PMP Industries, The Application Specialist

After sales support and customer service are very important elements to the PMP strategy. We think the customer support is a key factor to win the market. We are working hard to design hi-tech and innovative products tailored to the Indian market's specific expectations and needs. Our new Chakan plant of PMP Drive Systems India will be ready early next year with both an assembly and production lines. With reference to export, we decided to create PMP Drive Systems India in order to serve not only the local market, but also all the Middle East and the SAARC countries," says Mr. Pozzo, President, PMP Industries, in an interview with Maria R.

What is the focus of your participation at Excon-2013 and what products are you going to launch/display at the show?
In November 2013 we are going to present to the Indian market the new PMP Industries high-tech complete solutions, designed to be used in several mobile applications. At our booth (Hall 2, upper level, booth no. 478-480) mixer truck manufacturers can closely appreciate the PMB series, world known mixer truck gearboxes that made PMP the global market leader, and discover the new compact patented solution, the PMBec. This breakthrough in the mixer drive technology is 55% shorter and 40% lighter than the traditional solution. Excavator manufacturers will find absolutely amazing the features of PMCI integrated travel drives series equipped with PMTE swing drives series with hydraulic motors designed specifically for working pressures up to 450 bar, and for hydraulic excavators up to 50 ton. Heavy duty equipment manufacturers will find interesting PMC gearboxes available with the new plug-in variable displacement (PMH MKV), or fixed displacement (PMH MKF) motors. These plug-in type axial piston motors are designed for high pressure (up to 450 bar) heavy duty applications, and feature the most compact design with several valve options available.

Do you think that participating at Excon would help in promoting the company's marketing objectives and infuse a new dimension to its business areas?
We have been working in the Indian market since 2003. We started selling directly from Italy, but now have an assembly and production plant which will be ready in early 2014. Anyway, we are still "young" in the market and we need to push our Brand and PMP strength and values to be better known by the local markets.

Excon is a must-attend event for us and for the relevant players of the sector. The show is one of the most important events for the Indian market and has become a leading event in Asia, especially with reference to the Construction equipment and technology sector. Furthermore, the show is important as a meeting point: considering the wideness of India and the consequent difficulties in meeting in terms of time and distance, Excon is a platform to easily reach customers, suppliers, partners, and to build and develop strong business relations and partnerships.

PMCI, travel drives with integrated motors	PMH MKF, fixed displacement plugin motors

In the construction equipment industry, how difficult is it to implement the marketing and business development strategies in the current tough economic scenario?
The current scenario creates challenges every day, and causes PMP to continuously check and improve strategies to adapt to the market's trends and developments. We strongly invest in R&D: even in these difficult years where the performance of the economy is unpredictable, PMP has always invested heavily in the development of new high tech products to meet at best market needs. Having the most advanced technology in both the products and production process is one of the winning strategies to face the difficulties of the economic scenario. It allows PMP to always have products with plus value, as compared to the competitors.

In addition, more than in previous years, market data collection and analysis is definitely an important factor to make the right decisions. Meeting customers, suppliers, and partners, to understand their needs, is a key factor to understand market trends awareness and set proper strategies and operations.

What is PMP Drive Systems India's foremost business development strategy for the current competitive construction equipment market?
Main strategy we are carrying out at this stage in India is working hard to design high-tech and innovative products tailored to the Indian market's specific expectations and needs. More than in other markets, in India, innovative and tailored solutions are needed. Products easiness of use and reliability are essential. Flexibility, prompt adapting capability at market needs, and local technical support are the strengths of PMP Drive Systems in India.

How has the fall of Rupee impacted your business operations? What enabling steps are you taking to minimize the impact? Don't you think on increase in localization and export to SAARC and developing countries, can be an option?
Fall of rupee had minor impact on our business operations and abilities to compete though we are still importing some components, and in some cases complete products, from abroad. This happens because most of our competitors are also importing as well.

PMP Industries is setting up its local production plant: the new Chakan plant of PMP Drive Systems India will be ready early next year with both assembly and production lines. With reference to export, we have decided to create PMP Drive Systems for India in order to serve not only the local market, but also all the Middle East and the SAARC nations. Future plans are to consider Indian production of components to serve global markets.

Please tell us about the USP of the company's offering.
PMP designs and manufactures such products specifically studied by the internal technical department, to meet each customer's specific requests. The R&D and technical development resources are based in Italy, where all the information about customers' needs gathered in the world markets, are studied to design, develop, and manufacture products that best fit market expectations. This concentration allows us to have an overview of the market's needs and common technical problems in order to find quick effective solutions. We have two teams dedicated to the development of drive systems and hydraulic systems, that work together to provide the customers with best complete solution for each application.

By being also a local player, PMP can gather information directly from the customer and join this with its high-technology products, to provide complete and superior solutions.

A word about the developments that have taken place so far at your Chakan's production unit? When will it go on full stream?
At the moment, we are still working in a small rented plant where we carry out some assembly activities, and have a quality office provided with CMM machines. At the same time, the construction of the new plant in Chakan is going on and will be finished within the first quarter of 2014. The target is to start the production in June 2014. In the new plant, we will have both further assembly lines and complete production cycles of drive systems and hydraulic transmissions.

Also, please brief us about the customer support services offered by your company and its distribution network?
After sales support and customer service are very important elements to the PMP strategy. We have planned two development stages: in the early stage we will have an internal structure that will take care of the after sales service to support and find best solutions to satisfy the customers. At a later stage, we create an after sales office network: at the beginning there will be one in the North (Delhi), another in the South (Bangalore or Chennai), and then the network will develop further. We think this aspect is even more strategic in India even more than in other countries. Customer support is a key factor to win the market.