TruckBook 2017

IN ASSOCIATION WITH

MIDDLE EAST

MIDDLE EAST

MIDDLE EAST

FOREWORD

4

WELCOME Welcome to the 2017 Truck Book. As a region we have historically been inheritors of technology that was unlikely to have been designed and developed with the Middle East in mind. However, preparing this year’s edition really brought into focus the excellent work that truck makers, product developers, service providers and retailers are putting into delivering solutions that are best-suited for our needs.

We conducted many interviews when compiling the book you now have in your hands.

It was fascinating to hear so many companies talk about the importance of being close to those tasked with driving standards in the commercial vehicles and fleet sectors forwards.

When you consider we work in a dynamic market with extreme environmental conditions in often very remote locations, it is impressive that these companies continually meet our expectations.

Behind every sale or deal there are often thousands of man-hours of tests, trials and development to ensure that a truck arrives fit for purpose or tyres will not fail or parts arrive where and when you need them the most. These companies share your desire to improve but they understand that the only way to do that is by listening to you – the fleet owners and fleet managers. The 2017 Truck Book, then, is your opportunity to get that conversation started.

CONTENTS

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CONTENTS 6

APOLLO TYRES

10

AUTOMECHANIKA DUBAI 2017

12

CREATION HEAVY EQUIPMENT

14

CSN MIDDLE EAST

18

fORD TRUCKS

20

HYVA

22

IVECO

26

JASPA

30

SCANIA

32

SCHMITz CARgOBULL

34

VOLVO TRUCKS

36

zAfCO

APOLLO TYRES

6

APOLLO TYRES

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On the rOAd tO develOpment Apollo Tyres is well-known for the quality of its products. Its R&D centres in Europe and India work continuously to advance tyre technology.

ApOllO tYreS A pollo Tyres is one of the leading tyre makers in the global marketplace. The company was founded in India in the 1970s and today it exports to over 100 countries with a worldwide family including Apollo Tyres in India and Apollo Vredestein in Europe.

Its global manufacturing footprint continues to expand with a new facility in Hungary being setup as of now to complement its tyre factory in the Netherlands, in addition to the four plants in India.

Apollo Tyres opened its first Middle East office in Dubai’s Jebel Ali Free Zone in 2011.

The company currently has 15 employees at its Dubai office, serving almost 30 countries in the Middle East and Africa. The tyre-maker’s warehouse operation in the Jebel Ali Free Zone is able to quickly supply to all of its valued business partners across

the region. Despite the relatively recent opening of a physical logistics presence in the Middle East and Africa, Apollo Tyres has racked up a series of impressive benchmark achievements in developing markets like the GCC, Iran, Turkey, Ethiopia and Kenya. This progress has been largely driven by its ability to launch products that are specially designed for these markets, as well as its hands-on product training and industry-leading after sales service.

Consequently, it is also enjoying an increasing brand presence in the region and has quickly become one of the well-established tyre brands in the Middle East and Africa.

The performance of its tyres ranks favourably amongst the Tier-1 brands and, in almost all categories, it has exceeded its own targets which led to it experiencing double digit growth in 2016 compared to 2015(despite on-going challenges in the

tyre market). Its range continues to evolve with commercial vehicle and fleet owners now able to experience its TBR (truck and bus radial) tyres for mixed application which was recently introduced. Among the features of its TBR range are improved mileage for long haulers and greater strength for heavy duty applications.

The company also recently launched its 4x4 tyre Apterra HT2 (highway terrain) which promises greater stability at higher speeds for sports utility vehicles.

The comprehensive range of TBR, PCR (passenger car radial) and OHT (off highway tyres) from Apollo Tyres meets the demanding GSO and SASO PCR certifications and related green label values.

“Apollo Tyres is well-known for the quality of its products. The structural integrity of our TBR tyres is amongst the best in the industry. This allows multiple

retreading, low downtime and excellent cost per kilometer,” says Sujay Srivastava, head of Apollo Tyres Middle East. “Our passenger car and 4x4 vehicles tyre range covers all major sizes and with new products lined up for 2017, we will continue to grow our range in these segments.”

“We’re always building a better tyre for you,” Srivastava tells the industry.

“Tyre technologists at our R&D Centres in Europe and India work with the latest advancements in tyre technology. Each ingredient of an Apollo tyre is sourced from some of the world’s most reputed suppliers.

Once made, every Apollo tyre undergoes rigorous testing at global, state-of-the-art facilities; and stringent quality checks, before it is finally cleared for sale to you.”

Apollo Tyres is now a major participant at some of the region’s biggest industry events, such as last year’s Dubai Motor Show.

APOLLO TYRES

8

APOLLO TYRES

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ImprOvIng mArket preSenCe The commercial vehicles and construction sectors can expect more product launches in 2017. The company is improving the service to its business partners and end-users with high quality products.

It has also introduced its own Apollo-branded shop concept called Apollo Zone. Currently, the company has an Apollo Zone in Lebanon, two in Jordan, one in Qatar and one in Kuwait.

Another Apollo Zone is expected in the Omani capital of Muscat very soon.

While the Kingdom of Saudi Arabia (KSA) and Kenya are among its major markets in the Middle East and Africa region, its fastest growing are Iran, Turkey, Ethiopia, the UAE, Qatar and Oman. The company expects to see further growth in these key markets and is planning a reintroduction of its range of tyres in KSA.

The commercial vehicles and construction sectors can look forward to more TBR product launches in 2017 and the company intends to continue to improve the service to its business partners and end-users with its high quality products. The company is also developing the Apollo Zones concept further and will soon launch Apollo CV Zones for commercial vehicles as well.

Srivastava says tapping newer markets is a major focus for Apollo Tyres in 2017, as is improving end-user experiences, “with our complete basket of products” to ensure the company is the customer’s “first choice.”

He continues: “We have an optimistic view on the future but with unstable currencies and decreasing prices in the tyre industry there are many challenges ahead as well. Decreasing margins for the manufacturer, distributor and retailer remain a concern.”

“We are 40 years young, ambitious and love challenges - be it from today’s demanding auto majors, the global tyre brands we compete with or from equally uncompromising car owners.

Because every little thing we do works to ensure that you drive home safe everyday, without a worry.”

COntACt Pepijn Kappen Manager - Product & Marketing Communication Apollo tyres middle east Tel: +971 48841603 Fax: +971 48841606 Apollo Tyres Middle East FZE, 6th Floor, Galleries No.3, Down Town Jebel Ali, Dubai UAE

automechanika

10

automechanika

11

A regionAl showcAse for the AftermArket Automechanika Dubai is the leading international trade fair for the automotive service industry targeting trade visitors from the wider Middle East and Africa region.

AutomechAnikA DubAi 2017 A utomechanika Dubai 2017, takes place from 7-9 May 2017 at the Dubai International Convention and Exhibition Centre, and is the Middle East and Africa’s largest trade exhibition for the automotive aftermarket and will feature more than 2,000 exhibitors from 60 countries, and is expected to attract 30,000-plus trade visitors from 134 countries.

The 15th edition of the three-day event will focus on the six core product groups of Parts & Components; Electronics & Systems; Accessories & Customising; Repair & Maintenance; Car Wash, Care & Reconditioning; and Tyres & Batteries.

The upward trend of commercial vehicles on GCC roads and corresponding demand for aftermarket parts and services is leading global manufacturers to stake the region out as a key growth market. Driven by continued investment in commercial,

logistical and industrial infrastructure, demand for trucks and buses in the Gulf remains high. Analyst Frost & Sullivan (F&S) estimates that sales of commercial vehicles in the region increased 13.4% yearly between 2009 and 2014, bringing the total of units in operation to 1.2 million.

That number will rise to 1.8 million by 2020, which in turn will fuel demand for CV spare parts and accessories, the value of which is estimated to reach US$5.49 billion by 2020, up from US$3.38 billion in 2014, and representing a compound annual growth rate of 8.4%.

According to F&S, maintenance and mechanical parts such as bulbs, filters, spark plugs, belts, brakes, pumps, alternators and thermostats make up nearly 71% of regional demand, while collision parts in the UAE, Saudi Arabia, and Kuwait are also highly sought-after. In response, the world’s largest aftermarket players that provide automotive

replacement parts and services for trucks and buses are gearing up for this year’s Automechanika Dubai trade show.

More than 1,000, or 51% of the trade show’s 2,000-plus exhibitors will also be part of the Truck Competence initiative – covering the entire CV value chain, from parts and accessories, workshop equipment, body repair and care.

“Truck Competence has enjoyed remarkable growth since it was first introduced in 2012, with exhibitor numbers having more than doubled over the past five years,” says Ahmed Pauwels, CEO of Messe Frankfurt Middle East, the organiser of Automechanika Dubai. “This underscores the increasing interest that exists in the wider Middle East CV aftermarket, which is particularly relevant within sectors such as vehicle fleet operations and maintenance, shipping companies, construction, freight or logistics, auto builders and specialist workshops.”

contAct Automechanika Dubai 2017 Dubai, UAE Tel: +971 4 3894 573 Gareth Wright Email: gareth.wright@uae. messefrankfurt.com Samah Mousa Email: samah.mousa@uae. messefrankfurt.com www.automechanikadubai.com

CREATION HEAVY EQUIPMENT

12

CREATION HEAVY EQUIPMENT

13

CONTINUED TECHNOLOGY DEVELOPMENT Creation Heavy Equipment is looking to continue to develop its fleet technology in the coming year and will enhance its current systems to keep with the latest technology, while also concentrating on its service performance to ensure customer satisfaction is increased.

CREATION HEAVY EQUIPMENT U AE-based Creation Heavy Equipment first started providing the “best and right solutions for customers” from Dubai in 2004. It is an award-winning leader in the GCC market and serves several major sectors including construction, transportation and heavy equipment while fulfilling the needs of both the private and government sectors. It provides integrated solutions, sales, marketing and aftersales services countries such as the UAE, Oman, Qatar, Kuwait, Saudi Arabia, Jordan and Bahrain.

With the management of organisations in the region often decentralised, its systems can tackle the risk of increasing costs for fleets with enhanced technology that positions managers as a single point of control within an organisation, the management of fleet assets, services and safety can be improved and costs reduced.

Its series of pioneering Fuel Management

systems use RFID security tags and GPS communication for high security truck refuelling and help end-users to manage, monitor and control the fuel received from fuel supplier, the stock inside fuel tanks, and prevent fuel disruption Meanwhile its Fleet management system utilises the latest telematics technology to monitor truck operations and fuel consumption and provide access to data from machines such as temperature. Fleet managers can monitor potential theft situations and receive alerts by email or SMS. Smart geo-fencing, tracing and tracking the productivity onsite is also possible. Monitoring ideal time, tyre pressure and maintenance programme creation ensures the best, healthiest and extended life of machines.

Creation Heavy Equipment uses the latest technology from GURTAM, a global fleet software provider with more than 1,000,000 vehicles on its platform. It is

also the agent for GALILEOSKY, a leading developer and manufacturer of satellite monitoring equipment. Its radar alarm and reverse camera system designed by PRECO helps fleets use trucks with a high level of safety while reducing accidents by generating safety zones for vehicles. Its Refuelling products by UK-based Hytek provide a turnkey solution which suits customer requirements for fuel equipment, pumps, hose reels, nozzles, fitting and coupling for their stations and workshops.

Truck trading is another major part of the the business model and it supplies quality used trucks from major brands like Scania, Mercedes, DAF, MAN and Volvo.

“Our major target is to provide our end-user customers with the best tools and equipment to control, high productivity level, cost effective, and high level of safety environmental machines operation,” says general manager Mohammed Hasan Al Qrinawi.

CONTACT Creation Heavy Equipment Mr. Mohammed Hasan Alqrinawi General Manager Tel: +971 6 743 0176 Mob: +971 50 457 4812 Fax: +971 67 730107 www.creationfms.net

CSN MIDDLE EAST

14

CSN MIDDLE EAST

15

Full replaCement and overhaul CSN is heavily active in a number of related sectors that require the use of cardan shafts and is able to offer full OE replacement and overhaul of parts, as well as custom-made PTO cardan shafts.

CSn mIddle eaSt C ardan Service Network (CSN) is a full-service Cardan Shaft manufacturer, under the WiCHMANN Group umbrella, located in Dubai, United Arab Emirates. Cardan Service Network (CSN) Middle East operates under the auspices of the WiCHMANN Group, which is a certified German superior quality provider of Cardan Shafts for over 30 years. CSN now has operations in the GCC and MENA region. It is headquartered at Dubai Silicon Oasis, a logistically perfect hub for its growing regional footprint.

CSN obtains its raw materials directly from Germany through the WiCHMANN Group to ensure commercial vehicles owners and fleet operators get the benefit of genuine European quality. The company promises fast delivery from Dubai Silicon Oasis, with orders taking 24 hours to deliver in the UAE and 48 hours within the GCC and MENA region.

CSN says this quick turnaround time enables companies to reduce their downtimes and better monetise their business.

“Our focus is to reduce breakdowns and downtimes, which we accomplish with our top-quality design and product material, as well as seamless communications with our customers and partners,” says the company.

“Enhancing your mobility, productivity and profitability in your business means we offer high-quality Cardan shafts, customised to your needs. With our international network and now, our regional footprint in the Middle East, we offer you comprehensive service from analyses, design and manufacture to prompt delivery and after-sales service.”

CSN Middle East FZCO started its operation in Dubai Silicon Oasis in August 2014 and has doubled its annual output year on year since it first set-up the operation. It expects 2017 to again see similar growth and, while the main focus is currently on the GCC countries, it is looking to continue with planned expansions into the wider MENA region in 2017.

The current largest segment of activity for CSN is the replacement market for truck applications. The company is able

to offer full OE replacement and overhaul of parts, as well as custom-made PTO cardan shafts which are required to drive the specific building aggregates and material onto heavy commercial vehicles.

CSN is heavily active in a number of related sectors that require the use of cardan shafts, including heavy equipment, marine and industrial applications (requirements for industry applications such as steel and paper mills are among its fastest growing segments alongside truck replacement cardan shafts). Furthermore, CSN has ventured into supplying the defence industry in the region and has recently delivered custom engineered cardan shafts to several armoured vehicle manufacturers custom engineered cardan shafts; thus opening an opportunity to become an OE supplier to their product ranges.

The manufacturer can now effectively boast to be able to serve any shaft requirement from size ‘S’ - a small PTO cardan shaft that transforms 600 Nm of torque to size ‘XXL’ for heavy

industry applications, like steel rolling mills, which are capable to transport as much as 3,900,000 Nm of torque.

It currently employs a highly specialised team in the region, many of which are active within the assembly of cardan shafts for customers and end-users. It expects the number of employees to continue to grow as the company expands its regional presence.

Its first three years in the region has seen CSN achieve a close to 0% product warranty rate and it has also built a reputation for superior product delivery and service which has kept it growing despite challenging market conditions.

It remains the only company within the GCC that is capable to producing and delivering any OE replacement cardan shaft within 24 hours of receipt of order confirmation in the UAE and 48 hours within the GCC region. Thanks to its in-house development, the WiCHMANN machine park, three working steps for the production of Cardan Shafts are completed in one run.

The Cardan Shaft is pressed into the tube,

CSN MIDDLE EAST

16

CSN MIDDLE EAST

17

rapId delIvery CSN’s fast turnaround of deliveries is made possible by holding the technical specifications of over 10,000 OE cardan shafts related to European truck manufacturers in its system.

welded and perfectly balanced without leaving the machine. As a result, it is able to guarantee very short delivery times.

In the commercial vehicle replacement business, it is CSN’s vision to guarantee mobility using the Cardan Service Network.

Its sales staff are able to identify the appropriate Cardan Shaft during initial contact, without the use of any samples and just a few bits of data. CSN offers tested quality for all commercial vehicle brands, models and areas of application – from transporters to 40-tonne vehicles, and for all construction equipment areas.

The fast turnaround of deliveries is made possible by CSN having the technical specifications of over 10,000 OE cardan shafts related to European truck manufacturers in its system. It is able to identify the requirements of its customers based on OE part number

without a required sample. The company says this process enables it to keep the shortest possible delivery time of the required replacement cardan shaft and minimise the equipment down time to the lowest possible interval.

CSN also offers an engineering service for truck body builders, as well as general equipment suppliers, such as the oil and gas industry, to calculate the exact required size and type of cardan shafts based on provided performance data. The engineering service includes life time calculations as well as technical design drawings to underline and document its product quality.

In the industrial replacement business, CSN distributes Cardan Shafts that have their application in industrial machines of all kinds, such as railway vehicles and steel and paper mills. The company promises

Just-in-Time and Kanban deliveries for components up to flange size 225 mm.

According to Hans Georg Brune, managing partner at CSN, the company is continually looking to improve and enhance its processes on a daily basis, “which will help to continue with our strategy to increase our business further. The increase of business activities, as well as regular repeat customer base shows that our business concept is highly appreciated within the region.”

Brune adds that CSN is currently looking at joint ventures within the individual markets it is active in to establish assembly lines. He says that this process should enable the company to get closer to its customers and, “be even more flexible and even shorter delivery times within the specific market. Naturally, additional remote assembly lines will automatically increase the annual output of products.”

ContaCt Hans Georg Brune Managing Partner CSn middle east FZCo Dubai Silicon Oasis Light Indutrial Unit 4 Building B-08 P.O. Box 35790 Tel. +971 4 3333 731 Fax +971 4 3333 732 www.csn-me.com

FORD TRUCKS

18

FORD TRUCKS

19

SHARING THE LOAD Aside from Ford Trucks’ expanding range, 2017 introduces a new promise and brand slogan — “Sharing the load” — as its aims to stand side-by-side with customers and establish a close relationship with them.

FORD TRUCKS F ord Trucks established its heavy commercial vehicle operations in the GCC in 2014 – making it a relatively late entrant in terms of a direct presence, but it plans to make up for lost time. It recently launched its new Construction Series across the Middle East and is planning to enter new segments in 2017.

“We have an ambitious growth strategy and team,” comments Mustafa Caner Sinanoglu, Middle East Region Manager at Ford Trucks. “As customer intimacy is part of Ford Trucks’ values, we have decided to allocate a team for the Saudi Arabia and Bahrain market based in Riyadh and another team for the rest of GCC based in Dubai.”

Ford Trucks’ Middle East dealership network expansion is nearing completion and it has chosen what it feels are strong and experienced importers in each country to represent the brand.

As such, it is aiming to supply industry-leading service to its customers from its new facilities

located across the region.

Last year demonstrated it could collaborate with large fleets and it provided vehicles to a list of major projects in the region, such as construction work for Dubai Expo 2020; the Doha underground and World Cup 2020 in Qatar; as well as waste management projects in KSA, Kuwait, Oman and UAE. Due to the subsidy removal from the fuel, the demand of less operational cost is increased. Ford Trucks offers tailor-made solutions that fulfil the needs for the industries it is serving and 2016 saw it focus on consumer insights and field analysis to reach a tailor made complete line-up of product and services to meet various customers’ needs and expectations.

“We offer leasing facilities, customised and competitive service contracts, driver trainings and fleet management systems.

All those solutions enable fleet owners to keep their operating costs to a minimum,” says Sinanoglu. “After all, in 2016, we achieved our goals in the Middle East

region in terms of network coverage, sales performance, and customer satisfaction.”

Thanks to its extensive and long experience in heavy commercial vehicle manufacturing, Sinanoglu adds that his team has the required knowledge of the needs and expectations of its customers as well as the local conditions and regulations in Middle East region.

“Ford Trucks is committed to fulfilling all our customers’ needs and to deliver trucks that can meet all operational requirements within the huge variety of terrains and conditions of the GCC.” says Sinanoglu.

“Because of this, Ford Trucks is able to offer a range of trucks that features a robust and durable design that delivers comfort with productivity for the driver,” he continues. “Ultimately, we want to ensure greater efficiency and profitability for fleet owners.

Ford Trucks also offers two years’ unlimited mileage warranty and long maintenance intervals to keep customers’ operating costs to a minimum.”

TRUCKS CONTACT Ford Trucks Middle East Ford Middle East, PO Box 21470, Dubai, U.A.E Mustafa Caner Sinanoglu Middle East Region Manager Tel: +971 435 663 24 Mobile:+971 56 412 8227 Email: csinanog@ford.com.tr www.fordtrucks.com.tr

HYVA

20

HYVA

21

THE HyDRAULIC TIPPER TREND-SETTER Hyva has been a prominent name since the early 1990s and offers a range of trend-setting innovations and technologies. Its truck-mounted cranes, Roller Cranes Waste and Container handling solutions continue to penetrate the market.

Hy vA O perating in more than 130 countries, Hyva serves more than 25,000 customers and has more than 2,400 employees around the world, encompassing 36 subsidiaries and 13 production facilities. Hyva being present with its partner in the GCC for past 30 years, started its operations in 2012 with its head office for the MEA Region located in Dubai.

Its sales volumes have grown by 50% and market share has risen a further 25% across the GCC in the past five years. Within the Middle East, there are also Hyva offices in the strategic countries of Morocco, South Africa and Turkey which develop and support the neighbour and related countries together with its official agents/partners in more than 17 countries, including Saudi Arabia, Egypt, Kenya, Tunisia, Algeria and Nigeria.

Hyva components are developed and produced by their manufacturing facilities across the world. The promising waste management, construction and industrial growth in the GCC, one of Hyva’s fastest growing regions, is aided by its full project and engineering support. Dubai is the centre for

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

“Hyva has grown in terms of volume, market share, customer satisfaction and brand power,” says marketing manager Tomás Colaco. “The introduction of our New Alpha tipping Solutions, has been received very positively where we today offer an unmatched heavy duty solution for mining and off road tipper markets.”

2016 was a challenging year for the entire truck industry in the Middle East, with the markets down: for Hyva it has been an opportunity to diversify and focus more on its customer segments. It has embarked on a major programme of developing strong working relationships with its regional partners and body builders; providing leads, training, support and after-market support to end customers.

Infrastructure development in the Middle East and North-East Africa is undergoing tremendous change with governments allocating significant budgets towards upgrading their facilities.

MARTIN KOLKMAN Regional Director Western Europe Middle East-Africa

Hyva has consequently targeted roles for its capital equipment in container handling such as hookloaders, skiploaders and its Waste Handling Solution.

“The growth is largely driven by the continued focus of GCC countries on developing infrastructure and by the economic stimulus generated by Expo 2020 projects,” explains Colaco.

In terms of Hyva’s range, its Alpha Series front-end tipping solution for the construction, transportation and Mining applications has been re-designed and re-engineered for higher efficiency and safer operating at lower cost. Its TITAN ‘boltable’ hookloader offers a durable, lower weight system available in different lengths and capacities. Its truck-mounted cranes offer a range of telescopic and articulated cranes with sizes from 1-80 ton.metre.

“After listening to our customers we decided to offer the most versatile and user-friendly, simple, efficient and robust solutions,” adds Colaco. “We offer advice, project management, customised and localised solutions to our customers, with training offered in local languages.”

CONTACT Hyva MEA FZE (Middle East & Africa) Technopark Building B, Office # 121 / 122, Sheikh Mohammed Bin Zayed Road (E 311) Jebel Ali Free Zone, P.O. Box 17846 Dubai – United Arab Emirates Tel: +971 (0) 4 8163 700 Fax: +971 (0) 4 8163 800 E-mail: info@hyva.ae www.hyva.com

IVECO

22

IVECO

23

THE ROAD TO SUCCESS Iveco is strongly investing in the Middle East, a region it has been active in for almost 70 years, and plans to improve service levels to both existing and new dealers.

IVECO I veco’s first office in the Middle East was established in Cairo. Its date of establishment was 1950 and at that time it was opened under Magirus Deutz brand. It became Iveco office after the merging of Magirus Deutz in Iveco. Today it has two offices in the Middle East: Cairo and Dubai.

The Middle East is an important market for Iveco’s heavy business. While Saudi Arabia has registered a 60% drop, the heavy market is still accounts for 5,000 units. Other fundamental markets for the Iveco business are Qatar, Oman and UAE, as are Egypt and Jordan where it is restarting operations.

The Iveco line-up is the most complete in the market and, it says, “a guarantee of success”. The Daily is well-known for its comfort, performance and reliability.

Meanwhile, the Eurocargo boasts one of the

easiest to body-build chassis in the market while the Trakker and Stralis have been the flagships of the brand both in the Middle East, Europe and Africa for many years.

Iveco can provide extended warranties and retail financing at competitive rates on request and, through its financial services division CNHI Capital, will introduce new financial solutions for its retail customers in Qatar and Oman, following on from a successful launch in in Saudi Arabia.

“We are proud to say also that our after sales service is reaching a very high level. Our customers can be sure to be followed by teams with high professionalism and our improved warranty conditions on heavy trucks in Saudi make the difference,” says Iveco.

The Heavy segment (both offhighway an on-highway) remains its most important business in terms

of volumes and profitability but the Medium and Light ranges also represent an important source of business and profitability especially on public tenders.

The Heavy range represents Iveco core business in the UAE, Saudi Arabia, Egypt and all the other main markets in the Middle East. The needs of fleets are changing as are the types of vehicles required and Iveco’s off-highway an on-highway ranges offer a superior offer choice for fleet owners.

Iveco and its distributor in the UAE, Saeed Mohammed Al Ghandi & Sons, recently introduced to the public the Trakker off-road truck featuring the advanced EuroTronic automated gearbox which guarantees low operating costs and high comfort levels and bringing high reliability and comfort to extreme off-road transport.

In Saudi Arabia and Egypt, where the brand is represented by the FAMCO

Group, Iveco is particularly strong in both the off-highway construction segment (mainly tippers, pumps and cement mixers) with the ‘Trakker’ and the ‘Astra’ models and the on-highway segment for long haulage distribution with its Performer and flagship Stralis trucks.

The entire ‘Eurocargo’ range finds its natural habitat between 12t and 18t GVW in the garbage collection and the general municipalities. In general and due to its broad line-up, Iveco is able to cover all the main segments in the region from mining and quarry, to construction, contracting companies, logistics and transport (the Hi-matic version of the Daily range is an example of Iveco answer to transport industry), municipality and tenders. Its Medium and light ranges are gaining a relevant role in the market, experiencing a consistent growth among UAE customers.

IVECO

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IVECO

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A COMPLETE RANGE Iveco boasts a complete range from light- to heavy-duty vehicles to suit a huge variety of applications in the Middle East region.

2016 saw the company re-state its importance to the Heavy segment in Saudi Arabia with its fully fledged partner FAMCO hosting launches for its latest Iveco and Astra ranges across the Kingdom. It also scored a significant success for its waste management range by a winning a tender in Bahrain with the Manama City Council Waste Management for 100 units.

Although 2017 is set to be a difficult year, Iveco is strongly investing in the

SAUDI ARABIA STRATEGY Brand President Pierre Lahutte has overseen the its partnership with FAMCO to bolster its KSA presence.

market and plans to register volume losses below the market negative trend by improving service levels to both existing and new dealers. It is also poised to restart and consolidate its operations in markets where it has not been present for many years such as Jordan and through its partnership with FAMCO in Egypt. The product line-up will also be bolstered by the launch of the new EuroCargo in mid-2017 alongside enhancements to its Heavy segment offering later in the year.

“We don’t expect the market to increase significantly in the regions, so our volume expectation is to increase only around 10% respect this year, but we will target to continue improving our service level both in existing and new dealers,” says Iveco. “We look forward to reinforcing and consolidating our Egypt presence, counting on the new strong partner who is now fully operational, keeping on building a prosperous future based on new (in Jordan) and re-established relationships (in Qatar).”

CONTACT Marco Torta Iveco Regional Representative office West Wing 4W B – Dubai airport free zone – Dubai Mob: +971 55 397 3920 Tel: +971 4 299 4935 Email: marco.torta@iveco.ae Alberto Pellegrini Iveco Representative Office Cairo 14 Wadi El Nil St., Agouza – Egypt Mob: +971 55 929 3286 Email: alberto.pellegrini@iveco.com www.iveco.com

JASPA

26

truck and bus radial tyres

JASPA

27

FOCUSED ON EXPANSION JASPA is currently focused on expanding its range of inhouse and on-site services to its customers which have been developed to help them optimise their fleet operations.

JASPA J

ASPA is an import and distribution agent in the automotive sector and caters to the UAE and GCC region. Established in the United Arab Emirates in 1981, JASPA holds over 30 years of experience in the industry and the region. It offers experience through its range of customised tyre solutions and training to fleet owners to help optimise their operations.

After several years of successful operations, JASPA entered the automotive sector in 1993 and quickly became recognized as a specialist in truck and bus tyres. The company was subsequently appointed as the sole market representatives for several world renowned tyre manufacturers.

The company is professionally managed by an experienced team headquartered in Dubai and holds

operational locations in Abu Dhabi, Jebel Ali and China. JASPA employs a staff of 60 and has the infrastructure to supply to any part of the UAE and GCC region through its logistics hub. The company maintains over 50,000 sq. ft. of closed warehousing facilities in Dubai and holds over 15,000 tyres in stock at any time.

JASPA complies with the bestpractice in inventory management and quality control to ensure that customer specifications and product standards are always met. Through an integrated ERP system the company ensures complete order tracking and timely order execution.

The JASPA office in China conducts regular inspections on production to maintain strict quality standards and help give its customers peace of mind. A trained in-house freight forwarding team can support customer request to organise

exports through trans-shipments or direct shipments to their destination country.

JASPA is a registered agent with the UAE Ministry of Economy. The company has obtained an independent rating of its financial strength by Dun and Bradstreet and been awarded “AA” status.

JASPA is the exclusive agent in the UAE for a number of premier brands including ‘Nexen Solid Pro’, ‘Longmarch’ and ‘Blacklion ‘. The wide range of products is suited for truck, bus, offroad, passenger cars, SUV, industrial, sea port and airport applications.

Last year, JASPA focused on fleet customers and that has helped its growth.

2016 was a stable year for the company compared to 2015, with its new products enabling it to get into many corporate fleet customers and also supply to government institutions. The company has also scored

JASPA

28

off the road radial tyres

JASPA

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successes in managing to secure annual supply contracts with it customers.

JASPA is currently focused on expanding its range of services to its customers that have been developed to help them optimise their fleet operations.

It believes this initiative will help it to retain their customers for the long term.

It is also planning to venture into its own service outlets in Dubai and Sharjah which will help customers by providing a complete one-stop solution for their tyre requirements. It is also planning to operate C0 M10 Y100 its K0own mobile fitment R255vehicle G250(MFV) B0 to provide onsite service to customers – this would reduce their down time and allow them to

better optimise their operation. JASPA possesses a range that it is suitable for all segment of the automotive industry which it feels gives it an edge while offering products and services to its customers. Its strong technical team can work alongside its business partners and provide guidance which will help them in improving their fleet operation.

For the coming year, it is concentrating on expanding its end user customer base while offering more after sales services to customers than ever. It is also looking to improve its coverage in the GCC, building on its strong UAE presence, to concentrate on business development in the Oman and Qatar markets.

CONTACT JASPA General Trading Co LLC Pranay Mehta – Division Manager PO Box 5357 Tel: +971 4 224 9353 Toll Free: 800-JASA(5272) Fax: +971 4 223 3551 Email: tyres@jaspa.com www.jaspa.com

SCANIA

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OUTSTANDING PERFORMANCE With customer demands high and uptime key, Scania’s vehicles can handle extreme conditions with ease with excellent total cost of ownership, uptime and fuel economy.

SCANIA S cania has a long history in the region, having been in the Middle East since 1975 through its renowned local partners in the Gulf. Scania Middle East was established in Dubai’s Jebel Ali Free Zone in 2008; initially as a delivery centre for the region able to make pre-delivery inspections and operate warehousing within its 20,000sqm state-of-the-art industrial facility. By 2014, the operation expanded to become a Scania fully-owned business unit; providing comprehensive support including sales and marketing for its trucks, buses and engines, as well as training and after sales. Its well-regarded financial service, Scania Credit started operations in 2016 for the benefit of its growing markets and has already gathered valuable deals within Dubai and Qatar.

Among its major markets in the region are the UAE and Saudi Arabia and it also benefiting from a strong presence in Oman and Qatar which are contributing to a good share of its volumes. Scania Middle East provides comprehensive support to its partners and customers and offers robust vehicles precisely suited to their needs ably

supported by its top-class service. Tractors, tippers and mixers from its construction trucks range are its highest selling models across the region. With customer demands high and uptime key, Scania trucks handle the toughest conditions with ease while securing an outstanding operating economy.

Scania has continuously managed to increase truck sales in the Gulf. Despite challenges from the decline in oil prices and the subsequent economic effects in the markets, 2016 saw it achieve sales growth of 8% in total truck sales versus the previous year. It also reported its record single, largest sale in the region, with 300 trucks – Scania G410 4x2 tractors – sold to Saudi Arabian transportation powerhouse for Al Bassami International Group via its local partner GCC Olayan.

It also strengthened its presence in the waste management truck segment, with over 150 units sold in UAE alone. The vehicles for refuse collection and garbage disposal vary and have different bodies for different tasks.

Scania is able to suit a huge variety of customer requirements for side-loaders, frontloaders, rear-loaders, skip-loaders, hook-lifts,

OZCAN BARMORO Managing Director, Scania Middle East.

and much more. Scania’s construction trucks are all factory-fitted with Scania Opticruise.

The technology provides automated selection of gears according to the working level of the engine, ensuring higher levels of fuel saving.

Opticruise is additionally available for other transport applications in the region, such as long-haulage, distribution, and many different special applications including fire and waste management trucks. Scania’s coaches are well established in the buses segment in the region while its popular Scania engines are gathering more attention and reputable sales within the region.

For 2017, Scania is aiming at maintaining the gained market share (in Saudi Arabia, for instance) and enhancing its network operations in markets like Oman, KSA and the UAE. It will look to continue its momentum in the construction market where it expects to make further gains and is active in entering new segments, such as the oil and gas and waste management. Customers can benefit from its expanding repair and maintenance offering together with an extended power train warranty this year.

CONTACT Laurice Mendoza-Ratinaud Marketing & Communications Coordinator Tel: +971 4 8143 743 Mob: +971 56 549 5608 Scania Middle East FZE South West Ring Road 1 Jebel Ali Free Zone, PO Box 262796, Dubai, UAE Tel: +971 4 814 3700 Fax: +971 4 814 3778 www.scania.com

SCANIA

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schmitz cargobull

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schmitz cargobull

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FOCUS ON SECtOR iNNOVAtiON 2016 saw the company focus on refrigerated transport, dry-freight transport and general cargo applications and solutions. It offers customers “innovative solutions that match and even exceed their expectations – and ultimately reduce their TCO.”

SChmitz CARGOBULL S chmitz Cargbull’s long history reaches back to 1892, when Melchior Schmitz founded the company in Altenberge, Germany. It has been active in the Middle East since the 1970s. Although it retains its leadership in the European market, Schmitz Cargobull has customers and market partners all over the Middle East. It has supplied numerous high profile projects in the region with them benefiting from its utilising German-engineered products and services for various transport applications.

As a result, the brand is well respected within the region’s transport industry.

To establish further growth the company established a new regional customer touchpoint – ‘Schmitz Cargobull Middle East’ – in 2015. The operation enables the company to be closer to its customers and offer its expertise, knowledge and assistance on a 24/7 basis. While it analyses all the markets it serves to design products that cater for regional applications, it also focuses on the needs of each individual customer. Schmitz Cargobull’s local support to customers is backed-up by a global

network of expertise with innovative and reliable solutions tailor-made for them. It has more than 5,500 employees worldwide and connecting to staff in the Middle East enables each local customer to connect virtually with the industry’s most professional R&D departments and state-of-the-art factories in Germany and Asia; as well as gain access to industry-leading value added services.

It is particularly renowned for its contribution to the transportation sector; and offers a full range of solutions for refrigerated transportation, general cargo and the construction businesses and operations.

Schmitz Cargobull continues to earn its reputation for being the global benchmark in many trailer and truck body segments, producing over 50,000 trailers and truck bodies per year. These are predominantly developed and manufactured at its Germanbased competence centres. Each of these are considered to be at the leading edge of transportation design and technology, helping the company to earn an unmatched trackrecord in collecting industry awards. Its Reefer trailers feature an extremely durable short chassis design and state-of-the-art ‘Ferroplast’

thermo technology. Its Curtainsider trailers are designed to be easier to operate and are safer on the road thanks to the introduction of new load securing features. The end of 2014 saw the launch of its new S.HD general cargo range in non-European markets. The heavy duty trailers are multifunctional in their use and have been made more robust through a unique chassis design that includes coldforming, galvanising and bolting of core parts.

The Middle East operation has enabled the company to offer its customers a professional level of semi-trailer and truckbody manufacturing and intelligent shipment options combined with local support.

General manager Fabian Bahlmann adds that it also intending to further increase its local footprint with its market partners in the region. Most importantly, Schmitz Cargobull is rolling out new technology in the region.

“We feel a demand towards innovation and reliability in different fields. 2017 is supposed to become a challenging year for the transport industry. Through a close dialogue and dedicated transport solutions, we will help our customers to boost their fleet’s efficiency, reliability and safety,” says Bahlmann.

CONtACt Schmitz Cargobull middle East FzE P.O. Box 261195 Jebel Ali Free Zone Dubai, UAE Tel: +971 56 44 182 11 Email: middle.east@schmitztrailer.com www.cargobull.com

VOLVO TRUCKS

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POWER AND SAFETY With major construction projects, such as Dubai EXPO 2020 and the FIFA 2022 World Cup in Qatar, taking place, Volvo Trucks says the huge demand for its construction and long-haul vehicles, make the Middle East an extremely significant region in 2017.

GIOVANNI BRUNO Vice President Middle East, East and North West Africa

VOLVO TRUCKS

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VOLVO TRUCKS 2 016 was yet another stellar year for Volvo Trucks in the region with the famous Swedish-brand reaching a major milestone with the opening of its new production facility in King Abdulla Economic City, Saudi Arabia. The company views the assembly operation as a significant achievement in its continuing path to growth in the Kingdom.

Operated via its JV with Zahid Tractor – Arabian Vehicles and Trucks Industry (AVI) – the facility is to assemble Volvo Trucks specifically for the Saudi market.

Volvo Trucks currently has an expert team based in its Dubai office supporting the competence development of its retailers and importers and the Regional Parts Distribution Center next door helps strengthen the supplies of spare parts throughout the Middle East with short lead times.

In 2014, Volvo Trucks held the biggest Truck launch ever held in the Middle East, introducing three completely overhauled models to the market: the Volvo FM, the Volvo FMX,

and the Volvo FH. It also launched the Automated I-Shift gearbox in 2008 which was the first automated transmission system of its kind in the region.

Today, its major markets in the region are Saudi Arabia, United Arab Emirates, Oman, Qatar, Iraq and Egypt.

The company’s long-haul range (Volvo FH) and construction range (Volvo FMX) are its most successful and popular segments in the region. It is considered a leader in the heavy haulage segment where the Volvo FH accounts for approximately 70% of its sales.

The range of Volvo Trucks – the FMX, FH and FM – is highly advanced and offers a whole raft of innovative features for operators, fleet owners and drivers.

These include the ground-breaking Volvo dynamic steering, which delivers exceptional handling similar to that of a car – in all operating conditions. I-Shift’s intelligent electronics constantly monitor factors like road grade, speed, weight, and engine load to help keep the truck in the most fuel-efficient gear possible. This technology allows drivers the safest, most

efficient, informed and comfortable driving experience possible. Volvo Trucks I-shift technology have been very well accepted by the Middle East customers, in UAE and Qatar, for example, 100% of Volvo Trucks sold in those markets are equipped with I-shift followed by KSA and Oman where the majority of trucks sold are respectively equipped with the I-shift gearbox.

In 2017, Volvo Trucks is looking forward to grow its market share in the region and focusing on safety as it has always been intrinsically linked to the Volvo name and it is looking to develop key areas such as its Driver Development Programme.

Through the Driver Development Programme, Volvo Trucks provides training to its importer and dealer partners to develop and enhance the service and experience delivered to its customers.

While the programme helps fleets to lower operational costs and environmental impacts, it has also been well received in the region for helping raise driver awareness of safety on the road; thus helping to reduce the number of accidents and improving the uptime of its vehicles.

CONTACT Volvo Trucks Mohammad Sameer Marketing and Communications Coordinator Tel: +971 4 803 8489 mohammad.sameer@volvo.com www.volvotrucks.com

ZAFCO

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ZAFCO

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GROWING TOGETHER ZAFCO’s Dubai operation acts as its hub for the entire region. The company aims to provide a complete solution to customers and add value to their entire business.

MuHAMMAd RAZA AkbER AlI Sales Director Middle East & Africa.

ZAFCO Z AFCO is one of the region’s leading distributors of automotive tyres, batteries and lubricants and operates globally. It covers almost the entire chain related to these products and caters to the needs of hundreds of customers spread across all six continents.

ZAFCO aims to provide a complete solution to customers and add value to their entire business model. It serves the industry under the appropriate conviction of: “Our job doesn’t end when the sales happen; it actually begins.”

ZAFCO first started its venture in 1993 from its UAE headquarters and has performed tremendously well in the two decades that have followed to build a global business.

Today its Dubai operation acts as its hub for the entire region. While UAE remains its biggest market it ably serves other GCC countries and North African markets in the region.

Over time, ZAFCO has emerged as a leading enterprise with a diverse portfolio and it represents many leading

global brands like Pirelli, Double Coin, Toyo, Nitto and Roadstone to name a few. The company also owns the Zeetex brand of PCR and TBR tyres which also incorporates battery and lubricant lines.

In 2008, it exceeded 1 Billion AED in sales for the first time. The company’s joint-venture with Otani has also led to a launch of the Southeast Asian commercial vehicle tyre-maker’s TBR tyres in Europe.

Be it the Middle East, Africa, or any other regional market, the company rates its ultra-high performance, sports utility and crossover vehicle product lines as its fastest growing product lines.

The first 20 years of operation has seen ZAFCO grow and expand a thriving retail business in the UAE market.

The ZDegree Retail business unit launched in 2011 handles its service and maintenance centres throughout the Emirates.

The retail arm has taken service levels to new heights in the market since it was launched and was the first to offer door step delivery and installation of tyres and batteries. ZAFCO says ZDegree

now makes a substantial contribution to overall revenue and profit.

ZAFCO considers its workforce to be the greatest asset and it strives to attract and retain the best talent in the industry.

In the Middle East and Africa region, ZAFCO has around 270 employees who contribute their best in the interest for the company’s progress, says ZAFCO. It performed well in 2016 amidst a major restructuring exercise and ongoing challenges in the tyre market. It got a leaner in operation and is poised to make the most of its rapid growth in North America Europe and other markets, as well as continuing to develop ZDegree.

The company is pushing hard with a desire to penetrate targeted countries by conducting, what it describes as, brand activation campaigns as part of its wider push strategy.

ZAFCO is also engaging the market in a series of multi-channel campaigns – such as the Zeetex safety campaign – that educate its B2B and B2C customers and is looking to take advantage of its strong word-of-mouth publicity.

CONTACT Muhammad Raza Akber Ali, Sales Director - Middle East & Africa Email: mohdraza@zafco.com ZAFCO FZCO Jebel Ali Free Zone (South) P.O.Box 262176 Dubai, U.A.E Tel: +971 4 886 2700 Fax: +971 4 886 2701 Email: info@zafco.com www.zafco.com

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2017 edition