Our objective is to help our customers succeed and be profitable.Our objective is actually all about safety. For Terex, safety comes first, so we factor in safety at all stages of product development, says Martin Seibert, Head – Cranes, India, Terex Cranes. Excerpts from the interview.The developed markets are dominated by slewing type mobile cranes while in India, it is predominantly pick-and-carry cranes. Is there a shift towards application-based cranes? Terex Cranes is a global company with many locations around the world, which allows us to have an oversight of customer needs across multiple geographies.What is true is that each customer has a different need, and the need is complex. So, yes, there is no worldwide trend, but more of characteristics that each customer demands. For example, in Australia, they use pick and carry; Europe is more of an AT cranes market, Japan goes for more rough terrain cranes, etc. There are multiple variables that impact this, some of them are related to regulations and some of them to preferences and historical issues (ie, using a type of crane because it has been historically popular).What have the market trends for mobile cranes been like for the last couple of years? Which are the major verticals that drive the demand for mobile cranes? Mobile crane demand drivers are construction, infrastructure, and energy, for the highest all terrain capacities heavy lifting. We don’t see a unique direction/trend, but cranes that adapt specifically to user and market needs.Maybe it is better to illustrate this with examples. The challenger series is an AT family that focuses on delivering a one-operator taxi crane with all on board and still under the axle load road limitation; it also offers a 50 mt telescopic boom. For the under 12T axle load limit markets, we have the challenger 3160 (55T capacity class) and for other countries with higher load limits such as the UK, we have the 3180 (60 T capacity class).For Terex, safety comes first, so we factor that safety in all stages of the product development.Another example is our AC 1000 1200T capacity class AT crane; it’s the only crane in its class that can go on road with the boom on and still be below 12T per axle. This crane offers the possibility of inserting an additional 50 m long telescopic section, or just leave the base 50 m section and adding lattice sections. In a nutshell, we offer customers the possibility of choosing. So, the trend is to have versatile machines that can be adapted to specific markets and customer requirements.Tell us about the range of cranes offered by Terex in India. We have a full range of cranes in our product line.We cover not only the entire existing capacity range but also all the different products.We have a vast range in our offering; a wide range from small truck cranes to the world’s largest working crawler crane, the CC8800-1 Twin.How does your product stand out from the competition in terms of ease of operation, energy and fuel efficiency and safety? We would rather not refer to these in comparative terms but in objective terms. Terex Cranes offers cranes that render the highest return on investment and has the job done safely. Our objective is to help our customers succeed and be profitable. This objective translates into safety. For Terex, safety comes first, so we factor that safety in all stages of the product development.We have come up with the best-in-class innovative safety features. Versatility is what our cranes offer our customers so they can take on more jobs.What is the demand-supply scenario for high capacity crawlers and how strong is Terex in this segment? Heavy crawler demand has always been relatively stable.When demand was low in Europe and the US, BRIC countries mitigated it. It is also related to energy, and that is an area which is in constant growth. Terex crawlers have always set new benchmarks, yet again lately, with our recent introduction of the new 650 T capacity crawler crane Superlift 3800.What is your take on the existing safety norms? What kind of inbuilt safety features are on offer in the Terex product range?Safety is priority for Terex. In our CEO, Ron DeFeo’s words, “If our workers or customers can’t go back safe at home every day, nothing else matters.” So we offer multiple safety features, here are some of them.Fall protection system: lattice booms have an award winning fall protection system that mitigates the height of the fall.•Rail trolley system: Our bigger AT cranes have a trolley system that allow the operator to walk on the boom and be attached to a higher than wait point, so if a fall occurs, the distance fall is minimised, as opposed to systems that are attached to the floor of the boom. •-5° boom position: Some AT cranes are capable of lowering the boom less than -5° in order to eliminate the need of work at height.•Easy rigging luffing jib systems: All terrain cranes have a patented easy rigging luffing jib system, it greatly reduces work at heights.How do you address the issues of lack of trained operators? We have a very advanced training centre, with comprehensive and highly engineered training programmes to cater to all training needs. How strong is Terex’s market potential for all-terrain cranes and truck-mounted cranes? There is potential in these markets.We are pretty optimistic for next year, and we believe it will be a year similar to 2012. Terex Cranes is consistently among the three biggest players in the industry.Does Terex offer the same range of cranes that is in the global markets? Yes, we offer the whole range but it differs from location to location, based on how each product fits the local market and regulations.For example, we don’t offer US-made boom trucks in most countries of Europe.Yes, we have plans to launch a few new products. This year, we launched more than ten new products, and there is more on the anvil. We will talk about it at the right time.