive Collection' units designed for the collection of commercially sensitive or top secret official documents. A 'secret service' garbage truck? Yes, really! It was designed and built by VSA to meet precise operational demands - key of which is that the driver and loading operatives have no way of touching or seeing what is being collected for disposal. To ensure that, the containers remain locked until automatically opened within the sealed confines of the rear loading hopper. The 'Secure Archive Collection Vehicles' form the forth product line from VSA, then. But already there are plans for a new 'smooth compaction body' system and following customer enquiries, there is a very good chance that we'll be seeing a new VSA 'Hybrid' option to power the compaction body and bin lifter units in the near future. Malcolm Bates is collection and transport correspondent for WMW magazine. email: [email protected] More Waste Management World Articles Waste Management World Issue Archives