Truck&Fleet ME August 2017

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YOUR NEEDS, OUR SOLUTIONS. BAHARAIN - Y.K. ALMOAYYED AND SONS B.S.C. - Manama - almoayyed@almoayyed.com.bh IRAQ - MTT - MACHINE TECHNOLOGY TRADING CO. - Baghdad - commercial@mtt-iraq.com JORDAN - GLOBAL BRAND TRUCKS LIMITED - Amman - sales.admin@ivecojordan.com LEBANON - OMATRA - Beirut - lebanon@omatra.org OMAN IVECO - INTERNATIONALEQUIPMENT & CONTRACTING CO. - Muscat - prp@suhailbahwanautogroup.com OMAN ASTRA - AL FAIRUZ TRADING AND CONT. CO. LLC - Muscat - jobby@alfairuzoman.com KINGDOM OF SAUDI ARABIA - ORIENT MARKETING & TRADING COMPANY LLC Jeddah, Riyadh, Dammam, Abha, Al Madinah Al Munawara, Jubail - iveco@alfuttaim.sa KUWAIT - KUWAIT AUTOMOTIVE IMPORTS CO.W.L.L (Al Shaya & Al Sagar) - mail@kaico.net U.A.E. - AL GHANDI AUTOMOTIVE GROUP - Dubai - samj@alghandi.com U.A.E. - UNITED ALSAQER HEAVY EQUIPMENT L.L.C. - Abu Dhabi - mohammad.himmo@alsaqergroup.com IVECO Middle East Representative Office: marco.torta@iveco.ae IVECO CAPITAL Middle East: waleed.alshatnawi@cnhind.com

contents

contents

SPECIAL INTERVIEW

12 / SWEDISH SToPPING PoWER

Volvo Trucks presents it global and regional safety vision.

also this issue …

NETWoRK & LAUNCHES

06 / MAjoR KSA BUS DEAL

08

06

SAPTCO to buy 242 of MAN Lion’s City M city buses from HHA. INTERVIEW

16 / WHY I CAME BACK Volvo Truck’s Helene Mellquist on how she was tempted back after a change at the top.

FLEET LoGISTICS

18 / THE NEW UBER

24

16

T&FME talks to a company that could revolutionise logistics in the region.

FLEET oWNER

22 / INFRASTRUCTURE MASTER How did one Abu Dhabi-based company become a major player in infrastructure?

VANS

24 / SERVICE IS EVERYTHING How Mercedes-Benz Vans is looking to be more than a manufacturer.

ACCESSIBILITY

30 / MAxIMUM ACCESS

18 22

A couple’s difficult search for vehicle with wheelchair access leads to Swaidan Trading.

WoRKSHoP

32 / ADVICE AND ANSWERS Driver awareness, trailer advice and vehicle sales, and much more in this month’s Workshop.

AUGUST 2017 TRUCK&FLEET ME 01

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EDITOrIAL DIrECTOr

Stockholm Syndrome I was in Sweden in July to take a look at the state-of-the-art of Volvo Trucks’ safety features. As we were frequently reminded, Volvo has rightly been regarded the by-word in safety for decades. Here is a company that having developed the 3-point safety belt took the bold and generous step of bequeathing the technology to the world. The deceptively simple invention has been saving countless lives ever since and remains the company’s most powerful legacy in the automotive segment. In an era where truck development is a globally expensive exercise, it is difficult to imagine anybody being able to tell shareholders that they released a game changer of several orders of magnitudes above the competition into the wild today – for free . No matter how strong the moral imperative.

The cost of development and the perils to a business that doesn’t have its IP locked several storeys below ground in a shaft that Tom Cruise would struggle to sneak into has made the industry naturally cautious.

In the past decade, it has been captive to the rigours of meeting engine emissions regulations and it has also left its toll. The changing regulations – fixed at a time when the global economy was booming and inflexible when the industry struggled – have forced an already conservative and latterly beleaguered industry into its shell. Even now as the reins loosen, it is struggling in a number of critical areas such as safety and vehicle autonomy to understand which technologies to hang its flag on. I also suspect that it has been caught up in meeting the demands of governments for so long that the industry would be relieved if it could let the politicians decide which direction to take. They could then fall back on the models of development that served them well during the emissions scaling.

Fleets will tell you that their business models are being challenged by new technology and will expect the industry to react quickly. Whether it’s Tesla leading to Volvo cars’ (Chinese-owned but still sharing office space with Volvo Trucks in Sweden) move to electric or Uber leading to Uber Freight, technology is changing the way vehicles are used. However, it is possible that, by protecting their own individual business interests, the business that is the truck industry is no longer in control of its own destiny. It could be the far more nimbler fleet companies that save its skin.

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READERS’ COMMENTS

CONSTRUCTION

TIME TO gET PROACTIvE OvER CLADDINg CONCERNS

Carillion to exit three ME markets as CEO steps down

It is commendable that the Abu Dhabi Islamic Bank (ADIB) is reinstalling the exterior cladding panels on its under-construction CONSTRUCTION

headquarters building in

Arabtec to build $96m UAE Pavilion for Expo 2020

the UAE capital (‘ADIB

reinstalls cladding on new Abu Dhabi HQ’, July 18). As your article In pictures: Nakheel opens monorail station on Dubai’s Palm Jumeirah

rightly points out, there has been a heightened scrutiny over the issue,

CONSTRUCTION

following the Grenfell

Arabtec wins contract for Dubai Creek Harbour project

Tower fire disaster in London and numerous high-rise blazes right here in the UAE. While it is the government’s role to set standards and regulations on such matters, there is a clear

CONSTRUCTION

responsibility for the

Western contractors in Qatar draw up contingency plans

construction sector here. The industry needs to be proactive in putting forward recommendations on best practices to make the built environment

CONSTRUCTION

Dubai plans $1.4bn business park complex 04 TRUCK&FLEET ME AUGUST 2017

video: Construction progress at Emaar’s Dubai Creek Harbour megaproject

a safer place.

Name supplied, via email

NETWORK

MAN TRUCK AND BUS AND HHA BUS DEAL / NEW MAN AT NISSAN MIDDLE EAST / STRONG HyBRID FLEET SALES IN THE UAE / vOLvO TO GO ELECTRIC IN 2019

network HHA and MAN secure SAPTCO deal TRANSPORTATION The Saudi Arabian bus operator SAPTCO (Saudi Public Transport Company) and the French public transport company RATP Dev (Régie Autonome des Transports Parisiens) have signed a contract for 242 of MAN Lion’s City M city buses.

Scheduled for delivery in 2018, these will be the first MAN buses on the roads of the Saudi Arabian capital Riyadh. MAN Truck and Bus’ official partner in Saudi Arabia, Haji Husein Alireza & Co. Ltd. (HHA) managed

the entire tender process and will work closely with the customer ensuring the highest standards in quality and safety are met.

SAPTCO and RATP Dev have worked together as the Public Transport Company (PTC) since 2014 and are building up a public transport network in Saudi Arabia from scratch. The Paris-based RATP Dev is responsible for operations, while SAPTCO oversees fleet management. In total, they plan to build up 100 routes with 1,000 vehicles.

MAN Lion’s City M buses are designed to make travel enjoyable and efficient at the same time. The 242 city buses will be 10.5 metres long and feature Euro 5 engines with 290 PS (213 kW) of power. To meet the demanding requirements of transportation in Riyadh, the bus offers generous space and boasts 29 comfortable seats with ample legroom, tinted windows and high-performance air conditioning. Like the interior, the exterior has been especially designed

to meet the customer’s requirements, including creating a unified identity for the new public transport network.

“We are excited to contribute to Saudi Arabia’s transport landscape with our MAN Lion’s City buses connecting its people and cities,” said Franz von Redwitz, managing director, MAN Truck & Bus Middle East. “We are confident that we will be able to take our partnership to even greater success in the years to come.”

HyUNDAI’S MIKE SONG SAyS THE MIDDLE EAST IS POSTING STRONG DEMAND FOR ELECTRIC CARS AND THE POWERTRAIN OF ITS IONIQ IS ‘IDEAL’ FOR THE DIvERSE NEEDS OF THE REGION

06 TRUCK&FLEET ME AUGUST 2017

NETWORK

HUGE GROWTH IN HyBRIDS, SAyS AFM

new Coo at nissan Middle east APPOINTMENT

Nissan Saudi Arabia has appointed former General Motors and MEBCO Middle East and Africa executive Bader El Houssami as chief operating officer, effective July 1st. Based in Jeddah, Bader takes over responsibility for Nissan’s day-to-day operational functions as the company continues to consolidate its robust position within the Kingdom’s fiercely competitive automotive market.

A graduate in Business Studies specialising in Marketing from Beirut University College in his native Lebanon, 48-year-old Bader has a strong track record in the automotive industry and a wealth of experience in the Kingdom itself. His appointment comes at a time when the Saudi market assumes ever greater significance for Nissan’s Middle East business, says the car-maker.

“We are delighted to have secured the services of Bader for Nissan here in the Kingdom of Saudi Arabia,” said Kalyana, Sivagnanam, Nissan’s regional vice president, marketing and sales for the Africa, Middle East, and India region.

“Bader’s CV and track record in the industry speak for themselves and we are confident that he will make a significant contribution to maintaining Nissan KSA on its current trajectory of continued sales growth, excellent customer satisfaction levels and a high degree of motivation within our highly trained workforce. His considerable experience of successfully managing people, combined with the breadth of his knowledge and hands-on experience within the industry made him the standout candidate for this challenging position.”

HyBRID TECH Al-Futtaim Motors (AFM) says sales of its range of Toyota hybrid vehicles have more than quadrupled in the first half of 2016.

The distributor said that the Prius and Camry, registered 535% and 430% growth respectively in the first half of the year, in comparison to the same period in 2016.

Launched last year in the UAE, Toyota Prius hybrid car can be powered by the engine, the electric motor or a combination of both, automatically choosing the most efficient mode for the best mileage and lowest emission. Since its introduction in 1997,

Toyota has sold over 3.7 million Prius around the globe, with hybrid sales surpassing 10 million since then, resulting in approximately 77 million fewer tons of CO2 emissions and saving approximately 29 million kilolitres of gasoline. Over 1,000 Camry Hybrid vehicles have sold to taxi operators in the UAE. “In light of the sustainability initiatives that the UAE government is implementing as part of its UAE Vision 2021, we take pride in being the pioneer in sustainable motoring and our customers’ confidence in our hybrid offerings reiterate our position,” said Saud Abbasi, managing director of Toyota at AFM.

vOLvO TO GO ELECTRIC IN 2019 PRODUCTION Volvo Cars says that every car it launches from 2019 will have an electric motor.

The announcement represents one of the most significant moves by any car maker to embrace electrification and highlights how over a century after the invention of the internal combustion engine electrification is paving the way for a new chapter in automotive history.

“This is about the customer,” said Håkan Samuelsson, president and chief executive. “People increasingly demand electrified cars and we want to respond

to our customers’ current and future needs. You can now pick and choose whichever electrified Volvo you wish.”

Volvo Cars will launch five fully electric cars between 2019 and 2021, three of which will be Volvo models and two of which will be high performance electrified cars from Polestar, Volvo Cars’ performance car arm.

(Full details will be announced at a later date.) These five cars will be supplemented by a range of petrol and diesel plug-in hybrid and mild hybrid 48V options on all models, representing one of the broadest electrified car offerings of any car maker.

AUGUST 2017 TRUCK&FLEET ME 07

LAUNCHES

PrEViEW oF CADiLLAC’S E-CLASS EQUiVALENT EXPECTED To DEBUT By END oF yEAr / NEW FUSo THUNDErBoLT HEAVy DUTy TrUCK KSA LAUNCH THroUGH AL HABToor

launches PoWEr AS STANDArD

XTS V6 boaSTS 304hp

2018 XTS set to make Middle East debut

CADiLLAC’S E-CLASS EQUiVALENT EXPECTED To DEBUT By END oF yEAr Both editions of the new Cadillac XTS are set to arrive in the Middle East by Q4 2017.

The Cadillac XTS is a spacious and comfortable sedan with confident handling and performance. For 2018, the XTS receives technical, chassis and appearance changes to heighten the appeal of this elegant sedan.

Also available is the XTS Platinum V-Sport, which takes performance to a higher level, driven by an exclusive twin-turbo engine and all-wheel drive. Both editions of the new Cadillac XTS are set to arrive in the Middle East by Q4 2017.

8 TRUCK&FLEET ME AUGUST 2017

New exterior styling features freshened front and rear fascias. The appearance change includes new fenders, front and rear fascias, grille, and the addition of LED headlights and taillamp in keeping with today’s portfolio.

The updated chassis has revised tire designs for both 19” and 20” tires to improve ride comfort while reducing outside noise for a quieter more comfortable cabin.

When it comes to trunk space, the XTS 509l exceeds some midsize and full-size competitors — it’s more than the Audi A6, BMW

5 Series and MercedesBenz E-Class. The cargo advantage means room for five or more suitcases.

New interior decor is available across much of the XTS line. There is a revised Jet Black with Shale-accented environment available for XTS Luxury models. The XTS Platinum models include new Jet Black and Maple Sugar with Jet Black accents.

Platinum models feature a leather-wrapped interior with microfiber suede headliner, as well as wood trim on the steering wheel, console, centre stack, instrument panel and door panels.

Seating trim offers full-leather seating on Kona, or semi-aniline full leather seating surfaces on Platinum models, both with perforated detailing.

Heated and ventilated seats are also offered. The 2018 model includes the redesigned updates to the seat foam geometry, wire frame structure, heat pads for the heated seats and 40” of rear legroom for added passenger comfort.

The Cadillac twin-turbo 3.6L V-6 headlines the XTS’ powertrain lineup and is standard on the V-Sport model, delivering SAE-

LAUNCHES

heavy Duty Fuso strikes in ksa

NEW FUSo THUNDErBoLT HEAVy DUTy TrUCK LAUNCHED By AL HABToor

SAFE AND ULTrASoUND The XTS has radar, camera and ultrasonic sensors to help prevent crashes.

ALL THE TriMMiNGS platinum models feature a leather-wrapped interior as well as wood trim throughout.

certified 410 horsepower (306 kW) and 500 Nm of torque, making it one of the most power-dense six-cylinder engines in the segment. The XTS’ standard 3.6l V6 is rated at 304hp (227 kW) and 355 Nm of torque.

Lightweight features help reduce overall weight for greater efficiency and a more favourable frontto-rear weight balance.

The engines are matched with six-speed

automatic transmissions and tap-shift control.

Cadillac provides advanced safety based on its “control-and-alert” strategy, employing advanced technologies — including radar, camera and ultrasonic sensors — to help prevent crashes. The safety features bolster driver vision and awareness of road hazards and can even help drivers avert potential crashes.

Al Habtoor Motors launched the all-new range of Thunderbolt trucks at a special launch event to kick off Habtoor’s 1st anniversary celebrations. More than 150 truck operators attended to learn about the new heavy duty FUSO Thunderbolt, which has a GCW of up to 100t and 438hp. The event was followed by a lavish Iftar dinner for the guests. Al Habtoor plans to host Kingdom wide promotional events to celebrate the Launch of FUSO Heavy Duty Truck in Saudi Arabia.

Thunderbolt is one of a new generation of trucks designed to reduce truck operating costs through low running costs, low fuel consumption and quick and efficient maintenance. It is backed by a 3 year, 450,00km warranty for total peace of mind and, given its heritage, will have the strongest residual values in the market. It comes with 4x2, 6x4 and 8x4 wheel plans with Tractor Head or Rigid chassis.

“We believe that Thunderbolt is perfectly suited for the Saudi heavy duty truck market. We have a number of demonstrators which will be loaned to large fleet customers in KSA for testing against their existing fleet. This will demonstrate the cost savings in a real world environment. Of course, Thunderbolt comes with Al Habtoor’s well known commitment to international standards

of customer care, competitive pricing and technical body applications support” states Country Head, Simon Monahan.

“We only sell trucks in Saudi Arabia, so we are determined to demonstrate the highest possible truck industry standards.

We have two sites fully operational in Riyadh; we open in Khobar on 1st July and in Jeddah on 1st September so we are already covering the 3 largest cities in KSA. In addition, we support fleets through Habtoor Technical Support 247 which is available to any FUSO fleet, even if the vehicles are not purchased from us.”

Al Habtoor’s continual upgrading of existing service and repair services reflects the company’s ongoing commitment to delivering maximum up time and more profit for its customers. Al Habtoor Motors provdides body fabrication, routine maintenance and truck accident repair giving the lowest possible vehicle operating costs across the Kingdom.

SPECiFiCATioNS (4X2) Wheelbase

3530mm

Total length

6,030mm

GCW

Up to 100t

Power

295kW

Max Torque

2,000Nm@1,100rpm

LiGHTENiNG STriKES GCW Up To 100T

SPECiFiCATioNS Engine Size

3.6l V6

V-SPorT Power

410hp

V-SPorT Torque

500Nm

XTS Standard Power

304hp

XTS Standard Torque

355Nm

AUGUST 2017 TRUCK&FLEET ME 9

FeATUre

G N I T T PU A FET Y S T S R I F 10 TRUCK&FLEET ME AUGUST 2017

FeATUre

e h t r o nf e d e ll w i S w o t t i els ow v h a r t n r r E a e f a s t T&FM ience to le as e e l r d e p id x M e e y h t t fe f a o S s d o v a ro Vol e h t make AUGUST 2017 TRUCK&FLEET ME 11

FeATUre

TAkinG A BrAke T&FME was impressed with the effectiveness of the Collision Warning with Emergency Brake system at close quarters.

“

We are killing people on the road.

The numbers are so large that we as human beings have a problem in understanding how big a number this. What kind of feeling do we have when he hear 1.2 million deaths per year?” Asks Carl Johan Almqvist, Volvo Truck’s traffic and product safety director.

“That’s like 10 large aeroplanes crashing every day or 3,400 people killed every day on the roads. This is drama. Enormous figures.”

Almqvist is talking to an audience at the Volvo Safety Experience held at Volvo Trucks’ huge plant in Gothenburg, alongside Peter Wells, the head of the Volvo Trucks Accident Research Team and his co-author of the Volvo Trucks Safety Report 2017. The pair reveal that while massive strides in vehicle safety and infrastructure have lowered fatalities in the EU, truck-related accidents in Europe still contributed 15% of the 26,000 lives taken on its roads in 2015. Perhaps more alarmingly a small rise in deaths in recent years, Wells suggests, shows it will miss its target of a 50% reduction between 2010 and 2020.

Wells believes that the data also reveals that the low hanging fruit has now been picked in terms of successful safety campaigns and improvements to vehicle technology in the EU; the industry therefore faces a challenge to meet the targets from this point on.

However, he feels that shouldn’t detract from the progress that could be made elsewhere in the world, including the Middle East.

“The lessons that have been learned could be moved further afield and you could skip a few paces,” he suggests.

Road safety has become a major priority for a number of countries in the Middle East.

Saudi Arabia, for instance, places it as a strategic objective of its National Transformational Programme for 2020 and has allocated $800 million to fund infrastructure improvements.

12 TRUCK&FLEET ME AUGUST 2017

Safety is also enshrined into the framework of the Vision 2030 social and economic reform plan; making it both a moral and commercial imperative for companies in the country.

Volvo Trucks recently announced that it will offer a suite of safety features as standard on its long-haul FH truck in the Kingdom in partnership with Zahid Tractor. The so-called “safest truck made in Saudi Arabia” – is a version of the FH that features a driver airbag, lane change support, lane keeping support, Volvo Truck’s ESP - electronic stability program, a driver alert warning system and its headway Collision Warning with Emergency Braking system. (They are also releasing a tanker that meets ADR classifications for dangerous and flammable goods.)

During the event, T&FME was told that the company is hopeful that the features could be rolled out elsewhere in the GCC,

The DriVer'S poinT oF View Warnings of a collision are both audio and visual, including a heads-up display. If the driver fails to react the truck will.

The lessons that have been learned could be moved further afield and you could skip a few paces”

including the UAE where dealer FAMCO has been successfully promoting a move among its customers to the automated i-Shift transmission system. It has proven that when the offering is pitch correctly, fleets of the region will invest in new technology.

After years of being left behind as the truck industry chased demanding vehicle emission regulation, Volvo Trucks could help herald in a generation of vehicles in the Middle East packed with the state-of-the-art in safety technology.

The Volvo Trucks Safety Experience, then, was an opportunity to see these features in action from a company that has made a huge contribution to the area for decades, even before it sparked the world to “clunk, click every trip”.

“Being from Sweden, a country that is sparsely populated, that is cold and sparse, has forced us to be innovative,” says Helene Mellquist, Volvo Trucks International senior VP. “That has helped Volvo to be what it is today and you can link it to the core values of Volvo that have been there since the start in 1907 including safety. It has always been safety.”

The company is on the ground and involved in a number of initiatives that are engaging local communities and road users globally. Its Stop Look Wave course has already taught over 100,000 young children how to interact with commercial vehicles drivers and, vitally, the importance of making eye contact in 13 countries. Likewise, its See and Be Seen campaign for older children of ages 12 and up teaches them how to use bicycles around heavy vehicle traffic. The company says there are plans to work with local traffic and police agencies in the region,

FeATUre

and frankly it seems like a no-brainer to bring it to an ever more urbanised Middle East.

It is also possible that similar regulation to the laws in place elsewhere could eventually be introduced here; such as a requirement for automatic emergency brakes. Taking a lead from what was then incoming EU safety legislation for new two- and three-axle heavy trucks, Volvo Trucks introduced a version of automatic emergency brakes on its vehicles three years ahead of schedule in 2012.

The Collision Warning with Emergency Braking system that will be one of the standard features on the FH long haulers in Saudi goes beyond both the current and future stipulations of the rules, according to Carl Johan Almqvist.

He explains it monitors vehicles ahead of the truck by fusing camera and radar technology.

Using the two in combination to ensure that the system will work regardless of the time of day or weather conditions: be it bright sunlight, mist or fog. It will also function in the dusty environment of the desert – as long as the camera lens is regularly cleaned.

In Gothenburg, we were given the opportunity to experience the system work inside a cab and saw how, when there is a risk of collision, the driver is alerted via gradually escalating light and acoustic signals inside the cab and on its heads up display. If the system does not detect a response from the driver, the truck automatically starts braking gently. If the driver still does not respond, the emergency brake is deployed until the vehicle comes to a complete standstill. In action, the ‘collision’ plays out rapidly and it’s easy to see how on the fast and occasionally risky routes of the regionhow

The numbers are so large that we have a problem in understanding.

What kind of feeling do we have when he hear 1.2 million deaths per year? That’s like 10 large aeroplanes crashing every day or 3,400 people killed every day on the roads.

Enormous figures”

this could save lives. Even if the vehicle ahead of you is braking hard, “the system will at least mitigate the consequences of a collision.”

It is also worth mentioning that after a further five seconds without any movement of the steering wheel or other reaction, the handbrake is automatically engaged.

It’s a feature unique to Volvo Trucks, and makes the vehicle secure, preventing it from rolling if the driver is in shock or unconscious.

The only caveat from T&FME’s point of view is that ABS needs to be engaged and working on both the truck and trailer, placing the onus on drivers and fleets to ensure that they are properly maintained.

Volvo Trucks first started its collision avoidance work at the turn of the decade and the programme has since merged with a long-term progression towards greater and full automation as well as the aims of its zero accidents vision. The latter is an ambitious goal and Volvo Trucks is willing to admit it could ultimately fail to achieve it. But ultimately all of the people that T&FME met at the Volvo Safety Experience agreed that the opportunity to even get close while saving thousands of lives makes it a valid challenge worth pursuing.

Carl Johan Almqvist argues that whether you are talking about Europe, the Middle East or the rest of the world that, no matter how good the technology is you can’t hope to make roads safe without the full engagement of the local government and community: “We’ve done listening tours and asked governments and NGOs to come to us and talk. How can we get things better? Let’s sit down and see what we can do because we are in this together.”

ACTiVe in The CoMMUniTy Carl Johan Armqvist (left) leads Volvo Truck's technological and social programme for improved safety for all road users.

14 TRUCK&FLEET ME AUGUST 2017

The MoVe To Zero ACCiDenTS Pilot schemes demonstrated at the event, such as its use of autonomous FMX trucks underground (see above) in the Boliden mine in Sweden, prove that technology is progressing at a searing rate.

However, one of the refreshing aspects was an acknowledgement of the current limitations of autonomous technology. When vehicles are able to communicate with one another, and the surrounding environment, at lightning speed accidents should be drastically reduced. This technology needs an open collaboration between vehicle manufacturers and society at large, admits Volvo Trucks.

There is also a realisation that technology may not be enough and Volvo Trucks has commited itself to a programme called Zero Accidents and has called for other truck manufacturers, infrastructure planners and other experts to work globally to aim towards ending deaths on the roads.

"It’s not enough for us to make our trucks safer," says the company. "We need to help make the world’s roads safer. We’re working with politicians, public authorities and other vehicle manufacturers to improve road, vehicle and driver safety.

"We’re also sharing everything we have. And have offered our knowledge and experience to universities, research laboratories and partner organisations. Whenever traffic safety is discussed, we participate. This helps us learn more about the issues, the potential solutions and how to design the trucks of the future. The aviation industry operates a zero accident policy. And it’s this approach – that no accident is ever acceptable – that we’re applying to road safety."

INTERVIEW

COMING HOME Helene Mellquist on why the time was right for her to come back to Volvo Trucks

A

change can be as good as a rest once wrote Conan Arthur Doyle, the author of the Sherlock Holmes novels, and while Volvo Trucks International’s (VTI) VP Helene Mellquist may agree with his sentiment, she does not feel her return to the company is any great mystery.

Having departed after 23 years of rising through the ranks of Volvo’s many brands including its engine and car businesses, she spent a few years as the CEO of shipping company TransAtlantic. However, the appointment of Martin Lundquist and his ambitious strategy to allow its many truck brands (such as Volvo Trucks, Renault and UD) to compete as autonomous and vigorous entities tempted her back last year. it was, she says, an easy decision to come back and lead the company’s push to be “number one” in the Middle East, East and Northern Africa (MEENA) region as well as Southern Africa, Asia and the Pacific.

“I came back just because of that actually,” she tells T&FME. “My boss started contacting me and said ‘I have something to talk to you about’ and, when we met, he presented the idea that I should have this job and I had to think for just two seconds. This is the most fun job you can have in the group I think.

16 TRUCK&FLEET ME AUGUST 2017

One of the things I recognised when I came back was that the infighting wasn’t there any longer.

Going forward it is really important for the customer to have a really strong brand offer”

INTERVIEW

“We have great potential and yet we already have a very good foothold, a very good customer image and satisfaction… the footprint is there.”

“I also think what Martin did with this change has been very good from a multi-brand point of view. He has brought back what we at Volvo Trucks used to have and that is very much a customer focus. That is back in the group again.”

The extra breathing room and competition has so far proven to be a wise choice with the group maintaining its momentum from 2016 into 2017.

Sales are up on all the brands.

“I think if you look at the results it paid off as the Volvo Group results have been really good over the last year. It is across everyone but the trucks and construction equipment in particular,” explains Mellquist. “And if you read the Q1 report you can see all the truck brands and businesses are doing much better.”

The individual brands may have been separated but there remains a question of whether there is sufficient product differentiation for fleet owners between, say, the rugged, FMX-inspired look to the new UD Croner or the automatic transmission that powers both the Volvo and Renault range. Mellquist suggests that coordination behind the scenes enshrines segmentation but also provides a clear direction of which markets brands should target.

“I think during the time that we were together we learnt what are strengths were so we don’t need to fight on those grounds anymore. It’s pretty good actually that we know each other in a better way. One of the things I recognised when I came back was that the infighting wasn’t there any longer.

Going forward it is really important for the customer to have a really strong brand offer.”

The sales area of Volvo Trucks International covers 127 countries with over half of the markets it is directly active in (36 out of total of 68) originating in the MEENA region.

“If there is somewhere in the world where things will move, it is here. Especially if you look at the megatrends like urbanisation and how the population is getting more and more richer,” she says. “We are also getting a more mature society here add that together with the fact that we have 5.7 billion people in this region which is 70% of the world population them you know things will happen. Maybe not all at once, in all areas, but step by step it will happen.”

Mellquist adds that, out of the 15,831

TEcHNoloGy AT THE foREfRo NT Mellquist says that she wants Volvo Trucks to be a leader in technology as well as have the most desired trucks.

It is important to remember that these are cyclical markets and I think that this will be the case for a couple of years but then you’ll be back on track. If you look at the curve in the long-term you will see that truck sales are actually growing in all these markets”

trucks VTI delivered in 2016, 4,462 were sent to the MEENA region. The slump in the oil price may have stifled the Gulf economies (although that didn’t stop Dammam-based Al Oasis purchasing 250 FH and FMX trucks from Zahid Tractor in June) and political uncertainty destabilised others, but Mellquist feels that in the long-term, at least, the region’s prospect look strong.

“The sales are much smaller than they were last year for us for sure. (At the moment) the Middle East is shrinking and other ones are growing, but we are earning market share,” she comments. “It is important to remember that these are cyclical markets and I think that this will be the case for a couple of years but then you’ll be back on track. If you look at the curve in the long-term you will see that truck sales are actually growing in all these markets -that’s why we would like to be sustainable and a partner on the road with them.”

Iran remains one of the biggest markets in terms of its potential to the truck industry and Mellquist is confident that Volvo’s long-standing presence in the market will hold it in good stead assuming it continues its rehabilitation within the international community. She draws a comparison with the company’s experience in South Korea, a country which now ranks in its top ten global markets (2,600 trucks sold in 2016 more than double than Saudi Arabia) and where it is celebrating its 20th anniversary.

“During that time they had two really big meltdowns. One they did themselves with the economy and then secondly they had the world economic crisis in 2008. There were a lot of imported brands at left the scene but

we remained during all that time and today we have a market share of above 70%,” she enthuses. “We expect the same in Iran as we have stuck by them. We have been there all the time during the situations and we are really expecting a lot from Iran now as it is coming back.”

More generally, Mellquist believes that VTI’s sales in the region will improve not due to a shift from the value end of the market to premium but simply because it will continue to expand.

“It is really to do with growth in the market and as such more premium trucks will be sold and demanded. We would like to be the most desired truck and the one if you really want it, you should have it. We know we are very competitive on the total cost of ownership - when you buy a Volvo and if you have a good business over time you will earn it back for sure.”

Mellquist is speaking to T&FME on the sidelines of the two-day Volvo Safety Experience where the media from the VTI’s hunting grounds are being taken through its current range of safety features and looking ahead to its work in autonomous vehicles and emobility. The recent announcement that it will offer its long-haul FH16 4x2 with a full of array of modern, safety features (such as lane changing assist and Collision Warning with Emergency Brake System) as standard in Saudi Arabia is an indication that VTI believes that some fleets are beginning to realise the commercial and safety benefits of modern trucks.

“I think with things such like Vision 2030 in Saudi Arabia there are tremendous opportunities as we go along. All of these features are done for customer productivity.

We know that safety also provides productivity to customers. If a truck is not crashed it stays on the road. If a driver is unhurt and safe and sound they are not tired or fatigue. All those things bring value back to the customer.”

She continues: “When I say I want us to be number one it’s really about having the leading technology offer for our customers.

There are small innovative features that you can do that changes the value for the customer and we are looking for them everywhere. The I-Shift (where adoption in the UAE is now close to 100% among fleet buyers) crawler gear is an excellent example. So much was focused on emissions for such a long time. We needed to take a lot of big steps with a lot of our R&D going into emissions. I think now we can finally go back to customer value.”

AUGUST 2017 TRUCK&FLEET ME 17

INTERVIEW

Keep on TruKKin!

T&FME talks to Janardan Dalmia one of the brains behind the Uber-esque Trukkin 18 TRUCK&FLEET ME AUGUST 2017

INTERVIEW

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EO and money man Janardin Dalmia and his partners tech guru Dilip Rajagopal and former Aramco executive Ahmed Ibrahim Al Nafie have started the sort of business that, when you hear about it, you kick yourself that you weren’t present at the coffee-fuelled meetings which brewed it into a fully-fledged and potentially industry-changing enterprise.

Trukkin soft-launched its new cloudbased B2B platform in May with the premise of bringing together customers with shippers and truckers in the Middle East through its cloud-based and streamlined logistics solution.

Effectively you can download the app and gain access to a huge number of transporters and drivers to move your goods or, and here’s the kicker for fleet owners, use the portal to win business you may have otherwise missed.

While the former investment banker for Barclays is quick to stress that the company is only in the early stages, the potential for being able to use its logistics on demand service could potentially be massive especially at a time when costs are a concern for fleets and logistics companies. This could be the game changer (T&FME’s words, not his) the logistics sector in the region has searched for many years.

“I was at Barclays for the better part of ten years splitting my time between New York and Dubai. During my career, I started covering Saudi Arabia and as I was spending time there I was building a network and relationships with entrepreneurs and management level people like CEOs and chairman’s of companies,” he explains. “One day, I was sitting with the people who are now my partners and other business people and we were discussing how technology has really touched our lives in various spheres; from getting taxis, booking hotels and restaurants. We realised that pretty much everywhere technology is part of our lives. And one of those areas was commercial transport.”

Through that discussion, it became clear that the owners and managers of commercial transport companies were facing some major challenges.

“The way it is done today is very fragmented with an old school traditional way of doing business. There are a lot of opaqueness and inefficiencies built into the system. We figured out that new technology will come into the sector at some point and thought how can we use technology improved this system?

That’s how the idea for Trukkin started.”

Progress has been rapid for an idea that was first mooted at the end of 2015.

Typifying the entrepreneurial spirit driving Trukkin, Dalmia says that he has been on

WhAT IS TRUkkIN? Launched in May 2016 in Saudi Arabia and the UAE, Trukkin is cloud-based B2B platform that provides Uber-style logistics.

Intended to link goods companies with logistics firms or individual drivers, shippers can place their orders on Trukkin and find verified truckers in any location. It offers multipoint pickup and delivery management via its app and web portal. Shippers can track their orders in real-time with regular updates. The company also offers round the clock support and drivers can be rated on the system, ensuring that poor drivers are monitored and blocked from the service when required.

For truckers and fleet owners Trukkin enables them to source delivery work at any location. If they have the capability to fulfil the order they can use the transparent and real time bidding process. The service pledges hassle-free and fast payment. They are also able to know where their trucks are, “anytime, anywhere”, says Trukkin.

the ground in Saudi Arabia in the last year, talking to not just fleets but also drivers.

He says he wanted to understand what the challenges and crunch points were at every single level of the industry.

“You can have an idea but how do evaluate if it is real or not? I started to doing handson and on the ground research. I spent a lot time in Saudi Arabia and the UAE meeting companies, transporters, fleet owners and independent truck drivers. I come from India and most of the truck drivers here come from the sub-continent. The ability to get down to that level in their own language meant we could talk about the pain points in their daily life.

“It was extremely important, because at the end of the day when you are developing a product it can’t be value added for one party it needs to be a win-win for everyone.”

Among the lessons he learned was that many companies were only prepared to work with one or two transporters or were fixed into long-term contracts that stifled their ability to manage their own fleets.

He adds: “I also saw a very old school, paper trail, inefficient way of working with a lack of tracking. It also seemed to be very manual, resource heavy which (in turn) increased their dependency on those few transporters. They weren’t getting the benefit of supply and demand. We figured out there were a lot of opportunities where we could bring in efficiency.”

Trukkin has committed itself to unlocking those efficiencies in the logistics, driving and trucking industries principally by applying similar technology to that is powering companies like Uber and AirBnB. Trukkin, has already drawn easy comparisons with those app and web-powered endeavours. Dalmia is, however, keen to stress that his company is strictly a B2B-centric idea that enables drivers, logistics companies and business alike to get goods moving at the click or tap of a button.

“We give companies more control of their logistics. An owner that transports goods in the Middle East could sit back in the UK for instance and have full visibility on how the business is. From a fleet owner and individual vehicle owner perspective under-utilisation is a huge issue. You may have a truck go to Riyadh and come back empty, it can be inefficient.

“Independent drivers are dependent on certain individuals or companies that they are having to call up every day looking for jobs. With this they get control of their own livelihood which is what Uber and have companies have done. They are empowered as they can work in their own terms. In the middle of all this we provide operational AUGUST 2017 TRUCK&FLEET ME 19

INTERVIEW

support for all the truck drivers and companies to ensure that these are good quality drivers.

While development of the product was made possible by Trukkin’s extensive research and by working closely with its partners in Saudi Arabia, much of the work on the front and back end of the business - the web portal and apps and the cloud technology that powers it – has drawn on the expertise of the burgeoning talent of the Indian IT industry.

In the run-up to the launch, the user journey from registration, placing orders, accepting bids was sharpened; making payments has also been simplified to ensure a smooth user experience from start to finish.

“What we were trying to build was a local solution for the GCC. Technically you can build a platform and use it anywhere but we wanted to understand what our demographic wanted. Once we did that, we were still taking constant feedback from a network of fleet owners, customers and drivers to keep on improving the platform. It is still ongoing… it’s just an initial version and there will be further development from here on.”

Customers, fleet owners, and independent drivers can now register on the Trukkin platform after going through a verification process (“to make sure they’re a legitimate business”). Customers can then request services to transport their goods/load and provide order details via the app and web platforms “We have a web platform, apps across Android and (Apple’s) ios for the customer side. For fleet owners and truck drivers we have apps on Android because the drivers

The way it is done today is very fragmented.

There are a lot of inefficiencies built into the system. We figured out that new technology will come into the sector and thought how can we use technology to improve this system? That’s how the idea for Trukkin started”

oN TRACk FoR SUCCESS Trukkin may be in its infancy but it already is planning to build rapidly on its launch in Saudi Arabia and the UAE.

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Who IS JANARDAN DAlmIA? An investment banker turned technology evangelist, Janardan Dalmia aka JD is on a mission to transform logistics industry.

As CEO of Trukkin, JD is tasked with the mammoth responsibility of leading young, energetic and passionate team on to the next revolution in technology & logistics. Prior to Trukkin, JD was honing his corporate finance experience working with and advising on some of the very high profile M&A transactions over a decade at Barclays and Bank of America in Dubai and New York. JD is also the president and member of the board at Aiwa.ae, an online business portal in the UAE. With the plethora of skill set and experience JD aims to make Trukkin the regional leader in the commercial transportation industry.

are not using iPhones,” he explains “From the driver’s perspective we have used in very user-friendly and multilingual to cover 99% of the languages used by them in the region.”

Once customers have chosen their preferred supplier and give the go-ahead drivers can despatched from the logistics firm or fleet operator to pick up their goods and take them onto be delivered. After the driver makes it to the drop-off location and completed the delivery, the proof of delivery is uploaded to the app, and the service is officially concluded.

Customers then have a variety of in-app methods to offer payment. The Trukkin team will also provide clients with operational support throughout the transaction experience.

“It’s a very simple process and low-cost for private customers. In the end they will be able to reduce their dependency on a carrier and give them the benefit of supply and demand economics. Plus they get the whole technology experience with tracking (in real-time through Trukkin’s tracking system) and control of their whole logistics. From the fleet owner’s perspective, once we have verified them we teach them how to use the app and we then provide them with operational support.”

He adds that both fleets and independent drivers can be anywhere and look for any job within their vicinity or where they have vehicles.

“You could be a fleet owner in the UK, for instance. You might even have truck movements around the Middle East, so, you could see where there are jobs and control your logistics business from there.”

He tells T&FME that Trukkin will only make money if the transporters make money and if a driver has received poor ratings he will be blocked off the service.

Suitably for a company that is concerned with logistics it is already going places.

A new office in Saudi Arabia opened in July, and Dalmia is hopeful that Trukkin will make its own contribution to greater digitalisation and local employment: “Someone could buy two trucks and use our application to start their own business.”

It may be early days but uptake and feedback has been good so far. Dalmia is confident that the transport will continue to embrace what it has to offer.

“We’re not trying to disrupt anything,” he says alluding to the concept of how technology from outside is affecting industries. “People like to use that word. But the way I look at it, I don’t see ourselves as disruptor. We look at ourselves as an enabler and facilitator with technology at our core to something that was working in a very inefficient way.”

FleeT overview

Rock solid opeRAtioN Hashim Sharif Mudhir on how Al Akhilaa General Trading is preparing for expo 2020

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l Akhilaa General Trading L.L.C. has been a valuable link for construction contractors in the UAE stretching back to its founding as Al Ashraf General Transport three decades ago. Founded to serve public works and government projects in Al Ain and Abu Dhabi, it has progressed to be one of the top ten suppliers of aggregates and building material for projects across the emirates.

With the country building towards hosting Expo 2020, Al Akhilaa’s CEO Hashim Sharif Mudhir tells T&FME that the company, which owns a sizeable fleet dominated by trucks from MAN, is excited to be part of the preparation and estimates that business activity could increase by as 22 TRUCK&FLEET ME AUGUST 2017

much as 40% during the run-in to the event.

“We feel confident that our business will grow, especially considering Expo 2020 is coming up,” he says. “We will expand our fleet as construction projects surrounding the event ramp-up.”

Al Akhilaa General Trading’s success has been built on a strong recruitment policy, strict safety controls and a professional approach – which has helped it to forge a reputation for quality among its governmental and private clients (many of which operate in the timesensitive and demanding ready mix sector).

The company’s well-maintained fleet is consistently reviewed and renewed where necessary, he adds. In a business where uptime is everything and delivery times from the crushers in quarries to the project area must be strictly adhered to, he says that

From a logistics point of view, MAN is a trustworthy provider so we don’t need to worry about anything”

the MAN fleet of trucks and the support – including utilising its United Motors & Heavy Equipment CO. LLC (UMHE) workshops for full services – that comes with them is critical.

“They provide peace of mind because we need to ensure that aggregates will be transferred on time from one location to another – and UMHE ensures timely delivery and high-quality of service,” he comments. “From a logistics point of view, MAN is a trustworthy partner so we don’t need to worry about anything.”

Referring to servicing and maintenance, he continues: “The quick turnarounds with MAN and UMHE speeds up the servicing of our trucks, so we can get the trucks back to work quickly. They ensure efficiency, like ‘Formula 1’ efficiency.”

“Our customers expect fast delivery, so

FleeT overview

expecTinG THe beST Hashim Sharif Mudhir says clients expect quality, fast deliveries and professional logistics. He adds that MAN’s support gives him peace of mind.

AlwAyS on THe Move Al Akhilaa operates a fleet of 65 MAN trucks and uses the expertise of UMHE to ensure uptime is maximised.

that’s where MAN trucks are helping us to provide the best possible service to our clients,” he says. “They help us to make our customers happy by getting things delivered on time and effectively make us more qualified for the job.”

He adds that the company currently owns and operates a fleet of 65 MAN trucks with a further 100 lease-able trucks available for contractors on a project basis.

Together, he says, the company’s trucks and trailers meet, “the requirements of customers to supply and deliver material to sites anywhere in UAE.” Hashim Sharif Mudhir recalls the early years of the company where Al Akhilaa played its part in the development of a series of projects in the capital and Al Ain, such as the building of the high-end Ajban Palace and the Al Raha Beach resorts; the supply

of rock for the sculpting of the canal works in Al Wathba; as well as supporting the construction of low cost housing projects in the more remote town of Sweihan.

“At the beginning most of the work was for the government of Al Ain and Abu Dhabi,” he explains. “Early on we were focusing on filling works, but then afterwards we started entering into the construction business and hauling aggregates for road works and construction contractors. Within a short span of time, the company’s excellence in service came to the forefront and we put in place a dedicated team of staff and people which meant we could cover all the capacities needed to carry out jobs” Hashim Sharif Mudhir outlines that Al Akhilaa General Trading – which was established in its own right in 1992 in Al

Within a short span of time, the company’s excellence in service came to the forefront with a very dedicated team”

Ain and is an ISO 9000-2008 Quality Management System Certified Company – has executed more than 2 billion dirhams ($500 million) worth of projects up to now.

The fleet operation is overseen by a team of 20 people that control fleet management and deployment across the country. Trucks are monitored by GPS software, Hashim Sharif Mudhir remarks adding that the company always knows the location, speed and fuel consumption of its fleet.

While on-site, he explains the company works alongside contractors with its own staff on-hand to maximise vehicle productivity and, importantly, oversee safety: “We have people continuously on site to ensure that the area is safe for the trucks and will pass site and safety inspections.”

With infrastructure development strewn across the country and away from the major quarries of the north, its trucks are continually traversing through remote locations. In an effort to provide support close to the Omani border (in Al Madam) far from Abu Dhabi and Dubai, it has set-up a workshop and garage with its own staff.

The support crew of 25 are dedicated to maintain and manage the trucks in the area.

Additionally the company is expanding its presence in the emerging Western region of the country towards the Saudi Arabian border, he reveals.

“The latest development under the banner of Al Akhilaa General Trading is Al Akhilaa General Transport which has an office based in Beda Zayed. This will enable the company to gain a greater grip on the all recent activities in the Western region of Abu Dhabi.”

Driving in the UAE, whether in its remote and rugged mountainous areas or busy modern cities, always presents challenges to truck drivers. Hashim Sharif Mudhir says that the company has placed driving and safety training firmly at the centre of its operation. Conducted on annual basis, it has chosen to put drivers onto MAN’s driver programme “MAN ProfiDrive”. The programme consists of seminars and practical sessions lead by professionals to encourage safe and efficient vehicle utilisation.

“We hire qualified people and experienced drivers to deliver jobs, in fact most of our drivers have more than 10 years of experience.

MAN ProfiDrive, however, ensures that our drivers are also familiar with the principles of economical driving, the technical background information, as well as safety related topics,” Hashim Sharif Mudhir explains. “Logistics and quality is what we always provide and that’s why the customers always choose us.”

AUGUST 2017 TRUCK&FLEET ME 23

VANS

Time To advance

How Mercedes-Benz Vans is taking the holistic approach to its global strategy

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oon after the introduction of its strategic initiative adVANce, Mercedes-Benz Vans underlined its transformation from a pure van manufacturer into a supplier of holistic system solutions and its high-tech prowess from the vehicles to cloudbased technology at last year's IAA. The new service brand Mercedes PRO, which bundles professional services on a digital platform, launched in the first half of 2017 with its own operational planning, maintenance and fleet communication solution – Mercedes PRO connect. Forward-looking and flexible offers enhancing the short- and long-term mobility of the van sector will be developed by the newly founded Mercedes-Benz Vans Mobility GmbH, which launched its first service last month.

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Finally, 2018 will see the start of series production of a Mercedes-Benz van with e-drive for commercial customers. This van will meet every expectation of an efficient delivery vehicle. Not neglecting the present, MercedesBenz Vans, which followed a record-breaking year in 2015 with a further 12% increase in sales to 359,000 units in 2016, updated its Sprinter, Vito and Citan van models this year .

“With the strongest portfolio of vans in our corporate history, we're ideally placed to refocus Mercedes-Benz Vans with our strategic initiative adVANce and make it fully fit for the challenges of the future. We are introducing our customers to many new offers with which they can make their transport processes more efficient, faster and more sustainable,” says Volker Mornhinweg, head of Mercedes-Benz Vans.

The transport of the future needs to be made more intelligent, flexible and sustainable”

At IAA in Hanover, Mercedes-Benz Vans gave a comprehensive outlook on the future of its business activities. The current focus is on the strategic initiative adVANce, with which Mercedes-Benz Vans transforms itself from a "pure vehicle manufacturer into a supplier of customer-focused system solutions for the transport industry".

Systematically geared to the mega trends and challenges of the future, adVANce is concentrated on three fields: digital@vans, solutions@vans and mobility@vans.

The field digital@vans deals with connectivity and the integration of state-of-theart technologies into vans. With solutions@ vans, Mercedes-Benz Vans is developing, among other things, intelligent hardware and software solutions which make the work of van

VANS

MORE THAN A RANGE Mercedes-Benz Vans wants to be regarded as more than a produced of vehicles and has unleashed a series of services and technological advances to back it up.

customers easier and more efficient. The focus of mobility@vans is on intelligent concepts for the transport of goods and people.

“Against the background of urbanisation and digitalisation, the transport of the future needs to be made more intelligent, flexible and sustainable,” says Mornhinweg. “This is made possible by the interconnection of innovative technologies using the Internet of Things. In future customers will need more than a van on four wheels. They'll need intelligent system solutions precisely tailored to their needs.”

One of the stars of IAA was the electric Vision Van, an automated, intelligent van with e-drive for efficient last-mile deliveries, Mercedes-Benz Vans has presented a van concept that typifies its adVANce strategy. As a holistic system, the Vision Van integrates several

genuinely new technologies and a potential direction for future generations of vans. It is the world's first van to prove that a digitally connected process chain from the goods distribution depot to the consignee is possible.

The Vision Van features a fully automated cargo space, integrated drones for autonomous air deliveries and state-ofthe-art joystick control. The vehicle uses a combination of cloud-based control software with optimum hardware yields substantial time and efficiency benefits and raises the quality and flexibility of delivery services in the urban environment to a new level.

“The future of urban deliveries will be electric. We at Mercedes-Benz Vans are convinced of this", stresses Volker Mornhinweg. “That's why we

The future of urban deliveries will be electric.

We at mercedesBenz vans are convinced of this”

will start with the series production of a commercial van with e-drive in 2018.”

The all-electric powertrain will be developed in-house and will be tailored to various application areas and the needs of customers who use their vehicles for urban deliveries. In line with customer requirements, different battery loading systems and a scalable battery size will be on offer. When it comes to the total cost of ownership, this e-drive will be an alternative to combustion in certain use cases.

As early as 2011, Mercedes-Benz Vans emerged as a pioneer of e-mobility when, with the Mercedes-Benz Vito E-Cell, it became the first manufacturer to bring out an allelectric series-produced van. Production was discontinued because of a lack of demand.

Meanwhile, the digital eco system Mercedes AUGUST 2017 TRUCK&FLEET ME 25

VANS

PRO is intended to raise the bar for commercial van customer service and tailored customer care. Bundling all existing and future service offers surrounding the business environment of van customers, Mercedes PRO allows the seamless and efficient integration of numerous service and mobility areas.

An online platform brings together existing systems and services, but also newly developed applications for everyday business activities.

Customers will have a single point of access to these tailor-made and comprehensive transport solutions from Mercedes-Benz Vans. The digital platform will go online in the first half of 2017. It will be accessible using a personalised Mercedes ID at www.mercedes.pro. Over time the offering will be gradually enhanced and feature new connectivity, mobility and transport solutions as well as fleet and holistic system solutions well beyond classic van requirements.

Mercedes PRO connect, launched on the market in the first half of 2017, is a connectivity solution designed for vehicle fleets in small companies as well as large fleets.

With this web-based service offer, the fleet manager is constantly linked via the vehicle management tool with all vehicles and drivers.

Mercedes PRO connect will include ten different services.

The fleet manager can manage orders online and also query at any time the location, fuel level, maintenance interval and other vehicle information in real time. The driver communicates with the fleet manager via the Driver's App on his mobile device.

Mercedes PRO connect will thus open up the potential for cost savings, enhance

With the strongest portfolio of vans in our corporate history, we're ideally placed to refocus mercedesBenz vans with our strategic initiative advance and make it fully fit for the challenges of the future”

SlidE ON THE SidE It is now also possible to obtain the Vito Mixto and Tourer models with sliding windows in the centre. The long variant of the Tourer is now available with a panoramic roof.

26 TRUCK&FLEET ME AUGUST 2017

sustainability and safety in vehicle operation, and increase the availability of vehicles.

Mercedes-Benz Vans Mobility (MBVM) has been founded to develop and commercialise innovative, vanspecific mobility services. The company, provides a comprehensive mobility offer for the van sector, is responding to the constantly growing demand for flexible and innovative vehicle-use concepts.

This means that, in future, all services in this area will be bundled under one roof in order to be able to meet the specific needs of customers with appropriate concepts from a single source.

The services will cover innovative van-sharing, rental, leasing and fleet management models developed for the entire Mercedes-Benz Vans model range – including numerous tailor-made equipment and body solutions.

As an independent company based in Berlin, MBVM enjoys greater flexibility in the marketplace. It operates under Daimler Financial Services AG, the mobility service provider of Daimler AG, which, with products such as car2go, moovel and Mercedes-Benz Rent, has considerable know-how in the area of mobility services.

“With Mercedes-Benz Van Rental we are introducing a brand whose services differ significantly from those of the competition.

The focus is on the needs of our customers, high flexibility and maximum speed,” states Frank Braband, CEO of Mercedes-Benz Vans Mobility GmbH. “As an independently operating company under the umbrella of Daimler Financial Services AG, with its own organisational structure, we are able to offer

THE HERE ANd NOw Of THE pORTfOliO A van with a permissible gross vehicle weight of 5.5t has been added to the already diverse portfolio of the successful Sprinter.

This means that the Sprinter's varied weight variants now cover a broad range from a gross vehicle weight of 3t to 5.5t. Extending the portfolio entails an increase of almost half a tonne in the maximum payload of the panel van. This takes the load capacity of the van to a record level in this weight class.

The hugely versatile MercedesBenz Vito has a permissible gross vehicle weight of around 3t. The Vito is the first and only vehicle in its class to be available with a choice of rear-wheel, all-wheel or front-wheel drive. In particular, the Vito with frontwheel drive represents exceptionally good value for money. It is now also possible to obtain the Vito Mixto and Tourer models with sliding windows in the centre. The long variant of the Tourer is now optionally available with an attractive panoramic roof.

Following on from the petrolengined Citan 112, the Citan 111 CDI is optionally available with a 6G-DCT dual clutch transmission. This six-speed unit combines the economy of a manual transmission with the convenience of an automatic. The driver's work is also made easier by a crawl function and a start-off assist.

Although it already has a distinctive and attractive look, the Citan can now be further enhanced with new equipment packages: the Exterior OffRoad Styling package (Offroad-Optik Paket Exterieur), the Exterior Dynamic package by Hartmann (Dynamic Paket Exterieur by Hartmann) and the Colour Interior Design package (Design-Paket Interieur Color).

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VANS

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our customers a whole host of advantages and address their specific demands directly.

Our goal is to become the leading mobility service provider for van customers.”

THE NEw X-ClASS

This summer saw Mercedes-Benz present the final details on the X-Class, a pick-up it has developed with the Nissan-Renault Alliance and based on their popular Navara.

Due to be launched at the end of the year, the vehicle will retail for just under $45,000.

The X-Class is not the first vehicle with commercial vehicle credentials to be released

by Mercedes-Benz. Indeed the Citan is based on the Renault Kangoo, but the X-Class is the first pick-up to be produced by a premium manufacturer and as such bears the refinement and technological prowess that devotees of the three-pointed stars laud.

The X-Class pushes the boundaries of the classic pickup. It complements the prized assets of a mid-size pickup with the classic expectations of Mercedes-Benz characteristics such as driving dynamics, comfort, design, and safety. You also get the modern traits of connectivity and individualisation.

Mercedes-Benz feels the X-Class can meet changing customer requirements and open up the segment to new customer groups.

There are three design and equipment variants to choose from as well as four or six-cylinder engines, rear-wheel drive and engageable or permanent all-wheel drive, a six-speed manual transmission and a seven-speed automatic transmission.

In addition there are six different seat 28 TRUCK&FLEET ME AUGUST 2017

covers, including two leather variants, three sets of cockpit trim parts and a diverse range of Mercedes-Benz accessories. These allow it to be modified to suit personal tastes and requirements. The market launch in Europe is scheduled for November 2017.

At the beginning of 2018 South Africa, Australia and New Zealand will follow, beginning of 2019 Argentina and Brazil.

The company says that the X-Class has been developed with the changing requirements of the international pickup markets in mind.

The demand for mid-size pickups with typical passenger car characteristics and

With mercedesBenz van Rental we are introducing a brand whose services differ significantly from those of the competition. The focus is on the needs of our customers, high flexibility and maximum speed”

comfort features has been steadily on the rise for years. At the same time, the number of pickups for private use is increasing.

The company says: "They are no longer viewed purely as workhorses. As the first premium manufacturer, Mercedes-Benz is taking these changes into account – based on its comprehensive experience and competence in developing commercial and off-road vehicles, such as the Unimog and the G-Class for tough operation, vehicles which are equally suitable for work or leisure, such as the V-Class and Vito, and passenger cars that uniquely stand for modern luxury and driving pleasure around the world."

It adds that the X-Class is aimed at very different customer groups: land owners and farmers in Argentina, business owners and building contractors in Australia, families with an affinity for premium products in Brazil, trend-conscious individualists in South Africa and UK, as well as "sporty adventurers" in New Zealand and Germany.

“We will open up and change the segment of mid-size pickups – with the world’s first true premium pickup for the modern urban lifestyle,” says Mornhinweg. “Our future X-Class will be a pickup that knows no compromise. Ladder-type frame, hightorque six-cylinder engine, and permanent all-wheel drive are compulsory for us.

"As an added value, we bring safety, comfort, agility, and expressive design – in other words, everything that distinguishes vehicles bearing the Mercedes star. We will thus appeal to new customers who have not considered owning a pickup before.”

wORld'S fiRST pREMiUM piCk-Up The launch of the X-Class in Europe is scheduled for November 2017 with South Africa, Australia and New Zealand following in 2018 and Argentina and Brazil in 2019.

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ACCESSIBILITY

W

Accessed poWer

In the modified Maxus G10, Swaidan Trading and Lateral bring wheelchair accessibility to the UAE 30 TRUCK&FLEET ME AUGUST 2017

hen her husband developed a muscular disorder and was confined to a wheelchair, Emma Copson thought the only vehicle up to the job would be a Black Cab, London taxi.

While trading in their SUV to finance the new vehicle, the couple, however, consulted a leading firm in the UK, Lateral, that specialises in the conversion of wheelchair access vehicles.

“Our initial thoughts were to buy a Black Cab (London Taxi), as they come with wheelchair access as standard and they’re known for reliability,” recalls Emma.

“However, we realised that there is no aftersales support in the Emirates, so getting it serviced would be a problem. So we decided to find a specialist. We contacted Lateral who recommended a few options, one of which was a Maxus G10 from Swaidan Trading.”

The Kopsons made an initial query with Swaidan Trading about the possibility of buying a modified Maxus G10, and the team went out of their way to assure them that the G10 was the right vehicle for the job, and that they could provide an exceptional level of service and after-sales support.

The Maxus G10 is a well-appointed, comfortable and versatile MPV offering seating configurations of 7 and 9. With a wheelchair aboard, the Maxus 7-seater can accommodate an additional four passengers and the Maxus 9-seater an additional five passengers.

“We hadn’t heard of either Maxus or Swaidan Trading, so we were initially hesitant,” explains Emma. “But the team from Swaidan came to see us at our house, and their professionalism and enthusiasm convinced us to go ahead with them.”

Following initial discussions, the Kopsons gave the green light for Swaidan Trading to go ahead with the conversion.

After receiving the go-ahead, technicians from Lateral flew in from the UK to train the Swaidan team and oversee the conversion.

Overall, the process took around a month to complete and was priced very competitively, with the final cost including the modifications coming to AED105,000, which is comparable to an equivalent competitor’s model before modification.

Although originally offered as an MPV, the G10’s versatile design can also accommodate other applications such as commercial use for cargo transportation, or a combination of seating and storage space to fulfil more specialised roles as demonstrated by this modification to the

ACCESSIBILITY

Y MOBILITY AT HOME AND AWA s 7-seater With a wheelchair aboard, the Maxu four passengers and can accommodate an additional five passengers. the Maxus 9-seater an additional

We were initially hesitant, but the team from swaidan came to see us at our house, and their professionalism and enthusiasm convinced us to go ahead with them”

G10’s design. It features two seats in the rear for the Kopson family’s children in addition to the secure dock for the wheelchair, as well as all the comfort and features you’d expect from a high-quality family MPV. Unique in the UAE, this specially modified version allows wheelchair users to independently board and alight the vehicle quickly, due to an innovative improvement on the cumbersome hydraulic lift at the rear of the vehicle. Instead, wheelchair users simply use the manual incline ramp to access the vehicle to join other passengers.

The ramp then folds conveniently into the back of the vehicle. This adaptation is also available in Maxus’s commercial vehicle range too, offering a convenient solution for schools, hospitals or organisations with multiple wheelchair users. There is also the option of an electric powered winch to pull the wheelchair up the ramp, but the Kopsons did not need this as their wheelchair is also powered.

Both mechanical engineers, Emma and her husband kept a close eye on the quality of the build, but in the end were highly satisfied with the result. “The wheelchair access is very userfriendly, and the whole process takes around a minute once you’re used to it,” says Emma.

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AUGUST 2017 TRUCK&FLEET ME 31

WORKSHOP

VOlKSWAGen Re-enTeRS THe IRAnIAn MARKeT / ReCOGnITIOn FOR WABCO / COOPeR AddS TO MIddle eAST TeAM / lIqUI MOly ReCORd ASSIST

workshop Mammut brings VW back to Iran VOlKSWAGen ReTURnS TO IRAn AFTeR MORe THAn 17 yeARS

WABCO WInS ReMATeC AWARd AWARdS

Official importer Mammut Khodro is to once again import and distribute Volkswagen branded vehicles into Iran.

Volkswagen will begin the sale of vehicles in Iran this month. Initially, Volkswagen’s Tiguan and Passat models will be imported marking a return for the Volkswagen brand after more than 17 years, and is systematically developing further worldwide market potential.

The privately-owned local partner Mammut Khodro – also the official Iranian importer for the Group’s Scania brand – will import Volkswagen brand vehicles into Iran and initially distribute them through eight dealers, focusing on the Teheran region.

“By returning to Iran, Volkswagen is filling in another blank spot on the global map. At the same time, we are taking our very latest models

with premium features to our Iranian customers”, said Anders Sundt Jensen, Volkswagen’s Iran project manager.

“Comfort, environmental friendliness, safety, fuel consumption and modern mobility services are becoming increasingly important for Iranians,” Mehrzad Ferdows, owner, Mammut Group said. “This has led to rethinking in the automotive industry and a shift towards more modern vehicles.”

WABCO was recently recognised by ReMaTec, known as the world’s leading platform for remanufacturing, with its coveted Remanufacturer of the Year 2017 award.

ReMaTec bestowed the annual award on WABCO’s dedicated global remanufacturing business, WABCO Reman Solutions.

Established in 2005, the Remanufacturer of the Year award represents the most prestigious in the global remanufacturing industry.

WABCO Reman Solutions, founded in 2010, advances operational efficiency and environmental sustainability in the automotive, commercial vehicle, and related industries by restoring worn or non-functional components to a “like-new” or a “better-thannew” condition, offering solutions that are fully warranted in performance and quality.

“It’s a tremendous honour to receive the award,” said Dr Salvador Munoz Zarate, product line leader, WABCO Reman Solutions. “Remanufacturing, through its adherence to world-class quality standards, has now fully emerged as a credible, cost-efficient alternative to new replacement parts in the automotive and commercial vehicle industries.”

InSIde THIS MOnTH’S WORKSHOP FInd OUT HOW THe CAR SAleS MARKeT HAS PeRFORMed THIS yeAR And THe IMPORTAnCe OF dRIVeR AWAReneSS 32 TRUCK&FLEET ME AUGUST 2017

WORKSHOP

COOPeR TIRe BOlSTeRS MIddle eAST TeAM

LIQUI MoLY sMooths BeLgIan record lUBRICAnTS

Belgian driver Marc Ghys believes his record breaking million kilometre stint behind the wheel of his Mercedes E 270 CDI was due in no small part to oils and additives by LIQUI MOLY. Ghys, the owner and manager of Metro Impex Belgium, travels an average of 60,000 kilometres per year and in his previous car, a Mercedes 190E, he managed 750,00km. He said he was inspired to break the record of a million kilometres with his next car.

That next car was the 2000 model of the Mercedes E 270 CDI. So that the motor would last longer, Marc Ghys used LIQUI MOLY right from the start. “I have known the LIQUI MOLY products for a long time and appreciate their quality and performance,” said Ghys.

“My mechanic says that the motor is still in an exceptional condition thanks to LIQUI MOLY.”

TyReS Cooper Tire & Rubber Company Europe says its recent appointments have strengthened its Middle East presence with two new appointments. Following the announcement of Christophe Huss as Middle East sales director, the UK company has picked industry veteran Michiel Kramer as the marketing director for Central and Eastern Europe, Middle East and Africa.

Over the past two years, Cooper says it has taken several important steps towards expanding its presence in the Middle East and providing consumers in the region with greater access to both the brand and its products.

These include being named official tyre sponsor of the Dubai International Motor Show 2015 and launching the Cooper Tire website and marketing materials in Arabic. This year it also appointed Arabian Tires in KSA.

In their new roles, the duo will look to further boost Cooper’s presence in the market. Huss commented, “Cooper already markets a great range of products across five Middle East countries.

“The Middle East fits our varied product portfolio of 4x4 and passenger tyres perfectly. Michiel and I look forward to working closely with regional partners to expand the brand’s reach over the coming months and years.’’

C

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Y

CM

MY

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CMY

K

AUGUST 2017 TRUCK&FLEET ME 33

COMMENT

EyEs on thE road

Why operator awareness – not tech – is the best way to prevent accidents, says Jaime Vos, AEM safety materials manager

I

’ve spent a significant portion of the days and weeks since I participated in AEM’s Product Safety and Compliance Seminar trying to wrap my mind around its many topics: building a product safety program, risk assessment, safety symbol comprehension and the psychology of safety, among others.

Despite having worked in equipment safety publications for three years now, I marvel at how much I still don't know. However, one thing I have learned is that OEM product safety professionals are passionate about 'getting it right'. While there are many facets of product safety to consider, one I consistently hear about is the importance of designing in safety and designing out risks. For those risks that can’t be designed out, though, OEMs use shields, guards, alarms and warning symbols to protect operators from harm.

Several articles I've read lately emphasise technology as being key to building safer machines. Advanced warnings systems use proximity detectors, while sensors and cameras deliver a safer future with smarter equipment.

Maybe someday the equipment's artificial intelligence could prevent all foreseeable accidents. But it leads me to wonder: How much technology can be added before it begins to overwhelm the operator's ability to respond? Can an operator effectively maneuver his or her machine without sensory overload?And if not, will operators ignore safety communications intended to alert him or her? The Human Factor - The Discipline of Operator Safety Awareness Workers often share their workspace with machines. Safety awareness, while always important, becomes paramount when the equipment begins moving large amounts 34 TRUCK&FLEET ME AUGUST 2017

operators should rely on their training, but can they still suffer from distraction? after all, operators are human. they deal with physical and mental stress, fatigue and the pressure to meet deadlines.

Even the best technology available will not eliminate those issues”

of dirt or lifting heavy objects. Operators should rely on their training, hand signals and certainly the equipment’s safety systems, but can they still suffer from sensory overload and distraction? After all, equipment operators are human. They deal with physical and mental stress, fatigue and the pressure to meet deadlines. Even the best technology available will not eliminate those issues.

The key to ensuring safe operation of big equipment is an operator’s commitment to safety. Not only does he or she need adequate training, the operator needs to consistently participate in behavioural-based safety training programmes, engage in toolbox talks and help cultivate a culture of safety awareness within his or her organization.

Recently, I’ve noticed several postings on social media that focus on changing people’s attitudes toward safety. Construction workers proudly display laminated photos of their families on their safety vests. One worker arrives on the jobsite wearing his daughter’s pink backpack as a reminder to start the day safe.

The message is strong: going home safely to your loved ones should be everyone’s goal. However, that goal can only be achieved if workers make a concerted effort to commit to a safety program. It's important to remember that, while product engineers work hard to design out hazards, the equipment operator’s safety awareness is the greatest protection against accidents.

AEM supports safety awareness yearround by offering an extensive array of safety products, including safety manuals and videos, with major equipment types covering aerial, agriculture, compact/portable, earthmoving, forestry, lifting, road paving and utility excavation applications.

SAfETy TipS fOr COMMErCiAl DriVErS DMV.org’s guide for keeping drivers out of harm’s way: • Do not tailgate. According to studies, the most common vehicle trucks hit is the one in front of them, due to tailgating.

• Signal early when approaching an intersection.

• Minimise lane changing.

• Use the truck’s flashers when driving below the posted speed limit for an extended period of time.

• Always use brake lights early.

Most motorists don’t realise how long it takes for a rig to stop.

• Avoid idling while sleeping, loading, or unloading.

• When pulled off to the side on the road or highway due to mechanical problems, always use flashers, reflective triangles, and even road flares to alert approaching drivers.

• Maintain additional space with the vehicles in front of you.

• Slow down in work zones.

• Take plenty of driving breaks to help remain alert.

• Don’t fight eye-fatigue.

• Strictly adhere to commercial driver hour restrictions.

The Big Project Me Awards has become an important annual event to attend. Over the years, we have witnessed the efforts from the organiser to promote the best projects in the region and recognise the efforts and achievements of the contractors. I wish that the event will become even more successful!

YU TAO

PRESIDENT & CEO

CHINA STATE CONSTRUCTION ENGINEERING CORPORATION (MIDDLE EAST) (L.L.C.)

27 November 2017 19:00 - 23:00 Habtoor Grand Dubai Al Andalus Ballroom United Arab Emirates bigprojectmeawards.com

Vehicle SAleS

A buyer’s mArket

Autodata says now is the time to buy as new cars sales disappoint

36 TRUCK&FLEET ME AUGUST 2017

Vehicle SAleS

W

ith 2016 new cars sales across the GCC closing around 27% down on the previous year, the automotive industry was hoping for a better start to 2017. However, this optimism was short lived as the uncertainty over job security that prevailed in the second half of the previous year continued into 2017.

There were numerous reports of cost cutting in various organisations and the reductions in headcount continued. Even some of the automotive distributors started to trim their staffing levels due to lower levels of activity. By the end of Q1, Autodata was reporting a 30% drop in new car sales year on year. Bahrain suffered the heaviest loss at 41% followed by KSA 38% and UAE 28%.

This decline in activity resulted in dealers and distributors holding too much stock of both new and used cars. By the end of Q1, Autodata saw the increase in consumer offers as the industry tried to generate showroom traffic. The manufacturers increased their financial support on new cars which then put pressure on their certified pre-owned car pricing which made them uncompetitive.

By the end of April, industry insiders were already pinning their hopes on a good Ramadan period for car sales. The offers were launched prior to the start of the Holy month and were even more generous than previous years with options such as Buy now, pay next Ramadan, 0% finance, 0 deposit, extended warranty and 3-5-year service contracts available across various makes. In some cases, all of these were available. Again, manufacturers provided the distributors with the financial support to pay for these offers. The elephant in the room was the fact that in real terms, new cars became cheaper. This had the effect of making certified pre-owned cars look even more expensive and so sales of these slowed. As long as the manufacturers continue to push new cars into a shrunken market their residual values will fall.

While it is still too early for any firm numbers the feedback we have received from our contacts indicates that the Ramadan/Eid period did see some increase in showroom traffic but sales levels were just classed as normal. As expected, those with the ‘biggest’ consumer offers reigned supreme is the indication so far.

So, is there any light at the end of the tunnel?

Yes, with VAT due to be introduced at the start of 2018 Autodata believes this will create demand for a typical CPO (certified pre-owned) car.

“The VAT treatment of a used car is considerably different to a new car; the nearly new item will be seen as a more affordable

A GReAT OppORTUNiT y Autodata’s general manager Ian Batey believes that incoming VAT charg es are an opportunit y for buyers and seller s.

option. This should be a great opportunity for the more professional operator to drive sales and rationalise the inventory levels,” said Ian Batey, general manager at Autodata Middle East.

Speaking to T&FME earlier in the year, Batey predicted that manufacturers and their distributors will swallow the extra cost of the VAT charge.

“Let’s be honest, you could probably swallow 3% and have a 2% price increase and mitigate some of your losses. I think that’s what I would be doing,” he said. “Everybody is saying there is going to be a spike at the end of the year because of VAT. Forget it. That won’t happen either.

I guarantee you that on the 1 January, 2018, every distributor will go... no VAT, 5% off.”

He continued: “The one thing about VAT that is very interesting, is how it is calculated on used cars compared to new cars. On new cars VAT will be on the price of the vehicle.

So if you’ve got a 100,000 dirham vehicle that will cost 100,005. Simple. But with used cars

this should be a great opportunity for the more professional operator to drive sales and rationalise the inventory levels”

VAT is only payable on the profit that the distributor makes from the sale of that car.

So you could have a 6-months old equivalent vehicle but two trim levels higher than the new one for 80,000 dirhams - and it would mean that if the distributor has got 10% margin in that car, it’s only 400 dirhams VAT. “We know some analysts are stating that there will be a rush to buy new cars before VAT is introduced. Our view is somewhat different in that most new car sales are already discounted to more than the 5% rate of VAT and so the consumer offers will be realigned to ‘we pay the VAT’ so that then end result for the consumer is the same.

“We, at Autodata Middle East have been highlighting the fact that this is not a ‘downturn’ but a market correction for the last six months. This correction has been 18 months in the making and we believe that this is the new normal,” said Ian Batey. The market has now stabilised. We do not forecast any market growth until 2019 and then only a modest 5%. Our message to industry is: concentrate on maximising market share and promote CPO rather than chasing nonexistent growth. Our advice to the consumer is: there has never been a better time to buy.”

Batey believes there will be an enormous demand for nearly new used cars at the end of the year and has encouraged distributors to consider investing in short leasing products.

“If you did that you’ve got demand for used. You can continue to supply new cars because the monthly payment is lower.

I can anticipate that nearly new cars are going to be in high demand in 2018.”

TOO MUch STOcK iN The MARKeT Autodata says that a decline in demand left too much stock of both new and used cars. It reports this was countered by an increase in promotions to drive showroom traffic.

AUGUST 2017 TRUCK&FLEET ME 37

TrAilerS And loAdS

AS Tough AS iT geTS

Maximising high strength steel impact in trailer bodies

S

teel is an extremely malleable and flexible metal, the use of which in modern day industry is unparalleled. As a manufacturing raw material, steel and its higher strength potencies can be key drivers for performance efficiencies, stability, cost and safety. This is most true in the case of weight-bearing vehicles like trailers and tipper trucks. So how can body builders optimise their use of high strength steel to deliver efficiencies to their clients? SSAB’s R&D and technical teams can support the technical side of the manufacturing process for body builders, from efficient welding techniques and tailor made dimensions to ready made steel solutions.

Trailer designs are often a result of experience and knowledge achieved over the years by the producing companies, and the know-how of the end users. Since the first steel reference in history, coming from a 4,000 years old archeological site in Turkey, great strides have been made in developing steel

38 TRUCK&FLEET ME AUGUST 2017

into the High Strength and Advanced High Strength Steels (AHSS) we benefit from today.

Improvements in both design and production methods can significantly benefit road transport vehicles, like trucks and trailers.

Material selection, which is central to all design and production processes, strongly impacts the performance and the cost of these vehicles. AHSS is the lightweight solution to create trailer bodies, which directly translates into financial savings and less CO2 emissions for the operators. Improving the total cost of ownership is the top reason why bodybuilders need to switch to innovative high strength steel materials and products like those from SSAB. As markets get increasingly competitive, bodybuilders that deliver differentiation through innovation and trust through service reliability will remain ahead of the pack. The business of haulers, despite the seemingly low cost of operation due to low petrol prices in the Middle East, in increasingly under pressure for further cost savings and regulatory

The upgrading potential of a trailer chassis is generally not only limited by static load carrying capacity, but even more so by fatigue and stability issues�

demands for sustainability. Add to that the incremental construction business and a growing regulatory structure to increase the safety and environmental effects and reduce the maintenance cost of roads, and haulers/owners are being compelled to look at lightweight tipper and trailer options are a way to remain sustainable and competitive in the long-term.

Body builders can deliver these savings to tipper and trailer owners in the form of lightweight vehicles that are both fuelefficient and can carry 15-20 % more on top the current capacity. For example, Hardox is thinner by 20-40% compared to current steel in tippers. Lighter bodies will consume less fuel and enable operators to load more goods, without exceeding weight limitations, overall enhancing earnings.

The second challenge plaguing vehicle owners is high maintenance costs and unexpected breakdowns of vehicles. Unplanned stops mean loss of money and profits. Thus stronger, stable and safer vehicles add to the

TrAilerS And loAdS

reliability quotient and further increase savings for haulers/fleet operators. This can be done using high strength steels, like Hardox, that can increase the lifetime of the tipper three to five times compared to conventional steel, drastically reducing maintenance and breakdown costs.

While these benefits are for end-users and operators of trailers, they do eventually deliver an edge to bodybuilders to increase their business. Bodybuilders themselves can enhance savings as they will use less material, which means less to store and transport as well as reduced welding consumables, machining and labour due to the thin gauge of the material.

Productivity will increase as manufacturers will increase capacity; producing more tippers in the same time they produce the old versions.

All of these form a strong business case for bodybuilders to switch to high strength steels as it enables them to stand out as manufacturers that can deliver cost and performance benefits to their customers. The transformation and growth in construction has led to a lot of trailer and tipper bodybuilders/manufacturers investing in overhauling their existing machinery to create vehicle and trailer solutions for the region. A growing awareness about the benefits of choosing the right material as well as designing to maximise efficiencies is helping the uptake of high strength steels even further.

AHSS is a natural choice for companies looking to improve their product and to remain more competitive. However, to effectively harness the full potential of high strength steel, manufacturers need to be open to some design changes in order to utilise the higher strength.

Looking at a technical example, chassis upgrades can equal higher loads, more stability and cost savings, however, poor design or production quality rapidly reduces the upgrading potential.

The upgrading potential of a trailer chassis is generally not only limited by static load carrying capacity, but even more so by fatigue and stability issues. Therefore, finding a solution with matching load carrying capacity to the existing design serves as a good starting point, but in order to have a vehicle with matching or improved performance it is essential to address these other technical aspects as well.

A common trailer chassis consists of two

unplanned stops mean loss of money.

Thus stronger, stable and safer vehicles add to the reliability quotient and further increase savings for haulers/ fleet operators”

longitudinal main beams manufactured from either standardised hot rolled profiles or welded I-beams and a number of cross-member profiles. For the cross-members, solutions with open profiles, tubes or box-section profiles can be found. Depending on the type of trailer, floor members and different support profiles can also be attached to the chassis.

An often-ignored aspect of bodybuilding is the trust component necessary between supplier-manufacturer/builder-operator. By keeping the customer business in focus, and understanding long and short-term objectives, both suppliers and manufacturers can develop credible and reliable steel solutions that deliver beyond the end-customers needs – whether investing time and effort to work on technical drawings together with the body-builder teams or helping the customer select the right material and design for their new products to remain competitive. As an example, SSAB is the only brand to offer certification standards for its steel grades used in trailers and tippers.

Additionally, SSAB’s loyalty programmes such as Hardox in my body, and my inner Strenx serve as a seal of trust and credibility for both sides, as being a member assures that the steel in the tipper that they use is exactly Hardox or high strength Strenx.

The supply chain ecosystem has evolved considerably over time and being a ‘supplier’ of a material or product in isolation of its future use is becoming redundant. Bodybuilders can gain a serious competitive edge by using suppliers of steel who understand the business of their endcustomers and stand behind it with technical know-how and customisation capabilities.

It pays to have a ready-made steel solution from a supplier who knows the in-depth properties of the material and has adequate industry application experience to draw upon to match the steel with its use. The solutions can range from laser-welded sheets, or bended kits ready to weld or tailor-made parts for the bodybuilders specific equipment requirements.

The long-term cost and credibility benefits of such a supplier-manufacturer partnership cannot be compared with the short-term benefits of using cheaper or more conventional materials. At the same time, end-customers need to demand body builders employ steel suppliers who not only produce and certify the highest quality and grade of steel available, but also understand their business and drive performance efficiencies by suggesting appropriate materials and designs for vehicles that are safe, low maintenance, with high payload capacity.

A weiGhT off yoUr Mind The transformation and growth of the construction industry has led a lot of trailer and tipper bodybuilders to invest in overhauling their existing machinery to create vehicle and trailer solutions for the region.

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AUGUST 2017 TRUCK&FLEET ME 39

PARTING SHOT

cOMING TO A ROAD NEAR YOU The first Volkswagen models will be fitted with pWLAN in 2019.

Come in Car #2

VW says it will switch on carto-car communication in 2019

T

eenagers and truck drivers have been able to communicate via CB (citizen band) radio for decades but connectivity between semi-intelligent vehicles and the environment around them is one the most exciting technologies to emerge in the automotive sector over the past decade.

Last month, Volkswagen revealed it will enable vehicles to communicate over wifi within two years. According to the manufacturer, connectivity between different vehicles as well as between vehicles and transport infrastructure in the vicinity is an important step towards reducing road accidents or minimise their consequences.

Volkswagen will start fitting its first models with pWLAN as standard in 2019 opening up the possibility of car-to-car communication, as well as connectivity between vehicles and the transport infrastructure (so-called car-to-X communication).

“This will, for example, enable information about the current traffic situation, accidents and

other situations relating to traffic conditions to be shared with the local environment, within a radius of approximately 500m, even faster than has been possible in the past,” says VW. The technology is based on the industry pWLAN standard IEEE 802.11p frequency.

Tested for direct, non-proprietary intervehicle communication as well as between vehicles and transport infrastructure and in international markets, the technology will make it possible to share information about the current traffic situation, warnings or even sensor data with the local environment within a few milliseconds. This extends the vehicle’s coverage by several hundred metres, virtually making it possible to ‘look’ round corners.

“We want to increase road safety with the aid of networked vehicles, and the most efficient way of achieving this is through the rapid roll-out of a common technology,” explains Johannes Neft, head of Vehicle Body Development for the Volkswagen brand: “What matters most is that

the technology is used consistently, and by as many manufacturers and partners as possible.”

When it is launched in 2019, the system will be based on warnings and information on local traffic risks that arise at short notice. It is capable of identifying potential traffic hazards. Examples would include a car making an emergency stop or the on-board sensors detecting black ice. Within a few milliseconds, this information can be shared with the local environment, allowing other road users to react to this risky situation appropriately.

Once police forces and emergency services are also equipped with pWLAN technology, it will be possible for drivers to receive advance information on how far away approaching emergency vehicles are and the direction they are travelling in – often long before the vehicle can be heard or seen.

In Volkswagen’s push towards automated and cooperative driving, it is also working on enabling other transport infrastructure (e.g. traffic lights) and with other road users to be integrated in future, in order to improve road traffic safety.

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40 TRUCK&FLEET ME AUGUST 2017

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