Promised Land

As the first non-family Chief Executive Officer in the 79-year history of Brown and Hurley, Ryan O’Doherty knows he’s got some big shoes to fill.

Undaunted by the prospect of helming Australia’s biggest Kenworth dealer, he’s been entrusted with a legacy built on what he describes as “passion, loyalty, and tradition.”

Heavy machinery and equipment form part of Ryan’s earliest memories as a farm boy raised in Gippsland, Victoria. His father had trucks, mainly for livestock, incidentally Ryan’s first passion.

From the age of 16 he had his heart set on becoming a stock and station agent/auctioneer specialising in cattle and sheep but after an ultimatum from his father Ryan soon had to reckon with graduation or an apprenticeship.

He chose the latter joining Western Star and International trucks dealer Woods & Reeves — something he loved. He later on moved to William Adams, a Caterpillar dealer supporting Cat truck engines in Kenworth, Western Star and Mack.

There was even a two-year stint managing some branches for a John Deere dealer.

“I was on the tools for eight years in various roles and travelling around Victoria with William Adams,” he recalls.

“I was very fortunate to move within that business and look at its different areas closely.”

It was those essential industries — agriculture, construction, rental and transport — that ultimately moulded the diverse perspective Ryan brings to the Brown and Hurley Group today.

His first six months at the helm was chiefly dedicated to the mission of understanding the business and learning about customers, people, suppliers and getting involved in the industry.

“It was primarily to learn what customers like about us and what they don’t like about us. We learn what PACCAR likes and doesn’t like about us,” says Ryan.

Being a truck mechanic by trade who had owned and driven Kenworths from a young age in livestock, logging and general transport imbued Ryan with the necessary hands-on experience to deepen his understanding of customer needs and what really matters to them.

“Customer service and customer support — it’s the most important recipe for business success,” he says.

“Customers can buy a truck from anywhere, but we consistently ‘walk a mile’ in the customer’s shoes to ensure we’re giving them more than they need. We strive to be one step ahead.”

While the mandate of any incoming CEO to a business is to improve its weaknesses, Brown and Hurley projects many remarkable strengths, its brand equity, for one, would be the envy of most automotive businesses.

Despite its size, providing sales, parts and repairs for trucks, trailers and agricultural machinery across 17 dealerships and TRP stores in two states, the board of directors insist on treating it like a small family business.

That’s the perception Ryan had himself and why he was initially attracted to it. This was pleasingly borne out riding shotgun for four months with the previous CEO Paul Hurley before he transitioned to a Director of the Brown and Hurley Group Pty Ltd.

“I was so fortunate to spend every day of the week with Paul, listening to phone calls in cars, in meetings and shadowing everything he did I learnt so much,” says Ryan.

“Because Paul had loads of information in his head. How do you get that out? Well, you just spend time and shadow him. That was the best induction you could ever ask for.”

By the time Paul stepped away Ryan had met most the staff and, circa, 100 customers, making for a relatively seamless transition. Kenworth, of course, remains a critical factor.

As the best-selling heavy truck in Australia and the brand most synonymous with Brown and Hurley’s history, there’s no denying its ongoing importance to the partnership.

According to Ryan Kenworth has kept pace in such a competitive marketplace through quality, durability and reliability.

“Whether you’re running up and down the coast or out west, customers don’t make money parked on the side of the road,” he says.

“They need confidence that when a truck goes to work, it will get home with no issues. We are also fortunate to have a customisable Australian-built product in Bayswater. Customers can build their truck in countless configurations to suit their needs, applications, and their passion.”

While the latest enhanced models – T320, T420, T420SAR, T620 and T620SAR – launched earlier this year by Kenworth have been modified extensively in their electrical architecture through a new one-piece digital display, Ryan notes that they will have more commonality of parts across the range to continue its high level of customer support.

“The truck is a lot smarter than it’s ever been,” says Ryan.

“While we didn’t expect to see any major changes to the engine or drivetrain given its proven success, the new generation brings a real step up in technology and driver experience. The new Fusion safety suite and PACCAR Connect telematics platform also make it far more advanced in terms of safety, viability and fleet monitoring. Overall, it’s more driver-friendly, more intuitive and even more reliable.”

The 2.1 metre cab, which is robot manufactured, introduced by PACCAR six years ago, has been a real success story for Brown and Hurley.

“The 2.1-metre cab is actually the biggest selling model for us these days,” says Ryan.

“What PACCAR eventually will do is transition everything across to that 2.1 metre platform. Right now, from big trucks down, the 909, the 509 and the 659 are still in the 1.8-metre legacy cab which has been around forever. The T420 and T620 are in the 2.1-metre cab. Eventually, everything will be in the 2.1-metre cab with different sleeper options.”

Sales of PACCAR stablemate, the DAF XG660, have been extremely pleasing this year for Ryan and his team who have clocked up millions of kilometres validating and demonstrating the product with great success.

“The comfort, vision, torque, and low fuel burn are the common feedback points we receive from everyone who has driven the truck,” Ryan notes.

“It’s a credit to PACCAR for building such a perfectly matched product.”

Another important factor underpinning why Brown and Hurley maintains its sterling reputation for long-term customer loyalty is the role its dealer principals play in upholding it.

Ryan says the sales teams deserve the proper recognition for being on the front lines.

“They’re not just selling trucks — they’re building trust, solving problems, and maintaining relationships that often span decades,” he says.

“Their understanding of the customer’s business needs are critical. We measure success not only in sales numbers but in repeat business, referrals, and the strength of those relationships.”

In the short-term, Ryan views his role being as much about solidifying the foundations for sustainable growth by investing in the company’s staff, systems, and improving overall network capability.

That includes refining its strategy for the next phase of expansion to ensure Brown and Hurley is aligned with where the industry is headed.

“Brown and Hurley is very much a hands-on business. There’s an expectation that the board sets and I set for my team that you must spend time with customers. You must spend time with people,” says Ryan.

“It’s an honour to continue what they’ve built and to carry the values and culture that have made Brown and Hurley so respected in the industry.”