Truck & Fleet ME January 2016

look who’s driving four-year-old tests a volvo fmx

024 JANUARY 2016

MIDDLE EAST

pilot power honda’s latest offering strategy for success daimler’s plans for mena

learning the ropes

why investing in driver training is the right choice for your fleet

Dominic De Sousa 1959-2015

It is never easy to say goodbye to a friend and colleague. When that person is the owner of the company and the driving force behind its growth and success, then the task is almost impossible.

CPI Media Group's founder and publisher, 56-year-old Dominic De Sousa, died doing what he loved best – singing and entertaining people, at the BBC Good Food Middle East Awards on December 16 – which has been postponed until further notice.

His publishing empire with more than 25 magazines, web portals and vertical industry awards, was founded two decades ago.

Born in 1959 in Kenya to Goan parents, he lived what he later recalled as an idyllic childhood, full of sunlight, happy people and nature. A passionate lover of wild animals, it was here that the rebellious and independent streak that made him so successful in business was born.

When he was 11, the family moved to Wimbledon in South London and he encountered two things which he spent the rest of his life fighting: cold, wet weather and racism. The experience of the latter, he later admitted, made him unusually sympathetic as an employer to the problems of his staff, a large number of who have been with CPI for years.

After studying biochemistry at the University of London, De Sousa joined Reed Business Publishing in London as an advertising salesman on Middle East Computing, thus laying the foundations for his future career. He was a sales natural, combining an empathy with his clients with a killer instinct for closing a deal.

Soon poached by London-based Alain Charles Publishing, he launched Computer News Middle East, which would form the basis of the CPI empire when he later bought the title and started his own company.

Success followed from a start-up in a small back office. Today, the company ranks as one of the leading B2B players in the region, thanks to his drive, his entrepreneurial spirit and his belief in people.

In sharp contrast to other publishers, De Sousa wanted his staff to succeed, encouraging them to become his business partners rather than employees and the simple CPI start-up is now a web of intertwined companies and relationships that he forged and held together. Never content with the status quo, he would constantly challenge what his staff were doing, encouraging them to seek new opportunities while opening new doors for others.

Although a private man, he seemed happiest when he was on stage performing with a group of musically inclined CPI employees. Early on in his career, he had sung with a semi-professional group and he later reignited that passion by singing at CPI events.

For those of us who remain at CPI, he is – quite simply – irreplaceable. The number of lives he touched across multiple industries in the Middle East and Europe is humbling and we, his colleagues, have been overwhelmed by the messages and memories of those who knew, respected and loved him.

One of a kind to us, he was always, just Dom. He will be missed more than we can express but his legacy lives on in the magazines he helped create and nurture.

STRONG ON BUSINESS

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08 CONTENTS

A supplement of Cmme

26

GroUp ChAIrMAN AND FoUNDEr DomiNic De SoUSA GroUp CEo NADeem HooD pUBLIShING DIrECTor RAZ iSLAm raz.islam@cpimediagroup.com +971 4 375 5483 EDITorIAL DIrECTor ViJAYA cHeRiAN vijaya.cherian@cpimediagroup.com +971 4 375 5472

30

empowering with eDuCAtion When you reside in the Gulf, it’s not uncommon to hear frequent complaints about trucks on the roads. Truck drivers have earned notoriety for

NETWORK

06 / mCDonAlD’s milestone Fast food chain’s UAE fleet crosses five million km mark operating on biodiesel.

08 / leArning the ropes Industry experts discuss why it’s essential to invest in driver training and development.

18 / forD to reCkon with Ford Trucks is ready to compete with established rivals in the GCC market.

26 / fullY loADeD

CoMMErCIAL DIrECTor micHAeL STANSFieLD michael.stansfield@cpimediagroup.com +971 4 375 5497

The problem is not a lack of legislation.

The UAE in particular has several restrictions

ACCoUNT MANAGEr BiPiN SoNeJi bipin.soneji@cpidubai.com +971 4 433 2856

on how, where and when trucks operate, and imposes stiff fines for violators.

The key issue instead is a skills gap, which a multitude of ethnicities and backgrounds, with different attitudes towards risk and safety.

Even though a special licence is required to

there is immense scope for improvement.

In this issue, we focus on the human

ArT DIrECTor SimoN coBoN JUNIor GrAphIC DESIGNEr PeRciVAL mANALAYSAY

MArKETING MANAGEr LiSA JUSTice lisa.justice@cpimediagroup.com +971 4 375 5498 CirCuLaTiON & PrODuCTiON

element of any vehicle fleet: the drivers.

Training drivers has significant results, most of ownership and road safety. However, truck manufacturers note that fleet owners often don’t realise the value of driver training programmes,

q&a

like insurance companies can help the push towards

viewing them as simply an additional cost.

While governments and third-party providers

Daimler discusses the opening of its new MENA regional centre in Dubai.

DesiGN

MarKeTiNG

operate heavy vehicles, the overall standard of

Thor Middle East has launched a new line-up of truck-mounted loader cranes.

30 / strAtegY for suCCess

SUB EDITor AeLReD DoYLe

instances endangering other road users.

noticeably in terms of fuel efficiency, total cost

FEaTURE

DEpUTY EDITor JeRUSHA SeqUeiRA jerusha.sequeira@cpimediagroup.com +971 4 375 5477

aDVerTisiNG

truck drivers in the GCC is far from ideal, and

FEaTURE

CoNSULTANT EDITor STiAN oVeRDAHL stian.overdahl@cpidubai.com +49 176 271 203 87

driving inefficiently or recklessly, and in many

is natural in a region that attracts workers from

COvER sTORy

eDiTOriaL

better trained fleets, real change can only come

DISTrIBUTIoN MANAGEr SUNiL KUmAR sunil.kumar@cpimediagroup.com +971 4 375 5476 proDUCTIoN MANAGEr ViPiN V. ViJAY vipin.vijay@cpimediagroup.com +971 4 375 5713 DiGiTaL WEB DEvELopEr moHAmmAD AwAiS UmAiR SHAmim

PubLisheD by

from a shift in attitudes to driver development. As one manufacturer notes, drivers themselves are generally interested in improvement. But it’s up to

WORKshOp

36 / testing gets tougher

fleet owners and operators to drive the change.

Registered at imPZ Po Box 13700 Dubai, UAe Tel: +971 4 440 9100 Fax: +971 4 447 2409 www.cpimediagroup.com

Abu Dhabi unveils a new testing manual for heavy vehicles.

PriNTeD by Printwell Printing Press LLc

paRTiNg shOT

© copyright 2016 cPi. All rights reserved

40 / look who’s Driving Four-year-old Sophie puts a heavy-duty volvo FMX truck to the test.

Jerusha sequeira DeputY 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.

JANUARY 2016 TRUCK&FLEET ME 3

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EDITOR'S CHOICE

READERS' COMMENTS

1

Saudi Binladin Group to lay off 15,000 workers – Reuters Possible layoffs come amid uncertainty caused by oil price slump

2

ME Consultant Awards: Winners announced More than 200 guests attended event at Jumeirah Emirates Towers Hotel

PHOTO GALLERIES

In pictures: Big Project ME Awards winners ALEC’s Kez Taylor and Brookfield Multiplex were among the big winners See photo galleries at: meconstructionnews.com/photos

3

Damac removes Trump name from Dubai golf site Move apparently prompted by presidential candidate’s anti-Muslim remarks

Comment to story “Qatar labour abuses still ‘rampant’ – Amnesty”

4

Gulf construction in 2016: Experts give their outlook Industry looks to year ahead after “interesting and challenging” 2015

5

“Dramatic” decline in GCC construction optimism Longer payment periods and more disputes than expected this year, survey finds

It was interesting to read about yet more allegations of labour exploitation in Qatar (“Qatar labour abuses still ‘rampant’ – Amnesty”, December 2). Amnesty International says there are still “appalling conditions faced by most migrant construction workers” in the country.

Whatever the truth, what is clear is that Qatar needs to step up its reforms to the kafala sponsorship system if it is to avoid future allegations like this in 2016.

READER POLL

What was the mood like at The Big 5 construction show in Dubai?

VIDEO

18-tonne Volvo truck... driven by a four-year-old girl Four-year-old Sophie drives an 18t Volvo FMX through a construction area – with the help of a remote control.

See videos at: meconstructionnews.com/videos

29% 13% Upbeat: Lots of deals on the table

No change: About the same as last year

16% 42% Good: Business was brisk

Slow: There’s a gloomy outlook for 2016

Log on for the latest from across the Middle East construction sector. Write to the editor at contact@meconstructionnews.com 4 TRUCK&FLEET ME JANUARY 2016

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NETWORK

NETWORK 01 16

YOUR MONTHLY GUIDE TO THE MIDDLE EAST’S truck and fleet operator network

McDonalD’s UaE flEEt hits 5 Million kM powErED by bioDiEsEl DUbAI TO pILOT CNG bUSES McDonald’s UAE teamed up in 2011 with Dubai-based biofuel producer Neural Fuels.

McDonald’s UAE hit a milestone last month when its fleet of trucks completed 5 million kilometres running on biodiesel made from recycled vegetable oil.

The fast food chain teamed up in 2011 with Dubai-based Neutral Fuels, which manufactures biodiesel.

Under the partnership, a fleet of 16 trucks collects used cooking oil up to twice a day from UAE McDonald’s outlets. The oil is then converted to 100% biodiesel by Neutral Fuels, after which it powers the trucks.

Using biodiesel has helped the American fast food giant significantly cut down on carbon emissions.

According to UK government DEFRA conversion factors, driving five million

km on diesel would have resulted in a footprint of 4,427,759kg of CO2, compared to 56,385kg with biodiesel.

This means McDonald’s UAE may have saved the equivalent of the average carbon footprint of 214,283 UAE citizens in a year, per World Bank figures.

Last February, Neutral Fuels also signed a deal with Dubai Municipality for the government body to adopt biodiesel in municipal vehicles.

“The carbon footprint of biodiesel is about 80% lower than normal diesel. As a fuel, it burns cleaner than normal diesel,” said Karl Feilder, chairman and chief executive of Neutral Fuels. Biodiesel is sold at the same price as diesel at the pump, he added.

Dubai’s Roads and Transport Authority (RTA) has announced that it will begin trial operation of a bus powered by compressed natural gas (CNG) on an internal route in Dubai.

“From an engineering perspective, CNG-powered engines are more robust and durable compared with other engines powered by fossil fuel,” said Abdullah Al Maazami, director of maintenance & service and head of trials governance team at RTA Public Transport Agency.

The many advantages of natural gas engines include less need for maintenance, due to clean combustion; less chance of explosion due to a leakage or accident; and noise reduction of up to 30% compared to conventional engines.

The trial operation will last for 12 months, during which the bus will operate on a public bus route. Engineers from the Public Transport Agency will monitor its performance and assess efficiency under various operational conditions.

the uae’s tyre market grew over 10% between 2010 a to rising passenger car sales and growing per cap 6 TRUCK&FLEET ME

JANUARY 2016

NETWORK

Qatar recalls 2014-15 man trucks Qatar’s Ministry of Economy and Commerce has announced the recall of 2014-15 models of MAN TGS 21.400 4x2 trucks, due to a possible defect in the performance of the brakes. The ministry will coordinate with the dealer, Qatar International Automobiles Company, to follow up on maintenance and repair operations, it said.

GaRGash dELivERs 20 viaNO vaNs TO MENa LiMOUsiNE Gargash Enterprises, the UAE dealer of Mercedes-Benz, has handed over a fleet of 20 Vianos to UAE-based luxury transport company MENA Limousine, which mainly caters to fivestar hotels, tour operators and GCC residents.

“While choosing our fleet, we selected the Mercedes-Benz Viano because the brand is well recognised and has a range of models and layouts,” said David Sharpe, general manager of the firm. The company needed long and extra-long wheel base versions of the van, and distinct layouts for individuals, businesses and families, he added.

“It is an honour for us that MENA

european truck fuel efficiency “unchanged” over the past decade The fuel efficiency of new trucks in Europe has not changed much over the past decade, claims a new study, which calls for heavy-duty vehicles to be regulated the same way as passenger cars.

According to a study released in Berlin by the International Council on Clean Transportation (ICCT), the new tractor-trailer fleet in Europe is “likely to stagnate” with respect to efficiency technologies, and to fall behind American counterparts. Meanwhile, trucks in the US are set to become more

Limousine has chosen Mercedes-Benz, and we are sure that our versatile range of Vianos will fulfil every requirement of their customers,” said Michael Duncan, corporate business manager at Gargash Enterprises.

efficient and advanced on account of new regulations driving improvements.

The study analyses data from the EU commercial trucking market, and looks at key member states, manufacturers and trends in fuel consumption.

MOTORCITY bRINGS DAEwOO TRUCkS TO bAHRAIN

The trucks were revealed to customers at the Bahrain International Circuit.

Bahrain’s Motorcity launched the Daewoo Trucks brand in the Kingdom last month at the Bahrain International Circuit.

The new range of medium- and heavy-

duty trucks was revealed to key customers and media at the launch event.

Korea’s Daewoo Trucks was relaunched in 2004 after India’s TATA Motors took over the company. The brand is currently sold in over 70 countries through more than 300 dealers.

The Daewoo Trucks medium- and heavyduty chassis range can be mounted to suit various applications, such as crane-mounted trucks, garbage haulers, jetting units and concrete pumps.

“With the introduction of Daewoo Trucks, customers now have a wide range of products to cater to their requirements and meet the most stringent project costs,” said Arun Kumar, assistant general manager of Motorcity.

and 2014. growth can be attributed pita income, among other factors.

“The real-world fuel consumption data we analysed suggests that the average fuel consumption of new tractor trucks in Europe has not changed substantially in well over a decade,” said Rachel Muncrief, lead researcher of the ICCT’s heavy-duty vehicle programme.

Heavy-duty vehicles are responsible for a third of transport carbon emissions in the EU, and their contribution is growing. Seven member states (Germany, Poland, Spain, France, the UK, Italy and the Netherlands) are responsible for approximately three-quarters of heavy-duty CO2 emissions in Europe.

Like the US, Europe is increasingly leaning towards heavier vehicles and larger engines, as sales figures over the past decade indicate.

The study recommends that the EU set mandatory emission standards for heavy vehicles, similar to those on passenger cars.

Given these similarities, the ICCT suggests that the same technologies entering the US market – like improved aerodynamics for trailers, automatic tyre inflation and improved engine efficiency – could also be applied to new trucks in the EU.

JANUARY 2016 TRUCK&FLEET ME 7

Cover story SiTE viSiT CovER SToRy

LEaRning the ropes

InvestIng In drIver development goes a long way towards reducIng operatIng costs and boostIng fleet safety. Jerusha sequeIra speaks to experts to fInd out whether the Industry realIses the Importance of drIver traInIng 8 TRUCK&FLEET ME JANUARY 2016

Cover story

s

itting in a spacious office overlooking the Dubai Airport Free Zone, Stefan Schnitzler quite succinctly summarises the importance of a truck driver’s role: “The brain of a trucktrailer combination is the driver,” says Schnitzler, importer/dealer support manager, MAN Truck & Bus Middle East.

And if this brain doesn’t work properly, it is potentially hazardous for not just the driver and vehicle, but for other road users, the infrastructure and the environment in general.

When fleets invest in adequately and rigorously training their drivers, however, savings are potentially tremendous. According to the US Environmental Protection Agency (EPA), implementing even a few simple changes in driving techniques produces sizeable fuel savings of 5% or more. A Canadian study estimates that many fleets could achieve a 10% fuel economy improvement through driver training and monitoring. According to another study for the European Commission, an annual one-day driver-training course improves truck fuel efficiency by 5%.

While these figures are in a North American and European context, the key benefits of driver training programmes can be realised worldwide: boosting fuel savings and road safety while cutting down on carbon emissions and TCO. Modern commercial vehicles across different segments are all engineered for performance, efficiency and safety. However, these capabilities are optimised only when the driver fully understands how his actions affect the machine, points out Sohel Buzai, technical trainer at Jaidah Heavy Equipment, the Qatari dealer of Isuzu vehicles.

At Jaidah Heavy Equipment, driver training is offered to improve skills and understanding in a range of different areas: prevention of failures and breakdowns; effective clutch, gear and brake operation; loading and load-securing; preventive maintenance; handling emergency situations; and defensive driving techniques, among others.

But the key question remains: do fleet owners in the region understand the benefits of investing in driver training? Few fleets currently do, says Hany Tawfiq, manager – truck sales, Daimler Commercial Vehicles at Emirates Motor Company, the Abu Dhabi-based dealer of Mercedes-Benz.

“Maybe fleet owners realise there is a problem but don't know how much this

JANUARY 2016 TRUCK&FLEET ME 9

Cover story

Ian Drury, transport solutions development manager and head of driver development at Volvo Trucks Middle East.

Brodie von Berg, sales and marketing director, MiX Telematics Middle East and Asia.

impacts their cost, safety and downtime.”

Ian Drury, transport solutions development manager and head of driver development at Volvo Trucks Middle East, says that awareness of the importance of driver training varies from market to market across the region. “In some markets, where you have very big fleets, like in Saudi Arabia, a lot of the transport managers are from Europe and they definitely have this in their minds. In the UAE, specifically, we do have a lot of companies now which are starting to think of total cost of ownership.”

While many still remain purchase priceoriented, this new approach on TCO – more common among the younger generation of managers – is leading to a greater awareness of the benefits of training, Drury says.

It’s challenging to quantify the savings and improvements that can be achieved by investing in training, as these tend to vary across markets, according to the skill level of the drivers that need to be trained. “When you're talking about improvements, if you take a truck driver in Europe, you could maybe improve him by 2-3%.

If you take a driver in the Middle East, you could probably improve him 30%, because where you're starting from is so much further down the scale.”

CHaLLEngES REMain Even when fleet owners and operators decide to educate their drivers, numerous obstacles

Hany Tawfiq, manager, truck sales, Daimler Commercial Vehicles at Emirates Motor Company.

remain to be surmounted, experts agree.

One of the foremost challenges is the competence level of drivers, along with language barriers when it comes to training, Drury says.

Another challenge is that many fleet operators do not provide an environment conducive for training, Schnitzler remarks. For instance, training rooms are generally not provided, and when they are, they cannot accommodate the number of drivers who need training. Drivers often end up waiting outside, which can be especially harsh in the summer months.

In addition, fleet owners are typically not concerned about test trips adequately simulating daily operations, in terms of distance travelled or loads carried, Schnitzler notes. “They think we can do it on the yard, and 50 metres backwards and forwards should be enough. No, it isn’t.”

Some operators also do not understand that a loaded truck or truck with trailer is required for training, in order to best mimic the driver’s daily duties, he says. “So it’s a waste of efforts, and of human resources.”

With so many poorly trained heavy vehicle drivers on roads around the region, it’s unsurprising that several inefficient or downright dangerous practices are commonplace, the trainers say.

“An example is when it comes to fuel consumption, a lot of the drivers here come from countries which are using what we call

Stefan Schnitzler, importer/dealer support manager at MAN Truck & Bus Middle East.

high-rev engines in trucks,” Drury says.

Because drivers are so used to hearing the engines rev, they drop gears to hear the engine. “With a Volvo engine, you don’t need to drop gears because you’re not getting any more power out of the engine. You’re just wasting fuel by increasing the RPM.” Braking habits in the Middle East are also problematic, as observed from data gathered through telematics systems, he says. Drivers in the region typically tend to brake a lot more frequently on a long stretch of road than their counterparts in Europe, for instance.

This arises primarily due to not being proactive on roads, Drury explains. “This can be dangerous. If they’re heavily loaded and braking hard, they can lose control.”

Moreover, a lack of spatial awareness is common, with many drivers tending to focus only on traffic in front and not paying enough attention to what’s happening on either side and behind the vehicle, Schnitzler says.

TRaining Given the challenges and negative practices unique to the GCC and wider Middle East, it stands to reason that any education imparted has to be modified for the region’s needs.

“We have to adapt our training methods to suit our markets down here,” Drury says.

“We basically take away things from the

“TelemaTics is a fanTasTic Tool ThaT we use, because you can see very quickly whaT The driver is doing wrong by looking aT These reporTs generaTed from The sysTems” 10 TRUCK&FLEET ME JANUARY 2016

Cover story

At EMC, training courses include a theoretical and practical component.

“The key is how you Transfer The lessons from Training inTo daily life, and here The TransporT managemenT plays a significanT role” 12 TRUCK&FLEET ME JANUARY 2016

European driver development programme that we cannot use and put in things which we find more important in the Middle East.”

Training programmes also need to be culturally adapted, points out Brodie von Berg, sales and marketing director, MiX Telematics Middle East and Asia. Cultural differences may manifest themselves in terms of risk tolerance; for instance, in some countries and cultures, driving without a seatbelt is acceptable.

At EMC, training courses generally include a theoretical and practical part, with a focus on fuel economy as well as safety, Tawfiq says.

The theory part discusses topics like driving techniques, vehicle checks, gear shifting and selection, and so on. The second component focuses on how these can be done practically.

While in Europe, the emphasis is more on classroom-style theoretical instruction, in the Middle East, Volvo Trucks tends to focus more on hands-on training, Drury says.

“We put more emphasis on the practical side of driving. We have our telematics system, and we can use this to see driver habits or driver behaviour.”

The system tracks how the drivers are driving, and then a programme is tailor-made for their needs. “Telematics is a fantastic tool that we use, because you can see very quickly what the driver is doing wrong by looking at these reports generated from the systems.”

Training is also offered for different applications, on- and off-road, with many manufacturers offering specially tailored modules for a variety of missions.

MiX Telematics also delivers training for light and heavy commercial vehicles as well as special applications like dangerous goods transport, von Berg notes. “In the region, we see specialised training around armoured vehicles as well, such as in Iraq, for instance. The vehicle characteristics are very different when you drive an armoured or cash-in-transit vehicle.”

Cover story

fighTing faTigue

Transport managers play a key role in ensuring the value of driver training is realised, says Schnitzler.

In addition, the telematics provider is transitioning towards technology that enables it to identify differences in drivers through psychology-based assessments, which can help determine the personality profile of the driver. “By using these, we can focus more heavily on areas of deficiencies of certain drivers. Another technology which we have readily available today and we’re using for our customers is also online training.”

The shift towards online training accompanies a trend towards mobility as more people become more comfortable and familiar with smartphone use. However, von Berg acknowledges that online training modules may not be feasible for all drivers, particularly given varying levels of tech-savviness. When online training packages aren’t feasible, instructor-led training is usually offered.

With any kind of training, however, the support of the drivers’ immediate supervisors is crucial for a company to realise the benefits.

“The key is how you transfer the lessons

from training into daily life, and the transport management plays a significant role here,” Schnitzler says, noting that direct supervisors should support drivers in implementing lessons from training and applying to their job.

The first 48 hours after training are crucial and drivers should get an opportunity to apply lessons learned during this period.

“When you learn a new behaviour, it takes time to make it stick,” he adds. In fact, there may be more mistakes in the first few days after training. Ensuring middle management buy-in is crucial for fleets, as drivers generally don’t have any decision-making power to make any operational changes.

Moreover, the current gap in skill level among drivers across the region is almost solely due to the lack of emphasis on adequately training them, he concludes. “When we start working with drivers, they want to know more.

Drivers are interested in changing and becoming better if you provide the opportunity to them.”

Driver fatigue is a major problem in the region that needs to be tackled with a combination of technology, training and legislation, experts say.

Drivers often work shifts of 13-16 hours and sometimes even longer, Schnitzler says, creating a potentially catastrophic situation on the roads. Fatigue can lead to delayed response time to road hazards, which in extreme cases can lead to loss of life.

Legislating the number of driving hours is the first step towards fighting fatigue, he notes.

Drury agrees that more legislation is needed, as is common regulation across the GCC. “We don't have any driver resting and driving times.

On our new range of trucks, we can insert a memory key into the truck which tells us who's driving the truck and how long he's been driving. Through the telematics system, the company can see how long he's been running and call him up and say he needs to stop and rest.”

One of the main reasons behind driver fatigue is that many companies in the region incentivise drivers by paying them

per trip. Instead, drivers should be encouraged to drive better and the company can reward the best or safest driver in the fleet, Drury says. One way of doing this could be through cash incentives.

Von Berg also notes that incentivising by trip is not ideal.

“We also need to understand what leads to fatigue.

Even the food you’re consuming can have an impact, and the circadian rhythm.”

For instance, drivers are more prone to be sleepy at certain times of the day, like at 3pm or 4pm.

Telematics can be a possible solution, enabling firms to monitor the hours each driver puts in and ensure they take breaks on long journeys.

“We’re also exploring technology and doing various trials with wearable devices, and these actually help us understand what is going on with that individual driver this time,” von Berg says. Wearable devices like glasses, hats and watches provide more insight into a driver's alertness in real time and enables fleets to take proactive measures if he is at risk of fatigue.

JANUARY 2016 TRUCK&FLEET ME 13

Feature FEATURE

AUTOMATION IN DEMAND

Iveco recently unveIled the trakker eurotronIc equIpped wIth an automated gearbox In the uae, joInIng other manufacturers pushIng away from manual. Truck & FleeT Me reports

14 TRUCK&FLEET ME JANUARY 2016

Feature

M

anual transmission has long been the norm on heavy commercial vehicles in the Middle East. However, manufacturers are now driving the push towards automated gearboxes, and the industry is gradually starting to see the advantages.

In line with this growing trend, Iveco recently unveiled the Trakker EuroTronic at a launch event at the Dubai Autodrome in Motor City, held in conjunction with its UAE dealer, Saeed Mohammed Al Ghandi & Sons (SMAG). It was attended by over 150 customers from across the emirates, representing municipalities, construction firms, quarries, transport operators and other operations.

A selection of Trakker variants was on display, and the star of the show, the Trakker EuroTronic, was accompanied by four Trakker AD380 models in different configurations: tipper, compactor, water tanker and mixer.

Attendees were given the chance to test the Trakkers on the track and experience the vehicle’s performance for themselves.

Apart from the Trakker, other vehicles from Iveco’s line-up were present at the event, including the Eurocargo and the new Daily.

The introduction of the automated gearbox comes as the market grows more conscious of safety and total cost of ownership, explains Graham Turner, CEO at Al Ghandi Auto.

“We’re now talking about a much more economical tractor to operate,” he says,

pointing out that the automated gearbox is not only easier for the driver, but also entails less maintenance and clutch wear.

The UAE in general is moving towards increased standards of road safety in commercial vehicles, Turner says. “We're seeing lots of government initiatives through testing stages, through safety programmes and so on, so it's a chance for all the companies here to invest in the future.”

The shift towards automated gearboxes began about 10-15 years ago in the EMEA region, says Luca Sra, business director – Africa and Middle East at Iveco. “It has been a trend basically driven by northern European countries like the UK, Germany, France, which spread to the southern European states and now it's coming here.”

“Concepts such as total cost of ownership, vehicle durability as well as the impact of a bad driving style on the driveline, braking system and fuel consumption are becoming more and more popular.”

Thus, the new Trakker EuroTronic will positively benefit the bottom line of Iveco’s customers in the region and in the UAE, he says.

With the introduction of the EuroTronic gear box, the Trakker range is wider than ever and includes the Cursor 13 engines and two cabins (Hi-Land and Hi-Track).

Rigid truck versions are available in 4x2, 4x4, 6x4, 6x6, 8x4 and 8x8 configurations with power ratings from 380hp to 440hp.

Tractor versions are available in 4x2,

JANUARY 2016 TRUCK&FLEET ME 15

Feature

Graham Turner, ceO at Al Ghandi Auto.

4x4, 6x4 and 6x6 configurations with power ratings from 380hp to 440hp.

The EuroTronic automated gearbox can be used in full or semi-automatic mode. The automatic gearshift is calculated according to load conditions, road conditions and driving style, to optimise vehicle performance, fuel consumption and comfort.

Gear speeds are synchronised by electronic adaptation of the engine speed, which is much faster than synchronisation by friction. If the driver wishes to maintain the same ratio over a difficult stretch, he can switch over to semiautomatic mode to control the gear changes.

The EuroTronic gearbox has been engineered

by ZF with Iveco, notes Sra. “Our trucks are produced with a co-design strategy and so we look for the best partners in order to supply us with the best solution. This is why ZF has been selected.

It's a state-of-the-art company and provider.”

ThE TRAKKER The Trakker is Iveco’s star offering in the heavy-duty off-road segment, and is available with a gross vehicle weight (GVW) ranging from 18-41t and gross combination weight of up to 70t. In addition, the new Trakker offers a Stralis-based cabin that combines on-road level of comfort with off-road performance.

Iveco has worked extensively on driver comfort in the cabin of the new Trakker,

16 TRUCK&FLEET ME JANUARY 2016

The Trakker euroTronic was unveiled at the Dubai Autodrome in Motor city.

“ConCepts suCh as total Cost of ownership, vehiCle durability as well as the impaCt of a bad driving style on the driveline are beComing more and more popular” particularly in terms of suspension, seat comfort and dashboard ergonomics, Sra says.

Business in the wider Middle East and Africa region as well as in the Emirates has been growing, he and Turner note.

“The Africa and Middle East region is a big buyer of Trakkers,” Sra says, adding that the region is one of the biggest customer bases for Iveco Trakkers. “Into the region, we deliver on a yearly basis more or less 5,000 units.”

Despite its off-road suitability, the Trakker is also commonly deployed around the region, particularly in central African markets, in logistics. “In countries such as Djibouti, Ethiopia, Nigeria and Angola, the typical application is a chassis cab with a fixed cargo body and a semi-trailer attached.”

In the UAE, there is rising demand

from quarry applications, particularly as infrastructure projects kick off in the Emirates and Qatar.

“Qatar is taking most of its raw material from Fujairah,” Turner says, noting that demand from Qatar kick-started a lot of the UAE’s heavy haulage industry a couple of years ago.

Upcoming projects like the Expo 2020 site in Dubai mean that the UAE is set to be a large customer over the next few years as well, he adds. “The market obviously can still be volatile, and the effects of 2009 haven’t totally worn off. But we're now seeing a build-up towards 2020, so it's a little bit of a roller coaster.”

“Hence, it’s important to us that we have a big range of products because we have everything from small vans all the way through to heavy trucks and we're consistent with our service

Feature

training and total Cost of ownership It’s hard for any commercial vehicle manufacturer to expand in a market without a solid after-sales strategy in place. For Iveco and SMAG, a crucial part of the after-sales offering is dealer and customer training programmes.

SMAG opened its own centre a few years ago to provide different types of training, in parts, service and so on, Turner says, noting that Iveco uses the same facilities to carry out training for dealers, customers and mechanics around the Gcc. “We have a classroom-style training room, a smaller, more intimate training room, and a workshop training area as well, so we can do all types of training ourselves. We decided to make that facility available to all our partners as well.” luca Sra, business director – Africa and Middle east at Iveco.

“People are flying in from Saudi or kuwait to be trained in our training centre.

It's really part of our contribution to our

and our growth and training programmes."

In anticipation of future growth, SMAG has new sites being developed in the Northern Emirates, to be closer to its customers. “In Fujairah, there's going to be a growth in different types of quarries, a lot of freight movement and so on, so we're moving towards where the customer's going to be based.”

EMIssIoNs AND ALTERNATIvE FUELs While the trucks being supplied are currently Euro 3, Iveco has been receiving more and more requests for Euro 5 trucks, says Marco Torta, area manager for Gulf region at Iveco.

“The only concern is the quality of the diesel here in the UAE. But we have already started to introduce some Euro 5 units. In the future, we will have more and more Euro 5 vehicles, mainly for municipality use.”

Sra notes that the manufacturer has also been working with the Emirates Authority for Standardisation and Metrology (ESMA) on improving the quality of fuel supplied in the UAE. However, fuel quality is an issue impeding more widespread adoption of alternative fuelpowered vehicles in the UAE, Torta and Sra say.

Despite these reservations, the company has been observing more interest in alternative fuels, with Sra noting he has just received an enquiry for CNG-powered vehicles. “There is high attention being paid to alternative fuels, hybrids

and CNG. We're soon going to present new alternative engines here in the UAE market.”

Iveco is well equipped to cater to demand for alternative engines, and offers alternative powertrains on its light and medium commercial vehicle range. “We introduced CNG engines over 20 years ago, starting from the Daily range.

We are ready with hybrid solutions and soon will be with electric as well. Moreover, we recently introduced an LNG vehicle,” Sra says.

“This is part of a specific strategy that was put in place years ago by the company in order to focus on alternative fuels.”

partnership but it has a long-term benefit as well. If a customer looks after our products, he's going to come back and buy more.”

Training for customers and drivers is part of Iveco’s pre-sales strategy and helps the brand deliver a lower total cost of ownership, Sra notes.

“When we first started training drivers, the impact on fuel consumption that you can see before and after the training is significant. You can reach a difference in fuel consumption of between 5-15%.

Owners could not believe it.”

JANUARY 2016 TRUCK&FLEET ME 17

Feature FEaTURE

18 TRUCK&FLEET ME JANUARY 2016

Feature

A Ford to ReckOn With Having made its Uae debUt in 2014, Ford trUcks is ready to compete witH establisHed rivals in tHe gcc Heavy commercial veHicle market

O

Martin Penney, genera l manager Ford and Lin coln sales at Al Tayer Motors .

ne of the most iconic names in the automotive world, the Ford brand instantly brings to mind vehicles like the F-150 that have helped the manufacturer cement its place in the passenger car segment, worldwide and in the GCC. 2014 saw the introduction of Ford Trucks into the Middle East, giving dominant players in the heavy commercial vehicle space a new name to contend with.

Equally owned by the Ford Motor Company and Turkish conglomerate Koç Holding, Turkeybased Ford Otosan made its debut at the PMV Live exhibition in Dubai that year, in conjunction with Ford’s UAE dealer Al Tayer Motors.

The manufacturer showcased Ford Trucks’ offerings for the region, aiming for a slice of the country’s lucrative commercial vehicle market.

In 2015, Ford Trucks was back at PMV Live, with a bigger stand and a range of vehicles on display. Truck & Fleet ME sat down with senior executives to learn more about the manufacturer’s plans for the region as it aims to expand outside its Turkish stronghold.

The commercial vehicle segment is very different from the passenger car segment, says Martin Penney, general manager Ford and Lincoln sales at Al Tayer Motors.

Hiring experts in the truck market to run the business was a key part of venturing into the commercial vehicle space.

“It's very difficult to convince customers, because these are business tools. They earn

money or lose money, so the product reliability, the after-sales backup, parts – all get taken into consideration. If you have the right product and the right price, you've got an opportunity.”

Despite its newcomer status, Ford Trucks exceeded expectations in terms of performance in the first year of business in the UAE, he notes. A key contributor to this success was having an experienced team to sell the benefits of the trucks, as well as Al Tayer as a partner.

Commenting on Ford Trucks’ participation in The Big 5 and PMV Live, Emrah Duman, international markets director at Ford Trucks, admits the manufacturer did not have high hopes before participating in 2014.

However, the positive response from customers in the construction industry convinced the brand to exhibit a second time.

“We find it valuable because we have two main targets. One of them is to improve our brand awareness in the industry. The second one is meeting with potential customers and fleets who are interested in our trucks.”

The trucks themselves are manufactured in Turkey by Ford Otosan, which exports vehicles and parts to 73 countries. The company, which began assembling trucks in 1959, has 500 of a total of 1,300 engineers at its R&D centre solely responsible for the global development of Ford heavy trucks.

In a bid to broaden its footprint outside Turkey, the company is actively trying to expand its presence in more European markets, where more established brands have historically ruled the roost, Penney says.

JANUARY 2016 TRUCK&FLEET ME 19

Feature

Ford Trucks plans to focus on the construction and logistics segments in the UAE.

Martin Penney and Emrah Duman at a press briefing at PMV Live last year.

“We’re neW in the mArket, so We hAve to oFFer something slightly better thAn those thAt hAve got A history in the mArket” “Ford Otosan in Turkey have realised that they need to have a much bigger export market to offset peaks and troughs in various markets.

You can never be reliant on one market. So they're very much focused on export markets nowadays.”

The manufacturer is confident that its products can take on more dominant rivals, he adds. “It’s more competitively priced at the moment because it’s a challenger brand.

We're new in the market, so we have to offer something slightly better than those that have got a history in the market.”

“And we've done that successfully. With the support of Ford Otosan, we've already got some key customers, which will be repeat purchases, so providing we back up the after-sales service, there's no reason now for them to leave us.”

At the show, Ford Trucks and Al Tayer showcased a range of 2016 model year vehicles, including an 1843 T tractor, a 3535M 6x4 chassis mixer and a 4135M 8x4 chassis mixer. Each of the models can be customised with transmission and cabin modules for on-road and off-road conditions.

Tractors and construction vehicles from the Ford Trucks range are offered with a 10mm 500Mpa chassis frame. The mixer series for construction applications are offered in 6x4 and 8x4 configurations, with a 3545hp engine and a mixer capacity ranging between 7.7m3 and 12.7m3.

“Since the construction sector is booming

20 TRUCK&FLEET ME JANUARY 2016

in the region, the top sellers will be our mixers and our tippers in the region. We're also showcasing the tractor head, which will also be a bestseller in the market,” Duman says.

The construction and logistics segments will be the priority for the company going forward.

While it may seem daunting to compete with brands that have been around for decades in the UAE market, the challenge for the most part is convincing the first few customers.

“Delivering the first vehicle is always difficult. But once you deliver the first vehicle, the results follow. It becomes easier for other potential customers to make a decision once they see a couple of companies using it.”

For the GCC region, vehicles were developed taking into account feedback from local customers. Road tests were carried out on trucks for over two years, covering 300,000km.

Ford Trucks for the Gulf region come equipped with a hot climate package, which offers increased air conditioner performance as well as an improved radiator and filtration.

The package is offered across the entire product line-up for GCC countries.

In addition, lubricants used on the transmission and engines are also more suited to high temperatures.

In what it claims is a market first, Ford Trucks is also offering a three-year unlimited

mileage warranty for UAE customers.

The brand also offers a fleet management system, currently sold in other markets, and is considering bringing it to the Emirates, Duman says.

“We first need to find a partner in the industry to support us. Some customers have started asking for fleet management here, so we have to investigate that. It's not available for the region right now, but we have that whole infrastructure ready.”

Looking ahead, Ford Trucks will focus on solidifying its presence in the Middle East in the years to come. Following the launch of new facilities in the UAE and Saudi Arabia, the manufacturer plans to expand its sales and service network into Oman, Qatar, Bahrain and Iraq.

In the UAE, the company is aiming for a 10% market share in the mid-term, Duman says.

“We would have been talking differently if the oil prices were increasing a bit. But still, within the current circumstances, there will still be growth, especially in the UAE, due to the fact that construction is going on and trade is going on.”

Apart from Middle East growth, Ford Trucks is also eyeing North Africa and already has a presence in Algeria and Morocco. “Those are the top markets in Africa. Next year we will start in Tunisia and Egypt as well. When things settle down, we will consider.”

In focus FoCUs

Cautious optimism Despite prevailing uncertainty facing the inDustry, truck Dealers anD boDybuilDers remain positive about gcc DemanD for construction vehicles this year

Samir Salamoun, general manager sales commercial vehicles at Al Shirawi Enterprises.

22 TRUCK&FLEET ME JANUARY 2016

In focus

t

he year 2015 was challenging by all accounts. With continued low oil prices and geopolitical conflict around the Middle East dominating headlines, pressure mounted on GCC governments to restructure fiscally to compensate for declining oil revenues.

According to a report by real estate advisory JLL, lower oil prices are likely to have an impact on infrastructure and real estate investment in the medium term.

“As governments become more cautious about their finances, there is a likelihood of cuts in infrastructure spending. While many of the already announced projects are likely to proceed, they may be scaled back or rescheduled over an extended time frame, with future projects being curtailed,” JLL says.

Uncertainty surrounding the infrastructure and construction segments might take a toll on the demand for construction vehicles.

Nevertheless, truck distributors and bodybuilders remain cautiously optimistic about sales of vehicles tailored for construction, even as they anticipate that demand may soften this year.

Current market conditions mean construction sector customers are likely to look for quality trucks at more affordable prices, says Romieo Amarose, general manager, Express Heavy Equipment Trading & Leasing – the UAE dealer for Belarus-based MAZ Trucks – noting that there is a gap between Chinese and Indian manufacturers on one end and European high-value vehicles on the other. “We are trying to fill that gap.”

MAZ Trucks, founded in 1944, has a long history in the heavy vehicle market. The brand was recently introduced in the UAE

by Express Heavy Equipment, which began importing the trucks from the third quarter of 2015. So far, the dealer has sold 10 units, mainly 4x2 models for container transport.

For the construction sector, trucks can be offered mounted with tippers or concrete mixers, Amarose says, noting he anticipates 6x4 models to be the most in demand for construction applications.

The trucks have sold many units in North African markets and are well adapted to the tough operating conditions in the Middle East, he adds.

“Now our priority is to ensure the availability of the spare parts throughout the region. We have a 100,000sqf [9,290sqm] facility in Dubai Investments Park (DIP),

JANUARY 2016 TRUCK&FLEET ME 23

In focus

Dubai-based Gorica anticipates a possible decline in demand from the construction sector.

opposite to the Expo 2020 site. We also have our own facility in Jebel Ali Free Zone.”

Spare parts are currently housed in the DIP facility, and Express Heavy Equipment is in the process of appointing channel partners in different emirates within the UAE to stock parts. The company also has an office in Qatar and is in talks to take on the dealership for MAZ trucks in Saudi Arabia, Amarose says.

For its first financial year, Express Heavy Equipment is looking to sell between 100 and 120 units in the UAE, and to increase this figure in the years that follow. The company, which also sells diesel generators and air compressors, plans to leverage its existing service network throughout the Emirates and has recruited service managers with extensive experience in heavy vehicles for its after-sales team.

As part of its strategy to target the construction sector, it plans to offer vehicles on trial to different companies.

Also optimistic is Al Shirawi Enterprises, the UAE dealer for Scania.

“From the enquiries and negotiations in hand, it looks to be a good year next year,” says Samir Salamoun, general manager sales – commercial vehicles at Al Shirawi Enterprises.

“But of course, taking into consideration

24 TRUCK&FLEET ME JANUARY 2016

“taking into consideration the general situation in the area and the oil prices, i would expect some megaprojects to be kept on hold the next year, which might also affect our business” the general situation in the area and the oil prices, I would expect some megaprojects to be kept on hold the next year, which might also affect our business.”

2015 was one of Scania’s best years in the UAE, however, selling 528 trucks across all applications, he notes.

Scania offers a wide range of construction vehicles, including tipper trucks, concrete mixers and water tanks for road construction applications. Among its most popular construction vehicles is the Scania G460 LA 6x4 with a 45cbm tipping trailer, offering a 41t GVW and 460hp engine. Another top-seller is the Scania P410 CB 6x4 tipper chassis, also with

a 41t GVW and equipped with a 410hp engine.

Apart from dealers, bodybuilders also have an optimistic outlook for 2016, although enthusiasm over sales of construction vehicles might be a little subdued for some.

“I personally feel the outlook for 2016 is positive for Gorica, because we do not depend only on one sector,” says Domen Bockor, general manager – sales and marketing at Gorica Industries. Gorica supplies products to five verticals – construction, logistics, food distribution and processing, waste management and municipal vehicles, and oil & gas.

“The construction industry might be a bit down in 2016, but we still see many

In focus

factors influencing tipper design The design of tippers is usually driven by road regulations, which vary according to market, as well as application, Bockor says.

“Looking at the GCC today, you have markets like Bahrain, Qatar and Saudi Arabia that are heavily regulated, so they have certain limitations on the loads and total GVW. Then you have markets that allow higher payloads, like the UAE and Oman.”

The design, axle configuration and hydraulic configuration generally depend on local traffic and road regulations on GVW and payload, he notes.

Tippers with rounded or curved edges are better suited for markets with restrictions on load, such as in Europe. “For example, in Qatar, where you have a load limitation, we have half-round tipping semi-trailers, but they have advantages and disadvantages.

Based on all these factors, you have to design and build the appropriate tipper.”

MAZ Trucks' UAE dealer is looking at selling 100-120 units in its first year of business in the Emirates.

The application that the customer will deploy the vehicle in also affects the design of the tipper, he points out. “You have to see

current projects already awarded,” Bockor says, noting that he expects demand from other industries to make up for a possible decline in the construction sector.

In the construction sector, the company is a market leader in the supply of tipper trucks, as evident by the prevalence of Gorica tippers on roads throughout the GCC, he says.

The Dubai-based firm currently has five production facilities in the emirate, with three factories in Jebel Ali Industrial Zone 2 and two new factories in up-and-coming Dubai Industrial City. “We also have a factory in Oman on a smaller scale and one in Qatar,” Bockor says, explaining that Gorica’s competitive advantage is derived from the advanced technology and equipment in its production facilities, enabling it to manufacture quality products and be flexible in terms of output when a high capacity is needed.

Another tipper manufacturer, the UAE’s Bion Industrial, is also ramping up its offering for the construction sector. The Dubai-based firm, which recently introduced an expanded range of tipper trailers, covers five GCC markets: the UAE, Qatar, Oman, Kuwait and Bahrain.

To keep up with market demand, the company is looking to increase production to

1,500 tippers per annum this year, following the opening of a new 500,000sqf (46,452sqm) manufacturing facility in Dubai Industrial City.

Bion Industrial’s recently launched tipper range includes the B 460 tipper trailer with a 46cbm capacity, specifically developed to transport sand, gravel, aggregate, rubble and debris.

Its body is made of carbon steel plates, designed to enable greater durability and strength. Another highlight of the product range is the B 320 tipper trailer with a 32cbm capacity, with a body made of MS mild steel and a curved bottom design for quick material discharge.

Bion Industrial takes into consideration feedback from the industry on how its products can be improved and made safer, says Noas Badrawi, chief executive of the Bion Group. “It’s been challenging trying to distinguish ourselves.

[But] we are not really competing with the rest of the market. We compete more with ourselves.”

The main requirement of construction industry customers when it comes to vehicles is durability and naturally minimal downtime, notes Bockor.

The type of component used is also important. “All our components on the trailers, like axles, hydraulics and so on, are

what your end user will transport, how and where he'll transport it, the distances and the environment.”

generally from our European suppliers,” he says, noting that the company sources minimally from Asia, further giving customers confidence in the quality of its products.

It is perhaps this very confidence that has led to growing tipper sales for Gorica in GCC markets over the past few years. “It's been really positive for us in the past few years on the tipping semi-trailer application, and we're very hopeful that it will continue.”

Looking ahead, Bockor does not anticipate high growth, but expects it to be sustainable, fuelled by projects already awarded by the government and private sector firms. However, the outlook is positive over the long term.

“A growing population in the Middle East requires growing infrastructure, which means more roads, more housing, more shops, offices and so on. We're hopeful that we'll have sustainable growth in the construction industry, but nevertheless, other industries, like waste management, food processing and distribution and logistics, will also grow at a higher pace.”

JANUARY 2016 TRUCK&FLEET ME 25

Feature FEaTURE

Fully loaded

With a neW and enhanced line-up of truck-mounted loader cranes for the region, thor middle east is looking at increasing the profitability of its customers

Thor Middle East unveiled a new product range at Dubai's Meydan Hotel last month.

26 TRUCK&FLEET ME JANUARY 2016

Feature

l

oader cranes are a vital part of operations in a host of different industries, from logistics to waste management, and even in brickand block-laying applications.

Swedish manufacturer Hiab is one of the most popular names in the segment, with a product range that includes loader cranes, forestry and recycling cranes, demountables, truck-mounted forklifts and tail lifts. In the MENA region, its products are sold by Thor Middle East, formerly known as Hiab Middle East.

Thor, which sells Hiab and third-party products under the Thor brand name, organised an event last month at Dubai’s Meydan Hotel to showcase a new range to truck manufacturers, bodybuilders and key customers across different industries.

“Our three main segments are waste and recycling, logistics and building materials distribution. We’re also into maintenance and heavy lifting,” said Greger Jacobson, chairman at Thor Middle East, in an interview on the sidelines of the event.

Thor showcased a number of new products, among them two new Hiab cranes designed for the region – the 8tm X-CL8 and 12tm X-CL12.

The company also displayed the X-CLX 178, which replaces the Hiab XS 166 and has undergone improvements to be lighter and more precise, Jacobson said.

“We’re also launching two heavy-duty cranes, one 14tm and one 18tm. These cranes are aimed at really heavy-duty work like brick-and-block applications.”

In addition, the new Futura skip loader

JANUARY 2016 TRUCK&FLEET ME 27

Feature

The Hiab Multilift Futura, built in Finland, features a new swan-neck design.

from Hiab Multilift was unveiled. Built in Finland, the skip loader is equipped with a host of safety features and boasts a new swanneck design which increases its reach.

“We are also launching a new tail lift from Zepro, branded Thor Zepro. We have developed it jointly,” Jacobson said, noting that the tail lift is specially designed for the Middle East and will only be sold in the region.

Under the Thor range, the firm released a new twin skip loader, which allows a customer to carry two skips on the same truck. “The drawback with a normal skip loader is you can never fully use the payload of the truck. The truck is carrying much more than you can lift with the skip loader. With the twin skip loader, you can actually utilise the capacity of the truck.”

A new Thor road vacuum sweeper was also revealed, with a vacuuming power of 1.6t. The truck-mounted sweeper offers a speed advantage and can operate at speeds up to 40km/h. The dust and water-free sweeper comes equipped with self-cleaning filters, such that the air coming out of it is cleaner than the air taken in.

“It’s based on a normal truck, so when we

transport the unit from one point to another, we can travel as per the speed limits, and we don’t need to carry it on recovery trucks.”

The rationale behind the extensive range of new products launched is Thor’s mantra of working to increase customer profitability, explained Jacobson.

“The twin skip that we are launching right now is a wonderful example of how we can help customers do so. The sweeper is another example.”

With any kind of machinery, the need for solid after-sales cannot be understated.

“We’re also offering a number of new service capabilities and different types of inspection and service contracts. We always claim that our Hiab and Thor products are the most reliable in the market,” Jacobson said.

The company has decided to back up that claim with a three-year warranty on all steel structures. “On top of that, we’re launching a 24x7 service number, so with our new service vans, we can help our customers around the clock.”

Although Thor oversees business for Hiab products in MENA and East Africa, its core markets currently are the GCC states and a few African countries, given the economic and

geopolitical conditions in the wider territory.

“Right now, the UAE is strong, Qatar is strong due to all the infrastructure projects, and Oman is a good market too,” Jacobson said.

Business in 2015 has been slower than before, but has been good. “We have in this year delivered a bridge inspection unit to the RTA, and we had some major deliveries of cranes to some bigger customers. We also have delivered six waste compactors to Ras Al Khaimah.”

Jacobson expects this year to be slightly better than the last one, and 2017 to be even more positive for business, although he does not expect drastic market improvements. “We all have a little bit a of a wait-and-see approach over what’s happening with oil prices. I personally believe that oil prices are not going to increase in the short term. It will take years before it recovers to around $60 per barrel. In the short term, it can fall even further down.”

Given the oil scenario, business has naturally slowed down in Saudi Arabia, where Thor Middle East has four partners currently. “They are in a big way starting to delay projects.

But I must say it's positive. They understand

“We’re oFFering a number oF neW service capabilities and diFFerent types oF inspection and service contracts. on top oF that, We’re launching a 24x7 service number” 28 TRUCK&FLEET ME JANUARY 2016

Feature

a customer’s perspective Among the key customers at the Thor event were representatives from Dubai Municipality, which has been a client for over three years.

The municipality has about six Hiab cranes in operation, says Eng Fayez Saeed bin Kuwaiyer, head of the heavy vehicles maintenance section at the transportation department, which is in charge of purchasing and maintaining the municipality’s fleet. The cranes are currently Thor's new twin skip loader allows customers to carry two skips on the same truck.

being used for waste management, he adds, noting that cranes are also used by the horticulture and drainage departments.

As a customer, Dubai Municipality’s primary

that they have an issue and they need to do something, and I think it’s positive. I would be more worried if they went on full speed ahead.”

Looking ahead, Jacobson sees opportunities in the waste and recycling segment, as well as in brickand block-laying and building materials supply.

“We can also see growth in normal distribution, where people are starting to use different types of lifting devices like tail lifts to do the job, which today is done by hand to a large extent.”

In terms of customer expectations, safety clearly tops the list, along with durability and a strong service offering. “More and more customers are starting to look into the lifetime cost and also the cost of standstills.

No customer wants their truck off the road.”

“Our vision is to increase the profitability of our customers, and we will do that through supplying easy-to-use, reliable and long-lasting solutions.”

expectations are quality and after-sales support.

The efficiency of the product and ease of operation is also crucial.

“There should be a representative in the UAE, and preferably in Dubai. Thor Middle East has a local representative here and a workshop here, so we like to deal with them, because they can give us good support. We hope to continue our good business with them in the future.”

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JANUARY 2016 TRUCK&FLEET ME 29

Q&A

Strategy for success Daimler has openeD its first regional centre in the mena, which will serve 19 countries anD manage its complete commercial vehicle portfolio. rolanD schneiDer, ceo of Daimler commercial vehicles mena, outlines business plans

30 TRUCK&FLEET ME JANUARY 2016

Q&A

How will bringing the Mercedes-Benz, FUSO and Setra brands under one roof in the new regional centre enable you to better service customer needs?

Daimler Commercial Vehicles MENA (DCV MENA) covers the complete commercial vehicle portfolio from light-duty trucks, vans and minibus coaches to extra heavy-duty trucks, with a multi-brand approach. DCV MENA manages the sales and marketing as well as customer services and parts activities for the Mercedes-Benz, Fuso as well as Setra brands.

This regional centre brings about three clear benefits to our customers. Firstly, by being based in Dubai, UAE, we are closer to the market and to our customers. Further, we have a clear focus on our commercial vehicle business, as all activities related to commercial vehicles are grouped together in proximity to our customers.

And finally, the aggregation of the best of our brands – Mercedes-Benz, Fuso and Setra – in all market segments and the entire organisation is tailored to this multi-brand CV portfolio.

A global market presence is key for success – and now, with our new Daimler Commercial Vehicle regional centre, we are

expanding our presence in the important Middle East and North African region.

What industries does Daimler see the most opportunity in catering to, in the heavy-duty trucks segment?

Our product portfolio includes various solutions to cater to the industries of construction and transportation, and also the oil & gas, wholesale and retail, as well as public services segments in the MENA region. With our product portfolio, Daimler Trucks can offer the products that fit best our customers’ needs in every commercial vehicle segment.

How is the entry of many low-cost Chinese players in the light/medium truck market affecting the Fuso brand?

Fuso vehicles are renowned for their trusted quality, solid functional design, economic efficiency, wide choice and committed service, focusing on one aim: to enhance customers’ profitability. With the newly introduced range of medium-duty and heavyduty trucks, we are perfectly positioned against all relevant players in the market.

How has oil price volatility affected business?

Fuel costs generally represent a significant portion of the total cost of ownership (TCO) of a commercial vehicle. Ultimately, lower fuel costs mean higher profit for the CV owner and can make transport solutions cheaper. As a result, higher profit could translate into earlier buying of new trucks; cheaper transport means more goods can be transported for the same amount. Both could foster the development of the truck industry in the region.

On the other hand, higher fuel costs will eventually bring the topic of efficiency higher on the agenda of truck operators.

Both of our truck brands, Mercedes-Benz and Fuso, are offering highly fuel-efficient trucks in the market to meet our customers’ needs and optimise their profitability.

Can you comment on business growth in troubled MENA markets, like Iraq, Syria and Yemen?

DCV MENA has distributors in Yemen and in Iraq but not in Syria, where the business is extremely affected by the political situation.

We continue to intensively monitor the

JANUARY 2016 TRUCK&FLEET ME 31

Q&A

The Daimler regional centre in Jebel Ali.

Roland Schneider (left) at the opening of the new facility.

C

“Iran offerS great opportunItIeS for DaImler CommerCIal VehICleS, anD we are Currently preparIng to re-enter thIS market anD are In talkS wIth potentIal IranIan partnerS” situation in the Middle East and North Africa by adhering to existing sanctions, and taking the current political developments into account.

What are Daimler’s plans for Iran once business resumes? Do you have any plans for manufacturing or production there?

We appreciate that the P5+1 (USA, Russia, China, France, Great Britain and Germany) and Iran came to a final accord. Iran offers great opportunities for Daimler Commercial Vehicles, and we are currently preparing to re-enter this market and are in talks with potential Iranian partners. We further intend to re-open a representative office in the country as soon as possible. This will certainly be taken up considering the persistent sanctions regime and further export control regulations after the implementation of the nuclear agreement. Against this background, we currently conduct individual transactions.

Do you see opportunities in alternative fuel-powered trucks and buses? Is

32 TRUCK&FLEET ME JANUARY 2016

this a viable market in the region?

Our commercial vehicle portfolio includes alternatives to the conventional drive concepts, for example the Econic and Sprinter NGT (Natural Gas Technology). Clearly, their advantages lie in the low emission combustions and less CO2 emissions. Mercedes-Benz regards it as both an aspiration and an obligation to fulfil its social and environmental responsibilities and preserve mobility for future generations.

With this goal in mind, we have focused our efforts on reducing all types of emissions, while at the same time guaranteeing maximum transport efficiency and safety. It goes without saying that this also applies to Fuso.

What initiatives does Daimler have in place as far as road safety and driver trainings are concerned?

For many years, the majority of significant inventions in the field of efficiency and safety have originated from Mercedes-Benz. We defined the terms Active Safety and Passive Safety in 1966 – and that principle still applies

today, worldwide. We also have the technology leadership position in the field of automated transmissions and a long tradition of telematics systems with our own FleetBoard system. Thanks to our extensive research and development, we are paving the way for the widespread use of safe and efficient commercial vehicles.

Many innovations that we introduced are now an industry standard for trucks, such as the Mercedes PowerShift transmission, which offers safety, reliability, efficiency as well as driver comfort. Our FleetBoard telematics system is another essential tool to enhance safe and efficient operation. It offers a detailed driver performance analysis, which is vital for driver skills development and proper vehicle use, as well as a comprehensive overview of all vehicle operating parameters. Thanks to FleetBoard, fleet managers can also plan all vehicle maintenance activities, be informed in real time of any malfunctions and thus operate more profitably and safely. With our dedicated and professional driver trainers across the region, we ensure that vehicle safety is further increased.

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new vehicles

Honda LaUnCHEs THiRd-gEnERaTion PiLoT Honda has launched the all-new thirdgeneration Pilot, which is now in showrooms across the GCC, Lebanon and Jordan,

available in four grades for this region with the introduction of the new base grade EX in 2WD. The others, EX, EX-L and

10.8km/L : Fuel efficiency on AWD models

Touring, are in AWD. The Pilot seats up to eight passengers and boasts improved offroad performance and intelligent traction management, a new feature available on all the models except the EX 2WD. The vehicle has been completely restyled with a new front grille. New features include halogen projector headlights in EX and EXL grades and LED projector headlights in Touring grade.

Under the hood, the Pilot is equipped with a 3.5L direct injected V6 engine, with maximum output of 280hp at 6,000rpm and maximum torque of 355Nm at 4,700rpm.

According to the manufacturer, fuel efficiency for the Pilot in the GCC is 11.4km/L for the 2WD and 10.8km/L for the AWD. To cater to off-roading enthusiasts, the Pilot’s EX (AWD) and EXL grades offer 200mm of ground clearance, enabling the vehicle to adapt to any terrain. A sand mode is also on offer, which allows the vehicle to be driven in the sand.

CHEvRoLET RoLLs oUT nEw iMPaLa Now available in showrooms across the Middle East, the 2016 Chevrolet Impala is offered in LS, LT and LTZ models.

The 2016 model offers a 3.6L V6 engine rated at 305hp and 356Nm of torque, mated to a six-speed automatic transmission. The new Impala is built to be more lightweight and includes an integrated cylinder head/ exhaust manifold design that the manufacturer says saves approximately 6kg per engine.

In terms of safety, the new Impala has 10 standard air bags, cruise control, forward collision alert, lane departure warning, side blind zone alert, rear cross traffic alert, rear camera and rear-park assist.

The Chevrolet MyLink infotainment system includes navigation and Bluetooth audio streaming, and is controlled via a touch screen on an eight-inch display. The Impala also offers wireless charging for smartphone users.

On LTZ models, new phone projection technology displays content from iPhone 5 or later models on the screen through the Apple CarPlay feature. This allows

34 TRUCK&FLEET ME JANUARY 2016

drivers to make calls, send and receive messages and listen to music right from the touchscreen or by voice via Siri.

All 2016 Impala owners can avail of a

comprehensive after-sales package which offers one-hour servicing, two-day advance booking, a regional three-year/100,000-km warranty and four years of regional 24x7 roadside assistance.

new vehicles

nEw HyUndai ELanTRa MaKEs dUbai dEbUT Hyundai Motor Company unveiled the all-new Elantra at the Dubai International Motor Show 2015. It is set to go on sale early this year.

One of the brand’s bestselling vehicles in the Middle East, the new Elantra is 20mm longer and 25mm wider than its predecessor.

Its body structure has been designed to boost durability and rigidity, incorporating 32%

more advanced high-strength steel compared to the original Elantra.

“The all-new Elantra follows in the footsteps of its predecessor by setting new standards and offering the world’s best technology packaged in the body of a worldclass compact-size sedan,” said Jin (James) Kim, vice president and head of operations for

Hyundai Africa and Middle East.

Convenience and safety features include a memory function for seat adjustment and a smart trunk which opens automatically when the key-holder approaches. Other safety technologies include front and rear parking sensor, LED daytime running lamp, blind spot detection and rear cross traffic alert.

FoRd ExPLoRER 2016 HiTs THE Road Ford has revealed the 2016 edition of its popular Explorer SUV for the Middle East, packed with a host of new features, including front and rear cameras equipped with wide-angle lenses and

washer. The vehicle also offers a parking assist system which uses ultrasonic sensors and electric power-assisted steering to help drivers with parallel parking and perpendicular parking manoeuvres.

3.5L v6:

Engine on 2016 Explorer

Other features include smart-charging USB ports and a hands-free liftgate, wherein a customer only needs to kick below the centre of the rear bumper to open or close it.

“Explorer is the centrepiece of Ford’s global utility vehicle lineup because it delivers an ideal combination of form and function.

And with well over seven million already sold, nearly everyone has an Explorer story,” said Raj Nair, Ford group vice president and chief technical officer, Global Product Development.

On the new Explorer, the standard 3.5L V6 engine for base, XLT and Limited models – with 290hp at 6,500rpm and 346Nm of torque at 4,000rpm – is paired with a six-speed automatic transmission.

Explorer’s intelligent four-wheel drive with Terrain Management System reassesses conditions about 20 times faster than the blink of an eye, providing precise handling and traction. The intelligent four-wheel drive also continuously monitors wheel speed, throttle position and steering wheel angle to determine vehicle conditions and driver intent.

JANUARY 2016 TRUCK&FLEET ME 35

WORKSHOP

WORKSHOP Maintaining yOuR fleet’S efficiency

Abu DhAbi steps up heAvy vehicle testing As part of efforts to boost safety in the freight sector, Abu Dhabi’s Department of Transport (DoT) and the Abu Dhabi Police unveiled a new heavy vehicle annual testing manual last month.

The manual will provide minimum standards for operators, to ensure their vehicles maintain the required conditions to pass the annual test the first time. The manual will also improve the consistency of testing heavy vehicles plying roads in the UAE capital.

“We are delighted to be working in partnership with the Department of Transport to increase the safety and security levels in heavy vehicles across Abu Dhabi. Moreover, this close collaboration will support our law enforcement endeavours,” stated Brigadier Ibrahim Nasser Mohammed Al Shamesi, deputy head of the Vehicles and Drivers Licensing Department at Abu Dhabi Police.

Heavy vehicles must pass annual tests in order to be re-registered by Abu Dhabi Police.

Around 60,000 heavy vehicles are tested in the emirate each year, with more than four out of 10 failing the first time they are tested.

As part of an MoU between the DoT

811,000

barrels of gasoline and diesel are consumed daily by vehicles in Saudi Arabia

36 TRUCK&FLEET ME JANUARY 2016

Heavy vehicles must pass annual tests to be re-registered by the Abu Dhabi Police.

and the UK Department for Transport, the UK Driver and Vehicle Standards Agency provided technical expertise to document the current testing procedure, revise the standards and deliver inspector training.

The Abu Dhabi Heavy Vehicle Annual Testing Manual is available to download via www. freight2030.ae, and hard copies will be available at DoT Customer Care Centres and police heavy vehicle test stations in the near future.

LongER sERviCE inTERvaLs in UaE UAE car dealers have rescheduled maintenance programmes following a ruling by the Ministry of Economy that comes into effect from January 1. According to the Ministry’s ruling last

September, all cars must be serviced at a minimum of every 10,000km instead of 5,000km, the frequency commonly recommended by most car manufacturers.

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SERVING THE REGION’S BUSINESS SINCE 1984

WORKSHOP WoRKsHoP

SWaidan ORganiSeS tyRe Safety caMPaign in dubai Swaidan Trading, part of the Al Naboodah Group and the UAE distributor of Goodyear Tires, organised a tyre safety campaign for truck drivers last month in collaboration with the Dubai Police.

Free tyre inspections were conducted at the truck rest area on Emirates Road (E611) from December 20-24. The objective was to educate truck drivers on tyre safety and maintenance.

“It is very important for truck drivers to be informed about safety and maintenance measures. We are thrilled to have partnered with Dubai Police to organise this much-needed initiative,” said Stefano Sanchini, commercial PBU director of Goodyear Middle East & Africa.

QuicK tiPS Improve fleet safety and potentially reduce insurance premiums by following these best practices.

1. Risk management. This begins with risk assessment. Consider working with your insurer to analyse your claims history and highlight areas for improvement.

2. Driver training. While insurers may not give discounts up front, a well-trained workforce can lead to a lower accident rate and improved claims record, which in turn could reduce premiums.

3. Use cameras. Investing in cameras on vehicles in your fleet can help you

BF goodRiCH LaUnCHEs aLL-TERRain TyRE

swiftly assign blame or settle claims in case of an accident, by providing valuable video evidence.

BF Goodrich has launched an all-terrain 4x4 tyre, the T/A KO2, for off-road enthusiasts in Africa and the Middle East.

Compared to KO tyres, the new tyre is 20% stronger in critical off-road performance.

The product is to be launched in 42 dimensions for the region, fitting a range of 4x4 models from the likes of Toyota, Nissan, General Motors and Jeep.

4. Provide good vehicle security. Installing trackers in vehicles will not just help you monitor their movements in real time but also pinpoint their location if they are stolen.

5. Renew policies in good time and after a proper and thorough review. Avoid paying for unnecessary extras.

TRUck plATooNS cAN SAve 12% fUel, ScANiA fiNdS Convoy driving using truck ‘platoons’ can reduce fuel consumption by up to 12%, tests by Scania have shown.

Scania has been testing convoy driving using truck platoons for a number of years, and researchers are now developing a system that will help European transport operators direct their drivers to the nearest truck convoy, making the whole logistics system more efficient.

The system will work by allowing individual fleet operators to coordinate their transport activities with other operators and find commonalities with other runs.

“Our hope is that we can produce a solution that substantially reduces fuel consumption for goods transport,” said Magnus Adolfson, Scania’s manager for Intelligent Transport Systems.

“This will lead to a reduction in environmental impacts and to fleet operators earning more money.”

Vehicles in truck platoons drive close to one another to enjoy the benefits of lower air resistance. To facilitate this, advanced technology and software in the vehicles can automatically regulate the distance between trucks and apply the brakes if necessary.

“On the test track we’ve driven with a distance of about 10 metres between the vehicles and we were able to achieve a 12% fuel saving for the trailing vehicle,” Adolfson said.

“We aRe deligHted tO be WORKing in PaRtneRSHiP WitH tHe dePaRtMent Of tRanSPORt tO incReaSe tHe Safety and SecuRity levelS in Heavy veHicleS acROSS abu dHabi” Brigadier Ibrahim Nasser Mohammed Al Shamesi, Abu Dhabi Police JANUARY 2016 TRUCK&FLEET ME 39

PARTING SHOT

Look who’s g n i v i r d

A four-yeAr-old puts A heAvy-duty truck to the test in volvo trucks’ lAtest virAl video

E

arly last month, Volvo Trucks released the latest episode in its Live Test video series, with an 18t FMX truck meeting one of its toughest challenges: a four-year-old girl.

Less than a week after its premiere, the film, Look Who’s Driving, had already garnered six million views on YouTube and been shared on social media platforms around the world.

In the video, four-year-old Sophie remotely controls the truck through an obstacle course, steering it around and manoeuvring it in unpredictable ways. Among a host of risky moves, the truck ends up climbing a steep, soft slope before rolling all the way down in a full 360-degree roll and landing back upright.

In a recently released behind-the-scenes

40 TRUCK&FLEET ME JANUARY 2016

video, viewers can see details of the truck’s remote control system and the techniques required to manoeuvre the vehicle.

“In order to ensure full control, we needed to be able to control the steering, accelerator and brake with exactly the same degree of precision as if it was being driven by a real driver in the cab,” says Alister Mazzotti, coordinator for the remote control set-up.

The remote control system used in the video uses pneumatics, electronic servo systems and conventional remote control.

Electronically and pneumatically operated plates were attached to the brake and accelerator, while the steering wheel and gear selector were operated by electronic servo systems.

After everything was installed, the remote

control system was fine-tuned to operate smoothly and to ensure that the right signals were transmitted to the vehicle. In order to guarantee safety, two remote controls were used, one by Sophie and an emergency unit in the hands of the system’s engineers.

The video aims to showcase different functions that make the FMX well-suited to rough use, including automatic traction control, 30cm ground clearance, a 3mm thick steel skid plate and being waterproof.

“We are delighted that the film has attracted so much attention and that so many people have taken notice of the kind of tough treatment our construction truck, the Volvo FMX, can handle,” says Ingela Nordenhav, global marketing and communications director for Volvo Trucks.