Even though 2020 wasn’t a normal year by any stretch, some businesses and dealerships managed to grow and expand. “Thermo King in the Middle East won 3 important accounts that will further increase our market share in the region,” says Walid Sellami, Area Manager at Thermo King in the Middle East. “Our dealers had to innovate themselves as well – with Yali & Allayyan Trading Co. in Kuwait becoming one of the most successful dealerships in the region.”
Growing market share of Thermo King in the Middle East
Thermo King is rather popular in the Middle East. We recently made a huge deal with Kibsons International LLC to equip their fleet of home delivery vans in the UAE with our V-300 units.”
“But we are also expanding in Kuwait – a rather small country. But what you do need to take into account is that temperatures tend to rise exponentially during the summer – with day temperatures reaching +45°C on the regular. So, transporters need a reliable cooling unit to keep their goods in prime condition.”
Successful introduction of additional services
Even though business in the Middle East diminished because of the health crisis, Yali & Allayyan Trading Co. continued to prosper. Instead of focusing on unit sales, the Kuwaiti dealership focused on service contracts:
- Mobile services
“Some customers aren’t able to visit our dealership on the regular. So, Yali & Allayyan Trading Co. has a dedicated on-location technician. One of them is responsible for all Kuwait Airlines’ HVAC units for a couple of months.”
- Preventative maintenance
“As I mentioned before, Kuwait has an extreme climate. Yali & Allayyan Trading Co. offers service contracts to regularly detect the degradation of components.
Yali & Nissan partnership for increased sales
Customers in Kuwait aren’t always familiar with the different refrigeration units. “The problem was that customers knew the kind of vehicle they wanted to drive and later selected the cheapest refrigeration unit.”
That’s why Yali & Allayyan Trading Co. partnered up with the largest Nissan dealership in Kuwait. A partnership that’s similar to the existing premier+ program, that offers a unit, trailer, and financing.
“At the Abdulmohsen Abdulaziz Al-Babtain dealership, customers can now order a Nissan vehicle – fully equipped with a Thermo King unit. Also, they can finance the complete package at the dealership.”
“Now, thanks to this partnership, we are projected to sell +700 units during the next year which will increase our market share in the region. Not bad if you ask me,” concludes Walid Sellami.
