Egon Strehl

Despite harsh economic conditions, Clark Europe GmbH has achieved double-digit growth rates for the 2012 financial year.

The forklift manufacturer reported 2012 sales jumped 27% to EUR60 million (USD80 million), compared to EUR47.2 million (USD62.7 million) the previous year. This is in contrast to a 2.5% contraction of the global industrial vehicle market in 2012, and a 3.9% decline in Europe, Middle East and Africa, which are key markets for the company.

"The fact that we were able to continue to gain (marketshare) in a declining market can be put down, among other things, to our market offensive in the regions of Africa, especially South Africa, in the Middle East and Eastern Europe," says managing director Egon Strehl.

On the other hand, Clark Europe also noted "uncertainty and a certain aversion to investments" in the Southern European states primarily affected by the sovereign debt crisis. "Our immensely important spare parts business," says Strehl, "was able to grow by 20% - a trend which will continue since we will introduce extremely practicable and economical offers to the market in 2013." Clark Europe posted an increase of 22% in the new machinery sector.

Incoming orders for Clark Europe were positive in 2012, with a 13% increase in the counterbalance forklift segment and an increase of 10% in the warehousing technology area.

"We are very satisfied with this result under the ... circumstances, even though we managed to increase the incoming orders by a respectable 37% in 2011. The fact that we were able to improve to the current level despite the big markets being in recession signals that our expansion strategy and the strategic expansion of our dealer network to 178 dealers in 50 countries is bearing fruit," Strehl says.

Strehl attributes the sales increase and growth rates for incoming contracts to its developed sales territories that have led to a higher market coverage and market penetration.

Clark Europe GmbH gained 11 new dealers in 2012, "which means that we were able to cover 'white spaces' in France, Great Britain, Germany and even Eastern Europe, for example. However, we are also particularly pleased that we were able to bring new life to attractive markets with new sales partners in Scandinavia - for example, in Denmark and Norway."

Strehl says the company's extended product range also contributed to the company's success. "Even though every sales region has (its) own particular demands and requirements, it does appear that the electric four-wheel forklift GEX 40-50 and the C40-50 from the premium series Gen2 IC range have got off to a very good start."

Clark Europe has made progress towards becoming a full-range distributor in 2012 with the purchase of US American electric vehicle manufacturer Evergreen Electric Vehicles.

"The on-off road utility vehicles of Evergreen - industrial vehicles, utility vehicles and golf carts - extend our existing product line in an optimum way," Strehl explains. Clark Europe is currently verifying the suitability of the machines for the European market and the adaptations that have to be made to the current product line.

The company forecasts sales for 2013 to increase by 20% to EUR72 million (USD96 million) for new equipment, and incoming orders to grow by 17%. The warehouse technology sector and spare parts business are anticipated to grow by 20% each.

"We see the markets as being at the same level as in 2012. Market-wide increases are not foreseeable either in our sales area of Europe, Middle East and Africa or worldwide. Thus, our declared target is to continue gaining shares in a stagnant market. However, it will still be a while until we have reached the market position that the Clark brand deserves," Strehl says.

Clark Europe GmbH was established in 2004. The dealer network has grown threefold in the last five years and currently covers 178 dealers in about 50 countries.