Nitin Jajal, General Manager, MAIT India
MAIT operates directly with customers and we already have our own offices in Delhi, Mumbai, Pune and Chennai. Being a market leader, we are in a happy position where people know our equipment and have been using them for the last 15 years, says Nitin Jajal, General Manager, MAIT India. Excerpts of the interview.
What is the current market trend for foundation equipment?
Presently we are undergoing a downturn in the foundation equipment segment but there are also opportunities for certain specialised jobs for which we are supplying equipment to the customers. Basically now activities are more in the metro rail segment. Overall, there has been a slowdown in all the segments but hopefully after the elections, there should come about a better scenario and improvement, too.
Do you think a new government will rework the policy for faster project implementation?
There have been two major roadblocks in the infrastructure sector ; one is the road sector itself where the PPP model is not really working due to various factors, and the other is the power sector. Even in the power sector, more reforms and changes will be required and once that is done, then there will be an upturn in the market.
What are the major application areas for your products in India?
There are certain jobs especially in the Metro sector and jobs related to railways, where our products could be of relevance in India. Many Metro projects will be coming up in the near future, and also there are plans for freight corridors and elevated railway projects. These can be major application areas for our products.
What is your marketing strategy in the current situation?
We are focusing more on jobs which are ongoing and already have funding, jobs like the Metro.
What about your dealer and distributor network? How do you work closely with the customers?
MAIT operates directly with customers and we already have our own offices in Delhi, Mumbai, Pune and Chennai. Our products are niche equipment, not a mass product. Being a market leader, we are in the happy position where people know about our equipment and have been using it for the last 15 years. We are the first company to come to India in this sector on our own, and we have been around and active in India for more than 15 years. MAIT is an Italian company and we are here in India as a subsidiary. We are getting direct inputs from our Italian office and we have interactions and visits from the Italian application engineers as and when we need it, so that we can move forward.
How do you customise your machines for Indian requirements?
Our machines are very user-friendly, we have simple hydraulics and we use only electricals for controlling. There are no sophisticated or modified electronics, so it is very easy to operate and maintain.
What engine do you use in your equipment?
We always use Caterpillar engines and now in India, it conforms to the latest norms of emission and sound control.
What are your expectations from the construction industry in India?
The level of infrastructure which we have is not even up to 15-20 per cent of developed countries like the US. So there is a long way to go; likewise, there is also a lot of potential for all the players in the construction industry.