Navistar International has launched a campaign to increase its market share of Class 6 and 7 trucks to 50 percent, up six to 13 points from its current sales levels. The effort will refocus sales efforts on a segment where the company has traditionally held dominance almost since it began making motor trucks in the early 1900s, executives declared at a meeting in Denver last month. The "Assault on Medium Duty" includes advertising, product training and special incentives for sales people that could see them earning as much as $3,000 for selling an International DuraStar, said Jim Hebe, senior vice president for North American sales operations.
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