Truck&Fleet ME June 2018

VEHICLES/ TECH / TranSporTaTIon/LogISTICS

O53/JUNE 2O18

MIDDLE EAST

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

O T Y d A E R E w E’ R

E L b m U r

t he g n i d n fi s i t Ei M F & T s l l e t ck s Renault Tru g io n e r e h t r o f a ch o r p p a t h g i r

E C I V U S r SILV E RANGE – YUkON’s N TH E CHROME O RY spECiAl A s R E iv N N 25TH A

contents

contents COVER STORY

14 / RENaUlT TRUCkS REViVal

How Renault Trucks is applying what it has learned.

also this issue …

NETWORk

06 / NEWS fROm ThE mONTh

06

10

18

24

30

36

Saudi Arabia wants to produce its own buses and ALJ hooks up with Higer in the Kingdom. laUNChES

12 / QUESTER’S QUEST UD Trucks says its new Quester truck variants complete its offering to the region. iNTERViEW

20 / a digiTal fUTURE The CEO of MAN Truck & Bus talks to T&FME about confronting a digital future.

EURO iV aNd EURO V

24 / a TOUCh Of blUE Alejandro Pattyn CEO Trychem explains why you need AbBlue if you’re skipping to Euro IV/V. TYRES

30 / apOllO’S miSSiON A look behind Apollo Tyres stunning international success. paRTS

36 / paRTS paRTNERShip Why GM’s ACDelco and ENOC are collaborating across the UAE. lUbRiCaNTS

36 / SmOOTh OpERaTiONS A look at the lubricants market and how it can ease your fleet operation’s productivity.

JUNE 2018 TRUCK&FLEET ME 01

WELCOME

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

Can we talk tCO? Just before putting together the final touches of this month’s issue of Truck & Fleet Middle East, I was passed a report from real estate consultancy and services company Colliers International and I was surprised to see that the transportation costs in the UAE had risen by 9% and even more shocked to read that diesel has increased by 22% in the first quarter of this year compared to Q1 2017.

That is a huge increase on the balance sheets of fleets working in those markets – where many of you are based. And while I don’t have the figures to hand, I’m sure it’s a similar bounce experienced in many operations across the region.

Over the years, we have heard most manufacturers talk about the difficulty of selling the concept of total cost of ownership – or to give its snappier title TCO – to fleet owners in the region. It is a common challenge for most manufacturers to apply the same selling techniques and the consequent services they have wrapped around them over here in the same way they can in Europe or the US, for instance.

While I have sympathised with this challenge, and view it is as good business practice to ensure you get value for money from your investment in new vehicles, I have always had the suspicion that there is a little of the square pegs for round holes in this approach.

However, there is a now an imperative developing for the future of the fleet sector in the region to start taking its TCO calculations seriously.

This month we spend time with Renault Trucks, a company that is intent on making up for lost ground in the region and they are placing TCO as a major selling point of their offering to fleets – as well as the hard work they have put into their vehicle development and gearboxes, in particular. It is also considering how it can better offer financing for fleets and I think this is where the TCO argument will need to be won.

More commercial vehicles manufacturers and their importers need to help more fleets to raise the money to buy their new trucks and cars because the major hurdle for fleets to jump, as ever, is that, even if you are prepared to pay more up front to save money later, you still need to be able to raise the cash to buy the vehicle in the first place.

So, yes, auto-industry let’s talk total cost of ownerhip and TCO but you will need to meet us half-way in the conversation.

sUb EDItOR AELRED DOYLE aelred.doyle@cpitrademedia.com ADVERtIsING sENIOR sALEs MANAGER BIpIN SONEJI bipin.soneji@cpitrademedia.com +971 4 433 2856 DEsIGN ARt DIRECtOR SIMON COBON simon.cobon@cpitrademedia.com PHOtOGRAPHY MAKSYM pORIECHKIN maksym.poriechkin@cpitrademedia.com

C

MARKEtING

M

MARKEtING MANAGER SHEENA SApSfORD sheena.sapsford@cpitrademedia.com +971 4 375 5498 CIRCULAtION & PRODUCtION DIstRIbUtION MANAGER SUNIL KUMAR sunil.kumar@cpitrademedia.com +971 4 375 5476 PRODUCtION MANAGER VIpIN V. VIJAY vipin.vijay@cpitrademedia.com +971 4 375 5713 WEb DEVELOPMENt MOHAMMAD AwAIS SADIQ SIDDIQUI fINANCE ACCOUNts NAHEED HOOD naheed.hood@cpitrademedia.com +971 4 375 5474 CREDIt CONtROL ExECUtIVE CAMERON CARDOZO cameron.cardozo@cpitrademedia.com +971 4 375 5499 fOUNDER DOMINIC DE SOUSA (1959-2015) PRINtED bY EMIRAtES pRINtINg pRESS LLC, DUBAI

Licensed by tECOM to registered company, CpI trade publishing fZ LLC whose registered office is 207 – 209, Building 3, Dubai Studio City, Dubai, UAE. www.cpitrademedia.com the publishers regret that they cannot accept liability for error or omissions contained in this publication, however caused. the opinions and views contained in this publication are not necessarily those of the publishers.

stEPHEN WHItE EdiToR, TRUCK&FLEET ME STEPHEN.WHiTE@CPiTRAdEMEdiA.CoM 02 TRUCK&FLEET ME JUNE 2018

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

Y

CM

MY

CY

CMY

K

ONLINE

MOST POPULAR

ReADeRS’ COMMeNTS

FeATUReD

CONSTRUCTION

WOMeN IN CONSTRUCTION SeRIeS: The NeeD FOR bALANCe

UK Government lacked ‘bravery’ as Carillion became a ‘time bomb’

CONSTRUCTION

Abu Dhabi government sign agreement to speed up construction licenses

In Pictures: On site at Marina Gate II

CONSTRUCTION

Vox to set-up new IMAX screens in Saudi Arabia

CONSTRUCTION

Premier Estates launches The Terraces project at Meydan

CONSTRUCTION

KEO and InSite complete Dubai’s new Bluewaters Bridge 04 TRUCK&FLEET ME JUNE 2018

Feature: New schemes suggest Abu Dhabi market has bottomed out

I want to say thank you for doing your bit for ‘Women in Construction’ with these articles on the site. Greater diversity is an absolute necessity for the construction industry going forwards and one of the strengths of the industry in the region is its ability to draw on the experience and knowledge of people from many different kinds of backgrounds and experiences. In my opinion, there has been a lot of progress in terms of greater participation of female co-workers in the industry but there is still a lot more to done.

In my experience, many of the roles women find are in administration or in the softer skills of construction such as design or architecture.

That’s not just in the Middle East but across the globe, however slowly with time we will see more and more women on-site. Having said that, and reading some of the interviews you’ve published, it is heartwarming and re-assuring to hear many of these professionals being treated as equals and with respect on projects.

Name withheld by request

NETWORK

KSA BUS STRATEGy ANd ALJ pARTNERSHIp / THE BIG 5 HEAVy / UdRIVE pAy-pER-MINUTE yUCHAI SAUdI BOOST / SUEz RETURNS TO RENAULT / FAMCO RTA dEAL

network

Saudi Arabia wants domestic bus production HIGER ANd ALJ ALSO ANNOUNCE dEAL AS KSA pLANS TO LEVERAGE pUBLIC TRANSpORT MANUFACTURING Saudi Arabia’s transport minister has told Reuters that the Kingdom has held “preliminary discussions” with foreign manufacturers to start-up domestic bus production.

Speaking at a Jeddah business conference, he told the news agency that the move would be powered by the country’s own need to upgrade its public transport network.

“We are developing the public transport system with a lot of buses, so we want to see how we can leverage this to develop domestic industry,” Nabeel al-Amudi said.

Al-Amudi confirmed to Reuters that this would be separate from the MoU signed with Toyota last year to conduct a feasibility study on producing vehicles and parts in Saudi Arabia.

Meanwhile, Toyota’s dealer

in Saudi Arabia, Abdul Latif Jameel (ALJ) also announced last month that it has entered into a strategic partnership deal with Chinese bus and coach manufacturer HIGER to support the development of public transportation in Saudi Arabia, as well as supply buses for pilgrims within Saudi Arabia.

“We are pleased to announce this partnership with Higer Bus, the world’s third largest bus

manufacturer. This is another demonstration of our position as an investment partner of choice for international businesses operating in Saudi Arabia and the region,” said Hassan Jameel, the deputy president and vice chairman of ALJ. “Combined with our best-in-class support, we will continue our commitment to improving and enhancing our services.

The partnership (supports) pilgrims visiting the country.”

90% OF VISITORS TO LAUNCH OF THE BIG 5 HEAVy SAId THEy WOULd BE WILLING TO RETURN TO EVENT IN dUBAI NExT yEAR

06 TRUCK&FLEET ME JUNE 2018

NETWORK

UdRIVE SWEETENS pAy-pER-MINUTE LAUNCH IN ABU dHABI

$2.5 MILLION IN EqUIpMENT dEALS MAdE AT FIRST THE BIG 5 HEAVy EVENTS

The launch edition of The Big 5 Heavy has been hailed a success after the event welcomed over 6,000 visitors and exhibitors recorded $2.5 million in deals at the Dubai World Trade Centre last month.

The organiser dmg::events said that it is now the largest event dedicated to heavy machinery in the Middle East having assembled 300-plus exhibitors across 7,000 sqm of specialised exhibition space.

“When combined, deals that were made at The Big 5 Heavy between leading manufacturers like Total Foundation Solutions, Deewan and Putzmeister, came in at a total of USD2.5 million” commented event director for The Big 5 Heavy, Richard Pavitt. “The event this year was a visually stunning crowd pleaser. And as for the deals, well they support a growing infrastructure industry in the Middle Eastern region.”

Andrea Bristot, Middle East Area Sales Manager for leading Spanish tower crane manufacturer, Linden Comansa, revealed that his company was able to greet visitors from across the region.

“During the three days of the show, we were very busy with customers and potential buyers, not only from the Emirates but also from Egypt, Oman, Saudi Arabia or Kuwait, which shows that the entire region is under an evident recovery,” he said. “Another good indicator is that the world’s main tower crane manufacturers were at the Big 5 Heavy show.”

The exhibition showcased heavy equipment from a range of industries with product variety including concrete, mining, and construction.

In addition to showcases for tyres, scaffolding structures, tower crane and heavy vehicles, there were also over 40 seminars and workshops.

“Events like this should be mandatory for professionals to come and see, and companies should be encouraging their employees to come and visit - it’s a must,” said speaker Omar Essam Barakat, Dubai Novus, chairperson for The Chartered Institute of Building.

The next The Big 5 Heavy will return from 1416 January, 2019 to the Dubai World Trade Centre..

RENTAL Udrive, a dedicated pay-per-minute car rental service offered a free drive up to a maximum of four hours in April as it opened its services to residents and visitors of Abu Dhabi. In a statement the company said the new service is in line with the Department of Transport’s plans to enhance and develop the transportation network and infrastructure in Abu Dhabi.

Udrive’s cars can be driven per minute or per day, depending on what suits the user. The user can take a car from anywhere and drive

anywhere he or she chooses to. The car needs to be returned to the same city from where it was picked up.

Udrive’s rental service can be accessed via a dedicated smartphone app. Vehicles can be rented 24/7 at a point nearest to the driver’s location via the Udrive app. The vehicle selected can be unlocked using a smartphone or the optional personal membership card. Keyless access through a mobile phone, and the ability to park for free across permitted key areas of the city along with free fuel makes it “easy for customers to travel wherever they like.”

CHINA yUCHAI ExpORTS 800 BUSES TO KSA VIA ANHUI ANKAI BUSES Chinese commercial vehicle and engine manufacturer China Yuchai International Limited says it recently exported 800 buses manufactured

by Anhui Ankai Automobile recently exported to Saudi Arabia via its main operating subsidiary, Guangxi Yuchai Machinery Company Limited (GYMCL).

Anhui Ankai Automobile is a Chinese automotive manufacturing company headquartered in Hefei, and

specialises in the production of buses and coaches. According to the company, GYMCL was the sole supplier for the heavy-duty engines for the buses, 600 of which were installed with YC6MK engines, which are 6-cylinder turbocharged diesel engines with a displacement of 10.34l. The remaining 200 buses were equipped with GYMCL’s heavy-duty diesel engine model YC6L - a compact, lightweight 6-cylinder turbocharged engine.

JUNE 2018 TRUCK&FLEET ME 07

NETWORK

SUEz OpTS FOR RENAULT K FOR RECyCLING

A dECAdE-LONG pARTNERSHIp Suez and Renault Trucks have been working together for ten years.

WASTE MANAGEMENT

Renault Truck’s Dubai and the Northern Emirates distributor United Diesel and recycling and waste recovery company SUEZ Middle East Recycling, have celebrated the tenth anniversary of their partnership with the delivery of three Renault Trucks K range 6x4 models, equipped with Excel waste management.

SUEZ Middle East Recycling is a local subsidiary of the French-based global group SUEZ. With 90,000 people on the five continents. The group recovers 17

million tons of waste a year, produces 3.9 million tons of secondary raw materials and 7 TWh of local renewable energy. It also secures water resources, delivering wastewater treatment services to 58 million people and reusing 882 million m3 of wastewater.

“The company now has a fleet of 150 trucks, over 50 of which are Renault Trucks. The latest order is a true example of the strength of our relationship and the trust SUEZ has in our brand and aftersales team,” said Wael Mekhail, Renault Trucks brand manager at United Diesel.

The Renault Trucks K range launched in the Middle East at the end of 2014 features an all-steel bumper, and the French truck-maker claims it also has excellent ground clearance and the best approach angle on the market.

With the capacity to fit a variety of body types, the range can be easily adapted to a wide range of applications and customer demands in the long haulage, distribution and construction industries, says Renault Trucks.

“Renault Trucks provide an ideal platform to serve our waste collection fleet requirements,” remarked AndréLouis Brenier, GM, SUEZ Middle East Recycling.

“Renault Trucks are able to meet the highly demanding and sophisticated prerequisites of our business.’’

UAE’S AdNOC dISTRIBUTION TO OpEN IN KSA FUEL RETAIL ADNOC Distribution is set to open its first service station in Saudi Arabia after it was awarded a license to own, operate and manage fuel service stations in the Kingdom.

The Ministry of Municipal and Rural Affairs (MOMRA), which regulates the Kingdom’s fuel station industry, issued the award during a signing ceremony in Riyadh on Sunday, the UAE’s largest fuel and convenience retailer, said in a statement.

It added:

“ADNOC Distribution has committed to opening one service station in Saudi Arabia in 2018, as part of its growth strategy which is focused on expanding choice for fuel customers, improving its convenience store offering and being more efficient with costs.”

A signing ceremony in Riyadh was attended by the ministry’s Undersecretary Dr. Abdul Qader bin Othman Amir and Abdulla Al Menthari from ADNOC

Distribution.

“We extend our thanks to MOMRA for issuing our license to operate in the Saudi Arabia. Drawing on our 45 year history of success in the UAE, I am confident that we will bring more choice and service to customers in the Kingdom while always being mindful of our 100% commitment to safety,” said Saeed Mubarak Al Rashdi, ADNOC Distribution’s CEO.

FAMCo seCures lArgestever rtA deAl BUSES

Volvo Buses’ UAE distributor partner FAMCO says the order for 143 Volvo luxury intercity coaches over the next two years with Dubai’s Roads and Transport Authority is the largest deal with the organisation to date.

According to FAMCO, the ordered Volvo’s B11R is the first bus in the Middle East to meet the strict Euro 6 standards of fuel efficiency and emissions; “aiding the successful signing of the deal which was evaluated against the RTA’s rigorous 10-year total cost of ownership requirements, including fuel and operational costs. “ Commenting on the significant new signing, Akash Passey, SVP for Volvo Buses Region International said: “Being the first bus manufacturer to introduce Euro 6-standards to the Middle East has enabled us to deliver the most fuel efficient, cost effective and environmentally conscious public transport solution, helping the RTA to continue to lead the way in safety and sustainability. These buses mark the beginning of a new breed of modern buses focused on delivering clean, safe and efficient public transport.”

Volvo coaches will be operating not only in Dubai, but across the entire UAE. “We’re proud to be a part of the RTA’s goal to increase the community’s mobility via public transport by as much as 30% by 2030.”, said Nigel Johnson, Senior Managing Director, FAMCO UAE.”

INSIdE THIS ISSUE: RENAULT IN ISTANBUL, MAN’S CEO ON FACING A dIGITAL FUTURE, A GUIdE TO USING Ad BLUE, ANd MORE

08 TRUCK&FLEET ME JUNE 2018

TOTAL RUBIA OPTIMA OPTIMIZING PERFORMANCE TO TAKE YOU FURTHER EVERY DAY.

THE MOST TECHNOLOGICALLY ADVANCED RUBIA ENGINE OILS Introducing TOTAL RUBIA OPTIMA, the new heavy-duty engine oils (HDEOs) meeting API CK-4 and FA-4 that are formulated to optimize engine performance - to take you further every day.

totalmarketingmiddleeast.com

Total

LAUNCHES

A NEW QUESTER ARRIvES IN THE MIDDLE EAST To CoMpLETE UD TRUCKS RANgE / gMC YUKoN CELEBRATES ITS 25TH ANNIvERSARY IN THE REgIoN WITH LIMITED EDITIoN

lau nches FILLINg THE gAp nEw qUEsTER in popULaR 6x4 vaRianT

A ride called Quester UD TRUCKS HAILS NEW QUESTER vARIANTS AS CoMpLETINg ITS MIDDLE EAST RANgE UD Trucks’ expanded range now offers products across a wide range of medium and heavy-duty segments. In 2016 the heavy-duty Quester truck was launched in the region, followed in May 2017 by the medium-duty Croner truck. The introduction of these robust new products, as well as the addition of the new heavy-duty range for heavy construction Quester 40 Tonne /24’ tires with hub reduction and the 8X4 Rigid, now makes, UD Trucks says, its regional offering complete.

Because it was specifically built with Middle East customers in mind, the all-new Quester range has

10 TRUCK&FLEET ME JUNE 2018

proven a particularly strong seller. With the Quester, UD Trucks wanted to develop a multi-purpose truck that met the wide variety of needs specific to the region, including off and on-road use, construction, distribution and long-haul transportation.

The launch of the Quester range in the region was a major step forward for the company, the Quester’s success relies on the fact that it was developed focusing on essential key areas. It excels on the functional key needs of a typical truck user in Middle East. It is a truck that combines the best of the two offers: the European

touch and Japanese quality.

The Quester model also focuses on the features that make businesses grow.

These include fuel economy, payload, robustness and a wide range of applications and variants with high maintainability to extend the uptime of the truck and provide a higher RoI for its customers. Fuel economy is delivered by leveraging high technology in core components like modern high torque engines and complete driveline, aerodynamic design and the UD fuel coaching system all serve fuel efficiency.

Robustness is delivered

through a very robust chassis that offers many variants for different applications including hub reduction axles, 8x4 variants. UD Trucks recently introduced its new HD 6X4 40 T and 8X4 rigid which will enable the company to compete fully in the heavy-duty construction segment and it has great ambitions with this product in the region.

Last month, the Japanese heavy trucks’ unveiled the new Quester models designed for heavy construction at an official launch in RAK. The Quester 6x4R-40 Tons and 8x4R with hub reduction completes the heavy-

LAUNCHES

silver suv service gMC CELEBRATES YUKoN’S 25TH ANNIvERSARY

AIMED AT CoNSTRUCTIoN according to Mourad Hedna, president of UD Trucks, Middle East, East and north africa, the 40T version of the quester enables it to compete in the heavy duty construction segment.

IMpRovED UpTIME AND RoI Features include fuel economy, payload, robustness and a wide range of applications and variants with high maintainability to extend the uptime of the truck and provide a higher Roi.

duty . uester range The new models boast reinforced front suspension, higher ground clearance and an 11l engine (gH11E) based on the volvo group’s global technology in combination with Japanese manufacturing quality. Features such as fuel economy, payload, robustness and a wide range of applications, not only to meet different needs of the customers but also extend the uptime of the truck.

Mourad Hedna, president of UD Trucks Middle East, East and

North Africa said: “We are very excited about the arrival of the Quester 6x4R-40T and 8x4R which complete the Quester model range line-up. The Middle East conditions are tough, with the varied terrain, high temperatures and payloads. To ensure the new models meet the needs of our customers, we tested the model in real conditions for over a year (in the gCC). We are confident that the now complete range of Quester with its proven fuel-efficient engines and UD Trucks quality.”

The GMC Yukon family of full-size SUVs was expanded in the Middle East with last month’s launch of a special-edition Yukon to commemorate the model’s 25th anniversary. Offered exclusively on the SLE and SLT model range marked with an exclusive 25th Anniversary badge, the limited-edition 2018 GMC Yukon features a chrome-trimmed premium, personalized appearance with bright chrome accents and body side moldings, including chrome mirror caps, chrome accessory grille inserts, chrome door-handles in addition to polished chrome exhaust tip, chrome tow hooks and 20- or 22-inch polished aluminum wheels.

The Yukon Denali has been upgraded in 2018 with a new dimensional front grille as well as a new 10-speed automatic transmission designed to make the most of the engine’s horsepower and torque to optimize the overall performance and efficiency of the SUV. The 2018 GMC Yukon, Yukon XL, Yukon Denali and Yukon XL Denali also feature a new tyre fill alert as part of the tyre pressure monitor; and are available in new exterior body color.

Yukon SLE and SLT models are powered by advanced EcoTec3 engines that “deliver more horsepower and torque with one of the segment’s best V-8 fuel economy”.

EPA-estimated highway fuel economy is 10.4L/100km with the standard 5.3l engine (2WD models). On the other hand, Yukon Denali’s exclusive 6.2l engine makes the most power in the segment –

420 horsepower and 624 Nm of torque.

It is matched to a 10-speed automatic transmission that further enhances efficiency and refinement.

“Inside and out, bold styling advances GMC’s professional grade credentials with elements precision-executed for beauty and function,” says GMC. “Yukon’s more aerodynamic exterior also improves highway efficiency and contributes to its quiet ride. The Yukon lineup delivers greater capability and greater refinement through enhanced chassis and suspension systems, says GMC. A fully boxed frame – composed of more than 75% high strength steel – supports a quiet and controlled ride.”

Projector-beam headlamps are standard on Yukon and Yukon XL. The distinctive Denali models are instantly identifiable by their signature chrome grille and unique exterior appointments, including exclusive high-intensity discharge headlamps. Denali models feature active noise cancelation technology to make the interior quieter.

SpECS: YUKoN SLE & SLT Engine

EcoTec3

Engine size

5.3l

Fuel economy

10.4L/100km

SpECS: YUKoN DENALI Engine size

6.2l

power

420hp

Torque

624nm

BIRTHDAY SUIT spECiaL 25TH annivERsaRy EDiTions

Top oF THE RANgE sUv remains at the top of the The Denali line-up of the premium even further in 2018. yukon range and has been upgraded

JUNE 2018 TRUCK&FLEET ME 11

INTERVIEW

OPTIMUM dRIVINg The new XTENDED Optriver automatic transmission has been developed for haulers that needed to negotitate difficult conditions with high loads at low-speed.

AutomAtic for the people

With Optidriver refined and a new regional HQ in place, T&FME joins Renault Trucks at its truck event in Istanbul 12 TRUCK&FLEET ME JUNE 2018

INTERVIEW

A

fter toiling through a sunny and sultry half an hour of Istanbul traffic, our coach is finally free to travel over one of the city’s three major bridges, criss-crossing the deep blue of the Bosphoros to shuttle from Europe into Asia. Ahead lies the Istanbul Park Circuit, famous for being one of the few F1 Grand Prix tracks that the great Michael Schumacher failed to master and where he had rare loss to his then team-mate Filipe Massa. The track was also where the man many see as his successor, Sebastien Vettel, in 2011 scored a victory in his Renaultpowered Red Bull in 2011 during a fouryear reign as the best driver of the planet.

The track may echo with the silver diamond’s past successes on it, but today is about Renault Trucks future hopes for its long-haul truck as well as its brand in the region. Istanbul, the city that straddles history and continental shelfs, is the perfect place to catch-up with the latest a European powerhouse has to offer for the Middle East region.

As we roll-in to park beneath the main stand, Renault Trucks is emblazoned all over the paddock and pit-wall. On the track itself is a collection of stripped-down but beefed-up Meganes and breath-stealing Caterhams ready to twirl the gathered dealers, clients and the odd member of the media around the surprisingly undulating and disorientating anti-clockwise course.

Standing poised behind them is a fleet of Renault trucks hoping to charm with their own quiet route around the circuit.

Taking a K440 4X2 for a test on the track after being buffered by a raucous and sliding Caterham was a little like having to take a moment to sit down on the sidelines of a barn dance, but it was a smooth, grippy and comforting ride, even on the Park Circuit’s wilder corners. If you only like the occasional do-si-do, then they’re the ones you will want to talk to in the latter part of the evening.

Driver comfort as well as efficiency and productivity are at the core of Renault Trucks continuing development of a truck platform that has developed impressively over a number of years. Previously Renault Trucks has had to face difficult questions over the transmission and gearbox of its trucks, particularly in the waring conditions of the Middle East.

However, the introduction of Optidriver, its automatic transmission that shares a lot of the same technology as sister company’s Volvo Truck’s I-Shift, has helped bolster the

company’s belief that tied to an already robust and reliable truck (with which the company has directly using fleet feedback from the Middle East and Africa to evolve), it is offering a significant reason to carry on with the brand for old customers and a compelling alternative for fleet owners considering moving on from their usual choice.

Olivier De Saint Meleuc, senior vice president, Renault Trucks International and Gregoire Blaise, VP for the Greater Middle East, tells T&FME that the company is demonstrating a progression to the market.

“It demonstrates adaptation, evolution but we have some new features. We have addressed minor issues that we faced at the beginning. We say it is a proven new range,” says Blaise. “We are not the car industry and we are not launching new trucks every couple of years but there’s a new engine and we have extended the Optidriver system to allows you to have very slow movement of the trucks and still have control.

When asked if the company is satisfied with its improvements, Blaise responds: “Yes, we are extremely happy with Optidriver. We are convinced it is the best gearbox on the market. And for construction and longhaul applications it is a fantastic gearbox.

And yes we are still investing but more because we only to finetune - and we and our customers are extremely happy with it.”

Despite pockets of success, such as Volvo Trucks’ much trumpeted 90-plus percent of new sales in the UAE, fleets appear to be only cautious on adopting automatic transmissions in the region. This is despite clear advantages in terms of driver comfort, lower fuel costs and fewer breakdowns. Blaise agrees that in many of the Middle East and African markets there is still a majority of fleets preferring to use a manual gearbox. Blaise tells T&FME that in the rest of the world 99% of fleets are now using an automatic gearbox with Renault Trucks itself selling even closer to 100%.

“But I would say in some countries it has taken more time to convince the drivers because they felt that would be better at anticipating on the road. The reality today is that it’s only an extremely highly skilled driver you can save a slight amount of fuel. You have to be extremely good to be better than the gearbox. From a financial perspective, manual does not make sense,” he remarks.

In some parts of the Middle East, fuel costs remain far lower than elsewhere in the world which could explain the slower uptake but there are other savings to be made, especially in maintenance costs.

Blaise explains that as Renault Trucks JUNE 2018 TRUCK&FLEET ME 13

INTERVIEW

A lONg TRAck REcORd Renault Trucks has decades of experience in the region and has been historically strong in North Africa but new markets are opening up.

is offering a two-year warranty it would be equally advantageous for its own balance sheet to see greater adoption.

“One of the main reasons we are pushing it is that we don’t want to spend any more on warranty costs. We have had a lot of warranty issues with customers because they are not using an automatic gearbox. We know with Optridriver we can save that.”

He adds that fleets have also been reluctant to opt for Optidriver as they have had poor experiences with automatic gearboxes and transmissions on other manufacturer’s vehicles.

“I think Optidriver and I-Shift used by Volvo is the best but some of our competitors have used an automatic gearbox that is not that good at driving. Some customers will

We are convinced it is the best on the market.

And for long-haul applications it is a fantastic gearbox”

XTENdINg THE OPTIdRIVER sysTEM have the preconception that it is not smooth.”

Renault Trucks has recently extended its parts warranty to two years and De Saint Meleuc tells T&FME that this is part of global push not just in the Middle East.

“The reality is that we are pushing to sell our genuine original parts and the quality of these parts is exceptional,” he enthuses.

“We want to prove that one part is not equal to the other but buying genuine you can make a difference. We want we wanted to show them that we trust our parts, so customers can trust that we are selling the right product to offer for their vehicles.”

The Middle East and Africa only held a 4% and 5% share of Renault Trucks’ 49,930 unit sales in 2017. If Renault Trucks is to continue to make progress then its

TAkINg FlEET OWNERs TO IsTANbUl The Long Haul Xperience in Istanbul was an opportunity to showcase Renault Trucks’ technology and services to Middle East and Africa fleets buyers and importers.

14 TRUCK&FLEET ME JUNE 2018

Like other automatic transmissions, Optidriver automatically selects the ratio best adapted to the speed and the road profile. However through logging thousands of hours of in the field testing to find the sweet-spot for its programming Renault Trucks believe its take on the automatic transmission is best suited for how the vehicle will be driven in realworld scenarios in the region.

Last year, it added the Optidriver Xtended to its C and K ranges, which is fitted with extra-slow (crawler) gears. Like Volvo’s own I-Shift with crawler gears system, this enables drivers working under severe operating conditions to have the option of using one or two additional extra-slow gears in the C and K range trucks. Depending on their requirements, drivers can choose one or two additional gears positioned above the first gear. These enable drivers to move their vehicles at very slow speeds (between 0.7-2 km/h, says Renault Trucks) in complete safety and with high precision.

Renault Trucks claims the addition of Optidriver Xtended improves driving comfort and the manoeuvring capabilities of trucks in difficult driving conditions and also reduces operating costs for customers as less stress is placed on the clutch and wear time is extended.

The Ultimate Business Solution.

Driving your business with the Full Line-Up of Hyundai TRUCK & BUS

Hyundai Motor Company strives to become indispensable; to understand customers and their business needs. We aim to go beyond being just a provider of vehicles. We enhance customers’ lives and become their lifetime partner by creating high-quality, premium-design products and services.

We are a true partner in all aspects of customers’ business, in every way they go.

Country Kingdom of Saudi Arabia Kingdom of Saudi Arabia Qatar Kuwait Bahrain Oman UAE

Company Almajdouie Motors Mohammed Yousuf Naghi Motors National Car Company Northern Gulf Trading Co. First Motors Oman Trading Est. Juma Al Majid Est.

trucknbus.hyundai.com

Partner in Every Way.

City Dammam Jeddah Doha Shuwaikh Manama Muscat Dubai

Country Jordan Lebanon Egypt Iraq Iraq Iran (Except for H350) Iran (H350 only)

Company Unity Trading Est. Century Motors Egyptian International Motors Al-Kasid Commercial Agencies Ghreiwati and Sons Company Iran Khodro Diesel Soroush Diesel Mabna

City Amman Beirut Cairo Baghdad Baghdad Tehran Tehran

INTERVIEW

distributors will be key, De Saint Meleuc says.

“What we have felt for many years is that it is important to have offices in each of the countries in which we operate and have people on the ground to understand what the customer really wants and the other key strategy for is to work with our importers because they are running each country and know the culture,” he remarks. “The dealer always knows the customer better than we do. The trust in our importers is the key for how we want to build our infrastructure worldwide.”

The company’s network of 14,440 sales and service points placed globally that

form the backbone of that infrastructure was bolstered by the addition of Dubaibased facility in the last 12 months which houses the Greater Middle East (GME) headquarters for used and new vehicles.

Already it has enabled a re-start in Sudan, launches of the T, C and K in some opening markets, and a fully fledged entry into Pakistan – it could also soon offer financing.

(On Pakistan, Blaise senses that it has found a distributor capable of taking on the established competitors in a market that is investing in infrastructure: “There was a very specific and tough application is used before but now we want to compete

We want to prove that buying genuine you can make a difference”

against the Chinese and Japanese.”)

De Saint Meleuc adds that Renault Trucks is taking the long-view with the Middle East despite a sluggish market.

“Today we see Europe is pacing very well but the Middle East is not, but this is why we are making the investment now; investing in a new headquarters, re-staffing in all different countries, investing in new importers. We consider that the actual market is very low but when Europe drops this time, the Middle East will grow,” he says. “We invest now so we can take the fruit when the market is higher. The Middle East is high on our agenda at Renault Trucks.”

THE RENAUlT c ANd k RANgEs Ruggedness, working comfort, payload, pulling power, low fuel consumption, easy body mounting for all uses, and, customised services; Renault Trucks C and K range vehicles have been developed to provide an efficient response to customer demands, whether on or off the road, says the company.

The C and K ranges have the capacity to accept a variety of body types, each model can easily be adapted to a wide range of applications and customer demands found within the distribution and construction segment. Both the C and K ranges have undergone rigorous quality trials and have also been exhaustively field tested under real operating conditions to ensure they excel

within the Middle East market.

The Renault Trucks C range offers superior driver comfort, exceptional reliability and optimal fuel efficiency, making it ideal for both long-haul and construction applications.

Fitted with an Optidriver automated gearbox as standard, together with cruise control, the C range features equipment designed to optimise commercial speed and reduce fuel consumption.

The C range offers outstanding pulling power, enabling it to operate over all types of terrain thanks to its generous ground clearance and the off-road mode; which comes as standard on the automated transmission.

RUggEd ANd VARIEd The C and K ranges have the capacity to accept a variety of body types, each model can easily be adapted to a wide range of applications and customer demands.

16 TRUCK&FLEET ME JUNE 2018

The K range features an allsteel, three-part bumper, protective grids for the headlights and optics in polycarbonate for the greatest impact resistance, as well as steel protection for all exposed parts.

Thanks to its high ground clearance and excellent approach angle, the K range can clear significant obstacles and deliver outstanding pulling power over any terrain. The high precision steering and tight turning radius also makes the range extremely easy to manoeuvre.

The cabs of the C and K ranges are spacious, with an engine tunnel reduced to 200mm. With multiple easy-to-access storage areas and an extendable bunk, Renault Trucks deliver the ultimate in comfort. The

ergonomic steering wheel and be adjusted in three-dimensions and the driver’s seat has a 20cm range adjustment, offering the perfect driving position and more space to relax during rest periods.

Ensuring on-going driver improvement, both ranges are equipped with OPTIFUEL INFORMAX, which swiftly detects how improvements can be made to fuel consumption based on specific indicators drawn directly from the vehicle’s engine data. This information is invaluable for instructors and fleet managers, providing them with leverage to set up improvement plans for their drivers and increase uptime for their vehicles.

INTERVIEW

The MAN AT The Top T&FME talks with Joachim Drees, CEO, MAN Truck & Bus AG

A

s the CEO of MAN Truck & Bus Joachim Drees faces the monumental challenge of guiding the German commercial vehicles-maker through a period of tremendous change.

Rapid advances in technology are reshaping the industry at a heady pace and commercial vehicle manufacturers must balance hauling their steel and rubber past into a digital future which promises choice and services for fleets. With companies in other industries and sectors having failed to address similar challenges and found themselves usurped by newcomers with a greater understanding of how to leverage digital technology, MAN Truck & Bus has chosen to adopt a pro-active approach and has been prepared to ask itself some searching questions on how to best evolve.

Under Drees’ leadership, MAN Truck & Bus has been following its strategy program called FUTURE LION, which plots the organisation’s route to 2026 and is guiding its structural, cultural and technological evolution. The first stage, named PACE2017 (as in performance, accountability, commitment and execution) has seen the company re-configure its production and R&D to increase profitability and competitiveness. Parallel to PACE2017, MAN initiated a more strategic approach to sales, market opportunities and customer-centric product development named Market & Product Focus.

Furthermore, MAN is laying the foundation for new future business models for MAN with digital products and services fused into their core business. During a wide-

18 TRUCK&FLEET ME JUNE 2018

ranging interview held in Kuwait City, Drees tells T&FME that he considers the company as being on the right track when asked about how prepared MAN is for its digital future.

“The future program, PACE, has been key set the financial foundation to prepare MAN for future trends like electrification, automated driving, digitization and future business models,” he says before adding that the ultimate aim is to ensure, sustainable profit improvement and the long-term competitiveness of MAN – and its customers.

“Profitability is the guiding principle for us. Internally, operations efficiency is key to provide best in class customer solutions.

Externally, (it also means enabling) our customers to run their business in the most efficient way; starting with fuel economy and ending with efficient and customer-centric service operations.”

He continues: “New competition is also entering our business with a technology background and is able to launch solutions very quickly. The challenge for us as a traditional OEM is how to take on these start-ups, but we are also collaborating with tech companies to join forces to maintain our competitive advantage.”

As an example, he cites the strategic corporation with Solera LLC that was announced in March, which should enable the company to speed up the digitization of after-sales in the business. By linking MAN’s global network of workshops through Solera’s Digital Garage platform – which was developed to connect drivers, vehicles and workshops with an easy-to-use software solution – more advanced connectivity will open-up for its after-sales operations. In layman’s terms, perks for fleets will include

MAN is more than just a producer of vehicles, offering sustainable and intelligent transport solutions.

We want to differentiate ourselves by offering integrated solutions, end-to-end and not just the product itself”

easier dropping off or picking up vehicles in the workshop, more precise determinations for the next service date, faster and more accurate estimates, and faster turnarounds.

Drees says that, ultimately, rather than being besieged by so-called tech disrupters, MAN is learning from them to improve its own business.

“We’re getting the right talents and skills and applying agile working methods like Scrum,” says Drees. “We’re building IT know-how and a mind-set. Overall, digitization will help us in two ways. Internally, we can run MAN operations much more efficiently and therefore be more customer-oriented.

Externally, we can also offer new services to improve comfort and profitability at the same time on the customer side.

The partnership with Solera follows the launch of MAN DigitalServices in collaboration with the open RIO digital platform (which provides digital services for transport and logistics operations). For vehicles using the RIO Box telematics module, fleets can plug into the predictive maintenance management MAN ServiceCare and access vehicle analytics as well as help with the coordination and management of maintenance appointments.

“With the launch of MAN DigitalServices, we have also been able to further digitize MAN ServiceCare,” remarks Drees.

“Our aspiration is to simplify the fleet management of our customers, to make it more efficient and thus more successful.”

Looking at other trends in emerging technology, Drees says he is passionate about the industry’s progress in electric vehicles and autonomous driving. MAN’s own E-Truck will enter service in 2018 with pilots for its E-Buses also planned for next year. In June,

INTERVIEW

ThE RIGhT AppROACh Joachim Drees, CEO, MAN Truck & Bus AG, says the company is learning from tech companies as it approahes the commercial vehicle’s digital future.

JUNE 2018 TRUCK&FLEET ME 19

INTERVIEW

REGIONAL pROGREss Drees was in Kuwait to witness the opening of the company’s newest facility in the Middle East. Even as it is stepping into new markets, MAN is enhancing its reach in established ones

MAN also mark the start of a platooning pilot with logistics giant DB Schenker in Germany. With Munich’s Fresenius University of Applied Science monitoring its effect on drivers, he adds that this technology will be a true “industry game changer.”

MAN Truck & Bus has been represented in the region by MAN Truck & Bus Middle East since 2006 and operates through an extensive network with 12 partners responsible

for 14 countries. In addition to its impressive vehicle sales presence in the region, the Middle East is also MAN’s sixth largest aftersales market and could yet grow further.

“It still holds a lot of potential,” says Drees about the parts market before adding that the Middle East has always been a region of interest for the entire MAN organisation.

This is because of its strategic importance as a hub for oil production and as a trade

We’re getting the right talents and skills and applying agile working methods like Scrum.

We’re building IT knowhow and a mind-set”

crossroads between continents. Now that the oil price is slowly improving he feels there is a lot of potential for growth.

“The region has gone through a challenging period with falling oil prices and regional instability, but we have still maintained a high market share due to the quality of our products and services, as well as our strong customer focus,” he explains . “We have high expectations of the region and are providing all the necessary support to achieve our high targets.”

Returning to the topic of a customercentric approach, he describes the upcoming roll out of the CustomerFirst programme as a proof of where MAN’s strengths lie in the region and globally.

“The market is now more competitive and we need to differentiate ourselves from the rest of the competition. I believe the key to MAN’s success in the region lies in its people and innovative solutions and its loyal customer base. MAN is more than just a producer of vehicles, offering sustainable and intelligent transport solutions. We want to differentiate ourselves by offering integrated solutions, end-to-end and not just the product itself to bring customer`s business to a next level.”

YOUR ADBLUE® TOTAL PACKAGE PROVIDER Need AdBlue®? Call Trychem!

■ ■ ■ ■ ■

Trychem FZCO P.O. Box 263945, Dubai, UAE Tel. +971 4 8807059 info@trychem.com

www.trychem.com

For your Euro 4, 5 or 6 vehicle 1,000 liter IBC and dedicated IBC pump Now available in the UAE Allows you to drive 60,000 km per truck with 1,000 liter Also available in 10 liter cans and bulk

AdBlue® is a registered trademark of the Verband der Automobilindustrie e.V. (VDA).

20 TRUCK&FLEET ME JUNE 2018 0235-180504_BT_TRYCHEM_Ad_AdBlue_206x128mm_En-v2.indd

1

16.05.18 09:38

INTERVIEW

A MILEsTONE MADE IN KUWAIT Last month, Al-Ahlia Heavy Vehicles Selling & Import Co, the exclusive importer of MAN Truck & Bus in Kuwait, inaugurated the newest facility for MAN trucks in the Middle East located in the heart of the commercial business district of Kuwait, covering an area of over 16,000sqm.

Joachim Drees was in Kuwait to stand alongside MAN’s partner and to witness the opening of the company’s newest facility in the Middle East. Even as a digital future approaches, there is still the nuts and bolts job of stepping into new markets while stretching MAN’s reach in established ones.

“Al Ahlia has been a strong partner for MAN since 2005,” cmmented Drees. “The investment into the state-of-the-art facility is a sign of commitment to service

quality, customer focus and expansion across the region.

“The showroom is an important milestone in MAN Truck & Bus’ journey as it enables us to further deepen our presence in the Middle East, one of our key focus markets.

The opening of the facility, which embodies MAN’s core message of being consistently innovative with its world-class, technologically advanced products and service capabilities, is a testament of Al Ahlia’s commitment to service quality to continuously deliver and exceed customer expectations.”

Franz von Redwitz, managing director of MAN Truck & Bus Middle East, said “As one of the fast-growing commercial vehicle markets, the Middle East offers an excellent opportunity for us. We

remain fully focused on this market and direct investment in new facilities demonstrates our longterm commitment and expansion across the region. The opening of this facility is a landmark achievement in our long-standing partnership with Al-Ahlia Heavy Vehicles Selling & Import Co. and I thank our exclusive partner for its constant support since 2005.”

The new facility is intended to enhance MAN’s leadership in Kuwait’s commercial vehicles industry.

It includes a service advisory reception, where customers can inquire about different products and services, such as ProfiDrive, MAN genuine spare parts, and MAN service quality. The 4,000sqm workshop, 1,750sqm

parts warehouse and 6,000sqm storage facility for trucks will ensure that customers get “topnotch” service and that a much wider range of genuine spare parts are immediately available.

According to Eng. Fahad Ali Alghanim, vice chairman, Al Ahlia Heavy Vehicles Selling & Import Co, its partnership with MAN Truck & Bus has been exemplary over the past 13 years.

“We grew from a humble market share of 5% before the partnership between Al-Ahlia and MAN began to an average of 35% over the last decade, selling over 2,300 trucks and 150 marine engines in Kuwait since 2005. Today, with this facility, Al Ahlia is committed to steadily increase MAN’s market share and become the market leaders.”

ThE NExT LEVEL IN KUWAIT , warehousing for The state-of-the-art 16,000sqm facility includes a multi-level workshop served quickly. and serviced are customers that ensure to storage truck parts and

JUNE 2018 TRUCK&FLEET ME 21

ADVERTORIAL

Cool runnIngS

Developed specially for the Middle East, Goodyear's new truck tires are designed to operate in extreme heat while offering unprecedented savings with their excellent durability

I

t’s no secret; the searing Arabian summer can be exceptionally brutal on any vehicle’s tires, let alone a commercial vehicle that has to drive long distances carrying heavy payloads. With ambient temperatures in excess of 45 degrees not uncommon in the region, the excessive heat can wreak havoc on the tire compound causing serious heat related issues. Given the prevalence of the problem, Goodyear Middle East has launched the KMAX Extreme range of tires, which have been specifically designed and developed for the Middle East market to deliver the best possible performance for fleets in the GCC and Africa.

The KMAX Extreme is a brand-new 22 TRUCK&FLEET ME JUNE 2018

tire tailored for the working conditions in the Middle East and is developed to meet the weather, roads, payload and speed requirements in the region. The tire has been designed using cuttingedge technology in its construction and rubber compound to minimize heat generation and increase heat dissipation.

Developed over a period of three years, the KMAX Extreme tire is a result of advanced design, intensive lab testing process and finally exhaustive field testing in the Middle East to ensure all product targets were achieved. The harsh weather, speed and tough loading conditions in the region required keen attention and different construction for the tire altogether to enable

reduced friction, whilst maintaining optimum levels of grip, cuts fuel consumption”

it to offer optimum performance and deliver unerring durability, even in intense heat.

Given that heat build-up in tires is due to lack of maintenance and is one of the main causes of tire failure in the region, the KMAX Extreme is the panacea for fleet operators as it can not only withstand heat better, it lasts longer thereby delivering tangible saving.

In fact, with KMAX Extreme, the Cost per Kilometer (CPK) is up to 20% lower compared to its predecessor. Expectedly, the tires have been rigorously tested and approved by some of the major fleets operating in the Kingdom of Saudi Arabia, a testament to their robust engineering and real-world cost savings.

Goodyear recently showcased the KMAX Extreme range to partners from 10 countries

ADVERTORIAL

Developed over a period of three years, the KMAX Extreme tire is a result of advanced design, intensive lab testing process and finally exhaustive field testing in the Middle East to ensure all product targets were achieved”

in the region. The events were held in the United Arab Emirates and Saudi Arabia and demonstrated in detail the various aspects of the tires that make them suitable for fleet operators in the Middle East.

The main benefits the KMAX Extreme tires offer are regular wear, which maximizes life to enhance durability and reduce operating costs.

Specially developed tread patterns and compounds ensure consistent wear and resistance to abrasion in hot conditions, while the carcass of the tire is designed to cope with long life cycles and deliver maximum performance and retreadability.

A key feature of the KMAX Extreme’s steer tire is IntelliMax Rib Technology. This

ExTREME BENEfITs The newly launched KMAX Extreme tires offer are regular wear, which maximizes life to enhance durability and reduce operating costs.

improves tracking and steering on the front axle, whilst shortening stopping distance and increasing mileage. The intelligent tread design has stiffener bridges in the central grooves, which connect when the tire rolls through the footprint allowing the two central ribs to support each other, stiffening the tread design and limiting slip especially when cornering. The design ensures, steering precision and road holding is maintained throughout the tread’s life. Safety is a key concern for fleet operators and KMAX Extreme tires deliver amply in that area.

For any fleet operator, managing operating costs is also of critical importance. While KMAX Extreme tires offer greater durability for a longer lifespan, those are not the only benefit these tires deliver. The KMAX Extreme also boasts enhanced retreadabilty, mitigating the need for frequent replacements.

Yet another advantage of the KMAX

Extreme tires is their low-rolling resistance design. The reduced friction, whilst maintaining optimum levels of grip, cuts fuel consumption, delivering even further savings for fleet operators.

Heat-related tire failure is one of the contributing factors to truck crashes in the region. Not only does this pose a serious safety concern, it can also adversely affect the operational efficiency of fleet operators, as the truck go off the road causing major losses.

With the KMAX Extreme, fleet operators can avoid these potential issues to ensure smoothness and continuity of operation in the harshest of driving conditions.

Offering some of the greatest tire technology and unprecedented saving in operational costs, KMAX Extreme range of tires are now available across the Middle East.

The steer and drive tires are both produced in size 315/80R22.5, while the trailer tire can be purchased in size 385/65R22.5, which are the most popular sizes for trucks in the region. Later in the year, a 385/65R22.5 steer tire will also become available. Thanks to the KMAX Extreme tires’ excellent quality, they are currently also being evaluated for homologation by Original Equipment Manufacturers.

To run like clockwork, any fleet operation requires meticulous planning and logistics, however, the tires on the vehicles remain the most critical, yet often overlooked elements of this chain. With its KMAX Extreme tires, Goodyear is adding a new level of safety and robustness to the process, all the while cutting operational costs to deliver exceptional value to fleet operators in the region.

JUNE 2018 TRUCK&FLEET ME 23

INTERVIEW

Are you feeling blue?

Alejandro Pattyn, CEO, Trychem explains why you need AbBlue if you’re skipping to Euro IV/V

24 TRUCK&FLEET ME JUNE 2018

INTERVIEW

W

hile the introduction of new emission standards in the UAE has been widely received as a positive step towards greener heavy vehicles in the country, many fleets will need to handle AdBlue – a non-toxic, non-flammable, odourless and biodegradable chemical – for the first time.

More advanced trucks and buses use the solution as part of the Selective Catalytic Reduction (SCR) system which injects the agent into the exhaust stream of their engine.

Belgian national Alejandro Pattyn has worked for the chemical distribution group Brenntag since 1994. He moved to Dubai when Brenntag acquired a 51% share in the Dubai-headquartered Trychem. Today, he serves as the CEO of the distributor which is offering the all-important AdBlue to fleets in the UAE. Formally responsible for the AdBlue business at Brenntag in Europe he is ideally placed to pass on advice to fleets ready to make the jump to Euro IV or V. What is the level of understanding

AN ADBlUE VETERA N CEO of Dubai-based distributor Trychem, Ale jandro Patt yn was responsible for the AdB lue business at Brennta g in Europe.

of why AdBlue is required for use in the market?

For our readers that may not

Typically, fleet owners are informed by the OEM dealership when they pick up their first Euro IV or V truck that they need to fill it up with AdBlue. In a new market, the problem is that end-users do not really know where to get it or how deal with AdBlue. If you know that a heavy duty truck has on average a 80l tank for AdBlue which lasts for roughly 4,800 km, then filling this up with 10l cans is not very economical.

This is where we come in. In a starting market where each fleet will have only a couple of trucks which needs AdBlue, then the best solution is to buy AdBlue in a 1,000l returnable IBC’s. 1,000l AdBlue in IBC will be much better priced compared to cans and allows you to drive roughly 60.000 km. The only investment required would be for the AdBlue pump to be mounted on the IBC. For larger fleets who look long term, we offer bulk solutions with telemetry systems ranging from indoor standard bulk systems up to outdoor fully loaded bulk systems including hose reel, cooling, litre counter, POSconnection, overfill prevention and more.

We have 14 years of experience with AdBlue IBC pumps and bulk systems and know meanwhile, through trial and error, which are the best price/quality on the market.

be familiar with your company,

With the introduction of diesel engines which require Adblue, there will be a massive reduction of the environmental harmful nitrogen oxides (nox) and particle matter (PM)”

please give an insight into how you work with customers.

Brenntag is an important producer and supplier of AdBlue or DEF globally offering a wide range of supply chain solutions and packages such as 10l cans for fuel service stations, 1,000l IBC’s (intermediate bulk container) with pump, bulk installations for both home depots and public filling stations which we monitor with telemetry solutions.

How did the opportunity to sell Brenntag AdBlue come about?

Brenntag started with AdBlue in 2004 when the Euro IV legislation in Europe was introduced.

How long have you been selling AdBlue in the UAE?

We have had AdBlue in our stocks for three years, but sales have been limited only to some stationary diesel engines which have been imported to the region and to ships which come to port in Dubai. One of our customers includes ENOC part of the Dubai government.

What is the opportunity for you with the change in regulations in the UAE?

With the change in regulation the diesel vehicles imported to the region will need to comply with the Euro IV norm. We understand from JUNE 2018 TRUCK&FLEET ME 25

INTERVIEW

the market that most heavy duty vehicles imported will meet the Euro V standard. As a result, all these vehicles will need to fill up with AdBlue in a small tank next to the diesel tank.

What has been the volume of interest so far?

So far, volumes have been very limited due to no legal basis in the region for Euro IV or V compliant vehicles, but with the change in regulation this can change very fast. To give you an idea, in Europe we distributed 0MT in 2004 up to 400,000MT within ten years.

Other than fleet owners – who else buys the product?

In Europe Euro VI diesel cars now need AdBlue, but I believe that this will not be much here in the region apart from some pick-up trucks.

Also, off road machinery, stationary diesel engines, busses and ships need AdBlue.

How important is the change in regulation in the UAE in terms of the country’s move to a more sustainable future?

The change in regulation is crucial as without it only very limited Euro IV or higher

fleet owners are making their own calculations. They weigh the discount for an older model vehicle versus the newer model price including the Adblue cost”

compliant engines would be imported. With the regulation and the introduction of diesel engines which require AdBlue, there will be a massive reduction of the environmental harmful nitrogen oxides (NOx) and particle matter (PM). This is the function of AdBlue.

The exhaust gasses are being treated in the exhaust pipe with AdBlue and converted in the catalyst into Nitrogen (N) and water (H2O). The whole system on the truck is called Selective Catalytic Reduction (SCR).

Ahead of the change, some fleets have opted to buy trucks that match current standards. Do you think that is a mistake on their part?

We have seen the same happening in Europe.

As long as Euro III trucks were allowed on the market, fleet owners often bought these as they were given attractive discounts by the OEM dealerships. Is it a mistake? Not really, as fleet owners are also making their own calculations.

They weigh the discount for an older model vehicle versus the newer model price including the AdBlue cost. Keep in mind that the newer models will consume about 4% less fuel, but will need about 4% AdBlue. In Europe this is an important factor as fuel is much more

WHO ARE TRyCHEm AND BRENNTAg? Operating out of the Jebel Ali Free Zone, Trychem offers a wide range of chemical products and value added services such as bulk and packed storage, filling services (bulk, IBC, drums, cans, bags), and mixing and blending solutions, as well as technical support and services for various industries within the Life Science, Environmental and Material Science sectors.

26 TRUCK&FLEET ME JUNE 2018

The company uses a bulk to bulk and bulk to break bulk distribution model where all bulk cargo is stored at the company’s bulk storage facility with a combined capacity of 10.000 cbm. Packed chemical products both in drums and bags are stored in warehouses which comply with stringent HSE international standards and are ISO and SQAS

certified. As a distributor we are an important link between manufacturers and industrial users.

Operating a safe and sustainable business are our top priorities.

Brenntag is a global market leader in chemical distribution.

The German-based company manages complex supply chains for both chemical manufacturers and consumers and enanbles

market access to thousands of products and services.

Brenntag, which works with partners throught the philosophy of “connected chemistry”, operates a global network with more than 530 locations in 74 countries.

With a global workforce of more than 15.000 employees, the company generated sales of $13,3 billion in 2017.

INTERVIEW

expensive compared to the cost of AdBlue. In the Middle East fuel is of course much cheaper. you serve a whole raft of other industries – what insight is that giving you in terms of the current business climate?

Actually, AdBlue is a good indicator for a region’s business climate. The more AdBlue is needed at fleets which are fully converted to new vehicles means the more miles they are driving which is a good indication of the business climate.

How affected is your business due to the introduction of VAT in the gCC?

The implementation went well as Brenntag has a vast experience with VAT in 74 countries and we have been advised very well by consultants with good knowledge of the UAE VAT regulation.

On the other hand, VAT is creating quite a bit of additional work for our finance department at each month end to get ready for filing. It has also added some complexity to trade between the various free zones and the mainland resulting in setting up additional entities or branches.

In terms of your other lines, what

for us, chemical distribution is more than just delivering goods from A to b”

are your most successful products?

With over 10,000 products and a world-class supplier base, Brenntag offers one-stop-shop solutions to around 185,000 customers. This includes specific application technology, an extensive technical support and valueadded services such as just-in-time delivery, product mixing, formulation, repackaging, inventory management and drum return handling. Headquartered in Essen, Germany, the company operates a global network with

more than 530 locations in 74 countries.

At Brenntag, value-added services mean more than just offering our customers an extensive portfolio of chemical products.

Brenntag’s technical experts and sales representatives collaborate with our customers on a range of services to guarantee that they get the most out of their relationship with Brenntag and benefit from solutions tailored to their needs.

For us, chemical distribution is more than just delivering goods from A to B. Our range and our flexibility mean that we can offer our customers services, allowing them to focus entirely on their core business.

These include among others just-in-time delivery, mixing and blending, repackaging and inventory management Many chemical processing companies are seeking the possibility of creating new compounds and formulations with the help of external expertise.

Brenntag offers its own application laboratories around the world, staffed by technically qualified teams..Our focus industries are Coatings & Construction, Oil & Gas, Polymers, Cleaning, Cosmetics, Food, Animal Nutrition, Pharma and Water Treatment.

JUNE 2018 TRUCK&FLEET ME 27

WOrKShOP

aBB US ChargiNg dEal / rTa laUNChES NEW SMarT CUSTOMEr faCiliTy / BKT rigid TyrES UNVEilEd aT aUTOMEChaNiKa / UBEr aNd al Nahda

workshop

aBB to power EVs in USa

aBB TErra hP TO POWEr ElECTriC VEhiClE ChargiNg aCrOSS ThE US EV ChargiNg aBB has been selected to supply its Terra hP charging stations as part of an ambitious plan to install electric vehicle infrastructure across the United States.

The chargers, which can refresh even the largest EV battery in under 15 minutes, were selected for deployment

by Electrify america, which plans to place hundreds of charging stations within and around 17 metropolitan areas and along multiple nationwide highway corridors, the company said in a statement.

Electrify america plans to place chargers on its highway routes at intervals of no more than 195 kilometers to ensure drivers can be confident they’ll be able to reach their destinations.

“Electrify america wanted experienced partners to deploy high power charging technologies that equally serve every battery electric

vehicles today, as well as the next generation of large batteries, and we’re pleased to have aBB as one of our key suppliers,” said Seth Cutler, chief engineer, Electrify america. “These new charging systems are designed to provide an optimal driver experience – offering fast, convenient and reliable service whenever and wherever they need it.”

“We are proud to be chosen for this historic project to support a world-class EV charging network,” added greg Scheu, president of aBB’s americas region. “Our Terra hP systems will ensure that sustainable e-mobility is supported with industry leading, high power charging technology, and will remain so into the future.”

Nearly 200,000 EVs were sold in the US in 2017 but the lack of charging infrastructure is considered a barrier to mass adoption of electric transportation.

dUBai laUNChES firST 24/7 SMarT CUSTOMErS SErViCE faCiliTy aUThOriTiES

Dubai’s Roads and Transport Authority (RTA) has launched its first 24/7 Smart Customers Service Center at its Umm Al Ramool Customers Happiness Center.

HE Mattar Al Tayer, director-general and chairman of the Board of Executive Directors of the RTA told the media at its opening that the facility is part of the RTA’s strategy to achieve Dubai’s ambition to be the world’s leading smart city.

“The way to achieve this objective is to deliver services that surpass customers expectations and make people happier.

The RTA has a firm commitment to improving services, simplifying procedures and saving transaction processing time,” commented Al Tayer.

The unmanned centre has two self-service machines (Smart Kiosk); which provide a range of services for licensing of drivers & vehicles as well as services related to NOCs. It also has a top-up machine for Salik and related inquiries, and an ATM enabling clients to use their eWallets with the RTA. Companies can also special consoles at the facility to submit their transactions to the RTA.

iNSidE ThiS MONTh’S WOrKShOP: aPOllO TyrES MiddlE EaST PlaNS, Why aCdElCO iS WOrKiNg WiTh ENOC, a lOOK BaCK aT UiTP iN dUBai, aNd MOrE 28 TRUCK&FLEET ME JUNE 2018

WOrKShOP

UBEr/al Nahda hElPiNg POOrEr WOMEN

BkT deBuTs new rigid hauler Tyre TyrES

Specialist heavy-duty and off-road tyre manufacturer Balkrishna Industries Ltd. (BKT) launched its new tyre, Earthmax SR 47 (E-4), for rigid haulers at Automechanika 2018 in Dubai.

The SR 47 (E-4) is an all-steel radial OTR tire specifically designed for rigid haul trucks operating in the toughest transport applications such as rock quarrying, said the company. The size on display at the event is the 21.00 R 33.

According to BKT, the all-steel casing of the tyre, along with the extra strong steel belts, improves the tyre’s stability and resistance to snags and punctures. The E-4 tread depth and a unique tread design ensure wear resistance even on long hauls, reducing downtime and increasing productivity.

The Earthmax SR 47 is available in standard and cut-resistant compounds for extended durability.

TraNSPOrTaTiON Uber and Al Nahda, a non-profit women’s organisation, have signed a Memorandum of Understanding (MoU) to work together towards empowering more women to drive in Saudi Arabia. In a statement, the two orgranisations said the partnership will see Al Nahda, through its catalogue of empowering programs, help Uber identify underprivileged women who are interested in learning how to drive and obtaining a license, but may not have the resources to do so. The partnership is part Uber’s ‘Masaruky’ (your path in Arabic) initiative. Revealed in March, Masaruky has a $270,000 fund to increase women’s participation in the workforce through access to affordable transportation, in addition to increasing women’s access to flexible, part time economic opportunities through Uber.

As part of the agreement, Uber will also become Al Nahda’s “Exclusive Transportation Partner” at all their events across the Kingdom, conversely the nonprofit organisation will become the partnerof-choice for the ‘Masaruky’ initiative.

“Masaruky has provided us with a platform for collaboration with a range of partners that can help increase accessibility and economic opportunities for women - something we’re very proud of. Today’s MoU with Al Nahda demonstrates that Uber’s impact does not end with the flexibility and convenience it has

introduced to millions around the world, but that we also strive to drive change that is positive, meaningful and economically empowering to all,” said Barney Harford, Uber’s global COO. Rasha Al Turki, Al Nahda CEO, added the Al-Nahda and Uber share a similar vision towards the importance of empowering women and improving their ability to access work opportunities.

Research by Uber and Ipsos found that 78% of Saudi women surveyed earlier this year were likely to get a driving license post ban removal.

Almost a third (31%) indicated that they were interested in driving as an earnings opportunity.

driViNg ChaNgE iN KSa The two organisations have signed an MoU to identify and support poorer women drivers.

EJar BUyS dOOSaN COMPrESSOrS iN $2M dEal rENTal

Saudi rental services provider EJAR has placed an order for 50 compressors with Doosan Portable Power (DPP) in a deal worth around $2.3 million.

A statement from Doosan said the order was finalised in Paris at Intermat last month and the Jeddahbased rental company purchased the portable comprerssors through TAMGO, the authorised dealer for Doosan compressors, lighting towers and construction tools in the Kingdom.

The order was for the Doosan 9/235HA portable compressor model, which provides 23.4 cubic metres per minute of compressed air at a rated operating pressure of 8.6 bar. The 9/235HA is ideal for the full range of compressed air applications from construction, rental, utilities and manufacturing to quarrying, water well drilling, sand blasting and the

oil and gas industry, said Doosan.

Gaby Rhayem, regional director, Middle East and Africa for Doosan

Bobcat EMEA, said: “The 9/235HA is a long-time staple of our industry and is the most popular compressor of its type

STaPlE Of ThE iNdUSTry The 9/235HA compressor has a Doosan airend and is powered by a fuel-efficient Cummins engine.

in the Middle East and Africa. EJAR chose the 9/235HA for renewal of the company’s rental fleet, based on the outstanding performance and durability of our products over many years.”

The 9/235HA compressor has a Doosan airend and is powered by a fuel-efficient Cummins engine.

According to DPP, its has been designed to ensure for high unit performance, durability and reliability in the tough environment of the Middle East.

The 50 new compressors will add to EJAR’s fleet of compressors, trucks, lift trucks, cranes and welding machines.

The rental company, formed in 2015, offers short- and medium-term rental solutions for turnkey and everyday rental needs. According to Doosan, the services and back-up support will be provided by TAMGO, which specialises in power solutions, as well as industrial and construction equipment.

JUNE 2018 TRUCK&FLEET ME 29

INTERVIEW

AN ExcITING oppoRTUNITy Ghosh says the Middle East and Africa markets are an opportunity for the company to enjoy organic growth.

STAYING ON TRACK Apollo Tyres Middle East’s expansion rolls-on group head Shubhro Ghosh tells T&FME

30 TRUCK&FLEET ME JUNE 2018

INTERVIEW

A

pollo Tyres Middle East (ATME) based out of Dubai sells its full range of Truck, Light Truck, Passenger Car and Off Highway Tyres through its distribution partners in more than 30 countries in the Middle-East, North Africa, East-West Africa and Central Asia regions. ATME was formed as a legal entity in 2011 and was Apollo Tyres’ first sales and marketing subsidiary established outside India with the company hoping to drive organic growth in export markets. Today, ATME’s Dubai team includes sales, technical, customer service, back office and testing personnel. Shubhro Ghosh, group head – AMA (ASEAN, Middle East & Africa, tells T&FME that ATME’s regional base has allowed it to get closer to its end users while developing an in-depth understanding of local product requirements and enabling it to drive new product development of “winning products”.

“We have also embarked on a brand building journey in some of our key markets in the region to help drive sustainable growth and create end user awareness as well as demand for our products over the long term,” he adds. “This approach has helped us drive growth in our key product categories and expand our distribution in the region.”

Apollo was one of the first Indian tyremakers to make international acquisitions such as the purchase of the Netherlandsbased premium Vredestein brand. T&FME asks Ghosh what’s inside Apollo’s DNA pushing it to be internationally-focused despite the opportunities presented by a strong domestic market.

“Apollo Tyres is very proud of its Indian roots, yet at the same time we see ourselves as a global multi-national,” he says. “To support our vision, we made a couple of major acquisitions, including Vredestein. We have also invested in organic growth in international markets with offices in Dubai, Thailand, Malaysia and South Africa; as well as a very significant invesment in a greenfield factory in Hungary that was commissioned about a year ago.

“The time in the region served by ATME is much shorter compared to the global tier 1 brands but we are well on our way to establishing a strong foothold in some of our key markets in the region where some of the global names have been losing ground due to the rapid growth of Tier 2, 3 and Chinese products in the replacement tyre markets.”

While it has broadened its international horizons, non-Indian and European sales remain a 5% share of revenue. The Middle

The major trend in the market for commercial vehicle replacement tyres is downward shift from Tier 1 brands to value brands that provide good quality and superior cost effectiveness. The brand stands to gain from this overall trend”

pART oF ThE SAME TEAM In 2015, Apollo Tyres agreed to be the Global Tyre Partner for football giant Manchester United.

The company recently extended the sizes available for its MU tyre range. Ghosh says getting drivers to put the logo on their tyre walls is part of a strategy to leverage the association with the team.

“Carrying forward our association with Manchester United, Apollo Tyres Ltd introduced the limited edition dual branded — Apollo and Manchester United — tyres for the Middle East and North African (MENA) market in 2015 along with other regions. Loyalty schemes built around the partnership have also helped Apollo’s expansion,” he says.

“Apollo Tyres’ partnership with Manchester United is now a global agreement after being extended to more than 100 countries. This connection supports the brand to establish in new markets since there are huge numbers of followers of Manchester United in the MEA region.”

East and Africa markets are crucial in terms of changing that balance.

“The MEA markets represent an organic growth opportunity for Apollo Tyres outside of our India and European operations,” remarks Ghosh. “They are important markets and we will continue to expand our distribution in the region as well as invest in brand-building in key markets in the region.”

To streamline its international distribution, Apollo has brought back its main warehousing and facilities to India. Ghosh explains, while it no longer sees the need for a warehousing facility in Dubai, it remains an important centre.

“We have opened an export warehouse in India to mix production from multiple plants and ship assorted containers,” says Ghosh.

“Dubai is a principal business hub in the region and caters to a wide variety of vehicles. It is an important hub for ATME operations.”

With sales of vehicles in the Middle East reported to have slowed over the past two years, but predicted to rise as the oil price continues to recover, Ghosh describes offering its partners flexibility during tougher times as extremely important: “Apollo Tyres is a business partnercentric company and we strongly believe in supporting our partners in tough times.”

With fleets looking to lower their consumable costs as operational pressures continue, Apollo Tyres is happy to be considered a value brand tyre-maker, he adds.

“The major trend in the market for commercial vehicle replacement tyres is downward shift from Tier 1 brands to value brands that provide good quality and superior cost effectiveness,” he tells T&FME. “The Apollo brand stands to gain from this overall trend.”

A new cost-factor for fleets in the GCC region surrounding (and including) Dubai has

JUNE 2018 TRUCK&FLEET ME 31

INTERVIEW

AIMING FoR qUAlITy ANd VAlUE Apollo Tyres has to balance providing Tier 1 quality tyres but at a Tier 2 price point, says Ghosh.

been the introduction of VAT earlier this year.

Ghosh says Apollo Tyres feels stoic regarding the change: “VAT had an initial effect on the automobile business and this obviously affects sales of cars. Many companies are trying to compensate for this through offering promotions, installment plans and good deals, but we feel this has become part of business.”

The Tier 1 producers such as Pirelli, Goodyear and Continental have all talked to T&FME recently to explain how they are investing in smart tyre technology.

Apollo Tyres, says Ghosh, is also considering more investment in the emerging segment: “Smart Technology is in use with many of OE partners. As the need arises we are looking into developing it in the future.”

He adds that he is a supporter of ESMA’s implementation of RFID tagging for tyres in the UAE, believing it is an important initiative with regards to end-user safety on the road.

“RFID ensures that the tyres are meeting the legal requirement for importation to the UAE. ESMA regulations, which are in accordance with international standards like GSO and UTQGS, guarantees that all tyre manufacturer’s exports and tyre distributors/ dealers purchase only the legally-compliant tyres in UAE,” he says. “Meeting the compliance ensures the tyres are safe to use by consumers in UAE climate conditions and on UAE roads.”

He continues: “The safety of fleet customers and end-user consumers is a prime concern with regards to tyre usage as the life of the driver, passengers and value of cargo is at stake. With such high stakes it is imperative that the tyres used in UAE are compliant with ESMA regulations to be safely used in UAE.” Ghosh further warns that grey market and/ 32 TRUCK&FLEET ME JUNE 2018

Apollo Tyres is very proud of its Indian roots, yet at the same time we see ourselves as a global multinational”

or counterfeit tyres illegally brought into the country which do not comply with local standards and regulations are extremely dangerous to the safety and well-being of road users, vehicles and surroundings.

“Having said that, there is still a difference between them. Usually grey market tyres will be of a reputed brand with the tyre size, tyre pattern and some specifications being the same, which might mislead the users to think it is suitable for their use. This tyre might have been designed for another country but the chemicals and compounds used in the tyre may not give the same performance in the intended country of use.

“A counterfeit tyre is an internally recognised offence/crime because it is simply duplicating the hard work, technology and design of a reputed tyre brand to produce a cheap, similar-looking imitation and further using the reputed brand’s goodwill in the market to supply tyres which are an absolute threat to everyone’s safety and well-being.”

Whatever the origins of the tyre, the summer months in the region are the most extreme conditions for them to endure, and test their ability to keep their driver’s safe.

Ghosh says fleets should consider the type of gas they are using to inflate their tyres.

He explains: “We recommend during to carry a daily tyre check, change the tyre at 1.6 mm remaining tread depth, to rotate the tyre after every 5,000 km, check the wheel alignment and correct it as per the manufacturer recommendation. Use nitrogen gas instead of atmospheric air for tyre filling to save the cost per km and increase the mileage as well as safeguard the environment.”

FlEETS lookING FoR VAlUE The major trend in the market for commercial vehicle replacement tyres is a downward shift from Tier 1 brands to brands that provide good quality and superior cost effectiveness, Ghosh argues.

ThE FUll RANGE Shubhro Ghosh gives an overview of the company’s ranges in the region.

“We have the full range of TBR catering to Highway, Regional, Mixed, and Position Specific applications. We also have the full range of PCR tyres for the vast majority of the countries covered

by ATME operations addressing all types of cars and SUVs. Our OHT range is growing and becoming more extensive every year catering to agricultural, construction, industrial, Earth mover and special (Sand) applications.

“Our TBR tyres are distinguished by their strong casing, excellent durability, superior mileage and retreadability. Our value proposition is compelling: Tier 1 quality at Tier 2 prices. We are bringing continuous support to the fleets to help them run a successful business.

We have plenty of fleet customer testimonials from across the region and many loyal customers.”

FREE SERVICE CAMPAIGN

*

Ramadan Special 16.05.-15.07.2018 BRAKES REPAIR Brake Disk or Drum Brake Lining / Pads Labor

AC REPAIR

Compressor Liquid Reservoir Filter and Dryer High quality AC Gas R134a Flushing Disinfection Labor

+ starting

from 5,5

88 AED

+ starting

from 5,3

48 AED

CLUTCH REPAIR Clutch Disk Clutch Plate Release Bearing Labor

+ starting

from 8,7

58 AED

MAN and ENOC offer a free service* on your MAN Truck ifone of the below repair packages is purchased. If your MAN vehicle had a service recently an equivalent Service Voucher will be issued and can be redeemed within 6 months of date of issue.

Brakes Repair Clutch Repair AC Repair incl. Compressor During the special Ramadan campaign period, F3/S12 Major Service will also be offered at a special price.

Please fix an appointment by sending an email to truckservice.auh@dbasons.com, by calling 02 555 5505 – Ext 201 or by texting via WhatsApp 056 689 1339.

*This offer is valid in the MAN Service Center in Mussafah, Abu Dhabi only.

CASE STUDY

CaSE STUDY

KEY INfo Company: Swaidan Trading Co. LLC

How Shell Rimula R6 LM and Shell LubeAnalyst help Swaidan Trading reduce its costs

Country: UAE Application: Buses - Heavy-duty diesel engines Savings: US$290,375 reported annual customer savings Key edge: Shell Rimula R6 LM, Shell LubeAnalyst

PERfoRMANCE fEATURES

S

waidan Trading Co. LLC is one of the leading business conglomerates in the UAE. Swaidan provides service & maintenance for 518 VDL City buses that had been supplied to Dubai’s Road & Transport Authority (RTA).

Swaidan wanted to reduce operating costs and needed Shell’s technical support to deliver those savings.

Shell worked closely with Swaidan and the OEM (VDL & DAF) to realize significant operational efficiencies.

Shell Technical Team offered the customer Shell LubeAnalyst service to be part of Swaidan’s maintenance program. Shell LubeAnalyst, an oil condition monitoring system, proved that Shell Rimula R6 LM provided excellent protection leading to an extension of oil drain intervals by 100%, to 30,000 KM even with the tough working conditions (60% idle time). In addition, Shell LubeAnalyst is now an integral part of Swaidan’s preventive maintenance program.

Swaidan Trading Co. LLC wanted 34 TRUCK&FLEET ME JUNE 2018

to increase the oil drain intervals to the most optimum range while providing maximum performance for engine and synthetic engine oil. The buses are operating in severe conditions of high ambient temperatures, humidity, dusty environment and idle driving scheme.

Shell offered “Shell LubeAnalyst” service to monitor oil and equipment conditions. Using Shell LubeAnalyst, Swaidan Trading Co. LLC will be able to extend oil drain intervals whilst closely monitoring oil & equipment conditions, predict and prevent failures, in addition to avoiding unplanned maintenance stops.

Using Shell LubeAnalyst, Swaidan was able to: Extend ODI from 15,000 to 30,000 KM taking into consideration 60% idle time Reduce the annual oil & filter consumption; reduce labour costs; and reduce oil waste disposal costs.

Shell Rimula R6 LM and the introduction of Shell LubeAnalyst helped Swaidan Trading Co. LLC achieve significant operational efficiencies resulting from increased oil drain intervals from 15,000 to

30,000 KM which led to a reported annual cost saving of US$ 290,375.

Shell Rimula R6 LM energised protection oils use proven combinations of additives that react to the needs of an engine. They feature an enhanced acidcontrol system for added protection and long life. Each dedicated additive releases its protective energy when needed to give reliable and consistent protection against deposits and wear.

Shell Rimula R6 LM engine oils are suitable for use in many on-highway heavy-duty applications. Meeting the requirements of many US, European and Japanese engine makers, they are particularly suited for a wide range of trucking and public transportation applications in modern low-emission vehicles, in particular, fleets with mixed brands of engines and ages of vehicles.

Shell Rimula R6 LM is approved for use in heavy-duty compressednatural-gas-powered engines from Mercedes-Benz, MAN and Volvo, which makes it particularly suitable for use in public transportation fleets with mixed diesel- and gas-powered vehicles.

Versatile protection Shell Rimula R6 LM can help contribute to efficient transport operations.

Low emissions Shell Rimula R6 LM is catalyst and particulate filter compatible to help maintain performance and the life of the vehicle emission system.

Maintenance saving Shell Rimula R6 LM’s long drain intervals and versatility to help manage maintenance and inventory costs, and reduce waste oil.

AFTERMARKET

ProfessionaL services

T&FME meets Mohammed Al Fayyad to find out why General Motors' parts brand ACDelco is partnering with ENOC

L

ast month, auto giant General Motor’s automotive spare parts and services brand ACDelco announced at Automechanika Dubai that it has signed an MoU with ENOC subsidiary AutoPro will see both companies open a series of service centres across the UAE. Mohammed Al Fayyad, customer care and aftersales director for General Motors tells T&FME that an initial ten sites have been identified as the first AutoPro locations to be certified as authorised ACDelco service centres in the coming year.

AutoPro provides an array of professional and value for money automotive services across a network of more than 30 locations in Dubai and Sharjah. Established in 2010, AutoPro has created a network of modern, friendly, conveniently located automotive facilities led by true car care professionals.

36 TRUCK&FLEET ME JUNE 2018

Fusing ENOC’s large presence with ACDelco is a significant milestone for both companies.

“ENOC has a big presence in Dubai with 32 garages and we wanted to strengthen our network in Dubai. I think for them they want to associate with a big, global brand. A parternship with ACDelco is important as we have history and heritage, and as part of General Motors will help drive more car business to them.” he says, before adding that while the first phase will see ten facilities set up, “we believe ultimately we will be able to expand to each facility.”

Making the announcement at Automechanika has helped enhance the impact.

“Using the region’s biggest event, meant that we could get ten times the amount of attention. We had visitors coming to our stand the following day, taking pictures, tweeting and some told us this something we want to do too.”

Visitors to the AutoPro-ACDelco Certified Service Centres will be able to service a wide

We’re starting with ten but we believe ultimately we will be able to expand to each facility”

range of car makes and models by accessing ACDelco’s extensive array of 90,000 high quality products, from across 37 categories. While it is a GM subsidiary, the sites will offer a huge selection of high grade replacement parts for a wide range of other vehicles including Japanese, Korean, European and American car brands that meet OE specifications. On offer will be maintenance parts such as batteries, spark plugs, oil filters, air filters, wiper blades, and brakes, as well as repair parts such as alternators, radiators, chassis and heating and cooling components, and much more. Al Fayyad explains why it is important to focus on parts for other cars as well as those wearing a GM badge.

“This journey of having other car lines began two years ago. The main idea was not just to be able to service GM vehicles but to add all makes of vehicles. We want to be able to fix any car, whatever the make, whatever the model, whatever the year,” he remarks. “Here

AFTERMARKET

ExpANDiNG COMMERCiAl vEhiClEs pREsENCE ACDelco’s presence at Automechanika Dubai 2018 showcased what a modern ACDelco service centre looks like with a representation of the service centre’s look and feel. Trade visitors had the chance to get acquainted with the concept, and ACDelco’s team of representatives were on hand to answer their queries with the full suite of business solutions that the new strategy offers, including but not limited to ACDelco parts, Technical Certification as well as expert advice on ACDelco Service Center requirements ACDelco, which offers high grade replacement parts for a wide range of brands and vehicles including American, Japanese and other Asian car makes, also used its participation at the region’s largest international automotive trade show to connect with other industry stakeholders and highlight key issues such as the need to protect consumers from counterfeit products.

Mohammed Al Fayyad explained: “As a global leader in automotive replacement parts and related services, ACDelco’s focus has always been on building a reputation not only as the numberone source for quality auto parts but also as the go-to brand for the most convenient automotive aftersales service. This is why it is so important for us to constantly improve our offering to customers with more certified service outlets and continued training for our expert technicians. Our expansion will increase our network footprint by 50% in the region within a year, and help enhance our customer service."

you either sell through wholesale or through service centres. Having this agreement will allow us to sell directly to customers and improve our presence in the market overall.”

Al Fayyad says that ACDelco’s collaboration with AutoPro is focused on offering customers high levels of convenience and peace of mind. Technicians and staff are being fully trained ahead of the launch and he says that will help the centres cater for all maintenance needs: “Car owners will be able to benefit from the expertise of both companies’ combined expertise in both aftersales parts and service.”

Al Fayyad says that ACDelco is also considering opportunities for a strategic approach to the fleet market: “As you know, these customers have their own garages and workshops where they do their maintenance.

It’s a really competitive market and we will need a different line-up of product.”

Many vehicle manufacturers have told T&FME recently that they believe the fleet sector is vulnerable to grey and counterfeit products. Al Fayyad describes counterfeit as the major parts challenge in the industry and has just returned from Kuwait where ACDelco delivered training to customers of the dangers to safety that using counterfeit can cause.

“We are seeing am impact (in lowering counterfeit sales) but it is nothing to compared to the volume of counterfeit.

There’s a long way to go but it starts with talking with stakeholders that will help reduce the amount of counterfeit in the region.”

Teaming up with AutoPro and ENOC is part of a strategy to expand the brand’s presence across the UAE and boost its overall growth in the Middle East, where

This journey of having other car lines began two years ago.

The main idea was not just to be able to service GM vehicles.

We want to be able to fix any car, whatever the make, whatever the model, whatever the year”

it is aiming to increase its footprint by over 50% over the next 12 months. Al Fayyad explains to T&FME that the company is exploring markets such as Kuwait, Lebanon and Jordan but it is also looking at countries further afield in Africa, although the business environment there can prove difficult.

“We started looking at Africa two years ago as we think there is a lot of potential,” he says, before adding that it is a challenging one to approach as the market is very price sensitive and government regulation that supports local production.

“So, there’s a lot of challenges in the African market that we are not facing in the Middle East. It is a totally different model.”

With his interview drawing to a close, Al Fayyad talks about the trends in the market and the effect introducing VAT has had on the GCC market, where it was brought in earlier this year.

“At the end of 2017, there was a pull in demand for cars but the industry as a whole is dropping in the region, and it is not just because of VAT. What happened in January and February was everyone said ‘you know what, whatever you buy we will support you with paying the VAT tax on your behalf’ – I don’t think we saw an impact with VAT happen.”

Most importantly for the auto partsindustry, he suggests, there is a trend for car owners to keep their vehicles for longer in the region but this is not seeing a rise in parts sales – partly because it has become harder to raise credit in some countries.

“The customers are becoming more rational and saying now we’re going to do the bare minimum when it comes to maintaining our cars. Some wholesalers are also struggling with a credit crunch.”

siGNED TO bE DElivERED ACDelco's partnership with ENOC will see the parts brand open an initial ten service centres located at the retailer's AutoPro outlets in the UAE.

JUNE 2018 TRUCK&FLEET ME 37

Lubricants

Heavy duty efficiency

Total introduces its new engine oil for cleaner and more fuel-efficient transport

W

ith regulators setting stricter greenhouse gas emission limits, engine manufacturers need to make diesel engines cleaner and more fuel-efficient than ever before. In turn, lubricant manufacturers need to produce new oils for these new engines. Heavy-duty original equipment manufacturers (OEMs) are also looking for improvements in oil oxidation control, aeration control and shear stability.

38 TRUCK&FLEET ME JUNE 2018

In the meantime, the next generation of heavy duty engine oil specifications API CK-4 and FA-4 driven by legislation and OEM improvements is due to hit the market. The American Petroleum Institute has decided to transcend the API CJ-4 service category, which was established almost a decade ago, with two new categories, API CK-4 and API FA-4.

With the TOTAL RUBIA OPTIMA range, Total collaborates with its customers to offer technologically advanced lubricants and a wide range of Fuel Economy engine oils. It is the guarantee of real performance improvements

fuel efficiency and ecofriendly products are leading the trend�

in heavy-duty engines. These new categories of oils are the result of years of collaborative effort between the oil and additive industries and diesel engine manufacturers, to make cleaner and more fuel-efficient diesel engines.

The new TOTAL RUBIA OPTIMA range was developed through Total Group's continued commitment and investment in research and development over the past 20 years. Recognised for the advanced performance and technology of its lubricants, the Total Group capitalises on this approach to ensure its products meet

LUbricaNTs

TOTaL rUbia UsEs T.i.r. TEchNOLOgy Total protection: Industry tested, TOTAL RUBIA products are put through numerous tests (Laboratory, bench and road tests) to achieve results that show excellent performance in oxidation stability and protection against wear, deposits and soot. international approvals: TOTAL RUBIA has a greater number of advanced approvals than most products in the market.

This means multi-brand fleets require fewer products to meet crucial requirements of the most advanced engines in the market. reduced costs: TOTAL RUBIA offers better fleet cost savings with a full suite of TOTAL FUEL ECONOMY engine and transmission oils, and includes TOTAL ANAC, a leading condition monitoring service for used oil analysis.

today’s and also tomorrow’s demands.

According to Total, the TOTAL RUBIA OPTIMA range provides better engine protection and an unparalleled level of performance thanks to its complex formulations. Thanks to its complex formulations, the TOTAL RUBIA OPTIMA range provides better engine protection and an unparalleled level of performance. They will not only minimise fuel consumption and improve oxidation resistance but will also help limit carbon dioxide emissions. Due to higher levels of oxidation resistance, they

new engine oil promotes cleaner and more efficient transport”

will allow the longest oil drain intervals authorised by the manufacturers.

They are designed to provide optimised fuel economy for 2017 engines and beyond.

CK-4 oils replace CJ-4 oils with the same viscosity grades and oil types (mineral/ synthetic) and are backwards-compatible down to CF-4. FA-4 oils are lower in viscosity grades to help maximise fuel economy without compromising durability for next generation engines. However, they are limited in backwards compatibility.

TOTAL RUBIA OPTIMA 1100

15W-40 and TOTAL RUBIA OPTIMA 1100 FE 10W-30 both meet the CK-4 specification, and the 1100 FE 10W30 with lower SAE viscosity, offers fuel economy benefits. These engines oils also allow extended drain intervals.

TOTAL RUBIA OPTIMA 2100 XFE 10W-30, which meets the FA-4 specification, enables extra fuel economy by an optimised level of High Temperature High Shear (HTHS) viscosity. It has limited backward compatibility because of its lower HTHS viscosity.

In the Middle East region, fuel efficiency and eco-friendly products are leading the market trend, mainly in UAE, which fosters a ‘green economy’. Engineered specifically, TOTAL RUBIA OPTIMA line is designed to meet the new regulations and will promote cleaner and more efficient transport.

The Total Group has collaborated closely with key heavy-duty original equipment manufacturers (OEMs) to develop the new TOTAL RUBIA OPTIMA oils. They deliver performance that is characterised by outstanding oxidation control, shear stability, and oil aeration control and definitely surpass CJ-4 oils. Many key OEMs including Cummins and Caterpillar performed tests that bear out the superiority of the TOTAL RUBIA OPTIMA lubricants.

In the official Cummins ISB engine test, TOTAL RUBIA OPTIMA 2100 XFE 10W-30 formed a protective film between the moving surfaces of the tappet and cam that reduced wear by up to 56%. The Caterpillar C13 test which measures piston deposits at high temperature points to the efficacy of lubricants. If there are no deposits, it means that the lubricant that is used allows an engine to perform at its optimum efficiency.

TOTAL RUBIA OPTIMA 1100 FE 10W30 keeps engines up to 70% cleaner than most oils in the market. The Volvo T13 test measures the aging of oil among others by the variation in viscosity. The viscosity increase of TOTAL RUBIA OPTIMA 1100 15W-40 is 83% lower than the test limits.

In addition to complying with the new norms, the TOTAL RUBIA OPTIMA range offers customers the benefit of significant reduction in costs when it comes to fuel savings and reduced downtimes. As the TOTAL RUBIA range has a greater number of advanced approvals, even multi-brand fleets will need fewer products to meet the requirements of even the most advanced engines. The new TOTAL RUBIA OPTIMA range is designed specifically to meet the needs of today’s market.

JUNE 2018 TRUCK&FLEET ME 39

PARTING SHOT

Full CargospeeD aheaD DP World and Virgin share global vision for Hyperloop One

C

M

Y

CM

MY

CY

CMY

K

D

P World, the Dubai-based ports operator, has announced that it will formally partner with Virgin Hyperloop One to build ultra-highspeed cargo delivery systems around the world.

Already the largest investor in Virgin Hyperloop One, DP World occupies two board seats and participated in the US-based company’s latest $50-million funding round. The formal partnership will result in the formation of a new company – DP World Cargospeed, which will focus on designing a hyperloop system to deliver freight from point to point, at a top speed of 1,000kmph.

In a statement, Richard Branson, chairman of Virgin Hyperloop One, said that the new joint venture will transport high-priority, time-sensitive goods such as fresh food, medical supplies, electronics and so on.

“Two elements control freight transport: cost and speed. If you want something fast, be prepared to pay a high multiple. If you can wait

several days, ship it via ground transportation, and it will be cheaper. We’re looking to change that equation. With DP World Cargospeed powered

by Virgin Hyperloop One, a four-day truck journey can be reduced to 16 hours and costs will plummet,” he asserted in the statement.

“The DP World Cargospeed system has the potential to change freight transportation around the world. Take India as an example. Today, 25% of cargo traveling through the Mumbai port has its origin or destination in Pune.

“A large portion of this cargo trundles along the crowded Mumbai-Pune Expressway which carries 110,000 vehicles daily. A Virgin Hyperloop One system in the region could reduce a two-to-three-hour journey between the two cities by truck to just 25-minutes and combine the State’s two largest economic centers into a thriving, competitive megaregion.”

Virgin Hyperloop One has planned routes between Mumbai and Pune in India; in Saudi Arabia, and in the UAE. At present, there

are only 10-kilometres of Virgin Hyperloop track being built – all of it in India.

In a Gulf News report, Virgin Hyperloop One said that the cargo routes would be developed in tandem with its passenger routes, meaning that the first working system will be operational by 2025, at the earliest. The only differences between the two systems will be the pod, which can be customised to accommodate pallets, instead of people.

A senior Virgin Hyperloop One executive told Gulf News that a concrete arrangement with the RTA to determine a route for passenger transport was expected in the coming weeks.

“With operations in 40 countries around the world, DP World is an unparalleled expert in trade and supply chain logistics. That expertise combined with our ground-breaking hyperloop technology creates a winning combination. DP World Cargospeed can create a high-speed logistics and supply chain backbone capable of supporting the on-demand global economy for the next century,” Branson’s statement concluded.

NEXT ISSUE: T&FME TAlkS TO TIR REGARDING EASIER TRADE IN THE GCC, VOlVO TRUCkS ON ITS lATEST lAUNCH, FlEET TCO, AND MUCH MORE!

40 TRUCK&FLEET ME JUNE 2018

PERFECT CROSSING

Discover the IVECO world and all its news on: www.iveco.com, Middle East area.

Or call now the IVECO Representative Office: 00971 4 2994935

BEST PAYLOAD IN THE INDUSTRY Payload up to 20 ton on a 6x4 chassis with Large “C” section chassis

CONTINUOUS OPERATION Higher autonomy thanks to the Cursor engine that allow to reduce fuel consumption

ON-ROAD EXCELLENCE. OFF-ROAD ENDURANCE.

OUTSTANDING TCO Thanks to 11.2% fuel saving tested by TÜV on the New Stralis, optimised driveline and disk brakes

MODULAR AND MISSION-ORIENTED RANGE New front axle (off road) that guarantee an higher ground clereance Robust chassis for light off-road missions