We have invested in a service field force through our dealers as well as at our end. The idea is to ensure that all machines operate safely and with minimum downtime, says Jaideep Shekhar, Executive Director, Terex MPS. Excerpts from the interview.
What have been the trends in the sale of crushers and screens in the mining segment, especially for tracked / mobile/ stationary plants?
The intensity of competition is likely to get stronger from tracked plant makers as they continue to divert their attention to the aggregate sector largely owing to the slowdown in mining. Given the nature of projects and the nature of users/ operators, an ability to mobilise quickly is required. Small and medium contractors will be able to do that with the track and wheeled equipment. Hence, tracked and wheeled machines will emerge as the preferred choices over time. This is also an area where Terex is the market leader in India.
What was Terex MPS's performance in 2012 like? How do you expect 2013 to be?
2012 was not a good year for the industry. Financing options available were significantly less for our customers and many projects were delayed due to government policy issues. We, however, witnessed a growth in our Terex MPS wheel plant business, driven by the launch of new products and also a strong demand in the export market for these machines.
In 2013, we intend to prioritise our customer support and business growth will be through continued introduction of newer and higher capacity products targeting all the crushing stages.
Brief us on the steps initiated to train operators and technicians.
Although sophisticated equipment and machinery is available in the aggregate market, the unorganised nature of aggregate industry remains a concern, so much so that majority of users are not able to select the right equipment and utilise the same to its full potential, due to lack of proper training and product knowledge. We engage with our users through customer training and technical seminars for both existing and prospective customers. The objective is to share the knowledge pool available with us.
How do you assess the role of preventive and periodical maintenance?
The role of preventive maintenance is very important in achieving optimum performance of the equipment. Periodical planned maintenance can ensure that the downtime is minimal and saves a lot of unnecessary cost at a later stage.
At Terex, we are investing in imparting training to the dealer and customer service teams to ensure that they are well versed with the maintenance programmes and have the necessary skills to keep the equipment in efficient working condition.
What are the major technology / product trends in this sector?
We are witnessing a shift in the customer preference with the demand shifting towards mobility. More and more customers are now opting for track- mounted and wheel-mounted crushing and screening plants. There is also an increasing demand and preference for equipment with PLC control and Terex crushing equipment range is fully geared to meet these customer needs.
What is your take on the increasing competition and what make Terex MPS different?
The various marketing initiatives of manufacturers to boost sales can be characterised as the growing maturity of the crushing and screening market. However, product placement, which is accepted as key to success in marketing, helps create a foundation. This is where we stand apart from the 'Me tooö players. We have always believed in sharing our knowledge and experience with our customers, thereby strengthening their decisions, usually, in our favour.
Localisation has been a major initiative for us. We have invested in a world class manufacturing facility at Hosur in Tamil Nadu and the majority of the machines are manufactured in India. We have invested in a service field force through our dealers, as well as at our end. The idea again is to ensure that all machines operate safely and with minimum downtime. These are some key points, apart from a well-designed, rugged, reliable product that differentiates us in the market.