Breaking Good

Karl Fakhoury discusses the Middle East's attachments market

Karl Fakhoury
Karl Fakhoury

PMV: What is your role at Montabert?
Karl Fakhoury: I am district attachments manager for the Middle East and Africa. I also have responsibility for Turkey and India. It is my job to channel the sales force of Motabert within these regions and to develop and maintain an effective network of distributors.

PMV: How’s business?
KF: Business in 2013 progressed remarkably well in comparison to 2012. Sales of Montabert breakers have increased dramatically throughout the Middle East, Africa and Turkey. Construction professionals across these regions have started to acknowledge the efficiency and productivity of our products. Customers are extremely happy with the fact that Montabert is delivering solutions to meet their daily construction requirements.

PMV: For how long has Montabert been operating in the Middle East?
KF: We have been present in this region for more than 25 years. Today, our distributor network extends across the Gulf. Montabert is a well-established name in the Middle East.

PMV: What solutions does Montabert offer?
KF: Montabert’s core activity in the Middle East involves the sale and support of breakers. We offer a full range of breakers that are compatible with commonly used carriers. We provide breakers ranging from 20kg to 5.5t. When it comes to breakers, Montabert enjoys a market share of more than 30% in the Middle East.

In addition, we offer products such as cutters, pulverisers and crusher buckets. These tools fall under the umbrella of attachments. It is our aim to provide attachments that maximise the productivity of our customers’ operations. We continuously promote product awareness so that our customers can easily identify attachments to suit any application.

PMV: How would you assess the attachments market in the Middle East?
KF: The attachments sector in this region is relatively immature; that is, compared to Europe and North America. However, we are receiving an ever-growing interest from the Middle East. After all, customers realise that attachments can cut costs and offer excellent returns on initial investment. At Montabert, we endeavour to use our knowledge from other markets to encourage customers’ product awareness in the Middle East.

PMV: How do you expect the Middle East’s attachment market to develop during the course of the next 12 months?
KF: My colleagues and I are very optimistic about business in 2014. We anticipate double-digit growth and we expect continued gains in terms of Montabert’s market share in the Middle East and beyond.

Personally, in light of upcoming projects in the UAE, Qatar and Saudi Arabia, I predict that 2014 will bring with it a surge for the region’s construction industry. Montabert will be ready to capitalise on this upturn. In the longer term, I expect to see an infrastructure boom in the Middle East. Again, customers will need breakers and supplementary attachments in order to get their jobs done.

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