Liebherr-Werk Nenzing enter South Africa

Liebherr-Werk Nenzing GmbH have identified Sub-Saharan Africa as a major market for the com-ing years, with massive potential arising as African countries up-grade their port facilities, either directly or through international partnerships, to meet the port demands of the next decades.

In 2007 Liebherr set a new record by handing over 11 mobile harbour cranes to various African custom-ers. With 11 units delivered to Tunisia (three units), Benin and Nigeria (two units each), Egypt, Morocco, Algeria, and Namibia (one unit each), it accounted for 13% of the complete sales volume. This represents an 83% increase over 2006 (6 units) and is the company's best performance so far on the continent. Over the period of the last 5 years the Liebherr mobile harbour crane population in Africa was more then doubled up, reaching 42 units in total.

With regards to the reachstacker market Africa also showed dynamic growth with 7 machines sold in 2007. So far the biggest order was realised in September as the Angola based company “Empresa Portuaria do Lobito” signed the contract for the delivery of three units, type LRS 645. Another regular customer, the Egyptian Ministry of Defence was next to purchase two LRS 645, which was a follow-up order to previous contracts. Recent purchasers of brand-new LRS 645 include two more African compa-nies, Intels from Nigeria and MOFED from Tanzania.

Nenzing has forged partnerships with both national and international port companies to help meet local expectations. Cultural and political influences in some countries mean a local understanding is required, and to this end Nenzing have set-up a local Business Unit to meet customer requirements.

For sales activities, Gordon Clark has moved from 10 years in the UK and Irish markets and taken residence in South Africa. He is replaced in these markets by 2 local sales persons, but continues to give project guidance. Now having more than 17 years with Liebherr, he will bring a high level of knowledge to the ports.

Service is presently provided locally by Liebherr Africa Pty Ltd in Springs, but Nenzing are in the process of forming a local service station there purely for the maritime product and headed by a factory trained Service Manager, like Gordon, with long-term company experience.

“Local contact with the customer and excellent after sales cover is the key to our success in Africa,” said Leopold Berthold, Sales Director. “Our product is good, the service is good and we respond to our cus-tomer feedback. These are the keys to long-term mutually beneficial relationships.”

Mr Clark added, “Our customer base here is already large and growing and it will be an exciting challenge for me to further develop this.”

The Business Unit is expected to be fully operational by the middle of this year.

Source: Transportweekly