Genavco’s plant and equipment division doubled its sales between 2000 and 2003,
according to Asif Sayeed Khan, department head (equipment division).

Last year, it achieved a 27 per cent growth over 2002 figures, he adds.
“Our success can be attributed to both the quality of our product and our marketing skills,” says Khan.
The plant and equipment division deals with a range of products for the construction, industrial and marine sectors, which are sourced from more than 17 suppliers based in the US, UK, Europe and Japan.
Catering to the market requirements for the past 37 years, Genavco has been successful in achieving continuous growth. “To achieve success, it is important to have a complete knowledge of the customer’s requirement, competitors moves and the latest trends in the industry,” he says. “We continuously upgrade or add new products and have expanded our sales team and constantly strived to improve after-sales service.”
“Communication is a key factor. Genavco’s team is always geared up to meet the challenges, offering professional solutions with innovative products, relationship management and transparent public relations. Every year we receive a number of repeat customers who demonstrate their trust in the quality product and good after-sales service.”
Over the past few years, Genavco has achieved major success in road construction equipment, comprising Wirtgen group products – Vogele pavers, Hamm road rollers and compactors and the Wirtgen road milling machines.
Genavco introduced Vogele pavers in 1999 and sold one unit in 2000, four in 2001 and nine in 2002. Last year, it sold 14 units while this year it has already sold four units during the first two months.
Khan continues: “We have been very successful with Hamm and Vogele products in recent years. We captured about 60 per cent of the market last year and there has been a growth in sales.”
In 2003, Genavco sold 60 Hamm rollers and 14 Vogele pavers, achieving the top position in sales of road construction equipment. Currently, there are over 300 Hamm rollers and over 24 Vogele pavers operating in the UAE.
Genavco is now planning the launch of Vogele’s latest model Super 1800-1, an advanced version of Super 1800, the most popular model in Vogele range.  A free demonstration will be conducted for various leading road construction companies over a one to two week period at each site between August and October this year, says Khan.
Wirtgen machines have been used in some of the leading projects such as Dubai Airport expansion, Interchange No 4 and 5 on Sheikh Zayed Road, Al Khail road, Manama to Ras Al Khaimah Airport, tunnel and road network in Kalba mountains, extension of Emirates Road from Sharjah to Ras Al Khaimah, camel racecourse and internal roads in Dubai.
Wirtgen’s products are being used by all the leading road construction companies.
“We are currently looking out for new manufacturers to expand our range for road construction products,” says Khan.” Our material handling equipment has also been moving fast, particularly in the Jebel Ali Free Zone, where there is demand for quality products and service back-up.”
Genavco also represents Crown, the world’s largest privately-owned electric lift truck company. The US-based Crown manufactures a range of electric powered/battery operated material handling equipment.
“The UAE is a tough market for material handling with some 12 players. If one is able to maintain or increase market share, it is a big achievement and that is what we have accomplished,” says Khan.
“During the past seven years, we have maintained our market share. We have been successful in winning a number of prestigious projects in the logistics, warehousing and distribution sectors in addition to other fields such as electronics, computers, foods, dairies, airlines, ports, freight forwarders and many more.
“Crown has supplied more than 20 VNA (very narrow aisle) trucks in Dubai to date. The product is number one in the UAE market. The Crown VNA man-up turret stock pickers is its most successful product and has sold more worldwide than any other competitor. The trucks have a maximum capacity of 1,500 kg and lifts to a height in excess of 13 m. It is used for pallet retrieving and placing as well as individual order picking.
“We have maintenance contracts with logistics companies to give them maximum up time and will be launching a new range of electric reach trucks in the second quarter of this year. By the year-end, Crown plans to launch a new range of VNAs,” he says.
Genavco intends to launch Wave equipment (Work Assist Vehicle) products from the Crown range in the UAE this year. Crown’s products are used by most leading logistics and warehousing firms in the UAE.
  Other companies represented by Genavco include:

• CompAir: A wide variety of users rely on CompAir C series compressors to meet the requirements for portable compressed air. Pressures range, depending on the model, from seven to 24 bar g (100 to 350 psig). “Genavco has been associated with CompAir for 25 years. The product is doing well and has a 15 per cent share of the market,” says Khan. “We deal with diesel engine-powered portable air compressors and offer a wide range of models to suit any application, from the smallest single-axle model powering a couple of pneumatic tools through to the powerful twin-axle units with the unique 180-degree turntable steering for excellent manoeuvrability on confined sites.
  “Easy access for operation and routine maintenance is standard across the range with well-located control panels and simple lift-off canopies or large access doors.”
  Some of the recent projects include one of the leading ship docking and repair yards, where Genavco supplied 10 high-pressure large and 12 mid-range compressors.
• JLG: a leading producer of self-propelled aerial work platforms and variable-reach telehandlers and telescopic hydraulic excavators. JLG’s products are primarily being bought by rental companies that rent and sell such products to a diverse customer base in the industrial, commercial, institutional and construction markets.
  “Over the past few years, we have witnessed an increase in sales for JLG, which could be because of tighter safety regulations in the UAE,” says Khan.
  The product has wide range of applications from maintenance works – cleaning companies to government organisations like Etisalat, Dewa, Civil Aviation, interior decorators, ship repairing companies, oil companies, power plants.
• Kalmar: The Swedish specialist in container handling equipment, reach stackers, forklift, gantry crane and ship-to-shore cranes is also the market leader in the UAE for container handling equipment with most of the ports being equipped with its products.
• Boge: Established in 1907 in Germany, the company has grown and developed into one of Europe’s leading compressor manufacturers.  The company currently exports 40 per cent of its products. By 2010 its target is to increase this to 60 per cent.
  “We introduced the product two-and-a-half years ago. It has been well received by the market,” Khan says. “We are selling stationary electric air compressors for the industrial sector. Our clients include the food industry, can manufacturers, power plants, power distribution companies and cement companies, to name a few.
• Domnick Hunter: Founded in 1963, the Domnick Hunter group is an international group of companies dedicated to the provision of high quality filtration, separation and purification products for a wide range of industries and applications.  Elaborating on the applications of the company’s products, Khan says: “Bulk water which exists in all compressed air systems causes problems – corrosion of piping, permanent damage to valves, cylinders, pneumatic tools, machinery and reduced effectiveness of after-coolers/heat exchangers.
  “Over 99 per cent of bulk water can be easily and economically removed by installing Domnick Hunter dryers, high-efficiency water separators and filters. The separator enables compressed air systems to operate efficiently with reduced downtime and maintenance costs. This new, patented technology will also improve the effectiveness of after-coolers, refrigerant dryers, filters and other downstream equipment.”
• Broadcrown: Genavco has been a major player in the prime power generator market for more than three decades and continues to be one in partnership with the UK-based Broadcrown. “The sales increase over the last couple of years is an indication of the emerging strength of the Broadcrown range in the standby generator market of the UAE and we are an approved generator supplier by some of the leading consultants,” Khan says.
  Broadcrown has proved to be capable of meeting the requirements for sophisticated standby systems to maintain building services, using computers and telecommunications in the projects executed in the UAE.
  Genavco stocks an extensive range of Broadcrown generator sets covering ratings from 22 kVA to 500 kVA powered by John Deere and Deutz engines and Newage Stamford alternators. Gensets of higher capacities are available with other internationally-renowned engines as per the customer’s choice.
  Broadcrown generators have found acceptance in the Dubai Internet City, Dubai Media City, Dubai investment Park, American Embassy, Government of Dubai buildings, Diwan Office Muscat and a number of residential and commercial towers.
• John Deere: John Deere is the third largest producer of off-highway engines in the world and second largest for genset application. Genavco, its engine service dealer for the UAE, is able to provide 100 per cent customer support that includes complete parts and service and warranty. Genavco’s factory-trained electrical and mechanical engineers are capable of commissioning generators and have infrastructure for providing full maintenance support for both engine and electric components, says Khan.
• Detroit Diesel Corporation (DDC): The US-based company is one of the world’s largest manufacturers of diesel engines and has engines suitable for almost any type of application. DDC is a leader for highway applications and its market sectors include include the oil and gas industry, power plants, power packs, fire pumps, water pumps, and the replacement market. Genavco has been continuously supporting its customer base by supplying them parts and quality service.
• Allison: US-headquartered Allison is a technology leader in both product design and manufacturing of the world’s most advanced automatic transmission. As Allison’s distributor for the UAE, Genavco offers products, parts and a quality service to its clients. Genavco has the only accredited service training centre assisted by full-time trainers for Detroit Diesel and Allison equipment in the Middle East which provides training to user personnel and the distributor’s staff.
• Terex: Terex Corporation is a diversified global manufacturer of a broad range of equipment for the construction, infrastructure, quarrying, recycling, surface mining, shipping, transportation, refining, utility, and maintenance industries.
  The company focuses on manufacturing and marketing high-quality capital equipment designed to improve customers’ productivity and return on invested capital. Its products are manufactured in 49 facilities in North America, Europe, Asia, and Australia and are marketed in more than 100 countries.
  Terex manufactures a range of articulated and rigid dumptrucks, off-highway trucks and quarry trucks.
• ACDelco: For almost 100 years, ACDelco has been producing batteries that are chosen the world over, whether for car, heavy-duty truck, snowmobile, boat, motorcycle or mower to provide a maintenance-free and long-lasting service life.