As Head of Investor Relations, Ursula Querette manages TRATON’s relationships with investors and the capital markets. In this interview, the business management expert explains why it is crucial to balance rigorous commercial analysis and emotionally compelling storytelling.
Ursula, you’ve worked for the TRATON GROUP as Head of Investor Relations since January 2024. Previously, you worked as Vice President Capital Markets at TeamViewer and as Head of Treasury & Investor Relations at leading online marketplace provider Scout24. What connects your work for the property, software, and commercial vehicle industries?
At first glance, the three companies could not be more different. TeamViewer and Scout24 offer intangible, digital products and services. In contrast, TRATON oversees the production and distribution of our brands' commercial vehicles, which are seen on highways worldwide. Despite their apparent differences, there is a common thread: the use of platforms.
The TRATON Modular System plays a central role here. By utilizing standardized interfaces across all brands while still allowing for a high degree of customization, we achieve significant economies of scale. This is precisely where the comparison with the TeamViewer software platform and the Scout24 online marketplace becomes relevant.
What specifically interests analysts or fund managers about TRATON?
Analysts and fund managers are particularly interested in how TRATON is growing together as a group. Specifically, they focus on how the four brands, each with their own cultural backgrounds coordinate, merge and streamline their processes. In addition, it is about how TRATON drives the transformation towards a low-emission transport industry. In this context, financial experts want to know: How are emissions saved? How does that work exactly?
These topics are the subject of intense discussions with our partners in the financial market. The progress of this transformation directly impacts TRATON’s share price and, consequently, investor engagement. For example, investors are keen to understand how our revenue and profitability will be affected if battery-electric trucks cost about twice as much as diesel vehicles.
Alongside her colleagues in Munich, Ursula celebrates TRATON’s inclusion in the MDAX, one of Germany's most significant stock indices, and cuts a slice of the company-designed cake..
Your primary task is to convince investors of the future viability of the TRATON Way Forward strategy. Can you explain how you and your team work to achieve this?
In addition to publishing quarterly reports, we communicate with investors through various channels, including conferences, meetings, roadshows, and one-on-one discussions. During these interactions, we explain how our brands are growing together and how we as a Group contribute to the transformation of the transport industry.
To ensure our strategy is understood, we link the financial information with compelling and emotionally appealing stories. A task that is becoming increasingly important as financial markets and their actors no longer reward pure financial stories but also our mission and the people driving it. We must effectively convey how we’re improving the world with sustainable products and what steps we’re taking to achieve this goal. It is essential that we tell convincing stories.
What talents, qualifications, and skills are required for the investor relations team to effectively achieve this?
Even in school, I noticed that some excelled in math while others were stronger in German. My team needs to excel in both areas. They must be adept at analyzing figures and understanding company valuations, while also being able to communicate persuasively and build relationships. Ideally, one person would combine these talents, but often the team is structured to leverage the strengths of individual members.
Additionally, legal expertise is crucial, as our team needs to navigate increasingly complex stock market regulations and their nuances. Knowledge of sustainability issues, as well as current global politics and economics, is also crucial.
In many ways, you are like the foreign minister of the TRATON GROUP within the capital market. In the stock market, every detail counts – every word and figure is scrutinized. This requires you to keep firmly abreast of all developments within the brands and departments. How do you keep on top of things?
Our first point of contact is the Controlling department. There we get the condensed information on business development at TRATON and the brands. This data is supplemented by monthly updates and analyses. To gain a closer understanding of current and future activities, we also liaise directly with the brands. We engage with the specialist departments at Scania, MAN, Navistar, and Volkswagen Truck & Bus, as well as our colleagues in Communications. We want to know first-hand what the customers are asking for and how the production is going, what events are coming up, what topics are being requested by the media. This information provides a good basis for our conversations with investors.
“With its brands, TRATON is the second-largest truck manufacturer in the world, meaning we have the potential to make an enormous impact. For example, we can play a crucial role in massively reducing CO₂ emissions through our portfolio of battery-electric commercial vehicles.”
Ursula Querette, Head of Investor Relations
What does it mean to you to be part of something bigger, like the TRATON GROUP and its brands?
With its brands, TRATON is the second-largest truck manufacturer in the world, meaning we have the potential to make an enormous impact. For example, we can play a crucial role in massively reducing CO₂ emissions through our portfolio of battery-electric commercial vehicles. While it may sound a bit lofty, but my team and I feel as part of TRATON a strong sense of responsibility in driving this transformation in the transport industry and contributing to the fight against climate change.
Given that the truck industry, like the IT sector, has traditionally been male dominated, what advice would you give to women working in similar fields who aspire to leadership roles?
A third sector missing is investment banking. Back in 1996 when I entered this industry, I frequently found myself as the sole female participant in meetings where clients would mistakenly think I was there to serve refreshments instead of contributing. Regardless of gender, attaining a leadership role demands dedication and effective listening abilities. You need a mindset of continuous learning, to be able to motivate and engage your team, and the ability to embrace new challenges with curiosity and confidence.
Finally, what drives you?
When I come into the office in the morning, I usually don’t know what’s going to happen during the day. I’m always driven by the anticipation of new and exciting topics. I look forward to engaging in dialogue and discussions with my colleagues, exploring potential solutions to our biggest challenges and developing novel ideas to actively shape the ongoing transformation.
