< PreviousG lobal energy giant Shell is not the fi rst candidate that will spring to your mind if you needed to bet on one to lead the transition to a cleaner and greener future in the transportation industry. After all, oil and petroleum products still comprise the bulk of the company’s revenues, and such a company trying to draw attention to decarbonisation might appear facetious to those touchy about climate change and counterproductive to those who are practical. However, this is precisely what Shell did last month in Dubai at an event that drew from its own experts and those of its partners, presented before an audience assembled at the city’s iconic Museum of the Future and drawn from all around the world. It was an event with a very practical message, too: Reducing carbon in commercial transport and moving towards green mobility need not be disruptive or a paradigm shift, which are both diffi cult to implement and experience. Rather, using available technologies in a collaborative, purposeful and practical way can lead to incremental steps towards achieving green mobility in the commercial transport sector. This process will be easier to achieve, have little to no impact on profi ts in the sector and not be disruptive – thus being more sustainable and achievable in the long run, assuring the goal is reached. With a presence that spans the end-to-end lubricants supply chain in over 100 countries, Shell’s lubricants business is taking a leading role in such a transition to a cleaner mobility future, while also investing in new technologies that can help address some of the key barriers to change. As part of this role, Shell gathered a range of commercial road transport industry leaders, original equipment manufacturers (OEM), advisors, distributors and fl eet managers in Dubai for the 2023 Shell Ultimate Stopover event, aptly basing the event in a city that develops new pathways for the future in a variety of domains. Shell brought together industry leaders to discuss the formula for the future and discuss the elements that will make up the future of the commercial road transport industry. The experts at the event discussed a mosaic of solutions, enabled by widescale collaboration, that can help turn obstacles associated with industry decarbonisation into opportunities. Leading industry consultancy, Frost & Sullivan, anticipates innovative fl eet management and diversifi ed offerings will see the industry shift its focus from total cost to value generation. This entails taking an integrated approach to fl eet management by combining effi ciency-saving technologies which has the potential to decarbonise the commercial road transport industry. Under the banner of the ‘Formula for the Future’, speakers came together to discuss the ways the industry can collaboratively move forward, using technologies available today to help drive the innovations needed in the future. When speaking about the purpose of the 2023 Shell Ultimate Stopover event, Thomas Mueller, General Manager, Global Commercial Road Transport business, Shell Lubricants said: “Our global economy depends on commercial road transport to keep it running smoothly and our sector will only continue to grow. Through collaboration as part of this event, we will be able to change how our industry operates. “Together, we can shape what the future of excellence in lubricants will look like tomorrow.” The commercial road transport industry is at a crossroad; a mosaic of solutions will help facilitate businesses’ energy transition. It’s perhaps surprising that although they represent fewer than 8% of vehicles (excluding two- and three-wheelers), trucks and buses are responsible for more than 35% of direct CO2 emissions from road transport worldwide. With demand for commercial road transport only set to grow between now and 2050, it’s clear that urgent action must be taken to improve the effi ciency of these vehicles. Fortunately, a range of low- and zero-emission options are already available today – a mosaic of solutions being enabled by widescale industry collaboration. Collaboration that can help turn “Starship sets an example of how multiple innovative solutions and cross- industry collaborations can be integrated to achieve a common goal by combining today’s technologies and advancements in areas such as aerodynamics, energy effi ciency, alternative fuels, low viscosity lubricants and advanced digital solutions” COVER STORY 30 | NOVEMBER 2023plantmachineryvehicles.comPlant / Machinery / Vehiclesobstacles in decarbonisation into opportunities. By shifting the energy mix, and reducing the industry’s carbon intensity in the process, these solutions can ultimately help distributors and operators alike to uncover the value generation opportunities that exist within their businesses’ energy transition. Speakers from the 2023 Shell Ultimate Stopover event provided their perspectives on three key insights shaping what comes next for the commercial road transport industry. INSIGHT 1: MORE BUSINESS MODELS EVOLVING New business models are overseeing industry evolution. Macro-economic factors such as regulations, infrastructure and technologies all play a role in the evolution of the industry across different markets. Given unique market dynamics and technological advancements, all markets are in a different stage of the decarbonisation journey. “Sector decarbonisation cannot happen overnight and will require us to work together,” noted Parminder Kohli, Senior Vice President Europe, Middle East & Africa, Shell Lubricants. “By looking at the solutions and low- and zero-emission options available today, such as improved truck designs, digital and energy effi cient technologies, or premium fuels and lubricants, we can support a purposeful transition that is profi table too.” With electrifi cation requiring a number of changes in the operating model of fl eets, leading industry consultancy, Frost & Sullivan, expect to see internal combustion engines continue to account for a major share of commercial vehicle sales across all segments globally, even in 2030. This is where a mosaic of alternate low-to- zero emission technologies – such as bioLNG, biodiesel, hydrogen, e-fuels and renewable electricity will aid in this transition. An increasing number of fl eet companies are beginning to view such a transformation as an opportunity. Using this opportunity to streamline their operations and improve fl eet-wide effi ciency, these businesses are grasping the apparent fi rst-mover advantage that is currently on offer. Mubarak Moosa, Vice President, Global Leader – Mobility Group, Frost & Sullivan, said: “From our analysis of the commercial vehicle industry, we believe new business models, such as Digital Freight Brokerage and Truck as a Service (TaaS) among others, will unlock new potential. Tackling ineffi ciencies through innovative fl eet management and diversifying offerings will see the industry shift its focus from total cost towards value generation.” Frost & Sulivan also view collaboration between players in the heavy-duty transport ecosystem as a way to drive low-to-zero emissions technologies. INSIGHT 2: CREATIVE COLLABORATION TO MEET DEMAND Collaboration has always been a key facet of the commercial road transport sector. However, it is increasingly widening in scope. The lubricants business is a perfect case in point, having experienced increased consolidation among value- chain partners, such as lubricant suppliers and distribution partners. One benefi t of this is to shorten the supply chain, by investing in adjacent businesses such as complementary digital services like fl uid monitoring technology. Distributors are also exploring brand extensions of their lubricant portfolios to help tap into the rising demand for premium grades, while some fl eet owners may become more open to working with lubricant manufacturers on cobranded products or partnerships. Shell has built successful relationships with key OEMs, such as Scania, working in partnership through the product development cycle to align product offerings with their needs. Evalena Falck, Vice President and Head of Strategic Account Management at Scania, said: “When it comes to sustainable transport, Scania works around three key pillars: energy effi ciency, renewable fuel and electrifi cation, and smart and safe transport. And by working with other industry experts, like Shell, we are helping to drive progress in all three, supporting our customers as they look to meet their own environmental and operational targets by transitioning to cleaner fl eet solutions.” As another example of industry collaboration, this past summer Shell hosted its own BioLNG Tour, COVER STORY Plant / Machinery / Vehiclesplantmachineryvehicles.comNOVEMBER 2023 | 31transport is the huge potential of taking an integrated approach to fl eet management. This potential is proven by the Shell Starship Initiative. Since its launch in 2018, the Initiative has been dedicated to demonstrating the art of the possible when it comes to decarbonising commercial road freight. “Starship sets an example of how multiple innovative solutions and cross-industry collaborations can be integrated to achieve a common goal by combining today’s technologies and advancements in areas such as aerodynamics, energy effi ciency, alternative fuels, low viscosity lubricants and advanced digital solutions,” said Dr. Selda Gunsel, President of Shell Global Solutions and Global Vice President of Lubricants, Mobility & Fuels Technology, Shell. The third iteration, Starship 3.0, uses the most modern technology and advanced lubricants, including the new Cummins X15N Natural Gas engine. This potential extends to both fl eet companies integrating new technologies as well as alongside a number of key colleagues throughout the value chain. BioLNG is derived from renewable resources, such as organic waste, making it a 100% biofuel. The high energy density of bioLNG makes it an eminently suitable alternative to traditional diesel fuels used by many fl eets. The 10-day, fi ve-stop tour stopped at various landmarks linked to bioLNG throughout Europe, to highlight that together, CO2 reductions on a well-to-wheel basis can be achieved from Berlin to Turin. “The bioLNG value chain represents a shared decarbonisation vision. Where bioLNG has an advantage over many of its counterparts, is that it is a readily available solution – meaning it can help protect output and business today, while laying the foundations for a smooth transition to lower- carbon – and eventually net-zero – emissions,” said Thomas de Boer, Vice President, Commercial Road Transport, Shell. “However, bioLNG is only scalable if collaboration is at the heart of every process – from production to delivery. Integrated policies will be the key to driving this collaboration and, more widely, the development of: lower-carbon fuel options; infrastructure expansion; vehicle roll out; and customer choice.” Whether moving goods, materials or people, any business in this space is focused on driving effi ciencies. When it comes to fuel, effi ciency ladders up to both profi tability and sustainability. INSIGHT 3: COMBINING TECHNOLOGIES TO GENERATE MORE BENEFITS The third insight shaping the future of heavy-duty providers offering bundled services. The former is demonstrated by a recent report from the North American Council for Freight Effi ciency (NACFE), which shows that leading fl eets in the US are taking advantage of the possible benefi ts of combining effi ciency-saving technologies and practices – spanning the powertrain, body and chassis, connectivity and advanced driver-assistance systems (ADAS). In 2016, NACFE endeavoured to fi nd the best in real-world fuel effi ciency and embarked on what has now become Run on Less by NACFE. Run on Less 2017 was a fi rst-of-its-kind fuel effi ciency roadshow that proved 10MPG is possible with various combinations of commercially available technologies. Increasing demand for low-emissions supply chains, accelerated regulations and maturing technologies have since created huge progress. Mike Roeth, Executive Director of NACFE, said: “Our latest ‘Run on Less: Electric DEPOT campaign5 ’ is an asset that helps Fleet Managers “Sector decarbonisation cannot happen overnight and will require us to work together. By looking at the solutions and low- and zero- emission options that are available today, such as improved truck designs, digital and energy effi cient technologies, or premium fuels and lubricants, we can support a purposeful transition that is profi table too” Michael Roeth, Thomas de Boer, Thomas Mueller, Selda Gunsel, Evalena Falck, Parminder Kohli and Haytham Yehia (left to right), presented their expert views on carbon reduction in the transport sector. COVER STORY 32 | NOVEMBER 2023plantmachineryvehicles.comPlant / Machinery / Vehiclesunderstand how they can expand their electric fl eet to bring better solutions. This type of insights will accelerate functional and sustainable growth.” Reimagining commercial road transport to support a purposeful and profi table transition, the Shell Ultimate Stopover event in Dubai showed that while keeping costs low remains key to operators, a new vision of the commercial road transport industry might emerge with these changes. While each market is in a different stage of the journey, continued collaboration across the industry will be needed and this starts with using currently available technologies to help drive progress today and tomorrow. The Shell Starship 3.0 has a Cummins X15N renewable natural gas engine operated using low-viscosity Shell Rotella natural gas engine oil. Mike Roeth, Executive Director, NACFE, explained how fl eet managers can use their electric vehicles to bring better solutions. The energy transition can only take place by working together on all options available today, Parminder Kohli, Senior VP, Shell, pointed out. SHELL STARSHIP 3.0 CUTS CARBON EMISSIONS IN DEMO RUNS The Shell Starship 3.0 successfully completed a US West Coast demonstration run once again last month to showcase the art of the possible for effi ciency and carbon reduction in commercial road transport. This 3rd generation Starship truck, equipped with a Cummins X15N™ natural gas engine and powered by renewable natural gas (RNG), ran a fully loaded trailer on an 840-mile loop throughout California collecting critical performance data. Shell Starship 3.0, loaded with Shell Rotella engine oil, measured sustainable freight ton effi ciency using ton-miles of goods transported per kilogram of CO2 emitted (FTE CO2e). These results were third-party monitored and verifi ed by The North American Council for Freight Effi ciency (NACFE), as was done with the fi rst two Starship demonstrations. Shell Starship 3.0 completed the demonstration run while operating near the maximum permissible gross vehicle weight of 36.28 tonnes for a Class 8 truck. It achieved improvements over the US average for diesel Class 8 trucks1 of 2.542 times better freight ton effi ciency (FTE) assessed on a ton-miles per gallon basis and 3.23 times better FTE assessed on a ton-miles per kg of CO2 emitted basis. The Cummins X15N natural gas engine powered by RNG emits less CO2 than a diesel engine and further confi rms to fl eets the potential for different engine and fuel options to reduce CO2 emissions. RNG is a natural gas transportation fuel that can be derived from organic waste4 and is interchangeable with Compressed Natural Gas (CNG) and Liquifi ed Natural Gas (LNG) in transport vehicles. “Shell Starship 3.0 demonstrates the power of innovation by incorporating a new natural gas engine complimented by today’s available technologies to help reduce emissions in the road transport industry,” said Dr. Selda Gunsel. “Industry collaboration is critical in helping fl eets achieve their sustainability goals.” Similar to its predecessors, the truck also included components and features that promote lightweighting, low aerodynamic drag, and low rolling resistance tires. Shell Starship 3.0 operated using a low-viscosity Shell Rotella natural gas engine oil and Shell Spirax transmission and axle oils. Low-viscosity lubricants require less energy to move throughout the engine while still providing the protection, effi ciency, and performance needed in harsh operating environments. COVER STORY Plant / Machinery / Vehiclesplantmachineryvehicles.comNOVEMBER 2023 | 33The Al Masaood Group’s presence at ADNEC was in the venue’s Hall 3, where stands 3430 and 3530 hosted the company’s divisions, as well as some of their global principals and technology partners, including KSB and KSB Service, Quartzelec, PACT, TubeFit Engineers, Leroy- Somer, Lamtec and others – serving as a platform to foster partnerships and collaborations, connecting with industry peers and customers. Speaking about Al Masaood Group’s participation in Adipec, Hani El Tannir, CEO, Al Masaood – Group Industrial, said: “As pioneers in the industry, we are dedicated to providing cutting- edge technology and solutions that support our business strategy and contribute to the UAE’s vision of a more sustainable energy sector. Al Masaood’s commitment to driving innovation is marked in our 24th consecutive year of presence at Adipec.” Innovation, sustainability and effi ciency were the main hallmarks of Al Masaood’s product lineup at Adipec 2023, said the group in a statement. Al Masaood Projects & Engineering Services Division (PESD) led the charge in providing the UAE’s energy sector with engineering equipment solutions from supply to installation, commission, and maintenance. INNOVATION AT THE CORE Dr Khursheed Alam, General Manager, Al Masaood Projects & Engineering Services Division (PESD), said: “Innovation was at the heart of our showcased solutions at Adipec 2023, and A l Masaood Group, one of Abu Dhabi’s leading business conglomerates, marked its 24th consecutive year of participating in the Abu Dhabi International Petroleum Exhibition and Conference (Adipec) this year, with a prominent showcase of innovative and sustainable industrial solutions for the oil & gas, utilities, power, manufacturing and nuclear sectors in alignment with the UAE’s Energy Strategy 2050 and Net Zero by 2050 strategic initiatives. An extensive range of products and services were showcased by Al Masaood through its Industrial Divisions, including Al Masaood Projects & Engineering Services Division (PESD), Al Masaood Power Division, Al Masaood Industries and other arms. AL MASAOOD GROUP SHOWCASES INNOVATION AND SUSTAINABILITY AT ADIPEC Senior offi cials of the Al Masaood Group entities exhibiting at Adipec are seen in front of the group’s stand in Hall 3 of the exhibition’s venue. SHOW REPORT 34 | NOVEMBER 2023plantmachineryvehicles.comPlant / Machinery / Vehicles Group presents extensive range of products and services with global principals and technology partners in 24th consecutive time at the event this global platform allowed us to demonstrate the breadth and depth of our integrated energy portfolio. Our featured innovations have the power to revolutionise the industry, bringing effi ciency, data-driven maintenance, and enhanced performance. Further, our exhibits on safety, security, and environmental protection underline our efforts to prioritise the well-being of personnel and the preservation of our ecosystem.” During Adipec, Al Masaood PESD introduced various high-quality products and services, including KSB’s Reverse Engineering Scanners and intelligent monitoring systems that minimise energy consumption, operational expenses and downtime. The General Manager, KSB Service LLC, said: “KSB Supreme Serv started as an independent Joint Venture company with Al Masaood in 1999 for aftersales of KSB pumps. So we do all the troubleshooting, installation commissioning and also supplying spare parts and doing the lifecycle of the pumps servicing and optimisng their operations. “Al Masaood is one of the biggest names in the market, not only in oil & gas but also in other sectors. So associating with them has been very benefi cial for us. We have been participating in Adipec with Al Masaood since as long as I can remember, and this year’s event was a fruitful one for us with many enquireies coming our way.” Another Al Masaood partner, TubeFit Engineers, provided an overview of its solutions for leakage points and fugitive emissions, including high-pressure fi ttings for hydrogen services. These next-generation solutions prioritise reliability, sustainability, and competitive pricing, said Vidyanand Dinkar and Sanjay Bengali, both Managing Partners of the company. “We are a Mumbai-based manufacturer of instrumentation fi ttings and valves and a lot of equipment that goes into the oil & gas industry. We are a company with several ISO certifi cations and we’ve been in business for 25 years now. Our products have been developed in-house with our own engineering processes and standards and go through stringent testing and quality processes,” Dinkar said. “We signed a partnership agreement with Al Masaood at last year’s Adipec and our assocation with such an established group has proved its importance. They have a very thorough understanding of and a great position in the local market, as they have been doing business successfully for so long.” The Al Masaood Group presence at Adipec encompassed two stands and hosted the company’s divisions, as well as some of their global principals and technology partners. Jad Nasr, Manager, Leroy Somer, at the Nidec Leroy-Somer stall. SHOW REPORT Plant / Machinery / Vehiclesplantmachineryvehicles.comNOVEMBER 2023 | 35Bengali added: “We spent time speaking with our target customers and the market in general. We have spoken to end-users like Adnoc, as well as second rung users such as contractors and oilfi led equipment manufacturers. We are keen to push our products in this market and of course the strong presence of Al Masaood here and their stature is of great help. They are defi nitely hand- holding us and taking us to customers whom we woudl not have been able to reach on our own.” Another partner, Lamtec, focused on optimising combustion processes, improving energy effi ciency and reducing environmental impact. Lamtec’s advanced ignition systems, fl ame scanners, and measuring systems took centre stage at Adipec. Oussama Lakhal from Lamtec’s sales operations said: “Participating in Adipec along with Al Masaood this year has proved to be very positive for Lamtec. We saw high footfall and high levels of interest in our products and services. The Al Masaood stand drew a lot of visitors due to the group’s reputation, and that was very benefi cial for us.” LONG PARTNERSHIP Meanwhile at Quartzelec, an independent service provider for motors and generators, and another Al Masaood partner for over a decade, Steve Cooper, Director – Power Generation, said: “We predominantly look at the inspection and testing of high-voltage motors and generators, and then as required, the repair of these. We also offer condition monitoring with which owners and operators can determine the health of their machines while still in use.” At Adipec Quartzelec presented its refi ned condition monitoring offerings that encompass more scope, and can tell in an instant if a machine needs to be taken offl ine before it does serious damage to itself. Cooper added that Quartzelec’s relationship with Al Masaood has been very very good. “They are very supportive of what we do and in fact we go to many joint meetings together to customers and then design and provide solutions to them.” Another Al Masaood partner, PACT, exhibited a range of customer-oriented, cost- effective solutions, including RO desalination systems, sewage treatment systems and fi ltration systems, which address industry challenges and opportunities in the waste and wastewater treatment segments. A PACT spokesperson said: “Our association with the Al Masaood group has been a fruitful one, though it is still a young partnership. We initiated the partnership with them around three Hamdy Madany, Manufacturing Manager, in front of the Al Masaood Industries stall. Steve Cooper, Director - Power Generation, at Quartzelec, presented his company’s condition monitoring offerings. PACT’s young partnership with Al Masaood Group was boosted by their second participation in Adipec with the group. SHOW REPORT 36 | NOVEMBER 2023plantmachineryvehicles.comPlant / Machinery / Vehiclesyears ago and we have gone from strength to strength since then. We participated in last year’s Adipec as well with them. “Al Masaood is of course a very large entity in Abu Dhabi and the UAE and has a big presence in the oil & gas sector, along with a lot of contacts in the industry. This really helps us, as they can get us good leads which we can follow up and convert. It has been a great partnership so far. “This year’s Adipec has surpassed last year’s in terms of not only visitor numbers but also really meaningful footfall of people who matter to us. We’ve had quite a few promising interactions with prospective customers. We believe this is also another added benefi t of being located in the huge Al Masaood stand at the event.” Apart from its partners, Al Masaood’s in-house brands and entities were also well represented at its Adipe stand. The Al Masaood Power Division, for example, showcased the Nidec Leroy-Somer brand of electrical products. Jad Nasr, Manager, Leroy Somer, said: “Nidec Leroy-Somer and Kato Engineering are leading manufacturers of alternators and motors. We are here at Adipec representing the service and after sales part of the brands. The services we provide include complete overhaul of generator alternators and motors. Also, this time at Adipec we presented two solutions for the Automatic Voltage Regulators or AVR, which has dual back-ups. We also presented monitoring systems for alternators “Al Masaood is the service partner of Nidec Leroy-Somer and Kato Engineering in the region and we have facilities where we are building a state-of-the-art workshop for overhaul of the entire Nidec Leroy-Somer and Kato range of products.” ONE-STOP-SHOP FOR SOLUTIONS Meanwhile, PESD, one of the leading businesses within the Al Masaood Industrial Group, is a one stop shop for solutions in its fi elds. Alam said the divion focuses mainly ion oil & gas but is now also into nuclear, power and utility. “Our core activity is the supply, installation and commission, refurbishment and site activities. We’ve recently won some big projects to which will offer our services. We are also involved in water and waste water projects,” Alam said. “At Adipec this year, we saw great interest in our products and services, with enquiries from several companies. We are also looking more into sustainability in the products and services that we provide. We are bringing in new technolgies with sustainable solutions. “This year, we rolled out the latest technology from some of our esteemed partners across the energy spectrum, including the oil & gas, utilities, power and nuclear, and manufacturing. These offerings prioritise safety and environmental protection and are designed to support the highest safety standards, further cementing Al Masaood PESD’s reputation as a leader in revolutionising the energy industry while driving sustainable and effi cient practices,” Alam said. Among the most innovative decarbonisation solutions that Al Masaood talked about at Adipec was an injection pump that actually injects collected CO2 back into the ground. Tarek Khodair, Sales Director of Al Masaood Power Division, explained: “There are companies that collect the CO2 from the atmosphere in places of high concentration, such as at industrial sites. They then liquefy it, mix it with other agents, which may include substances like sea water. And then they need an injection pump that can inject it under high pressure into the ground or soil or rock formation. This helps get rid of the excess CO2 in the industrial processes. “We’ve just started assembling this new product recently and it is part of Al Masaood’s sustainability initiative, in line with the future plans and vision of countries in the region of eliminating carbon emissions. This is a small contribution from our division into this effort. And it was is one of the new areas for us at this year’s Adipec.” Dr. Khursheed Alam, GM, Al Masaood PESD, at Adipec. At the KSB SupremeServ stall, visitors were guided through KSB’s Reverse Engineering Scanner that was presented at Adipec. Vidyanand Dinkar (left) and Sanjay Bengali, managing partners of Tubefi t Engineers, were all praise for Al Masaood’s handling of their principals. SHOW REPORT Plant / Machinery / Vehiclesplantmachineryvehicles.comNOVEMBER 2023 | 37ANALYZING THE BENEFITS OF SELLING WITH RITCHIE BROS Ritchie Bros. serves the region and beyond from its Middle East hub in Dubai's Jebel Ali Free Zone. A s the construction sector has expanded in the Middle East and around the world, so have the ways and means of procuring equipment to use in construction projects. Ritchie Bros. the global leader in the equipment and vehicles auction space, knows all about it – as do the people working there. PMV Middle East recently caught up with Aneel Jacob, Senior Territory Manager at Ritchie Bros.’ Middle East operations in Dubai to get an overview of how the process of acquiring machinery and vehicles has changed over the long years that he has seen pass under his watch. Jacob is a veteran of the auction industry and has been with RB for over two decades now. His job involves a lot of travelling and he says he spends most of my days on the road, meeting with partners and clients to understand their requirements, hear what projects they are working on and see how Ritchie Bros. can support them. “Proactively engaging with customers in this way is fundamental to my role and helps me achieve my target of growing sales for the company by forming strong personal and professional relationships with new and existing stakeholders. The real joy is when I get to see new customers continue to work with us, as it shows how much they value the advice and expertise I am able to offer them as part of the Ritchie Bros. team,” Jacob says. As someone who has had a fascination for machines and a curiosity about how they worked from a very young age, Jacob seems the apt candidate to engage with customers – and with the machinery and vehicles. “I knew Ritchie Bros. was a place where I could grow my passion for equipment and that is why, when presented with the opportunity to work with Ritchie Bros in 1999, I grabbed it with both hands. Initially I worked in the yard at the Dubai offi ce. From there, I worked in different branches of the organisation, such as in inventory control, as an equipment inspector, as a sales site coordinator and in the documentation team to assist with import and export. This was before moving on to my role in the sales department as Territory Manager in 2005,” Jacob explains. “Working with Ritchie Bros. has been an absolute privilege. The company has given me room to hone my skills and grow. The opportunities in different roles within the organisation have prepared me well for my current role as territory manager. As a company, Ritchie Bros. prioritises transparency and trust when helping customers buy and sell heavy machinery. This is why Ritchie Bros. has a reputation as a trusted auctioneer in the heavy equipment industry.” LONG TENURE With such a long tenure, and after having worked in so many roles, what is his assessment of the auction industry in terms of its importance, the changes he has seen and the direction that it is headed towards? “Over the years, demand has been rising for used heavy machinery in the region, and the construction and logistics sectors play a signifi cant role in this need. This is where auctions come in, as these industries rely on auctions to acquire such assets at competitive prices to complete their projects,” Jacob explains. “Auctions and asset disposition have evolved a great deal. For example, the sector has undergone a digital transformation, with more auction AUCTIONS 38 | NOVEMBER 2023plantmachineryvehicles.comPlant / Machinery / Vehicleshouses digitising their platforms and conducting online auctions. Ritchie Bros. in the Middle East transitioned to online auctions during Covid-19, and we have continued to hold online auctions as they have allowed us to reach a wider audience and enabled more local and international buyers to participate in our auctions. Technology has also helped us increase the diversity of our assets, as we have extended our network of sellers and feature a greater variety of equipment in our auctions.” Jacob adds that he works in a strategic location for Ritchie Bros. – the Middle East territory - which is ideally situated to serve markets in both the East and West. The extended network of sellers and buyers in the markets is supported by Ritchie Bros. and since the company moved its auctions online, “we’re witnessing much higher interest from international buyers and sellers and are sending equipment to other countries within the GCC, Europe and Africa”. Elaborating on the effects of this online Aneel Jacob, Senior Territory Manager, Ritchie Bros. Detailed inspection reports of all equipment consigned in an auction are hosted on Ritchie Bros.' website for buyers to see. transition, he says: “In addition to a greater adoption of technology, we have also seen increased demand for more transparency. Buyers are becoming more informed, and they have a greater appetite for details about the equipment they are buying so that they can make better informed decisions. “To meet this demand, we have a comprehensive process when receiving equipment and prepare detailed inspection reports for every asset. This ensures bidders and buyers at Ritchie Bros. auctions have access to all the information they need, and it has helped us to create trust and build even stronger relationships with our buyers and sellers.” BENEFITS TO SELLERS Speaking about the benefi ts of selling plant and equipment through Ritchie Bros., and the services that the auctioneer offers, he explains: “Ritchie Bros. offers an all-inclusive service to help sellers get the most value for their assets. When you sell with us, your items are exposed to an extensive network of buyers from all across the globe through Ritchie Bros.’ various buying platforms. We also offer tailored marketing support to promote your assets, expertise on how to use our channels and access to historical data that can help you as a seller and know the best time to sell your items – knowledge that we share with all our sellers.” Assisting sellers in this way is very much a team effort, he adds, and Ritchie Bros.’ success can be attributed to the operations and sales support staff behind the scenes that manage all documentation, contracts and payments, and offer stellar after-sales services. “Over the years, demand has been rising for used heavy machinery in the region, and the construction and logistics sectors play a signifi cant role in this need. This is where auctions come in, as these industries rely on auctions to acquire such assets at competitive prices to complete their projects” “They also advise on the transportation of assets to and from our yard, conduct inspections and prepare the detailed inspection reports that are then hosted on all our channels for prospective buyers to see.” So now that you know all about the benefi ts of using Ritchie Bros.’ services, how exactly do you go about doing it? Jacob says the process is as easy as it can be, for most of the work is done by the Ritchie Bros staff. “Simply reach out to your territory manager or contact our auction site in Dubai fi rst and share the list of items you would like to sell. Be sure to include as much detail as possible, as this will help us advise you on putting all the necessary documentation together. The territory manager will then arrange a time to come and view the assets and give you an estimate for the sale of the machines. Once agreed and the contract is signed, our team will coordinate the transport, inspections and reports. Selling with a reputed auctioneer like Ritchie Bros. really is that easy,” Jacob explains. He goes on to reveal some insider tips: “You can sell your assets at any time of the year, but the end of the year is the best time to generate some extra revenue for your business going into the new year. We recommend joining our upcoming auction on December 13-14, as this is an excellent way to leverage Ritchie Bros.’ expansive buyer network and give you the support needed for a seamless seller experience.” For more information about this upcoming auction in Dubai and how to participate, visit www.rbauction.com/dubai or call Ritchie Bros.’ Dubai offi ce at +97148120600. AUCTIONS Plant / Machinery / Vehiclesplantmachineryvehicles.comNOVEMBER 2023 | 39Next >