Jebel Ali-based Cranes and Equipment (Middle East) Ltd was established last year to complete a strategic network covering the vital markets of Europe, the Middle East and Africa, the Far East and the Americas for the sale and purchase of cranes on the international market.
With dedicated offices in Jebel Ali, UK and Thailand and its long term partner, North American Machinery, Inc. based in the US, Cranes and Equipment can effectively cover the world. And cover it they do with more than 23 major pieces of specialist equipment worth millions of US Dollars bought and sold in the first eight months of this year alone.
According to Allan Good, Director of the Middle East operation, the Company's business falls into two categories. The first is the purchase and sale of cranes and other equipment to and from end users such as the major crane rental, heavy lift and construction companies.
Good makes it sound deceptively simple: ''A particular crane will come to the end of its contract and the owner may not have a suitable contract to move it on to. Rather than keep an expensive unused asset on their balance sheet, they may prefer to sell it. At this stage we will buy the item and set about selling it to another company that can use it.''
What he didn't mention is that the two end users may be half a world apart, separated by miles of ocean and many hours of time difference! Thus through their worldwide network and intimate knowledge of the equipment itself and the construction markets on six continents, Cranes and Equipment offers an essential service to both buyers and sellers.
A classic example is the recent purchase of a Manitowoc 200 tonne crawler crane in Dubai which was duly sold and shipped to the US.
As a variation on this process, Cranes and Equipment may be commissioned by the equipment owner to act as a broker or sales agent for procurement or disposal of one or more pieces of equipment, matching the seller with a buyer on a worldwide basis.
The disparity between the depressed construction markets in Asia and the booming market in the US has meant that Cranes and Equipment has successfully bought and sold 12 major items from Asia to the US this year alone. Currency values also play a major role as the US$ and US$-linked currencies (such as the GCC currencies) strengthen, making purchases in somewhat weaker currencies more attractive.
Long term customers for Cranes and Equipment include such international companies as Mammoet, Van Seumeren and Johnsons Crane Hire and local entities such as Abu Dhabi's Al Jaber Est.
A second business stream for the company is refurbishing older or unserviceable equipment ready for resale. In this instance the equipment is completely refurbished by Cranes and Equipment using new parts. When complete, the refurbished equipment can be sold with a new warranty. Major manufacturers include Liebherr, Manitowoc, Demag, Tadano and Samsung.
Buyers generally purchase equipment from Cranes and Equipment on an FOB or C & F basis. In many instances Cranes and Equipment will handle all aspects of dismantling at site, transport, loading and shipping for the customer which is a major logistical exercise in itself.
As Good recalls, ''Our best performance so far was in Thailand where we successfully transported and loaded two 80 tonne and two 150 tonne crawler cranes in a single day. All in all the shipment represented more than 1600 freight tonnes of cargo and required 18 low loaders to transport it to the port.''
Now Good faces his ultimate challenge - a huge Manitowoc 1200 tonne capacity ringer crane. As he says, ''These are very, very rare in the world and very costly - about $8.5 million when new. However, it is absolutely ideal for the Middle East market particularly the oil and gas and petrochemical industries.''
Interested parties can contact Allan at his Jebel Ali office.
