Truck & Fleet ME November 2014

400 a day how Mercedes-benz builds trucks

010 NOVEMBER 2014

beast of the budget foton’s 4t aumark

MIDDLE EAST

ADR compliAnt The FH 440s are transporting liquid sulphur at 140°C

Canter vans en route fuso van to launCh

a club of MillionaireS famco’s record with emirates transport – 65 VolVo fh 440s pass one million km each withoUt maJor failUre

06 CONTENTS

A supplement of Cmme

12

MIDDLE EAST

GroUP CHAIrMAn AnD FoUnDEr DoMinic DE SouSa GroUP CEo naDEEM HooD GroUP Coo Gina o’HaRa PUBLISHInG DIrECTor RaZ iSLaM raz.islam@cpimediagroup.com +971 4 375 5483 EDITorIAL DIrECTor ViJaYa cHERian vijaya.cherian@cpimediagroup.com +971 4 375 5472

16

editOrial

it’s true quAlity pAys This month we profile two very different stages in a vehicle’s lifecycle. In a visit to the

TEsT dRivE

02 / beAst of the budget Truck & Fleet ME takes Foton’s Aumark C 4t for a spin in Dubai On ThE COvER

06 / the millionAires 65 Volvo FH 440 tractor heads recently completed a million kilometres each in the UAE PMv LivE PREviEw

12 / streAming live A preview of the products and prospects that await you at PMV Live 2014 nETwORK

14 / emirAtes skyCArgo expAnds fleet Five year contract includes trailers, low bed trucks inTERviEw

16 / mAde in itAly Iveco plans to double its sales of 12,000 units in the Middle East & Africa markets by 2019 FaCTORy visiT

ACTInG EDITor STian oVERDaHL stian.overdahl@cpidubai.com ASSISTAnT EDITor nEHa BHaTia neha.bhatia@cpimediagroup.com +971 4 375 5476 SUB EDITor aELRED DoYLE

largest truck factory in the world, Mercedes-

advertiSinG

Benz Trucks’ facility in Wörth, we witness

CoMMErCIAL DIrECTor MicHaEL STanSFiELD michael.stansfield@cpimediagroup.com +971 4 375 5497

heavy vehicle panels being welded together by robots, and skilled workers ‘wedding’ at a factory level is a clear demonstration

SALES EXECUTIVE BiPin SonEJi bipin.soneji@cpidubai.com +971 4 433 2856

that the trucks will be destined for a long

deSiGn

the cabs to the vehicle chassis. High quality

life, whether driving on- or off-road.

ArT DIrECTor SiMon coBon

And on the cover we profile a fleet of ‘millionaire’ Volvo FH 440s, sold by equipment

JUnIor GrAPHIC DESIGnEr PERciVaL ManaLaYSaY

giant FAMCO to Emirates Transport and used

MarKetinG

for hauling liquid sulphur in the service of

MArKETInG MAnAGEr LiSa JuSTicE lisa.justice@cpimediagroup.com +971 4 375 5498

GASCO. Each of the 65 trucks has surpassed a million kilometres without break-down or overhaul. It’s an incredible technical feat, and

CirCUlatiOn & PrOdUCtiOn

a testament to the high quality of vehicles

DATABASE AnD CIrCULATIon MAnAGEr RaJEESH M rajeesh.nair@cpimediagroup.com +971 4 440 9147

in the modern era and to the skill of the mechanics carrying out the routine servicing.

While the benefits of high-quality vehicles for fleet operators are well-known, one topic that doesn’t always get mentioned are

ProDUCTIon MAnAGEr ViPin V. ViJaY vipin.vijay@cpimediagroup.com +971 4 375 5713

the advantages for your company’s overall

diGital

business relationships. Having a reliable

DIGITAL SErVICES MAnAGEr TRiSTan TRoY MaaGMa

vehicle fleet cuts down on stressful and argumentative phone calls, reduces product

PUbliShed by

losses, and helps a business deliver reliable service to its customers – all of which help to pave the way for future contract wins.

Registered at iMPZ Po Box 13700 Dubai, uaE

20 / Wörth the effort

Tel: +971 4 440 9100 Fax: +971 4 447 2409 www.cpimediagroup.com

A tour of Mercedes-Benz Trucks’ main factory in Germany, where it builds up to 400 trucks a day

Printed by

TOP 10

Printwell Printing Press LLc

24 / drive sAfer

© copyright 2014 cPi. all rights reserved

A look at the top 10 causes of road accidents in the UAE between January and August 2014

Stian Overdahl ACting 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.

noVEMBER 2014 TRUCK&FLEET ME 1

REVIEW

Beast of The BudgeT OperatOrs are lOOking tO build their fleets arOund inexpensive yet reliable trucks.

Neha Bhatia takes fOtOn’s light-duty aumark c 4t fOr a spin tO see if it fits the bill

T

here’s nothing quite like sticking to the basics. While the global auto industry is ramping up its research and development capacities to add smart technologies to its products, the simple pleasure of driving a vehicle devoid of frills and fusses is a gratifying experience in its own right. Truck & Fleet ME got busy with Foton’s Aumark C last month in Dubai, and the unassumingly sturdy light-duty vehicle, intended mainly for intra-city transport of consumer and industrial goods, didn’t disappoint.

2 TRUCK&FLEET ME NOVEMBER 2014

Beiqi Foton, a subsidiary of Beijing Automotive Industry Holding, is China’s largest manufacturer of commercial vehicles.

Globally, Foton is also popular as half of the $929 million joint venture Beijing Foton Daimler Automotive Co., formed in 2009 with automotive giant Daimler. Beiqi Foton’s other trucks include the Aumark TX and Aumark FL in the light-duty segment, and a family of Auman trucks in the heavy-duty segment.

Liberty Automobiles, the authorised dealer for Foton vehicles in the UAE, supplied a Foton Aumark C for us to test out in cross-city

driving conditions. The dealer was also kind enough to ensure an operator was present during the drive as a precautionary measure.

Hopping in and out of the Aumark C light-duty truck’s single cabin was a fairly comfortable process when the vehicle’s enormous size is taken into account – the overall dimensions of the cargo body are 5995 x 2150 x 2320mm, and the rated payload of the truck we tested is 4.2 tonnes. International variants of the Aumark C scale up to 14 tonnes. A separate five-tonne truck is also available with Liberty Automobiles in Dubai.

REVIEW

The red vehicle looked menacing from the outside, and with its gross vehicle weight (GVW) of 6,500kg offered a sense of sturdiness which fleet operators transporting semi-heavy cargo might appreciate. The front grille, with its matte finish, adds a contemporary look to the vehicle, and the side mirrors are supported by a crank which bends at an angle and adds flair to the truck’s otherwise macho look.

The cabin’s interiors, however, are far less modern than most trucks on the market these days and thus, somewhat of a disappointment.

For example, the windows have to be

controlled using a hand-turned crank handle instead of powered switches. Furthermore, wing mirrors have to be adjusted manually since neither a mechanical nor electrical switch for this is installed in the vehicle.

Electronics in the cab have obviously been kept to a minimum, which has its advantages: fewer distractions for drivers, and less chance of an electrical fault needing to be fixed. It also keeps the overall cost low for the manufacturer, and the purchaser. However, it’s worth ensuring well in advance that your drivers are comfortable with the truck’s simple interiors,

as was Wasim, the operator accompanying Truck & Fleet ME during the drive.

“I just slide over and change the mirror. I don’t see an inconvenience anymore because I’m accustomed to driving this truck now,” he says. Thankfully for him, he’s usually the only person driving the truck, which means the mirrors rarely have to be readjusted.

“It’s a beast. See how solidly it moves,” Wasim says approvingly, wiping his forehead as the air-conditioning system in the truck starts losing out to the scorching afternoon sun in the city.

NOVEMBER 2014 TRUCK&FLEET ME 3

REVIEW

the Foton aumark C 4t truck is fitted with eURO 3-compliant engines.

While minimal technology has been fitted in the aumark C 4t’s cabin, the truck is a solid vehicle to use for intracity transport of commercial goods or industrial products.

“i don’t see an inconVenience anymore Because i’m accustomed to driVing this truck now. it’s a Beast. see how solidly it moVes” A weak air-conditioning unit isn’t the only shortcoming inside. Looking past the Aumark C’s comfortable seats, the truck does little to redeem itself through its interiors, where only minimal cab space is available for the driver and passenger. The backrest can only recline what felt like 45 degrees before it hits the cabin wall, so it’s worth wondering how your not-solean driver will comfortably steer and pedal the truck over long distances and angled curves.

Limited cabin area also meant little storage space was available in the truck we drove, which was installed with tiltable single-row seats.

Internationally, some Aumark cabins are also installed with one and a half-row tiltable seats.

But these drawbacks haven’t stopped the Aumark C gaining traction in the market.

In October 2013, Al Wegdaniyah Transport Solutions, a vehicle leasing and rental company based in the UAE, took delivery of the first batch of 50 Foton Aumark C 4.2-tonne trucks from Liberty Automobiles in Sharjah. Gulf Pure Water Company and Lamprell Energy are other UAE buyers.

The 4x2 vehicle we drove offered stable steering and was fairly comfortable to make wide turns with. The truck’s gear system, however, has a long way to go to perfection.

4 TRUCK&FLEET ME NOVEMBER 2014

Getting used to controlling the clutch pedal and gear stick on the six-speed manual transmission took some time, with considerable force needed for each gear change. It’s some hard work, especially if you consider that long distances might have to be covered with weighty cargo, but it’s nothing a diligent and experienced truck driver won’t quickly become accustomed to.

Wasim has rationalised the challenging gear-work with dollops of dark humour.

“See, it comes in quite handy when I’ve had a heavy lunch. I don’t need to exercise or go to the gym.”

The truck is equipped with a Euro 3 four-cylinder in-line engine manufactured

by Cummins, and provided respectable power. Maximum speed is 95 kmph, with fuel consumption of around 14.7 litres per 100 km.

A pneumatic drum service brake accompanies the truck’s auxiliary exhaust brake. Pneumatic brakes, also known as air brakes, are similar to hydraulic brakes, except that compressed air is used to actuate the braking operation. Air brakes are known to offer substantial benefits in commercial vehicles, since they don’t use fluid – you

technical specifications – BJ1051VcJea-f Cabin

A1995 Single row seat tiltable

Driving type

4x2

Curb weight (kg)

2300

Rated payload (kg)

4200

Persons in cab

3

Fuel consumption (l/100km)

≤14.7

engine model

Cummins ISF3.8s3141 (Euro 3)

type

Four-cylinder in-line

Rated power (hp/rpm)

143/2600

Fuel tank (l)

80

Basic equipment

A/C, heater, inner decoration, power steering, exhaust brake, cruise function

REVIEW

might run out of brake fluid in a typical car, but continuous air supply ensures you won’t have this problem with pneumatic brakes.

Despite the difficult gear shifts, the truck did not feel particularly clunky to drive in the busy Dubai traffic, but the ride was bumpy when gears were moved up or down and the wobbly jolts were reminiscent of travelling with drivers new to the concept of gear changing.

However with the test vehicle un-cargoed, the bumpiness will be reduced once the vehicle is laden with its target payload – trucks perform at their best if fully loaded.

When asked whether the truck always jumps like this, Wasim initially responds with an insistent “No”, but adds that the drive’s smoothness depends greatly on how keenly he follows the rare but relevant art of predictive driving.

“If I see a speed bump ahead, I will start slowing down now so the truck doesn’t bounce nor stop on the speed bump later,” he says.

In a conversation after the drive, a servicing supervisor from Liberty Automobiles claims

most drivers of Foton trucks are natives of countries where technological advancements are limited to bare basics, such as improved seats or better audio-visual systems, and are thus far less likely to face discomfort with the truck. In that sense, the Foton Aumark C is much like you would expect a truck devoid of European influence to be.

When asked about the Aumark C’s fleet pricing, Liberty Automobiles representatives say the truck is available at a wallet-friendly price of less than $27,224 (AED100,000). Considering second-hand passenger cars in Dubai can cost more than that, why not consider the Aumark C to kick off your fleet-building operations?

Verdict If you’re looking to build a mid-term fleet around vehicles which won’t burn a hole in your pocket, the Foton Aumark C 4t is one of the better options. The truck incorporates the most basic facets required to efficiently haul cargo across a city without spending too much on electronically-controlled technology, which not

fleet-friendly foton some of foton’s most well-known customers include: Budget Rent a Car al Wegdaniyah transport Solutions Gulf Pure Water Company Lamprell energy Sharjah agricultural Development Sharjah Golf & Shooting Club al Manama Group of Companies Dubai Fishermen Co-Operative association

only costs more to option, but also requires extra driver training. Furthermore, the truck’s crucial tools, such as the gearbox and engine, deliver a reliable level of performance. Time will tell if the Aumark C is an option worthy of investment by fleet owners looking for long-term benefits, but for a truck you want immediate reliability and performance from, Foton’s four-tonne truck could well match your expectations.

NOVEMBER 2014 TRUCK&FLEET ME 5

COVER FEATURE

A club for Millionaires

it’s an epic journey: 65 VolVo trucks make it past one million kms without a major repair or breakdown.

NEha Bhatia gets the inside scoop from FaMCO and EMiratEs traNspOrt

I

f you’re a regular driver in and around Abu Dhabi’s outskirts, it’s likely you’re familiar with the green-yellow tanker trucks carrying a highly acidic mix of liquid sulphur between Habshan and Ruwais every day. Each truck can transport up to 30 tonnes of liquid sulphur for GASCO, so chances are high the truck you’ve spotted is moving no faster than 80 kmph.

Supplied by equipment giant Al Futtaim Auto and Machinery Company (FAMCO), the sole distributor of Volvo Trucks in the UAE, to Emirates Transport, 65 of the brightlycoloured Volvo FH 440 have now made it to

6 TRUCK&FLEET ME NOVEMBER 2014

one million kilometres on their odometers without reporting a single break-down or major component failure, and without any of the trucks needing an overhaul.

Here’s some perspective for the enormity of the numbers: a million kilometres is roughly the distance each of these Swedish powerhouse trucks would cover if they made 139 trips each between their native Sweden and the UAE –certainly a long and tiring road trip.

Or each truck could drive to the moon and back to earth, and then almost back to the moon – ignoring traction problems of course– a one way trip to the moon is reckoned as 384,400km.

Back here on earth, GASCO uses the chirpy-looking haulers, a 100-strong fleet of Volvo FH 440 6x4 tractor heads, to transport liquid sulphur in the Western Region area of Abu Dhabi. The first vehicles were delivered in 2010, and the trucks make at least two trips between Habshan and Ruwais every day.

According to GASCO’s reports, some trips are also made within Ruwais, from GASCO’s Ruwais plant or Ruwais TAKREER Refinery to the company’s sulphur granulation plant in Ruwais. The distance between Habshan and Ruwais alone is 130km, which means one truck easily covers an astounding 520km a day.

COVER FEATURE

VolVo FH SerieS After the introduction to the UAE of the new Volvo FH in January, its first fleet was recently handed over to Bilal Transport in June 2014. The new Volvo FH has been adjudged International Truck of the Year 2014 at the Commtrans Vehicle Show in Moscow, and awarded ‘Best Telematics Solutions for Commercial Vehicles ‘ at the tenth annual Telematics Update Awards in Detroit.

The telematics system is available as an option on all Volvo trucks in the UAE. Some

It’s therefore easy to imagine how up to 65 out of this fleet have hit – and many have gone long past – the one million kilometre mark. Some trucks, those delivered earliest, have even completed 1.7 million kilometres.

Badar Mahmood Mohammad Al Attar, executive director for logistics services at the UAE government-owned Emirates Transport, is with Truck & Fleet ME in Dubai, where he reveals what led his team to select Volvo Trucks and FAMCO as their partners on this project.

“We trust FAMCO because we’ve seen their knowledge of vehicles and the local market, and the results this knowledge has

on the performance of the products they offer. Even my colleagues agree that FAMCO is a great organisation to work with.”

Discussion about the vehicles to be supplied for the GASCO job began in late 2009, when FAMCO commenced negotiations with Emirates Transport for a fleet of heavy duty Volvo FH trucks. Many nuanced agreements later, in April 2010, the firm received an order for 55 trucks, which it supplied between August and September the same year. In October 2010, FAMCO received an order for five more trucks, which were delivered in January 2011. The last batch of the order was delivered in 2013.

international versions also feature a push button to call for help in case of an emergency or breakdown. When the driver pushes the button, a telephone call is automatically connected and data is sent to a call centre.

The operator sees the location of the vehicle and its diagnostic trouble codes, and responds accordingly. Additionally, the FH is renowned for its interiors, with a larger cab and increased technological innovations making it more comfortable than most competitors.

Elements such as side view mirrors and storage space have also been developed with driver comfort and safety in mind.

NOVEMBER 2014 TRUCK&FLEET NOVEMBER 2014 TRUCK&FLEET MEME7 7

COVER FEATURE

liquid sulphur – the jourNey Abu Dhabi Gas Industries Limited (GASCO) receives gases from Abu Dhabi Company for Onshore Oil Operations, Abu Dhabi Marine Operating Company, or directly from the gas reservoirs; but these gases contain harmful acidic components which need to be removed before the gases can be processed for further use. One of these harmful components is a gas called hydrogen sulphide, which is sent for purification so sulphur can be extracted from it. High temperatures cause the sulphur extracted from hydrogen sulphide

It’s no wonder Emirates Transport picked the Volvo FH 440 to build its sizeable fleet around. The truck is equipped with engines ranging from 420-540 hp, and the model is globally acclaimed for its consistent performance even at full capacity.

Volvo’s I-Shift gear technology is especially complimented for the fuel efficiency it enables. The FH is also available with Manual and PowerTronic transmission, both of which are highly rated globally.

Owing to the immensely sensitive chemical nature of liquid sulphur, Emirates Transport was keen to work with dealers which could provide vehicles compliant with the European Agreement concerning the International Carriage of Dangerous Goods by Road (ADR), a United Nations treaty which governs the transport of hazardous materials.

Given that liquid sulphur is stored in tankers at blazing hot temperatures, Emirates Transport preferred to use vehicles compliant with ADR standards. The significance of these safety standards is further intensified in a country as hot as the UAE, where average summer temperatures can hit 40°C. What are you going to do if your battery fails on the quiet outskirts of Abu Dhabi?

To reassure both Emirates Transport and GASCO, FAMCO ordered the ADR-compliant Volvo Trucks from Sweden, with ADR available as a factory specification for all Volvo Trucks.

With the vehicles clocking up high kilometres every service day, in order to ensure that the vehicles are kept running, FAMCO’s service workshop regularly checks the vehicles for wear and tear, and servicing operations are undertaken at regular intervals.

Consequently, no major breakdowns have

8 TRUCK&FLEET ME NOVEMBER 2014

“No major work oN the eNgiNes or gearboxes was required oN the fleet, some of whose trucks have completed a millioN kilometres each” been reported by any of the units, and over the four years since the vehicles have been in operation, only minor maintenance operations have been undertaken for upkeep.

Mike Fritz, divisional manager for FAMCO’s Truck & Bus department, lists the activities these servicing sessions entail.

“We’ve had no major component failure over the last four years. No major work on the engines or gearboxes was required on the fleet, some of whose trucks have completed a million kilometres each,” Fritz explains.

“All work on the trucks since their handover

to come out in liquid form at about 140°C. This liquid sulphur is then pumped into storage tanks insulated to keep the sulphur in a liquid state. Trucks are then used to transport it in liquid form to a granulation plant, where it is transformed into peasized spheres before being exported for use across different industries.

has been general maintenance operations.

This is what makes a vehicle great – to purchase a good quality product and maintain it correctly. That’s how your running cost is maintained at the minimum too.”

Working with FAMCO also gives Emirates Transport the benefits of working with a company that has a widespread national network. Often in the UAE, different dealers are assigned to the same brand across different emirates, propagating a tendency to compete for a larger customer share.

However, FAMCO seems to have overcome this by offering a holistic bundle of posthandover services which Emirates Transport is particularly pleased with. Al Attar is vocal in his praise for their after-sales offering.

“Volvo Trucks as a brand is known for its quality performance, but there are other good brands in the market as well. Some are even less expensive when compared with Volvo, but we picked it for the services offered by FAMCO. “For such long distances, you need to make sure your dealer is offering you quality services across the country. You cannot have different standards of service operations in different emirates, and working with FAMCO has ensured we get the same quality wherever in the country we are.”

COVER FEATURE

“You cannot have different standards of service in different emirates, and working with famco has ensured we get the same qualitY wherever in the countrY we are”

Fritz says that FAMCO is developing a company culture whereby its salespeople evolve from viewing a sales deal in the traditional buyer-seller manner, incorporating instead a long-term vision where both dealer and operator are partners on a project. The firm, Fritz says, promises to provide its clients more than just the vehicle, and the total package includes vehicle maintenance, after-sales operations, telematics sessions and all other aspects pertaining to the operator’s dealings with the vehicle.

“Our salespeople aren’t just looking to sell a vehicle and move on to the next buyer,” he emphasises. “They’re trained to be consultants who go on to evaluate customer requirements and suggest the right product for the operator’s fleet. Rather than selling just a product, our team analyses operator needs to ensure the buyer is getting a complete package of varied relevant services instead of just one truck.”

emirates transport wins $13m enoc contract In October 2014, Emirates

network, for the past seven

undertake about 500 services

Transport was awarded a

years. Saeed Khoory, CEO of

daily to commute over 4,000

$13.6 million, five-year staff

ENOC, signed the agreement

ENOC employees across its

transportation contract

with Mohamed Abdullah Al

different businesses. More

for Emirates National Oil

Jarmen, General Manager

than 3,800 employees of the

Company (ENOC). Emirates

of Emirates Transport, at a

ENOC retail network, at ENOC

Transport has been providing

ceremony held at the ENOC

service stations and ZOOM

staff transportation for

Headquarters in Dubai.

stores, are also transported

ENOC’s group of companies,

Emirates Transport offers a

in different shifts by Emirates

including the ENOC Retail

daily fleet of 80 vehicles which

Transport buses.

10 TRUCK&FLEET ME NOVEMBER 2014

Equally key to the UAE market’s after-sales sector is ensuring authentic spare parts are easily accessible. Being a national company enables FAMCO to offers uniform services across the country, irrespective of where the vehicle was first paid-off from, and clients are thus offered access to genuine parts.

In a market grappling with counterfeit goods, FAMCO’s promise of providing up to 96% original Volvo spare parts off the shelf, from its huge site in Dubai Investment Park (DIP), is understandably a strong sales pitch for the company.

It’s been a journey filled with mutual respect between dealer and operator, but it could be coming to a close soon.

Emirates Transport signed a five-year contract with FAMCO, expiring next year.

Depending on how swiftly development takes place, this could coincide with the end of road transport of sulphur.

Multiple projects are being implemented by Etihad Rail Company to transport granulated sulphur from Shah and Habshan Stations to the Ruwais Sulphur export terminal. These rail lines are intended to replace the current transport of liquid sulphur by truck to Ruwais.

This is expected to improve road safety, eliminate fuel emissions and reduce the total carbon footprint. Chances are the trucks will continue to be used well into next year, until the rail line is declared fit for operation. But whether their contract is renewed or not, both Emirates Transport and FAMCO agree they’ve had a good 65 million kilometre run.

pMv LivE pREviEW

vehicles of PMV liVe

as the regional commercial vehicles market powers on, Truck & FleeT Me lists what you should look out for at the pmv live 2014 show 12 TRUCK&FLEET ME NOVEMBER 2014

pmv LivE live pREviEW pRevieW pMv

Man returns to PMV liVe MAN Truck & Bus will be co-exhibiting in association with its exclusive importer in the uAe, Darwish Bin Ahmed and Sons (DBA), and united Motors and Heavy equipment at PMV live 2014. This year is special for MAN, which celebrates 20 years of partnership with DBA, which in 1994 was awarded the dealership of MAN products for the uAe. The manufacturer says it had a very successful show last year with customers from the entire region visiting its stand, which was greatly boosted by demonstrations of its ProfiDrive solution with a driving simulator shipped from Germany for The Big 5 Show 2013 (annually organised by DMG events alongside the PMV live Show).

Sabine Geiter, from the marketing & communications centre of MAN Truck & Bus’s Middle east and Africa FZe offices, tells Truck & Fleet Me that the firm will retain its focus on safety standards through the products and services it plans to exhibit this year.

“Our showcase will focus on our products in the off-road and traction segment, and our highlight for 2014 is an 8x8 off-road chassis for oil field operations and very difficult construction terrain. The TGS WW 41.480 8x8 is made for heavy duty activities under the toughest conditions,” Geiter says.

“We will also emphasise our solutions, such as the MAN Service, which includes r&M contracts, extended warranties and a special Parts campaign offer; MAN Support, which includes ProfiDrive for on- and off-road applications; and MAN Topused, offering special discounts during the exhibition with our ‘trucks to go’, not too far from the exhibition in Jebel Ali Free Zone.”

Having already introduced pertinent products in its european markets, MAN is keen to participate in the ongoing discussion among Middle eastern oil & gas companies about whether to introduce euro 5 diesel, also known as green diesel, in the region.

MAN launched its euro 6 engines two years ago, and says they run on the “greenest diesel” currently available in the world. “euro 5 technology has also proven the efficiency of MAN vehicles since 2008,” Geiter says. “We are prepared for the necessary legislative changes which will make euro 5 diesel mandatory in the uAe, and we have the respective technology to guarantee that the exhaust gases of our trucks are cleaner and therefore less harmful for the public.”

i

f you’re reading this at the PMV Live 2014 show, rush to the booth with a bunch of people snapping selfies 30 metres above ground level. If you’re reading this before the exhibition, make sure you’re prepped to navigate to the selfie stall. (Tough luck if you’re reading this after the show has ended, though.)

The ‘Selfie at Height’ corner is one of the many entertainment options DMG Events has lined up for its annual PMV Live show, taking place 17-20 November at the World Trade Centre in Dubai this year. And if you’re wondering: a selfie is when you take a photo of your face using the front camera of your smartphone. DMG will let you replicate that from an impressive 30 metres above the ground by using a boom lift.

This year’s PMV Live show will feature a host of entertainment stalls alongside DMG’s usual educational events. More than 40 free-to-attend workshops and seminars will be conducted, and more than 350 companies from over 30 countries will be exhibiting through the week. As is typical of the show, the full range of heavy products across the plant, machinery and vehicle (PMV) sector will be on exhibit, including but not limited to lifting equipment, earth moving equipment, materials handling equipment and trucks.

A notable player this year will be the commercial vehicle sector, and as Nathan Waugh, event director for PMV Live explains, the growth of the commercial vehicle industry is especially significant in a region known for its active construction market.

“The regional commercial vehicles sector is currently displaying significant growth. Countries across the Middle East are registering higher sales of vehicles year over year, and there are signs that this trend will continue,” Waugh says.

“Naturally, this growth is linked with the growth in the construction sector, given that a high proportion of regional commercial vehicle usage, both heavy and light, is tied to that industry. With the huge investment in infrastructure, commercial and real estate projects across the region will come a greater demand for commercial vehicles of every different type, so we expect to see excellent and sustained growth for at least the medium term.”

The commercial vehicle market has come a long way since PMV Live was held last year. This is most evident from the growth of sustainability, which has now become an important ingredient in how companies do business. The concept is also gaining traction on the government level, as proven by the UAE’s September 2014 announcement mandating green diesel for use across its commercial vehicles. While the rest of the GCC is yet to follow suit, Waugh believes the UAE’s decision is a step in the right direction.

“The theme of sustainability is one which occurs throughout the construction industry, so the commercial vehicles sector is no exception. The UAE recently took the lead in introducing green diesel to the Euro 5 standard, and we expect sustainability and emissions to be an important trend in line with the rest of the construction sector.”

Visitors can also expect to find new products and prospects in the Outdoor Area, which has typically been the highlight of PMV Live over the years, and 4,000sqm of exhibition space will be taken up by grand arrangements of machines and vehicles, resembling inflated LEGO pieces, at the heart of the Dubai World Trade Centre this year.

PMV Live 2014 will be held in conjunction with The Big 5 construction show and Middle East Concrete in Dubai.

NOVEMBER 2014 TRUCK&FLEET ME 13

NETWORK

NETWORK 11 14

YOUR MONTHLY GUIDE TO THE MIDDLE EAST’S TRUCK AND FLEET OPERATOR NETWORK TESLA TO ROLL AUTOpILOT bY 2015

The vehicle will mark the first time Fuso offers a van in its markets

Tesla’s Dual Motor Model S will feature Autopilot

2014 Middle east debut for first-ever fuso Canter van Mitsubishi Fuso Truck and Bus Corporation (MFTBC), Daimler AG’s Japanese commercial vehicle subsidiary, and Nissan Motor Co. Ltd (Nissan) have signed a contract for the supply of completely built-up Nissan commercial vans, to be sold under the Fuso brand in export markets.

Nissan will supply its NV350 Urvan, a commercial van with a gross vehicle weight (GVW) of 3.5 tonnes, to be sold

by MFTBC as Fuso Canter Van in the Middle East, starting this year.

It will be the first time that Fuso will offer a van in any of the markets in which it operates around the world.

“The new Fuso Canter Van is an important element for the growth strategy of Daimler Trucks in Asia,” Dr Wolfgang Bernhard, a member of the board of management

responsible for Daimler Trucks & Buses, said.

MFTBC and Nissan are already running a strategic OEM supply which includes MFTBC’s supply of its light-duty truck platform (payload 2.0 tonnes) to Nissan, and Nissan’s supply of its light-duty truck platform (payload 1.5 tonnes) to Mitsubishi Fuso.

“With the new Fuso Canter Van, we will be able to address new customer segments in the Middle East, where we already have an established network,” said Dr Albert Kirchmann, President and CEO of MFTBC. The contract follows the signing of a basic agreement between both companies in September 2013, and is based on the strategic partnership between Daimler AG and the Renault-Nissan alliance, which was announced in 2010.

Last month, American manufacturer Tesla Motors unveiled its dual electric motor production car, the Dual Motor Model S. Tesla’s system, called Autopilot, will enable its Model S to steer and stay within its lane, change lanes with the simple tap of a turn signal, and manage speed by reading road signs and using active, traffic-aware cruise control.

The company says it will take “several months” for all Autopilot features to be completed and uploaded to the cars, but Tesla is aiming to make the semi-autonomous driving feature available in its electric cars by 2015.

Mercedes-Benz was the first brand to offer intelligent driving systems in its sedans. Its S class and E Class models are equipped to centre the car in its lane and navigate freeway curves.

The system uses stereo cameras, radar and ultrasonic sensors to feed information about the car’s surroundings into onboard computers, but requires the driver to keep a hand on the wheel.

Recently, General Motors also announced it would introduce intelligent driving systems in its Cadillac models by the year 2015.

TOyOTA mOTORs ANNOUNCED gROWTh iN iTs miDDLE EAsT sALE WiTh 356,805 UNiTs sOLD iN ThE FiRsT hALF OF 2014, UP 6% FROm 14 TRUCK&FLEET ME NOVEMBER 2014

NETwoRK

imPROvED miDDLE EAsT sALEs FOR RENAULT Renault announced its sales

Arabia were up 44%. Nearly 6% of

figures have increased to 10,656

the Lebanon market share belongs

units across the GCC from

to Renault.

AL SHIRAWI DIESEL SERVICE CENTER

January to August 2014 – a rise of 33% compared to the same period in 2013.

Renault’s sales increased by 75% in Qatar, by 33% in Dubai and by 29% in Abu Dhabi. Sales in Saudi

EmiRATEs sKyCARgO ADDs TRAiLERs, LOW bED TRUCKs TO FLEET Emirates SkyCargo, the freight division of Emirates airline signed a five-year contract for a large fleet of trucks which includes trailers and low bed trucks.

The contract, signed in October 2014 with an unnamed

Dubai-based land transportation service provider, comprises 12 reefer trailers designed to handle all temperature-sensitive commodities such as perishables, flowers and pharmaceuticals; 33 dry boxes for all general cargo; and two low bed trucks for handling outsized cargo including aircraft engines, cowlings and machinery.

Each of the reefer trailers and dry boxes has the capacity to accommodate up to 28 tonnes.

bAN ON MINIbUS fLEETS fOR AbU DHAbI ScHOOLS Minibuses will be phased out in Abu Dhabi schools after the School Transport Committee Abu Dhabi (STCAD) announced that the vehicles are not “safe”.

According to The National, STCAD said minibuses “lack safety and security standards, and violate school transport requirements and regulations”.

Minibuses can no longer be registered as school transport vehicles after this school term, STCAD’s report added.

“The committee also urges the concerned parties to take all

the necessary measures against violators of these instructions,” the report said.

The use of minibuses for school transport was banned in Dubai earlier this year, and transport providers were given 18 months to phase out their use. It is unclear if a similar period will be given to transport operators in Abu Dhabi.

Es OF sEDANs, sUvs AND PiCKUPs m ThE sAmE PERiOD iN 2013 NOVEMBER 2014 TRUCK&FLEET ME 15

INTERVIEW INTERVIEW

16 TRUCK&FLEET ME NOVEMBER 2014

INTERVIEW

The iTalian Job

Iveco hopes to double Its sales In the MIddle east & afrIca regIon by 2019, regIonal MarketIng Manager DaviDe Diana tells neha Bhatia

T

hose familiar with British blockbuster The Italian Job will agree one of the movie's standout performers was its set of breathtaking Italian cars (besides the collection of sassy English Minis, of course). It was the flashy Lamborghini Muira, Alfa Romeo Giulia and even a Vignale Lancia Flaminia (masquerading as an Aston Martin and pushed off a cliff ) which added glamour to the classic heist film.

It's almost fitting then that the truck market's best known Italian manufacturer hails from the same town of Turin, where the landmark movie was filmed. Iveco was incorporated in the year 1975, six years after the Italian job was first executed in the year 1969 on reel. The firm has since evolved into a respected vehicle manufacturer, with light, medium and heavy-duty commerical vehicles, from the Iveco Daily to the heavy Trakker, as well as buses and civil protection vehicles. The company is part of the CNH Industrial, which includes engine maker FPT. In the Middle East & Africa (MEA) region, Iveco sells 12,000 units every year, 25% of which is accounted for by the Middle East alone.

Davide Diana, marketing and product manager for Iveco’s MEA operations, is realistic, yet ambitious about further expansion in the region. "We’re a big yet growing company in the MEA region today. The Middle East market alone represents around 45% of our overall MEA market for heavy trucks, but our growth plans are much bigger."

Diana believes the solid performance of Iveco’s operations in the Middle East can be attributed to their vehicles’ durability, and having adapted the vehicles precisely to the local conditions.

"Our unique selling point is robustness and reliability, which is something we’re focusing on very strongly because it impacts the performance of our products, like the heavy truck models, for example," explains Diana.

“The populariTy of The dealer neTwork is especially crucial in a wide region like The Middle easT, where long disTances have To be covered”

"I can’t say it’s easy and, yes, adapting to local conditions is challenging, largely because the way the vehicles are used here is completely different to the way they are in, say, the EU or the USA." The evolution of local market trends also contributes to Iveco’s product planning strategies, which Diana believes will go a long way in benefitting his firm in the Middle East.

“We’re now getting more requests for automatic gearboxes. It’s an important sign of changing trends, and it’ll critically impact vehicle performance because gear changes affect fuel consumption, the power train and so on."

Global studies have found that intelligent gear changes can improve fuel economy by up to 30% in heavy vehicles. Diana points out that this is one of the factors – another is climatic conditions – to be considered when trying to ascertain the total fuel performance of a vehicle.

“Climatic conditions are different based on each region, but they have to be combined with the level of fuel used by the vehicle,” he says.

“So far as Iveco’s operations go, we’re running tests to check the virility of our vehicles and see how they perform under different conditions.

But we’re very sure about the reliability and suitability of our vehicles for the Middle East.”

This is perhaps why Iraq has invested in Iveco’s vehicles. In April 2013, Iveco signed an agreement with Iraq’s Ministry of Electricity to supply 1,660 vehicles in a three-year span, 1,100 of which are the Iveco Daily light van, with the rest being Iveco’s EuroCargo medium range truck. Most of these vehicles

NOVEMBER 2014 TRUCK&FLEET ME 17

INTERVIEW

are specially equipped with cranes and lifting platforms to enable maintenance operations for the electric distribution network.

Iveco is also keen to enhance its presence in core GCC markets such as Saudi Arabia, which Diana insists is “extremely important” for the firm, and Qatar, where the 2022 World Cup is expected to spur activity across all industry sectors in the next decade. In fact, World Cup or not, Diana insists the Qatari market is crucial.

"From what some [reports] say, the World Cup may or may not be in Qatar. But it’s just one of the country’s many plans for growth and development, so even if the event is moved, we won’t be deterred from participating in the Qatari market, because we still consider it to be an important source of business and growth for us," Diana says.

“Another important market is Oman, where a considerable amount of mining activity takes place. Our Astra units are suitable for such activities. They can also be used in Kuwait for its oil and gas sector," Diana adds, speaking of Iveco’s Astra vehicles. The Astra range are heavy duty vehicles, including articulated haulers, specialised for off-road applications such as construction and mining activities, as well as oil and gas.

The Saudi Arabian market, however, is known for high import duties, which has motivated some of Iveco’s competitors to set up in-country manufacturing units. Diana admits this gives competitors locally producing in the Kingdom an edge over his firm.

“An Iveco manufacturing line in Saudi Arabia is a possibility, but we haven’t made a decision yet. However, to sustain our

18 TRUCK&FLEET ME NOVEMBER 2014

“adapTing To local condiTions is challenging, because how vehicles are used here is coMpleTely differenT To The eu or The usa” growth plans, it’s something we will have to consider at some point in the future.”

The dynamics of the transportation industry in the UAE are also changing. In September 2014, the country launched a joint governmental inspection campaign to encourage and enforce the use of green diesel by commercial vehicles.

The use of biofuels and similar green alternatives is expected to spread across the rest of the GCC. Diana says Iveco has already encountered similar issues in its European markets, and extra fuel-efficient vehicles for the Middle East are on its radar. At the recently concluded IAA 2014 in Hannover, Iveco introduced

its new concept van, the Iveco Vision.

It uses a Dual Energy system, which enables two different kinds of traction – one exclusively electric, ensuring zero local emissions and low noise levels, and the other hybrid (thermoelectric), which Iveco claims will reduce fuel consumption and CO2 emissions by 25%. Diana says these products could eventually be replicated in the MEA region.

“A key feature we’re looking to add to our vehicles is the use of alternative fuel, which produces fewer environmental ramifications.

In particular, we’re talking about compressed natural gas [CNG], which is already being used in many countries through Europe. We have good offers to use CNG across our product line, from light vehicles to heavy too."

Changing a vehicle's fuel type also means educating dealers and aftersales professionals, he notes.

Diana believes the Middle East is satisfactory in terms of financing options, and believes the quality of the after-sales offering is gradually, but certainly, coming up to a level to match standards around the world.

"Sales and after-sales decisions are decided by two factors. Firstly, the cost of services offered by the local dealer working with your products. Secondly, by the footprint of the network, which is especially crucial in a wide region like the Middle East, where long distances have to be covered,” Diana continues.

“As an operator in, say, the logistics industry, you want to have after-sales services in every possible place where your trucks might stop. So the best thing for us is to go on the basis of popularity while picking the dealer, and it’s something we’re keenly looking at in our future plans,” he adds.

The future isn’t far off either; Diana plans to double Iveco MEA’s sales figures by 2019.

Increasing commercial vehicle sales by 12,000 units within five years might sound like a tough ask, but if Diana is to be believed, Iveco MEA is fully capable of achieving the target.

“The most important thing for a truck is robustness. We have to produce robust and reliable vehicles, while also move towards market innovations like telematics, which were not present earlier. It is also our responsibility to increase driver comfort in the vehicle."

“Cementing your position in markets takes time, but we’re very confident about Iveco products and how they can cater to the region’s operations," he finishes.

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FACTORY VISIT

The LargesT Truck Factory in the World Mercedes-Benz Trucks’ faciliTy in WörTh, GerMany, is The larGesT Truck facTory in The World, producinG over 100,000 Trucks per year. Stian Overdahl visiTs - and can’T help leavinG iMpressed 20 TRUCK&FLEET ME NOVEMBER 2014

FACTORY VISIT

W

hile a visit to a major production facility is always likely to inspire a sense of awe at the complicated technology used to manufacture vehicles and machines, MercedesBenz Trucks’ plant at Wörth commands a high level of respect. For a start, it’s the largest truck plant in the world – last year it produced over 100,000 vehicles, and in 2008 it managed record production of 113,370 vehicles. This includes fully built up vehicles, shipped to more than 150 countries, and component kits for CKD (completely knocked down) production abroad, in markets that include Saudi Arabia.

The key models from Mercedes-Benz’s range of heavy trucks roll off the main production line, including the Actros, Atego and Axor, while the small special vehicle unit produces models including the Unimog and Zetros.

Figures from the huge site boggle the mind: situated over 1.5 million sqm, with 12,000 employees, it produces on average 470 vehicles per day, while up to 500 truck loads of material are bought onto the site every 24 hours. The main production line stretches for one thousand metres, one of the largest automotive assembly halls in the world. There are numerous subassembly lines, and many of the plant’s suppliers also have their own logistics and assembly centres on the site.

Built on a former island on the Rhine (in the early 1960s, before construction began, the entire site was raised by half a metre to protect against flooding), it is serviced by rail and a river port, as well as Germany’s extensive road network, and many European customers pick up their vehicles and drive them home – something which would represent a serious logistics headache for a truck buyer in the GCC! Step into the production plant, and you’ll quickly see that Wörth is not just the largest truck factory in the world, it’s also one of the most modern. Welding robots are at work on vehicle cabs. Sheet metal is held in place and multiple robots, standing up to three metres tall, quickly weld the pieces together; each weld,

67

hrs The production time required for one truck

3.6

million Trucks built in the first 50 years of Wörth plant operation, 1963-2013

including change of the welding tongs, takes only two seconds. Robot welding, as well as being faster, is more precise. In the modern cabs, it is mainly spot welding; the total amount of seam welding has been reduced from approximately 4m on the older models to only 40cm on the new range of vehicles (Mercedes-Benz refreshed its main line-up from 2011 onwards, completing numerous model change overs in just two years, to meet the new European Euro 6 emission standards). Instead of seam welds, glue is used in many places, including the roof; and with the huge reduction in seam welding, this is now done by hand.

Quality of finished product is the priority, and the robots’ work is constantly checked.

Four cameras on each arm scan 200 measuring points on the cab in one and a half minutes. The tolerances across the entire cab are just 1.5mm, while at opening for doors and windshield it drops to 0.5mm. The short examination is the first level of quality checking, and there is more precise measuring of a small number of cabs, nine per day, with each check taking two hours. Any error requires specialists to investigate, and they may have to measure further cabs to find out how the fault occurred; but errors at the production stage are very rare.

Following the welding of the cab, painting takes place, also a vital part of ensuring long life for a vehicle and high residual value. The Wörth factory has a considerable record as an innovator in automotive painting. In 1964, it became the first truck plant to apply the primer coat with a drip bath rather than spray gun. Today, the paint shop is also state-of-the-art, and more than $130 million has been invested over the past decade in fully automated systems.

After the cabs have been assembled, they are cleaned and degreased, and a thin layer of zinc is applied in order to guarantee adhesion. The first primer coat is applied to all the surfaces in the cataphoretic immersion primer bath – the cab is negatively charged and dipped in a bath filled with positively charged paint particles. The cab is then provided with a filler coat which protects the sheet metal from damage to the paintwork which can be caused by flying stones. Only then is

113,370

The highest annual truck production at Wörth, recorded in 2008 NOVEMBER 2014 TRUCK&FLEET ME 21

FACTORY VISIT

the cabs are transported using a conveyor system above the main production line.

The dance of roboTs robotised production techniques have been essential to the quality gains made in manufacturing in recent years, and at

the actual paint finish applied. A base and a clear coat are used for metallic shades.

While most of the trucks that drive off the assembly line look to be the same shade of white, appearances can be deceiving: there are 16 different shades of white to choose from.

There are 280 colours in total, and with every vehicle on the main factory line built for a specific customer order, many option their vehicles in the distinctive shades of their company brand.

The factory works over three shifts, with 900 employees per shift. Most work on a floor below the main assembly line where the chassis are built up, assembling and sorting parts into units ready to be installed on the line one floor above. Each component cluster – such as the seats or dashboard – appears alongside its intended vehicle at the correct time, to be installed on

“WörTh is noT jusT The LargesT Truck facTory in The WorLd, iT’s aLso one of The mosT modern” 22 TRUCK&FLEET ME NOVEMBER 2014

the main line. Apart from large orders, no two vehicles built in the factory are the same, but all are built on the main line, though frame assembly takes place on two separate lines – one for the larger, three-four-axle vehicles, and the other for the distribution and tractor head vehicles.

Each vehicle has an extensive checklist, on which employees individually mark off the completed aspects. This keeps quality high, as well as informing workers of the specifications of the vehicles they’re working on.

When the frame is ready is for the cab to be ‘wedded’ to it, the cab designated for that particular chassis is waiting, having been transported from the painting area using a conveyor system travelling one floor above the main assembly line. Carried using an overhead crane, it is placed on the frame, where laser markings provide the fitting information. Because of the large loads which trucks experience during daily operations, the longitudinal and cross members are connected with bolts and rivet.

Once the cab is fully engaged, the frame is painted and the engine and transmission are installed.

At this stage the vehicle is complete, though before it can drive out of the factory it has to pass a series of extensive tests, including a thorough visual check in a light tunnel as well as driving tests on the rollers. On the roller test stand, a driver sits in the cab and is asked a number of questions about the vehicle’s performance, which they have to confirm. This includes checking the noise of the vehicle, its brakes and ABS, and other vehicle features. The documented results are archived for up to 25 years.

To finish a truck requires 67 hours on the

the Wörth plant have improved welding accuracy and speed. the robots, supplied by robot and machine engineering company KUKa aG, have been a significant investment, and along with the investment in improved painting techniques are likely to translate into significant cost savings for customers over a vehicle’s life-cycle.

Use of robots is still an area of intensive innovation and research, and across all its business units, Mercedes-Benz is an industry leader in adoption of automised processes. it has also received a number of robot industry awards, including earlier this year when it was recognised for its ‘robot farming’ production concept, which allows people and robots to work together directly in production without a protective fence; previously this had not been possible, but the solution is to have the movements of the robot directly influenced by the actions of the worker. as a result, the worker and the lightweight robot can carry out intricate assembly work together.

production line. From here, it is driven or shipped to its destination. Here the real test begins, for once the vehicle is on the road – or driving offroad – it is subjected daily to extreme forces, ordinary wear and the harsh environment of the Middle East. But with advanced production techniques using some of the most sophisticated robots available, and extensive quality checks carried out in the factory, buyers can be confident that their truck will go the distance.

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TOP TEN

1

SuDDen Lane changeS Sudden lane changes were the main causes of traffic accidents over the first eight months of 2014, with 589 accidents.

23 MiSjuDgeMent

4 5 7

Top 10 s e s u a C e a u f o c i f f a r t S t n e D i acc

Lack of VehicLe Space Failure to leave a sufficient amount of distance between vehicles caused 350 accidents and led to 41 deaths.

The second most common cause of accidents was misjudgment, causing 406 accidents.

Send poor drivers to training school.

negLigence 265 accidents were caused by lack of attention, with 303 injuries and 39 deaths. All the more reason to stay focused while driving.

Don’t use your cellphone when behind the wheel.

ERE 14 THERE WA 0 2 F O S H T N IGHT MO THE UAE. THAT’S A F L2L013, E T S IR F E H T IN CIDENTS INH THE SAME pERIOD IN SILY C A D A O R 0 7 ,1 3 IT E EA OMpARED W CCIDENTS TAHRE TOp A Y N A OF 10.7% CT M – H HIG E LISTS AE IN 2014 BUT STILL BOLO & FLEET MD K C U R T THE U .

E pREVENTA S DRIVERS COMMITTE TIN DEpT. N TEN ERRORAE TRAFFIC COORDINA IO SOURCE: U Lane

6 8 9 10 DiScipLine

Lack of foreSight

Entering a road before ensuring it was clear and safe led to 232 accidents, 353 injuries and 19 deaths.

running reD LightS Driving through a red light led to 187 accidents and 406 injuries.

In January alone 3,900 drivers were caught running reds in Abu Dhabi.

24 TRUCK&FLEET ME novemBeR 2014

189 accidents were caused by poor lane discipline. Always check your mirrors, indicate in advance and be aware of other drivers.

DriVing unDer infLuence

Driving after drinking caused 150 accidents in the UAE. Drinking impairs your decision making skills and your ability to drive.

SpeeDing

258 accidents were recorded as due to speeding. It caused 390 injuries and 62 deaths.

peDeStrian Safety

Failure to give priority to crossing pedestrians caused 107 accidents and 19 deaths.

Always check for pedestrians at crossings and low visibility areas.

C

M

Y

CM

MY

CY

CMY

K

The Actros.

Made for dust, heat and hard work.

A Daimler Brand

Quality makes no compromises!

Durability, robustness, reliability and economy – these are the criteria to which The Actros is designed, built and tested, again and again.

Our quality enhancing process enables The Actros to perform its job at the highest ability under the most rigorous conditions.

Every component and every model series has to earn the ‘Star’ of approval and prove its suitability for all operations by undergoing strenuous tests. And not just once!

When it comes to quality, we leave nothing to chance.