This document provides an analysis of the commercial vehicle distribution networks in African and Middle Eastern countries for Volvo Eicher Commercial Vehicles. It begins with an introduction to Eicher Motors and its joint venture Volvo Eicher Commercial Vehicles. Graphs show the competitors present and countries entered in Africa and the Middle East. The majority of the document consists of individual country profiles for each nation, including key details about the market, sales figures, dealer networks and locations. It analyzes the markets based on VE's presence using BCG matrix and Porter's five forces model for each country. Overall recommendations are provided to help the company expand in these growing but untapped markets.

1. DISTRIBUTION NETWORK
ANALYSIS OF AFRICAN &
MIDDLE EAST COUNTRIES
BY: AKSHAY KAUSHAL
JULY 6, 2015
VOLVO EICHER COMMERCIAL VEHICLES
# 96, Sector 32, Gurgaon - 122 001, Haryana, India

2. CONTENTS
Acknowledgement……………………………………………………………………………………………………………………..
Executive Summary……………………………………………………………………………………………………………………
About Eicher Motors…………………………………………………………………………………………………………………1
Volvo Eicher commercial Vehicles…............................................................................................2
SWOT Analysis of VE Vehicles……………………………………………………………………………………….5
International Business…………………………………………………………………………………………………..5
SWOT Analysis of International Business……………………………………………………………………...5
Project Introduction………………………………………………………………………………………………………………….6
Market Analysis Graphs………………………………………………………………………………………………..7
Analysis…………………………………………………………………………………………………………………………………….8
Suggestions to the company………………………………………………………………………………………………………9
Country wise Data Collection Template of Africa
South Africa………………………………………………………………………………………………………………….10
Egypt…………………………………………………………………………………………....................................15
Algeria…………………………………………………………………………………………………………………………..19
Morocco………………………………………………………………………………………………………………………..23
Tunisia…………………………………………………………………………………………………………………………..26
Nigeria……………………………………………………………………………………………………………………………30
Ghana…………………………………………………………………………………………………………………………….34
Ivory Coast……………………………………………………………………………………………………………………..38
Angola…………………………………………………………………………………………………………………………….41

3. CONTENTS
Democratic republic of Congo………………………………………………………………………………………..45
Cameroon………………………………………………………………………………………………………………………49
Kenya…………………………………………………………………………………………………………………………….52
Ethiopia………………………………………………………………………………………………………………………….57
Tanzania…………………………………………………………………………………………………………………………61
Uganda…………………………………………………………………………………………………………………………..65
Zambia……………………………………………………………………………………………………………………………69
Mozambique…………………………………………………………………………………………………………………..73
Zimbabwe……………………………………………………………………………………………………………………….77
Mauritius…………………………………………………………………………………..……………………………………81
Madagascar………………………………………………………………………………..…………………………………..83
Botswana……………………………………………………………………………………..…………………………………87
Namibia………………………………………………………………………………………….………………………………90
Libya………………………………………………………………….……………………………………………………………95
Sudan………………………………………………………………….………………………………………………………….98
Senegal………………………………………………………………………………………………………………………….101
Gabon……………………………………………………………………………………………………………………………103
Malawi………………………………………………………………………………………………………………………….105
Rwanda…………………………………………………………………………………………………………………………107
Republic of Congo………………………………………………………………………………………………………….109
Chad……………………………………………………………………..……………………………………………………...111
South Sudan…………………………………………………………..……………………………………………………..113

4. CONTENTS
Equatorial Guinea…………………………………………………………………………………………………………114
Burkina Faso…………………………………………………………………………………………………………………116
Mali………………………………………………………………………………………………………………………………117
Benin…………………………………………………………………………………………………………………………….119
Niger……………………………………………………………………………………………………………………………..121
Guinea…………………………………………………………………………………………………………………………..122
Sierra Leone…………………..……………………………………………………………………………………………..124
Togo………………………………………………………………………………………………………………………………125
Mauritania…………………………………………………………………………………………………………………….127
Liberia……………………………..……………………………………………………………………………………………128
Guinea Bissau…………………….…………………………………………………………………………………………130
Gambia……………………………….………………………………………………………………………………………..131
Central African Republic………..………………………………………………………………………………………133
Country wise Data Collection Template of Middle East
Saudi Arabia………………………………………………………………………………………………………………..135
UAE……………………………………………………………………………………………………………………………..140
Iran………………………………………………………………………………………………………………………………145
Iraq………………………………………………………………………………………………………………………………148
Israel…………………………………………………………………………………………………………………………….152
Qatar……………………………………………………………………………………………………………………………156
Kuwait………………………………………………………………………………………………………………………….160
Syria……………………………………………………………………………………………………………………………..164
Oman…………………………………………………………………………………………………………………………..166
Lebanon……………………………………………………………………………………………………………………….171

5. Jordan…………………………………………………………………………………………………………………………..173
Bahrain…………………………………………………………………………………………………………………………176
Yemen…………………………………………………………………………………………………………………………..179
Annexure 1 ……………………………………………………………….................................................................182
References…………………………………………………………………………………………………………………………………183

6. ACKNOWLEDGEMENT
I would like to express my gratitude to Volvo Eicher India, which gave me the opportunity to enhance
my business acumen by doing a Summer Internship Project. I sincerely hope the work done will help
the company in understanding the new markets and the decisions taken on the basis of the analysis
will be fruitful in the coming years.
I express my heartfelt thanks to Mr. Aman Arora (DGM), my mentor for the project. The continuous
guidance and mentoring helped me throughout the project. His valuable suggestions and insights have
helped me complete this project on time.
I would also like to thank Mr. Amitabh Shrivastava, Mr. Anirvan Banerjee, Mr. Tushar Chattwal, Mr.
Arjun Gupta and Mr. Siddharth Jain and the complete exports department for giving me helpful
insights in the business related to VE Commercial vehicles as well as my project.
Finally, I would like to thank HR team who helped me whenever I faced any difficulties.
JULY, 6 2015 AKSHAY KAUSHAL
MBA IB
UBS
PANJAB UNIVERSITY

7. EXECUTIVE SUMMARY
Eicher trucks and buses are expanding their operations across different countries. Africa and
Middle East offers a good opportunity as CV industry in these countries is still growing
because of the growth in the GDP. Hence, this analysis helps both the company as well as the
author to increase their knowledge about this untapped potential markets. The project is all
about tracking the performance of all the existing players in African and Middle East markets.
In the beginning of the report Eicher motor’s introduction is given along with the different
product portfolios, it has ventured into followed by a SWOT analysis of the company then its
international business/Exports department.
The project starts with the graphical representation of the competitors and number of
countries they are present, in both Africa and Middle East. The data collected is country wise
starting with the country where total industrial volume is maximum along with that maximum number
of competitors are present. The data includes the details about the country ,it’s growth rate, key
business, sales figures across all the major three categories light duty, medium duty and heavy duty.
Next comes the major part that is the information about the dealers; their distribution network,
locations; they are present at and this is done on the basis of single brand owners or multiple brand
owners. After this all the key locations are plotted on the political map of the country which would
help in knowing why certain areas are preferred than others.
Product portfolio of the company is the next step which is the categorization of different products
each company sells in individual countries.
The analysis is done through the BCG Matrix which categorizes the countries on the basis of VE’s
presence in certain markets against the total industrial volume. Individual analysis of the country is
done through Porter’s Five Forces model which would help in taking the decision on the basis of five
parameters ie. Threat of the entry, bargaining power of the distributors, bargaining power of the
supplier, Threat of substitutes and Competitive rivalry.

8. CERTIFICATE
I have read the report submitted by Mr. AKSHAY KAUSHAL and hereby certify that the student has
successfully completed the project, in line with the objectives set for the same.
JULY 6, 2015 Mr. AMAN ARORA
(DGM)
HEAD INTERNATIONAL BUSINESS SALES
(Signature of the mentor)