TEUPEN'S Access Solutions

Francis B. Stenton, Export Regional Sales Manager, Teupen Maschinenbau GmbH, Germany

One of the most frustrating experiences as an export representative for a specialist access machine manufacturer is not selling the product, but explaining the concept of such products to both the likely customer and future users. After gaining experience in selling a mainstream product for a scissors and booms manufacturer, where 60%+ of the production was sold to existing access platforms rental fleets and was basically construction orientated, the difference in working for a manufacturer like Teupen was a culture shock.

The concept of specialized or tailor-made access solutions is understand by very few. Access solutions are often understood to be catering only to a niche market. Possibly the size of the market has been underestimated. For example, a very big market for Teupen in North America and Europe is the "tree industry" i.e. tree cutting in roads, parks, gardens, cemeteries, children playgrounds, above electric cables in woods and coppices and so on, for safety and natural reasons. This applicability may not be seen in India or China. However, in these countries a huge market has opened up in the construction and facility management sectors. The factors triggering this demand are predominantly–modern architecture and market changes.

A New Market Opens

The phenomenon of indoor malls or shopping centers springing up where there were say the old Souks of the Middle East is one such example. The mushrooming growth of malls worldwide has opened up new market opportunities for access solutions, where none previously existed.

Modern commercial spaces are more and more large, spacious glass structures, often with atrium-style lobbies. Such structures are often at locations that are juxtaposed to a main road, river/canal, or other hindrances. The interiors may include features like -
  • Elaborately shaped glass roofs
  • Curved glass facades
  • Atrium-style lobbies often with marble or agglomerate flooring
  • Electrical fittings with variable voltage, pins/sockets
These impressive features are also stuff that nightmares are made of, when it comes to maintenance.

Issues for Facility Management

Facility management companies, by themselves a fairly new phenomenon, regularly face problems for cleaning/maintenance/installation/repair nature of these structures. The root of these issues lies in the lack of foresight at the planning stage. Architects and planners are unaware of machines and other products available for facility maintenance. At the same time facility managers are doubly hampered by budgetary considerations and almost a non-existent rental fleet market that they may approach. Further, the structure of the facility presents its own obstacles.

Say the roof is to be cleaned. The height of the roof is also likely to prove a problem in the first place. The feature, being cupola shaped and made of glass, does not allow the services of a cradle manufacture to mount a platform for the purpose. Similarly, a machine designed for such work may prove useless as there are obstacles in its path of movement.

The required power supply (400V for bigger machines) is not catered for as the use of such machines is not anticipated at the planning stage. Damage to the flooring is also another issue to be considered before any such equipment is brought in. Teupen specializes in access solutions to specific problems often with the famous LEO (Leopard) range of "Spider" machines on crawlers.

Where Teupen Steps in

With a market that is seriously underdeveloped to understand the concept of planning for maintenance, customized solutions often come at a formidable cost. It is not peculiar to India. Also in the west not everybody is that far down the line. At Teupen we find ourselves all the time advising architects, planners, consultant engineers, etc. selling the concept. At this stage it does not matter what the product looks like, or costs. We first need to establish and show that we have a solution to the problem, and then we can be more specific as to the model and cost.

Selling the Concept

Over the years Teupen has been highly involved in supplying serial model machines and indeed "specials" such as those on difficult projects like the "Gherkin" in London, Lehrter bahnhof, Germany, where in order not to disturb the aesthetics of the incredible architecture, our machines have to be not only functional, but unobtrusive. A part of the concept which also has to be understood is that if the application has to be fulfilled, like maintaining e.g. water sprinklers, due to safety and insurance reasons and if there is no other way, the price of the machine/solution becomes second priority anyway! Imagine if a fire broke out in a shopping mall, the water sprinklers failed to work due to lack of maintenance and people were killed, the building burnt down and the insurance company refused to pay out; what price the solution then? For a manufacturer like Teupen, working in more than 35 countries worldwide, part of the key to success is having good distributors in hand. The distributor is the local extension to the manufacturer and must translate the manufacturer's skills into something which satisfies all parties–market, distributor and manufacturer.

One hopes to have covered many, if not all aspects of the concept of solving specialist access problems at height, but the Indian market is big and the subject is deep, but should we be deemed to have awakened interest please feel to contact us.

MGS Architecture January February 2008

Click Here
To Know More / Contact The Manufacturer
Please provide your details we will contact you as soon as possible
Please let us know your name.
Invalid Input
Please let us know your Designation.
Invalid Input
Please let us know your City.
Please let us know your State.
Please let us know your Country.
Please let us know your Contact Number.
Please let us know your email address.
Please brief your query.

Speed, Accuracy, Quality & Safety for Targetted Delivery

India is a very fast developing country. To achieve the set targets for infra development, we have to adopt speed, accuracy, quality and safety in all the machines used for construction of multi-storey structures, cement, steel and power plants Read More ...

Manitowoc launches strong and versatile Potain MCT 325

Manitowoc has launched the Potain MCT 325 to further expand its popular MCT range of topless cranes. As with other cranes in the range, the MCT 325 is designed to deliver easier transport and assembly, plus high efficiency and reliability Read More ...

ACE Makes Waves with Launch of NX360° slew-cum-Pick ‘N’ Carry Crane

ACE, which believes in introducing new models in its pursuit of innovation and customer benefit, has once again expanded its product portfolio with the addition of next-generation intelligent cranes. The new NX-series of multiactivity cranes Read More ...

Yonkers Contracting Company boosts job site efficiency with Grove GRT880 on New York Route 17 road project

Yonkers Contracting Company (Yonkers) is using its recently acquired Manitowoc's Grove GRT880 on an infrastructure project along Route 17 in Harriman, New York. The project includes building a new bridge, a new interchange Read More ...

India’s Telehandler Market: Slow & Steady Rise

The Indian market for telehandlers is at a very nascent stage as awareness across sectors is still very limited. On the upside, demand has been increasing steadily, especially so from the infrastructure construction and mining segments Read More ...

Godrej Material Handling launches ‘Godrej RenTRUST’

Godrej Material Handling, a business of Godrej & Boyce Mfg. Co. Ltd., has launched Godrej RenTRUST, a new equipment rental brand that will provide 360-degree solutions to customers encompassing manpower, machine, fuel and maintenance. Read More ...

SUREKA: Transforming & Reengineering With Changing Technologies

SUREKA, a leading manufacturer of Material Handling Equipment for various industries and applications, is constantly transforming and re-engineering itself with the changing technologies. The company offers Single Girder Read More ...

Trio of Potain tower cranes supports Trilogy Limassol Seafront project

Two Potain MDT 269 J12s and one MDT 389 L16 tower crane are helping to construct the Trilogy Limassol Seafront in Limassol, Cyprus. The project comprises three 170 m high luxury apartment towers, along with work and relaxation Read More ...

JEHEL Launches Brand JEKON for Hi-Tech Knuckle Boom Telescopic Cranes – Truck Mounted, Railway & Ship

Started in 1995, Jaypee Engineering & Hydraulic Equipment (JEHEL) is an ISO 9001-2008 company and a one stop solution provider for customised and specialized Hydraulic Material Handling Equipment in India. The company is engaged Read More ...

SENNEBOGEN 895 E world's largest material handler

SENNEBOGEN presented the largest material handling machine ever produced. The new 895 E boasts an impressive operating weight of nearly 400 t and ranges of up to 40 m. With a total system output of over 750 kW, it gives Read More ...

Raimondi Showcases 3 Cranes - Luffing & Tower

Raimondi unveiled the new LR273 luffing crane, LRH174 hydraulic luffing, and an exclusive preview of the company's largest tower crane to date - the MRT573. Raimondi Cranes SpA, heritage manufacturer of precision heavy lifting Read More ...

PALFINGER focuses on digitalization and service

PALFINGER showcased the latest developments and innovations in the field of digitalization and service with the aim of demonstrating how much digital technology of the future is already packed into PALFINGER's high-tech Read More ...

Terex unveils new Crane and Lift (AWP) models

Terex Cranes' new 10-ton (11-U.S.-ton) class Terex® CTT 202-10 flat top tower crane delivers increased jobsite versatility, and offers three chassis options, budget to performance, with 3.8-m (12.5-ft), 4.5-m (14.8-ft) and 6-m Read More ...

SINOBOOM exhibits electric access solutions

SINOBOOM showcased six brand-new upgraded electric series products: the GTJZ0608S, a 6-meter electric scissor lift, the GTJZ1212, a 12-meter lithium battery scissor lift, the GTJZ0407SE and GTJZ1212E, a 4-meter and 12-meter Read More ...

Liebherr unveils several new products

Liebherr's new 8-axle mobile crane - LTM 1650-8.1, is designed to deliver maximum performance. It is the successor to the best-selling large crane of all time – with almost 600 units of the LTM 1500-8.1 have been delivered to date. Read More ...

Manitowoc: Significant developments

Manitowoc's new innovations at bauma included the biggest Potain topless crane, 3 new Grove all-terrain cranes, the mobile Potain Hup self-erecting crane, and 2 Grove rough-terrain cranes, The new Potain MDT 809, the largest Read More ...

New Building Material & Construction World

New Building Material & Construction World
MGS Architecture

Modern Green Structures & Architecture

Modern Green Structures & Architecture

Lifting & Specialized Transport

Lifting & Specialized Transport

Indian Infrastructure & Tenders Week

Indian Infrastructure & Tenders Week