Worldwide Middle East region, of which Oman is part. The region <strong>the</strong>refore contributed nearly half of <strong>the</strong> total revenue that <strong>MAN</strong> generated in <strong>the</strong> whole of <strong>the</strong> Near East and Africa. David van Graan, Head of <strong>MAN</strong> Middle East, who serves <strong>the</strong> region from his office at Dubai Airport, says, “<strong>MAN</strong> has achieved a market share of over 40 percent in Oman. Like Saudi Arabia and <strong>the</strong> UAE, Oman is a key market for <strong>MAN</strong>. We see major growth potential for <strong>the</strong> future in emerging markets such as this.” Showroom and service in Muscat The Saud Bahwahn Group, <strong>MAN</strong>’s partner in Oman from its earliest days <strong>the</strong>re some 30 years ago, has made <strong>MAN</strong> <strong>the</strong> best-selling brand in Oman. It has also contributed significantly to <strong>MAN</strong>’s consistently strong market share in <strong>the</strong> 20 Roads into <strong>the</strong> future <strong>inmotion</strong> 1|2012 The <strong>MAN</strong> Customer Centre in Muscat: spacious, modern and air-conditioned. <strong>In</strong>fo Oman Capital . . . . . . . . . . . . . . . . . . . . . . . . . Muscat Area . . . . . . . . . . . . . . . . . . . . . . . 309.500 km² (UK: 244.820 km²) Population . . . . . . . . . . . . . . 2.534.000 (2004) (UK: 61.792.000 ) Per-capita GDP . . . . . . . . . . . . . . . 15.584 US-$ (UK: 37.639 US-$) Sultan Qaboos has been gradually modernising <strong>the</strong> country since taking power in 1971. A large portion of income from oil and gas sales goes towards infrastructure projects like road and port construction, with <strong>the</strong> goal of developing Oman into a modern business location. Oman is part of <strong>MAN</strong>’s Middle East sales region, where <strong>MAN</strong>’s dependable products and quality service have helped it capture a disproportionately high market share. class of heavy goods vehicles with a gross combined weight of over 18 tonnes. Three years ago <strong>MAN</strong> opened an office with a staff of highly skilled professionals in Muscat, Oman’s capital. The customer centre is home to a showroom, sales offices, delivery area and service desks. Behind its modern façade is a gigantic work area with 27 maintenance bays and shaded areas where diagnostics, minor repairs and servicing can be performed on an additional 75 trucks. “It can reach 50°C out here in <strong>the</strong> summer and 95 percent humidity,” says Van Graan. So <strong>the</strong> provision of shade is crucial in maintaining <strong>MAN</strong>’s world-class service standards in this harsh environment. Demand for heavy-duty trucks The heat not only makes <strong>the</strong> conditions in <strong>the</strong> workshop more difficult, it also drives demand. “From this location, <strong>MAN</strong> supplies vehicles that are designed specifically for this area and can withstand <strong>the</strong> extreme wea<strong>the</strong>r,” says Van Graan. The local driving conditions are harsh, and <strong>the</strong> trucks have to keep moving forward on unpaved roads or in <strong>the</strong> desert. Oman has “<strong>In</strong> 30 years we have built up a 40-percent market share.” David van Graan, <strong>MAN</strong> Oman approximately 32,800 kilometres of roads, and more than 25,000 kilometres of <strong>the</strong>m are still unpaved. That places extremely heavy demands on <strong>the</strong> drivers and <strong>the</strong>ir machines. Demand is especially high for vehicles that cope well on rugged terrain. “Our customers rely on <strong>the</strong> dependable, robust TGM and TGS WW series with <strong>the</strong>ir all-wheel-drive systems – especially in <strong>the</strong> desert, in <strong>the</strong> mountains and in <strong>the</strong> oil fields,” says Van Graan. “They value <strong>MAN</strong> vehicles as premium products with a high degree of reliability.” Bahwahn Group manager Milind Patwardhan, who oversees its <strong>MAN</strong> business, concurs: “The 6x4 models are particularly popular in Oman due to <strong>the</strong> poor roads and because of <strong>the</strong>ir high load-bearing capacity.” The current TGS WW has become a favourite among Omani contractors, says Patwardhan, with both <strong>the</strong> 6x4s and <strong>the</strong> all-wheel-drive models selling very well in <strong>the</strong>ir respective segments. The requirements for large-scale infrastructure projects are, of course, on an entirely different level. <strong>In</strong> airport expansion projects, for instance, contractors are using massive multi-axle <strong>MAN</strong> heavy-haul trucks for really tough jobs like moving precast concrete construction elements. These giants are <strong>the</strong> only ones that can keep <strong>the</strong> site supplied with what it needs. <strong>MAN</strong> is thus doing its bit to help shape a modern Oman that is using its oil revenues to build a better future. ■
<strong>MAN</strong> heavy-haul trucks are indispensable assistants for large infrastructure projects (above). 27 maintenance bays, 75 covered workstations: when <strong>the</strong> mercury hits 50°C, you really need a shady place to carry out repairs and service.
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