Truck & Fleet ME August 2016 by Construction Machinery ME

PANEL BEATERS OUR SPECIAL 2016 VAN ROUND-UP

031 AUGUST 2016

CARGO HOLDER P9CVF LAUNCH

MIDDLE EAST

FASTER, HIGHER FURTHER OLYMPIAN FLEET MANAGEMENT

TAKE ThE hi-WAY Truck of the year in 2013 in KSA

LEADING LIGHTS FAMCO AND IVECO ON HOW THEY CAN CHANGE THE SAUDI MARKET

06 CONTENTS

A supplement of Cmme

PUBLISHING DIrECTOr RAZ IsLAM raz.islam@cpimediagroup.com +971 4 375 5483 EDITOrIAL DIrECTOr VIJAYA CHERIAN vijaya.cherian@cpimediagroup.com +971 4 375 5472 EDITORIAL

tIme to Do ouR BIt foR joBs Almost a quarter of school and college leavers

At 23%, there are almost twice as many young

ACCOUNT MANAGEr BIpIN sONEJI bipin.soneji@cpidubai.com +971 4 433 2856

people unemployed in the Middle East and

Truck-based nationwide tolls are being considered in the UAE.

North Africa than the global average and more than three times as many than in Germany. As an industry, we are prepared to venture

DESIGN

internationally to get the right skills and

ArT DIrECTOr sIMON COBON

experience to fill positions. This is after all a

JUNIOr GrAPHIC DESIGNEr pERCIVAL MANALAYsAY

highly technical field. But could we do more?

LAUNCH

MARKETING

This month we look at Iveco and Cifa’s

11 / tAtA DAeWoo p9CVf

official relaunch with Famco. One of the biggest

T&FME takes a look at the newly launched TataDaewoo cargo-crane P9CVF.

challenges they have found is being able to

12 / 2016 VAn ReVIeW T&FME opens the side-door on the region’s best, new vans.

on a number of ways they are engaging with their customer base, the most promising from a youth employment point of view, is the realisation that nothing beats local knowledge when it comes to working withe local partners.

COvER STORy

While national programmes encourage local

18 / fAmCo on fIRe

employment, perhaps the onus should be on the

The story behind Famco’s acquisition of Omatra and how its affects fleet customers.

industry – and I mean the automotive industry as a

22 / ACRoss tHe KInGDom How brands Iveco, Astra and Cifa are re-booting their presence in Saudi Arabia.

26 / lAne DIsCIplIneD ZF and Wabco unveil their latest version of the semi-autonomous Innovation Truck.

PrODUCTION MANAGEr VIpIN V. VIJAY vipin.vijay@cpimediagroup.com +971 4 375 5713 DIGITAL WEB DEVELOPEr MOHAMMAD AwAIs WEB DEVELOPEr sADIQ sIDDIQuI WEB DEVELOPEr sHAHAN NAsEEM

PUbLISHED by

from engineering to sales, to IT, to marketing, to retail and fleet management. We also frequently operate on an international basis and perhaps to young candidates. I believe that if we work alongside education providers and with each other then it will be us as well as them that benefits.

Registered at IMpZ pO Box 13700 Dubai, uAE tel: +971 4 440 9100 Fax: +971 4 447 2409 www.cpimediagroup.com FOUNDER DOMINIC DE sOusA (1959-2015) PRINTED by pRINtwELL pRINtINg pREss LLC

TRANSPORTATION

30 / olYmpIAn HeIGHts What do you need to be an athletic fleet manager?

DISTrIBUTION MANAGEr suNIL KuMAR sunil.kumar@cpimediagroup.com +971 4 375 5476

that offers a range of potentially rewarding careers

don’t yet realise how attractive we could be

TRUCK TECHNOLOgy

CIRCULATION & PRODUCTION

whole not just the commercial vehicles sector – to target young, ambitious people. We’re an industry

OEM RE-LAUNCH

MArKETING MANAGEr LIsA JustICE lisa.justice@cpimediagroup.com +971 4 375 5498

understand the many cultural differences that separate buyers across KSA. While we concentrate

SPECIAL ROUND-UP

SUB EDITOr AELRED DOYLE

COMMErCIAL DIrECTOr MICHAEL stANsFIELD michael.stansfield@cpimediagroup.com +971 4 375 5497

a survey conducted by YouGov and Bayt.com.

04 / pAYInG tHe toll

EDITOr stEpHEN wHItE stephen.white@cpimediagroup.com +44 7541 244 377

ADVERTISING

are currently being left behind, according to

NETWORK

CONSULTANT EDITOr gAVIN DAVIDs gavin.davids@cpimediagroup.com +971 4 375 5480

STEPHEN WHITE eDItoR

while the publishers have made every effort to ensure the accuracy of all information in this magazine, they will not be held responsible for any errors therein.

August 2016 TRUCK&FLEET ME 1

ONLINE

MOST POPULAR

fEATURED

READERS’ COMMENTS

CONSTRUCTION

SAUDI ARAbIA’S IMPORTANT

Saudi Arabia’s first ‘Snow City’ set to open in Riyadh

MOvE ON vACANT LAND

This is a very good mandate (‘Saudi Arabia sets rules for tax on undeveloped land’) to start getting some movement on these vast areas of land which are literally left deserted in the hope of a sale or lease when values are high. Many things were stated in Saudi Arabia’s new economic reform plans and I really hope this is executed.

CONSTRUCTION

World’s largest observation wheel takes shape in Dubai

In pictures: Aldar developments in ‘growth market’ of Al Ain

Harrison Fletcher, online comment

CONSTRUCTION

Dubai South awards contracts worth $272m

DUbAI’S LATEST TRAffIC SAfETy DRIvE

CONSTRUCTION

Work begins at Dubai’s Six Flags theme park

CONSTRUCTION

Dubai’s $8.1bn Desert Rose City approved 2 TRUCK&FLEET ME AUGUST 2016

video: bIM, RfID technology combined for Hong Kong housing project

We are glad to hear news that the RTA will start a new project to fit telematics in heavy trucks to help minimise the accident rate in Dubai (‘Dubai’s RTA to make telematics mandatory for heavy vehicles’). This is the latest in a string of big projects that have been working towards the goal of zero traffic deaths. Farhan, online comment

NETWORK

NETWORK 08 16

YOUR MONTHLY GUIDE TO THE MIDDLE EAST’S trucK And fLeet operAtor networK

trucks should be made to pay the toll in the uae The Datsun mi-DO is being aimed at younger buyers.

NISSAN HAILS THE RETURN Of DATSUN Tolls for heavy trucks could save lives and costs, says the UAE’s federal transport authority.

Workshops by the UAE’s federal transport authority have determined that installing Salik-style tolls on the nation’s roads could ease traffic congestion and improve driver safety. The Federal Authority for Land and Maritime Transport held a workshop last month, under the title, ‘Studying the federal legislative needs for land transport sector’, during which it received 34 proposals from local government organisations on how to regulate traffic in the emirates. Among the proposals was the implementation of a traffice toll scheme, similar to those deployed on the urban highways of Dubai, said the authority. It added that new rules for traffic management were recommended

as well as the setting up of a national board to oversee international transportation. Commenting on the proposals the authority said it wanted to: “enhance and develop the land transport sector and meet all the legislative needs required for this sector in the country.” “On a federal basis, toll collection makes sense from a perspective of raising funds to operate and maintain road facilities,” Glenn Havinoviski, associate VP at Iteris, told The National newspaper. “The application of lorry-based tolls in Germany, Austria and Switzerland addresses the specific damage to highways generated by trucks. The benefits are increased revenues to support maintenance and upgrade of the road network.”

Nissan has hailed the launch of its Datsun onDO and Datsum mi-DO cars in the Lebanon as a “return to the Middle East”. The Datsun on-DO is a large family sedan and the Datsun mi-DO is a 5-door hatchback. Both vehicles will be available in Lebanon through RYMCO. The Datsun Bluebird was first sold in the country in 1967 and the company describes its new cars as “competitively priced” and aimed at the family and young buyer segments. Speaking at the launch event Christian Mardrus, MC chairman of Africa, Middle East and India Region, said: “There is a new generation of car buyers emerging in Lebanon who are looking for a modern car that matches their own aspirations. They want a reliable partner that will allow them to seize every opportunity along their journey – a car that will help them connect with their dreams. Datsun is back, and we are here to help shape future personal mobility in Lebanon.”

ALmost 44% of internet users in the middLe e driverLess vehicLe. onLy 30% in europe And usA 4 TRUCK&FLEET ME August 2016

NETWORK

us food trucK operAtors teAm up with poKemon go A collection of food truck operators in the US have teamed up with Nintendo and Pokemon Go to lure customers to their Food Truck Fridays event in Huntsville, Alabama. “It’s a small investment for us for people to have a really good time. Find some rare Pokemon, and have some really good food,” said Chad Emerson, CEO Downtown Huntsville Inc.

Christian Levin says Scania is launching new services to complement the new generation of trucks.

ALgERiA issUEs pUsh pEUgEOT sALEs dOWN 13.3% iN REgiON

scAniA to LAunch new generAtion of trucKs this month

Peugeot owner PSA says sales in the Middle East & Africa region have struggled to due to the unfavourable economic climate in the first half of 2016. The company says it was impacted by the suspension of imports and the subsequent introduction of quotas in Algeria. Restrictions placed on currency access in Egypt and Tunisia also contributed to sales falling by 13.3% The PSA Group told investors that it is also prepared for its return to Iran and signed a joint venture agreement in June with Iran Khodro, a long-standing Peugeot partner. The DS brand was also launched in the country at the beginning of the year, in cooperation with a private investor.

of its new truck generation by revealing

On 23 August, Scania will start the launch the first units designed for the European long-haulage segment. This first launch will mean the public debut of the largest ever investment in new products and services by Scania, which at the same time is celebrating its 125th anniversary. Scania says it is focusing on different industries and customer segments and following a carefully planned schedule, where Scania’s current and highly regarded truck generation will be sold in parallel. The gradual introduction of the new generation will start with applications for trucks in the European

WHEELED TRAILERS ExEMpT fROM NEW UAE LOADING RULES

HE Dr Abdullah Belhaif Al-Nuaimi, minister of infrastructure development and chairman of the Federal Transport Authority – Land and Maritime has clarified that changes to the UAE’s rules regarding container shipments do not effect wheeled trailers.

Under amendments to Chapter VI, Section A, Regulation 2 of the Safety of Life at Sea Convention, any packed container coming from other countries for re-shipping or re-exporting from UAE seaports and subject to re-export fees, should have its verified weight verified through two methods, either by the seaports of countries in which the container was loaded or by a prior agreement between the shipper and carrier. However Al-Nuaimi has explained that: “amendments do not apply on any container loaded onto a structure or wheeled trailer loaded onto Roll-on/Roll-off ship operating on short international cruises.”

eAst wouLd be hAppy to own A A feeL As strongLy, sAys survey

long-haulage segment and will later be followed by additional truck variants. The common denominator is that the Volkswagen-owned company has developed a broad range of tailored products and service solutions, which help to reduce operating and maintenance costs, and also to boost vehicle uptime. The Swedish truck-maker says that sustainability is also one of the watchwords in the coming launch, as this will be crucial for the future competitiveness of Scania and its customers and also for their customers. “We are now in the final phase of preparing the sales and service network as well as the European production units. At the moment, we are not providing any further information about the many innovations, which are in store. But I am convinced that what Scania will unveil on 23 August will be talked about – both inside and outside the industry,” said Christian Levin, EVP sales and marketing.

August 2016 TRUCK&FLEET ME 5

NETWORK

iRAN’s KhOdRO diEsEL MULLs AzERbAijAN MOvE Khodro Diesel produces 20,000 heavy vehicles per year.

Iran Khodro Diesel Company, one of the country’s leading heavy vehicles

manufacturers is considering opening a factory in Azerbaijan, in what

would be an historic joint project between the two countries. Iranian deputy minister of industry, mining and trade Mohsen Salehinia said in a statement that the country has presented a formal business plan to Azerbaijan. Iran Khodro Diesel Company was first established in 1966 and produces trucks, buses, minibuses and vans for the Middle East, Commonwealth of Independent States (CIS) and Africa. It claims to have a 70% in the Iranian domestic market and builds 20,000 heavy and medium-duty vehicles per year. Salehinia added that Salehinia that it will export 50% of the cars that it will produce with Peugeot from 2017.

TATRA IS MAkING pROGRESS IN THE MIDDLE EAST Czech newspaper iDnes has reported that the Czech truck manufacturer Tatra Trucks, owned since 2013 by Jaroslav Strnad, is making inroads into the Middle East and Asian markets and is looking to increase its workforce by some 200. Tatra currently produces 850-plus vehicles per year, primarily for the defence market. The boost to the number of workers should help it to produced 1,300 vehicles in 2016. The truck-maker, which produced 15,000 vehicles per year during the Communist era, has recently signed contracts with Egypt and Jordan, and hopes to soon complete a deal with India.

RETAiL ANd TOURisM OFF-sET CONsTRUCTiON sLUMp The slowdown in Dubai’s construction sector was last month offset to a large extent by growth in the retail and tourism sectors, a survey commissioned by Emirates NBD has found. The monthly Dubai Economy Tracker Index for June stood at 54.6, with a figure of less than 50 indicating a decline in the market while above 50 indicates expansion. While the index was only slightly above the 54.5 recorded in May, the survey, which analyses changes in output, new orders and job levels in the non-oil private sector, found various sectors showing different growth levels across the emirate.

6 TRUCK&FLEET ME August 2016

“Faster expansion in the wholesale and retail trade and tourism and travel sectors offset the slowdown in the construction sector in June,” said a press statement accompanying the index. “June posted the lowest level for the employment index since December 2011. Firms surveyed noted that ‘uncertainty about the economic outlook had led to more cautious hiring strategies’,” the report added. News portal Zawya quoted Khatija Haque, head of Middle East and North Africa research at Emirates NBD, as saying that the divergent fortunes could be attributed to Ramadan, which started in early June.

NETWORK

sWEdEN OpENs WORLd’s FiRsT ELECTRiC ROAd

Electric lines suspended 5m above the vehicles provide 750v of power.

Sweden inaugurated the world’s first ever electric road for heavy vehicles in June.

“Electric roads will bring us one step closer to fossil fuel-free transports and has

the potential to achieve zero carbon dioxide emissions,” said Lena Erixon, the director general of the Swedish Transport Administration. “This is one way of developing environmentally smart transports in the existing road network.” The 2km strip on the E16 motorway sees electrified trucks from Scania driven in open traffic, using conductive technology developed by Siemens. Scania’s head of Research and Development Claes Erixon, says, “The electric road is one important milestone on the journey towards fossil-free transport. Scania is committed to the success of this project and is committed to sustainable transport solutions.”

MIDDLE EAST HELpS JEEp TO bEST EVER MONTH JEEP witnessed a record-setting month in Europe, the Middle East and Africa (EMEA) in June, marking its best sales month ever. June was a new record-setting month for the Jeep brand in the EMEA region, marking its best sales month ever with 12,300 units sold At product level, with 7,700 units in June, Jeep Renegade achieved its best quarter since its launch in EMEA, further confirming its leading role as top-selling model of the brand covering 62.4% of Jeep sales in the region. The Jeep compact SUV also registered its best quarter since launch in Europe, the UK, Spain and Austria (the latter also achieved its best sales month ever in June).

The Renegade (centre) leads sales in the EMEA region.

Kpis Aid dEWA sMARTER gREEN TRANspORTATiON dRivE Schneider Electric’s Benoit Dubarle says that the introduction of KPI’s has helped DEWA become one of the most efficient utilities companies in the world. The country president for Gulf Countries at Schneider Electric told Big Project ME magazine that is has been able to measure its efficiency by using very precise KPIs, for areas such as transportation, from the type of data that Schneider Electric helps collect. “At a city level, that’s the kind of KPIs they can give for energy and also for transportation,” he explained. “They will be able to pilot life in the city and [tell citizens] that ‘you better

8 TRUCK&FLEET ME August 2016

go here or there to reach this spot’, because of the analytics they will get on the ground.” “And for each of us, in our homes, where we live, what we’re seeing more and more in some countries (particularly in California, USA) is that than an individual in his apartment or office can monitor, from his smartphone, the way he’s consuming energy.” The Dubai Smart City project which Dewa is a crucial part of extends across a variety of fields, with the government of Dubai planning and implementing more than 100 smart initiatives with government services under specific focus.

13 – 17. 9. 2016

line ticket n o r u o y e Sav now! in advance

Truck Competence – HGV technology close up and personal Welcome to Automechanika Frankfurt! You’ll be amazed at how much ‘Truck Competence’ awaits you at this year’s fair. Over a quarter of all its exhibitors are offering solutions in this field – with interest accelerating. And you can add one more highlight to the list: our Special Show at the outdoor exhibition area – with racing, rally and trial trucks. www.automechanika-frankfurt.com mary.ann.romano@uae.messefrankfurt.com Tel. +971 4 389 45 00

NEW LAUNCH REVIEW

A truck reADy to mount a challenge

T&FME looks at tata-Daewoo’s long 10x4 which is now available to buy in the market Multi-Sector uSeS

aewoo has been making considerable progress in becoming a global market leader together with its mother company Tata Motors, one of the most respected companies in India and also the fourth largest medium and heavy commercial vehicle maker in the global market. In the 12 years since the acquisition, Tata Daewoo continues to strive to become one of the most respected companies in South Korea for the commercial vehicle industry. After a successful decade, Tata Daewoo’s workhorse the Novus was due for a major upgrade. The P9CVF 10x4 Cargo Cranes combines the company’s work on upgrading the Novus with the needs of the logistics and construction sectors. “It is inspired by the most modern trends in design, and with additional features and its improved quality it is an asset to any operation,” says the company.

Tata Daewoo claims that maximum power output is realised by: “a state-of-the-art high pressure fuel injection system that squeezes the maximum amount of power out of each fuel drop.” Combined with its abundant cargo hauling capacity, the Tata Daewoo cargo truck presents a highly efficient solution to the problem of transporting large cargo loads. An ultra-large front windscreen gives the cabin a 40.5-degree field of view. A combination of ergonomics and optical engineering were used to determine the optimal size and position of the rear view mirrors offer a 34.3-degree field of vision. “This wide vision enables the driver to see all around the vehicle and to have a good view of the traffic as well,” says Tata Daewoo. The cab tilt device opens up to 52-degrees. The cab tilt system is fitted with an operation switch on the center console which enables / disables the cab tilting.

The cabin interior gives a cozy appearance in light gray color scheme. The dashboard and other interior belongings have smooth contours and provide independent space for both the driver and passenger. ABS brings the vehicle to a safe, controlled stop and is particularly advantageous while driving under slippery road conditions. “With ABS/ASR, the driver can maintain full directional stability of the vehicle at all times and avert potentially dangerous situations,” says Tata Daewoo. P9CVF SPECS Engine: Euro II Doosan Infracore Power: 420 ps / 2,100rpm Torque: 170 kg/m / 1,200rpm Length 12.85m Width: 2.49m Speed: 110 km/h Boom System: Hexagonal 6-section boom, 30.8m length, 70t crane capacity

AUGUST 2016 TRUCK&FLEET ME 11

TRUCK PREVIEW

TAKING SIDES

T&FME PRESENTS ITS 2016 VAN REVIEW

t wasn’t that long ago that you would be lucky to find a van on the roads of the Middle East. However the past decade has seen a gradual realisation that they offer versatility, fuel economy and security in urban environments.

This has led to greater choice and support from dealers and distributors. Vans also promise the flexibility of cars with the heft and dealer aftersales service packages and assembly options typical of larger trucks. A stunning array of choice is now available to fleet

buyers working in transportation, distribution, emergency services, events and countless other areas where these little operators have found their niche. Unless you have a specific and niche specification, the sheer amount of choice – even in an emerging van market like the

Middle East – does make it difficult for buyers to decide which would suit them best. T&FME has done its best to list many of the most recent releases here but our advice is to seek out your local dealer. Keep an open mind and you are bound to find a van to suit you.

Variety is the spice of sprinter MErcEDES SprIntEr The Mercedes Sprinter certainly earns its nimble handle but it is also one of the largest vans in its class. While it celebrates its 20th year in 2016, it was given its first hard launch in the Middle East just three years ago and has established itself with other vehicles of its type as a viable alternative to the Asian loaders that dominate the market. The advantage of vans

is their flexibility from a buyer’s requirements point of view and the Sprinter offers a huge variety of options from one platform. You can go for the small compact version or the Crewbus, and it is even available in an ambulance variant (the 324). The big daddy of the range is the 515 inline diesel engine which is available with either a Euro III

12 TRUCK&FLEET TRUCK&FLEETME MEaugust august2016 2016

and Euro IV engine. The 515 is capable of carrying a payload of up to 2.7t with 15m3 of space. “Boasting the best-in-class variant range, the new Sprinter is a truly reliable partner. Every dimension and component is designed to make your workday easier. Available in three wheelbases, four body lengths and with three different roof variants,

the new Sprinter is the perfect solution to every transport and shuttle challenges,” says Mercedes. SPRINTER 515 specs: Power: 258hp Torque: 340Nm Payload: 2.7t Height: 1.9m Wheelbase: 3.6m-4.3m Loading space: 15m3

TRUCK PREVIEW

coMpact anD DUraBLe

UrVan Warrior nISSan UrVan Starting prices for the Nissan Urvan start at a price close to $9,000 less than the Japan’s automaker’s ubiquitous Patrol pick-up. The panel version – the NV350 – is available in six different model types including a standard roof version, a half-panel variant, a standard window version, a high roof window version and two further high roof and long body. All of which plug into Nissan’s Fleet & Commercial Centres network.

Customers can choose from a 2.5l, direction injection diesel engine or the 144hp petrol engine. Either way you’re spoilt for safety features and options including ABS, braking assist (optional) and the passenger protecting Zone Body construction. NISSAN URVAN (PANEL) Specs: Payload: 1.5t Height: 1.9m Wheelbase: 2.55m Loading space: 6m3

highLy VersatiLe

toyota HIacE You can pick up a Hiace for around $24,000 in the GCC and the range as a whole offers a versatile choice of van variants in a selection of shapes and sizes. Whether you need a large vehicle to transport people around in or a multi-purpose van to move work tools and equipment, the Hiace could have a type to suit your requirements. The line-up includes a wide, super long, standard and long body styles. Hiace also incorporates both active

MErcEDES cItan The Citan gains its name from combining city and titan and is pitched at those moving around urban environments for city-wide logistics. Mercedes says the Citan was developed and tested in line with its “demanding quality standards. “As a result, the vehicle is extremely durable and reliable. At the same time, the Citan caters to customers in the service, sales and trade sectors – offering a large cargo space despite

the vehicle’s compact size. In addition, the Citan boasts attributes typical of the brand, such as outstanding quality, safety and excellent handling, along with low total cost of ownership.” CITAN LoNG PANEL specs: Power: 75hp Torque: 200Nm@1,750-3,000rpm Payload: 545kg-700kg Turning circle: 11.2m Wheelbase: 2.697m Loading space: 3.1m3

MiD-sizeD Merc MoVer

and passive measures to help protect the driver and passengers. Visibility is excellent, and its crumple zone construction helps minimise damage in the event of a collision, claims Toyota. HIACE specs: Wheel config: 4x2 GVW: 11t Engine: 6cyl, 8,266cc Gross power: 195hp Fuel economy: 12.3-13 (l/100km)

MErcEDES VIto Mercedes has clearly decided to take the LCV market seriously in the Middle East and has added the Vito alongside the Citan as smaller options for fleet owners keen to stay with the three-pointed star. The Vito is a midsize panel van that can double as a people carrier. The van is available in two wheelbases, three body lengths and up to four weight variants. While it doesn’t match the Sprinter in terms of options, it still offers the option

of a petrol engine and a 7-speed automatic transmission or the Euro IV diesel engine in combination with 6-speed manual or optional 7-speed automatic transmission, the result, says Mercedes, “is efficiency, smooth performance and ride comfort on par with a car.” MERCEdES 116 VITo Power: 163hp Payload: 1t-1.34t Wheelbase: 3.2m-3.4m

august 2016 TRUCK&FLEET ME 13

TRUCK PREVIEW

DaiLy in operation

IVEco DaIly Adapted to a wide variety of business needs, the Daily is available in both van and chassis cab versions, and the range includes vans, semi-window vans, chassis cabs, chassis crew cabs, chassis cowls and minibus models. With a history going back over three decades, the Daily has sold close to 3 million vehicles to date in over 110 countries worldwide. Each generation of the vehicle has been marked by a significant breakthrough in terms of features. While 80% of the components on the new Daily have been redesigned, the vehicle has preserved its classic ladder frame chassis structure. The new architecture of the vehicle incorporates longer wheelbases and reduced rear overhang, assuring improved driveability without compromising agility in confined spaces. Under the hood, the New Daily is equipped with three-litre engine

capacity in two fuel types: 146hp diesel and 136hp CNG. The new front suspension QUAD-LEAF, standard on all models up to 3.5t, is a blend of the previous single- and twin-wheel versions, with the increased loadcarrying capacity of the former and the ground clearance and maximum allowed payload on axles of the latter. For the single-wheel models, the rear suspension has been redesigned, yielding two major improvements: a decrease in the height of the load platform by approximately 55mm to facilitate vehicle loading and unloading, and a reduction of oversteer in load transfers when cornering. The third generation of the Daily also boasts a considerable reduction in fuel consumption. This is achieved by new technological features such as an EcoSwitch function, which allows engine mapping with the availability of reduced maximum torque (suitable

14 TRUCK&FLEET ME august 2016

for reduced load conditions). Another feature, the Smart Alternator, recovers kinetic energy from the vehicle during release and deactivates the absorption of power in battery-charging conditions. Along with improved aerodynamics, the new features allow total fuel savings of up to 5.5%, depending on vehicle version. In addition, the manufacturer has worked on increasing comfort, with improvements to sound insulation and air conditioning. The dashboard has been completely redesigned to enhance vehicle ergonomics, seat and steering wheel, for the more car-like drive Iveco has been striving for. On the new Daily van, available wheelbases have been revised and now include options of 3,520mm and 4,100mm. With the longer wheelbases, the van offers a wider range of load-carrying capacities, with 18m3 and 19.6m3 models now available. The GVW of the van models range

from 3.5t to 7t, with vehicle load space volumes of 9-19.6m3 and loadcarrying capacity of up to 4,000kg. The new Daily chassis cab model has a load-carrying capacity of up to 4,700kg. The 146hp engine on twinwheel versions is now also available with three-litre capacity and variable geometry turbocharger, improving payload capacity by more than 60kg while offering enhanced fuel consumption and lower emissions. Safety standards have also been enhanced. Apart from the optional Electronic Stability Program (ESP), the new Daily also introduces safety features such as a Lane Departure Warning System. dAILY 4100 L specs: Power: Max 205hp Torque: Max 350Nm Payload: 4.7t Turning circle: 10.5m Wheelbase: 4.1m Loading space: up to 19.6m3

TRUCK PREVIEW

GMc SaVana While GMC’s SUVs and pickup trucks are a favourite among automotive enthusiasts in the region, the American brand’s Savana van has been finding favour among fleet owners as well. A prime reason for the Savana’s popularity is its multipurpose nature, he adds, with the van available in cargo, passenger and cutaway versions. The van has managed to carve out a niche for itself in the public and private ambulance market in both passenger and cutaway applications. The GMC Savana van is powered by a Vortex 6L V8 engine, generating 324hp (net) and 504Nm (net) torque at 4,400rpm. The vehicle is equipped with a standard antilock brake system (ABS) as well

poWerfUL sUV

eastern proMise

SaIc MaXUS V80 Proof that not all vans come from Europe, the Maxus from Chinese manufacturer SAIC Motor made its Middle East debut at last year’s Dubai Motor Show and the Qatar Motor Show. The V80 comes packed with the kinds of features that you would normally associate with its other class members (it is benefits from SAIC’s $2 billion acquisition of LDV) such as ABS and EBD (electronic brakeforce distribution). The Deluxe version’s 2.5l commonrail turbo-diesel engine provides 330 Nm of torque and 136 hp. In addition

to the panel van version it is also available as a 13-seater and 15-seater or a panel van. Other features include alloy wheels, reverse parking sensors, dual sliding side doors, rear barn doors on cargo models and electric entry step for passenger models, and dual-zone air-con are also available. MAxUS V80 (SHoRT WB) SPECS: Power: 100kW Torque: 330Nm Height: 2.3m-2.5m Fuel consumption: 5.4-6(l/100km) Length: 4.9m-5.7m Max Speed: 160km/h

as StabiliTrak, a feature that uses sensors to read the position of the steering wheel, vehicle speed, brake pressure, lateral acceleration and turning rate to keep the van on track. The Savana 3500 cargo van offers a maximum payload capacity of 1,899kg. For people-moving applications, on the other hand, the 2500 and 3500 passenger vans offer seating configurations of 2/3/3/4, and 2/3/3/3/4 on the 3500 EX T version. SAVANA specs: Engine: Vortex 6l V8 Power: 324hp Torque: 504Nm Payload: 1.36t Wheelbase: 3.4m-3.9m Height: 2m

eXceLLent LoaDer

rEnaUlt traFIc The Renault Trafic comes with a three-year or 100,000km warranty and offers reliability and superior loading flexibility and space in the absence of the higher performance options of its rivals in the market (Renault currently only lists its 2.0 16V manual for the GCC). “The Trafic Panel Van range is the widest possible to be close to your professional requirements. Whatever your type of load (fragile plants or heavy packages, small or large volumes, etc),

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august 2016 TRUCK&FLEET ME 15

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FAMCO IN KSA OVERVIEW: THE DEALER

The big shake-up

It was a long waIt but Famco Is FInally able to open up on Its partnershIp wIth Iveco, AstrA and cIfA. t&fMe talks to NIgel JohNsoN, senIor managIng dIrector, Famco, to FInd out how the deal came about 18 TRUCK&FLEET ME AUGUST 2016

FAMCO IN KSA OVERVIEW: THE DEALER

“

The whole story dates back to 2012,” begins Nigel Johnson, senior managing director at Al-Futtaim Auto and Machinery Company (Famco). He is taking T&FME through the process of the most of rarest events in the Saudi automotive market – the breakup of an OEM and distributor partnership. For 30 years, the Italian truck giant had stuck by Oriental Marketing & Trading Company (bka. Omatra) then suddenly a few years ago it was gone. Snaffled up by Famco, the commercial vehicles and equipment arm of Al-Futtaim, and a UAE dealer intent of breaking into the GCC’s largest single market. Johnson explains that behind the scenes a series of events and a meeting of minds led to Iveco passing on to the owner of its old partner in Saudi. “Iveco was looking for an alternative partner. At that time Famco was going through an expansionary phase. We had just acquired AlRehab in Saudi Arabia – the Volvo CE distributor – and we were looking for a good quality European brand to complement the range that we had acquired,” he says. “It was good timing.” It could have been a mere marriage of convenience, a spin-off of Famco’s Omatra purchase, but it was soon clear to both parties that there was a strategic partnership to be forged. Famco would be inheriting one of the Europe’s leading truck ranges, including the Iveco-owned heavy Astra trucks, and the Italian truck-maker was spotting a chance to re-assert itself across the Kingdom.

“We actually took over the business in late-2013 for Saudi Arabia. We also acquired the rights for Egypt and the Lebanon but the jewel in the crown, the big one, was Saudi Arabia,” Johnson enthuses. “The market is rather large with a very European-focused customer base. With the three big European competitors we had, it just seemed a good fit that we worked together to develop that side of the market in Saudi Arabia.” Another Italian company, the concrete all-rounder Cifa, was also sitting in the Omatra roster. While Iveco was sitting at a 2% share of the Saudi market, Cifa boasted shares of close to double digits in some categories under Omatra. Johnson hints that securing the distribution rights was a more complex situation. “Obviously Astra and Iveco come together, but we had to go to Cifa and explain who we were and how we were going to take their concrete business forward in the Saudi market,” he states. “We wanted to give them confidence that they could put their faith in us to take the distribution agreement we were buying off the distributor and grow their business.” Talking to those behind the deals and others inside Saudi, it is clear that Omatra was a dealer that had successfully built its reputation around its home in the Western Region but, unfortunately, its support to customers was tied to the inverse square rule. The further you were from Jeddah the longer it took for parts and repairs to come. Two years have passed since the deal was announced, and behind the scenes thousands of man-hours were put into preparing for an official launch earlier this year. Held across Jeddah, Dammam and Riyadh, the events marked a watershed from the old Omatra way of serving the Kingdom to a new offering heavily leaning on strong aftersales support led by Famco. “One of the key things customers are looking for in Saudi, particularly on the Iveco side, is an improvement of the aftersales support, so parts availability, service availability – the whole network footprint is something that customers were very interested in (at the events),” he comments. “At the end of the day, keeping the trucks on the road is where they make their money. The distributor needs to be able to provide support where they are operating.” Johnson says that Famco and its partners want to now push across the Kingdom. Rather than using one hub to serve an entire nation, there are now three distinct areas of focus.

AUGUST 2016 TRUCK&FLEET ME 19

FAMCO IN KSA OVERVIEW: THE DEALER

Unsurprisingly to those familiar with Saudi, that means a presence in Dammam and the Eastern Region, Riyadh and the Central Region, while still growing Omatra’s stronghold in the west. The trick is to now fill the dots in between by growing coverage within those regions. “The other regions were neglected in terms of support. The further you got from Jeddah the less interest there was to develop the business,” he remarks. “Historically, Jeddah was the home base of Omatra and Famco but we recognise there are significant opportunities elsewhere. The Central Region, for instance, should be significantly higher in terms of total sales volume.” He continues: “We see customers expanding further north on the Red Sea Coast. There is also expansion further south towards the Yemen. In the east, there is the whole oil and gas industry. Also in Riyadh there are opportunities both north and south. The central region is also a conduit between Jeddah and Dammam with a lot of through traffic and local logistics, and things like that.” The transformation of the inward-looking Omatra business into a more agile and regionally-focused player has seen structural changes to the operation. Famco’s success with brands in other markets – particularly Volvo’s trucks – has been focused on looking beyond the all too lazy assumption that Middle East

saudis prefer europe’s trucks “Basically I think that it is historical. the big two players – volvo and Mercedes – have established assembly facilities for a number of years now. saudi is a big place that is very much focused on road transportation. the rail network and the other logistics network fall a long way behind the road logistics side. It’s made for dependable, rugged, european-type trucks. the Americans tried to get in but they didn’t seem to fit with the needs of the customers. I think the dominance of the three-pointed star (Mercedes), volvo, scania and also Iveco mean they have a brand presence there. I think customers trust the european build quality and economy of the products. I think that it’s a tall mountain to climb for non-european products to break into.”

20 TRUCK&FLEET ME AUGUST 2016

buyers in the Gulf are only concerned with price. Its experience in building aftersales service and support were attractions to its newest partners but you don’t imprint that culture overnight onto an organisation. The two-year lead up to the official launch earlier this year was therefore dominated by upgrading the company infrastructure and network coverage; as well as galvinising the sales and service team. This ensured that when the big push at the launches came they were ready. “We made some structural changes to the business as we established this three region structure. We brought in some senior managers to grow the regions,” says Johnson. He adds that the company has learned to be sensitive to the differences in buyer habits within the vast Kingdom’s various regions. Individual teams often reflect regional preferences. “We try to have a mix of personnel. Obviously there is regulation around Saudisation and the number of Saudis we have working in the business. The local Saudis can be extremely good, particularly on the sales side, because they have that deep-rooted cultural sensitivity. We also try and balance that with bringing people from other GCC countries and from Jordan, Lebanon, the Indian sub-continent; the Philippines. I think all these different cultures add a certain value to the whole mix. We try

and have a good, balanced approach – and make sure the resources match the different regions.” While a lot has been achieved in a short amount of time, Johnson is keen to stress that the operation is still evolving and growing. The focus is always on the support to customers. “We need to grow in the most efficient way to address the aftersales activity around the country,” he says. “We need to grow the sales and service and parts operation to provide the necessary support that customers expect. We need to expand our customer base. We need to work with the key customers we have but expand into other fleets.” He adds: “Let’s face it, we need to have a competitive overall package. It is a bit of a cut-throat market in Saudi, and we need to make sure that we are competitive, whether that is with complete built-up units coming in or whether there are opportunities for local assembly to save on import duties. That is something that we are looking at as well.” Iveco represents an opportunity to sell a complete range of vehicles to a huge array of industries, Johnson says enthusiastically. “The very broad range is one of the unique selling points of the Iveco range. We have the distribution rights from the light duty Daily right up to the heavy duty 6x4 rigid chassis. It’s everything – the Daily, the Eurocargo – the

FAMCO IN KSA OVERVIEW: THE DEALER

the launch events

medium range product, the Trakker; we span the whole GVW range,” he says. “On top of that, Iveco has a good, solid offering in the AWD segment which tops things off in the Oil & Gas sector and off-road applications. Really we are focused on the ability to be able to offer an Iveco product in all the segments of the Saudi market. “We are not going to beat the likes of the Japanese in the very light segment, but there is a good opportunity for the Daily in special applications. Whether that is for municipalities, refrigerated vehicle hauling, money transportation, ambulances, etc.” Astra celebrates its 30th year as part of Iveco in 2016 and it enables its Italian owner to offer an offroad selection to customers. Concrete pump, mixer and batching plant producer Cifa also crosses into other segments familiar to Famco while offering proven technology in the Saudi market. “Astra takes AWD and heavy duty off-road applications one step further than the Iveco vehicles offer,” says Johnson. “This is very much focused on the off-road and oil & gas segment and heavy haulage. We use the Astra for the concrete mixer and pump applications which is where the tie-in with Cifa comes in. We have instances where a customer is undecided between a more traditional on-offroad application or heavy duty application. We have a range that can do both jobs quite

adequately. But also complementary products. When these big oil companies, they move the whole exploration operation with them. They need to move the camps, they need workshop support, they need people carriers – and we, for instance, have the medium range with the Cargo and the Super Cargo which are also offered in four wheel drive variants. And also the Daily chassis cab can also be offered in 4x4.” He adds that Famco is also promoting bodybuilding services to clients by working with Saudi super structure suppliers or from further afield: “We try and tailor the super structure offering and can usually find a quality supplier for whatever the customer is looking for.” Johnson estimates that the current economic squeeze in KSA could have shrunk the 12,000-14,000 heavy vehicles per year market by as much as 60%. Being a relatively new player has its strengths and weaknesses. “When the market contracts, the competitors are fighting that much harder for market share. (Being new) is a bit of a double-edge sword. We try to be as agile as we can to try and pick off some of the low hanging fruit but of course our competitors are fighting to hang onto their key customers (many are some of the biggest fleet owners in Saudi). It’s a challenge in some ways, but there are significant opportunities overall. Even in a declining market.”

“In any market you are in you have to find that unique selling point; to find that expanding customer base; and challenge your competitors with the advantages of the products you are representing. the events were intended to show customers the latest innovations of the range. that is part of what we’re doing at the moment and part of what went on earlier this year with the three events. they gave customers a flavour of Iveco, the Astra, and the cifa brands in saudi – what are the new things that have been introduced over the past few years and also what customers can expect from the aftersales network.”

Whatever the short-term outlook, Johnson says that that Famco believes it is at a good stage to bring all its experience to bear on the market. “I think we’re bringing a lot of experience, in terms of how we run a distribution operation from other areas where we have been successful. There is a high level of understanding of what great looks like and what good looks like when it comes to competencies of the individuals concerned,” he says. “We’re trying to take our experience from elsewhere and trying to tailor them to the local situation. At the end of the day it is about what the customer is looking for and what their priorities are. We want to bring our expertise to them and not just sell them a truck or mixer but package it in some way: whether that is aftersales support, service and maintenance contracts, the usual soft offers that are available but with the Famco spin on it.”

AUGUST 2016 TRUCK&FLEET ME 21

FAMCO IN KSA OVERVIEW: THE OEMS

The big push

With a neW dealer and neW cutting-edge technology, iveco, cifa and astra are ready for their next assault on the saudi market

he switch from Omatra to Famco has presented Italian truck maker Iveco and concrete specialist Cifa with an opportunity to refresh their presence in the Kingdom of Saudi Arabia. Luca Sra, the brand business director for both Iveco and Astra in the Middle East and Africa, tells T&FME that the OEM felt partnering with Famco has been mutually beneficial once Omatra was sold. Although he adds the Italian company always prefers stability to change. “It has been quite a long-standing partnership, spanning more than 30 years. When we build up a partnership we don’t like too much change,” he muses. “We like to work together and build up our presence to ensure a common success. The

22 TRUCK&FLEET ME AUGUST 2016

opportunity was there on the Famco side and the opportunity was there on our side and now we’re leveraging on the power, reputation, the skill and the mindset one of the most advanced group in the Middle East – the Al Futtaim Group. There is a common goal and the idea of the leveraging of one of the widest portfolios into the market. . Cifa, whose Carbotech booms and pumps are among the longest in the world, first signed its contract with Omatra at the end of 1992, says Wajih Eit, head of area, Middle East & North Africa. The company subsequently firmly established itself in the Kingdom. “There was a very effective job done in Saudi leading to a very large fleet of machines in the market,” he explains. “Does much change? Absolutely. A tough market like the Saudi market means you need a top-

class dealer in terms of not only sales, but importantly aftersales support, spare parts supply and customer satisfaction and support. Since the end of 2013 and beginning 2014, we have had a very important shift. Before, we were selling machines with aftersales but not in the way a top company – as we think we are – should. But Famco has made a lot of changes inside Omatra. The three sales regions have focused the business.” Sra explains that there have been three very clear objectives in Iveco’s discussions and planning with its new dealer in KSA. “One has been business development and dealer network development: premises, standards and investment. This is going to be an on-going process. Famco has been focused on the quality of the premises, quality of the

FAMCO IN KSA OVERVIEW: THE OEMS

Iveco’s Luca Sra says the deal allows the Italian company and Al-Futtaim’s Famco to leverage on a broad range of vehicles.

process inside the branches; applying more or less the same standards and KPIs. “The second point has been the marketing. We have tried to understand what products are needed in the market place; working on positioning, warranty terms and coverage. Last but not least is organisation. The change that occurred from our old importer and the subsequent change to the salesforce meant we could go through resources and manpower and integrate the back-up function; looking for synergy within the group and trying to build up a customer-facing organisation.” He adds that getting out to customers has been one of the main focuses: “It is still on-going. You never learn enough.” Selling highly technical products such as concrete equipment requires a huge investment

in terms of time and resources to ensure that clients minimise downtime. It is also vital to get continual customer feedback. Eit tells T&FME that there are now dedicated individuals supporting the technicians in the field. “Our products are related to trucks but Famco now has dedicated and qualified people for the concrete business who we (Famco and Cifa) are training,” says Eit. “There has been a big shift mainly in aftersales, spare parts and the introduction of what we call CSR – customer satisfaction representatives. Our CSRs are now going round with the technician to follow-up with customers. We missed this type of support with Omatra but it is now back on track with Famco.” “This is a niche and very specialised market and needs very qualified people to support the machines. It is technically much more

complicated than a truck. Famco are pushing us to provide all the possible training, to have them perfectly placed to do the aftersales job.” A lot has changed in the KSA market since Omatra merged into Famco. Iveco and Astra’s brand director says that the core strategy remains largely unaffected. “We are positive when we look at the midterm outlook. When you are trying to be hitting the ground running, the market can be whatever it is but you have to grow,” says Sra. “We are trying to keep pace with the market because there is space for us and for the Al-Futtaim partnership to be growing in the KSA market. I do care about the trends in the market but our plan is not too different from a few years ago when we started.” While Iveco is present with a complete range of vehicles it is hoping to push its bestknown products in the heavy on-road segment. There are huge opportunities for the 4x2 truck segment and for 6X4 tractor heads. Sra also believes that the ongoing investment in mining and construction is an opportunity for the heavy-duty Astra products. However, he adds: “If we have to concentrate on something, it’s our road haul tractor heads and the heavy construction and oil and gas businesses.” Omatra’s focus on the Western Region has now been replaced with a trans-country approach. Sra is confident that Famco will deliver when it comes to providing customer back-up across the Kingdom. “Aftersales services are really where the Famco and the Al-Futtaim Group starts from

AUGUST 2016 TRUCK&FLEET ME 23

FAMCO IN KSA OVERVIEW: THE OEMS

Cifa’s Wajih Eit says the concrete specialist can improve its coverage beyond the Eastern Region.

– they are not just selling a truck that won’t let the customer down, but also selling parts and ensuring the customer’s attention to the value chain,” he comments. “We have to customise. We have to be sitting there together – Famco and Iveco – in front of the customer in order to fine-tune according to their needs.” To illustrate his point, Sra recalls recent meetings where he has recognised the endless customer requirements in KSA. “We were with one of the largest fuel distributors in the Kingdom and they wanted to talk about vehicle weight. We were later with a food and beverage company, and aftersales and M&R packages were paramount. And when you talk with a construction company you talk about the Astra, a vehicle that never breaks down and is more robust than any other product offering from any other OEM,” he claims. Eit says that Cifa was previously missing out on 60% of the market because of a bias towards the Western region. He says that follow-ups were often filtered back to Omatra’s Jeddah office slowing up the crucial response times. “The market is about 40% based in the Western Region, with 40% in the Central Region and 20% in the Eastern Region. With both the Central and Eastern region now covered by Famco in the correct way, we are on track to follow the remaining 60% of the market. Now we don’t have to wait for the Western Region to make a decision and our aftersales support and response to customers is stronger,” says Eit. “We weren’t missing it before but now we can be aggressive.” Sra agrees that service and aftersales will help Iveco to gain market share in the region. Amid the talk of providing new

24 TRUCK&FLEET ME AUGUST 2016

Iveco is determined to attain double digit growth in Saudi Arabia.

“We don’t have to Wait. our support and response is stronger.” levels of support for Saudi fleet owners, it becomes clear that Iveco wants to catch-up with its fellow European truck-makers. “We want top-class service and aftersales back-up. We want mid- to long-term sustainability in the market; working on our ability to fix the trucks and build-up our footprint. We are the only one not assembling in Saudi Arabia, and this is something we have to look into. There is an evaluation process in place.” Having committed to partnering with Famco to achieve those goals, Sra is convinced that the UAE-based firm’s relatively recent entry into KSA will not prove to be too much of an issue: “It’s an opportunity and a working area in every

single field,” he remarks. “If you are local you are not looking for any sort of change. If you are coming from outside you have to be local with a g – glocal. You can bring the leverage of your mindset and skill but you have to strike and score with local people there. I don’t see it as an issue provided you have to have the proper people in the field to get the right strategy and tactics.” While looking back at the recent launch events for the brands and Famco, Sra says the tour reinforced his view that any growth will need to come from direct interaction with the market. “The three brand launches were a way to provide a proper podium for the brand and to show that Famco will be a real asset to the market,” he says. “They got us closer to the market and its opinion leaders. It showed that we are working together: you can have the products and the investment but the people on the ground make the difference.” Eit adds: “The same customers I met before who were unhappy – they were not receiving the spare parts in time, they were not receiving the right aftersales support – are now. I’ve met the same customers recently at Bauma and there has been a 180-degree change. It was amazing.”

in for the long haul Luca Sra says that long haul

of the advantages we have

trailer transportation. Then

logistics vehicles make up

are two slightly different 4x2

we have a more sophisticated

40-50% of the Saudi market.

tractor heads that can be

tractor head with the Stralis

offered across the spectrum.

with rear-air suspension that is

can be commodities, logistics,

One slightly more rugged steel

suitable for perishable goods

refrigerated fruit and ice

suspension that can be used in

segment. I think we have a

cream. You name it, they’ll be

a multitude of applications. Be

pretty good range that we can

a long haul application. One

it car transportation or tipper

offer to most segments.”

“It can be many things. It

SAFETY TECHNOLOGY

AUTO EvAsiOn tactics ZF unveiled its latest innovation truck with waBco last month to demonstrate its almost supernatural evasive manoeuvre aBilities 26 TRUCK&FLEET ME AUGUST 2016

SAFETY TECHNOLOGY

ZF’s Innovation Truck was first unveiled at IAA in 2014.

Hybrid transmission, steering and telematic systems work hand-in-hand on the truck, says ZF.

s it possible to avoid dangerous situations if, for example, a driver overlooks stationary traffic, the braking distance is insufficient despite the Advanced Emergency Braking System (AEBS) and the driver attempts panic steering manoeuvers in order to mitigate the situation? Why should truck systems warn a driver just before it leaves the lane instead of safely trying to stay in the lane? Faced with these and similar questions and a vision of accident-free driving (Vision Zero), ZF has worked to enhance its current assist systems for practical use on the road. These efforts resulted in Highway Driving Assist (HDA) and in cooperation with WABCO, the company developed the Evasive Manoeuver Assist (EMA). Both of which were introduced for the first time in the prototype vehicle ZF Innovation Truck 2016.

Modern trucks are designed with equipment and advanced driver assistance systems to improve safety performance in many situations. EU regulations now require newly registered trucks to be fitted with Electronic Stability Control (ESC), Advanced Emergency Braking Systems (AEBS) and Lane Departure Warning systems (LDW). ZF considers that the more closely systems and functions are networked and automated and as more passenger car technologies transfer to the commercial vehicle sector, the greater is the potential for safety improvements that will quickly and effectively protect drivers and other road users. This has prompted ZF to incorporate the next level of active safety systems into the ZF Innovation Truck 2016. Evasive Manoeuver Assist (EMA) combined with Highway Driving Assist

(HDA) utilise advanced sensors to act as the “eyes” of the system, with intelligent control units and physical manoeuvring performed by the actuators. These features will help to prevent driving distance errors including tailgating and driving off the road. If truckers fail to see road obstacles or to register slowing traffic in time (or not at all), the unique EMA system takes control of the steering wheel – and by inference, control of the ZF electrohydraulic ReAX power steering. The assistant function detects if the AEBS or driver braking is sufficient to enable a stop before hitting the obstacle. If braking is insufficient to avoid a rear-end collision as may be the case on slippery roads or if traffic hazards appear suddenly in blind curves or after hill crests, the EMA directs the truck with its trailer (initiated by the steering motion of

AUGUST 2016 TRUCK&FLEET ME 27

SAFETY TECHNOLOGY

Highway Driving Assist allows you to drive on the highway while the vehicle controls the lanekeeping and speed-adaptation task.

the driver to the right or left) independently and safely toward the desired open lane or hard shoulder, even at maximum speed. “Our innovative function simultaneously evades, brakes and stabilises automatically – at all speeds, with any load in the semitrailer truck and with any type of semitrailer. This function helps to avoid rearend collisions,” says Mitja Schulz, general manager, Commercial Steering Systems at ZF TRW. “It helps us to come one step closer toward our overriding target, Vision Zero.”

The Evasive Manouever Assist (EMA) will move lanes to avoid a collision in slow-moving traffic.

With sudden manual avoidance manoeuvers, there is always the risk that the driver steers too lightly to avoid the obstruction, causing a truly critical collision with an offset crash. Alternatively, the driver may steer too abruptly, heavily turning in, causing the truck to swerve or even tip over or crossing more than one lane and endangering others – EMA is designed to be able to prevent these scenarios. EMA combines industry leading technologies of both ZF and WABCO, including ZF’s electrohydraulic ReAX power steering

system and WABCO’s Electronic Braking System (EBS), Advanced Emergency Braking, Electronic Stability Control (ESC) and vehicle dynamics control systems. The control logic of WABCO’s automatic OnGuardACTIVE emergency braking system defines when to activate the EMA installed in an in-house ADAS control unit. In Level 1, the system warns the driver acoustically and visually in the display; Level 2 follows by generating haptic signals and moderately decelerating the vehicle by up to 3.5m/s2. Level 3 ultimately initiates an emergency stop to the

Keeping tabs on a depot drop this themselves – drivers no

displayed in the app in the

longer need to wait around.

right direction. Meanwhile,

destination, and the

Meaning they can start their

even as they’re calculating

Openmatics telematics

(legally required) rest period

the distance to the loading

platform has already

straight away.

dock, the BLE tags are also

Still 15 minutes before the truck arrives at its

The driver passes on control to the depot on arrival. Tablets then manoeuvre the trucks.

At the depot, the

transmitted an ETA to

communicating wirelessly

the depot. The trucker is

dispatchers manoeuvre

with the warehouse

assigned a time slot for

and park the truck using

logistics and materials

arrival. The telematics system

the vehicle’s handheld

management (ERP) system.

has also uploaded other key

tablet. Running on battery

If the dock isn’t ready yet,

details to the depot’s ERP

power, the truck produces

the ERP automatically

system, like the nature of the

up the relevant data from the

handheld tablet can be used

no noise or exhaust-gas

reassigns the truck to

cargo and the order in which

wireless chips and combine it

to wirelessly move the long

emissions. Even reversing

another unloading bay.

it was loaded into the truck’s

with other useful information.

heavy vehicle (LHV) into

a semitrailer plus trailer – a

position at walking pace,

long heavy vehicle with

information acquired from

two trailers. All pallets are

At the depot, the driver

Thanks to the

fitted with Bluetooth Low

hands over his truck to a

thanks to a remote-control

two articulations – is now

the BLE tags, the loading

Energy (BLE) tags, making it

dispatcher, together with

“manoeuvring assistant”

child’s play: all you have to

dock is all ready to receive

easy for Openmatics to pick

the vehicle’s tablet PC. The

app. Dispatchers can do

do is drag the vehicle icon

the cargo.

28 TRUCK&FLEET ME AUGUST 2016

SAFETY TECHNOLOGY

More than 25m long, around 2.5m wide and weighing up to 40 tons when fully laden – ZF’s new truck is impressive. During manoeuvers in narrow spaces, it becomes clear just how ZF’s new platform has earned its name. When parking the huge vehicle, there’s no need for anybody to sit behind the wheel – nor is there any need to switch on the diesel engine. At low speeds, the truck can be remotely controlled from a tablet outside the cab, moving and The Highway Driving Assist (HDA) feature helps protect against the often very severe consequences resulting from lack of attention or a few seconds of microsleep.

parking on battery power alone.

traXon HYbrid For a truck of this size to drive around without

stability limit until the vehicle comes to a halt. The steering system interprets a sudden ‘pulling’ of the steering wheel (response to driver warning) at Level 1, as a command to start the EMA. During automated control, the software constantly calculates the optimal evasion route and adjusts the steering angle accordingly. The software algorithm continuously monitors and compares the calculated and actual steering trajectory. The integrated roll-over protection function in the EMA is adapted for such extreme driving situations. This function is integrated into the ESC system and the lateral acceleration sensor through networking and is a feature in the ZF Innovation Truck 2016. Incidentally, the driver can override the EMA at any time during the autonomous evasive maneuver by simply taking control of the steering wheel, brakes or throttle. “Evasive Manoeuver Assist demonstrates WABCO’s and ZF’s leadership in developing innovative safety technologies for commercial vehicles,” says Dr Christian Wiehen, Chief technology officer from WABCO. “EMA is a safety function combining longitudinal and lateral control, thus categorized as partially automated on the roadmap towards automated driving.” The Highway Driving Assist (HDA) feature in a second ZF Innovation Truck can help protect against the often very severe consequences resulting from lack of attention, distraction or a few seconds of microsleep. The system warns the driver that the tractor-trailer truck is unintentionally moving out of the lane

and at the same time actively and independently keeps the vehicle in the lane. At the same time, it automatically maintains a safe distance from the vehicles in front at any speed, which in this case also includes stop and go functionality. “This function was initially designed as an electronic assistant for passenger cars and was announced at IAA in 2015, but we are now incorporating it into heavyduty truck systems to help improve safety and relieve drivers,” explains Schulz. Key to this solution is the combination of sensors – a camera sensor mounted on the front windshield accurately monitors road markings (S-Cam), and a radar sensor (AC1000) measures distance. The latter provides a broader field of view at low speeds while offering long range detection at higher speeds. Additional ZF networking efforts involve combinations of the brakes and TraXon Hybrid automatic transmission system, including the predictive shifting strategy PreVision GPS, along with the ReAX steering system. Finally, the HDA control unit has an additional feature specially developed by ZF for this use case. “If the markings are missing on one side of the road, the system virtually and reliably calculates them,” explains Schulz. “We can have the HDA ready for volume production in approximately two years, so drivers, pedestrians and cyclists will benefit from these safety improvements very soon. By then, it will also be absolutely realistic for it to meet all requirements needed for truck platooning.”

giving off any local emissions, it needs a powerful electric motor. That’s why the ZF Innovation Truck is fitted with ZF’s TraXon Hybrid automatic transmission system, which has a 120-kilowatt e-lectric motor built directly into the 12-speed transmission’s clutch bell housing. With this space-saving, high-tech package, the technology company is the first to successfully transfer all the efficiencyboosting benefits of the hybrid technology used in modern cars to heavy-duty trucks.

steering So that the truck’s tractor can be driven wirelessly using a tablet, the tractor’s steering system must be capable of responding to remote commands from outside the vehicle. So an advanced, strategic superimposed steering system is also employed.

bLe tags Over and above the basic telematics system, Openmatics – based in Plzeň in the Czech Republic – has designed Bluetooth Low Energy (BLE) tags. These are compact radio chips characterized by very low energy consumption and a relatively long range (about 25m). Among other things, they wirelessly communicate the information needed for remote-controlled maneuvering, including the data required to calculate the truck’s two angles of articulation – between tractor and semitrailer, and between semitrailer and trailer – in real time.

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FLEET SPECIAL OPS sPECiaL oPs

Hitting Olympian heights

What makes the fastest and fittest fleet manager? this month T&FME goes to the olympics for inspiration

BE a TRaCK-MasTER Ò A fleet manager is always on the run: calculating better routes; dispatching units more effectively; and ensuring overall positive customer interaction. Refined reporting tools and online data management can be provided through a GPS fleet tracking system, which helps to manage, organise, and share fleet data with everyone in your corporation. Transparency in the systematic date is critical to ensure employees and managers have access to the same information and minimises mistakes, wasted time, and rework that drags down productivity. Moral: don’t run in circles.

Ò BE aBLE To MULTiTasK The best fleet managers are like triathletes or decathletes. They need to balance everything to make the fleet programme work efficiently. Drivers want one thing, suppliers suggest something else, management has a variety of focus areas (fuel economy, safety, depreciation, image, etc), and everyone is an expert about which manufacturer makes the best product. The best fleet managers are those who are able to juggle these demands. If a fleet manager was a performer, they would be plate spinners. Always make sure that you work strategically to keep things moving.

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FLEET SPECIAL OPS

Ò swiM whEn oThERs

aRE dRowning In an era of doing more with less, great fleet managers are able to shoulder the burden of more work without skipping a beat. They know how to turn strategies into tactics. While good fleet managers adapt to change, great fleet managers thrive because of it and are willing to recommend change — even if it impacts them negatively. Fleet is ever-changing and great fleet managers adapt to the change instead of fighting it. Olympian fleet managers swim when others sink.

JUMP ovER oBsTaCLEs

A great fleet manager must be persistent. It’s tough to stick to the message when other vehicle “experts” in the company have other ideas. Persistence gives you the skills of knowing how to survive and possibly excel in challenging times as it relates to shrinking budgets and reductions in work force. Every fleet manager must have this skill to keep up with the ever-increasing workload dealing with all the changes in the fleet industry.

CaRRy ThE wEighT A great fleet manager is able to lead and coach not only the fleet team, but also drivers and multiple management levels. Being a fleet leader is more about serving than being served. A leader does not fear change. A great fleet manager is committed to leadership by example. A great fleet manager is able to inspire a team toward a common purpose or vision. In addition, they must possess a passion for success and understand they are a role model.

aLways aiM FoR ThE BEsT

A great fleet manager is a determined person who is relentless in constantly identifying opportunities without compromising anything else. Great fleet managers never stop learning. They regularly attend fleet management seminars and read industry publications to keep pace with best practices. They are active members in industry associations. Plus, they are motivated to attain professional certifications. They not only focus on professionally developing themselves, but also their direct reports, customers, senior management, and team members in fleet management and industry best practices.

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Maintenance, tyres and Parts

mAInTenAnce, TYRes & PARTs