Founded in 1991, Autos has witnessed the transformation and rapid development of the truck market in Poland. Today it is one of the largest distributors of parts for these vehicles in our part of Europe. We talk to Marek Sałek, president of PW Autos Sp z o. o., about the history, present and future of the company, as well as the entire industry.
Witold Hańczka: The Autos company started its operations in 1991. The truck market in Poland looked modest at that time. What parts and for which cars sold best at that time.
Marek Sałek, President of Autos
Marek Sałek: The beginning of the 1990s in our country was quite a favorable time for people who wanted to do something. Back then, there was a shortage of everything, from clothes, cars, car parts, furniture, etc. Many films that opened then constitute a solid foundation for the economy today. In 1991, the truck market in Poland was not yet as developed as it is today. At that time, due to economic and technological limitations, older models of trucks made in Poland, the GDR and Russia were most popular, while Western cars were rare. So it's safe to say that back then everything that was available was sold.
Transport companies tried to keep older vehicles on the road, so spare parts for these models were in great demand. As the years passed and the import of trucks and trailers from the West increased, as well as the development of technology, the preferences for parts changed significantly. Today's market is focused on more advanced technologies, ecology and fuel efficiency. The situation from over 30 years ago is completely incomparable to what it is today. In the past, planning only went a few years ahead, but today we have to plan much further and look globally. Without a broad perspective, we would not develop so dynamically.
What was the basis for your decision at that time to open your own store with parts for heavy vehicles?
I worked in this industry and saw that companies were looking for spare parts. Those that sold them stopped importing them from abroad (GDR, Czechoslovakia, Russia) and started buying parts from domestic producers.
Based on my experience, I knew what transport companies needed and what they could look for, and I started looking for parts for them in the country and abroad. Moreover, the moment was right - demand was high and supply was insufficient. It was this gap in access to spare parts that sparked my idea of opening a store. I wanted to create a place where companies that own trucks can find exactly what they need at affordable prices.
Years later, it also became an opportunity to introduce new products, innovations and high-quality products to the industry. So, it was the combination of my fascination with trucks, the need for access to quality parts and the desire to create something new and needed on the market that made me decide to open my own business.
The company's development coincided with the heyday of the transport industry, which was soon to become one of the most important branches of the Polish economy. Do you consider such an early decision to open several stores to be crucial for your business in retrospect?
Without a doubt, it was a bullseye and anyone who was able to use the potential of those times benefited from it. When we started, we couldn't predict what the industry would look like in 20 or 30 years. However, there is no doubt that the decision to open stores during the boom was crucial for our business. As more and more trucks hit our roads, the need for quality spare parts and service services also increased. The number of satisfied customers increased, which attracted new ones. The increase in demand fueled the development of our company.
The transport industry has become a pillar of the Polish economy, and our early decision to open stores allowed us to participate in this process and achieve business success.
Where and how did you find sources of spare parts in the early 1990s?
It was a specific time and many people who decided to start their own business were just learning it. In the early 1990s, just after the most important political changes in Poland, the economic situation and the availability of many things, not only spare parts, were quite a challenge. There was no single source. It was possible to purchase goods from state-owned companies (Polmozoby or Transbudy) that traded in parts, factories that produced car parts, and it was also possible to import new parts from Western European countries. It was also then that the first representative offices of foreign distributors appeared in Poland, such as Bosch, ZF, Wabco, Knorr, etc. Establishing cooperation was easy then because they were looking for sales for themselves, entering a new market. And this one was still almost completely undeveloped.
Supply then and now are two different worlds. Back then there was a shortage of everything, but today there is everything and only, or maybe even, you need to be able to sell it.
What events in the history of Autos would you describe as turning points?
Of course, in the history of our company we can point to several important moments that influenced our development and shaped our business identity. We changed the company in line with market demand, e.g. by expanding the product offer. When our truck offer was already very wide and we felt we were experts in this field, we also decided to respond to the needs of our customers who, in addition to this range, needed equipment for their workshops. Later, we entered the market of parts for construction machines, and recently also for delivery vehicles. We are constantly developing these categories. We also have a very wide range of chemicals and accessories.
All this allows us to be a comprehensive partner for our clients. The next turning point was expansion into foreign markets. After several years of operating on the domestic market, we decided to take a step abroad. Expanding our brick-and-mortar operations to the Czech and Slovak markets was a challenge, but it brought us new development opportunities and allowed us to gain new customers. In addition, we have a very successful export department that serves customers all over the world. Partnership and cooperation were also important. Establishing strategic partnerships with spare parts manufacturers and other companies from the automotive industry has provided us with access to unique products and resources that have strengthened our position on the market. And finally, sustainability. As issues related to ecology and sustainable development became more important, we decided to introduce initiatives aimed at, for example, more rational waste and transport management.
At what point did competition in the truck parts market become noticeable or bothersome? Was it one of the reasons for attempting to expand into foreign markets?
Competition has always been, is and will be. And it should be. I think it's not good to be a monopoly. Monopoly is bad both from the recipient's perspective and from the entrepreneur's perspective. Competition motivates us to act and makes us want to do better. Of course, "better" means something different to everyone, everyone has their own vision of running a business, but it certainly wouldn't be as exciting without competition. It's exactly the same as in sports. Moreover, Polish transport is doing very well in the world, so it is constantly developing. Thanks to this, our entire industry can develop with him. Expansion into foreign markets was a consequence of development and at the same time a challenge. I think it was successful.
A few years ago, Autos decided to join the NEXUS purchasing group. How do you evaluate this decision in hindsight?
I assess this step positively. This decision brought us many benefits, such as the opportunity to share knowledge and experience with other companies that operate in different parts of the world, cultures and business realities. Moreover, within the group we have the opportunity to negotiate better prices, because we have great potential. Being part of a recognized purchasing group also changes the perception of our position in the market. Customers can view the company as a trusted partner that is part of a larger professional ecosystem. For example, conducting joint marketing activities, broader than in the country, affects our perception and acquiring new customers.
Of course, each decision also comes with certain challenges and constraints, and its effects may vary from company to company. Ultimately, however, the assessment of this decision is definitely positive.
You mentioned that recently, and specifically last year, Autos entered a new market sector, namely parts for delivery vehicles. How wide is the offer in this area and has it met with customer interest?
Expanding the offer with parts for delivery vehicles was a somewhat logical step for us, especially if the transport industry focuses on various types of vehicles, including delivery vehicles, and our clients have such vehicles in their fleet. If we want to be comprehensive, we must recognize the needs. Currently, the offer includes several thousand references, but compared to the offer for a truck, which is much larger and has been built for many years, it is still not much. However, we see the need, seeing the interest among our customers. Introducing the offer to buses also involved investing in new staff and training, but it always pays off.
What projects and ventures can we expect from the company in the near future?
We constantly focus on developing our offer and services, and this remains our constant priority. Additionally, further expansion into foreign markets and technological development. We would like to focus on developing the e-commerce platform. The increasing popularity of online shopping makes investing in the development of an online store a necessity. Moreover, we will see what the future holds and what situations we will have to face.
Author: Witold Hańczka
Editor of the TruckFocus.pl portal
