Six currencies, with an estimated population of 184 million - the East African community exists around the Great Lakes Region. “The Cradle of Mankind” is what it is called. This region lies in the heart of Africa and is home to both flora and fauna as it may have existed in the primordial times, undisturbed – SMART.

Mobility has changed considerably in this region by the way the tyres here have found their way into this market. In 1998, Truck Tubeless Tyre Conversions began in Kenya and quickly spread out to the neighboring regions. Presently 95% of the tyres found in fleets are tubeless and there is 100% conversion rate on Passenger and 4x4 range of vehicles. It was the SMART thing to do. The millennium saw an influx of Fleet Management softwares, Tyre Management Contracts, with the help of Budini Tyre Management Software. Unprecedented tyre training, growing investments in tyre machinery, tools and accessories investments. Technology and processes peaked and the bubble burst.

On the tyre spectrum 12.00R20, which was the predominant tyre size, was replaced by the low profile 315/80R22.5 (not the 13R22.5) which continues to hog 60% of the truck tyre market. The 8.25R16 was replaced by the 265/70R19.5 and 295/80R22.5 (together with 12R22.5) replaced 11.00R20. On the tyre spectrum and front we were ahead of developed, space (nuclear) age countries like India and the Gulf where tubeless conversions were less and the predominant sizes remained to be 10.00R20 and 12.00R24 respectively.

Tubeless rims became the order of the day and even when Trilex Split rims (80 years technology) are still in use in the Gulf. For a market that churns out approximately 600,000 trucks tyre casings per year, tyre retreading is the environmentally SMART thing to do. The cold procured tread process replaced the hot casing damaging process.  East Africa has not been left  SMARTing in this field either.

What went wrong:

1.  Intelligent Organisations. Any intelligent system must be data-driven

The primary objective of any successful organisation is to analyse large pools of data accumulated over long periods of time in their areas of operations (This includes transporters, tyre importers and distributors and tyre manufacturers). Increasingly organisational decisions are NOT taken by managers’ intuition and common sense but algorithms and data derived electronically from recording of our interactions and experiences with customers. Selling tyres has ceased to be a contact sport it has degenerated in some quarters into a Nintendo like encounter.

Intelligent organisations normally SCALE (Sense, Comprehend, Act, Learn and Explain) their environment with managers/ owners / directors ceding authority over certain decisions while acquiring new capabilities and roles for themselves. As conjoined twins, SMART (Specific, Measurable, Achievable, Realistic, Timely) and SCALE goals must be matched.

Let me give illustration with a story. In Africa we love to do so. Reader’s discretion is advised!

A (SMART) priest arrived late at the foot of Mt. Kilimanjaro, Africa’s tallest mountain, for a climbing expedition the following day. Exhausted, he searched for a room in the nearest inn. Only one room was available which he was requested by the motel owner to share with a beautiful lady wearing a stunning fishy (SCALEy) dress who had arrived late for the same expedition. To make matters worse, there was only one mattress. The exhausted lady prepared and slept on one side of the mattress, while the honorable  priest laid the sheet and slept on the cold floor two meters away. The following morning at the breakfast table the priest formally introduced himself to the beautiful lady as asked her where she was from. She on the other hand enquired of the priest as to his mission at the Kilimanjaro. “ I have come to climb and conquer this greatest mountain in Mother Africa,” he said proudly trying to impress her. She paused and after a sigh said to  the priest in a low voice, “Tell me exactly how you intend to climb this mountain when you cannot SCALE up a six-inch mattress?!”  Moral of the story: No matter how good your SMART goals are, you must act on SCALE-ing the heights.

2. Smart Technologies portend a smart working force

Tony Nicolini – Founder of the Budini Tyre Software and Systems, puts it beautifully when he says “Technology is only as smart as the users want it to be.”  The exponential growth of data capturing capability has not been matched by its harnessing and channeling into useful avenues largely because investments are low in the field of tyre education and  tyre infrastructure. Having experience Tyre related trainings in different parts of the world, our region receives but a trickle of the much-needed skill laced training that would sharpen their senses in order to tyre SCALE better.

The three aspects related to Smart Tyre Technology are:

Smart transporters

Zul is a transporter who runs a successful bus company. Operating from the heart of Nairobi, to most parts of Kenya. He keeps meticulous records on all his tyre records. These records were the basis for decision making for a transport company that has had the least number of fatalities in the country. Zul represents about 5% of transporters in this region who have scrupulous, readily available  data that is open to scrutiny not only by his own company but can be used by suppliers.

In 2012 I had a chance to visit Tyre Heaven, a company in Sao Paulo. They invited Nicolini (Budini) and me to visit their premises. With over 700 trucks and trailers, there were there only three persons working in the tyre department. Cradle-to-Grave tyre data is maintained for all tyres. Once or twice a year, like a pilgrimage, representatives major tyre suppliers congregate in the transport premises to tender openly for 8,000 tyres.

Smart processes

Special Sales approaches to the market determine the success or failure or a sales person. Many transporters, tyre importers or dealers approach to own products with little comprehension on the conditions of use. Mismatch between tyres and vehicles, tyre and routes, have only added to the chagrin on the end-user. Professional ethics prohibit me from dwelling too much into these sales processes to end-users and dealers, but to say the least, these methodical approaches have no substitute. As a result of tyres being treated as a commodity, where price is the only point of discussion, SMART tyres with lipstick and high-heels have found their way into a hostile market that has unpaved roads, untrained staff and uncaring drivers in some instances.

The readers of this article may have had access to better tyre optimisation processes than the ones I will mention below. Yet I can say without a doubt now will match the dedication and follow-up that is offered by the Budini Tyre Management Systems.

• The Tyre Optimisation Process is a non-patented process that was arrived at by a team of tyre experts on casing (yet not tyre optimisation) in order to achieve the lowest cost per Kilometer in a particular fleet. Pocket Suit, Survey Web and TMS are worth a glance.

Feature Benefits and Evidence (FABEs) is the way tyres were sold, sadly price has over-shadowed all three since both  the purchaser nor the seller are reluctant to discuss the matters relating to performance. Benchmarking of tyre mileages across fleets is more often than not misleading.

Smart sales people

Ajay, Yves, Mick and Tony belong to a fading rare breed of people who were tyre  fleet problem solvers. These gate-keepers and well-trained mentors in process described above played and continued to give solutions and on-site training in the harsh environments. What is common about this people in how  SMART or wise they are. It is the extremely long span of attention they dedicate in their line of duty. It is therefore worrying that today when the tyre is being treated as a commodity and not a Safety Engineering piece of equipment, Africa and Africans without secure gate keepers and anti-dumping laws will fall prey to fast talking sales persons with tik-tok attention spans. If I were to be the Chief Tyre General –  Certain Tyres would only be sold on prescriptions.

In  South Africa, it was uncommon for representatives of different companies to meet at a major transporter and conduct a joint scrap and claim analysis. Just like doctors conducting a post-mortem, sample casings from each brand would be analysed and reported before they would rest back for a Friday  Brae and Beer. SMART. I know this may be happening in other parts of the word any it is the reason we now have the Radial Tyre Damage Book.

RFID, push alerts, Translogic tools, TPMS (Tire Pressure Monitoring Systems) are all example of Smart technologies that many sales persons, managers, owners and directors are aware of but are not capable of implementing just yet. However, training might be that essential key that unlocks the thirst for the much-needed necessities.

I end this article with the SMARTest thing I have heard this year and maybe for a long time. It comes from a great mind in Tyre Management “It does not matter how you record (label) tyres in whatever system you have….what matters is what you do with that tyre after that. A basic tyre system understood by all is the best way to involve others and come out with shining success. It beats even the tyre RFID systems - Marcio Olievera (Budini Systems – SMARTyre SCALER).

Comments (0)

ADD COMMENT

Link Copied!

Hankook Tire moved to accelerate its market expansion in the United Arab Emirates by hosting the ‘Laufenn Partner Event’ on 21 May. The company collaborated with its official UAE distributor, Gulf Coasts Co L.L.C., a well-established player in the Middle Eastern automotive sector.

Over 150 regional wholesalers, retailers, dealers, fleet customers and executives from Hankook Tire’s Middle East and Africa Division attended the gathering. The event served to share strategic plans for growing Laufenn’s presence in the UAE, leveraging Gulf Coasts’ advanced logistics and technical workforce to solidify Hankook’s business influence.

The programme highlighted Laufenn’s high-performance passenger car and SUV tyre lineups, including the new EV-compatible LK12 model, which promises improved performance, handling, stability and longer mileage. A brand session unveiled the strategic roadmap for the UAE, followed by a business conference aimed at maximising partner collaboration.

Jong Woo Kim, Vice President and Head of the MEA Division at Hankook Tire & Technology, said, "Based on the strong distribution synergy with Gulf Coasts, we will rapidly expand Laufenn's footprint in the UAE market. By delivering Laufenn's value-conscious strategy, which is anchored in Hankook Tire's global top-tier technology and strict quality standards, we are committed to driving sustainable, mutual growth alongside our local partners."

Hamed Ghaedi, Managing Director, Gulf Coasts Co L.L.C, said, "We are tremendously excited to lead the official distribution of Laufenn, a global brand engineered by Hankook Tire. Moving forward, we will fully activate our channels, combined with our robust sales force, to maximise Laufenn's market visibility and deliver meaningful commercial outcomes across the UAE."

Comments (0)

ADD COMMENT

Link Copied!

Sun Auto Tire & Service has advanced its strategic expansion in the Midwest by opening a new Plaza Tire Service location in Collinsville, Illinois. This addition strengthens the company’s footprint on the east side of the greater St. Louis area and represents Sun Auto’s 17th store in the state.

With more than six decades of service in the Midwest and a reputation as the Quick Change Artist, Plaza Tire Service continues to emphasise trust and dependable service. Situated at 1501 Golfview Drive near the Orchards Shopping Center and just off Belt Line Road, the new Collinsville store reinforces Plaza Tire Service's commitment to delivering best‑in‑class automotive service and top tyre brands backed by Sun Auto’s price match guarantee.

Sun Auto Network continues to grow nationwide through both strategic acquisitions and new‑build locations, now operating over 575 stores across the country.

Rob Kingery, Regional Vice President, Operations, said, "The greater St. Louis market remains a priority in our growth strategy. This location enhances Plaza Tire Service regional coverage and reinforces our commitment to covering customers in the Midwest."

Comments (0)

ADD COMMENT

Link Copied!

Continental has officially transferred ownership of its French service and distribution arm, ContiTrade France, to the investment firm ASC Investment. The planned sale, first revealed by the company in December 2025, has now been completed. Under ASC’s management, the business is expected to gain flexibility and operate more nimbly, helping it retain existing clientele while attracting new customers with a specialised tyre and service lineup.

The deal encompasses over 130 corporate BestDrive outlets, two retreading centres and all associated administrative support for the tyre and repair business, employing approximately 1,200 people. Although sold, all service points will stay within Continental’s BestDrive France network through franchise arrangements. Both sides have chosen to keep the purchase price and other financial specifics confidential.

ASC Investment, with offices in Luxembourg and Munich, focuses on European corporate carve-outs and succession opportunities. Its leadership team brings decades of industry experience, aiming to boost performance in acquired companies through operational refinements rather than structural overhauls.

Véronique Giraud, head of Continental’s tyre business in France, said, “We are proud to support a franchise network of more than 200 BestDrive outlets throughout France. With our strong brand and longstanding expertise in the tyre and vehicle services business, we remain fully committed to supporting all our franchisees, helping them grow their businesses and realise their full market potential.”

Frederic Hierl, Managing Director, ASC, said, “We would like to thank Continental for its trust and excellent collaboration over the past few months, as well as for its confidence that we are the right partner for the long-term development of 130 BestDrive branches in France. Having signed a long-term franchise agreement, we look forward to being a reliable, agile partner for our customers and suppliers while continuing to be an important partner for Continental France in the years ahead.”

Comments (0)

ADD COMMENT

Link Copied!

Bridgestone has issued a fresh advisory for motorists feeling the strain of high petrol prices, emphasising that vehicle efficiency extends well beyond the fuel pump. The tyre manufacturer argues that tyres themselves play a measurable role in household fuel budgets and that drivers can achieve significant savings by shifting their focus from fuel costs alone to broader vehicle maintenance and driving habits.

To help consumers maximise every tank, Bridgestone has outlined several practical steps aimed at reducing fuel consumption, improving road safety and lowering emissions. The company stresses that minor adjustments in tyre choice, upkeep and driving behaviour can accumulate into meaningful financial and environmental benefits. A key message from Bridgestone’s Technical Manager Peter Moulding is that many drivers underestimate how greatly tyres and driving style influence fuel economy and safety.

Among Bridgestone’s recommendations, selecting fuel-efficient tyres with low rolling resistance, such as the Turanza 6 model, is highlighted as a primary measure. Regular tyre pressure checks are also critical, as incorrect inflation increases rolling resistance and degrades braking and handling. Additionally, maintaining proper tyre condition through simple tread tests prevents the engine from working harder than necessary, while smooth driving and avoidance of harsh acceleration are presented as major factors in reducing consumption.

Further advice includes anticipating road conditions to maintain steady speeds and using cruise control selectively on flat motorways but not on hilly or winding routes. Drivers are also urged to remove unnecessary weight and roof racks and to close windows at higher speeds to reduce aerodynamic drag. These steps, when combined, help preserve tyre performance and enhance overall efficiency.

Modern tyre technology, exemplified by the Bridgestone Turanza 6 with ENLITEN technology, offers an optimised balance of reduced rolling resistance, safety and long wear life. This EV-ready, all-season tyre suits both combustion engine and electric vehicles, ensuring that efficiency improvements do not compromise everyday usability or road safety when paired with proper maintenance and driving discipline.

Comments (0)

ADD COMMENT

Link Copied!