Truck&Fleet ME June 2019

VEHICLES/ TECH / TranSporTaTIon/LogISTICS

O65/JUNE 2O19

MIDDLE EAST

PU BLI CATI O N LI CENSED BY D U BAI PRO D U CTI O N CIT Y

m U t N mOmE

g n I n I a g iew v r e t n i l a i c t&fmE spe g n i v o m y l d i w i t h r ap s c i t s i g o L m m o m e nt u

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E U S S I L SpECIa pErts spEAk

Et E x A f tE r m A r k ik A dUbAi N A h c E m O AUt Ah EAd O f

contents

contents FEatUrE

16 / MOMENtUM SHIFtS Momentum Logistics’ CEO Peter Richards on why it is on the move.

also this issue …

NEtWOrK

06 / NEWS FrOM tHE MONtH Digital freight service Saloodo! now available in the Middle East.

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12

26

28

34

36

LaUNCHES

12 / a rECOrD BrEaKEr FAMCO introduces the massive FH 16 750 into the UAE. FEatUrE

20 / tHE NEW WaY Vnomics on how to use incentives to get the best out of drivers. aFtErMarKEt SPECIaL

26 / tHE tHIrD rEVOLUtION SAF HOLLAND introduces a new approach to getting the middle axle moving. aFtErMarKEt SPECIaL

28 / PUSHING UPWarDS Telescopic cylinder specialist Hyva is taking customers higher with lower costs. aFtErMarKEt SPECIaL

34 / aUtOMECHaNIKa DUBaI The world comes to Dubai as the big aftermarket event returns. aFtErMarKEt SPECIaL

36 / BKt tO tHE FUtUrE OHT powerhouse BKT prepares to unveil its new tyres at Automechanika Dubai.

JUNE 2019 TRUCK&FLEET ME 01

WELCOME

GROUP MANAGING DIRECtOR RAZ ISLAM raz.islam@cpitrademedia.com +971 4 375 5483 EDItORIAL DIRECtOR VIJAYA CHERIAN vijaya.cherian@cpitrademedia.com +971 4 375 5472 EDItORIAL EDItOR StEpHEN wHItE stephen.white@cpitrademedia.com +44 7541 244 377

Let’s train truck drivers before they arrive in the uae as weLL As many long-time readers of Truck & Fleet Middle East know the magazine has always been an advocate for driver training and will always support any initiative that helps improve the safety and efficiency of fleets. That’s why we were pleasantly surprised by the news that India’s National Skill Development Corporation (NSDC) has collaborated with the Emirates Driving Institute (EDI), UAE, and the Youth Chamber of Commerce (YCC), UAE to provide training to young Indian drivers wanting to move to the country to become a professional driver.

The move to a new country can be a huge leap for many. Then, having to learn how not just to be a competent but also a professional driver can be a leap too far for some. There are also the geography and language obstacles to surmount, all while your adjusting to a new country, culture and lifestyle.

Having worked abroad for many years, I know how challenging that can be.

Although, when I moved to the UAE I could always fall back into the comfort of knowing I knew how to do what I being was paying for. Unfortunately, that isn’t always the case for prospective expat drivers. I can only imagine the strain of knowing that if they don’t succeed in getting a licence they could be returning with a potential career in tatters.

Private fleet owners and transporters in the region often rely on recruiting established drivers from other countries – particularly those that have strong links to certain cities and regions – but that can have its own pitfalls. You may be able to drive in the mountains of Pakistan or the cities of India but not necessarily safely carry heavy loads on the wide and open highways of the UAE where the traffic moves at high speeds and the signage can be in a different language. Plus, veteran drivers can fall into bad habits that are hard to whittle out when the pressure is on.

So, let’s see this initiative as a starting point of a potential change in the way we recruit drivers. A heavy duty tuck licence that is gained by training and learning how to drive to the standard expected in the region could save time, money and lives.

sUb EDItOR AELRED DOYLE aelred.doyle@cpitrademedia.com ADVERtIsING sENIOR sALEs MANAGER BIpIN SONEJI bipin.soneji@cpitrademedia.com +971 4 433 2856 DEsIGN ARt DIRECtOR SIMON COBON simon.cobon@cpitrademedia.com DEsIGNER pERCIVAL MANALAYSAY percival.manalaysay@cpitrademedia.com PHOtOGRAPHY MAKSYM pORIECHKIN maksym.poriechkin@cpitrademedia.com MARKEtING MARKEtING MANAGER SHEENA SApSfORD sheena.sapsford@cpitrademedia.com +971 4 375 5498 CIRCULAtION & PRODUCtION PRODUCtION MANAGER VIpIN V. VIJAY vipin.vijay@cpitrademedia.com +971 4 375 5713 DIstRIbUtION MANAGER pHINSON MAtHEw GEORGE phinson.george@cpitrademedia.com +971 4 375 5476 WEb DEVELOPMENt MOHAMMAD AwAIS SADIQ SIDDIQUI fINANCE ACCOUNts NAHEED HOOD naheed.hood@cpitrademedia.com +971 4 375 5474 CREDIt CONtROL ExECUtIVE CAMERON CARDOZO cameron.cardozo@cpitrademedia.com +971 4 375 5499 fOUNDER DOMINIC DE SOUSA (1959-2015) PRINtED bY pRINtwELL pRINtING pRESS LLC

Licensed by tECOM to registered company, CpI trade publishing fZ LLC whose registered office is 207 – 209, Building 3, Dubai Studio City, Dubai, UAE. www.cpitrademedia.com

stEPHEN WHItE EdiToR, TRUCK&FLEET ME STEPHEN.WHiTE@CPiTRAdEMEdiA.CoM 02 TRUCK&FLEET ME JUNE 2019

the publishers regret that they cannot accept liability for error or omissions contained in this publication, however caused. the opinions and views contained in this publication are not necessarily those of the publishers.

Readers are advised to seek specialist advice before acting on information contained in this publication, which is provided for general use and may not be appropriate for the reader’s particular circumstances. the ownership of trademarks is acknowledged. No part of this publication or any part of the contents thereof may be reproduced, stored in a retrieval system or transmitted in any form without the permission of the publishers in writing.

RANGE

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MOST POPULAR

ReAdeRS’ COMMeNTS

feATURed

CONSTRUCTION

WIC: fAMILY fRIeNdLY

GCC wins Jubail Island contract; enabling works underway

I have been following the articles and features on theme of Women in Construction (on both the MECN website and in Middle East Consultant magazine) for many months now and want

CONSTRUCTION

to pass on my thanks for

Arabtec Construction wins $56m Villanova contract

continuing to support greater diversity in the construction industry.

The thoughts and

Interview: WiC – SNC-Lavalin committed to diversity and inclusion

experiences from these highly professional and talented women should be an inspiration to us

CONSTRUCTION

all. I see this as one part

EGA building largest industrial waste recycling plant in region

of a wider movement in the industry to encourage greater diversity. In a region where most of us are coming from a huge number of backgrounds, it is essential that we see past our differences and are judged on our abilities

CONSTRUCTION

rather than our gender,

Abu Dhabi’s Al Qana entertainment destination on track for Q4 2020 opening

race or social background.

While labelling an article as ‘Women in Construction’ is necessary now, we are clearly on a path where that won’t be the case in the future – and most likely – sooner

CONSULTANT

Christie named as a partner for Expo 2020 Dubai 04 TRUCK&FLEET ME JUNE 2019

feature: Working at height – Creating a stronger fall protection chain

rather than later.

Name withheld by request

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NETWORK

DHL bEGINS SALOODO! ROLL-OUT / TRANSpORT FOR WOMEN WORKERS IN KSA / EGA TARGETS CEMENT GROWTH / FORD SHOWCASE / E-COMMERCE AND LOGISTICS

network DHL’s Saloodo! begins roll-out DIGITAL FREIGHT SERvICE SALOODO! NOW AvAILAbLE IN THE MIDDLE EAST DIGITAL FREIGHT Saloodo!, DHL’s logistics start-up, will be rolled out across most of the Middle East by the end of the year.

Launched in Europe two years ago, Saloodo! will initially be available in the UAE and plans to serve customers throughout the Middle East.

Saloodo!’s digital freight platform – available thus far to shippers, dispatchers and carriers in Europe – will now be available to users in the Gulf region for domestic transport and international freight, said the company in statement.

“Saloodo!’s success on

the German and European market has demonstrated the benefits of a digital solution,” said Saloodo!’s European CEO Thomas Grunau. “It allows shippers and transport providers to find each other more easily, and makes road freight processes more transparent and efficient.

“Especially given the strong growth of the logistics market in the Middle East, we feel this is just the right place to begin offering our solution beyond the EU and develop it further.”

Saloodo! gives customers access to end-to-end digital handling of their items

(without lengthy price negotiations on the telephone or contracts back and forth via fax, says Saloodo).

More than 18,000 shippers and over 7,000 carriers with more than 250,000 available trucks are already working with Saloodo! in Europe and the firm predicts that the numbers “will continue to grow as the company expands into the Middle East”.

Like similar services, Saloodo! matches shippers to transport providers while acting as the central contact for the shipping.

All documents and information flow through

a single platform and are available in real time.

The administrative process can also be tracked and managed digitally, including freight documents, invoices and payments.

Transport providers are promised to have invoices paid within two weeks.

The Saloodo! driver app informs driver immediately of which order they will be handling, and all necessary information regarding upcoming tours is sent directly to their smartphone.

Drivers can also use the app to document delivery, invoices, and any damages incurred to an item.

GLObAL DIGITAL FREIGHT bROKERAGE MARKET WILL GENERATE REvENUE OF 22bN by END OF 2026, SAyS ZION RESEARCH

06 TRUCK&FLEET ME JUNE 2019

NETWORK

EGA TARGETS CEMENT SECTOR IN UAE

SUbSIDISED TRANSpORT WILL EMpOWER SAUDI WOMEN WORKERS TRANSpORT

Uber says its recently announced partnership with Takamol Holding should provide women in Saudi Arabia with the opportunity “to achieve their professional ambitions.”

Takamol Holding operates Wusool, a programme developed by the Human Resources Development Fund (HRDF) in the Kingdom, and Uber says the organisations will now work to enable working women in Saudi Arabia with subsidised and affordable transport.

In a statement, Uber said the initiative will help women to overcome transportation challenges to and from the workplace and encourage their contribution “towards the country’s socioeconomic progress, in line with the goals and objectives of the Kingdom’s Vision 2030.”

“Uber is a conscientious company that strives to uplift the communities it operates in. We are expanding exponentially within the Middle East and North Africa region, with Saudi Arabia being one of our fastest-growing markets.,” said Pierre-Dimitri Gore-Coty, VP & Regional General Manager EMEA, Uber.

“Through this partnership with Takamol Holding for “Wusool”, which is Uber’s largest subsidised transport programme globally, we are able to provide women with the opportunity to achieve their professional ambitions, as well as strive to be catalysts for economic growth in the Kingdom with their active contribution to the overall workforce.”

Saudi women aged between 18 and 65 can apply to the programme through HRDF’s Taqat gateway.

To qualify for the partially subsidised “Wusool” rides on the Uber application in the Kingdom, applicants must be working in the private sector and earning an income of up to a maximum of SAR 8,000 per month.

“We are delighted to announce our partnership with Uber, a leader in the ride-hailing industry,” said Dr Ahmed Al Yamani, CEO Takamol.

“Approximately 25,000 women currently benefit from the programme and we aim for more to join them by the end of the year 2019.”

TRANSpORTERS Emirates Global Aluminium (EGA) has announced the start-up of a $4 million pre-treatment and crusher facility for the recycling of industrial waste.

According to a statement from EGA, the new facility is part of the firm’s commitment to reducing and reusing industrial waste, located at EGA’s Al Taweelah site. The facility is for spent pot lining (SPL) which is the used inner lining of reduction cells in which aluminium is smelted, and one of the most significant waste streams in the aluminium industry.

Abdulla Kalban, Managing Director and Chief Executive Officer of EGA, said: “SPL is a global challenge for

our industry, but over the past decade at EGA we have been able to turn this waste into value in the UAE.” “I am pleased that EGA now has its own infrastructure to transform SPL into a useful industrial feedstock, securing this solution and our partnerships with UAE cement companies for the long term.”

EGA said that the facility will be used to pre-treat SPL so that cement companies in the UAE can use it as an alternative feedstock; the company supplied over 41,000t of SPL to UAE cement firms last year.

pORT OF FUJAIRAH TO bE UpGRADED LOGISTICS A wide range of development projects are underway on the UAE’s East Coast, with the Emirate of Fujairah seeking to diversify its economy. With the Port of Fujairah, its adjacent anchorage and the Fujairah Oil Industry Zone already well established as the second-largest oil bunkering centre in the world, a new 250,000 barrels per day oil refinery project has been announced, a WAM report said.

It added that a number of

new projects are also underway, particularly in the downstream petrochemicals sector, and the urban development, tourism and infrastructure sectors. These are expected to enhance the Emirate’s attractiveness to both local and overseas investors. The projects are being carried out in line with the directives from HH Sheikh Hamad bin Mohammed Al Sharqi, Ruler of Fujairah, with supervision by the Crown Prince Sheikh Mohammed bin Hamad bin Mohammed Al Sharqi.

JUNE 2019 TRUCK&FLEET ME 07

NETWORK

E-COMMERCE DRIvING UAE LOGISTICS GROWTH

LOGISTICS

The UAE’s industrial and logistics space is increasingly attracting global investor interest, with the recent saleand-leaseback of Transworld Group’s logistics facility in Jebel Ali Free Zone, Dubai, showcasing positive investor sentiment signalling future growth in the sector, a report from JLL has found.

The rise in e-commerce and

the subsequent digitisation of the supply chain industry are the major factors fuelling growth and investor interest for high quality assets in the industrial logistics space, the real estate and investment management services firms, said the report.

“In the long run increased capital investments of this scale will drive future development of

quality space, fulfilling demand for warehouse facilities across the UAE. The logistics sector is attracting significant interest from institutional investors, asset managers, REITs and private family offices seeking long term returns that are backed by quality tenants while retaining little or no management responsibility for the real estate,” said Abdul Kader Monla, Director, Capital Markets in MENA, JLL. A recent major transaction, advised by JLL, was the sale-andleaseback of Transworld Group’s facility, a high-quality warehouse and office property spanning over 19,000 square meters that will continue to be occupied by the prominent 3PL operator, he added.

FORD CONvERTS SHOWCASED IN DUbAI vEHICLES More than 20 different iterations of converted Ford commercial vehicles (CVs) were on show at Dubai Autodrome recently, as Ranger, Transit, and Super Duty showcased the capability and versatility of the brand’s lineup. Featuring various displays from armoured vehicles on the F-Series platform, to modular racking systems, ambulances, and refrigerator vans on a

Transit base, the event brought major vehicle modifiers and conversion companies together to display Ford’s commercial vehicle range, and highlight the benefits of adopting Ford CVs as the vehicle of choice.

The day also introduced the Ford Qualified Vehicle Modifier (QVM) programme to all convertors in attendance. A varied and versatile group of modifiers and converters took

part in the event, including ambulance conversions by Bristol, Ferno, Profile, and NAFFCO – which also displayed its rapid intervention vehicle – a wheelchair access bus by Inclusion Services, Al Furat refrigerated and mobile service van, and a mobile office by TACME. STREIT’s three huge armoured vehicles on site went some way to demonstrating the adaptability of Ford vehicles.

PitStoP ArAbiA.com AnnounceS mitSubiShi StrAtegic inveStment RETAIL

Mitsubishi Corporation (MC) is now a shareholder of PitStopArabia.com in a move the online tyre retailer is describing as a significant milestone.

PitStopArabia.com said a partnership with MC will bolster its “market leadership and growing foot print regionally”.

“The decision to invest in PitStopArabia.com was made after a thorough study of the market as well as the company. The Middle East is experiencing high growth in e-commerce.

In the next five years, online tyre retail is expected to account for almost 13-15% of all tyres sold in the GCC, compared to less than 1% today”, said Aadil Ishfaq, CEO, PitStopArabia.com.

“MC investment is further validation of the regional business potential and success of UAE governments vision for creating an enabling environment for home grown startups to innovate and flourish. Our aim is to continue to grow rapidly and consolidate our market leadership.

“MC has excellent competence in both tretail and e-commerce in the automotive industry with long standing relationships across the MEA. We will not just have access to growth capital but also leverage MC’s strengths.”

PitStopArabia.com was founded in 2015 and claims it is the leading online tyre retailer in the UAE. It has over 40 brands and 150 installer locations in the UAE.

INSIDE THIS ISSUE: AFTERMARKET SpECIAL WITH INTERvIEWS AND pRODUCT pREvIEWS FOR AUTOMECHANIKA DUbAI 2019

08 TRUCK&FLEET ME JUNE 2019

FOCUS ON FLEETS

we We will be pleased to on our booth

2-B22

lcome you

D U BA I a k i n a h c e m o aut th 2019 / June 10th – 12

safholland.com

NETWORK

EXpONENTIAL GROWTH FOR ENOC IN KSA/UAE FUEL RETAIL

Adnoc diStribution to build 75 StAtionS in Five YeArS FUEL

Adnoc Distribution’s acting CEO Saeed Mubarak Al Rashdi announced that the company is planning to expand its facilities and investment services around the UAE, particularly in Dubai which currently serves four stations.

Al Rashdi said that the firm plans to increase the number of stations in Dubai over the next five years by constructing a total of 75 new stations at an average of 15 stations every year. Meanwhile, Adnoc Distribution’s board of directors have decided o set up three new station in Saudi Arabia. This is due to the success of two stations which were set up in the Kingdom in 2018, which has had profits over 30%.

In Saudi Arabia, the company also plans to expand its activities and add fuel services, car washes, and restaurants, he said. Speaking on the sidelines of the first Capital Markets Day held in London and New York, Al Rashdi said that he expects Adnoc Distribution to achieve ongoing growth in its local and international fuel operations. He also noted the firm’s plans to expand its retail operations related to fuel and non-fuel products to new countries, along with Saudi.

“We want to explore investment opportunities in new markets outside the UAE, to meet our minimum target of achieving a 15 per cent profit margin from our investments.”

Al Rashdi added that Adnoc Distribution obtained a profit margin of 10 cents per litre of fuel since August 2015 and that the expansion of the company’s fuel sector and business services sector will benefit the UAE and the Gulf region.

10 TRUCK&FLEET ME JUNE 2019

ENOC Group has announced plans to expand its retail network in the UAE to 191 service stations from the current 129 stations, as well as improve on its local presence in Sharjah, Fujairah and Ras Al Khaimah by reopening service stations. Additionally, the company plans to expand to 124 stations in Saudi Arabia by 2030 to meet the growing fuel station demand in the Kingdom.

According to a statement, it will open 15 new stations across the UAE, with five service stations and three compact stations in Dubai, this year.

Meanwhile, it will open five service stations in Sharjah in its reclaimed locations, one new station in Fujairah, RAK and three compact stations.

Saif Humaid Al Falasi, group CEO, ENOC said: “We are also expanding

our footprint across the UAE to ensure that the communities we serve have easy and convenient access to fuel and other automotive, F&B and convenience store amenities. ENOC stated it will build a total of 47 service stations, including 25 in Sharjah, four in the northern emirates and 15 in Dubai.”

The group’s plans are also aimed at meeting the requirements of the Expo 2020 Dubai, for which it is the official partner. ENOC will expand its offerings across Saudi Arabia covering east, west and KSA central locations, to boost the quality of infrastructure, especially in rural areas, it stated.

UDRIvE SECURES $5MN FUNDING FOR GROWTH RIDE-HAILING Udrive says it will use a $5 million cash injection from a Series B round of funding to accelerate its growth. The UAE app-based pay-perminute car rental service has previously raised $1 million during its last funding round and claims investors have since trebled their return.

This second round underpins Udrive’s unprecendented growth in the market, while proving the welcomed reception of the pay-as-you-drive concept.

Udrive anticipates a round of Series C funding will take place in another 18-months.

According to the company, it will use the latest funding to execute its “ambitious expansion plans, such as increasing the number of premium cars in its fleet – including Mercedes, Audi and Mustang models – as well as expanding its service into Saudi Arabia and other strategically viable locations in the GCC.” With 73,000 registered users and over 478,000 trips recorded in just two years, Udrive claims to be the market’s top performing pay-per-minute car rental service. It offers affordable rental car services across Dubai, Sharjah, Abu

Dhabi and Ajman. Udrive cars can be booked and reserved quickly and easily via an app, offering the most convenient car rental options. It describes its diverse customer base as spanning, “the likes of UAE-based staff who travel frequently but don’t want to commit to purchasing a car, including airline staff and real estate agents, who don’t own multiple vehicles.”

“This is an exciting time.

When we launched, no one anticipated just how successful the concept would be, with many doubting how it would work.”

LAUNCHES

FAMCO DELiVERS FH16 750 iN UAE / 2019 kiA CERATO GETS iTS UAE DEbUT GENESiS 2020 G90 MAkES MiDDLE EASTERN LAUNCH

lau nches SUPERiOR POWER 750 HP EnginE

Higher, stronger, bigger FAMCO DELiVERS FiRST VOLVO FH16 750 HP MODEL – THE biGGEST TRUCk iN THE GCC Al-Futtaim Auto & Machinery Company (FAMCO) recently delivered the first Volvo FH16 750 HP heavy haulage truck to its customer Al Faris Equipment Rental LLC in Dubai. The truck is an 8x4 tractor head with 16.1l, 750 HP, 3,550 Nm Torque, Euro 5 engine with air suspension which is used for heavy haulage operation of up to 325 Ton GCW. According to the distributor, the Volvo FH16 750 truck has features “no other truck can match” in the region.

The largest cab in this region offers a high level of comfort with ideal driving position, anatomically designed seats,

12 TRUCK&FLEET ME JUNE 2019

low noise level, high-capacity climate control system and a world-class safety level. The interior height is 205 cm (196 cm on the engine compartment cover).

The Globetrotter FH16HSLP is aerodynamically designed with smooth surfaces and rounded corners at the front. The windscreen is bonded to the body, which means less risk of wind noise and better crash protection.

The sky window, or roof hatch, is not only intended for ventilation, it is also an escape route. Optional tailored systems and chassis skirts lower the air resistance still further.

The interior of the cab is designed with the focus on the driver. The instrument panel offers a good overview and is designed to ensure that the driver obtains the right information in every situation. The cab has a modern interior with materials that are durable and easy to maintain, and offers generous storage space.

Much effort has been spent on choosing materials that minimize gas emissions from the interior fittings and reduce the risk of contact allergies. The driver has great all-round vision through the large windscreen, large rear-view mirrors

LAUNCHES

and close-view mirrors for the front and on the passenger side.The cab is crashtested and has an injury-preventive design using energy-absorbing materials. The cab sections are made of galvanised sheet metal that provides good basic protection against corrosion.

This engine meanwhile is designed for heavy and demanding operations and is based on a robust and dependable design with an overhead camshaft, four valves per cylinder and precisely controlled electronic fuel injection. With its extremely high-power output, the D16G750 produces impressive torque throughout a broad rev range, resulting in excellent driveability even in hilly road conditions. because there is massive torque even at low revs, the engine has excellent low-rev pulling performance.

The D16G750 is a low-emission engine regarding both exhaust gases and noise level. Owing to after-treatment of exhaust emissions with SCR (Selective Catalytic Reduction) technology, the engine is approved to the EU’s Euro 5 standard. The D16G750 has VEb+ (Volvo Engine brake). This system provides extremely high braking effect, further improving safety and reducing wear on the wheel brakes.

The truck also features the 12-speed i-Shift ATO3512F version of the Volvo i-Shift is characterized by a fast gear changing system featuring minimum interruption in torque delivery during gear changing. because the gearbox has such a large ratio coverage, it has capacity for both high starting traction and high average speeds. i-Shift has advanced software with well-adapted gearchange strategies.

An Ultra Low Crawler (ULC) gear, integrated by adding an extra module between the clutch adds enhanced start-ability and very low-speed manoeuvring for heavy haulage applications. The reverse multi-speed function gives additional 2 extra reverse gears ( total of 6 reverse gears) which enables to start in very high range.

The truck is equipped with a electrically controlled hydraulic steering system for the rear axle. The design is integrated with a steered pusher axle

with single-mounted wheels that are located in front of the drive shaft.

The steered pusher axle provides good manoeuvrability, reduced tyre wear, less damage to soft ground surfaces and improved traction on slippery roads. it is suitable for vehicles carrying heavy loads to the rear of the chassis.

The Electronic brake System (EbS) Package is a very fast-reacting electronically controlled brake system with a number of benefits compared to a conventional full pneumatic brake system. The EbS system ensures better brake efficiency and offers a large number of additional features such as anti-lock braking, traction, stability and brake monitoring functions.

The EbS brake system is integrated into the vehicle’s electronic architecture and the EbS control modulators use electrical signals to control the electro pneumatic valves that regulate the air pressure in the brake cylinders. brake pressure can then be distributed per wheel or axle depending on the situation to achieve better vehicle stability and safety.

The chassis frame is made from highstrength steel and its front section is bent outwards to accommodate the cab and engine. it has the same material thickness in the web and the flanges.

The additional road speed limiter allows the driver to define a temporary speed limit for the truck. The ‘Trailer brake at parking’ safety system for units equipped with electronic brake system (EbS) obtain more secure vehicle combinations. Parameters are added and the air pressure module is rebuilt to apply the connected trailer’s own brakes when applying the trucks parking brake. The added parking brake functionality on the trailer is an enhanced safety feature which is useful under slippery conditions or if the combination is parked in a big slope.

SPECiFiCATiONS Configuration

8x4

Engine

16.1l Euro 5

Power

750 hp

Torque

3,550 nm Torque

GCW

Up to 325T

JUNE 2019 TRUCK&FLEET ME 13

LAUNCHES

REDESiGNED LOOkS sEDAn sTyLing noW MATCHEs RAngE

The perfecT blend

MAJiD MOTORS LAUNCHES 2019 kiA CERATO iN THE UAE The winner of the best Compact Sedan Award at the recent Middle East Car of the Year (MECOTY) Awards 2019, the kiA Cerato is a unique example of modern engineering that integrates luxury and simplicity to deliver a uniquely modern automotive experience.

The exteriors of the kiA Cerato is a perfect union of fun and function. The silhouette of the Cerato extends from its long hood, under which its power is generated. inside, the spacious cabin assures ample legroom and headroom.

The interior is sleek and ultramodern, with a simple yet luxurious dashboard. The features include a 4.2-inch supervision cluster, 8-inch display audio system, Sunroof, 60:40 split folding seats, rear centre armrest with cup holders and a wireless smartphone charger give the ultimate comfort experience to the passengers Matching the stylistic features is the performance of the kiA Cerato with its 6-speed automatic transmission. Superb safety features add to the peace of mind of motorists. These include Electronic Stability Control (ESC) which provides

optimal braking performance and directional control, and HillStart Assist Control (HAC), which prevents you from rolling backwards when stopped on an incline.

There are two front airbags for Driver and front passenger, running the length while the Antilock braking System (AbS) detects when a wheel is going to lock and modulates brake pressure to the wheel to help maintain control.

The optional features includes Parking Distance Warning-Forward (PDW-F) helps motorists to park safely and confidently, the Front and back Warning System, button Start and Smart key system, Smart Trunk Lid Opener, LED day time running lights, premium colour leather seats, wireless charges, etc.

SPECiFiCATiONS Engine

2.0 i4 FWD

Weight

1255 - 1266 kg

Power

150 hp

Torque

192 nm

0-100 km/h

10.5 seconds

Top speed

210 km/h UAE PRiCE AED 59,900 (PLUs VAT)

14 TRUCK&FLEET ME JUNE 2019

sTarT of someThing new

GENESiS 2020 G90 MAkES MiDDLE EASTERN DEbUT Genesis recently unveiled the brand’s redesigned 2020 G90 flagship sedan for its Middle Eastern debut in Bahrain. The G90 incorporates new-car-level design changes on the exterior and interior, further enhancing its presence as the brand’s flagship sedan through an evolution of Genesis’ signature Athletic Elegance design language. The new “Quad Lamp” styling theme, featuring a prominent horizontal architecture, signals design cues to be seen on all future Genesis models.

Front and back, the styling of the redesigned G90 evolves the brand’s Athletic Elegance design language. In front, the signature Crest Grille is flanked by a new Quad Lamp styling theme that will become common across future Genesis models. In the rear, Quad Lamps symbolizing the wings of the Genesis logo wrap around from corner-to-corner. The G-Matrix cross-hatch pattern, inspired by light reflecting from an illuminating diamond, is applied in various areas around the vehicle, beginning with the front grille and extending into the graphics of all exterior lighting elements.

The standard 19-inch dish-type wheels, also incorporating the mesh pattern around their outer edge, feature sound absorption technology to noticeably reduce tire noise.

The interior design is dominated by a flow of horizontal surfaces, including a parallel layout built around the air ventilation system and audio controls.

“The new G90 is the ultimate expression of the Genesis brand ethos, offering brilliance through superior design, refined performance, and luxury,” said Altar Yilmaz, general manager for Africa and Middle East Region, Genesis. “As a design-focused brand, we are proud to have refined excellence with the G90, and we are certain the 2020 G90 will elevate Genesis in the region.”

INTERVIEW

GaininG MoMentuM Momentum Logistics’ Group CEO Peter Richards on why the 3PL player is on the move

a

fter ten years of service, leading third-party logistics (3PL) services provider, Momentum Logistics is determined not to stand still as it enters a second decade.

Its operational headquarters at the Sharjah Inland Container Depot (SICD) now serves as a hub at the Sharjah Inland Container Depot (SICD) for a global expansion that can boast contracts in Saudi Arabia, the US, Iraq, Turkey and Pakistan. In a wide-ranging interview with T&FME, Group CEO Peter Richards says the company plans to double revenue in the next five years. And with fleet enhancement critical 16 TRUCK&FLEET ME JUNE 2019

to its growth it has chosen the New Generation Scania truck the form the core of its investment.

The company started as support service to Gulftainer, at what point did it make sense to start broadening the reach of the company?

Momentum Logistics was launched in response to the rising demand in the logistics side of the supply chain ecosystem. We were beginning to see a gap in the market when it came to end-to-end solutions for our clients. This was especially evident in 2014 when the Khorfakkan Container Terminal (KCT) managed by Gulftainer

We were quick to respond to customer’s needs & grown into a global 3PL provider”

operated mainly as a transhipment hub.

Containers were being moved between KCT and Sharjah Container Terminal, which is also part of Gulftainer’s portfolio, through feeder vessels. The bulk of this cargo could be transported by road, and it was clear to see that it was an opportunity waiting to be tapped. We were quick to respond to our customer’s needs, and today Momentum has grown into a global 3PL solutions provider.

Your international expansion has been stunning

As a business, our strengths lie in freight forwarding, inland transportation, logistics

INTERVIEW

cities, container services and contract logistics. We are currently looking at several opportunities within these core business segments in markets such as the USA, Lebanon and other countries in the region.

towards this expansion may be organic or through an acquisition, or even a hybrid strategy aimed at adding value and maximising returns.

You’ve planned to purchase almost 46 trucks as part of this programme,

How are you offering something to

what is it about the Scania trucks

different to establish players in new

that fit your requirements?

markets/countries you are entering?

The Scania trucks are trusted across the world in markets, especially in markets where there is a growing focus on creating sustainable transport systems. The 46 Scania vehicles that we have purchased so far includes 15 P410 4x2 Euro III tractor units, 15 G460 6x4 Euro III Tractor units, 15 P400 4x2 Euro V Tractor units and one P380 4x2 Next Generation Euro V Tractor Unit.

Our differentiation is marked by our unwavering commitment to quality service.

This comes from our extensive experience in transport markets in Europe and by adapting the professionalism from the region into the UAE and GCC markets. We are not looking at reinventing the wheel, as much as addressing the gaps in the market. As it happens, innovation is only as good as the demand in the market, and our strategy builds on anticipating these needs.

Was there a moment, a deal or period, that stands out as a turning point for

You are one of the first to have UNWAVERING COMMITMENT Richards says Momentum Logistics has differentiated by having an unwavering commitment to quality service.

the company in its first ten years?

We have had an exciting journey over the past decade and there have been numerous highpoints that we are proud of as a business.

Although, one of the achievements that does stand out happened just a year after we decided to expand our services. In 2015, we successfully gained the contract to complete transportation movements for Dow Chemicals.

This was significant at the time, given we were still a relatively young company, and market competition was just as intense as it is now.

What do you regard as the main reasons for your success to date?

Customer-centricity has continued to be an important factor in our success. In fact, our decision to diversify Momentum’s business model was a direct response to customer needs. Having said that, our ability to be nimble and market-oriented is a testament to our experienced, committed team. Being part of an industry that is at the crossroads of change owing to digitisation, we have also consciously taken steps to upskill our people, implement technology innovations and be sustainable across our operations.

Some examples of these enhancements include our fleet replacement programme, which allows us to be less port-centric. This increased our customer base and created higher demand for contractual business.

In terms of technology advancements, we introduced superior IT platforms, including GPS and online bookings software, which aids our clients. We are also developing an electronic data interchange, which will give customers access to timely, accurate cargo information.

How are you going to reach your goal to double revenue in five years? It’s an ambitious goal…

The global 3PL market is expected to grow to US$1.3 trillion by 2024. We are witnessing some of the best growth years in this segment, and at Momentum, we are optimistic about our ability to ride this wave. Since inception, we have continued to innovate and enhance our offerings, and we plan to continue to find new opportunities for growth.

Currently, we have a number of options open to us, but in essence our focus is on increasing the Momentum fleet size. Our approach

We plan to continue to find new opportunities for growth”

the New Truck Generation Scania in the region. You must think highly of the truck.

We are proud to be the first logistics provider in the UAE to be operating the P380 4x2 Next Generation Euro V Tractor Unit. This vehicle is yet to be available in the market. We are currently using the launch unit unveiled locally in November last year. It is clear to see a marked improvement in performance and fuel efficiency. We are very excited by the enhancements they have made in this vehicle.

When did you realise you needed to invest in your fleet? Has it been a case of growing or renewing your fleet?

Like any business, we did experience some hits and misses as we tried to enhance our fleet.

In 2014, we purchased some used vehicles

FLEET ExPANSION Momentum Logistics is investing in Scania trucks as it looks to expand its fleet and market share.

JUNE 2019 TRUCK&FLEET ME 17

INTERVIEW

from Europe. However, the maintenance costs were soon beginning to spiral well beyond our expectations. Our team head soon identified the need to change our vehicle purchasing strategy and began investigating other options, which led us to purchase the fuel-efficient alternative currently in our fleet.

Originally, we had begun phasing in the new vehicles as replacements for the existing fleet, offloading the worst performing vehicles. However, the most recent batch of 16 trucks were added to the fleet as additional vehicles and we are expecting to add more vehicles throughout the rest of this year.

professional transportation companies is on the incline and new fleets offering the latest technology and safety standards is becoming a requisite for major carriers. Owner-operator fleets could benefit from greater collaboration with established players that have longer-term contracts and a stronger expansion pipeline.

10 years is still quite young for a company. Do you feel you are comfortably part of the establishment of the industry?

In terms of fleet renewal in a challenging market for many, would you say it is a buyer’s market?

There are certain price advantages given the market conditions, especially across the automotive sector. We believe that these challenging times offer an opportunity for ambitious businesses to benefit and thrive, even as the market recover. Timing is crucial in this case. It also comes down to the larger business objectives, whether it is capacity building or maximising margins.

You mentioned the market conditions, what programmes do you have in place to improve operational efficiency?

At Momentum, we regularly monitor our operations to ensure that we offer quality services without compromising on efficiencies.

This consistent check allowed us to take time-critical decisions, such as the migration

FLEET RENEWAL Timing is crucial when it comes to fleet renewal advises Richards.

We did experience some hits and misses as we tried to enhance our fleet”

to a fuel-efficient fleet, which has reduced our maintenance and fuel costs. Through on-board telematics, we are also able to monitor our drivers’ performance and reduce VOR time, thereby making best use of our resources.

Do you see any major trends in the market? What advice do you have for fleets in terms of dealing with them?

The market is undergoing a shift. We are seeing a decline in the owner-operator markets as legislation becomes more enforced. This offers an opportunity for us to increase our fleet size and fill a potential gap. The demand for

Very much so. While we are still relatively young, our reputation is preceded by Gulftainer’s own track record, which spans over four decades. Momentum Logistics has over 500 clients worldwide today, and we are building on our portfolio through strategic expansion and investments. We understand the markets in which we operate and that goes a long way in establishing trust with existing and potential clients.

Related to that, would you say there are disrupters - operators that are challenging the status quo - coming through?

There are hundreds of companies disrupting the logistics sector today, and in many cases attempting to mirror the Uber model in the trucking market. We see this as a positive trend that allows us to branch out into new ways of delivering exceptional value to our customers. At Momentum, we are embracing these companies and trying to work with them, and even working through issues such as service levels, which is commonplace with fledgling businesses.

Looking ahead, how do you see the industry developing?

Within the UAE, I believe we will see a further decline in the number of transport operators, offering opportunity for established companies to increase their fleet size and footprint throughout the GCC. On a more global scale, technology disruption will continue to drive the demand for transparency in the supply chain. Companies are also increasingly looking to tap into a sustainable supply chain ecosystem, where the priority is on working with logistics providers that put resource efficiencies before profitability.

Where will Momentum Logistics be after the next ten years?

MARkET CONSOLIDATION Richards says there could be a decline in the number of transport operators opening up an opportunity for established companies to increase their GCC footprint.

18 TRUCK&FLEET ME JUNE 2019

Where won’t we be? Our goal is to position Momentum Logistics as one of the largest operators in the UAE and GCC region, with operations stretching around the globe in key markets.

FEATURE

Carrot or stiCk? Vnomics looks at how driver incentives aren’t all about the money

s

o, you’ve bought yourself a new telematics or fleet management piece of kit for your fleet but how do you make the most of it? One of the most of common techniques is to attach an incentive programme for drivers that rewards good and economical driving with financial awards but do they really work? And how do you turn long term gains into lasting changes in your fleet’s performance?

US firm Vnomics has spent many years working with customers to optimise the use of fuel, and while in some Middle East markets the price of diesel remains low, it is increasing, and director of customer success Ethan Sweeney says anything that a fleet

20 TRUCK&FLEET ME JUNE 2019

can do to help minimise or get the most out of the costs for their driver and their fuel obviously has “benefits from the fleet.”

He adds: “Where we work with fleets on is in the cab and how is the driver performing?

What’s the driver technique? Drivers have an impact on fuel economy. Among all the things that can impact fuel economy - aerodynamics and whatnot - your best driver compared to your driver could be up to a 30 percent difference. There’s a piece of money here to be addressed and done well you can really go after that from a cost-savings perspective.”

Sweeney emphasises that concentrating on fuel efficiency isn’t just about saving refuelling costs and should lead to safer driving

there’s a shift from the idea that you’re just paying people more”

and lower maintenance across a fleet.

“Safe driving is highly correlated with fuel efficient driving. A driver that accelerates more under control, anticipates traffic ahead, reduces their speed; all those things are paramount in a safe driving behaviour,” he says. “So, as your driver population becomes more fuel efficient oftentimes a fleet will come to understand that they’re also a safer driver population.

Similarly, with maintenance, we’ve had fleets that talk about the amount of diesel that goes through my tractor is highly correlated to maintenance of my emission systems and my engines. A reduction in fuel consumption helps reduce some of the preventative maintenance costs or extends some of those cycles.”

FEATURE

If a fleet introduces a driver incentive programme correctly and rewards professional driving behaviour it often sets up for a good culture around driver engagement and driver retention, he argues.

“If drivers feel they’re being treated fairly and they’re being rewarded, recognised or compensated for that professional behaviour that’s certainly a positive thing.”

Since its inception in 2018, Vnomics has invested $30 million to offer one of the most powerful vehicle and fleet fuel optimisation systems available in the industry today.

With a strong early, relationship with the US Army it has gone on to be one of the leading troubleshooters for fleets in the

Where we work with fleets on is in the cab and how is the driver performing?

US. Consequently it has gathered a mass of intelligence on the fleets that are making driver incentive programmes work.

“I think there’s a little bit of a shift from the traditional idea that you’re just paying people more, or by offering a carrot or a stick that generates motivation. And I think there’s a little more that’s being published and being proven to be helpful in this in this space. And it boils down to three topics,” he states. “If a person has autonomy, that ability to have control of what they’re working on or have some level of selfcontrol in that fashion - it’s productive. The next level is purpose - so I understand why I’m being asked to do what I’m being asked. Certainly, when you’re talking about fuel efficient driving, if it isn’t tied to better fuel efficiency I don’t understand why you’re asking me to do that.

“And, there, is the concept of continuous challenge or mastery. So, you’ve asked me to do something you’ve given me control of, how I go about it, but you’re giving me the tools and you’re allowing me to go after this level of mastery. We want to keep some of these things in mind and making sure that we’re addressing this as we go forward.”

While Sweeney is demonstrably enthusiastic about the use of driver incentive programmes, he openly admits that it is now always straightforward to implement with some fleets rolling it back later on down the line.

“They’ve had challenges when they’ve implemented a programme or they’ve explored a programme and internally they’ve just decided it’s not worth the trouble which is kind of an interesting thing,” he muses.

While most fleets in the US use a driver incentive programme in one form or another – rewarding delivery times or safe driving, for example – less than half are using fuel as a way to measure performance.

“It’s a mismatch. It seems to be odd that fleets are looking at the fact it’s a monetary benefit but they’re not implementing programmes en-masse. And I think the real rub here is that it’s not the easiest, most straightforward thing to implement,” he remarks. “I think there is enough evidence from fleets that if you implement a programme incorrectly you run the risk of it being counterproductive.

It’s not just that you’ve implemented a programme that’s wasting money, you’re actually driving a culture that the drivers would rather there would be no programme.”

So why do some programmes fail? Citing research from a Canadian analyst, he says that some fleets are finding that classroom-based training simply doesn’t stick with drivers.

“One of the things that fleets struggle with is can ‘I just do a classroom or do a driver training

and get all that fuel economy benefit’. I think is pretty prevalent,” he says. “If you’re thinking that you can just address this by doing a classroom session one time and all your drivers will be fuel efficient, we at Vnomics, from a technology standpoint, believe that that training and that feedback should happen in the cab.”

He also says that fleets are relying solely on the monitoring the amount of fuel. By using Km/gal as the only metric to compare drivers in a fleet is fraught with problems. Most are often running different routes or loads and this means that fleets are not comparing like with like unless they can take a variety of factors into account.

“I worked with a fleet here recently that has over a thousand tractors, over a thousand drivers and engaged with one of the drivers about the current programme that the fleet was advertising pretty heavily,” he recalls.

“Their reward was winner take all, so a handful of drivers got prizes, including a motorcycle, and the feedback from talking with one of the drivers was that with the MPG assessment he wasn’t able to win from the start and the overall sentiment within the driver population was the drivers that win are actually gaming the system.

He adds: “This fleet specifically based it on fuel receipts and they were finding that drivers were pumping in their own fuel.

They were putting out of their own pockets so that they could go after these prizes.

The fleet was spending well over well into the six figures on rewards for their driver population on an annual basis and it was generating this discontent from the driver population so it was counterproductive.”

Sweeney says that most fleets which have followed this route will come to the conclusion that they need to have a handicap metric in place. Much like a golf handicap, penalising a less-fuel heavy route or delivery can help even the playing field for drivers. While he feels this is a step in the right direction, Sweeney worries that it can be labour-intensive to implement.

He adds: “The other piece of friction is the more complex this system is, and the handicapping mechanism, the harder it is to explain to a driver that the system is fair and here’s what’s going on. If you’re spending all of your time educating your drivers on exactly the maths that’s going on to give them their metrics and you’re not spending your time on coaching or recognising them, that’s not the best approach.”

While there is no one-size-fits-all solution to effective driver incentive programmes, Sweeney believes the ones that have been successfully implemented share several common ideas.

“One of the ones that I think works most successfully is the idea of competition. We JUNE 2019 TRUCK&FLEET ME 21

FEATURE

have a large customer that when they started their first approach at competition they didn’t do it at the driver level they did it at the terminal domicile level. So every one of their 300-plus terminals had a break room and they posted each of the domicile ratings.

The end result within that first year was they saved 5% of their fuel expense,” he explains.

“That’s at the team level but we’ve had others fleets that do it at the driver level. This should be done a little more sensitively as you are calling out drivers but we have had fleets that have done that successfully,” says Sweeney.

“They’ll post driver-by-driver rankings and help highlight who’s doing well, recognise those and work with the folks that are not doing as well.

The concept of competition when a driver has a fair metric is pretty compelling. Drivers seem to engage in that fashion. A compensation structure around this also works, we have other customers that use it to drive a financial bonus.”

One of the most successful progammes he has witnessed was an agricultural firm that operated on a seasonal basis. Their challenge was to ensure the drivers maintained their

among all the things that can impact fuel economy - aerodynamics and whatnot - your best driver compared to your driver could be up to a 30 percent difference”

technique when they weren’t driving yearround. Using Vnomics solution, the company combined fuel efficiency with attendance and used a very high incentive (over a $1,000 dollars) to motive their driver population.

“These guys found out with that around 90% of their driving drivers achieved the fuel efficiency and attendance metric but 5% of them tried but couldn’t or didn’t achieve either the attendance portion or the driving technique portion. And the last 5 percent, they felt weren’t interested in playing the game. From their perspective 90% success was a good use of the technology and it drove the business results they were hoping for,” Sweeney explains.

“They were able to offset some of their labour costs with the fuel savings they were seeing.”

He also cites a smaller, family-owned company that was seeing driver costs increase due to higher health care expenses. Drivers were told that the company could afford it, if they bought into the fuel efficiency scheme.

“They were able to drive the adoption by the team based on, we can do this if we can subsidise the cost and there wont be an

impact to your paycheque with the rising healthcare, assuming that we can drive some of that fuel efficiency out of business.”

Many fleets will think of the rewards and recognition aspects of driver incentive programmes and Sweeney has seen this take many guises in fleets.

“One that’s worked well is the branded fuel champion and a recognition kind of apparel. Whether it be hat for your trucker that says ‘hey I’m the fuel champ’ or a shirt or something that allows them to have a little bit of notoriety. That works well,” he remark.

“The other one that I’ve seen he worked pretty well is on friday afternoon reward the drivers that achieve the metrics with something like a gift card for dinner that night.

“And that has two benefits: one is you’re recognising them in front of their peers so everybody sees that as a culture you’re rewarding and you’re really reinforcing that.

The other thing is that the drivers family gets accustomed to getting that. There’s a little more discussion at home about what’s going on when we didn’t get that benefit this week.”

GIVING DRIVERS COMPLETE CONTROL Bob Magnet, CTP, Vnomics says that programmes need to be understood and bought into throughout a fleet organisation. Ultimately the key is ensuring that the drivers should be based assessed on something they have complete control over.

“We find that the fleets that have the most success choose a metric that the driver can impact directly. We’re talking about idling, we’re talking about the drivers control of that vehicle that load at speed.

And then also that driver’s control of the vehicle as they’re getting through the gears and accelerating up to speed,” he explains.

Vnomics’ True Fuel system monitors each vehicle’s actual fuel usage in real time and compares it to the maximum achievable fuel economy (Potential MPG) for that vehicle under its current load and operating conditions.

The company argues that this is key to fairly recognising driver performance and leads to improved

22 TRUCK&FLEET ME JUNE 2019

driver satisfaction and retention.

The driver can then focus on shifting, speed and idling. Using vehicle data, the system coaches the driver in real-time. In the cab, drivers hear tone alerts for improper shifting, speeding and idling.

The company claims the reporting of the Fuel Potential MPG as well as the Actual MPG is unique and enables managers and drivers can see the actual fuel lost due to driving behaviours and

account for every drop of fuel.

“One of the problems that we’re up against in our marketplace is that there is a lot of mixed messaging out there saying new tech in transportation and drivetrain technology is removing the driver from the efficiency equation but we know that that’s not completely true,” he enthuses. “The driver can now make up to a 30 % impact.

One of the tactics that we’ve done when we set up training

opportunities with customers is that we’ve helped communicate to the driver exactly how he or she can impact and reach the metrics that they’re being judged upon.”

He continues: “Even with an AMT (automated manual transmission) - new technology that is advertised as removing the driver from the efficiency equation - just jumping on the throttle 100 percent and putting it to the floor the driver still exceeded the ideal operating range for that drivetrain.

The coaching tones that we play with real time feedback and count show the driver that he should have shifted a little bit sooner or should have eased up on the throttle in this case with the EMT allowing that truck to drop into the next gear so that you’re spinning the engine less thereby consuming less fuel. So we use this as a training tool to get out there. He even though you’re in these new trucks if you want to stay out with your efficiency. Here’s how to do it.”

AFTERMARKET SPECIAL

Driving ForwarDs

Elmar Weber, product management, SAF-HOLLAND, on why it has created the SAF INTRA CD TRAK

F

irst presented at the IAA Commercial Vehicles in 2016, awarded the Trailer Innovation prize in 2017, and in series production since 2018: the SAF INTRA CD TRAK hydraulically driven axle from SAF-HOLLAND promises profitability for walking floors and tippers on construction sites or landfills.

While its “additional drive at the touch of a button” is technically sophisticated and has been tried and tested in numerous applications, when should contractors equip their trailers with the system?

“First off, to make one thing quite clear: We will not be able to replace a classic 4x4 tractor unit with the SAF INTRA CD TRAK,” begins Elmar Weber, product management 26 TRUCK&FLEET ME JUNE 2019

SAF-HOLLAND. “However, we still see good opportunities for our driven trailer axle, because all-wheel-drive tractor units have become fewer and fewer in recent years. In contrast to the pulling additional drives in the front axle, the SAF INTRA CD TRAK also implements traction more efficiently as a pushing axle.

Articulated lorries benefit from these physical advantages, particularly when starting off.”

At first glance, some fleets may argue that SAF HOLLAND is offering a technology that is hard distinguish from their existing axle. While accepting that the operating principle of the hydraulic motor in the hub unit is the same (“and the manufacturer is also the same in many cases”, there are some key, fundamental differences.

“Before I address the control system, I

our intention was to establish ‘power vs. speed’ or better: to push powerfully from standstill rather than drive fast”

would like to point out two differences in the motor: The engine displacement volume on the SAF INTRA CD TRAK is greater – this increases the torque, but the possible speed is lower overall at a maximum of 13 km/h,” says Weber. “In practice, this means that when tipping or pushing off, the load is shifted to the rear and the permitted axle loads can be exceeded. The torque that the engine then brings to our driven axle is higher than would be the case on a front axle of a truck. Our intention when developing this was to establish ‘power vs. speed’ or better: ‘to push powerfully from standstill rather than drive fast’” Another difference is the fact that the wheel bearings in the SAF INTRA CD TRAK axle are grease-lubricated, as is standard on European trailer axles, he adds.

AFTERMARKET SPECIAL

“Our goal was to be able to use the same components for wear parts such as brake pads or brake discs as for the other axles from the SAF-HOLLAND Group. This makes it easier for workshops to store and work on the trailer.

Semi-trailers with the SAF INTRA CD TRAK axle will remain in the fleet for a long time, so that after more than six years the wheel bearings will certainly need replacing.

“Even though wheel bearings are not classic wear parts, we can still rely on standard parts from SAF-HOLLAND. With regard to the control system of the SAF INTRA CD TRAK axle: It functions completely differently from a tractor unit with a hydraulically driven front axle. It is essential that the control system in the trailer is matched to the hydraulic equipment of the tractor unit.”

Weber explains that in order for the interaction with the additional drive in the trailer to function smoothly, the tractor unit needs a hydraulic system with forward and reverse, a switch plus status and fault light and must be able to transmit CAN bus signals to the trailer.

“Furthermore, it should have a two-stage tipping valve, which is additionally controlled by a solenoid valve. For the details, there are specific technical documents and calculation tools,” he expands. “However, it is even more important to contact our fleet consultants if you are interested, and to discuss the combination of SAF INTRA CD TRAK and tractor unit on an individual basis. We would be happy to help you select the right equipment for your tractor unit. Scania Germany, for example, is currently preparing a complete equipment package for our driven axle.”

According to the product expert, most users are opting for the rear axle, but a third of customers are also choosing the middle axle.

He adds: “The advantage of the middle axle may be that the third axle might no longer have ground pressure if it is frequently necessary to tip at soft breaklines. Ultimately, it’s the haulier himself who decides on the positioning of the driven axle when configuring the vehicle.”

Drivers can activate the SAF INTRA CD TRAK additional drive at the touch of a button but Weber advises the point its pressed can vary from truck to truck, driver to driver.

“This depends on the power take-off of the motor vehicle, when and how it can be switched on,” he says. “The advantage of a power take-off on the engine side is that it can be engaged while the vehicle is in motion.

Personally, that’s the solution I prefer.”

The SAF INTRA CD TRAK system can be switched on up to a speed of 8 km/h. Once the maximum possible 13 km/h is reached, it

MAKING EASIER FOR WORKSHOPS SAF HOLLAND is trying to use the same components from other axles to make life easier for workshops.

switches off, but remains active. Weber explains that, if the speed of the vehicle falls below 11 km/h, it switches on again. If the articulated lorry is travelling at more than 50 km/h, the system is completely deactivated: “Prerequisites for this are an automatic transmission and a power take-off on the engine side.”

Weber says that the SAF INTRA CD TRAK really demonstrate its strengths on loose soil: “The trailer has a speed surplus to the tractor in order to be able to push at all.

On dry, non-slip ground, wear is generated, therefore the drive should only be used on loose soil. The tread pattern should be adapted to the application; a coarse tread, for example, does not clog so quickly.”

Driver training is always appreciated when any new technology. While SAF HOLLAND can be contacted to pass on its expertise on the new driven axle, Weber doesn’t believe it is always necessary.

we still see good opportunities for our driven trailer axle, because awD tractor units have become fewer and fewer in recent years”

“We are happy to engage in dialogue with drivers, we do not offer special training.

However, we observe that drivers who use the SAF INTRA CD TRAK adapt their driving style and driving strategy in the terrain over time,” he says, adding that the manufacturer can offer drivers and companies a range of support from technical literature through to a calculation app. But personal dialogue with our fleet managers is always the best place to start. Literature and contacts can be found on our website www.safholland.com,” he notes.

Finally, Weber is asked what are the effort and costs involved in retrofitting vehicles already in use with the additional drive?

“Retrofitting is technically feasible, but should also make economic sense.

Investment in the driven axle pays off best if the system is already installed ex works and can be used longer than a comparable tractor unit,” he concludes.

TAKING A LOAD OFF Utilising the middle axle re-introduces all-wheel drive and reduces the strain on the third axle.

JUNE 2019 TRUCK&FLEET ME 27

AftErmArkEt SpEciAl

Scaling new heighTS How telescopic cylinder leader Hyva is taking customers higher with lower costs

T

his year, 2019, Hyva celebrates 40 years in business. Established in 1979, with a quest to create the best hydraulic cylinder and provide superior customer service, the business developed internationally in consequent decades through organic growth and acquisitions to build a broad portfolio of successful products and a global business presence.

Expansion through Europe in the 1980s was followed by countries in Asia – Malaysia, Thailand, China, Indonesia and Korea. In the

28 TRUCK&FLEET ME JUNE 2019

1990s, subsidiaries and production facilities were established in Brazil and India, and, into the new millennium, manufacturing was also established in China. With additional subsidiaries in Russia, USA, Australia, together with Middle and Far Eastern countries, a truly global business network was established.

Hyva being present with its partners in the GCC for more than 30 years started its own operations in 2012 with its head office for the Middle East and African region located in JAFZA Dubai. Dubai is today the centre for sales, applications, project engineering and logistics in the MENA

we’ve partnered with many of our clients to offer bespoke solutions”

region and is home to a fully dedicated regional technical, sales and after-sales support team for its Business partners, OEMs, bodybuilder and end-user customers.

Within the region, there are also Hyva offices in the strategic countries of Morocco, South Africa and Turkey which develop and support the neighbouring countries together with its 17 official agents/partners, including Saudi Arabia, Egypt, Kenya, Tunisia, Algeria and Nigeria. Being present in the region has helped, and its sales volumes have grown by 50% through new product launches, and market share has risen a further 25%

AftErmArkEt SpEciAl

across the GCC in the past seven years.

Hyva recently acquired its local agent in South Africa to form Hyva Southern Africa (Pty) Ltd. This creates a new powerhouse in sales and service for tipping solutions, container handling, waste management and cranes in South Africa and other African countries south of the equator to cater local customers’ needs.

The “One Stop Shop“ concept enables its customers to enjoy several benefits through package deals bringing advantages in cost effectiveness, range of services and after sales, tailored to meet specific customer needs.

In 2017, a significant milestone was reached when two millionth hydraulic cylinder were produced. The Hydraulics business (cylinders and tipping solutions) is now complemented by Container Handling Systems (hook- and skiploaders), Waste Handling Systems (transfer stations, compactors and refuse collection bodies) and Cranes (fixed and rolling). Together with additional products for truck and trailers, this portfolio enables Hyva to be the one-stopshop for the truck industry it craves to be.

Hyva calls itself a customer focused, multicultural company with a collaborative

Spirit ANd SUccE SS Martin Kolkman says the company’s entrepr eneurial spirit has helped take Hyva to global succes s.

A lEAdEr At tHE froNt ENd Founded in 1979, Hyva is headquartered in Alphen aan den Rijn in The Netherlands and operates in more than 130 countries with over 3,500 employees around the world. The Hyva Group encompasses 37 subsidiaries globally, with an extraordinary sales and service coverage and 12 production facilities in Brazil, China, Germany, India, and Italy, with more than 25,000 customers.

Today, Hyva is a leading global provider

of innovative and highly efficient transport solutions for the commercial vehicle and environmental service industries.

It is the worldwide market leader in front end hydraulic telescopic cylinders. It is committed to the development, production, marketing and distribution of solutions used in hydraulic loading and unloading systems on trucks and trailers. Its products are used worldwide across a range of sector.

culture and passionate employees dedicated to customer excellence. The entrepreneurial spirit and innovation culture continue to drive research, development and implementation of smart digital and electric solutions to address efficiency, productivity, safety and environmental challenges.

“At Hyva, we are proud of this history and heritage, and it will inspire us to continue our strategy of customer focus and innovation. We’re partnered with many of our clients to help generate savings to offer bespoke solutions for their transportation and lifting solutions,” says Martin Kolkman, VP, Hyva International & WE-MEA. “The journey from a small business in Alphen aan den Rijn to a multinational business with a global network of 37 subsidiaries, 12 manufacturing plants and more than 200 distributors serving customers on six continents is one of entrepreneurial spirit and success,” he adds. “Our recently introduced loyalty programmes provide additional cost savings through lower operating costs, which allows us to grow revenue and profit over time together with our customers.”

The Replacement Parts Specialist from Germany We are a worldwide leading specialist in the independent aftermarket. bilstein group offers repair solutions for all common vehicle types in the car and commercial vehicle sector.

- 60,000 spare parts including 11,000 replacement parts for trucks, trailers, and buses - OE matching quality - In-house production in Germany Meet us at Automechanika Dubai! Our Sales Team is looking forward to seeing you.

Please contact

00971 56 9802552

www.bilsteingroup.com

JUNE 2019 TRUCK&FLEET ME 29

No load is overload!

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Common Tire Damage: iD anD PrevenT

In the second part of its tire safety series, Giti Tire shows more common damage issues Brought to you by

o

f course, nobody wants their fleet’s tires to get damaged, but it does happen – regardless of the brand. While sometimes this damage is unpreventable, in most cases it can be avoided by using proper applications and driving with care. Last month, we introduced some key tire damage types, including Zipper Rupture, Flat Tire, Bead Bursting, and Bead Cracking. This month we have even more new ones, which knowing all together can help you to identify and prevent the vast majority of truck tire damage!

TrEad/CUT pUNCTUrE possible causes • Road hazards • Punctured or cut by foreign objects • Severe service conditions recommendations • Steer clear of foreign objects on road • Inspect tires for damage and properly repair • Select proper tire patterns based on service conditions

rIB TEar possible causes

SIdEwall BUlGE possible causes

• Running over curbs and rails

• Severe concentrated impact

• Severe localized impacts,

• Perforated by nail or sharp

aggravated by spread axles and

object, cutting the casing’s steel

sharp turns

cord

recommendations • Improve driving practices • Inspect tires for damage and properly repair • Select proper tire patterns for the intended applications

• Tire aggravated by over-inflation and/or driving at high speeds recommendations • Drive carefully by steering away from obstacles • Check tire inflation pressure routinely • Avoid driving over debris or on improper surface roads

IrrEGUlar wEar possible causes • Damaged suspension components and chassis misalignment • Mismatched inflation pressure or tire diameters in dual assembly • Unbalanced tire & wheel assembly and improper rim conditions recommendations • Diagnose and correct chassis suspension, and axle misalignment • Regularly check mechanical components and tire pressure • Correct any unbalance and replace faulty rims

Do you have more questions, or would you like to have a tire damage poster of all nine common damages together? Contact the Giti Tire Middle East experts manish.rathor@giti.com or majid.rasool@giti.com with your inquiry.

JUNE 2019 TRUCK&FLEET ME 31

WORKSHOP

LUK PORTfOLiO LOOKS TO THE EAST / OMAN STEEL PROdUcTiON bOOST SAf HOLLANd GOES Off-ROAd AT bAUMA

workshop

Asian brands added to LuK clutch portfolio ScHAEffLER TARGETS ASiAN vEHicLES WiTH iNTELLiGENT KiT PARTS

Schaeffler’s Automotive Aftermarket division says it has “significantly expanded” its portfolio for clutch repair of Asian vehicles.

Under its LuK brand, Schaeffler now offers more than 450 articles – from individual parts like dual-mass flywheels and concentric slave cylinders, all the way to intelligently conceived repair solutions. This translates into market-leading coverage of the European car parc.

“For over 50 years, Schaeffler’s

clutch technology has proven so successful, it is now used in every third mass-production vehicle in Europe. This extensive know-how from the original-equipment side also flows into our solutions for the spare parts market,” said Rouven Daniel, heading the Transmission Systems program at Schaeffler Automotive Aftermarket. “When it comes to transmissions, we are one of the market leaders in Europe. So it goes without saying that we are constantly optimizing our Aftermarket portfolio

ExPANdEd PORTfOLiO Schaeffler’s LuK brand offers more than 450 articles including dual-mass flywheels, concentric slave cylinders and intelligent repair solutions.

to be as relevant as possible.”

The Aftermarket specialists have been investing a lot in expanding their European portfolio lately, and just recently added 100 new article numbers to their program for Asian vehicles. A special focus of this was expanding their wellestablished assortment of complete solutions for clutch repair.

The classic LuK RepSet and the LuK RepSet Pro, which besides clutch discs and clutch pressure plates also comes with a matching concentric slave cylinder, are now available for current Asian passenger car models like the Toyota Avensis, the Mazda CX-5 and the Nissan Qashqai. The LuK RepSet DMF with dual-mass flywheel, the LuK RepSet 2CT for double-clutch repair, and numerous hydraulic components, are all available from Schaeffler for Asian vehicle brands.

According to the company, garages and workshops can quickly and easily find right spare part and or the right repair solution in the online catalog at the garage portal www.repxpert.com. Technical instructions, installation videos, the training seminar program and a lot of useful tips for everyday work at a repair garage are also available.

Two sTeel mills onsTream in oman wiThin Two years bOdybUiLdiNG

Moon Iron and Steel Company (MISCO) and Raysut Steel Industries are said to be making steady progress in the construction of modern steel mills in Oman’s Sohar Industrial City and Raysut Industrial City respectively.

Both projects are scheduled to come on stream in the next two years and, once complete, the greenfield projects are expected to boost the manufacturing and construction sectors of the economy.

Both projects are said to be part of a large portfolio of manufacturingrelated projects and initiatives that were identified by The National Programme for Enhancing Economic Diversificatio, as key to accelerating the growth of the non-oil sector, while supporting the creation of employment. The MISCO facility will havbe annual capacity of 1.2mt of billets and a rolling capacity of 1.1mn tonnes using European steel.

iNSidE THiS MONTH’S WORKSHOP: fiNAL PREviEW fOR AUTOMEcHANiKA dUbAi, AN EPic LifT iN THE UAE, SAf-HOLLANd’S NEW WAy, ANd MORE! 32 TRUCK&FLEET ME JUNE 2019

WORKSHOP

LUKOiL LUbRicANTS SEALS AMAZ dEAL iN UAE

saF-hollanD shows The beneFiTs oF oFF-roaD power

TRAiLERS

SAF-HOLLAND Group is focused on the ideal equipment for trucks and trailers operating under difficult conditions at Bauma 2019. The supplier for commercial vehicle parts presented the hydraulically driven SAF INTRA CD TRAK axle, which is now manufactured as a standard product, as well as robust fifth wheels for construction and terminal vehicles.

In the live demonstrator at Bauma, the SAF INTRA CD TRAK demonstrated how it can push a trailer up a short incline with ease.

LUbRicANTS LUKOIL has entered a partnership with Al Mustaqbil Al Zahir Cars Trading (AMAZ) to distribute its extensive range of LUKOIL Lubricant products in the UAE.e.

The agreement between the two parties was finalised at the offices of LUKOIL Marine Lubricants DMCC, said the company in a statement.

LUKOIL Lubricants has 700 products in its global range and carries more than 1,000 international OEM approvals and endorsements. The Russian and European manufacturer’s premium product range’s GENESIS is an advanced Synthetic Automotive Lubricants products which has been approved by reputed car manufacturers globally.

“As the 21st century consumers, governments and industries move towards advanced technology to achieve increased efficiency and

A fLUid ARRANGEMENT The deal between LUKOIL and AMAZ parties was finalised at the offices of LUKOIL Marine Lubricants DMCC.

reduced emissions, the role and scope of oil manufacturers changes and calls for huge R&D investments in new product developments,” said June Manoharan, LUKOIL’s regional head for Automotive Lubricants. “LUKOIL being a progressive organisation, has already kept itself ahead of the curve and developed an impressive range of synthetic products.

We are pleased to partner with

AMAZ to market our GENESIS range and other motor lubricants in this highly sophisticated and competitive market.”

AMAZ’s Abdullah Ahmed Bahwan added that his company was pleased to partner with LUKOIL, “a respected global brand, whose strategy for the region matches with ours. We want to bring high quality products and services to UAE consumers.”

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29.05.19 14:28

JUNE 2019 TRUCK&FLEET ME 33

AFTERMARKET SPECIAL

ThE world comEs To dubai

The European auto aftermarket industry returns with its latest innovations at Automechanika Dubai 2019

E

urope’s dominant position as the world’s biggest exporter of spare auto parts and accessories will be underlined by hundreds of European manufacturers presenting their latest innovations at the Middle East’s largest automotive aftermarket trade fair in Dubai next month.

More than 1,800 exhibitors from 60-plus countries will partake in Automechanika Dubai when it opens for the 17th time from 10-12 June 2019 at the Dubai International Convention and Exhibition Centre, with 350-plus companies hailing from Europe.

It’s estimated that global exports of auto parts totalled more than $400 billion in 2018, and according to World’s Top Exports, an online 34 TRUCK&FLEET ME JUNE 2019

data aggregator, European countries accounted for 48% of that value, or $195.6 billion.

Auto parts and accessories are also the 4th most valuable export category in the European Union (EU), behind cars ($420.9 billion), and processed petroleum oils ($217 billion), making the automotive sector in particular one of highly strategic importance.

This comes as EU aftermarket and Original Equipment Manufacturers continue to make inroads into the wider Middle East and African (MEA) region, with Automechanika Dubai 2019 presenting a gateway to markets that have otherwise proven to be difficult to reach.

“Automechanika Dubai has for many years brought together the world’s leading manufacturers and suppliers with tens of thousands of trade visitors and buyers, over

buyers and distributors are seeking highquality solutions and services that Europe is well-known for”

half of which come from outside of the UAE,” said show director Mahmut Gazi Bilikozen.

“Regional aftermarket buyers and distributors from the Middle East and Africa are seeking high-quality solutions and services that Europe is well-known for, and this year they’ll be treated to the very best EU brands.

“Seven of the 23 country pavilions at Automechanika Dubai 2019 will come from Europe, while there’ll be more than 25 European exhibiting countries along with eight supporting European trade associations,” added Bilikozen. “This is the only annual opportunity for regional aftermarket professionals to see the very best that Europe has to offer, all under one roof over three days in one of the world’s most dynamic cities.”

According to World’s Top Exports,

AFTERMARKET SPECIAL

AboUT AUToMEChANIKA DUbAI 2019 The annual three-day event is organised by Messe Frankfurt Middle East, and covers the six product sections of Parts & Components; Electronics & Systems; Accessories & Customizing; Repair & Maintenance; Car Wash, Care & Reconditioning; and Tyres & Batteries. The 2019 edition will feature four new sub-sections of Agricultural Parts & Equipment; Body & Paint; Motorcycle Parts & Components; and Oils & Lubricants.

A key returning highlight is the Innovation Zone, a dedicated area at the centre of the show floor featuring presentations and product showcases that are steering the course for the regional and global automotive aftermarket.

Other features include the Truck Competence initiative, where more than 1,000 exhibitors will showcase their products dedicated to the entire value chain in the truck sector, from truck parts and accessories, to workshop equipment, body repairs and care.

European exports of auto components and accessories in 2018 grew by seven% yearon-year, while eight of the world’s top 15 exporters come from the Old Continent.

Topping the global list is Germany, with $67.1 billion worth of exports in 2018, comprising 17% of the total international value, and a seven% increase over the previous year.

France is the world’s 7th largest automotive parts exporter, with $15.7 billion worth shipped in 2018, followed by Italy ($15.3 billion, 8th largest), the Czech Republic ($14.6 billion, 9th), Poland ($14.3 billion, 10th), Spain ($11.7 billion, 11th), Romania ($7.6 billion, 14th), and the UK ($7 billion, 15th).

These countries will also have a strong presence at Automechanika Dubai 2019, where national pavilions from Germany, Italy,

PAN-EURoPEAN PRESENCE Almost half of the European continent’s auto aftermarket is represented at this year’s event.

SECToRS DRIVING DEMAND Many of the exhibitors at the event say that the construction and logistics sectors are driving demand for their products in the region.

we’re just starting out and building our contacts but we’re sure there’s very big potential in this region”

UK, Belgium, Spain, France, and Poland will present the biggest names in the business.

The Spanish presence for example has already grown by 50% year-on-year in terms of exhibition space covered, and top companies confirmed to participate this year include the likes of Alkar, Air Fren, Cepsa, Gespasa, B CAR Auto Parts, and Cojali, a manufacturer of premium components for braking and cooling systems.

Javier de la Guía, sales director at Cojali said the company plans to launch a telematics solution for fleet managers: “In addition to braking and cooling systems components, Cojali produces advanced diagnostics solutions for commercial vehicles, and we’re launching at Automechanika Dubai 2019 the first and only telematics solution with

real-time remote diagnostics,” said de la Guía.

“This solution links all different parties in the transportation field, including fleet managers, drivers, workshop owners and customers. We anticipate it will be hugely popular in this region, which has a large commercial road transportation network.”

Air Fren is also eager to reach out to professionals in the commercial vehicle sector, and will present its 2019 portfolio of air brake systems for trucks, trailers, and buses.

Jesús Velilla, CEO of Air Fren said large scale construction and a vast logistics network in the wider Middle East and Africa means demand for the company’s aftermarket solutions will continue to grow.

“The massive construction and logistics operations ongoing in the Middle East and Africa means there’re a lot of need for industrial vehicles to accomplish the many important projects in these areas,” said Velilla.

“This reflects on the aftermarket as well, and these two markets represent an important percentage of our business in foreign countries.

“Our main reason to exhibit at Automechanika Dubai 2019 is to keep in contact with our existing regional customers, while expanding our business with new distributors.”

Alkar is another Spanish heavyweight at Automechanika Dubai 2019 offering the world’s widest range of wing mirrors and auto lighting. COO Tomax Negro said: “We’re the only company in Europe specialising in the manufacture and distribution of mirrors and lamps for cars, vans and commercial vehicles.

“Our target is to fulfil customers’ needs, and our products have a tested quality equal to OE-products with market competitive prices. We’re just starting out and building our contacts in the Middle East and Africa but we’re sure there’s very big potential in this region.”

B CAR too is looking to create fresh business opportunities through its presence at Automechanika Dubai 2019. The Barcelona-based manufacturer specialises in gearbox cables along with car key shells.

“Our products are niche and uncommon in the market and therefore would be very interesting for the MEA region,” said Luis Carbó, Managing Director of B CAR Auto Parts. “We’re looking for new opportunities in this region and to also maintain current business relationships.”

Almost half of the European continent is covered this year with other exhibiting countries in addition to the national pavilions, coming from Austria, Bulgaria, Cyprus, Denmark, Finland, Greece, Hungary, Lithuania, Netherlands, Portugal, Romania, Russia, Serbia, Sweden, Switzerland, Turkey, and Ukraine.

JUNE 2019 TRUCK&FLEET ME 35

AftErmArkEt SpEciAl

mOViNG tO tHE mArkEt Europe represents 50% of BKT’s turnover and the company recently opened its first regional headquarters in Italy.

BKT To The fuTure

OHt powerhouse Bkt prepares to unveil its new tyres at Automechanika Dubai

I

ndia’s BKT is one of the global leaders in Off-Highway Tyre (OHT) manufacturing with a range that includes tyres for mining, construction, industrial, ports, agriculture, landscaping, ATV, and many other applications.

The company will launch its first ‘On & Off road’ Tipper tyre 12.00R24 in a SR423 pattern at this month’s Automechanika Dubai.

Joint managing director Rajiv Poddar explains to T&FME that it will also be showcasing some “important sizes” for the Multi-Purpose Truck segment, such as 365/80R20, in a SR33 pattern. He adds that the company plans to demonstrate its equipment ranges too. As ever, BKT is focussed on developing tyres for a huge range of applications.

“BKT is expanding its range in solid tyre segment where 4.00 – 8 ECO Rib pattern has been introduced for Ground Support Equipment and 7.00 – 12 Maglift ECO pattern 36 TRUCK&FLEET ME JUNE 2019

as a high performance tyre for forklift and material handling equipment,” he says. “In the All Steel OTR radial segment BKT has introduced a new pattern 24.00R35 SR48 for rigid dumpers operating in stone quarry and cement mining and 20.5R25 SR23 pattern for heavy duty grading operation. In the telehandler segment BKT has released a new product in 15.5-25 in AT603 pattern which is suitable to endure heavy duty operation.”

Automechanika Dubai is one of the first major industry events to follow the all-important Bauma show in Germany.

During the construction industry showcase – and the world’s biggest trade event – BKT highlighted the Earthmax SR 46. Poddar says the premium heavy duty rock design pattern offers excellent resistance to cuts and damages in very rocky and highly abrasive conditions.

“The robust tyre construction offers high protection and premium tire compound helps in offering long service life,” he says,

The mining sector has improved significantly which will result in higher demand for the earthmoving radial tyre”

The Earthmax SR 46 is available in different compound options to suit specific customer requirements and now has evolved considerably in years following its initial launch in 2008. At the time of its release, BKT was the first Indian tyre company to produce an All Steel OTR Radial tyre.

“The range has seen phenomenal expansion and now includes sizes suitable for Rigid Dumper, Articulated Dumper, Scraper, Wheel Loader, Motor Grader, Tele-handler, Tipper Trucks, Underground mining equipment, and more,” says Poddar.

He adds that the Earthmax range has been offered to various users across Middle East and has seen phenomenal growth in the last five years.

“The products have been suitably modified to withstand the challenging work conditions and have subsequently produced excellent results in categories like rigid dumper, wheel loader, mobile crane, motor grader, tipper

AftErmArkEt SpEciAl

trucks, etc. In most cases these products have offered superior cost per hour performance even compared to the top brands.

“Today, users in the Middle East are accepting Earthmax as their product of first choice due to the excellent service life as well as superior damage protection offered at a highly effective price point.”

According to Poddar, the construction segment where Earthmax is so dominant is looking healthy and picking up in some markets: “due to which the overall demand will be good. In addition, the mining sector has improved significantly which will result in higher demand for the high performance Earthmoving radial tyre,” he says.

Like other tyre manufacturers at the cutting edge of the market, BKT has been exploring how to deploy smart tyre technology and ensure it is useful for contractors, particularly on site.

“In order to have a real-time assessment of the tyre operating conditions BKT has been working on the development of special tools like TPMS,” he explains. “This helps in getting real-time data from the tyre from remote locations and also helps in tracking the tyre behaviour in extreme conditions.”

He adds: “In addition, BKT has developed tools like SPOTech (Satellite Performance Optimization Technology) which help to understand the operating condition at a micro level which results in the correct tire selection. The SPOTECH tool has been highly appreciated by project managers in Middle East as it is able to decipher and bring out the project intricacies in great detail.”

Looking ahead, Poddar believes that BKT’s growth will be driven by its All Steel OTR radials. It is currently the fastest growing segment for BKT and could yet accelerate as new patterns and sizes are introduced.

“Owing to the sustained market demand, BKT will also grow in construction and industrial tyre segments with its vast product range,” he adds. “BKT tyres have consistently delivered excellent performance at cost-effective price.”

While it is focused on offering value for buyers, the company has been relentlessly addressing its manufacturing footprint in recent years. Its new manufacturing plant at Bhuj has seen massive growth in with the All Steel Radial programme at the facility expanded, “both in terms of new tyre size introduction and multiple variants of same size to suit various specific requirements.”

Poddar adds: “In order to ensure systematic upgradation of the other three manufacturing plants, BKT has also made substantial investments year on year in these plants. This has resulted in overall

improvement of product quality.

As a first step towards backward integration, BKT has now set up a new plant for carbon black production within the Bhuj factory.

“This facility will be operational soon and will further assist in the in-house development of special tyre compounds as well as ensure continuous supply of this important raw material,” comments Poddar.

The future of BKT is now firmly planted within the global tyre market and the company will soon enter production away from its Indian hub for the first time.

“The fifth BKT manufacturing facility has been planned in Tennessee, USA - the first manufacturing facility outside India,” he says. “This will be helpful in increasing BKT presence on the American continent.”

SpOrtiNG ApprOAcH Major sport sponsorship and activities such as working with ATV racer Stephen Fontenot gives BKT a global platform to showcase its brand and products.

owing to demand, BKT will grow in construction and industrial tyre segments with its vast product range”

Whether it’s the technology or the companies at the head of the market, the tyre industry changed dramatically over recent decades. It’s a trend, Poddar says, that will continue.

“With the changing world market scenario, more consolidation is expected in the tire Industry. The competition is expected to increase further which will create more pressure on smaller brands,” he says.

“BKT is working to develop its strengths on many different parameters to ensure consistent growth. This includes developing superior manufacturing systems, increasing product range, improving service levels, customising product offering, increasing market coverage, improving brand visibility, etc,” Poddar concludes.

WHy iS SpOrtS SpONSOrSHip impOrtANt fOr tyrE cOmpANiES likE Bkt? “BKT is a very young and dynamic company which has a strong global presence,” says Rajiv Poddar.

“Over the years, BKT has witnessed rigorous activities at various levels and hence been working with high level of engagement. In order to project and transmit the same vibrancy across to its partners and users BKT has started various sports sponsorships across the globe which include the Italian Serie B football championship, the French Coupe de la Ligue (football), the Australian KFC Big Bash League and the Indian ProKabaddi League. In addition, BKT has been the official tire partner of Monster Jam globally since 2013.”

JUNE 2019 TRUCK&FLEET ME 37

AftErmArkEt SpEciAl

Apollo rockets AheAd

How diversity is helping Apollo tyres succeed in the region

A

pollo Tyres has been a true success story since it was first founded in India in the 1970s. Today, it exports to over 100 countries and markets its products under its two global brands – Apollo & Vredestein.

The latter Netherlands-based premium brand was acquired a decade ago and has helped to firm up the tyre-maker’s strategy of being a premium tyre company with a ‘diversified and multinational’ presence. It has since made a series of major acquisitions including Germany’s Reifencom which was bought for €45.6 million in 2015.

At the same time, it has also invested in organic growth in international markets with its offices in Dubai, Thailand, Malaysia 38 TRUCK&FLEET ME JUNE 2019

& South Africa. While Apollo is a leading brand in India, Vredestein is a premium brand in Europe. Its global manufacturing footprint continues to expand with the launch of its Hungarian plant which will complement its tyre factory in the Netherlands, in addition to its four plants in India.

Soon after Vredestein purchase, the company moved to bolster its regional presence and established Apollo Tyres Middle East (ATME) as a legal entity in 2011.

Demonstrating Apollo Tyres’ determination to build its share in the region, it marked the first time it had opened a sales and marketing subsidiary outside of India. Today, the company sells its full range of Truck, Light Truck, Passenger Car and Off Highway Tyres through its distribution partners in more than 30

We are bringing continuous support to the fleets to help them run a successful business”

countries within the Middle-East, North Africa, East-West Africa and Central Asia regions.

Tyre customers have access to the full range of TBR (truck and bus radial) tyres from Apollo allowing it to cater for Highway, Regional, Mixed, and Position Specific applications.

It also has a full range of PCR (passenger car radial) tyres for the vast majority of the countries covered by its ATME operation; addressing all types of cars and SUVs. Its OHT (off-highway tyre) range is growing and becoming more extensive every year catering to agricultural, construction, industrial, earth mover and special (Sand) applications.

ATME has continue to rack up a series of impressive benchmark achievements in developing markets like the GCC, Iran, Turkey, Ethiopia and Kenya. This progress has

AftErmArkEt SpEciAl

A GlOBAl plAyEr Apollo’s ambitious acquisition strategy has paid off with the company experiencing growth throughout 2018.

GrOWtH AcrOSS All SEGmENtS 2018 was a prosperous year for ATME with the company celebrating growth in all the segments of its portfolio through the 12 months. The year also saw its strategy to expand in North Africa gather momentum.

Featuring successful launches across the region covered by ATME, 2018 was particularly notable for the landmark launches of its PCR range in Sudan and the roll-out of its entire product range in Egypt.

It also conducted seminars designed to enhance fleet and dealer operations throughout the year and across the region including the UAE, Bahrain, Iran, Ivory Coast, Congo, Kenya and Turkey. While the seminars were intended to ensure a clear understanding about its products, benchmarks, marketing activities and operations in the region, it also maintained its ever higher profile in key industry events, such as The Big 5 heavy in Dubai in 2018, showcasing its industrial tyres, and the Total Motor Show in Kenya showcasing its Apollo PCR range.

been largely driven by its ability to develop an in-depth understanding of local product requirements and use it to drive new product development and the launch of winning products for the region. It has also enabled it to roll-out its hands-on product training and industry-leading after sales service. The company has also embarked on a brandbuilding journey in some of its key markets in the region to help drive sustainable growth and create end-user awareness, as well as demand for its products over the long-term.

This approach has helped Apollo Tyres ME to drive growth in its key product categories and expand our distribution in the region.

Tyre experts at its R&D facilities in Europe and India leverage on the latest advances in tyre technology. After the

BrANd AWArENESS Apollo is a prolific presence at regional trade events, including Automechanika, and the Manchester United partnership gives the brand clout worldwide.

Apollo tBr tyres are distinguished by their strong casing, durability, mileage and retreadability”

development phase, every Apollo tyre undergoes stringent quality checks in test laboratories externally and internally to be able to meet the demanding GSO and SASO PCR certifications and related green label values.

“Apollo TBR tyres are distinguished by their strong casing, excellent durability, superior mileage and retreadability. Our value proposition is compelling: Tier 1 quality at Tier 2 prices. We are bringing continuous support to the fleets to help them run a successful business. We have plenty of fleet customer testimonials from across the region and many loyal customers,” says Shubhro Ghosh, Group Head - AMA (ASEAN, Middle-East & Africa).

According to Ghosh, Apollo Tyres is expanding its product line-up in 2019 and is looking forward to partnering with major

OEMs as it consolidates its position as a major force in all segment of tyre categories.

Like other tyre majors, Apollo has sought partners beyond the industry to build its brand awareness, and most famously is associated with Manchester United Football Club (MUFC). Apollo Tyres Ltd introduced the limited edition dual branded — Apollo and Manchester United — tyres for the Middle East and North African (MENA) market in 2015 along with other regions. The partnership is now a global agreement after being extended to more than 100 countries across Asia, the Middle East and Africa.

“This connection supports the brand to establish in new markets since there are huge numbers of followers of Manchester United in the region.”

JUNE 2019 TRUCK&FLEET ME 39

PARTING SHOT

An epic journey

Al Faris completes over-sized Dubai move and lift project

M

iddle East heavy lift and transport specialist, Al Faris Group, has announced the completion ahead of time of the transportation and erection phase of an Iron-ore project, “without compromising on quality and safety and maintaining a 100% HSE pledge” for its client.

A statement from the Dubai-based company said the project included 12 over-sized components of a shiploader and bucket wheel stacker/reclaimer with a capacity of 16,000 TPH, each fabricated by Fabtech International.

“Detailed route surveys, analyses and technical

planning were done in-house by our competent team prior to execution to minimise disruption.

After careful analysis and mapping of the route, it was recognised that a few road modifications needed to be initiated,” said Al Faris’ statement.

All 12 fabricated components were loaded onto the company’s Goldhofer trailers and carefully manoeuvred through narrow roads, bottleneck turns and roundabouts, covering a distance of 5km with precision, it added.

“All challenges of transportation that arose due to the size and cantilevered structures of the loads were overcome by providing our customised packing material matching the load profile, providing engineered support material

and continuous monitoring to maintain safe axle pressure of the trailer,” said Al Faris.

After being transported, all components were offloaded onto an in-house, customised packing material and then assembled as desired using Al Faris’ Liebherr 600t crawler crane and 750t, 500t and 250t all-terrain mobile cranes.

“We also provided a strong commitment and focus to adhere to the best HSE practices en route and on-site which was discussed in detail with the client prior to the commencement of operations. All components were off-loaded to a minimum level for safer fabrication work and then jacked-up higher to the desired position for further assembly work.”

NEXT ISSUE: AUTOMECHANIKA DUBAI REVIEW, DOES PLATOONING REALLy WORK?, TRANSPORTER INTERVIEWS, AND MUCH MORE!

40 TRUCK&FLEET ME JUNE 2019

All-Steel casing Excellent traction Outstanding stability High puncture resistance Long tire life SR45H2

ALL NEW EURO 4 HAS ARRIVED Most Extensive and Environmentally Friendly Line-up of Vehicles

• Environment Friendly • Fuel Economy • Advance Technology • Best in Class • Minimum Cost of Operation