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N e w s A na l y s i s

Face to Face

Event Review

The collapse of Hanjin Shipping Co

In the hotseat with Agility

All the news from IAA 2016

Connecting trade professionals with industry intelligence

October 2016


The MAN TGS – Safe and efficient transport. www.man-middleeast.com


Start 8 | News 14 | News Analysis The story behind the collapse of Hanjin

Contents

Features

18 | Case Study Pulling the curtain back with Genavco 20 | CEO Power List The 2016 rundown from Logistics News ME 56 | Viewpoint Insight from Prakash Menon

42 | Show Preview What to expect at Seatrade 2016 this month

18

48 | Event Review Behind the scenes at IAA Hannover 2016 54 | Face to Face Brian Cartwright talks to Colin Hindley, Agility

58 | Supplier News 62 | Diary

20

54

48

58 Logistics News ME | October 2016 | 3


Editor’s Note

T

he logistics industry is facing some unique challenges at present – from the security of maritime and road routes, to the economics of falling shipping costs and demanding clients. It’s a storm that was made all the more clear over recent weeks with the collapse of Hanjin Shipping Co., an event likened to the collapse of Lehman Brothers and, sure to have repercussions across the industry as the shock waves resonate. Today’s business leader needs not only to keep the balance book in top condition, but in order to meet all the challenges of business today they need to secure the buy-in of every person in the organisation, from entry-level to the highest points of management. Today’s business leader is required to tap into the most basic survival techniques to drive their business: listen, observe, act, while also working in some of the most sophisticated business thinking. If those skills seems a little light, there are hundreds of lists of how to be a CEO. Many such guides begin with inspirational tones and business buzz words, but fizzle out to little more than “be a winner”. According to Forbes, CEOs must “be the change”; they should recognise and confront complacency and false urgency; and win hearts and minds. All in a day’s work.

Having studied and written about all our featured 2016 CEOs certain behaviour patterns become clear. A world view is necessary both to bring best practice from outside and to understand human nature and the meaning of joining an organisational culture. A multi-disciplinary approach to problems is vital to nurturing the innovations required to drive a business forward. And a personable approach to development and discipline fosters a culture that people want to remain a part of. Like life’s biggest challenges, leading a huge organisation doesn’t come with an instruction manual, but it does come with a never ending list of lessons from which to learn.

Melanie Mingas Editor

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news

In the NEWS Khalifa Port expansion confirmed

K

halifa Port is to undergo an expansion project that will add 1km of quay wall and deepen the main channel and basin by an additional 2 metres, adding an additional 600,000 sqm for cargo handling. The expansion, announced by master developer Abu Dhabi Ports last month, will ensure the port can accommodate anticipated growth in the short to medium term and handle the world’s largest ships, increasing the competiveness of the Emirate as a logistics and maritime hub while also serving key industries across the UAE. Captain Mohamed Juma Al Shamisi,

CEO of Abu Dhabi Ports, commented: “This ambitious expansion is crucial to ensuring Abu Dhabi remains a global trade and investment hub as well as supporting our local industries. Building on recent growth at Khalifa Port, we are future proofing our operations to ensure we can continue to attract the world’s leading operators to use our world-class facilities that will see Capesize vessels, the largest in the cargo industry, come directly into an Abu Dhabi port for the very first time. “Over the past few years we have invested in building an integrated, technology enabled platform and physical infrastructure for our customers to become

an enabler for key business sectors in line with the Abu Dhabi Plan and Vision 2030. Today sees us take this to the next level as a maritime centre and as the gateway to the world’s fastest growing economies,” he added. A contract for the work has been signed with National Marine Dredging Company (NMDC), which will start preparatory work on dredging the channels and using this material to build up the new quay wall and the adjacent yard behind it. A workforce of 250 will be involved in the awarded expansion project of Khalifa Port which is scheduled for completion in mid2018.

UAE transportation companies post YoY rise The UAE’s listed three transportation companies posted a 4.7% rise year-onyear in their profits during the second quarter of 2016, backed by positive results from Gulf Navigation Holding, Air Arabia and Aramex have boosted the Q2 profits of the UAE’s top three transportation companies by 4.7% YoY. The three firms generated profits of

8 | Logistics News ME | October 2016

AED 271.80 million in Q2 of 2016, compared to AED 259.66 million in Q2 of 2015. The higher profit margins were supported by lower oil prices and overheads and revenues for the three were up 10.1% in Q2 this year. Gulf Navigation Holding reported that its net profits grew 57% to $2.2 million

in Q216 from $1.4 million in the prior year period. Aramex reported a 36% growth in its profits to reach $34.22 million in Q216, compared to $25.18 million in Q215. On the flipside, Air Arabia reported a 13.5% decline year-on-year in its net profits to reach AED 131.05 million in Q216 due to a rise in its costs to AED 731.37 million.


news

Dubai Wholesale City debuts at Cityscape

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he largest wholesale hub in the world, Dubai Wholesale City, attended its first trade show in search of tenants and private sector partners at Cityscape Global, held in Dubai last month. Highlighting its Specialised Wholesale Parks, a main element of the development, which include state of the art components such as Cross Docking Facilities and Specialised Wholesale Markets, the project is now accepting applications from companies and traders interested in booking space at the integrated development. Abdulla Belhoul, CEO of Dubai Wholesale City, said: “2016 marks our debut at Cityscape Global and provides us with a unique opportunity to engage with potential partners in different industries and sectors. We believe by highlighting the dynamic offerings of Dubai Wholesale City, and showcasing the blueprint of the project as well as its progress to date, we will effectively draw the interest of serious local and international investors. Cityscape will also give us the opportunity to highlight Dubai Wholesale City’s critical role in the global trading sector that is expected to grow to about $4.9bn in the next five years. Such figures reinforce the vast opportunities the city can provide for its business partners.” “Given the high interest expressed by over 300 investors at the time of the announcement of the project by His Highness Sheikh Mohammed bin Rashid Al Maktoum, Vice President and Prime Minister of the UAE and Ruler of Dubai, we expect a significant uptake from companies interested in basing their trade operations within our city.”

GCC e-commerce could become “world’s fastest growing” AT Kearney has said the GCC’s e-commerce industry is “on the cusp of becoming the world’s fastest growing”, despite the low penetration rates to date. According to figures published by the firm, in 2015, e-commerce contributed around 0.4% of the region’s GDP compared to an average of 3% of leading countries’ GDP. However, it states that the perfect storm of high levels of disposal income, world leading internet and smartphone penetration, changing consumer preferences, provides “robust potential” in the region. The prediction, published in Getting in on the GCC E-commerce Game report, states an estimated market size of $5.3bn in 2015, with obstacles such as consumer trust and awareness, gaps in payment systems, distribution and logistical infrastructure, government policies, data security and fraud, all posing challenges. Furthermore, e-commerce offerings from the retailer side are also lacking. The A. T. Kearney study reveals 34% of major GCC retailers have an e-commerce channel, compared to 58% in the United States. However, the study also expects the market to quadruple its value to $20bn by 2020 if the right set of enablers are put in place. Commenting on the report, Laurent Viviez, partner, A.T. Kearney said: “We expect the growth of e-commerce in the GCC to transform the future of businesses, economics and lives across the region – but only with the right set of enablers in place. And it doesn’t rule out traditional retailers, who can be on the winning side of e-commerce by adopting an omnichannel approach. We see the future for the sector as not digital-only but ‘physical with digital’ – traditional retailers can really tap into this.” “This should be a focus area for retailers as they select best payment options to ensure transaction security as well as enjoyable customer experience. They need to form payment ecosystems to ensure interoperability, and forge strategic partnerships with the best-of-breed providers that are already active in this space and also enable mobile-based payments collaborating with telecom players and taking advantage of the region’s high mobile penetration,” commented Adel Belcaid, principal, A.T. Kearney. Logistics News ME | October 2016 | 9


news

Bahri DP World JV confirmed for creates Berbera port big data platform to drive marine industry Bahri has rolled out a series of initatives to “harness the power of data innovation” in the shipping industry. Designed to enhance productivity, unlock opportunities for growth and transform existing operations model in the shipping industry, Bahri has created a dedicated Big Data platform, BahriData, and has assembled a team of specialists to embed sustainable analytics into the fabric of the organisation. “Big Data is already playing a larger role in shaping the future of the maritime industry than previously imagined,” said Ibrahim Al Omar, CEO of Bahri. “By embracing analytics and turning data into actionable insights, shipping and logistics players have an opportunity to drive improved efficiency and quality. In the long run, this will help transform their organisations into smarter, more dynamic entities that have a more informed picture of market trends and demands and are better prepared to meet the challenges of tomorrow.” “Bahri has pioneered the use of Big Data technologies in the regional maritime industry to achieve sustainable growth and facilitate the overall development of the sector. We have already seen how, by maintaining a sustained focus on Data Innovation, we are able to eliminate or mitigate many of the risks typically associated with the shipping industry, while gaining a clearer understanding of how the market is shaping up and how challenges can be turned into opportunities,” added Al Omar. 10 | Logistics News ME | October 2016

DP World has won a 30 year concession with an automatic 10 year extension for the management and development of a multi-purpose port project at Berbera, Republic of Somaliland. The Port of Berbera opens a new point of access to the Red Sea and will complement DP World’s existing port at Djibouti in the Horn of Africa. DP World will set up a joint venture with 65% control together with the government of Somaliland to manage and invest in the Port of Berbera. The investment of up to $442million will include a first phase of a 400 metre quay and 250,000sqm yard extension, and gantry cranes and reach stackers to handle containers and cargo. Construction of the quay extension is expected to start 12 months after the satisfaction of the terms and conditions of the agreement and will take 24 months to complete. Total investment of up to $442million will be phased over time and be dependent on port volumes. It will and will create a regional trading hub along with the scope for a free zone. The project will focus on containers with the capability to handle other types of cargo and will be implemented with the government of Somaliland. Sultan Ahmed Bin Sulayem, group chairperson and CEO, DP World, said: “We are delighted to extend our African footprint with a major investment in Somaliland. Investment in this natural deep-water port will attract more shipping lines to East Africa and its modernisation will act as a catalyst for the growth of the country and the region’s economy. “Berbera will contribute to our continued growth in the developing markets of Africa in the years ahead. It is also a breakthrough in developing access to the sea for landlocked Ethiopia, the region’s largest economy.” Dr Saad Ali Shire, Minister of Foreign Affairs and International Cooperation, Republic of Somaliland, said: “We are excited to partner with DP World on this landmark project. DP World Port of Berbera will offer East African importers and exporters a unique, additional world class deep-water port that will dramatically improve the competitiveness of their products in world markets and has the potential to transform the region’s economy.”


news

Gulf Navigation clears debt with Nordic American Tankers

The debt owed to Nordic American Tankers (NAT) by Gulf Navigation Holding PJSC (GulfNav), described by the companies in a joint release as “long standing”, has been fully settled following the singing of a new agreement between the two. The payment is part of efforts by GulfNav’s new management to clear all historical liabilities and backlog in order to “give the Company a new leash of Hazza Baker Al life whereby new horizons of maritime and shipping Qahtani, founder business can be explored on a more positive footing”. and chair GulfNav. It is expected that this news will improve investor confidence and widen market interest for the Company. GulfNav is also in negotiations with its other major creditors and is hopeful of reaching fair settlements soon. Khamis Juma Buamim, board member, MD and group CEO said: “We are happy to have reached this important settlement with NAT and I thank them for their positive commitment during the negotiations. This is a step and an important milestone on the commitment we have made earlier to seek fair and amicable settlements with all our legacy debtors. I once again would like to assure all concerned that past and legacy issues will be resolved and the company will be on a solid ground to navigate the future with full commitment to its shareholders, the market and the industry at large”. GulfNav is the only public listed firm in the maritime, offshore services and shipping company in the Dubai Financial Market.

Jafza machinery and equipment sector trade worth AED40bn in 2015 Jafza’s machinery and equipment sector accomplished trde volumes of AED40bn in 2015, 12% of the total trade of the freezone, according to group chair and CEO of DP World and chairperson of Ports, Customs and Free Zone Corporation, Sultan Ahmed bin Sulayem. Releasing the figured following its recent forum for the sector, Bin Sulayem said: “The UAE and other GCC nations have initiated a number of infrastructure, logistics and residential and commercial projects in the light of the economic boom resulting in a continued demand for machinery and equipment. This surge in investment has also encouraged new companies to enter this lucrative market. In Jafza, there are 730 companies from 61 countries functioning in this sector, of which companies from the Middle East region lead with 36%, Europe 28% and Asia Pacific 21%.” The machinery and equipment sector occupies over 3.1 million square metres in Jafza with over 29,000 employees, almost 21% of the total freezone’s workforce.

Dafza deal to boost Asia/ ME ties under Belt and Road plan Dubai Airport Freezone Authority (DAFZA) has signed an MoU with China Guangdong Pilot Free Trade Zone (GDFTZ) to further enhance bilateral cooperation between the two parties in a deal that ties in with China’s One Belt One Road initiative. Under the agreement, which a statement from Dafza called “landmark”, both parties will collaborate on expanding bilateral trade exchange; promote mutually-beneficial investments and business partnerships as well as cooperation in information technology, cross-border e-commerce and shipping logistics; exchange expertise and experiences in planning, strategy, general operations and employment models; and engage in other are-

12 | Logistics News ME | October 2016

as of cooperation they jointly agree on. This strategic agreement will help in further advancing the implementation of China’s Belt and Road Initiative. The strategy has aided the

countries engaged in the initiative in achieving $100bn as value of cooperation. DAFZA’s agreement with Nansha FTZ will consolidate their respective strengths as leading free trade zones to mutually pursue business and investment growth. It also positions DAFZA as a major contributor to the Belt and Road Initiative which aims to extend China’s global commercial ecosystem and reenergize the trade routes of Central and West Asia, the Middle East, and Europe. China is one of DAFZA’s targeted markets under its ongoing international expansion, hosting several major Chinese brands such as CNOOC, COSL Middle East FZE, Sinochem Corporation, and China Southern Airlines.


news

New build vs demolition August 2015 – 2016 New Builds Data from Vessels Value shows the number of new build orders taken in August 2016, compared to 2015. Newbuilding orders are down 55% from August 2016 compared to August 2015. The Container market shows a 13% increase in newbuilding orders for 2016. No Bulker, Gas or OSV newbuilding orders were placed in August 2016.

40

201 6 35

35

201 5

No. New Buildings

30 25 20 15

14

15

11

13

10 5

OLITION0ACTIVITY AUGUST 2016 VS 2015 0 0 B u lker

T an ker

Con t ain er

4

2

0

G as

OSV

Demolition Data on the number of demolition sales for each ship type, taken place for August 2016 compared to August 2015. Total demolition sales for all ship types are up 50% for this August compared to August 2015. Containers have seen the greatest increase in demo sales. Gas demolition sales have remained consistent for August 2015 and August 2016.

18

17

201 6

16 14

201 5

15

14

No. Demo sales

12 10 8 6 4

4

2

2

1

2

2

2

1

0 B u lker

T an ker

Con t ain er

G as

OSV


N e w s A na l y s i s

Riding the shock waves

It’s being called the shipping industry’s Lehman Brothers moment and has sent shock waves across the manufacturing and shipping industries. Logistics News ME examines the facts around the bankruptcy of Hanjin Shipping Co.

I

t was called the Lehman Brothers moment of the shipping world by Seaspan CEO Gerry Wang and the “tip of the iceberg for flailing shippers” by the LA Times. Quoting Alphaliner, the Financial Times concluded that in terms of the container numbers involved, Hanjin’s bankruptcy is more than six times larger than any previous shipping collapse. Firms around the world have felt the fall-out from the news that Hanjin Shipping Co – the world’s seventh largest container carrier – filed for bankruptcy protection on 31 August, triggering a domino effect throughout the global supply chain and leaving major manufacturers in chaos as they scramble to find alternative carriers ahead of the retail industry’s busiest season. Recent events aren’t a complete shock. Hanjin’s Q1 financial results reflected the strain of global factors such as falling freight rates and low demand for iron ore and coal, to produce an operating loss of $97m and a net loss of $221m; on which disposal of old vessels, interest expense and foreign currency translation loss/gain are reflected. Over H1, total sales reached $1.3bn with the container division recording sales of $1.23bn and an operating loss of $74m. The bulk division recorded total sales of $78m and an operating loss of $30m. In a statement the company explained Hanjin Shipping’s operating profit for the container division

14 | Logistics News ME | October 2016

You’re talking about $120bn of goods on those ships that are stuck before delivery to major retailers. There is a material impact to the supply chain and people are suffering from the consequences of this decreased as to the decline of total sales caused by a record breaking low level of freight and increased gap between the supply and demand within the market. Its bulk business also suffered from its lowest ever freight level triggered by low iron ore and coal demand during the first quarter. But while for some these may be extenuating circumstances, driven by external factors and beyond the control or foresight of even the most experienced business leaders, for others it is the outcome of irresponsible business practices. The company spent too much during the latest boom time and failed to prepare for a drop in demand for shipping certain goods. Speaking to Bloomberg last month, Wang said: “The industry has been money losing for some time. In the long term it is not sustainable. The fallout from Hanjin Shipping is a huge nuclear

bomb that shakes up the supply chain. You’re talking about $120bn of goods on those ships that are stuck before delivery to major retailers. There is a material impact to the supply chain and people are suffering from the consequences of this.” However, when asked if recent events are merely the inevitable consequence of how the shipping industry is set up, he responded that in fact this is a process of “self-adjustment”. With specific reference to the three ships Seaspan has on lease to Hanjin, he added: “You deal with cycles. We lease those ships on a long term basis to ride over the waves until hopefully we get stability in the core process. That’s our business model. The whole supply chain has been shaken up. Over the long term we don’t know what will happen. Freight rates have doubled in Asia to North America and to Europe they are up 30 – 40%.” Immediate fallout As manufactures find alternate ways to transport their goods, Hanjin’s competitors are enjoying a boost to business. Maersk has opened a new trans-Pacific route to absorb the demand and Hyundai Merchant Marine Co., South Korea’s second-largest container line, plans to deploy 13 more vessels to the U.S. and Europe to help ease cargo disruptions. China Cosco, CMA CGM, and others were offering additional capacity for trans-Pacific importers, but the Journal of Commerce reported Hong Kong to LA spot rates spiked 40% mid-


N e w s A na l y s i s

Hanjin Cargo Ship entering the Port of Oakland, the fifth busiest container port in the United States.

September, to $1,743 per 40-foot container. The cost of shipping goods from China to East Coast ports rose from $1,700 to $2,400. But it is the potential impact on the retail industry that could send a trickle down pinch to consumers. The details of the bankruptcy filing are preventing ships from unloading. The ships have been protected by a US court ruling to help get things moving but the immediate outlook remains bleak. Add to this that Hanjin Shipping carried nearly 8% of America’s transPacific trade volume and the busiest period of the retail year is about to begin; a storm can be seen on the horizon. A backlog at the ports will not only impact Hanjin’s ships – on which $14 billion worth of goods is in limbo – but cause a traffic jam of subsequent shipments. Meanwhile 89 of Hanjin’s 97 ships have become “ghost ships”, stranded at sea with their crew still on board. Sustainable business The term “sustainable business” has been used by many analysts when picking over the evidence to make sense of Hanjin’s collapse. Some blame

Hanjin’s habit for sending half empty vessels around the world, operating at a loss on a regular basis, while others say that a frivolous approach to buying and leasing more ships during times of stronger performance were irresponsible. “It’s as if the airlines went out and bought 20% more aircraft than they had customers to buy tickets, and then wondered what happened,” said Paul Bingham, a trade economist with the Economic Development Research Group Inc., in Boston, told the LA Times, echoing: “It was unsustainable.” The company’s finances have been laid bare over recent weeks. Chairperson Cho Yang Ho “infused” $36 million three days after group affiliate Korean Air Lines Co., the biggest shareholder, approved $50m. A former chair pledged $8.3m on Monday from her personal wealth in “relief”, but millions more in costs are owed to cover fuel, cargo handling, and other unpaid costs. Hanjin’s owners will cover around one sixth of this, estimated to be around $91m, to help contain the fallout and the government has been asked to provide low interest loans.

Hanjin in Numbers:

97

shipping containers in fleet

89

ships stuck at ports worldwide

14bn

value of good stuck on stranded ships

7th

largest container shipping line in the world

2.9%

market share

549m

in unpaid costs to meet

Source: Bloomberg

Logistics News ME | October 2016 | 15


N e w s A na l y s i s

A cargo vessel of Hanjin Shipping sailing on the coast of San Francisco.

Hanjin: What happened? According to its own website, Hanjin is “Korea’s largest and one of the world’s top ten container carriers that operates some 70 liner and tramper services around the globe transporting over 100 million tons of cargo annually. Its fleet consists of some 150 containerships and bulk carriers.” On 31 August 2016, Hanjin Shipping Co. filed for bankruptcy protection, stranding ships around the world and disrupting global supply chains during peak season, as much of the world prepares for the festive season. It has thrown the likes of LG and Samsung into chaos as they scramble to find new carriers to retrieve millions of Dollars of goods from stranded vessels. Shares in Hanjin – and former company chairperson Choi Eunyoung sold all her stock just before the bankruptcy protection – have lost two thirds of their value this year and the cost to transport a box to Los Angeles from Hong Kong has jumped 40%, to the most in more than a year.

16 | Logistics News ME | October 2016

According to Bloomberg, should the company go into liquidation and its vessels are sold, the industry will still be facing the same oversupply of capacity that has plagued it for the last few years. The excess capacity has been driven by demand for bigger ships that can carry more containers at lower cost per box, driving rates down to a record low. Global reaction Moody’s Japan K.K. says that its outlook for the global shipping industry over the next 12 to 18 months is negative, in its report titled Shipping Global: Low Freight Rates and EBITDA Decline Drive Negative Outlook. “The negative outlook reflects our expectation that earnings will worsen, with freight rates likely to remain depressed amid ample supply,” says Mariko Semetko, a Moody’s VP and senior analyst. “We expect that the aggregate EBITDA of Moody’s-rated shipping companies will fall by 7% to 10% in 2016,” adds Semetko. “Such a result is much worse than the low-single-digit percentage decline we forecast in March 2016, when we changed our outlook for the industry to negative from stable.” The JOC has called Hanjin’s collapse “by far the largest container shipping bankruptcy in history” and Hanjin’s exports are important to the South Korean economy. Wang says it is up to the government to ensure a robust national carrier is in place.

“I am looking over the long term and I believe in the resilience of the South Korean economy. I think they need a national shipping carrier sponsored by the government to become a critical link in their economy and I would look forward to working with such a firm. But I am cautious in the short term,” he said in an interview with Bloomberg. The question now is what next? Globally, even with the absence of Hanjin from the market a supply/ demand balance could not be restored, although some believe it could narrow. The world number one, Maersk Line, has warned investors and shareholders that it’s financial performance this year will not be as strong as previous years. Moody’s report pledges the ratings agency will “consider changing the outlook for the global shipping industry back to stable if shipping supply growth exceeds demand growth by less than 2%, or demand growth exceeds supply growth by up to 2%, and if aggregate EBITDA growth is within a range of -5% to +10% year-over-year.” Moody’s also says it will consider a positive outlook for the global shipping industry if the oversupply of vessels declines materially and the aggregate year-over-year EBITDA growth for companies that Moody’s rates appears likely to exceed 10%. But with so many external factors at play, not to mention rate issues within the industry, how and when this is likely to play out remains anybody’s guess.


We’ll pick up your Logistics operations The Rais Hassan Saadi (RHS) Group have been at the very front of the emergence of Dubai as a Shipping and Logistics hub since they started operations in 1910. Now over 100 years later, the company has evolved into the regional powerhouse it is today with diverse interests across the region. RHS Logistics, the 3PL and supply chain systems integrator, operates from the Middle East, but with a truly global vision. Utilising the latest of technologies, and with a wealth of experience on diversified product handling, in high quality, sophisticated environments, it has cemented its status as an innovative market leader within the Logistics industry. With cutting edge facilities in Dubai World Central, Jebel Ali Free Zone, Dubai Airport free Zone adjacent to the Sea and Air ports, housing a total of 100,000 pallet locations, RHS have and will continue to invest in first class infrastructure, ensuring they remain leaders in their field.

How can RHS Logistics help your Logistics business? Call us on (971-4) 8810007, (971-4) 8082300 or visit rhslogistics.com

RHS Logistics represents the 3PL division of the RHS Group of companies operating out of Dubai, U.A.E.

RHS Logistics Established 1910


Sealing the deal

18 | Logistics News ME | October 2016


Ca s e S t u d y

Following completion of Panalpina’s new warehouse at Dubai South, Logistics News ME catches up with Clinton Campbell, logistics engineer at Panalpina World Transport, and Varun Viswanath, storage and MH solutions, Genavco.

I

n August this year Panalpina World Transport unveiled its new warehouse at Dubai South, where 17,000-pallet position of racking was constructed by Genavco using its Stow Selective Pallet Racking System. Totalling 40,000sqm, the facility is being launched in phases, with the first phase of 17,000 pallets occupying just 30% of the available floor space. Varun, explain GENAVCO’s entry to the Panalpina project with regard to Stow International; why was the brand considered? Varun: Stow International is one of the leading and well known racking brands in the world established since 1977 in Wevelgem –Belgium, Europe. During our first meetings with Panalpina, we highlighted our expertise in mega warehouse racking projects in the UAE by furnishing the references of IKEA, RHS, IFFCO and many other prestigious projects that we have executed in this Market. What was Genavco’s scope in the project? Varun: Genavco’s Scope was to supply and install Stow Selective Pallet Racking System for Storage of about 17,000+ pallet locations in their newly constructed 40,000sqm state of the art facility in Dubai South. How long did the negotiations take to finalise? Varun: Well it took about three months to finalise the deal. There were a lot of efforts from our design team to present various options to customer to meet up the expectation of the client. Why do you believe Genavco was awarded the contract? Varun: For our professional approach, efficiency in providing right solution at right time and our market references

were the key factors helped us to win this prestigious deal. What practical challenges did the Stow team encounter in the execution stages and how did you surmount the problems? Varun: The biggest challenge in front of us was to execute racking in a warehouse under construction. But our project team has managed it very well, also our sincere thanks to Amana Contracting team - the civil contractor indeed helped us with necessary clearances to complete the project on agreed timelines. Clinton, tell us about the new facility and why it was needed Clinton: Panalpina has invested heavily in its growth plans for the Middle East, Africa and CIS Region, (MEAC). These growth plans include a 40,000sqm built-to-suit, state-of-the-art new facility in the Dubai South Free Zone. Genavco / Stow was then approached to design and construct in excess of 17,000 new pallet positions for the facility. How intense was the bidding / competition for this project? Clinton: We had a racking tender which we opened up to five providers, including Genavco. Face to Face meetings were held with all five providers. How would you describe the selection, evaluation and assessment procedures at Panalpina? Clinton: The decision to work with a provider is not made purely on price alone. Panalpina wanted to build a relationship with a partner for the future. 17,000 pallet positions is only the start and covers less than 30% of the floor area, we wanted a strong partner who could understand and meet our growing needs. Logistics News ME | October 2016 | 19


With many external factors affecting performance, expansion and even operations in new territories, the logistics industry has faced adverse and unique challenges over recent months. While the industry’s leaders have had to work to innovate in the face of many an obstacle, they have also had to maintain team moral, find new markets, and secure against ever growing threats to road and maritime trade routes. Despite global events impacting trade, the key challenges to the industry also come from within it, with competition one of the most important considerations made by a logistics business leader over the last year, especially if bidding

20 | Logistics News ME | October 2016

competitively. Also on the list of concerns, the ability to adapt to and incorporate new technology and the fostering of innovation, largely through organisational culture and training. Marking the achievements of these business leaders, Logistics News ME magazine has listed the CEOs who have shown extraordinary acumen and talent over the course of these challenges, and who have prepared adequately for the testing times ahead. The list includes names known to most in the industry, from new comers to long-standing veterans and leaders who have worked for some of the biggest names around the globe.


1

K

haled Salmeen Al Kuwari is CEO and MD of Khalifa Industrial Zone Abu Dhabi (Kizad), a wholly-owned subsidiary of ADPC, which spreads over an area of 418sq. km, is located in Taweelah, between Abu Dhabi and Dubai and next to Khalifa Port. Kizad is the world’s most anticipated industrial zones and ports, which is expected to contribute up to 15% of Abu Dhabi’s non-oil GDP by 2030. It has one of the world’s most futuristic and advanced logistics tracking systems, Al Maqta Gateway. Over $6.2bn was invested in Khalifa Port, which opened at 12 noon on 12/12/2012. In H1 2015 Kizad’s performance was strong with a surge in investments of 15%, translating to $232m. It added even further gravitas to the list of investors, which includes Morgan Advanced Materials, Al Falah, Saif Al Khaili Group and anchor tenant EMAL; which among other achievements at Kizad, now operates the world’s longest

Khaled Salmeen Al Kuwari

CEO and MD, Khalifa Industrial Zone Abu Dhabi (Kizad)

conveyor belt, stretching 14km from the furthest dock to the factory where raw materials are handled. To date, 71 national and international investors have chosen Kizad as their production or logistics base and Khalifa Port’s throughput is expected to increase by 900,000 tonnes of general cargo and containers annually once all are operational. As impressive as the numbers stand today, Kizad hasn’t been built to peak just yet. The port may have a keen eye on economic growth, Emiratization and sustainability but it’s equally fixated on future proofing its infrastructure, too. Having played a key role in the development of Abu Dhabi as an industrial and manufacturing economy, Khalifa Port Container Terminal handled 1.5 million containers in 2015, a 32% annual growth making it the fastest growing port in the Middle East. Currently ADT is working on expanding the capacity of the container terminal to 2.5 million containers.

Year of establishment:

2006

Location of head office:

Abu Dhabi

Years in the company:

7 years

Logistics News ME | October 2016 | 21


2

Nour Suliman

CEO, DHL International, Express Middle East and North Africa

A

cross DHL’s global network, Nour Suliman has driven the Middle East region to be one of the highest performing globally. The achievement is a result of the sustainable growth strategy embarked upon in 2014, to grow the capacity of services and the quality of offerings in the MENA region, boosting the Middle East’s connectivity to key trade centres around the world. DHL Middle East and North Africa has so far invested over $120m on infrastructure expanding facilities and service points by 10%, to 261 service locations across the region and growing the MENA workforce by over 20% to 5,000 employees. 22 | Logistics News ME | October 2016

Suliman says: “In less than two years we successfully opened four new multimillion facilities – a new hub in Dubai; a 10,000sqm gateway at the King Fahd International Airport in Dammam; a $55m consolidated country office and gateway in Cairo and a $20m access point at the King Khalid International Airport in Riyadh. We are now gearing up to launch a new access point in Jeddah, marking DHL’s third new facility in Saudi Arabia, this month. “All this is running parallel to cash injections being made to upgrade our air and vehicle fleets, improve our technologies, increase flights, connectivity and reach, and enhance our customs clearance competencies,” he adds.

Year of establishment:

1976

Location of head office:

Kingdom of Bahrain Total employees:

5,000+

Years in the company:

35


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3

Total employees:

120

Years in the company:

Mark Geilenkirchen CEO, SOHAR Port and Freezone

J

oining SOHAR in June 2016, Mark Geilenkirchen is tasked with building on the success the port and freezone has experienced to date. In addition to the three main pillars of logistics, metals and petrochemicals, SOHAR recently launched a fourth pillar: food, with work on a $170m Food Zone underway, combining the region’s first dedicated agro terminal with rice, flour, and sugar mills, as well as the infrastructure for downstream food manufacturing and processing industries. The body declared 2016 its “Year of Logistics”, marked by a number of new port calls and a new automated container terminal, ready for 20,000

24 | Logistics News ME | October 2016

TEU vessels. There are new highways opening, including a new direct connection to Saudi Arabia that will cut 800km off the current journey to Riyadh and freezones are being developed as hubs for innovation in the logistics sector. Firsts achieved to date include the arrival of the port’s first 14,000 TEU vessel; arrival of the 100th Valemax vessel; processing of over 200,000 vehicles a year arriving at the general cargo terminal. Financial performance at SOHAR has been strong touching an average of one million tonnes of cargo a week. Geilenkirchen says: “Considering we only had our first ship here in 2004,

Since June 2016 Year of establishment:

2001

Location of head office:

SOHAR, Oman

business offices in Dubai and Muscat

and we now handle over 2,500 ships a year, that’s a significant achievement. In the first half of 2016, our success story continued, with over 18% yearon-year growth in container throughput and 43% growth in break bulk cargoes. Liquid bulk also performed well, with an increase of over 15% in the first half of 2016 compared to the same period last year.”


Baheej Biqawi

CEO, Almajdouie Logistics Co. (MLC)

Year of establishment:

1965

Location of head office:

Dammam, Saudi Arabia Total employees:

6,000 people

(Almajdouie Group) and 3,140 (Almajdouie Logistics) Years in the company:

13 years

O

ver the last 13 years Baheej Biqawi, CEO, Almajdouie Logistics Co., has steered the company through strong growth and currently has plans to grow its already strong UAE and Bahrain presence through JVs in Kuwait and Qatar, and a further partnership planned imminently for Oman. Currently, Almajdouie Group operates all over the Middle East, North America, Europe, the Far East and Africa, employing a total of more than 6,000 people. In the 2015 financial year, revenues hit a high of SAR 1.2bn, with SAR1.4bn projected for the current financial year. Secured contracts include: a five year contract to undertake logistics for Jotun Paints; total production of 1.4 MT of solid

and 2.3 MT of liquid annually for Sadara Solid and Liquid Packing and Shipping; and with Sadia Chicken, a five year contract. Focus on the coming 12 months will be fixed on human resources, with Biqawi looking to take advantage of preferential economic conditions to remain ahead of competition. New and existing staff will be required to staff more offices in the UAE, Qatar, Kuwait, Bahrain and planned offices in Oman. It’s a cause Biqawi has supported for some time, and he undertook a major role in establishing the first Middle East Logistics Institute (MELI), which provides training to young students as well as professional employees to gain international certificates in logistics and supply chain. Logistics News ME | October 2016 | 25


5

Madhav Kurup

CEO Middle East, Hellmann World Wide Logistics

C

EO of MENA and South Asia since 1 January, 2016, Madhav Kurup has been responsible for business operations for the last seven years, but now manages 3,000 employees across his region. With an eye on its Intra Asia capability, Kurup is focussed on the development of India and healthcare in the UAE, with expanded operations in Saudi Arabia in addition to establishing operations for Henkel, Pfizer and SIG. In the last financial year YoY growth continued with UAE operations up 25% and Saudi Arabia up three fold. While continuing to maintain its leading market position in the automotive and healthcare sectors, Hellmann is also 26 | Logistics News ME | October 2016

working to create specialised solutions for the fashion and chemicals industries, as well as working the launch of its own complete e-fulfilment platform for e-commerce and market place; a unique solution in the market. Reflecting on his greatest career achievement to date, Kurup comments: “I have always focused on creating difference by thinking out of the box. I feel fortunate to work with great colleagues who have always supported me in my thinking and strategies. I have turned around companies in the past however, taking Hellmann from small sized transactional forwarder in UAE to one of the largest and innovative service providers in the region is by far the highlight of my career.�

Year of establishment:

1871

and in UAE 2000 Location of head office: Osnabrueck and Hamburg, Germany and MENASA Regional HQ, Dubai Total employees:

20,000 3,000 in MENASA

worldwide and

Years in the company:

8 years


6

Richard Bell MD, RHS Logistics

R

ichard Bell joined 100 year old shipping house Rais Hassan Saadi Group in 1998 and immediately applied his 3PL experience to the creation of RHS Logistics, inaugurated the following year. Bell piloted RHS Logistics from zero to AED400m in investments with a sustainable vision of a world-class Logistics Park, headquartered in Dubai South close to the Al Maktoum International Airport adjacent to the Expo2020 site and operational over three sites, including JAFZA and DAFZA, totalling around 200,000sqm in floor space. The facilities will continue to expand until RHS has created a logistics park with 125,000 pallet capability in Dubai South, adding to the 60,000 capacity at DAFZ and JAFZ. At present, RHS Logistics holds around 120,000 cubic metres of customer inventory that values to $300m. Bell says: “We move in excess of 400,000 individual products through our warehouse from various industry segments. We are 28 | Logistics News ME | October 2016

currently co-packing of approximately 1.5 million units per month and localisation of 300,000 units per month.” He adds: “Being a part of Logistics District in Dubai south was a relatively easy strategic decision for us to make regarding the growth of RHS Logistics. In combination with our existing facilities in DAFZ and JAFZ, Investing in Dubai South enables RHS Logistics to offer a multi modal logistics platform providing seamless searoad-air connectivity complimented by state of the art facilities and systems. These investments by our visionary leaders in the Logistics infrastructure firmly establishes Dubai as the go to destination for forward thinking brand owners to avail of first class international supply chain management.” Prior to joining RHS , Richard had an extensive work experience in strategic direction making positions with international distribution companies such as Inchcape Marketing Services, Taylor Barnard Distribution Ltd, NFT Distribution, Hays Distribution Services.

Year of establishment:

1999

Location of head office:

Dubai

Total employees:

260

Years in the company:

18


S

ince taking charge of Gulf Warehousing Company (GWC) Ranjeev Menon has secured year-on-year CAGR of 73% and under his leadership, the company has grown its logistics infrastructure to nearly 2 million square meters. Today it offers every supply chain solution across nearly a dozen facilities and logistics hubs, while bringing the best breed of international express courier under GWC’s umbrella. Over the last financial year GWC experienced a growth of 32% in its net profits and total revenues also experienced a 20% increase. Reflecting on 2016, Menon recalls the most significant achievement being the completion of Ras Laffan Industrial City – West Side Service Area facility. The facility features a 15,000sqm warehouse with specialised hazmat logistics specifications, in addition to open yard, bulk, and ISO tank storage in the remainder of the facility. Ongoing is the GWC Bu Sulba Warehousing Park, which is 65% completed of all construction operations, and currently on track for launch in Q1 2017. Calling on 25 years in industry experience, Menon believes the years leading up to the FIFA World Cup 2022, in Doha, will allow the logistics industry to “truly shine”. He adds: “Additionally, diversification of economic sectors has shifted from a recommendation to a necessity in the current economic climate, meaning that a number of new industries and clients in the SME and start-up sectors will require world-class logistics and supply chain services.”

7

Ranjeev Menon Group CEO, Gulf Warehousing Company Q.S.C.

Year of establishment:

2004

Location of head office:

D-Ring Road, Doha, Qatar Total employees:

1,950

Logistics News ME | October 2016 | 29


8 D

Engr. Mahmood Al Bastaki CEO, Dubai Trade

ubai Trade is tasked with supporting the logistics ambitions of Dubai, adding strength to the local economy. Dubai Trade continues to place its focus on delivering value to the trading community by investing in its core technology and Contact Centre platforms, developing new solutions for our stakeholders that will change the way cargo logistics is being managed currently. Dubai was named as the world’s fifth fastest growing city economy in 2015. Dubai Trade supported the achievement through its Dubai Smart City vision by enabling the Smart Economy and Smart Mobility pillars through various initiatives. Its role was to facilitate seamless trade across the borders and into the commercial capital of the country, Dubai, developing tight 30 | Logistics News ME | October 2016

integration with all stakeholders to ensure free movement of goods, associated information and also the flow of money. Engr. Mahmood Al Bastaki, CEO, Dubai Trade says: “With regard to the UAE non-oil trade outlook, we have reasons to be optimistic about 2016. The continued government support for megaprojects such as Dubai South, Dubai Design District and Expo2020 will add impetus to the local economy. Across the border, the expected opening of Iran’s economy to mainstream trade will provide a huge boost to various industry sectors in the UAE. The UAE leadership is also committed to cement a firm footprint in One Belt One Road, China’s plan to re-establish the Silk Route. These factors will ensure that UAE continues its growth trajectory for non-oil foreign trade in 2016 also.”

Year of establishment:

2009

Location of head office:

Dubai South Total employees:

230

Years in the company:

Founding member


Abdulrahman Essa Al-Mannai president and CEO, Milaha

Year of establishment:

1957

Location of head office:

Doha, Qatar Years in the company:

1

A

bdulrahman Essa Al-Mannai has been the President and CEO of Milaha (formerly known as Qatar Navigation) since September 2015, and leads all the business areas of the Milaha Group, succeeding Khalifa Ali al-Hetmi, who had previously announced his plan to retire. Prior to joining Milaha, Al-Mannai led the commercial planning and allocation functions at Qatargas. Having spent his career with Qatargas, he has overseen many areas, including the commercial function of UK’s South Hook LNG Terminal, which is Europe’s largest LNG regasification terminal and handles a significant percentage of the UK’s gas requirements.

Currently operating under six areas – maritime and logistics, Mailaha Capital, Milaha Gas, in addition to petrochem, trading and offshore operations – performance over recent months between divisions has been varied. Milaha Gas and Petrochem’s revenue grew by 56% despite a global slowdown in the shipping market. The investment in two LNG carriers made in the second half of 2015, and the mid to long-term nature of the majority of charter contracts, largely insulated this segment during the first half of 2016. Milaha Offshore’s revenue declined by 12% amidst the extremely challenging offshore business environment. Despite cost saving measures that have

significantly reduced operating expenses, operating and net profits continued to be under pressure due to volatility in the oil and gas market. Milaha Trading was impacted by lower heavy equipment sales related to a slowdown in construction activities. Milaha Capital’s revenue declined by 25%. Lower dividend income and continued volatility in the local equity market have negatively impacted the results of this segment. Al-Mannai’s extensive experience in LNG, gas-to-liquids, condensates, shipping and commercial marketing has manifested in a strong record of success. He holds a degree in Aeronautical Engineering from Qatar Aeronautical College. Logistics News ME | October 2016 | 31


Henrik Ambak

SVP, Cargo Operations Worldwide, Emirates SkyCargo

H

enrik Ambak joined Emirates SkyCargo in 2014, and is responsible for the management of all Emirates SkyCargo’s operations at its hub in Dubai, comprising the Cargo Mega Terminal at Dubai International Airport and Emirates SkyCentral at Dubai World Central, as well as the operations at more than 140 outstations across the world. Handling over 10,000 tonnes of freight in its first year, as of 2014 Emirates SkyCargo is the second largest cargo airline in the world, operating 50 dedicated cargo flights from Al Maktoum Airport, and to 100 further destinations through Emirates’ passenger network. Emirates SkyCargo is the first cargo airline in the world that has obtained GDP certification for its hub operations covering two airports and the 24/7 bonded trucking service that connects cargo between them.

32 | Logistics News ME | October 2016

10

Year of establishment:

1985

Location of head office:

Dubai

Years in the company:

2 years

The carrier also operates the largest GDP certified area in the world offering a total area of 8,600 square metres of combined handling space dedicated for pharmaceutical products at Dubai International Airport and Dubai World Central.

In the last financial year SkyCargo reported revenue of $3bn, a decline of 9%, while tonnage increased by 6% to reach 2.5 million tonnes in a challenging airfreight market. This year, freight yield per Freight Tonne Kilometre (FTKM) decreased sharply by 16%, and was also impacted by the weakening of major currencies In 2015 Emirates SkyCargo shipped close to 11,000 tonnes of pharmaceutical products across its global network through its hub in Dubai and, in response to the demand, Emriates Skypharma was inaugurated last month. The new facility is part of 11,000sqm extension of Emirates SkyCentral terminal at Dubai International Airport, and offers 4,000sqm of space dedicated to pharmaceutical cargo. In addition to this expansion, Services expanded in India in June.


Cover Story

Tom Nauwelaerts MD, Momentum Logistics

Abhishek Ajay Shah Co-founder and MD, RSA Logistics, Board of directors, RSA-TALKE

A

relatively new player on the block, 2016 has seen strong performance from RSA Logistics. The firm was awarded the 3PL Service provider of the year at SCATA 2016 on the heels of being awarded the Excellence in Trade at Star of Business and the CSR label by Dubai Chambers. Co-founder and MD Abhishek Ajay Shah recalls: “We have stuck to our strategy and been able to inaugurate a key strategic project for our petrochemical services through RSATALKE and break-ground on a facility that we believe will transform the cold chain industry under the banner RSA Cold Chain (RCC).” The company’s growth is sustained through partnerships, including one with Alfred Talke Logistic Services for RSATALKE to operate two chemicals storage facilities in DWC; and acquisition of assets and new projects such as RSA Cold Chain (RCC), which will offer end-to-end cold chain integrity for customers in an otherwise underserved market from Q1 2017. While he doesn’t consider himself to have made the greatest achievement of his career yet, Shah credits the company’s success to solving supply chain challenges for customers and building solutions through key relationships to make possible things that weren’t previously considered as possible. “We believe in challenging the norms and using tools to solve Year of establishment: supply chain challenges and we are very excited to see what we can do next,” he says. Shah adds: “The next 12 months will no doubt throw Location of head office: challenges to us and our industry however, we believe in the wider macro-economic outlook. Thus, Total employees: we shall continue to deploy our strategy and build the right technology to support and propel our growth in the coming months. Further, development of Years in the company: a highly enriched and empowered team will forever continue to be a focus area.”

2009

Year of establishment:

Dubai South

Location of head office: Part of the Gulftainer Group of Companies

230

Since 2009

34 | Logistics News ME | October 2016

A

lthough it’s only been a few months since Tom Nauwelaerts took over the reigns as MD of Momentum Logistics his time has been focused on balancing current market conditions with the company’s growth targets. As a result, Momentum has been rethinking its business model to adapt to new market realities- a strategy Nauwelaerts reports has worked well. The commercial strategy for the next 12 months will be fixed on leveraging the services portfolio within the current geographical span. This will bring a stronger focus on Saudi Arabia, with an expansion into Jeddah and Jubail where major port operations already exist. In addition, a market entry in the USA is on the agenda following the opening of, parent company, Gulftainer’s Canaveral Cargo Terminal in Florida. Logistics services will be further developed as an extension of the supply chain solutions offering. At home, Momentum will enhance customer reach across the UAE while ensuring the business model is ready to scale up. Nauwelaerts says: “Since I only recently joined Gulftainer, some modesty would be only appropriate. One of the first decisions we implemented though, was basically to further build on the many good things already there. This means that we will continue with a strong focus on our customers, putting them centrally in everything we undertake.” “From an organisational perspective, we are going from a country structure to an integrated regional structure, which makes our management model ready for stronger growth outside of our established markets. In addition, we are encouraging our staff to grow into more challenging positions across our logistics business.” “Logistics is a pure people’s business and being able to provide careers and growth development to so many people while continuing to achieve the company’s objectives is something which gives me a sense of achievement on a personal level.”

2008

Total employees: total Group

4000

/ Momentum

Years in the company: appointed less than

300

1 year ago


Cover Story

14 Jean-François Condamine

President, UPS Indian Subcontinent, Middle East and Africa District, UPS

13

Bernd Struck SVP, UAE Cargo, dnata

B

ernd Struck leads dnata’s cargo business in the UAE, having joined dnata in Dubai in 2008 as VP of Baggage Services before moving into his current role in May 2014. Across three continents, dnata Cargo handles 2.3 million tonnes of cargo annually; over 6,300 tonnes of cargo a day. Operations serve 198 airlines, with cargo operations at 40 airports. In its 57 years of operation, 2015-16 has been dnata’s most profitable yet, crossing AED1bn profit for the first time. Building on its strong results in the previous year, dnata’s revenue grew to AED10.6bn. dnata’s international business now accounts for more than 64% of its revenue. Building on last year’s record levels of investment, dnata continued to lay the foundations for future growth by investing AED585mn into developing its people, facilities, technology and new acquisitions Revenue from dnata’s UAE Airport Operations, including aircraft and cargo handling increased by 13% to reach AED2.9bn. The strong revenue rise accounts for the effect of the 80-day runway closure at Dubai International airport (DXB) which dampened revenue growth in the previous year. In line with revenue growth, the number of aircraft handled by dnata in the UAE increased 12% to 211,000, whereas Cargo handling dropped by 6% to 689,000 tonnes reflecting the cargo industry’s ongoing malaise. Dubai Year of establishment: World Central now accounts for 24% of dnata’s cargo handling activities in Dubai. During the year, dnata began operations at DXB’s new concourse D, with 3,000 staff Location of head office: trained to help customers transition to the new facilities. Al Maktoum International airport at Dubai World Central Total employees: (DWC) marked its first full year of passenger operations in 2014, and became a regional cargo hub with a capacity of 16 million tonnes per Years in the company: year. dnata now handles more than 80,000 tonnes of cargo a month at DWC and this number will continue to grow.

1959

Dubai

18,000

8 years

T

aking on the newly created position of regional president for Indian sub-continent and MEA, in 2013, Jean-Francois Condamine heads 70 high growth markets. In 2015 international operating profit of $2.2bn was achieved – the highest ever – and in July of this year, UPS announced its sixth consecutive quarter of double-digit growth. Total global revenue was $14.6bn, up 3.8% over the same quarter last year. Joining UPS in 1990, Condamine worked his way through the ranks of centre manager to country manager and even participated in the launch of the Pan European network with the implementation in France of a feeder transportation plan improving the efficiency of UPS European ground transport. Regionally, 2016 has been strong with the inauguration of a new service centre in Kuwait in June and the launch of a wholly owned subsidiary in Morocco; a strategic choice given Morocco’s ability to help better connect the European and African continents. UPS now is the most highly capitalised logistics company in Morocco. In East Africa, a partnership was extended with Kenya’s Freight In Time and UPS Worldwide Express Freight service expanded to nine new countries: Bahrain, Bangladesh, Kuwait, Malta, Morocco, Pakistan, Qatar, Sri Lanka, and Tunisia. Condamine says: “Trade between African countries represents only 11% of total African exports and imports. And here we see enormous potential for Africa to trade more with itself and the world given the continent’s young and growing labor force, an asset not to be undervalued given the otherwise ageing world population. And with a digital revolution underway, Africa’s largely untapped internal markets represent opportunity, especially as household consumption continues to grow. In light of all of this, it should become clear why we have focused on our footprint in Africa.” Year of establishment:

1907

in Seattle, USA

Location of head office: ISMEA Headquarters in Jebel Ali Free Zone (South), Dubai, UAE and World Headquarters in Atlanta, USA Total employees:

444,000 worldwide

Years in the company:

26 years Logistics News ME | October 2016 | 35


Cover Story

Abdulaziz Al-Subaie Year of establishment:

1992

Location of head office:

Dubai Nadia Abdul Aziz

President, NAFL, and CEO of UNASCO

T

he oldest association of freight and logistics service providers in the Middle East, National Association for Freight and Logistics (NAFL) was formed under mandate from the government of Dubai, responding the need to bring together the increasing number of freight and logistics service providers in the UAE. NAFL, is the first national association of freight forwarders to be established in the Arabian Gulf. Headed today by Nadia Abdul Aziz, the first female president of NAFL, through the organisation she is currently bidding to bring FIATA World Congress in October 2020 to Dubai. In her work with NAFL and WILT-ME she has been firmly focused on the inclusion of UAE nationals in the logistics industry and has clear ambitions to increase the numbers of both Emirati and female leaders, presenting UAE nationals with growing job and training opportunities as part of being members. Abdul Aziz is also CEO of UNASCO in addition to committing to a number of voluntary and charitable roles. She says: “My goal is to fit and work hand in hand with our government and their strategies to raise the freight, logistics and transport standards by providing valuable workshops, seminars and professional certified trainings on the industry. “I am going to work on offering scholarships to UAE nationals who want to enter this field seroiusly by working to place interns in industry with our member companies.” Abdul Aziz is using her unique position to further secure Dubai and the UAE’s place on the global stage – not to mention striving for future innovations across the industry – and promoting the prevalence of both Emirati nationals and women in logistics.

36 | Logistics News ME | October 2016

CEO, Warehousing Projects and Logistics Co.

W

arehousing Projects and Logistics [WPL] achieved several goals during the first four years of operation and concentrated on developing warehousing hub locations and building new infrastructure, under the leadership of CEO Abdulaziz Al-Subaie. In 2016, the company had grown enough to be able to lease a huge percentage of its land back and also signed up for a new location at SOHAR Free zone in Oman, to launch the 3PL Services division. To date, 3PL Services has established presence across Dammam, Riyadh and Jeddah and is catering to a mix of large and medium size clients’ logistics needs WPL grew 25% over the last financial year both in revenue and in the asset development, also meeting target to secure new locations and add services to the portfolio. Over the coming two quarters, development in Jeddah and Madinah will complete and focus will shift to the development and leasing of the Warehousing parks in King Abdulla Economic City [KAEC]. In SOHAR the aim is to grow 3PL Services into a full-fledged logistics services unit across multiple locations. Al-Subaie, says: “As a businessman, you come across interesting opportunities every now and then. The challenge is to avoid getting carried away by lucrative opportunities that are not part of your planned sector or domain. As we chose to remain focused on warehousing and logistics, this has paid off returns since the inception of this company. The biggest achievement has been to focus on an area where not many players ventured in logistics asset development, and to stay the course for a long term.” Year of establishment:

2010

Location of head office:

Dammam, Saudi Arabia Total employees:

75

Years in the company:

5 years


Cover Story

Frédéric Zielinski

GM, Swisslog Middle East LLC, Dubai

Mahmood Sakhi Alballushi

CEO Almadina Logistics Services Company and Muscat Container Depot

S

wisslog as a member of the German automation company KUKA Group, which employs a strong focus on innovative solutions such as Industry 4.0, Smart Logistics and Big Data Technologies, and through this membership aims to introduce such technologies to companies operating in the Middle East. Through the integration of the latest warehouse automation technologies, as well as a variety of innovative services across all warehouse operations, Swisslog’s Industry 4.0 solution portfolio is already considered a pioneer in future-proofing warehouse automation. It was under the leadership of Frédéric Zielinski that Swisslog won its first Gulf region contract, a moment in his career he describes as “extremely proud”. “Developing a new market requires patience and hard work, but this was possible thanks to the support of the local team and local partners, as well as support from our headquarters,” he says. “Coupled with the ongoing growth of our business, I am most proud of the securing of major projects and the successful realisation of projects. The expansion of the team is another great achievement this year,” he adds. The aim for the next 12 months is to further expand the regional footprint, an important market for Swisslog Warehouse and Distribution Solutions. With many areas of business in the region performing well, the sector focus for the coming year will be concentrated on F&B, retail, 3PL and pharmaceutical.

E

stablished in 2007, Al Madina Logistics Services Company had one of its strongest years in 2015, despite the plunging oil price and increase in competition. Revenue rose 11% while gross profit increased 105% when compared with 2014. The net profit in 2015 was around 9% of revenue, whereas the net profit is expected to be 7% of revenue in 2016 due to the economic and market conditions. Overall revenue is expected to grow by 12% in 2016. CEO Mahmood Sakhi AlBallushi has been with the company nine years and during which it has become known as the first national 3PL company in Oman. It has developed a leading distribution centre – a paperless facility – and developed and now operates the first and only dry port in Oman, which handles all LCL cargo and all frozen export fisheries. Major ongoing projects include the bonded facilities at South Al Batinah Logistics Hub in Oman. In addition, the company is also planning to develop a logistics hub at the various airports sites in Oman to support the development of the air cargo operations. AlBallushi has also been a key voice in drafting the Oman National Logistics Strategy (ONLS), completed in 2015 and spanning to 2040, and remains an advisor during its implementation.

Year of establishment:

2015

Year of establishment:

Location of head office:

Switzerland

Location of head office:

Total employees:

Total employees:

2800

in the Swisslog Group globally

Number of years you have been with the company:

12

18

2007

Muscat 180

Years in the company:

9

Logistics News ME | October 2016 | 37


Cover Story

20

19

Walid Khoury MD, ALS Logistic Solutions

W

alid Khoury is the man who steered ALS Logistics through its 2007 takeover; a decision he reflects on as both “the best moment of his career” and “the most difficult decision to make”. Before that, Khoury had met one of his most challenging KPIs: to make the company profitable within 24 months. New to the industry and company, the odds weren’t great but it was a task he completed before deadline. While the takeover coincided with “the worst business years” in 2008 and 2009, today the company is performing well despite the impact of oil prices and bids are being placed on projects relating to consultancy, materials handling systems and automated car park projects. Khoury Is proud to say he avoided layoffs that would affect long serving members of staff. Over the last year, ALS has been involved in such projects as: Dubai airport, Muscat and Salalah Cargo Terminals, Al Tadawi Hospital Dubai, and DWTC. Work has included the design, supply, installation and commissioning of an automated Year of establishment: car parking system; design, supply and installation of conveyor systems with sorter system; and small to medium size cargo handling projects in the region Location of head office: especially in the new Al Maktoum Airport at Dubai South. Instilling a customer focussed culture in the company Khoury Total employees: believes in nurturing the professional development of his teams, to keep an eye on the trends that drive business. He Years in the company: credits these as future cargo technologies, modern economy status, security or car park system efficiency.

1996

Dubai, UAE

38 | Logistics News ME | October 2016

Eugene Mayne CEO, Tristar Group

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ristar, which began as a fleet of three trucks in 1998, today owns and operates a fleet of 20 ships and is on target to deliver 25% growth this year, made possible by the first time acquisition of Abu Dhabi-based Eships for a deal valued at $90m and the commissioning of six brand new MR tankers under the Silver project with Shell Trading Singapore. Now working to achieve its 2020 ambitions, Tristar is focussed on growth, identifying new markets and acquiring new tonnage to provide integrated service offerings to new and potential clients. Tristar has also commissioned a multi-logistics polymers facility in JAFZA South, UAE to receive bulk PP/PE granules into silos and bagging of the granules by fully automated bagging operation into FFS film bags and/or big-bags. In addition, the CABS (Calcium Alkyl Benzene Sulphonate) manufacturing plant project in Hamriyah Free Zone is racing towards completion with production due to begin by early December 2016. Group CEO Eugene Mayne says: “On the professional side we are very proud of all the successes that we have witnessed to date and are determined to continue to grow and prosper without losing sight of our humble beginnings and the need for us to continue to be a company that puts people above all else by welcoming and treating all people fairly and with respect immaterial of their ethnic background or social status. Our Tristar Happiness Centre is testament that we are a people first company.” Year of establishment:

1998

Location of head office:

Dubai, UAE

44

Total employees:

15 years

Years in the company:

Globally

2,000

with 700 in the UAE.

Since 1998


8

th edition

31 October - 2 November 2016

Dubai International Convention and Exhibition Centre United Arab Emirates Part of

Under the patronage of His Highness Sheikh Hamdan bin Mohammed bin Rashid Al Maktoum, Crown Prince of Dubai

The maritime meeting place for the Middle East Your gateway to: Middle East, Indian Subcontinent, Africa, Central Asia

International exhibition Interactive conference ● Key networking opportunities ●

REGISTRATION NOW OPEN @SeatradeME

Go to www.linkedin.com and join Seatrade Maritime Events group for information and updates

www.seatrade-middleeast.com P la tinum s po ns o rs

G o ld s po ns o rs

Silver sponsors

Supporting organisations

DUBAI

UNITED ARAB EMIRATES

Seatrade Maritime Events


Event Preview

All aboard

Taking place in Dubai between 31 October and 2 November, Seatrade Maritime Middle East is expected to attract almost 8,000 attendees across 69 business sectors in 2016

42 | Logistics News ME | October 2016


Event Preview

O

ver 200 exhibitors, more than 7,500 fellow maritime peers from across the globe. Seatrade Maritime Middle East (SMME) 2016 is one of the biggest shows to date. The exhibition will also incorporate a conference and awards ceremony (see next page) in addition to the annual International Ship suppliers and Services Association’s (ISSA) Convention, and its local National Association, UAE National Ship Suppliers Association (U.N.S.S.A). It will be the 61st convention and will run throughout SMME. The ISSA Convention has just unveiled part of its speaker line up for the conference element which has been titled ‘Coping efficiently with challenges and embracing the digital age’. Saeed Al Malik, chairperson of UNSSA, and a speaker at the conference, said: “I have known the Seatrade team for a great

Saeed Al Malik, Chairman, UNSSA many years and it is an exciting opportunity to be aligned with the

exhibition and for our members to benefit from the numerous networking opportunities offered throughout the event.” On 1 November the show’s conference returns under a new name, Seatrade Tanker Middle East, and with a strong line up of topics and speakers including a comprehensive discussion of the fundamentals of the crude oil tanker market and an analysis of the factors influencing the shape of product tanker demand and those driving it, including refining, and the composition of the order book. Chris Hayman, chairperson of Seatrade, said: “In light of discussions that we have had with major stakeholders in the industry and general market feedback, I am pleased that we can reintroduce this important theme to the overall programme in the knowledge that the tanker shipping market is continuing

Logistics News ME | October 2016 | 43


Event Preview

Show Highlights Seatrade Maritime Middle East, part of Dubai Maritime Week, takes place from 31 October – 2 November at Dubai World Trade Centre exhibition halls. UAE National Ship Suppliers Association (U.N.S.S.A), 31 October – 2 November International Ship suppliers and Services Association’s (ISSA) Convention. It will be the 61st convention and will run throughout SMME On the evening of 31 October there is the Seatrade Maritime Awards Middle East, Indian Subcontinent and Africa, at Atlantis, The Palm. 1 November, Seatrade Tanker Middle East, forum area at Seatrade Maritime Middle East. Moderated by Katharina Stanzel, MD, INTERTANKO. to perform well.” The Seatrade Maritime Awards, to be held 31 October at Atlantis, The Palm, is held under the patronage of is under the patronage of His Highness Sheikh Hamdan bin Mohammed bin Rashid Al Maktoum, Crown Prince of Dubai. The judging panel for 2016 will be chaired by Joe Brincat, Vice President, Middle East Region, ABS. Brincat said: “This year’s judging panel is a testament to the importance of these awards. Amongst them are some of the key leaders in the industry who are dedicating considerable time and effort to ensure the rigorous judging process is adhered to with an end result of rewarding winners with the highest acknowledgement possible in the region.” The judging panel is confirmed with Industry Judges: H.E. Dr Nabeel bin 44 | Logistics News ME | October 2016

Andrew Williams, General Manager, Seatrade

Mohammed Al-Amudi, President, Saudi Ports Authority; Capt. Abdulla Al Khanji, CEO, Qatar Ports Management; Eng. Abdullah Al-Sulaiti, Managing Director, Nakilat; Shaikh Daij Bin Salman Al Khalifa, Chairman, ASRY; Rene KofodOlsen, CEO, Topaz Energy and Marine; Gary Lemke, Executive Vice President, Abu Dhabi Ports; Vivek Seth, CEO, Halul Offshore Services Company. Technical & Operational Judges: Efthimios E. Mitropoulos, Secretary-General Emeritus, International Maritime Organization (IMO); Ashik Subahani, Chairman, RINA UAE Branch & Managing Director, Great Waters Maritime LLC and Katharina Stanzel, Managing Director, INTERTANKO. Industry Insider Many key issues will be on the table for


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Event Preview

Chris Hayman, Chairman, Seatrade Chris Hayman: “The low oil price has continued to benefit the tanker market in both crude and product sectors. “Recent signs of increased demand for crude oil imports in India and China give grounds for optimism. Demand is being generated by the granting of import licences to China’s privately owned ‘teapot’ refineries – a trend that is expected to continue in coming months. Growing near-term OPEC supply and declining US production will support tanker demand by increasing voyage distances.” “New refinery development in the region also bodes well for the product tanker sector, and a tight market for finance will act as a constraint on new orders, despite low prices. Meanwhile the return of Iran to the market adds an interesting new dynamic.”

46 | Logistics News ME | October 2016

discussion, both in the conference hall and exhibition hall, and those discussions are likely to involve Iran. With trade potentially worth $59bn by 2018, the regional maritime sector must be poised for both the challenges and opportunities ahead. One of the largest economies in the region, with an estimated nominal GDP of $397bn in 2015, EU trade with Iran currently stands at around $8bn, and is expected to quadruple in the next two years according to data from a Q1 2016 Seatrade-commissioned report prepared by global legal practice Stephenson Harwood. “With the majority of US secondary sanctions and EU sanctions already removed, this is a milestone moment in the growth of our industry, opening up a wealth of trading opportunities as well as investment opportunities to support

Iran’s maritime sector, particularly infrastructure development,” said Andrew Williams, GM, Seatrade. The UAE is Iran’s largest non-oil trading partner and is also Iran’s largest source of imported goods worth around $27.3 billion, in fact the UAE accounted for 96.7% of GCC exports to Iran in 2013. As far as GCC imports from Iran go, the UAE accounts for more than 62% with Oman taking 26%. The financial benefits to the Iranian economy are significant too. By lifting energy sanctions it potentially increases Iran’s oil exports revenue to $10 billion by 2017, boosts its GDP growth from zero to 5%, and allows up to $30 billion of foreign reserves, which are currently frozen, to be brought back into the country. Indeed, Indian oil refiners alone owe Iran more than $6.5 billion.


Event review

On the ground at IAA 2016 Logistics News ME catches up with all the latest transport industry happenings at IAA Commercial Vehicles Show 2016

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he 66th IAA Commercial Vehicles Show took place in Hannover, Germany, last month with a firm focus on future technology and sustainable solutions. The show was packed with sustainable alternative fuels, selfdriving vehicles and enhanced safety and drive features across a range of new models. “This IAA Commercial Vehicles opens wide the window on the future of transport, logistics and mobility. It shows that we are driven by ideas. The commercial vehicles of tomorrow will be digitally connected. That will bring more safety, more efficiency and more comfort. The advantages of commercial vehicles will be even greater in towns and cities. Urban logistics will become ever-more emissions-free because many of the vans and buses operating in towns will use electric and hybrid drive. The ‘online society’ that has goods delivered to the door needs commercial vehicles more than ever. The market will continue to grow worldwide,” said Matthias Wissmann, President of the German Association of the Automotive Industry (VDA), during the IAA Media Night. A total of 2,013 exhibitors from 52 countries displayed their latest developments at the show. Foreign exhibitors comprised 61%, with the five highest representations of any country, made up of: China, with 229 exhibitors; Italy, with 145; the Netherlands, with 121; Turkey with 92; and France, with 85. Just over one exhibitor in three hailed from Europe, excluding Germany, with one in five from Asia.

48 | Logistics News ME | October 2016


Event review

FUSO E-canter to enter production 2017 Fuso will bring the third generation of the all-electric light-duty truck, eCanter – the systematic enhancement of the Fuso Canter – to market under a small series production run for delivery across Europe, the USA and Japan from 2017. Six years after the launch of the first generation fleet, Fuso presented its all-electric Fuso eCanter; celebrating its world premiere at the IAA this year marks the third generation of the vehicle and will go into small series production by next year. New features on the eCanter include a variet of combinable battery packs with the vehicle being premiered at the IAA features a battery capacity of 70 kWh. Depending on the body, load and also usage, a range of more than 100 km without stationary recharging is possible. The batteries are spread over five units, one centrally in the frame right behind the cab and two more on each side of the frame. Individual battery packs with three to six sets of batteries of 14 kWh each are planned for the upcoming small-

scale production run. This allows the eCanter to be adapted to customer requirements with regards to range, price and weight. New design features on the models include LED headlamps a distinct grille and bumper, and a redesigned interior including a central, removable tablet. The wide comfort cab is painted in metallic blue, while the fully-clad sides are finished in anthracite grey with a blue LED strip. A walk-on glass floor in the exhibition vehicle’s box body offers a view of the drive unit and the batteries. The all-electric truck provides an economic alternative to diesel engines, with low running costs bringing ROI down. The results of a year-long fleet test with the second generation of the Fuso Canter E-Cell have shown that around €1,000 per 10,000km can be saved with this vehicle compared with a diesel version. Coupled with maintenance costs which are around 30% lower, this makes the Fuso an economical solution for customers. FUSO is the third brand from

ZF Trucks “see, think and act”

ZF’s Innovation Truck 2016, works to the vision of accident-free driving or “Vision Zero.” Its efforts have resulted in a Highway Driving Assist (HDA) system which helps to keep the vehicle in its lane, and an Evasive Maneuver Assist (EMA) system which allows a truck to independently evade obstacles and brake. The latter was developed in cooperation with WABCO. The Innovation Truck 2016 also boasted the highly efficient solution with its autonomous maneuvering function SafeRange. Both the EMA and the HDA systems can help prevent accidents more effectively. The system not only warns the driver that the semi-trailer truck is unintentionally moving out of its lane, it also actively and independently keeps the truck in the lane. At the same time, it automatically maintains a safe distance from the vehicles in front at any speed, also including stop-and-go functionality.

Logistics News ME | October 2016 | 49


Event review

Iveco delivers Germany’s first LNG-powered long-haul truck Iveco will soon be operating 20 Stralis NP trucks – the first gas truck designed for long haulage – for the purposes of fresh food logistics and distribution in the Berlin area. The liquid natural gas- powered (LNG) vehicle is equipped with a 400 hp engine, it has the same payload as an equivalent diesel truck and, with a range autonomy of up to 1,500 km, it can travel from Madrid to Frankfurt without refuelling. Guaranteeing the same of higher TCO (total cost of ownership) The STralis NP can be a profitable option at 120,000 km/year, and deliver significant extra savings over that mileage. Meyer Logistik is also co-ordinating the construction of a public LNG filling station on the east side of the Berliner Ring orbital motorway. Pierre Lahutte, Iveco Brand

president, is delighted that the door to more sustainable logistics is now open in Germany, and said: “Iveco is a leading technology developer in the natural gas sector. “Our customers in Spain, Italy, the UK and the Netherlands are demonstrating that LNG is an equally reliable and efficient technology that has far less of an environmental impact than other fuels. “The Stralis NP not only produces cleaner emissions, but is also extremely quiet. This makes the vehicle suitable for urban use and calms residents’ concerns about noise”. Iveco also announced news from the bus and coach side of its business, introducing a new Evadys coach, positioned between the Crossway and Magelys and completing the Iveco Bus coach range; and Iveco Magelys was voted

Iveco Evadys

50 | Logistics News ME | October 2016

Mercedes/ Krone tie up to reduce CO2 by 20%

Working together, Mercedes-Benz Trucks and the trailer manufacturer Krone are aiming to “transform” the concept of an “integrated approach” to reduce CO2 by 20% in less than twelve months. The integrated approach involves everyone in the haulage sector playing their part in reducing fuel consumption: commercial vehicle manufacturers, body/tyre suppliers, logistics companies and, last but not least, political decision-makers. The specific Mercedes-Benz Actros unveiled at the IAA 2016 features the efficiency package and the latest generation of the OM 471 six-cylinder in-line engine, Predictive Powertrain Control (the anticipatory cruise control system) and A-label low rolling resistance tyres. When combined with the new Krone “Profi Liner Efficiency” trailer, it promises a reduction in fuel consumption, and therefore CO2 emissions, of up to 20% compared to existing combinations. A standard semitrailer-tractor combination from 2014 forms the basis of this comparison. Mercedes-Benz Trucks and its partners launched the first Efficiency Run last year and were able to save up to 14% on fuel as a result in comparison to a standard semitrailer-tractor combination. Gero Schulze Isfort, managing director of the Krone Commercial Vehicle Group, said: “Working in partnership has moved us a decisive step forwards in terms of the integrated approach. Last year’s Efficiency Run more than confirmed our expectations. We have subsequently further foptimised our trailer, particularly with regard to everyday practicality. Thus, this year we were able to launch another field trial, now ended, which has resulted in a semitrailer that is fit for series production and is now going on the market – the Profi Liner Efficiency.”


GETTING CLOSER TO THE TOP...

Getting closer to the top of the tallest mountain in the UAE will soon be a lot easier, thanks to the fleet of Volvo construction equipment used in the building of the road to the Jebel Jais mountain. When it’s finished, the route will run from Ras Al-Khaimah right to the 1,910 metre summit. The road has already become a popular destination for motoring enthusiasts, who like to show off what their machines can do. But when the road runs out, that’s where the Volvo VIDEO http://goo.gl/FPsU43

operators show off their machines. And it’s impressive to see what they can do. If you want to get closer to the action, scan the code and watch the video. Building Tomorrow.


Event review

Daimler presents urban transport vision

Aiming to make the transportation of goods and people emissions free in the near future, Daimler unveiled its ambitions for urban transport at IAA Hannover 2016, in front of a packed hall of industry executives, including the world premier of Urban eTruck from Mercedes-Benz. The locally emission-free 26-tonner for heavy-duty distribution transport has a range of approximately 200 kilometers. Market launch could be early in the next decade. As early as 2018, Mercedes-Benz Vans will launch a series-production van with electric drive. Mercedes-Benz previously announced series production of an electric city bus. In order to make the transportation of goods and persons by road more economical, Daimler is giving its commercial vehicles full connectivity and offering extensive digital solutions for all parties involved in transportation. “At the last IAA Commercial Vehicles, we focused on long-distance transport: With our Mercedes-Benz Future Truck 2025, we were the first to show the world that autonomous trucks will make long-distance transport safer and more efficient,” stated Dr. Wolfgang Bernhard, member of the board of management of Daimler AG, responsible for Daimler Trucks and Buses. “At this year’s IAA, our focus is on cities: we are presenting our vision of urban transport. Just like with long-distance haulage, our goal is to achieve more safety and efficiency than ever before – and also to be free of local emissions. This will make our cities even more pleasant to live in, 52 | Logistics News ME | October 2016

despite rising populations and an increased need for transportation,” continued Bernhard. While on the move, the Mercedes-Benz Actros with Highway Pilot contacts other autonomous trucks that are traveling in the same direction. They come together and form a platoon. The three trucks moving as a unit reduce their wind resistance; this reduces fuel consumption by about 7% as well as the space needed on the freeway, as they can drive with a gap of 15 meters between them instead of 50. Thanks to intelligent connectivity, the platoon seeks the most intelligent route with the lowest traffic density. Such AI could be common place in the not too distant future, with teams from all three divisions, Daimler Trucks, Daimler Buses and Mercedes-Benz Vans, working intensively on bringing this vision into reality. Commenting specifically on Daimler Buses, Hartmut Schick, Head of Daimler Buses, said: “Our partially autonomous Future Bus from Mercedes-Benz revolutionises public transportation. We are the first with a city bus that can drive in automated mode in real traffic situations. “CityPilot will make traveling by bus in the city even safer, more comfortable and significantly more efficient. That will pay off: for the passengers, the bus operators and the bus drivers. That’s why we are going to invest about €200m in the further development of our city-bus portfolio in the next five years. We want to put CityPilot into series production early in the next decade.”

MAN unveils new portfolio MAN presented its future-proof portfolio of trucks at the IAA Commercial Vehicles fair, including design innovations for the TG Series. In combination with the new versions of the MAN TipMatic transmission, the MAN ranges provide highly efficient, economical and environmentally-friendly drivetrains. As a result of the reworking of the exterior and interior design; all TG series models are equipped with new standard steering wheels. MAN is introducing numerous driveline innovations in its new TipMatic generation, designed to reduce fuel consumption and increase driving comfort. In combination with the new versions of the MAN TipMatic transmission with individually coordinated driving programmes for every area of application. With its new generation of gearboxes, MAN is further enhancing the potential to save more fuel. MAN has optimised the automated TipMatic gearbox in their vehicles with individual moving-off and switching strategies for each specific area of application and added various new functions to enhance efficiency and comfort. The new version of the GPS-supported MAN EfficientCruise with its anticipatory cruise control is now available in combination with the EfficientRoll gearbox function. This switches the gearbox into neutral on a gentle downward gradient to use the momentum of the vehicle without any drag losses. Models also include new infotainment systems with larger displays and refined sound will be available in the MAN TGX, TGS, TGM, TGL and TGS WorldWide. The top-of-the-range model is the MAN Multimedia Truck

Kögel: “Ideas drive us” Under the slogan, “ideas drive us”, Kögel and exhibiting partner Humbaur, displayed more than 11 products during IAA Hannover, with Thomas Eschey, MD of Kögel GmbH & Co. KG, commenting: “We are very pleased to be able to show our customers a large number of solutions, innovations and trailers again this year as well, which provide diverse added value. “We have found the right approach to our customers with the Kögel trailer axle – KTA and the new Kögel Light,” he added.


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F a c e t o fa c e

Iraqi Insider Brain Cartwright meets Colin Hindley, CEO, Iraq - Agility Global Logistics

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his month I met with Colin Hindley the CEO, Iraq for Agility Global Logistics. Colin has been with Agility for over 10 years and has spent much of his time leading major projects for them across the globe. It’s difficult to get a real insight into logistics in Iraq unless you are involved on a daily basis, so Colin was able to provide me with some really interesting insight into what’s happening there in the world of logistics. The majority of people only know Iraq based on what they hear or read in the news, which is generally negative, so what is the actual situation on the ground in Iraq when it comes to logistics? It’s important to understand Iraq as a whole, with a number of tribal influences and cultural aspects, which have a direct impact on the social and political situation. Given the current situation in the country, the primary focus of any operation is on security and compliance with laws and regulations. Iraq remains divided at the moment, with heightened security concerns in the West and in areas North of Baghdad, making operations in these areas more onerous. Most of our logistics operations in Iraq revolve around the oil and gas industry, and thankfully the majority of oil fields are in the South and East, lessening the risk somewhat, although it’s still a prominent focus area. In the majority of our on-going projects, we focus a lot on utilising local resources, training and employing 54 | Logistics News ME | October 2016

Colin Hindley, CEO, Iraq - Agility Global Logistics Iraqis and developing the skillsets of the local workforce. Agility is very supportive of developing Iraqi talent, and has early plans to create a training centre at Rumaila Energy Park to further this initiative. What’s required to provide a successful logistics service in Iraq? Having the right infrastructure is vital for any logistics operation, regardless of the country. As for Iraq specifically, a modernisation effort is needed. For example, the market still requires basic infrastructure such as roads, bridges, railways, and even a proper telecommunications system. This poses a challenge for operations, because limited infrastructure is detrimental to the quality of logistics. Naturally, the upgrading of

infrastructure in Iraq is a work in progress and will take time. Given the size and scope of the oil and gas industry in Iraq, the development of the infrastructure needs to be done in parallel with the industry. International oil companies are doing their part to further this development, because they are reliant on it for their own operations. Ultimately, it is the logistics business that drives both Iraq and its oil and gas industry. The international oil companies and their contractors depend on the fact that their equipment, such as rigs, turbines, generators, pumps and valves are able to enter the country and be delivered to them on-site within a given timeframe so as to maintain operations. Often, the lack of security is cited as one of the reasons why logistics companies are faced with having to delay delivery, resulting in operators and contractors having to halt their operations. Risk appetite translates more into how willing you are to mitigate your risk and what measures you have to take to ensure these risks are mitigated. Every project we decide to take on is carefully analysed. We understand what it takes to be successful in a market where the infrastructure and the regulations are not necessarily fully developed yet, and we are willing to take calculated risks in both emerging markets and underdeveloped regions. This is because we know how to mitigate these risks, which in turn enables us to get a head start on our competition. How has your business in Iraq been affected by the low oil prices? Given that Iraq has the fifth largest oil


F a c e t o fa c e

reserves in the world, and that there is a reliance on the oil and gas market, the slump in oil prices in addition to the political instability of the country has definitely impacted business in the country. Most international oil companies operating in Iraq have large investments and long-term commitments to the market, meaning they have continued to operate, but on a reduced cost basis. Since a lot of our work in Iraq is done with these corporations, this means that we have also continued our operations, but with a focus on cost-saving initiatives and pursuing opportunities to become more efficient in the way we work. At Agility, we’ve also diversified away from oil and gas, and we focused on the power industry in the short term to meet power outages. For example, we’ve already completed one fast track power project at Diwaniya. For the long term, we are using this period to better position ourselves to ramp up operations in line with a recovery in oil prices. Iraq will need to maximise production to optimise the income from the industry when it’s possible, so all parties are motivated to ramp up when it’s economically viable. With the on-going conflict in Iraq do

you see any opportunity to build a sustainable long term business? Security incidents remain reasonably isolated, and the southern region of Basra is safer compared to the rest of Iraq, with the exception of the Kurdistan region. However, the security situation in the country is an obstacle to any company, whether local or international. Companies have to take appropriate measures and secure their employees, their facilities, their assets and their business as a whole. At Agility, we always take necessary precautions and have to assess the daily security reports to determine whether moving shipments around the country is feasible and safe. Whilst the oil price crash and the security situation mean there are challenges to overcome, Iraq can still be a positive country to do business in. The oil price will recover, and due to its reliance on the oil and gas industry economically, Iraq will need to ramp up production, meaning there is a strong foundation for a long-term presence in the market. We always have a strong focus on HSE, and compliance with regulations is the bedrock for everything we do, and with our emerging markets roots and expertise, we are equipped to operate in Iraq.

About Brian Cartwright Brian Cartwright is the Managing Director, Middle East and Africa for Logistics Executive Group, he has partnered exclusively with Logistics News to run a series of interviews with senior executives to uncover the facts and provide real time insight on what’s happening in the SC and Logistics sector across the region. As a respected thought leader with extensive networks and knowledge of the Supply Chain and Logistics sector, he’s the ideal person to get the inside word on behalf of Logistics News.

Logistics News ME | October 2016 | 55


Viewpoint

Choices, Chances and Changes Prakash Menon writes on how the real risk in business is taking no risk at all

Retailers are now operating in a highly volatile market and, thanks to this volatile environment, there are many more opportunities which will come knocking on your door. As retailers, you should be smart enough to be taking those chances when the opportunities arise. Not taking any risk in this environment will prove to be the riskier move in the long run. You should take some chances when the time is right, and in this way you have some hope of making it big. Once the chances are taken, you can make some changes along the way. But if you refrain from making any choices and taking any chances and instead you try to play it safe, you’re heading towards the biggest risk possible, which is not taking any risk at all. After all, the real risk is doing nothing. If you risk nothing, then you risk everything. – Geena Davis An entrepreneur, a businessman or a retailer is born to take risks. You haven’t reached so far without taking risks, and you won’t go far without taking risks. Most people think that luck leads to success. Well, they couldn’t be more wrong. It’s not luck, but the preparation to grab the opportunity at the right time that leads to success. The key to taking your chances as they come up is to be prepared for those changes to come. Opportunity knocks on 56 | Logistics News ME | October 2016

every door, but it’s not all who can make the use of it. It’s because, they are ill prepared as they do not have the knowledge, skills and tools to make good use of it. Or, they don’t take chances because they are so fixated on what they can’t do, that they miss to see the new opportunities when they arise. And as a result, the opportunities are wasted, and these people are left rubbing their hands, either repenting the lost opportunity or cursing their bad luck! For instance, who would have thought, 10 or 15 years ago, that the book printing industry would be falling apart and that the major cities around the world would see

book stores shutting down? No one. But then the Internet came along and revolutionised the whole world. People took to iPads and Kindles in an alarming manner, and thus changed the way books were read. Similarly, remember when online banking was introduced. At first, people were scared to go online for banking operations. They were too scared to take the risk of putting their details on an online platform. But things have come a long way since; in today’s environment, if you are still stuck with your old philosophy and principle, and are unwilling to go online and do banking, you are asking for serious trouble as a retailer. Adapation is the keyword here. Adapt to the challenges - you need to rise to the occasion and seize the opportunities as they come up. Adaption to the changing environment is very important to thrive in the business world. We have already seen what has happened to those who have refused to change with the times. Today, they are nowhere in the competition. For some, their very existence is challenged, and for others, they have gotten lost in the quicksands of changing times. Think of Kodak. To sum up, you need to make choices, grab chances and adapt to the changes to make it big in the retail world.


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WHO WILL YOU MEET AT THE SECOND ANNUAL BREAKBULK MIDDLE EAST?

AAL SHIPPING • ABB GROUP • ABU DHABI PORTS • AGILITY GLOBAL INTEGRATED LOGISTICS • AIR LIQUIDE • ALLIED SHIPPING • ALMAJDOUIE LOGISTICS CO. • APM CAMEROON S.A. • ASIL ÇELIK • A.T. KEARNEY • BAHRI SHIPPING • BBC CHARTERING • BECHTEL • BOSKALIS OFFSHORE • CEEKAY SHIPPING SERVICES • CGC HOUSE LTD • CMK MAMMOTH GULF • COMETTO INDUSTRIE • DEUGRO • DOLPHIN ENERGY • DP WORLD • EMIRATES STEEL • ENERPAC INTEGRATED SOLUTIONS • EXPRESS GLOBAL LOGISTICS • FAWAZ ALI ALSHAMMARI EST. FOR TRANSPORTATION • FAYMONVILLE • F.H. BERTLING • FILOG • FLEET LINE SHIPPING • FLUOR • FORTUNE GLOBAL SHIPPING & LOGISTICS • GAC DUBAI • GE POWER • GEODIS WILSON • GOLDHOFER AKTIENGESELLSCHAFT • HAREKET • HLI • HOLMAN FENWICK WILLAN LLP • HOLMATRO • HOUCON CARGO SYSTEMS • HÖEGH AUTOLINERS • INSTAR PROJECT LOGISTICS MIDDLE EAST • INTERMARINE • KANOO SHIPPING • MARTIN BENCHER GROUP • MARTRADE SHIPPING & LOGISTICS • MAMMOET • MAXX ARABIA • MCDERMOTT INTERNATIONAL • MEED • MERSIN INTERNATIONAL PORT • MODULIFT • NATHLEELA LOGISTICS • NMT INTERNATIONAL SHIPPING DUBAI • NYK LINE • OLAM • OVERSEAS PROJECT CARGO ASSOCIATION • PANALPINA WORLD TRANSPORT • PENTAGON FREIGHT • PETROFAC • PORT OF DUQM • PRONK MULTISERVICE • RICKMERS-LINIE • RITCHIE BROTHERS AUCTIONEERS • S CUBE TRANS CONTINENTAL GROUP • SABELATRANS SHIPPING • SARENS GROUP • SARJAK CONTAINER LINES • SAUDI ARAMCO • SEASHELL LOGISTICS • SEATECH SHIPPING & PROJECTS • SHARAF SHIPPING • SHENZHEN HUAYUAN INT’L LOGISTICS • SNC-LAVALIN • SNS INTERNATIONAL • STAR SHIPPING • TECHNIP • TÉCNICAS REUNIDAS • TGS - THE GRAB SPECIALISTS • TII SALES • UNITED HEAVY LIFT • VALLOUREC • VARAMAR • WWL ALS

Exhibition and Conference for the Project Cargo Industry 23-26 October • Abu Dhabi National Exhibition Centre (ADNEC) • Abu Dhabi • UAE

See the Official Preview.

breakbulk.com/middle-east-preview

Free entrance to exhibition. Gold & Silver passes for exclusive networking opportunities.


Supp l i e r n e w s

SUPPLIER NEWS

100,000th Mercedes-Benz Actros sold in Middle East

D

aimler Commercial Vehicles MENA FZE and MercedesBenz Trucks reached a milestone early last month with the sale of the 100,000th Mercedes-Benz Actros in the MENA region. Sold to Messrs. Al Khaldi from Dammam, Kingdom of Saudi Arabia (KSA), the sale was conducted in the presence of Dr. Wolfgang Bernhard, member of the board of management of Daimler AG and head of Daimler Trucks and Buses, with Sheikh Khaled Juffali representing E.A. Juffali Brothers Saudi

58 | Logistics News ME | October 2016

Arabia and Roland Schneider, president and CEO of the Daimler Commercial Vehicles Regional Center in Dubai. Dr. Wolfgang Bernhard said: “Our Actros is the most successful heavyduty truck in the world. About every 10th truck has been delivered to the Middle East and North Africa: this underlines the importance of this region for Mercedes-Benz Trucks. With our regional center, established one year ago, we’re even closer to our customers. We can react faster to their demands. This will further improve our market share in this region.”

The Kingdom of Saudi Arabia is the core market in the MENA region for Mercedes-Benz Trucks, with nearly 44,000 Mercedes-Benz Actros Trucks having been delivered since 1997. The milestone truck, a 4x2 tractorhead Actros 2041S, is part of a larger 200 unit order by Messrs. Al-Khaldi, who is a long-lasting customer of Mercedes-Benz and JIPCO. The truck handed over was assembled at National Automobile Industry Company Ltd. (NAI) in Jeddah and is equipped with the Mercedes Powershift automated gearshift and Fleetboard Telematics


Supp l i e r n e w s

Honeywell’s Scanpal GAC Group announces Agility recognised debuts in Middle East management changes as 3PL leader Honeywell has introduced its new ScanPal EDA50 mobile computer, an enterprise mobile device that combines reliability and usability to connect workers to the data they need, in the Middle East. The ScanPal EDA50 is a costeffective mobile computer that enables Middle Eastern companies to enhance agility and lower costs associated with training, worker productivity and data collection. With a 5-inch capacitive touch screen, it is designed like a mobile phone and, with an Android OS the ScanPal EDA50 is easy for users to learn and operate while providing the rugged design needed to perform in challenging environments such as delivery trucks. It is designed for used by retail, logistics, and healthcare environments where mobility, customer interaction and data collection are critical.

GAC Group has announced a number of changes to its management across global operations, effective as of this month. • At Group level, changes come with Erland Ebbersten, formerly group VP for the Africa, Russia and Central Asia region, assuming responsibility as group VP, Marine heading the newly established Marine region covering Abu Dhabi, Turkmenistan and Kazakhstan. He will be based in Abu Dhabi. • Thomas Okbo, previously company manager of GAC Hong Kong, takes over as Group VP for Africa region (AFR). Russia, which previously fell under the Africa, Russia and Central Asia region now forms part of GAC’s Europe region. • Lars Bergström, formerly group VP of the Middle East region, takes over as group VP for the Asia Pacific Region, Indian subcontinent region, including Pakistan. • Stepping into the role of group VP Middle East is Fredrik Nyström, previously group VP of the Asia Pacific region. • On an individual company level, Thomas Okbo is replaced as GAC Hong Kong’s company manager by former Finance Manager Maria Lam. • Mikko Wieru, who previously headed GAC Qatar will assume the helm as company manager of GAC Marine Abu Dhabi. • He will be replaced as GAC Qatar company manager by Daniel Nordberg who served in the same role in Oman. • Johan Fulke takes the reigns at GAC Oman, after his time as Company Manager of GAC Marine Abu Dhabi. • In the Philippines, Joel Domingo has been appointed company manager for GAC Philippines. He replaces Jake Cuerva who served as MD, and who remains as GAC’s partner and chairperson of the GAC Philippines Board. • Lukas Jönsson, formerly business development manager with GAC Sweden, has taken over from Mats Boberg as company manager. Boberg remains with the company until his retirement at the end of 2016, focusing on project related matters.

For the third consecutive year, Agility has been recognised by Gartner as a leader in the Gartner Magic Quadrant for ThirdParty Logistics Providers, Worldwide. The recognition is based on Agility’s “ability to execute and completeness of vision”, according to Gartner. “We believe the recognition by Gartner demonstrates our commitment to providing customers with seamless access to a depth and breadth of service offerings, highly seasoned competency and tailored solutions,” said Tarek Sultan, Agility CEO. Logistics News ME | October 2016 | 59


Supp l i e r n e w s

Rockwell Automation Acquires Automation Control Products

CIMC to launch first Bahrain manufacturing facility CIMC Vehicle Group, the core member enterprise of China International Marine Containers Group Ltd. (CIMC), is to launch its first manufacturing facility in Bahrain, creating 20 new job opportunities as phase one. The new facility will serve as a major reefer trailer manufacturing and export hub in the Middle East. Khalid Al Rumaihi, chief executive of the Bahrain Economic Development Board (EDB), said: “We are delighted to welcome CIMC to Bahrain and believe their investment is a reflection of Bahrain’s excellent regional transport connections, mature regulatory system, and the strength of its highly-skilled local workforce. As part of the EDB’s ongoing logistics initiative, Bahrain offers global manufacturing companies like CIMC a number of competitive advantages that will serve to benefit their operations in the region. The Kingdom has the shortest travel time between seaport, airport, and logistics processing zones, and is connected to the GCC’s biggest economy. Besides being the freest economy in the Middle East, we are ranked 29th globally by the World Economic Forum for the quality of our transport infrastructure. The EDB is proud to have played a part in securing CIMC’s investment and in creating more quality job opportunities for Bahrainis. We look forward to CIMC expanding their business operations even further in the Kingdom.” As a diversified multinational operation group worth almost $8bn, CIMC has over 300 member enterprises, 60,000 staff, and a sales network that covers more than 100 countries and regions. The multinational company was supported by the Bahrain Economic Development Board (EDB), which attracts international companies to the Kingdom, and fully supports their establishment. Besides being the biggest container-manufacturing company globally since 1996, CIMC started the trailer business in 2002, and now is also the world’s biggest trailer manufacturer. Bahrain’s manufacturing sector contributes considerably to the Kingdom’s economy, accounting for over 14.6% of real GDP, having grown by 20% over the past five years; it is the second largest contributor to Bahrain’s economy in the non-oil sector. The Kingdom is the most efficient processor of trading goods with the shortest travel time between seaport, airport and logistics processing zones in the GCC. Manufacturers based in Bahrain also benefit from the Kingdom’s membership of the Great Arab Free Trade Agreement (GAFTA) and free trade agreement with the United States, Singapore, and Northern Europe. 60 | Logistics News ME | October 2016

Rockwell Automation has acquired Automation Control Products (ACP), developer of ThinManager® and Relevance®, to provide manufacturing and industrial leaders with visual display and software solutions to manage information and streamline workflows for a more connected manufacturing environment. The acquisition supports Rockwell’s growth strategy to help customers increase global competitiveness through The Connected Enterprise – a vision that connects information across the plant floor to the rest of the enterprise. It is accelerated by the Industrial Internet of Things and advances in technologies, such as data analytics, remote monitoring, and mobility. ThinManager centralises the management and visualization of content, streamlines workflows and allows users to reduce hardware operation and maintenance costs. “Today’s plant engineers turn to our technology innovation and domain expertise to help improve their manufacturing quality and reliability while increasing productivity,” said Frank Kulaszewicz, senior vice president of Architecture and Software, Rockwell Automation. “With ACP’s industry-leading products now in our portfolio, we can provide new capabilities for workers as the manufacturing environment becomes more digital and connected.”


Flexigistic is a Dubai based 3rd Party Logistic Service Provider that provides one-stop-shop logistics services. We are headquartered in Jebel Ali Free Zone and we are affiliated with NAFL, FIATA & WCA for direct access to thousands of Logistic Companies worldwide for seamless connectivity and assured service at best-cost. With our existing infrastructures, cutting edge Supply Chain Suite System, we are equipped as one off the largest one-stop logistics service provider with strong ability to serve various industry verticals.

SERVICES WE PROVIDE:

FLEXIGISTIC OWNED ASSETS: NO.s

Location

Covered Warehouse m2 Open Yard m2

• Contract Logistics

1

DUBAI NORTH

23,400

45,221

• Project Logistic Services

2

DUBAI SOUTH

-

31,266

• Clearances & Freight Forwarding Services

3

KSA – PETROMIN

3,000

7,000

• Transportation Services

4

KSA – AZIZIA

-

113,598

• Open Yard Storage Services

5

IRAQ

2,000

4,500

• Supply Chain Consultancy Services

28 Various Types of Material Handling Equipment with 25 – 1.5 Tons Lifting Capacity

Steven Gurung Business Development Manager +971 56 416 9317 StevenG@flexigistic.com

Sanjeeve ST General Manager +971 50 708 2923 SanjeeveST@flexigistic.com

Office: +971 4 883 6866 | Fax: +971 4 883 6663 Web: www.flexigistic.com | Email: info@flexigistic.com


D i ar y

The month ahead

Logistics News ME picks the latest and most sought-after exhibitions, conferences and seminars coming up in the industry

Logisym

October 13 – 15, Empire Hotel Subang, Malaysia

GLCS LogiSYM Malaysia 2016 promises to be a highly unique event. Building on the success of the past four years, the 2016 Fifth Annual Global Logistics and Supply Chain Symposium will focus this year on providing a platform for mid to senior level shippers to discuss and explore innovation, excellence and what changes we can expect to see in the Asian supply chains of tomorrow. We will hear from leading solutions providers in the industry and explore best practice collaboration case studies. The structure of the symposium is such that delegates will have more interactivity with supply chain peers, allowing the development of ideas and for delegates to acquire actionable takeaways to present back at the office.

Supply Chain Forum

October 18, Warren Weir at Luton Hoo Hotel, Bedfordshire

Keynote and seminar sessions give a high-level view of the logistics industry, offering predictions and insights to help delegates form their future communications strategies. The interactive workshops and discussion groups complement the larger sessions by drilling down into specific issues and allowing delegates to share their experiences.

Pack to Pack Egypt 2016

October 22 – 24, Nasr City, Egypt

International Exhibition for packing and packaging solutions. PACK 2 PACK, an exhibition dedicated to the packing and packaging Industry in the Middle Eastern and African regions features Machinery, Converting Processing, Packaging Materials and Logistics System

Maritime Standards Awards

October 24, Atlantis The Palm, Dubai

A glittering, high quality occasion, with attendees including key decision makers from across the Middle East and the Indian Subcontinent, The Maritime Standard Awards recognise the achievements of the in-

62 | Logistics News ME | October 2016

dustry’s most outstanding performers and celebrate and reward their successes. Despite being launched only two years ago, The Maritime Standard (TMS) Awards has earned the right to be referred to as the region’s premiere shipping and maritime awards event.

NATRANS Expo

October 25 – 26, ADNEC, Abu Dhabi

Covering the future of Hyperloop transport, smart city initiatives, road safety equipment and solutions and public transport solutions, the two day event in Abu Dhabi also covers intelligent transport systems and IoT innovations.

Trans Middle East 2016 Exhibition and Conference

October 25 – 27, Jeddah

The 12th Trans Middle East 2016 Exhibition and Conference will take place for the first time in Jeddah, hosted by Saudi Ports Authority. A two days Conference Programme will feature 30 conference speakers addressing topical issues and challenges on global transportation and logistics attended by a gathering of 400 industry professionals. There will be the commercial opportunity for 50 exhibitors and sponsors to network directly with the delegates at this major annual international maritime transport Exhibition and Conference trade event for The Middle East.

Intermodal Africa

November 16 – 18, Sarova Whitesands Beach Resort & Spa, Mombasa, Kenya

Hosted by Kenya Ports Authority, Intermodal Africa covers Eastern and Southern Africa, a two days Conference Programme will feature 30 world-class conference speakers addressing topical issues and challenges on global transportation and logistics attended by a gathering of 500 senior executive industry professionals. There will be the commercial opportunity for 80 exhibitors and sponsors to network directly with the delegates at this major annual international maritime transport Exhibition and Conference event for Eastern and Southern Africa.


Innovation in design Power in motion The 1843T Tractor, hitting the road with full power.

Powered by a groundbreaking 430PS Ecotorq engine that yields impressive torque values, the Ford Trucks 1843T Tractor is made for any road and any load. Stop by your authorised dealer today to experience its sheer power. www.fordtrucks.com.tr

Ford Trucks Sharing the load

Bahrain –– Manama / venugopal.nair@almoayyed.com.bh Bahrain––Almoayyed AlmoayyedMotors Motors Manama / venugopal.nair@almoayyed.com.bh Iraq––Al AlKasid KasidCommercial Commercial Agencies Ltd - Erbil, Baghdad / ahmed.ali@al-kasid.ae Iraq Agencies Ltd Erbil & Baghdad / ahmed.ali@al-kasid.ae Jordan––The TheCommercial Commercial Industrial Company - Amman / w.albajjali@cic.com.jo Jordan && Industrial Company - Amman / w.albajjali@cic.com.jo Oman––Mohsin MohsinHaider Haider Darwish LLC - Muscat / bhaskar@mhd.co.om Oman Darwish LLC / Muscat -bhaskar@mhd.co.om Qatar––Almana AlmanaMotors Motors Company W.L.L – Doha / oghobrial.aa@almanagroup.com Qatar Company W.L.L – Doha / oghobrial.aa@almanagroup.com SaudiArabia Arabia––Al AlJazirah JazirahVehicles Vehicles Agencies Ltd – Riyadh, Dammam, Jeddah / smomea@aljazirahford.com Saudi Agencies CoCo Ltd – Riyadh, Dammam, Jeddah / smomea@aljazirahford.com United Arab ArabEmirates Emirates––Al AlTayer TayerMotors Motors Dubai / razmy@altayer-motors.com United –– Dubai / razmy@altayer-motors.com United Arab Emirates – Premier Motors – Abu Dhabi / homohamed@altayer-motors.com United Arab Emirates – Premier Motors – Abu Dhabi / homohamed@altayer-motors.com

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