truck & fleet me january 2014
DESCRIPTION
Keeping your fleet and business moving Commercial vehicles and fleet cars play an absolutely vital role in the region’s development. They are today’s beasts of burden tasked with ensuring the relentless growth of the market continues apace. Truck & Fleet ME is a new monthly magazine that provides you with everything you need to know about purchasing, owning and operating commercial vehicles and fleet. Commercial vehicles prove themselves on the region’s roads daily and Truck & Fleet ME is the only publication dedicated to covering the complete range of commercial vehicles and fleet available in the region.TRANSCRIPT
extrememeASUreS
reQUIreextreme VeHICLeS
Rockand Role
NEXTlEvElHOW MAN tOOk ON tHe Middle eAst ANd WON
the next big thinghands-on with VoLVo’s durabLe new FMX truck
VOLVO FMX truckUp to 540 hp of fuel-efficient pure power
FiRSt dRiVe all-neW MeRcedeS-benz SpRinteR
PUBLICAtION LICeNSeD BY ImPZA SUPPLemeNt Of Cmme
MIDDLE EAST001 JANUARY 2014
The Construction Machinery Show 2014 is the largest heavy construction machinery event in the region, showcasing a wide variety of products ranging from heavy equipment to machinery, from lighting to generators as well as dealers and service providers.
The event will provide an invaluable platform for customers in the Arab world bringing together manufacturers, distributors and buyers.
The Construction Machinery Show 2014 is also the only event in the region where buyers can see a huge range of equipment in
action via its programme of live demonstrations and the largest ever showcase of its type in the Middle East.
In 2014, the Construction Machinery Show 2014 is teaming up with leading Saudi exhibition organiser, Dhahran International Exhibitions Center (DIEC). This year’s show will run in conjunction with the popular BUILDEX event, now in its 16th year.
Both events will attract worldwide industry experts, investors and buyers to the largest tradeshow in the Eastern Province.
LIVEDE
MONST
RATIO
NS
16-20 February 2014
Dhahran International Exhibition Center,Dammam, Kingdom of Saudi ArabiaShow timings: 9:30-12:00 and 16:00-22:00
DAMMAM
Raz IslamPublishing [email protected]: +971 50 451 8213
Michael StansfieldCommercial Director [email protected]: +971 55 150 3849
Gold Sponsor Co-located with Organised byInformation Partner
The Construction Machinery Show 2014 is the largest heavy construction machinery event in the region, showcasing a wide variety of products ranging from heavy equipment to machinery, from lighting to generators as well as dealers and service providers.
The event will provide an invaluable platform for customers in the Arab world bringing together manufacturers, distributors and buyers.
The Construction Machinery Show 2014 is also the only event in the region where buyers can see a huge range of equipment in
action via its programme of live demonstrations and the largest ever showcase of its type in the Middle East.
In 2014, the Construction Machinery Show 2014 is teaming up with leading Saudi exhibition organiser, Dhahran International Exhibitions Center (DIEC). This year’s show will run in conjunction with the popular BUILDEX event, now in its 16th year.
Both events will attract worldwide industry experts, investors and buyers to the largest tradeshow in the Eastern Province.
LIVEDE
MONST
RATIO
NS
16-20 February 2014
Dhahran International Exhibition Center,Dammam, Kingdom of Saudi ArabiaShow timings: 9:30-12:00 and 16:00-22:00
DAMMAM
Raz IslamPublishing [email protected]: +971 50 451 8213
Michael StansfieldCommercial Director [email protected]: +971 55 150 3849
Gold Sponsor Co-located with Organised byInformation Partner
04 TRUCK&FLEET ME JANUARY 2014
CONTENTS
06
161014
15
Editor’s lEttEr
05 / welcomeAn introduction to Truck and Fleet Middle East
and why the time is right for a publication that
covers the commercial vehicles sector – and
why scratching an itch is a good thing
rEviEw
06 / FmX ReviewVolvo is launching a heavily upgraded version
of its FMX truck and Stian Overdahl travels
to Sweden to find out whether it has what it
takes for the construction sector
launch
10 / meRc’s New spRiNteRCan the Mercedes Sprinter van find a niche
for itself in a region that hasn’t yet fully
understood the advantages of the nippy
alternatives to pickups and trucks?
nEtwork
14 / who is oN A Roll?Truck and Fleet Middle East takes a snapshot
look at the biggest news and movers and
shakers in the commercial vehicles and fleet
sectors
high rollEr
16 / mAN’s mAN iN DUbAiThe head of MAN Truck and Bus Middle East
operation David van Graan on the German
manufacturer’s rapid rise to becoming one of
the region’s biggest fleet providers
a nEw rangE
21 / volvo ReFReshThere’s more to Volvo’s new launches in 2014
than the FMX as it introduces new versions
of the FE, FL, FM trucks. Does it deliver on its
promise for greater efficiency?
JANUARY 2014
trailEr
24 / RAisiNG the bARFamco’s Frank O’Connor, general manager –
Truck & Bus Division, expects great things of
Volvo’s new truck range
JANUARY 2014 TRUCK&FLEET ME 05
CONTENTS
Group Chairman and Founder Dominic De SouSa
Group Ceo naDeem HooD
Group C0o Gina o’HaRa
manaGinG direCtor RicHaRD JuDD eDiToRiaL
Group editor STepHen [email protected] +971 55 795 8740
deputy editor GaVin [email protected] +971 4 375 5480
international editor STian [email protected]
maRKeTinG & aDVeRTiSinG
puBliShinG direCtor RaZ [email protected] +971 4 375 5483
CommerCial direCtor micHaeL [email protected] +971 4 375 5497
marKetinG manaGer LiSa [email protected] +971 4 375 5498
marKetinG aSSiStant BaRBaRa [email protected] +971 4 375 5499
DeSiGn
art direCtor Simon coBon
Junior GraphiC deSiGner peRciVaL manaLaySay
ciRcuLaTion & pRoDucTion
CirCulation and diStriBution manaGerRocHeLLe aLmeiDa [email protected] +971 4 368 1670
dataBaSe and CirCulation manaGerRaJeeSH [email protected] +971 4 440 9147
produCtion manaGer JameS p [email protected] +971 4 440 9146
DiGiTaL
www.BiGpRoJecTme.com
diGital ServiCeS manaGer TRiSTan TRoy maaGma
WeB developerSJoeL aZcunaJanice FuLGencio
+971 4 440 9100
puBLiSHeD By
Registered at impZpo Box 13700Dubai, uae
Tel: +971 4 440 9100Fax: +971 4 447 2409
pRinTeD By
printwell printing press LLc
© copyright 2014 cpiall rights reserved
while the publishers have made every effort to ensure the accuracy of all information in this magazine, they will not be held responsible for any errors therein.
MIDDLE EAST
Ever since we started Construction Machinery Middle East
magazine, I have always felt that there was never really a
proper platform to look at the commercial vehicles sector. So,
welcome to Truck & Fleet Middle East – an itch I have been
wanting to scratch for several years.
With construction being the second biggest industry in the
Middle East, we were never stuck for truck, bus and fleet stories
but I always felt we were unable to cover the huge range of other
sectors, such as logistics, transportation, oil and gas, which these
vehicles play such a big role in.
At the same time, I’ve always felt that trucks and buses are too
often regarded as merely beasts of burden rather than valuable
assets that not only keep companies moving but also make a
contribution to helping those same operations grow.
Hopefully by highlighting the new technology that continues
to launch in the Middle East, as well as the way it can and should
be used, we can demonstrate how commercial vehicles can
continue to make an impact on the region’s ever advancing
development. As ever, with a new venture like this, your support
and help will be essential. In the coming months, I will welcome
any suggestions for articles, stories, comments and feedback you
may have. So, please let me know what you would like to see and
read about, and I promise we will do our best to cover as much
of what’s happening on the road ahead.
Stephen White
Group Editor
NEW YEAr NEW ModEL
21
16
19
REVIEW
06 TRUCK&FLEET ME JANUARY 2014
The Dynamic Steering evidently makes steering a lot easier, with far less elbow grease required. This is most noticeable when driving on a severely uneven surface, of the type designed to test suspension longevity.
JANUARY 2014 TRUCK&FLEET ME 07
REVIEW
Truck&FleeT me hAd A hANds-oN test with the New FMX tRUcks FoR coNstRUctioN ApplicAtioNs iN A woRkiNg hARd Rock qUARRY iN gotheNbURg, swedeN, wRites stiAN oveRdAhl
ReadyfoR
emission requirements, but since this doesn’t
affect the Middle East, the big news for the new
FMX isn’t the engine. Rather, Volvo’s engineers
have given the truck a solid overhaul, focusing
both on brute strength – it features a strengthened
cab made from high tensile steel, and includes a
cast iron towing eye above the bumper capable of
handling 32t – and high tech solutions to improve
the driver’s experience.
Much of the interest around the new FMX’s
launch concerns the truck’s new smart features,
including the new Volvo Dynamic Steering, the
air suspension on the rear axles, and of course the
growing acceptance of the advantages of I-Shift,
the automated transmission built by Volvo, and
carefully mated with the D11 and D13 engines.
There’s also a few cosmetic improvements,
such as the prominent placement of the Volvo iron-
mark logo above the bumper grille, while the newly
designed bumper is made of tough material offer-
ing better crack resistance during low speed im-
pacts, as well as parts that are very easy to remove
and replace – the idea being a truck that still looks
as good at the end of the day as the beginning.
Configuration-wise, the FMX is available in
the usual axle ranges, including the 4x2 to 4x4,
olvo Trucks is in the process of a major range
regeneration, from the FH launched last year
(and recent recipient of the Truck of the Year
Award for 2014), to the new FMX, FM and FL
and FE models – all launched in a single week in
September for the European markets, with the
Middle East launches coming this month.
Designed for the heavy work in the construc-
tion and quarrying sectors, the FMX is the rugged
workhorse of the Volvo range, whether to be used
as a tipper in a quarry, hauling aggregate to a con-
struction site, or for applications such as concrete
transit mixer and other custom options.
In Europe, the model launches have been in
response to the new Euro 6 engine cleaner air
6x2 to 6x6, and from 8x2 up to 8x6, plus the 10x4
with a whopping 66 tonnes GVW. The range also
sees the introduction of the new Tridem option,
which offers a hydraulically steered rear tag axle,
which can also be raised off the ground when the
vehicle is not under load to save on wear, as well
as when increased drive axle traction is needed for
difficult operating conditions.
Volvo is not a company that does things by
halves, and for journalists to get a hands on feel
for the new vehicles they opened up two test
tracks in a working quarry in Gothenburg, near
Volvo’s HQ. The first track, around the outside of
the quarry, recreated rough-road conditions with
speeds between 30-60km/h. The second track was
the extreme driving track – which featured a mix
of extreme conditions you might find on poorly
maintained haul roads, from negotiating tight turns
between high piles of crushed stone, steep hills, ex-
tremely broken terrain, and even huge holes filled
with water. All the trucks were fully loaded.
The new Volvo Dynamic Steering is easily the
stand out feature on the FMX. Think of it as pow-
er steering for ordinary power steering – a highly
sophisticated addition to the steering mechanism
that adds a layer of intelligence to the control of
action
the vehicle. Volvo has produced a number of great
movies around the launch of its new vehicles, and
one of these shows a hamster wheel fixed to the
steering wheel of a FMX in a quarry in Spain. The
hamster is placed into the wheel, and the ‘driver’
uses a carrot to attract the hamster back and forth,
to the left and right – and it is the traction created
by the small animal’s movement that steers the
truck, along a very hazardous road with a 40m
drop to a lake on one side. It neatly shows the
advantage for the driver – far less effort is required
to steer the vehicle, while it also mutes the sharp
jolts to the wheel that are normally experienced
when driving in rough conditions.
The Volvo Dynamic Steering works with an
electric motor attached to the hydraulic steering
gear. The electric motor is regulated 2,000 times
per second by its electronic control unit, which
receives information both from the driver and the
on-board sensors, allowing it to detect and balance
out directional deviations. The test conditions
were a chance to carry out a direct comparison
between with the new steering system and the
FMX specc’ed with conventional steering. It also
makes steering a lot easier, with far less elbow-
grease required.
While conventional power steering provides a
good work-out for the arms, the Dynamic Steering
virtually controls progress, and drivers can liter-
ally steer over the most unbalancing surface with
only a finger. The other big improvement is that
there’s far less ‘kick’ through the steering wheel
when passing over broken terrain, and there’s no
requirement to spend significant energy simply
to keep the wheel in the correct position when
moving straight ahead over uneven ground, as is
normally the case. On the open road the Dynamic
Steering reduces any jarring of the wheel from
potholes or irregularities, though it’s worth point-
ing out that the road is not entirely muted – there’s
still good sensation of the surface.
Another driver-friendly feature of the system
is that the steering wheel automatically returns to
centre position, whether traveling forward or in
reverse. As far as a tech goes, it won’t save directly
on fuel costs, but it makes for a far more relaxed
and comfortable driving experience, leaving the
driver with more mental space to focus on safety
while driving, as well as keeping them refreshed
and alert to the end of the shift – no doubt a boon
to work site efficiency. According to Volvo, the
system addresses the most frequent occupational
VolVo’s engineershaVe giVen the truck asolid oVerhaul, focusing both on brute strength and high tech solution”
Available with choice of
11 and 13l engines. The D11 has power outputs from 330hp to 430hp, while
the D13 spans the range from 400hp to 520hp
(Euro 3)
08
REVIEW
JANUARY 2014 TRUCK&FLEET ME 09
REVIEW
injuries suffered by drivers. Further comfort is
offered through the redesigned cab, with an in-
creased angle on the instrument panel for easier
access to the controls, and the ignition key moved
to the dashboard to free up legroom. The cab is set
low relative to the chassis, offering easier entry
and egress, and improves driver visibility.
The new FMX also introduces rear axle air
suspension as an option, improving comfort and
performance both when loaded and unloaded,
but crucially has an automatic ride-height con-
trol, with 300mm of ground clearance. And the
approach angle has also been improved for the
models with a driven front axle, which has been
moved 100mm further forward to the same posi-
tion as a non-driven front axle, while the parallel
rod has also been moved up to a more protected
location, resulting in a shorter front overhang for
the 4x4, 6x6 and 8x6 configurations.
Volvo Trucks is keen that customers consider
the advantages of its automated transmission,
the I-Shift. While on long-haul road applications
there are the obvious improvements in fuel ef-
ficiency, in the construction sector there are the
added safety advantages of automated gearboxes,
since drivers have more attention on their en-
vironment outside of the vehicle. It’s a message
that’s gotten through to buyers in Europe, where
in 2013, approximately 80% of FMX sold have
been fitted with the I-Shift. On the new FMX it is
now also available on the 4x4, 6x6 all-wheel drive
vehicles, while its oil-change interval has been
extended to 450,000km. Performance-wise, the
I-Shift does its job, with smooth gear changes, so
as to be almost unnoticeable by the driver, and ex-
cellent low-speed performance. Still, when haul-
ing heavy loads up steep hills there are advantages
of shifting into the manual mode and selecting a
specific gear for the slope – the I-Shift can down-
shift if the revs drop too low or if there is a plateau
on the hill and the revs climb, leading to a loss of
power on the incline.
FMX is available with a hydraulically
steered tag axle in some configurations, which can be raised for increased traction
or to reduce wear when unloaded
OPTIONS Volvo’s
I-Shift automated transmission with
Economy and P+ power mode, as well as the
standard manual transmission
Further driver comfort is offered through the redesigned cab, with an increased angle on the instrument panel for easier access to the controls, and the ignition key moved to the dashboard to free up legroom.
10 TRUCK&FLEET ME JANUARY 2014
REVIEW
A LIGHT TOUCH
With this question in mind, we scooted up to
Abu Dhabi last month to take the new Mercedes
Sprinter through its paces and get answers from the
German company’s hopeful team of execs. Held on
a track next to Yas Island, where Mercedes driver
Nico Rosberg had secured third place a few days
before, testing was broken into two demonstra-
tions. The first showed off the safety credentials of
the Sprinter vans and buses, including the vaunted
Adaptive ESP (Electronic Stability Programme)
system. The newest revision of the Adaptive ESP
system takes the vehicle load into account. Depend-
ing on the weight and the position of the vehicle’s
centre of gravity, the ESP sensors ascertain the ve-
hicle load at any given time; this ensures that ESP
9i can stabilise the vehicle with individually modu-
lated intervention action. This new ESP system will
Vans are a common fixture on roads and sites
in many markets outside the Middle East. A fa-
vourite of both one-man-band contractors, as
well big gun organisations, they are essential to
shuttle man, machine and equipment from site
to site. In fact, without them it would be almost
impossible to imagine some industries, and es-
pecially construction, functioning at all. Why
then are they a rare traveller on the roads of the
Middle East?
also intervene selectively if a trailer begins to sway,
thus helping drivers to stabilise their vehicle and
trailer combination. Mercedes says that Crosswind
Assist will form part of the standard equipment for
all panel vans and crew buses.
Conducted with two vehicles chasing each
other up and down on drag car-style course, the
test proved the value of another feature Mercedes
is offering as an option: Collision Prevention Assist.
While the reviewer was not in control (a good thing
considering the track test, more on that later), the
system kicked in perfectly as the vehicle in front
broke; showcasing just why Mercedes remains
at the forefront of vehicle design in Formula One,
Sports Coupes and even labour buses.
Testers were then offered the opportunity to
take the van version of the Sprinter through the
JANUARY 2014 TRUCK&FLEET ME 11
REVIEW
Truck&FleeT me tAlks to ChRistoph WAltheR, heAd of sAles ANd mARketiNg At meRCedes-BeNz VANs to fiNd oUt WhetheR the little NippeRs CAN fiNd theiR WAY iNto middle eAsteRN fleetsA LIGHT TOUCH
wet and dry testing area. Given this writer learnt to
drive in a van (a 1990s Ford Popular to be exact),
the decision to take on the manual was thus boldly
taken with the vehicle duly stalling due to what we
will politely describe as driver error.
Refamiliarisation with a gear stick over, the
van handled with a lightness through the winding
wet section, gripping as well as you would expect.
Those used to an Isuzu pick-up say may find the
extra tilt disconcerting but the handling felt true
on tight turns after moving out of the spray of the
wet track onto the dry. You also gain in terms of ride
comfort and reduced noise.
It also handled a proceeding chicane particu-
larly well, although using the mirrors to check if any
cones were hit, raised concerns that drivers used to
pick-ups may struggle with the reduced visibility. A
fast-braking manoeuvre (which on the manual was
almost revelatory responsive compared to a 4x4)
later and the ride was over.
Smooth running and ready to serve, as good as
it is, you have to wonder why Mercedes feels that it
can break through to fleet owners used to running
with pick-ups.
“We want to change this,” says Christoph Wal-
ther, head of sales and marketing at Mercedes-
Benz Vans, after the test. “Our vehicles are mainly
produced for European demands but slowly and
surely authorities here are changing regulations. At
the moment, there is very little regulation in terms
of road safety or requirements for vehicles on the
road, emission standards.”
He cites the example of Dubai for an example
of a potential requirement down the line for vehi-
cles developed for low fuel consumption, low emis-
sions and improved safety in mind.
“Dubai, for instance, has taken the first step
to limit the number of road accidents by keeping
the speed of mini-buses down to 100k/ph. Driving
slower definitely helps in reducing accidents but
only if all the drivers are driving at more or less the
same pace. I think making safety systems standard,
such as ABS or EPS, would be a good way to limit-
ing the severeness of accidents. We see the markets
changing and going into this direction.”
Turning his attention to the Sprinter’s relative-
ly economical running, he adds that greater con-
cern for the emissions of vehicles is coming to the
region. He uses the example of Mercedes supplying
150 Vito taxis to the UAE’s department of transport
as an indication that greater regulation is inevitable.
12 TRUCK&FLEET ME JANUARY 2014
REVIEW
“The government is more progressive than the
private companies, and when they are testing it
themselves (you know) sooner or later it is going to
be in the regulation.”
Mercedes can claim to be a leader in the car
segment and is by someway the dominant player
in heavy trucks: Walther estimates its share is 40%
with Volvo and MAN somewhere in the 15-20%
range (antitrust regulations make accurate figures
difficult to find, he adds, “this is our best guess).
Walther says that there is potential to use its
existing and vast network for those segments to
support its aspirations in vans and buses. The re-
gion represents both a chance and a challenge for
him and his team: “The European markets are not
growing anymore. There is no growth potential for
Mercedes Benz,” says Walther. “We are extremely
successful here in cars and heavy trucks, and I think
we have plenty of potential for the vans. Our com-
petitive advantage is our network. Our European
competitors – like Volvo and Renault – can only sell
trucks. They are depending on the cycles of spend-
ing on consumer goods. To set up a network with
good density, you need to have a certain volume to
maintain it. In a country like Saudi Arabia, for ex-
ample, if you are only selling a certain number then
it is difficult to provide service stations and work-
shops all around the country. A day in the work-
shop is a day lost.”
According to Walther, Mercedes is willing to
play the long game for its vans and buses; starting
early so it can be ready when the market matures
later down the line. He reminds that Mercedes’ first
dealer contracts date back 60 years.
“Our competitors probably couldn’t locate the
Middle East on a map in those days – at least as
potential market on their horizon. Most of them
started to build their infrastructure up in the boom
years of Dubai. We can say that a lot of our trucks
have helped build up these streets. This is some-
thing that we are very proud of.”
Saudi Arabia and Oman, in particular, have a
thriving collection of small contractors that could
be interested in the range. While he expects that
large fleet owners will remain the early adopters
and the biggest group of buyers, Walther says that
Mercedes will also approach small owner/opera-
tors in the region: “We are looking for individuals.
We are looking for niches. There are a lot of product
feature advantages that can fit a small grocer as well
as a large emergency service provider.”
I thInk we have plenty of potentIal for the vans. our competItIve advantage Is our network.”
The first van with an
engine range that complies with Euro 3. For the Middle East, petrol engines
complying up to Euro 6 and diesel engines up to Euro 4
emission standard will be available
An automatic
gearbox is standard with the V6 petrol engine and optional for the four cylinder petrol. All diesel engines are
paired with the 6-speed ECO Gear manual
transmission.
The combination of the highly economical diesel engines, optimised drive train and ancillary equipment results in a combined fuel consumption starting from 6.3 l/100 km – an impressive new record figure for the Sprinter’s vehicle class.
Two four cylinder diesel engines with 116 and 150HP are offered in the Middle East.
MAN
Tru
ck &
Bus
Mid
dle
East
and
Afri
ca F
ZE
ww
w.m
an-m
iddl
eeas
t.com
MAN TGS WW - Reliable Technology for ConstructionOptimal engine performance and modern vehicle design increase the efficiency of vehicle operations on site. The MAN TGS WW delivers optimum traction in every situation: starting from 4x2 axle configuration up to 8x8 for extreme construction operations. That is what we call consistently efficient. For more information or visit us online: www.man-middleeast.com
KSAHaji Husein Alireza & Co. Ltd.Tel.: + 966 2 6049 444
KuwaitAl-Ahlia Heavy Vehicle Selling & ImportTel.: + 965 2 483 9210 /1
Iraq (Erbil)Terramar for General Trading LLCTel.: + 964 750 469 6002
JordanIntegrated AutomotiveTel.: + 962 6 5728 400
UAE (Abu Dhabi)Darwish Bin Ahmed & SonsTel.: + 971 2 558 4800
UAE (Dubai)United Motors & Heavy Equipment Co LLCTel: + 971 4 2829080
Lebanon & SyriaTerramar Middle EastTel.: + 961 1 88 5657
OmanArabian Engineering Services LLCTel.: + 968 245 78 000
PakistanMAN Diesel & Turbo Paksitan Ltd.Tel.: + 92 42 353 30091
QatarQatar International AutomobilesTel.: + 974 4603 288
BahrainAhmed Mansoor Al A‘ali Co. BSC (c)Tel.: + 973 1 777 1030
Iraq (Baghdad)Terramar BaghdadTel.: + 964 1537 5249
Transport Worldwide. Powered by MAN.
MAN Truck & Bus
14 TRUCK&FLEET ME JANUARY 2014
Ford recently unveiled the Ford Atlas Concept in the Middle East to showcase the design, capability, fuel efficiency and smart technologies that will define future pick-up trucks. Ford says it went “against no lim-its to realise its vision for trucks”.
“The Ford Atlas Concept previews the innovations that will transform what people expect from their pickup,” said Paul Anderson, Ford Middle East’s marketing director. “With 36 years as America’s best-selling pick-up, we are absolutely committed to setting the agenda in the truck market and are happy to premiere Ford Atlas Concept in the Middle East. Every surface and feature in the vehicle has been crafted for purpose and capability while retaining an unmis-takable Built Ford Tough look.”
According to Ford, the Ford Atlas Concept is inspired by decades of listening to customers at the places they work and play. The result is a purpose-driven design with prominent wheel arches, a wide stance and chiseled grille – all to rein-force its functional Built Ford Tough image.
Designers enhanced truck functionality, while creating new advanced features. For example, multiple tie-down points are integrated within the cargo box walls and load floor, along with 110-volt electrical outlets in the cargo box to charge power tools. An integrated roof carrying system and hidden extendable ramps give the truck unique func-
tionality for a variety of jobs.The interior is themed with structural styling cues and features the lat-
est thinking in comfort, utility and refinement. Innovative, thin, lightweight seating in comfortable leather allows for extra legroom for rear passengers – along with integrated storage for smaller items. ‘Floating’ instrument pods and glove-friendly buttons and controls keep the interior functional and rug-gedly stylish.
Ford’s Future visionFor pickups revealed
FORD ATLUS CONCEPTLength: 6.04mWidth: 2.23mHeight: 2.05mWheelbase: 3.81mTrack: 1.98mEngine: Next-generation EcoBoost with Auto Start-Stop optimized for trucksTransmission: Six-speed SelectShift automatic, Auto Start-Stop systemWheels and Tyres: 55cm alloy wheels, All-Terrain LT325/50R22 tyresCargo Cradle Weight Capacity: 226kgFrame: 55,000-psi high-strength steel ladder frameBody: High-strength steel including boron
Auto-deploying
running boards help passengers enter the truck at
rest and tuck up against the truck when it is moving to improve aerodynamics and ground
clearance Automatic shutters behind the grille stay open when extra engine cooling is needed, such as
during low-speed stop-and-go driving or in hot weather.
Automatic shutters in the wheels are hidden to improve style at rest and low speeds, but automatically close at highway speeds to improve aerodynamics.
NETWORK 01 14YoUR moNthlY gUide to the middle eAst’s tRUCK ANd Fleet
manufacturer, dealer and operator network
68 truck drivers in Abu dhAbi hAve hAd their driving licences revoked for dangerous overtaking, and fined up to Aed 10,000 in september alone, following action by the Abu dhabi police.
Drop-down
front wind spoiler lowers at highway speeds
to improve underbody airflow. The air dam is raised at low speeds to improve
ground clearance –
15
Four ways to green your Fleet
Liberty Automobiles has delivered of 50 Foton Aumark C 4.2 tonne trucks to UAE-based commercial vehicle leasing company Al Wegdaniyah Transport Solutions, augmenting their existing fleet.
The handover took place at the Liberty Showroom in Sharjah in the presence of Hussein Ali Shahin Al Tahri, managing director and Mohammed Lashin, GM of Al Wegdaniyah.
“We are delighted to induct Foton trucks into our fleet as we intensify our efforts to enhance the rental ex-perience for our customers,” said Al Tahri. “This move is part of our strat-egy to remain a leader in quality and innovative transportation solutions, especially to the corporate sector in the UAE.”
Foton trucks are manufactured by Beiqi Foton Motor Co. Ltd. (Foton),
China, in partnership with Daimler AG of Germany and Cummins. Foton is the largest commercial vehicle manu-facturer in the world.
Nihad Alkilani, general manager – fleet and com-mercial, Liberty Automobiles, said the handover lays “the foundation of a strong collaboration between us.”
50 Foton trucks For Al WegdAniyAh
UAE And OmAn rAmp-Up trUck sAfEty EffOrts
As the region’s efforts to increase truck and general road safety continue apace, both the UAE and Oman have announced new initiatives that will specifically target drivers and owners of heavy commercial vehicles.
Dubai’s Roads and Transport Authority (RTA) has announced truck drivers will soon have to prove they are
medically fit to drive, as part of a fed-eral law that is being implemented in Dubai in different phases, according to a report by Gulf News.
Under the new legislation, driving licences of truck drivers will not be re-newed without a medical permit from September 15.
“We are now moving to the next phase, which will begin from Sep-tember 15, where we will ensure all truck drivers pass the medical fitness test before they renew their driver’s licence,” said the chief executive of the RTA’s Licensing Agency, Ahmad
Hashim Behroozian.Meanwhile in Oman, the Government is planning on
setting up a number of truck weighing stations at key loca-tions along the country’s arterial road network in an effort to crack down on heavy vehicles that exceed axle load and weight limits, Oman Daily Observers has reported.
Scania to teSt electric truckSScania is to conduct trials of electrically pow-ered trucks, with the electricity delivered by lines overhead, similar to trains and trams.
carried out in partnership with Siemens, the trials are investigating the possibility of power trucks with overhead lines being used where regular transport routes exist from point to point, such as between steel mills and ports and between mines and processing plants.
01. Keep on tracKGPS fleet tracking systems: In addition to staying ahead of the curve on environmental regulations, they save money on costs and increase fuel efficiency. Keeping track of your carbon footprint, can save thousands of dollars a year.
02. Bac to BasicsBattery air conditioning systems (BAC): This system utilises batteries to power a cooling system that is integrated with a fuel-operated heater, when needed. The system significantly reduces emissions and idling time.
03. Join the gen-setAuxiliary power units and generator sets (APU/GS): These units assist with carbon emissions by helping to eliminate idling in heavy-duty trucks.
04. Foh FtW Fuel-operated heater (FOH): A FOH system requires little maintenance and little fuel. The unit draws fuel from the diesel tank and incubates the heat in the combustion chamber. Emissions decrease due to the FOH’s long, continuous burn.68 truck driverS in abu dhabi have had their driving licenceS revoked for dangerous overtaking, and fined up to aed 10,000 in September alone, following action by the abu dhabi police.
Dubai’s RTA and the Omani government promise to crackdown
on poor driving and trucks
The Foton range includes tractors, dumpers and platforms, as well as special-purpose vehicles
16 TRUCK&FLEET ME JANUARY 2014
HIGH ROLLERS
engagementMAN TRUck ANd BUs Middle eAsT’s dAvid vAN GRAAN oN whY people MAke his coMpANY ANd The iNdUsTRY Go RoUNd iN The Middle eAsT
What We see in the Middle east is thereWill be consistent groWth over the next ten years.”
rules of
JANUARY 2014 TRUCK&FLEET ME 17
HIGH ROLLERS
engagementavid Van Graan is buzzing. The importer con-
ference at the weekend has gone well, and the
data and anecdotal information suggest MAN
Trucks’ operation in the Middle East is rattling
on quite nicely, thank you very much.
“They were very good meetings. We are talking
about our plans for 2014, the next three years, and
ten years ahead,” he beams. “There’s some really
nice flags on the hill of where we are going.”
You get the impression that Van Graan is one
of life’s great enthusiasts. The native South African
has fully immersed himself into the Middle East
market and willingly talks of embracing a cultural
shift since moving over from MAN Truck and Bus
Africa at the turn of the decade. MAN Truck and
Bus has itself shifted through the gears in that time,
pushing its way into a game historically played
almost exclusively by Mercedes, Renault, Scania
and Volvo. Much has been made of Volkswagen’s
reeling in of its German counterpart since it first
acquired a stake in the business in 2006 but MAN
has not found itself bogged down by the affair in the
Middle East. As the media chewed over every share
bought and a potential merger with Scania, VW’s
other heavy duty interest, MAN’s regional opera-
tion continued to gain momentum.
“It’s been a great journey,” he remarks. “I think
with the combination of a big corporate company,
a great shareholder and also a team of dynamic
people that want to make a growth happen, we’ve
put together a few ingredients and the three year
growth curve has been phenomenal.”
Like its competitors MAN saw a drop-off in
sales in 2008 and 2009, however in 2010 it was
still able to boast 2,000 unit sales in eight countries
Middle East. That figure has almost tripled since
then, Van Graan explains.
“We are now doing 5,000 units per year across
ten different countries,” he says. “If you look at in
pure volume it has really expanded in the truck side
of the business. If you look at our aftersales busi-
ness, we were doing $20 million in parts sales and
now we’re doing $50 million.”
He is quick to emphasise that the parts business
surge has been volume led, explaining that in real
terms the prices of parts have fallen in the period.
“We’ve reduced prices because we’ve gained a
lot of market knowledge, we have a better under-
standing of where the fleets are running,” he says.
“By engaging our importers, by being active in the
dealer body and actively visiting customers, we are
able to stock right and importantly understand the
fast-moving side. We’ve been able to help the cus-
tomers, create better value baskets of parts and do-
ing it in volume.”
He adds that deep understanding has spruced
up turnover from $140 million to $410 million.
“That’s from a wholesaler perspective from us
to our importers. If you look at retail impact, then
it’s an even bigger business. The retail delivery of
vehicles and parts to customers is higher.”
It is unsurprising when Van Graan describes
MAN as being very ambitious as it looks ahead to
further progress in the Middle East given those
numbers. Especially as he predicts that it will
benefit from a recovery in demand spurred on by
improvement in the region’s economy as well as
continued progress in terms of gaining market
share: “We’re very optimistic through the market
growth. What we see in the Middle East is there
will be consistent growth over the next ten years.”
The next target for MAN is hitting 10,000 units
annually which will come, he says, in the next few
years. Parts will also continue to grow to become a
“few hundred million a year business.”
He adds: “I think it’s ambitious and it’s very
real. It’s not like we’ve pulled a number from the
ether. We’ve looked at where the targets markets
are; the niches; and the transport solution require-
ments. We absolutely have in our hands the ability
to deliver with our partners and our products.
“I’m excited by the depth of quality of our
people. They’ve been in the Middle East for some
time with a really strong knowledge of the projects
and the decision makers that are making the proj-
ects. The important thing for me is that they are
embracing the MAN brand and basically taking it
to where it needs to be in the next couple of years.”
As MAN’s star rises, does he think the competi-
tion will take worried glances over their shoulders?
“I do hope so,” he grins. “What I’ve learnt in
this industry is that we’ve got some great suppliers.
If you look at the big names that are offering prod-
HIGH ROLLERS
18
uct in the marketplace, like Mercedes, like Scania,
some of the Japanese makes, these are all formida-
ble competitors. They’re all doing the right things
by expanding and optimising their product ranges.”
Before joining MAN Van Graan did his stint in
the trenches with Iveco and Mercedes. He reserves
special praise for the German behemoth.
“They’ve done years and years of investment
and they have been active in global markets for
some time. I always look at it as if we are playing in
the Premier League. There’s no guarantees that you
can come up trumps consistently every year but
what’s is that there are a number of players that are
competitively competing in the marketplace. The
benefit is that there is a value added proposition.
From a customer point of view, this is great.”
With the manufacturers and distributors try-
ing to differentiate themselves despite conveying a
similar message – they will all claim to offer best-
in-class service, the best return on investment, etc
– choosing the right place to shop for fleet must get
pretty confusing from a customer’s point of view.
However MAN’s progress suggests that it has stum-
bled upon a new formula for success.
“It’s all about people,” he proclaims. “Promo-
tional vehicles, industrial goods is all about rela-
tionships. Fundamentally you can have great hard-
ware but you have to demonstrate how to how to
optimise that hardware to the users. And by that I
mean three tiers of users: the operators of the hard-
ware, the guys that are supervising – such as opera-
tions managers, then, of course, the investors who
take the plunge to put money in.
“You need really good people to communi-
cate your good news. For me the IT and commu-
nications industry is a fantastic example. Take the
iPhone. The executive of Apple, personally dem-
onstrates the product; makes the in-house team
enthused about the product; doing the job with
the distributor network, making them enthusiastic
about the market opportunity; and very important-
ly the users must see value adds – word spreads.”
Does that mean MAN’s man for the Middle
East has been out on the road in the TGS WW?
“My key message to the importer conference
was when have you last felt, touched and operated
the hardware that you sell? I’m very fortunate that
I get to do that all the time. I really am enthusias-
tic about going to the test track, talking to the en-
gineers and drivers, because in the end you have a
very tangible fingertip feeling about the products
and how they add value to operators.
MAN showcAsedAt trANs4 QAtAr MAN Truck & Bus Middle East along with its local dealer Qatar International Automobiles participated in the Trans4 Qatar show in November, showing off the new Middle East-specialty truck the TGS WW 4x2 tractor head.
The new vehicle combines traction and short haul operations for more efficiency, and its specifications cater to construction as well as urban transport applications and help to reduce fuel consumption. MAN combines those features with its strong traction chassis for off-road applications as well to meet tough operating conditions here in the Middle East.
The vehicle, designed for construction as well as for urban transport applications, is part of the range of the heavy duty construction vehicles – the TGS World Wide – offered by MAN.
The TGS WW range can be used for a variety of transport solutions from tippers to transit mixers, from water tankers to concrete pumps, from flat deck cranes to specialized drill rigs – in wheel drive configurations of 4x2, 4x4, 6x2, 6x4, 6x6, 8x4 and 8x8.
Sheikh Fahed Bin Mohammed Bin Fahed Al-Thani, vice chairman of FAHED Group of Companies, the owner of Qatar International Automobiles said the show was a chance to showcase MAN’s product innovation to Qatari buyers, and highlight MAN’s commitment to supporting the development of infrastructure in line with the Qatar National Vision 2030.
“With a diverse product range from trucks to buses and a world class service and support network, MAN is well positioned to serve our customers in Qatar and improve on our significant market share of 42 per cent in the commercial vehicle segment,” said Al-Thani.
“There are challenges in the region,” he adds.
“In various world markets MAN has done what
they call the Consistently Efficient Roadshow
where they put drivers and operators in the cab.
Rules and regulations in the Middle East prevent
us from doing that in an open road environment.
We’ve started to it at test tracks and (at The Big-5)
we brought our simulator with us.”
Driver standards remain a contentious issue,
Van Graan feels that engagement and trust is neces-
sary for them to improve. He says they have crucial
role to play for fleets looking to improve uptime,
fuel efficiency and safety, plus “the investment can
be optimised”.
Backed up by improved truck technoiogy and greater understanding, MAN Truck and Bus has seen its share of the market triple in only a few years
It Is very Important that you engage your varIous stakeholders.”
New MAN TGS WW 4x2 tractor shown at
Trans4 Qatar
JANUARY 2014 TRUCK&FLEET ME 19
HIGH ROLLERS
“You have a rig that could be worth 250,000
euros and you entrust it to what I would call a ju-
nior staff member. You would never give them your
80,000 euros car to drive, but when you experience
what he goes through you realise that he’s a real
pro. Things like public safety is entrusted to these
guys, why not treat them like professionals and
make them enthusiastic about what these can do.”
Looking back on his own progress to date, he
says that he has to draw on his vast experience to
adjust to operating in the Middle East.
“I have often said to my family or peers that I
have used every one of my 26 years of experience
and I have also used none of it! In many places there
to a guy who is your vintage; has been educated in
the same business school as you; the reality is you
have to enable him to do a selling up two levels.
One is to head of the family and the other one is to
his customers. Very often his customers are two or
three generations deep. You’ve got to be patient and
also respectful. If you understand what makes that
organisation tick and deliver to them you can be
very successful.
“If you simply try and work your cross-func-
tional operative people but you don’t have the
buy-in it can go wrong. Whether it’s our importers,
customer, operators or suppliers you have to really
engage in a Middle Eastern way.”
is a ‘Middle Eastern flavour’ of doing business that
is very professional, very unique where a European,
American or African methodology doesn’t fit.
“But why should it fit? You come in with a pre-
conceived idea of how you will change things but if
it’s not broken don’t fix it. Your methods of getting
to the next level is different. And this brings me to
the point I was making about people. It is very im-
portant that you engage your various stakeholders.”
Often those stakeholders are family-owned
businesses where decision making can be compli-
cated to unravel.
“We have found you have got two or three gen-
erations in the business. Whilst you can be talking
It Is very Important that you engage your varIous stakeholders.” The TGS
WW range are designed especially for the toughest of
operations as a semitrailer tractor, chassis and tipper in
the Africa, Russia and the Middle and Far East
markets.
David van Graan is head of MAN Middle
East (VP) at MAN Truck & Bus
volvo_271113 Trim24x30cm.pdf 1 12/19/13 8:28 PM
New raNge lauNch
JANUARY 2014 TrucK&FleeT Me 21
VolVo TRUcks hAs lAUNched foUR New TRUcks, The RoAd-ReAdY fM, The RUgged fMX, ANd The sMAlleR fe
ANd fl Vehicles. All beNefiT fRoM iMpRoVed eNgiNeeRiNg ANd efficieNcY, wiTh The AddiTioN of A NUMbeR of New TechNologies iNclUdiNg The MUch-TAlked AboUT VolVo
dYNAMic sTeeRiNg foR The fM ANd fMX
the packahead of
hile in the consumer technology markets there
seems to be a trend towards built-in obsoles-
cence, with short model cycles, in the world of
heavy vehicles new model launches come sel-
dom, and the new models are expected to last
almost a lifetime.
Volvo Trucks has launched an unprecedented
four new models at once, with model renewal
coinciding with preparation for new exhaust emis-
sion standards in Europe. The FM, the road-specced
hauler, the FMX, and the short-haul distribution
FE and FLs have all seen significant overhauls
including their chassis, transmissions, engines,
and in the cabins and overall functionality.
Trucks are a major mover of freight in the
Middle East, and the FM is designed to be the
truck of choice for fleet operators. One of its key
selling points is its flexibility – there’s a whole host
of different axle configurations available, as well
as options for buyers to customise, and get the ve-
hicle they want.
The gross vehicle weights (GVW) for the FM
range from 18-26ts, with a possible GCW of 60t.
Axle configurations are 4x2, 6x2, 6x4, 8x2 and
8x4. The range features lower weight with in-
creased chassis flexibility, while Volvo says that
“crystal-clear interfaces for bodybuilders” allows
the customer to tailor the perfect truck for their
job. And the considerable weight reductions in the
FM will boost its attractiveness in weight-sensitive
segments such as tanker and bulk-haulage opera-
tions. The FM can be equipped with the smaller
day cab, the larger sleeper cab (with a lower roof
variant available), and two versions of the impres-
sive Globetrotter cab, which offers accomodation
for two people and extra storage space higher up
– the larger of the two has an interior height of 210
cm. The cab has been given a complete redesign,
which inside the cab includes the angled instru-
ment panel, and the laying out of buttons, controls
and functions within convenient reach, and space
for the driver’s maps and documents, with the
aim of creating a ‘working climate’. Outside, the
cab’s corners have been rounded, and for all the
FM: The all-rounder
truck designed for long-haul applications. Key improvements are a lower
weight, new axle configurations, increased chassis f lexibility and
interfaces for bodybuilders, making it easier for
buyers.
FMX:The heavy duty
workhorse for off-road applications, construction
and hauling. Developments in the new model include a tougher-
engineered chassis, and options such as rear-axle air
suspension. Read the review on p4.
FE and FL: The
medium duty vehicles for short-haul distribution and
city driving. These have seen an improved cab interface, as well as two newly designed engines
– 5l and 8l. The models have the option of the I-Shif t
transmission.
22 TRUCK&FLEET ME JANUARY 2014
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FFS_AD_CMME_250x310_AW_HR.pdf 1 12/31/2013 5:53:36 PM
JANUARY 2014 TRUCK&FLEET ME 25
new range launch
vehicles, Volvo’s ironmark logo has been moved
up to a more prominent position just below the
windscreen, following on from the FH.
The feature of the new vehicles (available on
FM and FMX) that has got everyone talking is the
Volvo Dynamic Steering, thanks in no small part
to Volvo Truck’s marketing videos. The new steer-
ing system represents a quantum leap forward
in terms of the driver experience, by massively
reducing the amount of effort they need to steer
the vehicle. The feature uses an electronically
controlled electric motor that is adjusted around
2,000 times per second to create highly precise
steering. The truck’s sensors also contribute to
exceptional directional stability (as demonstrat-
ed vividly in the Jean-Claude Van Damme stunt
video), for more relaxed driving experience on the
open highway, though it’s worth mentioning that
the system doesn’t entirely remove the ‘feel’ of the
road. In short, it’s a technology designed to im-
prove the driver’s performance, by helping them
steer better, while also making their job easier, re-
ducing fatigue and discomfort on long trips.
In the same vein, truck buyers in the Middle
East are increasingly understanding the benefits
of choosing vehicles with an automated or auto-
matic gearbox, which especially on long trips will
reduce fuel consumption, minimise clutch and en-
gine wear, and help prevent operator fatigue. The
FM is available with the I-Shift automated trans-
mission, with computerised gear selection (as well
as an automatic option). An additional fuel saver
is the I-Roll feature, which when enabled will
automatically put the vehicle into neutral when
coming down hills, allowing the vehicle to coast,
though the gears will then be engaged if the ac-
celerator is depressed.
For fleet managers who want full control of
their vehicles’ health, Volvo Trucks is offering a
new telematics system that can detect any worn
out or underperforming components, or indicate
when maintenance is required. The workshop can
monitor the actual wear of various components
directly via computer. It can then contact the
operator well in advance to plan the service for
when it is most convenient, and preventing any
unscheduled downtime.
The Euro 3 engines for the FM (and FMX)
in the Middle East have same torque levels as the
previous generation engines. The FM can be ei-
ther be equipped with the 11 litre D11 engine, with
power output of 330 or 370hp, or the 13 litre D13,
with power of 400, 440 or 480hp.
The two smaller trucks – the FE and FL – are
designed to be used in short-haul distribution, city
driving, and lighter construction applications. To
this end manoeuvrability is of key importance, to
aid drivers navigating tight turns and into tricky
parking positions. As well, Volvo has paid close at-
tention to the cab design, with drivers often hav-
ing to climb in and out of their trucks many times
each day. Smaller wheel lower the cab by five cen-
timetres, improving visibility, and making it easier
to exit the cab. Volvo has designed new engines for
the two vehicles, the 6-cylinder D8 engine, with a
displacement of 7.7l, and the compact 4-cylinder
D5 engine, with a displacement of 5.1l. Both of-
fer swift torque delivery at low revs, ideal for the
stop-start driving of delivery.
Volvo is now also able to equip the FE and FL
with its own I-Shift automated gearbox, which is
able to be further customised with a distribution-
specific option. Also released is a larger 12t version
of the Volvo FL. With the most powerful engine
in its segment (the four-cylinder D5), specially op-
timised I-Sync transmission and weighing 500 kg
less than a corresponding truck with a 6-cylinder
engine, Volvo expects it to be a highly competitive
model in the largest medium duty segment.
The VerdicT:
Overall, Volvo Trucks has four brand new
trucks that should prove popular with fleet
managers and drivers. And with the well-re-
ceived launch of the FH in 2012, the company
has a completely refreshed range, with lots
of options and customisability for buyers. Its
dynamic steering system is certainly a game
changer in Europe – though it’s interesting to
consider how great its uptake will be here in
the Middle East. Certainly, the message does
seem to be getting through to buyers, that by
adopting some of the more expensive truck
features – such as the automated transmis-
sions – over time these will pay for themselves
through reduced wear and tear, and improved
driver performance. Happily for its custom-
ers, Volvo Trucks have produced a range of
vehicles that should suit any need. And with a
focus that has been on design improvements
such as a stronger chassis, more durable cab
exterior, or lighter overall weight, customers
can be confident that the Volvo Trucks has got
the fundamentals right.
VolVo FH wins Truck oF THe Year awardVolvo Trucks’ FH has won the prestigious International Truck of the Year award for 2014, with the award received by Volvo Trucks’ president Claes Nilsson at a ceremony at the Comtrans exhibition in Moscow earlier this month.
The award is judged by leading commercial vehicle journalists, representing 25 magazines throughout Europe.
“Volvo Trucks has delivered a completely new heavy-duty truck, which, with its innovative cab, hi-tech driveline components and advanced maintenance solutions, sets a new benchmark in the automotive industry,” said awards chairman Gianenrico Griffini.
This is now the third time that the FH has won the award, first in 1994 and then again in 2000.
The new generation FH was launched in September 2012, and key improvements include improved handling with a stronger chassis, and individual front suspension as an option; a larger and more spacious cab design, giving the driver a better view of the road, including an innovative rear-view mirror design; and new technology for remotely monitoring component wear and overall vehicle condition.
Volvo also launched its new I-See technology programme which can save up to five per cent fuel. I-See uses electronically recorded information about the topography of the roads to automatically optimise gear shifting, speed and auxiliary braking, though is not currently available for the Euro 3 engined vehicles sold in the Middle East.”We are honoured and happy. When we introduced the new FH in September 2012, we claimed that it was pushing the envelope of what a premium truck could offer. The International Truck of the Year award confirms that the Volvo FH lives up to this promise,” said Nilsson. “The new Volvo FH increases the haulage firm’s profitability in many different ways.”
PARTING SHOT
Raising the baRFamco’s Frank o’connor, general manager – Truck & Bus Division, expecTs greaT Things oF volvo’s new Truck range
What does the launch of the Volvo’s range of
new trucks mean for Famco?
The launch enables Famco to continue as the market
leader in supplying transport solutions to the UAE.
In fact, the new range of trucks will enable Famco
to raise the bar even higher in terms of product
quality, support and customer profitability. We’re
determined to ensure that the new range will also
allow us to attract new customers to the Volvo
product range and the world-class customer care
offered by Famco.
How do these differ from previous iterations of
the models?
Quite simply, the truck of the future has
arrived. The new range has undergone an
extensive development, design and testing process
over a five-year period and we strongly believe that
the Volvo Truck ambitions of developing world
class trucks which can deliver even greater levels of
vehicle up-time, productivity and profitability has
been achieved. The FH has an incredible history of
success and has been the backbone of the truck-
ing industry since 1993. Over 650,000 FH trucks
have been sold globally and through local market
adaptions these trucks have delivered exceptional
uptime and profitability to countless customers
around the world. The new Volvo Truck range uses
the existing proven and trustworthy drivelines,
however design enhancements and extensive hard
and soft product developments have enabled the
Volvo product to deliver even greater levels of fuel
efficiency, driver comfort and improved safety not
just for the driver but all road users.
How do you think they will be perceived?
We believe that, just has it has been around the
world, the new Volvo Truck range will be warmly
welcomed by the transport industry in the UAE.
Volvo’s trucks have played a major part in the
development of the UAE and along with the upturn
in the market the timing of this new truck launch
could not be better. The new truck range encom-
passes the FH, FM and FMX chassis ranges and as
such we are able to offer the new truck models to
all of the transport segments operating in the UAE
including long haul, logistics, construction, indus-
trial, fuel supply and oil and gas segments. Famco
can support the Volvo products with tailor-made
service contracts, parts support, driver training
and telematics from our extensive network of
depots throughout the UAE including Dubai, DIP,
Abu Dhabi, Ras Al Khaimah and Al Ain.
How do new models like the FH and FMX help
to grow your market share?
Through the long and successful partnership be-
tween Famco and Volvo trucks we believe that we
already command the #1 position in market share
and brand positioning within the UAE.
The new Volvo Truck range will allow us to
segment this position and strengthen our partner-
ships with our existing customers while growing
our customer portfolio in all segments of the UAE
transport industry.
Famco recognises that building the world’s
best truck is no longer enough. The truck is
just part of the offering that we present to our
customers. Famco doesn’t just sell trucks, Famco
forges long-term profitable partnerships with
our customers and if committed to the long term
success of the UAE.
Famco’s customeR jouRneyPrice to Advice “Expert advice given by dedicated sales advisors on the Total Cost of Ownership based on a customers’ business requirements.”
Purchase, Rent or Finance ?“The customer choses whether he will rent or use FAMCO’sFinancial Services.”
Service and Parts“FAMCO prides itself in great after sales service and parts availability.”
Frank O’Connor (Truck & Bus Division) Mamdooh Diyab (Rental & Used) and Mahmoud Turkieh (Financial Services) Mark Johnson (Service &Parts)
26 TRUCK&FLEET ME JanuarY 2014
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