Construction Machinery ME Heavyweights 2016 by Construction Machinery ME

FOREWORD

A book of giants As modern technology tackles mind-boggling construction and engineering challenges, the right tools for the job become ever more important. Even before a record-breaking skyscraper, a multi-lane highway, a world-class cargo handling facility or a new waterway is built, the right equipment is needed with the capability to meet the demands of the job. And what makes any equipment suitable is not only how advanced it is technologically but also its durability and cost. With the Middle East one of the hotbeds of construction and logistics activity in the world, machines and manufacturers meeting the consequent demand have also had to surmount some of the harshest conditions on the planet, apart from challenges of technology and economy. This book looks at some illustrious manufacturers operating at the cutting edge of their fields - and their machines built for a variety of challenging and specialised requirements. Also included are some of the biggest dealers in the world who provide painstaking support to projects and contractors. If the Middle East is scaling new heights in its projects, it is because it stands on the shoulders of these giants. Welcome to Construction Machinery Heavyweights.

CONTENTS

Contents 06

CDE GLOBAL

DOOSAN BOBCAT

EmiRATES mONEy

FAmCO

ivECO

jAiDAh hEAvy EquipmENT

LONkiNG

mANiTOWOC

mix TELEmATiCS

SCANiA

zAFCO

ACkNOWLEDGmENTS

CDE GLOBAL

7 Squeaky clean Washing and recycling plants from CDE Global can process a range of materials from sand and rock to iron ore. Featured left is a CDE M2500.

CDE GLOBAL F ounded in Northern Ireland in 1992, CDE Global has emerged as a leading materials washing company on the world market and one of the biggest suppliers of washing equipment for quarries and mines. The company has since delivered significant efficiencies across the mining, specialist industrial sands, construction, recycling and environmental sectors with its expertise and equipment. With a consistently growing portfolio of activities, CDE Global successfully continues to deliver tailor-made installations across all regions of the world. CDE Global offers a unique approach to a comprehensive solution for its customers, from conception to building a bespoke installation in its production facilities and setting it up on location. To enable the

requirements, ensuring delivery of precise customer to fully ‘own’ its installation, results. This is enabled by a “building training and after care are also offered. block approach” to plant design for rapid As well as looking forward to deployment and minimal plant footprint, showcasing their biggest ever equipment as well as easy future scalability to match display at Bauma 2016 in Munich, CDE Global is proud to also have been shortlisted the evolution of the client’s business. In 2006, CDE Global broke fresh ground as a finalist at the Bauma 2016 Innovation in the Middle East when it won a contract to Award. This is a significant achievement as install the world’s largest sand washing Bauma is the largest trade show in any plant in Qatar with a capacity of industry, anywhere in the world, 1200tph for the Qatar Primary where global players in the Materials Company (QPMC) construction and mining in Doha. Today, this sectors gather to discover Installi installation is producing new product launches. n approximately 33,000 With experts based largest g the world ’s sand w tonnes of washed across the world, CDE plant in ashing Q sand every day. Over Global prioritises a a t ar w capaci ty of 12 ith a the past 10 years CDE personal approach to 00 for Qat Global has continued client engagement in ar Prim tph ary to service the growing order to develop the best Materia ls Co interest in its product solution for their specific

Be knownst for:

CDE GLOBAL

range throughout the region. “We have had a very successful year in 2015 in the region across all our sectors, culminating in a successful Big5 show in Dubai in November 2015”, said Ruchin Garg, CDE Global Business Development Manager for the Middle East. “The largest growth areas for us in the Middle East have been in sand and aggregates, as well as industrial sands segments, which is no surprise given that the region continues to be a hotbed of construction activity.” Indeed a number of new CDE installations have been built in the past few years, including plants in Oman, Kuwait and the Kingdom of Saudi Arabia. With the construction industry leading economic growth in various regions of the Middle East, demand for quality washed sands has grown and existing CDE Global customers have increased their CDE installations’ capacities by adding complementary installations to expand production. “The range of products offered by CDE Global give its clients a competitive advantage through the flexibility the company offers with its ability to customise systems based on customer requirements”, Garg continued, highlighting this as a key element of the success of CDE Global in the region. “The CDE M-Series integrated mobile washing equipment is an important piece of equipment in the Gulf region, delivering enhanced product quality and operational efficiencies, and is the most advanced sand washing system available in the Gulf”, Garg stated. “The M-Series offers feeding,

screening, sand washing and stockpiling on a compact, portable chassis and can process a range of materials including sand and gravel, crushed rock, construction and demolition waste recycling, scalpings and mineral ores like iron ore. The AquaCycle thickener reduces the volume of fresh water required to feed a washing plant by 90 per cent, which brings cost savings and also reduces the area previously required to accommodate ponds or lagoons.” Finally, the CDE EvoWash fine washing plant, which uses hydrocyclone technology to offer unrivalled control of silt cut points and produces the desired sand specification in each project, has proved a solution of choice to many clients in the region. It has seen a quick uptake in the GCC market and has found favour with the region’s construction sector, as testified by Tariq Abdullah Abdein, General Manager of Abdullah Abdein, KSA, where a 150tph sand washing system is currently operational. “The EvoWash operates efficiently and has had a positive effect on the quality of our concrete products,” Abdein said. In 2016, CDE Global is aiming to deliver wet processing plants in the region with equipment from its core product range, as well as specialised turnkey processing systems. Developing Construction and Demolition (C&D) Waste Recycling projects will also be one of the company’s priorities in the region. “We also aim to secure a bigger stand at the Big5 2016 trade show and are looking forward to showcasing our product range to our Middle East customers,” Garg concluded.

CDE GLOBAL

Ruchin Garg Business Development Manager, Middle East, CDE Global.

CONTACT Global Headquarters: Ballyreagh Industrial Estate, Cookstown, County Tyrone, BT80 9DG Northern Ireland T: +44 28 8676 7900 F: +44 28 8676 1414 info@cdeglobal.com www.cdeglobal.com

DOOSAN BOBCAT

11 Small wonders Bobcat leads the compact equipment market with skid steer loaders, compact excavators, telehandlers and a host of matching attachments.

DOOSAN BOBCAT

merican construction equipment major Bobcat is a legendary name in the field of compact machinery and has carved a niche for itself in the market with its skid steer loaders, compact excavators, telehandlers and attachments. Ever since the late 1950s, when it started operations, the North Dakota-based company has become synonymous with reliability and innovation, which was demonstrated by it producing its one millionth loader in 2014 – figures that lead its industry peers by leagues. Now owned by South Korea’s illustrious Doosan Group, itself a well-known manufacturer of heavy equipment, Bobcat is well known for products that match customers’ demands and requirements in several fields. Standing as testament

and applications of the Middle East market.” to the brand’s quality is the high resale Bobcat equipment has been sold in value its products are known for. the Middle East for many years through a “We offer products to our customers network of authorised dealers. To provide based on their needs. We are selling a increased support for the dealer network, a concept, a solution - not just a machine or new Bobcat organisation was established an attachment,” said Gaby Rhayem, Regional in the region in 2007. The first Bobcat office Director Middle East and North Africa was opened in the Jebel Ali Free Zone at Doosan Bobcat. “The very high in 2008 with a new team of second hand value of Bobcat personnel for Bobcat’s Middle machines is an accepted fact East operations to meet and further strengthens increased demand from the trust placed by A long the boom in projects our customers in excelle tradition of and construction the Bobcat brand. nce in skid ste loaders equipment in the years Each machine er , comp from 2007 to 2009. and attachment a exc ct telehan avators and At the same time, the is dedicated to a dle company implemented customer’s business and he rs with Bobc avy exc at some changes in the and offers the avato with D dealer network and technology required to oosan rs reinforced its regional respond to the conditions

Be knownst for:

DOOSAN BOBCAT

footprint by appointing a new dedicated and focused sales and aftermarket team to support its dealers. In 2010, the Bobcat ‘Compact’ and Doosan ‘Heavy’ teams were merged to establish one office to lead and support the Doosan Bobcat construction equipment business. “Today, our operations are split into two divisions, one covering the ‘Bobcat & Doosan Portable Power’ business and the other, the ’Doosan Heavy’ business. We currently have a staff of 16 personnel in our Dubai operations, with additional staff working in our PDC (Parts Distribution Centre) in the Jebel Ali Free Zone,” said Rhayem. The merger between two of the most respected names in the industry has been profitable for both customers and the manufacturers. The Bobcat skid-steer loader range and Doosan Heavy Excavator range are Doosan Bobbcat’s most profitable segments. As the skid-steer loader market continues to grow and rival the heavy excavator market, Bobcat’s traditional mastery of the skid-steer loader has seen it retain great traction in the sector. “Most of the success of the Bobcat range is based on the ‘Tool Carrier’ concept, where we can offer more than 160 attachments for use on the machines. Virtually every application in the market can be performed with Bobcat skid-steer loaders and Bobcat attachments, with only a few minutes needed to change between attachments on the machines,” Rhayem explained. Bobcat is the worldwide leader in this product category and this is due to the wide range of products it has traditionally offered and the huge diversity of its attachment range. The Bobcat skid-steer loader line runs from the S70 to the largest S850 model and includes the novel A770 All Wheel Steer

loader. The Bobcat compact loader range also includes a comprehensive selection of Bobcat compact track loaders designed for heavy applications and for agriculture and landscaping. Another successful product from Bobcat is the telehandler range, where the company has reported a healthy growth in demand in the last five years, increasingly from the rental sector, where these machines are used for many different applications. This demand growth led to a very successful 2015 for the company, in which both its divisions were leaders in the markets for skid-steer loaders, compact track loaders and heavy excavators. In the compact segment, Bobcat remained market leader in the MENA region and the company also reported increased market share in all products, which it attributed to the added value and return on investment offered by the Bobcat range and the loyalty of customers for the Bobcat brand. In terms of regional distribution of its business, Saudi Arabia provided the bulk of Doosan Bobcat’s revenue. The leading construction market in the Middle East, the Kingdom provided close to 55 percent of Doosan Bobcat’s business, followed by the UAE and Qatar. Performances were also strong in terms of numbers in the other countries in the region. “In 2016, countries such as Kuwait and Qatar will provide a higher rate of growth than others and we have good business expectations for countries like Pakistan and Iraq in the future,” Rhayem said. Not content on sitting on its laurels, Doosan Bobcat has chalked out a strategy for improving on its performance last year with fresh targets for 2016, with a special focus on telehandles and excavators as well as on introducing more products to the region

that will complement the Bobcat family. “Building on last year, we will continue to focus on maintaining our leadership in the compact loader market, as well as increasing our market share in telehandlers and compact excavators,” Rhayem said. “More products in the Bobcat family will be brought in, which will have a positive impact from our customers’ point of view, reinforcing the Bobcat brand and our presence in all Middle East countries. We will be looking to further enhance our support to customers in terms of aftermarket and parts availability via our PDC operation in Dubai, with a particular focus on increased parts availability.” The company believes its business will remain strong in 2016 despite the uncertainty about the oil price and the ongoing project status in the Middle East. Projections at Doosan Bobcat are that some countries will reduce output while business in others will pick up to compensate for this decrease and the company will continue to support all parts of its business in every country in the region, as well as promote several new products in 2016. Especially bullish is its growth projection in revenue from the telehandler and compact excavator ranges. “We need to build on the good reputation for sales, service and products we have earned from our customers. We will be looking to appoint more staff and launch new machines to reinforce our product range, including new compressors and generator products in our Portable Power range. As well as increasing parts availability via the Doosan Bobcat PDC, we will be implementing new initiatives designed to increase our market share in many product segments in the Middle East,” said Rhayem.

Gaby Rhayem Regional Director Middle East and North Africa, Doosan Bobcat.

CONTACT Doosan Infracore Construction Equipment JLT Platinum Tower - Cluster I - Level 18 - Office 1802 POBox 262688 Dubai, UAE Tel: +971 4 2767206 Ext: 214 Fax: +971 4 2767204 www.bobcat.eu

DOOSAN BOBCAT

EMIRATES MONEY

15 Strong foundations Leveraging its parent Emirates NBD’s platform, Emirates Money provides financial solutions tailor-made for businesses to grow.

emirAtes money

subsidiary of Emirates NBD, the largest bank in the region, Emirates Money was established in 2008 to provide easy financing solutions to businesses looking to take their operations to the next level. The company offers a variety of funding options for outfits in the construction machinery sector looking to expand their fleet of machinery or vehicles, or even build a new one. A hallmark of Emirates Money is that its products can be tailored according to the needs of its customers, with a variety of funding options that suit fleet operators, commercial vehicle owners and suppliers of construction equipment. Its comprehensive range of fleet financing solutions include loans of up to AED7 million ($1.9 million) for commercial

shop financing options under the same vehicles and construction equipment with roof as the vehicles they require. interest rates typically between three to “Traditionally, the PMV sector has five per cent. Repayment options can be been slightly under-served, but there are customised to suit customers’ requirements. now a lot of financial options available for Another feature of Emirates Money is its fleet owners,” says Vikas Thapar, CEO of wide distribution channel, which provides Emirates Money. “On certain occasions its customers with great ease of availability. we have tie-ups where we come up It has five branches in Dubai and one in Abu with joint offers which provide Dhabi complemented by a large better value to customers.” Direct Sales Force spread One example is the throughout the UAE that recent signing of a caters to the needs of preferred partnership customers at a place A varie agreement with CNH most convenient t y custom o ised an f Capital, the financial to them. And then de finance services business there are tie-ups solutio asy for con ns of CNH Global. The with major auto and machin truction agreement foresees machinery dealers, ery financing activities for which offer customers and tra , logistics commercial vehicles the convenience of fleet op nsport erator and equipment sold seamless, one-stop-

Be knownst for:

EMIRATES MONEY

Get a complimentary Business Credit Card with your Commercial Vehicle Loan

under CNH Industrial brands, which include Case Construction Equipment and Iveco, and will help customise financial solutions for fleet owners. “We offer competitive pricing, services and turnaround times to our customers. We are also looking at some bundled options where we look at low down payment options for our customers,” Thapar said. With its focus on the niche fleet customer segment, Emirates Money also has specialist professionals well-versed in the needs of the sector. The company’s staff come with specialised industry experience and understanding of the PMV sector, such as the typical usage and mileage of PMV assets, as well as the kind of returns and revenue that can be generated from them. Emirates Money’s specialised experience in the fleet and PMV sector also means that it has anticipated the challenges its

customers incur in the repayment process. Fleet owners might often have to deal with uncertain payment schedules but this has been accounted for, assures Thapar. “We understand our customers’ payment schedules very well, and we understand the risks associated with their contracts. We are able to do a full comprehensive evaluation of our customers’ needs and offer them better terms and conditions and better limits. We are also able to advise them in terms of what kind of assets they should buy,” he says. With the vision of being recognised as the most customer-friendly, accessible and professional financial services organisation based out of the Middle East, Emirates Money has positioned itself as a top player in its sector by leveraging its parent Emirates NBD’s platform and providing world-class services to its customers.

CONTACT Emirates Money Tel: 800-366639 or 600 545450 SMS: ‘Money’ to 3600 Email: enquiries@ emiratesmoney.ae www.emiratesmoney.ae

FAMCO

19 Total solutions From trucks and construction equipment, to forklifts, compressors and generators, FAMCO offers a comprehensive lineup of products backed by financing and world class after-sales support.

FAMCO F AMCO (Al-Futtaim Auto & Machinery Company), is one of the region’s leading suppliers of commercial vehicles, construction and industrial equipment with a presence in 7 countries and representing 30 leading industrial brands in six sectors – trucks and buses, construction equipment, power generation, industrial equipment, marine engines, and storage and handling solutions. The company’s vision is to be the trusted partner of choice for businesses across the Middle East and Africa that require professional solutions. More than its vehicles and machines, FAMCO is known for its people – experienced, knowledgeable and passionate about customer service – helping businesses achieve ambitious goals. Through its clients, FAMCO takes pride in providing solutions

Be knownst for: Volvo C o

Equipm nstruction e Trucks nt, Volvo Himoin , Linde, Ingerso sa, Yanmar, ll Rand & Iveco , Merlo

that contribute to a country’s growth – its equipment has built a road across the Empty Quarter desert in Saudi Arabia, built The Palm Island in Dubai, and provided power for major retailers in Qatar. “We help businesses move up a gear,” the company says. Offering a diverse range of products and services to industries and businesses in the construction, transportation, oil and gas, warehousing, manufacturing and marine sectors, FAMCO has an enviable line-up of world-class brands. The sole UAE distributor for Volvo Trucks, Volvo Buses and Volvo Construction Equipment, it is also the distributor for globally renowned brands such as Yanmar, Ingersoll Rand, Himoinsa, Linde, Dexion, Doosan Portable Power and Merlo. FAMCO also supplies other major brands, such as Iveco and CIFA, in other countries across the region. After sales support is another area

FAMCO is well known for. Long term investments have resulted in a wide branch network with world class service and parts capability. FAMCO is also certified to ISO 9001:2008, ISO 14001:2004 and OHSAS 18001:2007 standards. “At FAMCO, we want our customers to view us as a partner to their business rather than just a supplier. We need to earn their trust, but of course that takes time and we have to deliver real value,” said Paul Floyd, Senior Managing Director, FAMCO Group. “We have set ourselves some quality objectives throughout our organisation that are constantly monitored and improved upon. This includes some specific commitments to our customers, which ensure we serve them better and increase their operational efficiency. We want them to realise their own goals swiftly and economically when

FAMCO

they partner with FAMCO.” Explaining these commitments, Floyd said the company’s policy is to have 95 percent of parts available at all times and strive to achieve 100 percent availability within 72 hours. This translates into less downtime for customers’ equipment and continuous operation for their businesses. “Not only this, but we also have the goal of completing 99 percent of all workshop repairs correctly the first time and a maximum response time to attending on-site emergency calls (e.g. 4 hours in UAE). Moreover, routine quotations are provided within 24 hours at FAMCO and workshop booking requests from customers also have to be finalised in 24 hours,” said Floyd. ”Customer satisfaction is regularly monitored by way of ongoing CSI performance measurements and prompt measures are taken to fully explore any negative feedback that may be received.” Another FAMCO advantage is the access to financial services across the region for trucks, buses, construction equipment, forklifts, generators and compressors through FAMCO Financial Services, which uses a multi-bank approach and offers customers the ability to conserve their capital while providing an additional credit line. “FAMCO Financial Services has developed a full solution package for our customers, which is another ingredient within a more sophisticated sales cycle aimed at satisfying a more demanding customer,” Floyd said. “With value and total cost of ownership becoming ever more important, we can now include financing, service contracts and insurance in a single monthly payment, greatly assisting our customers with a cash efficient solution for the operation of their fleet. We can also offer rental options, and

FAMCO

Widest network FAMCO is present throughout the GCC region and beyond, including Egypt. EGYPT

BAHRAIN

QATAR KSA UAE

SAUDI ARABIA

have a growing used equipment business” Apart from these value-added services, FAMCO’s range of products is itself an advantage. The Volvo partnership for example, which encompasses trucks, buses and construction equipment, has grown closer over the years and reached a new high in 2011 when FAMCO acquired the Volvo Construction Equipment dealer in Saudi Arabia. In 2013, Himoinsa generators and Compair portable compressors were added to the Saudi portfolio. Then, in 2014, FAMCO acquired the IVECO Trucks and CIFA dealerships in Saudi Arabia. This has allowed FAMCO to make its presence felt in a big way in the Kingdom and enabled Saudi customers to benefit from what FAMCO has learned in the UAE and elsewhere in the region about providing a price-toadvice and solution-selling approach.

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“In line with the region’s sustained economic growth, the company’s performance has grown from strength to strength in Saudi Arabia, which is a hotbed of construction activity, especially in the infrastructure field with its development plans,” Floyd said. “Our multi-award winning range of top quality vehicle and equipment brands are made for the tough conditions, demanding landscape and climate of Saudi Arabia and are already preferred by a large number of industry players.” With these successes and the convenience of FAMCO Financial Services, coupled with FAMCO’s legendary reputation for after-sales support, its premium and extensively varied product offerings and its presence throughout the region, FAMCO retains an edge in the market as the supplier of choice in the Middle East’s commercial vehicle and heavy equipment sector.

CONTACT United Arab Emirates: PO Box 5502, Rashidiya, Dubai, UAE Toll Free: 800 FAMCO (32626) Email: famco@alfuttaim.ae www.famcouae.com Saudi Arabia: Makkah Road Kilo 6, PO Box 1700, Jeddah 21441 Saudi Arabia Toll Free: 800 124 4414 Email: famco@alfuttaim.sa www.famcosaudi.com

IVECO

23 Italian flair With its umbrella of brands and a wide range of products, Iveco caters to the needs of a diverse group of customers requiring specialised services in the heavy and light haulage, utility and construction sectors.

Iveco I talian giant Iveco is one of the most respected brands worldwide in the field of industrial vehicles. Founded in Turin in 1975, where it is now headquartered, Iveco came into existence with the merger of five different European brands: Fiat Veicoli Industriali, OM, Lancia Veicoli Speciali, Unic and MagirusDeutz. While the first three were Italian in origin, Unic was a French company while Magirus-Deutz was German. It was perhaps this multinational beginning infused into the DNA of the company that caused it to expand rapidly worldwide and become a dominant player in many markets on all continents. Today Iveco is part of the giant CNH Industrial Group, with Pierre Lahutte as its Brand President as well as Head of Sales and Marketing for the EMEA region. Iveco has a

Be knownst for: Being a g

lobal m leader arket w i t h reputa tion fo a 40-year r ex in indu strial v cellence ehicles that co spectruver a broad m and ind of usage ustries

turnover of €10 billion and produces more than 150,000 commercial vehicles in its production facilities in Western Europe, Russia, Brazil, Argentina, Australia, China and South Africa. Iveco vehicles are sold and serviced in more than 160 countries globally and its customers enjoy the support of 5,000 sales and assistance points worldwide. Iveco’s history in the wider Middle East is equally illustrious. Even before the company was formally incorporated, one of its components – the Magirus-Deutz brand – had established its first office in Cairo in 1950. Once the German brand became part of Iveco, the Cairo office became Iveco’s first outpost in the broader region. Its footprint was soon expanded, however, with another office in Dubai and today Iveco operates out of both these centres in the Middle East with a staff of 15 hand in hand with a wide

spread of its distribution and service channel partners in the region. Explaining Iveco’s businesses in the region, Lahutte said: “Our Heavy Range represents Iveco’s core business in UAE, Saudi Arabia and Egypt as well as in all the other main markets in the Middle East. The needs of fleets are changing as are the types of vehicles required, and Iveco’s off-highway and on-highway ranges offer superior choices for fleet owners. That’s why towards the end of 2015 Iveco and its distributor in the UAE, Saeed Mohammed Al Ghandi and Sons, introduced to the public the Trakker off-road truck featuring the advanced EuroTronic automated gearbox, which guarantees low operating costs and high comfort levels while bringing high reliability to extreme off-road transport.” Also, in Saudi Arabia and Egypt, Iveco is particularly strong in both the off-road

IVECO

construction segment with its tippers, pumps and cement mixers under its ‘Trakker’ and ‘Astra’ models, as well as in the on-road segment for the long haulage distribution with the ‘Performer’ and the flagship ‘Stralis’ ranges, Lahutte said. In utilities and the general municipality business sphere, such as in garbage collection, the entire ‘Eurocargo’ line-up finds its natural habitat between the 12 and 18 tonne Gross Vehicle Weight (GVW) range, he added. Iveco’s vehicles in the medium and light ranges are also gaining traction in the market, experiencing constant growth in demand among UAE customers. A favourite is the hi-matic version in the Daily range, designed with the needs of the transport industry’s extensive usage in mind. “In general, due to the wide line-up we offer, Iveco is able to cover all the main segments in the region from mining, quarrying and construction to contracting companies, municipalities, logistics and transport,” Lahutte said and added that the company has had a buoyant time of late

in terms of sales performance. More than 4,000 Iveco vehicles were sold in the region last year, representing a 15 per cent growth over the company’s volumes a year earlier. “Even though the current economic situation in some Gulf countries may look a little circumspect, Iveco has managed steady growth in the region. All our ranges have shown increased sales, headlined by a growth of over 25 per cent in the new Daily range we recently launched in Oman,” Lahutte said. “And, indeed, Oman has emerged as the best improved market for us in the past three years and we are now the market leaders in the Sultanate thanks to our dealers IECC for Iveco and Al Fairuz for our ASTRA brand. We are also growing in the UAE and Saudi Arabia, especially in the heavy segment, led by Trakker and Performer ranges which have been very well appreciated by all our fleet customers.” According to Lahutte, what differentiates Iveco is not only its quality and long tradition for innovation but an after sales

service network and delivery that is at a very high level. Iveco customers are assured of the backing of teams with high standards of expertise and professionalism. Meanwhile, improved warranty on heavy trucks in the Saudi Arabian market has also made a big difference. In 2016, Iveco is looking to boost the sales of its Daily range of light commercial vehicles with GVW from 3.5 to seven tones. Another focus will be the Euro Cargo line-up of heavier transport vehicles that fall in the eight to 18 tonnes GVW range. “We will definitely consolidate our leadership position in Oman and keep growing in the rest of the Gulf and the Middle East. New service centres will be opened in the UAE and Oman and the Egyptian market will see us make a strong thrust as well. We will launch the new Daily range in the entire region and back it up with new financial solutions for our retail customers in Qatar and Oman through CNHI Capital, our financial services department,” Lahutte said.

IVECO

Pierre Lahutte Brand President, Iveco.

CONTACT Marco Torta Iveco Regional Representative office West Wing 4W B – Dubai Airport Free Zone, Dubai Mob: +971 55 3973920 Tel: +971 4 2994935 Email: marco.torta@iveco.ae Alberto Pellegrini Iveco Representative Office Cairo 14 Wadi El Nil St., Agouza, Egypt Mob: +9613001195 Email: alberto.pellegrini@iveco.com www.iveco.com

JAIDAH HEAVY EQUIPMENT

27 Dominating Doha Jaidah Heavy Equipment, Qatar’s leading supplier of construction machinery and equipment, has a line-up of some of the best global brands, such as Komatsu, for the peninsula state’s construction boom.

JAIDAH HEAVY EQUIPMENT

tarted more than 50 years ago, Jaidah is the largest heavy equipment supplier in Qatar, providing a complete range of products and solutions for construction, infrastructure, logistics and warehousing, power generation, transport and municipality applications. Over the years Jaidah has brought in to Qatar premium brands in the construction machinery sector with the highest durability and productivity in the field. Today, Jaidah Heavy Equipment is the supplier in Qatar of the world’s major heavy machinery, truck and crane brands such as Komatsu, UD, International Trucks,

Palfinger, Everdigm and Link-belt. It also is the go-to option for compact machinery such as Bobcat and Komatsu forklifts and the local representative of Isuzu pickup trucks and light, medium and heavy trucks. “We reached this position through constantly focusing on creating customer value and thereby building long-term customer relations,” said Ayman Ahmed, Managing Director, Jaidah Equipment. “Our machines and trucks also have the maximum uptime and resale value compared to other brands. We have around 200 employees in the region and to ensure the right skill levels in order to meet the demands of our customers our team of managers, sales representatives, engineers and technicians is constantly

updating their knowledge and skills through training both in Qatar and at the training schools of our suppliers around the world.” Ahmed added: “Our moto is ‘Winning Customers for Life’ and for more than 50 years this vision and philosophy of the Jaidah Group has enabled the Heavy Equipment Division to support its customers to run profitable businesses. Our reputation is built on our ability and commitment to meet and exceed customer expectations. We do this by firstly offering the best-in-class products and services and then by building strong, long-term relationships that earn the trust of our customers. We provide innovative solutions that create real business value for our customers and thus become a part of their

JAIDAH HEAVY EQUIPMENT

29 Wide choice Jaidah’s range includes light, medium and heavy trucks from brands such as Isuzu and UD, as well as heavy equipment from companies like Everdigm, offering complete solutions to customers.

CONTACT Trucks & Equipment showroom: East Industrial Area Street, Industrial Area, Doha, Qatar Tel: (+974) 44 63 88 04 Fax: (+974) 44 60 24 40 ISUZU Showroom: Salwa Road, Next to Jaidah Flyover, Doha Tel: (+974) 44 46 67 52 Fax: (+974) 44 46 67 84 E-mail: info@jaidahhed.com www.jaidahhed.com

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is th Jaidah r in Qatar of supplie achinery m heavy k brands c and tru Komatsu, s such a Isuzu and , Bobcat trucks D U

team, driving their businesses forward. And, to do all this, we attract the best people to our company and constantly develop our employees to provide the best value for us and our partners.” These practices and a reputation as the heavy equipment partner of choice in Qatar combined to pay off again for Jaidah in 2015, which proved to be a successful year for the company. Speaking about Jaidah Heavy Equipment division’s performance in the last year, Ahmed said: “The year 2015 was an excellent one for us. We managed

to increase our market shares for all the products in our protfolio, as well as enrich the after-sales support given to our customers. Multiple marketing activities were undertaken and the returns we saw were commensurate with our expectations. “The heavy machinery segment was the most profitable one within the company and the main driver behind that is the huge infrastructure and construction projects all over Qatar to achieve the country’s 2030 vision. The largest growth sector for us, besides heavy machinery, was in the trucks segment.”

Based on the performance of the company in 2015, Jaidah has identified key areas for improvement. Topping the list is aftersales solutions, which includes the group’s dedicated call centre for customer support. “We are working on developing more efficient and complete solutions for our customers, from booking their service through our call centre, the delivery of the vehicle or equipment, through to offering the advantage of our field service,” Ahmed said. For 2016, Jaidah’s target is to grow its products’ market shares in order to continue as a market leader for heavy machinery in Qatar. “We plan to do this through a multi-pronged approach that includes

enhancing our brand competitiveness, improving our parts availability and providing innovative finance solutions for our customers. Increasing our customers’ satisfaction is our main aim,” Ahmed said. Towards this end, Jaidah will start the construction of its new aftersales facility for the Isuzu brand of trucks and light commercial vehicles in an industrial area adjacent to Doha city. According to Ahmed, this is a necessity given the tremendous growth of the Isuzu brand in Qatar. “The aim is to cope with the expansion in uptake of Isuzu in Qatar. We are also expanding our heavy machinery workshop to receive more Komatsu and Bobcat machines and UD trucks,” Ahmed said.

LONKING

31 Efficient Line-up Lonking strives for reliable quality at low cost with its range of wheel loaders, hydraulic excavators, forklifts, motor graders and skid steer loaders.

LONKING W ith the boom in China’s economy in recent decades, it was only a matter of time before Chinese companies expanded their reach globally after building their fortunes on burgeoning domestic demand. One such company in the construction machinery sector that has had a very successful international foray is Lonking. Founded in 1993 in the city of Longyan in China’s southeastern Fujian province, Lonking Holdings Limited is one of the largest construction and logistics machinery manufacturers in China. It has 19 wholly owned subsidiaries and four production bases located in Fujian, Jiangxi, Henan and at its headquarters in Shanghai, covering a total of three million square meters.

Lonking was started by Li San Yim and became one of the largest privately held manufacturers of construction machinery in China before it was listed on the Hong Kong Stock Exchange in 2005. After great success in its domestic market, the company went global and is now known in the construction machinery sector throughout the world. Lonking manufactures wheel loaders, hydraulic excavators, road rollers, forklifts, motor graders and skid steer loaders, whose core components, such as gearboxes, torque converters, axles, hydraulic components, gear pipes and drive shafts, among others, are all developed and produced in-house by the company in its aim to have greater quality control. Lonking claims this gives its products a greater degree of robustness, which has seen it emerge as the top seller of wheel loaders for the highly competitive

Bes known t for: Cost-e

ff of con ective range st logistic ruction and s with co machinery develo mponents ped an d in-hou made se Chinese domestic market, with a market share of a whopping 20 per cent in the crowded segment. It is also among the top-five in the Chinese market for forklifts. “Cost performance is always Lonking’s key advantage”, said Aaron Zhao, Director of Marketing. “The secret to our success is that we are dedicated to providing our clients with a combined solution of high-quality machines, efficient after-sales service and easy accessibility of spare parts – all at some of the lowest costs in the industry. This gives our clients a competitive advantage in their fields and has led to the establishment of our brand name across the world.” In line with its global expansion strategy, Lonking marched into the Middle East in 2005, opening its first dealership in Iran and thereafter rapidly expanding its regional business to Saudi Arabia, the UAE and Qatar.

LONKING

“The Middle East is a very important market for us and we have 11 staff members in the region. Lonking’s international business operates based on dealerships and we have eight distributors already covering the area,” said Zhao. While the company’s core business is in both construction machinery and logistics machinery, its most profitable segment is the former as far as the regional market is concerned, he said. “In 2015, we recorded a sales turnover in the Middle East of US$22 million. This was also the year when we made our first foray into the Qatari market, which proved to be a success for us,” Zhao added. “However, I consider these figures to be just the beginning. We have started penetrating into the excavator and forklift segments, where we are competing successfully against big global

names by offering great value. We have already garnered a small market share and our sales figures are on the up.” Lonking is especially bullish on the Saudi market, in which it has seen a yearon-year growth of 30 per cent, its largest growth figure in the region. It is also ramping up its presence in other markets in the region and plans to enter new ones in 2016 where it does not have a presence yet. “In 2016, we expect to increase our sales turnover to US$30 million on the back of at least 800 to 1000 machines. We will also take our business to newer markets where we do not have a presence yet, such as Oman, Kuwait, Yemen and so on, and we are building business relationships with a few distributors in these territories,” Zhao said. “Then there are markets where we need to scale up our activities further,

LONKING

33 such as Qatar and Iraq. Though we have achieved good sales growth for wheel loaders, we need to ramp up our penetration in other products, like excavators and road machines. So we will look to consolidate sales of wheel loaders and meanwhile increase sales for excavators and logistics machines. “We also plan to enhance integrated development of diversified products and promote closer cooperation with local distributors, working jointly to offer the best customised products and first-class service to end users.” As Lonking continues developing energy efficient and environmentfriendly products and contributes its share in the prosperity of the global economy and progress of humanity, the Middle East market is very much at the centre of its focus, Zhao said.

CONTACT Head Office (Shanghai) No.26 Minyi Road, Xinqiao, Songjiang Industrial Zone, Shanghai, China Office Number: 86-2137602000-5618 E-mail: export@lonking.cn Lonking Dubai FZCO P.O.BOX: 261785 Plot No. S40407A, Jebel Ali South, Dubai, UAE. Tel: +971-044328430 Fax: +971-044328431 www.lonkinggroup.com

Manitowoc

35 Power lifter Manitowoc’s new MLc650 crawler crane features its Variable Position counterweight proprietary technology, which eliminates the need for passive weights.

MANITOWOC W ith operations in more than 26 countries around the world and expanding, Manitowoc is a global, multiindustry success story. Since being founded in 1902 in the lakeshore community of Manitowoc, Wisconsin, as a builder and repairer of ships, the company has evolved and diversified into several businesses. Among them is the lattice-boom crane business, which it entered in the mid-1920s, and commercial refrigeration equipment, which it branched out into shortly after World War II. Manitowoc today is an industry leader in construction and industrial equipment in terms of market share, product innovation and product support services. Several global brands are part of its stable of products and

also became the first international multithe company has acquired some of the best facility crane manufacturer to receive the known brands in the field of cranes and ISO 9001 quality assurance certification. allied equipment over the years. Prominent Manitowoc’s crawler crane product among them are Potain, Grove and National line has 16 products and two capacityCranes. Manitowoc acquired the Potain enhancing attachments. The company’s brand in 2001, followed by Grove and lattice-boom crawler crane was the National Crane in 2002. In 2007, Manitowoc beginning of Manitowoc Cranes until it extended its manufacturing reach into the went on a major acquisition spree in 2001. emerging markets by acquiring Shirke, an In 1969, Manitowoc introduced India-based Potain manufacturer its flagship crane, the Model and distributor since 1982. 4100W, and then revealed As a manufacturer, its first self-erecting, Manitowoc has achieved all-hydraulic crane, the a number of ‘firsts’ in Manito Model M-250, in 1992. the course of its history, w o c crane Potain s , The product including introducing t o w er c Grove line-up of Grove, one the world’s first cranes ranes, ,G YardBo of the prestigious slewing rough terrain ss, Nat rove ional C ranes, brands that are part crane in 1968 and the carry d Shuttlelift of the Manitowoc world’s first trapezoidal eck cra portfolio, includes nes boom in 1970. In 1994 it

Be knownst for:

Manitowoc

rough-terrain, truck-mounted, all-terrain, industrial and Grove YardBoss cranes and Shuttlelift Carrydeck cranes. Grove is also a major supplier of custom-built machines to armed forces around the world. Manitowoc also manufactures a line of articulating truck-mounted cranes under the brand of National Cranes, which was founded in Nebraska by Marlo Burg in 1947 with a range of roadside weed sprayers. In 1952, National also introduced a line of front-end loaders. In 1962, the company’s operations were moved to Waverly, Nebraska, and the name National Crane Corporation was adopted. Manitowoc acquired National Cranes in 2002 and moved moving all production to its facility in Shady Grove, Pennsylvania, the following year. In the GCC region, with its construction boom, especially in high-rise buildings, the most visible Manitowoc product is undoubtedly the Potain brand of tower cranes. The France-based company features both top-slewing and self-erecting models of cranes and assembled its first crane in 1933 in La Clayette, France, where it was founded five years earlier by Faustin Potain. Among Manitowoc’s latest products are the new MLC300 and MLC650 crawler cranes and Grove’s GRT8100. Designed and built for today’s worldwide market, the GRT8100 has a 154 ft, fivesection main boom which provides better reach and greater versatility. Built after Grove’s customary extensive component testing, it combines with the new Manitowoc Crane Control System to offer a user-friendly interface, tilting cab and impressive load charts. The MLC300 and MLC650 crawler cranes, meanwhile, are engineered with ground-breaking systems, including

Extensive range with brands such as Potain, national cranes and Grove under its umbrella and constant innovation with new products such as the Grove GRt8100, Manitowoc is at the forefront of global crane technology.

the Variable Position Counterweight (VPC) proprietary technology, which “actively” engages all counterweight and eliminates the need for “passive” carbody weights. The result is reduced transport configurations and better centre of gravity for improved ground bearing pressures. Manitowoc also combines its quality with extensive back-up support for its

customers. Formed in 2000, Manitowoc Crane Care is the customer service branch of the company, which provides customers with parts, service and technical support, technical publications and training. Operating out of more than 22 locations in 15 countries, it also provides customers with the EnCORE programme, which rebuilds and repairs run-down or damaged cranes.

CONTACT Manitowoc Po Box 261734, Jebel ali Free Zone, South Side - Dubai tel: +971 4 886 2677 Fax: +971 4 886 2678 Email: info@manitowoc.com www.manitowoccranes.com

Manitowoc

MIX TELEMATICS

39 On the tech track MiX Telematics provides solutions for logging, managing and analysing data to increase safety and efficiency in fleet management.

MIX TELEMATICS

global leader in the vehicle tracking and fleet management industry, MiX Telematics began operations in South Africa in 1995. Using advanced GSM-based tracking technology to provide vehicle recovery and personal safety services, it soon became one of the leading vehicle tracking and stolen vehicle recovery service providers in South Africa. The company set up its operations in the Middle East region in 2002 and has gained considerable traction in the region’s market. It currently runs a self sufficient operation in the region consisting of sales, service, support and other critical functions, which require over 50 full time staff. MiX Telematics boasts a strong network throughout the Middle East that delivers on-ground

and performance improvements. Using the in-country sales, service and support. software-as-a-service (SaaS) delivery model, “We pride ourselves in partnering with MiX Telematics’ products and services are companies that can represent our brand designed to aid customers in improving values in their respective countries,” said safety, efficiency, security and compliance. Brodie Von Berg, Sales & Marketing Director, “Every fleet operator is exposed to MiX Telematics. “The real scope and scale the risk of a motor vehicle crash, the risk of our services is the dealer channel of becoming uncompetitive due to network we have built in over 120 above average operating costs, countries around the world.” the risk of loss from security MiX Telematics’ failures and process customers in the region failures. We address the come from across a Using a d specific requirements number of industries, v a nced GSM-b a s e of each customer including logistics, d tr techno logy to acking and deliver on our construction and provide vehicle value proposition oil and gas, with r ec person al safet overy, with best-in-class the most successful y manag customer service,” segment for the ement and fleet ser in 120 stated Von Berg. company being countr vices ies Among the products commercial vehicle worldw ide that MiX Telematics released operators seeking safety

Be knownst for:

MIX TELEMATICS

late last year is MiX Journey Management - a comprehensive electronic journey risk management solution that integrates with a company’s fleet management platform. The solution is designed for fleet operators seeking an easy and automated way to keep their drivers, passengers and cargo safe and secure, while reducing business risk related to journeys. “MiX Journey Management integrates fully with our Fleet Manager solution for managing driver and vehicle performance and safety through the use of IVMS technology. It replaces tedious paper-based journey management processes as well as the need for operators to develop their own in-house solutions,” said Von Berg. The solution addresses journey risk exposure in a broad business sense: from the protection of drivers, passengers and cargo to business reputation around service quality and compliance factors. The solution also takes into account the impact journeys may have on the environment and the surrounding community. “Another product recently released is our MiX Insight Agility reporting system,” Von Berg explained. “We recognised that managing big data for our customers is a tedious task. Generating reports can be bittersweet. They are business-critical but sometimes frustrating to compile and tedious to set up. Creating layouts with trends and graphical information can also be time-consuming. MiX Telematics is taking reporting to the next level with MiX Insight Agility. The suite allows for dynamic data interaction in Microsoft Excel. Unlike static reports, users finally have the power to create and shape reports in the format they prefer.” With the construction sector in the Middle East increasingly embracing big

data and a digitised analytical approach, MiX Telematics has been able to return healthy growth figures in its regional business despite the slowdown in the Middle East market due to the oil price impacting new infrastructure projects. “We have fared well in the region in the face of all challenges and are continuing to support our customers to increase efficiency and further reduce their fleet operating expenses. It is always a compliment to have long term customers who see us more as a fleet partner than a technology vendor,” Von Berg said. Looking ahead, he expects continued growth across all of the GCC countries as companies invest in telematics to ensure the safety of their drivers along with the goal of achieving better efficiencies in their fleet. “We need to keep expanding our reach through our dealer channel partners into

new territories to provide an even larger footprint for our customers regardless of the location of their operations. “Being a truly global organisation, our customers can rely on us regardless of the location of their fleet. We need to ensure that the required support is close at hand,” he said. One of the company’s main goals in 2016 is to grow its dealer channel partner network and continue to innovate in its solution offerings to remain at the forefront of the industry. And innovative new product launches are expected to help keep the momentum going. “We will continue to assess the macro and micro changes in the market and how these changes impact our customers. The better we understand the challenges our customers are facing, the more opportunity we have to add value to their organisations,” Von Berg said.

Brodie Von Berg Sales & Marketing Director, MiX Telematics.

MIX TELEMATICS

CONTACT Qasim Shah, Regional Marketing Manager Building 6EA, Office 610 Dubai Airport Free Zone PO Box 54678 Tel: +971 4 204 5650 Qasim.shah@mixtelematics.com www.mixtelematics.ae

SCANIA

43 Strength and power Scania’s wide range of products include trucks for the construction sector as well as generators and engines – all of which are among the leaders in their segrments.

SCANIA A s one of the pre-eminent heavy vehicle manufacturers in the world, Swedish giant Scania needs no introduction. With 125 years of excellence behind it in manufacturing trucks and buses, the company has expanded its presence globally and now employs more than 44,000 people in over 100 countries. Besides its home country of Sweden, Scania has production facilities in France, The Netherlands, Poland, Russia, Brazil and Argentina, as well as assembly plants in 10 other countries in Africa, Asia and Europe. Its sales and service arms are spread out worldwide, as are its finance companies. Over the years, Scania has introduced many innovations into the market in the heavy vehicles sector and has also branched out into industrial and marine engines and generators. Among its notable recent achievements is the introduction of a range of products with alternative fuels

and powertrains in line with its long-term commitment to offering the widest range of sustainable transport solutions. The highlight of this green range is a hybrid truck that combines electric and biodiesel operation. Scania also offers other vehicles and engines that run on gas and biogas, biodiesel, bioethanol and hydrotreated vegetable oil. In late 2015, the company also won its largest European order to supply 2,000 trucks to a top British transporter, proving its credentials as a preferred option for heavy vehicle fleet operators. At the end of 2015, Scania became the second largest heavy truck brand in Europe with a 16.5 percent market share. This includes an all-time high market share of 12.5 percent in Germany. Scania’s history in the Middle East region is long as well. The company first entered the region way back in 1975 through its partners at a time when the economic prosperity of the Gulf countries was still in its nascent stage. Since then it has been part of the growth story of the GCC and the expansion

Be knownst for: Heavy

trucks haulage constr and buses, ucti tractor on trucks, s , ti and m ppers ixers

in its business saw it establish Scania Middle East in Dubai’s Jebel Ali Free Zone in 2008. Overtime, Scania has maintained strong partnerships with its distributors across the region, represented by Al Shirawi Enterprises (Dubai & Northern Emirates, UAE), Bin Brook Motors & Equipment LLC (Abu Dhabi & Al Ain, UAE), GCC Olayan (Kingdom of Saudi Arabia), SATA LLC (Oman), ARACO (Qatar), and NETTS (Bahrain). Initially starting out as a delivery centre for the region to make pre-delivery inspection and warehousing within its state-of-the-art 20,000 square metre industrial facility in the free zone, by 2014 the operation had expanded to become a fully-owned Scania business unit. Scania Middle East now provides comprehensive support, including sales and marketing, for trucks and buses, as well as training and after-sales support for the benefit of its growing markets through its wide partner network in the Gulf region. The company currently employs

SCANIA

a multinational workforce of 28 personnel within its headquarters in Dubai and provides comprehensive support to its partners and customers in the region through its dynamic organisation in an international environment. “Class-leading reliability, constant uptime, low maintenance costs and outstanding fuel economy are some of the attributes of Scania’s products that have established us as a market favourite,” said Ozcan Barmoro, Managing Director, Scania Middle East. “Look into our fleet customers’ total operating costs, including the purchase price of our products, and you will find Scania providing the best value for money. Our loyal customers are a testimony to this.” Scania’s products are a great favourite of the region’s construction sector, which provides the highest volumes for the company’s sales in the Middle East, Barmoro said. “If we look at the year-end figures for Scania’s volume sales of 2015, construction trucks, such as tractors, tippers, and mixers, are our highest selling products across the region,” he noted. “Construction site transportation is an everyday fight for profitability in harsh environments. Customer demands are high and uptime is key. Scania trucks handle the toughest conditions with ease, while securing an outstanding operating economy. We offer robust vehicles precisely suited to our customers’ needs supported by our top-class service.” Of course, versatility is very much a Scania hallmark and its trucks are also available for other transport applications in the region. Long-haulage, distribution and various special applications, such as fuel distribution, fire trucks and waste management vehicles, are some of the other

areas in which Scania’s products have found favour in the regional market. These are all sectors in which the Swedish major is a leader in many markets around the world. Additionally, Scania’s buses and coaches have garnered a positive reputation in the market and its popular industrial and marine engines and generator sets have recently received a lot of attention in the region, leading to steadily increasing sales. “Last year was a very good one for Scania in the Gulf market. Compared to the year before, our truck sales grew over 15 percent by volume in 2015,” Barmoro revealed. “In general, all Gulf markets reported increased sales figures in 2015 compared to the previous year. We are very thankful to all our partners for their incessant efforts to promote the Scania brand and our products in their respective markets. Our products have proven

technical superiority in performance and we, along with our partners, have been able to communicate this effectively to the market with very positive results.” Not content to rest on its laurels, Scania’s ambition is to raise its share of the market further in the GCC region across all of its product segments. And for this the company is further developing and enhancing its service network and working to improve customer experience. “In 2016 our target is an overall improved market share and we plan to achieve this by concentrating on the smaller details. To start the year, we launched our new Scania Touring coach in every GCC market. We already have a great lineup of products in several segments and we are committed to continue entering new segments and growing together with our customers,” Barmoro said.

SCANIA

Ozcan Barmoro Managing Director, Scania Middle East.

CONTACT Scania Middle East FZE South West Ring Road 1, Jebel Ali Free Zone, PO Box 262796, Dubai, UAE Tel: +971 4 814 3700 Fax: +971 4 814 3778 www.scania.com

ZAFCO

47 On a roll After a successful 2015, ZAFCO is looking to continue its good run with new brand introductions and a bigger push into key markets in and around the region.

ZAFCO W hat do the most acclaimed global brands in the automotive accessories and supplies sector, such as Pirelli, Toyo, Roadstone, Nitto Otani and Double Coin, have in common in the Middle East region? The answer is ZAFCO, the Dubai-based distributor of tyres, batteries and lubricants, which has emerged a leader in its field in the two decades-plus that it has been in operation. Starting in 1993, the company is now a leading distributor for automotive products and accessories to hundreds of customers across all six continents and represents a host of top international brands. Today it is proud to own one of the biggest warehousing networks in Dubai with an inventory of more than a million tyres and boasts one of the largest tyre distribution centres in the entire Middle East. Be it the

ZAFCO w ill lau nch the PC R rang eo brand, Armstr f its on g in 2016 an d w , contin ill u the TB e to extend Rr diverse ange for its custom er s

Middle East and Africa or any other market, ZAFCO has a welldiversified revenue mix through a big portfolio of brands and far-reaching distribution networks. The company employs around 260 people in the Middle East and Africa region and considers its workforce to be its greatest asset, said Zafar Hussain, Director, ZAFCO. Explaining ZAFCO’s product offering, he said the company believes in creating value for its customers with its wide range of customised products for passenger cars, SUVs, light commercial vehicles, trucks, buses and desert and industrial vehicles with multiple brands under one roof. Leveraging its scale of operations, the company is also able to bring the quality products it offers at prices that are globally

competitive, he added. “Our performance in 2015 was remarkable in terms of quantity sold across the globe,” Hussain said. “We actually managed to sell more than we had forecasted, with the ultrahigh performance, sports utility and cross over vehicles product lines being the fastest growing ones. However, due to sharp drops in rubber prices throughout the year, we couldn’t scale our margins that we were looking for.” External factors are part of market dynamics, Hussain said, and in the past year the plunging oil prices also shaped the overall global scenario, including the tyre industry. Being present in 60 countries on six continents helped ZAFCO, with each market performing well in its core sphere.

ZAFCO

While the company has not seen any clear trend in the overall market, with conditions varying from country to country in 2015, North America has emerged as a territory that is doing well for the company’s business compared to other continents. “From here onwards we are looking to further penetrate a few markets on which we have focused. We will do this by conducting brand activation campaigns in these countries as a push strategy. Engaging the customers in various BTL campaigns would certainly help us offer the right product to the right customer as well as leverage the word-of-mouth publicity we receive, which matters the most,” Hussain said. “In a nutshell, building a customer base and retaining them is our top priority and this is exactly what we have been doing by offering tailor-made products for specific requirements of our customers. Also, as part of our approach of continuous improvement, we will continue to advance the quality of our products by incorporating the latest measures in our functioning in every field.” Expansion in the retail space is at the top of ZAFCO’s wish list in 2016 and the company will continue to take its market penetration activities to the next level. New brands, products and target markets have all been identified for this next phase of outreach. “We have plans to aggressively market the Otani brand in India as there is a huge potential for truck and bus tyres there. We also aim to launch the PCR range of Armstrong by the end of 2016 to the markets we serve while making the full-fledged range of TBR tyres available to all our customers,” Hussain said.

ZAFCO

Zafar Hussain Director, ZAFCO.

CONTACT ZAFCO FZCO Jebel Ali Free Zone (South) POBox 262176 Dubai, UAE Tel: +971 4 886 2700 Fax: +971 4 886 2701 Email: info@zafco.com www.zafco.com

52 ACKNOWLEDGMENTS

FOUNDER Dominic De Sousa GROUP CEO Nadeem Hood

PUBLISHING DIRECTOR Raz Islam raz.islam@cpimediagroup.com +971 4 375 5471 EDITORIAL DIRECTOR Vijaya Cherian vijaya.cherian@cpimediagroup.com +971 4 375 5472 EDITOR Anirban Bagchi anirban.bagchi@cpimediagroup.com +971 4 375 5715 COMMERCIAL DIRECTOR Michael Stansfield michael.stansfield@cpimediagroup.com +971 4 375 5497 MARKETING MANAGER Lisa Justice lisa.justice@cpimediagroup.com +971 4 375 5498 ART DIRECTOR Simon Cobon simon.cobon@cpimediagroup.com +971 4 433 2849 PRODUCTION MANAGER Vipin V. Vijay vipin.vijay@cpimediagroup.com +971 4 375 5713

EDITED by ANIRbAN bAGCHI DESIGN AND LAyouT by SIMoN CoboN

DATABASE AND CIRCULATION MANAGER Sunil Kumar sunil.kumar@cpimediagroup.com +971 4 375 5476 PUBLISHED BY

Corporate Publishing International Registered at IMPZ POBox 13700, Dubai, UAE Tel: +971 4 440 9100 Fax: +971 4 447 2409 www.cpimediagroup.com PRINTED BY Al Alif Printing Press LLC A supplement of Construction Machinery Middle East. Â© Copyright 2016 CPI. All rights reserved. While the publishers have made every effort to ensure the accuracy of all information in this magazine, they will not be held responsible for any errors therein.

2016 edition