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.

Malaysian developer Gamuda adds three Potain MCT 385 cranes to its fleet

Malaysian equipment rental company Megah-Sewa is adding three Potain MCT 385 cranes to its fleet for the first time. Megah Sewa is the plant and equipment subsidiary of Gamuda, the largest infrastructure development company in Malaysia Read More ...

Spartan launches new range of hoists and concreting solutions

Exports to 10 countries worldwide, 7000 plus machines on site every year, 150 plus well trained engineers and technicians, 20 national & international awards, 4000 plus satisfied customers and many more such milestones Read More ...

TIL launches two new cranes

TIL Limited, an associate sponsor at Excon 2019, showcased its expertise in material handling and crushing & screening solutions, developed over many decades both in-house and by way of alliances with global technology Read More ...

Liebherr showcases latest technology, new products and tailor-made solutions for the Indian market

Liebherr displayed its wheel loaders, crawler tractors, mobile and tower cranes and unveiled the third and largest Flat-Top crane - the NC-B 12-70. With a maximum lifting capacity of 12 tons and a maximum radius of 70 metres Read More ...

ACE unveils its latest and best-in-class products; embarks on a new journey by offering high quality Make in India products globally

Action Construction Equipment (ACE), India's leading material handling and construction equipment manufacturing company, unveiled its latest product range and shared their vision for the coming year, as it completes 25 years of Read More ...

HTL 3207: Haulotte’s most compact telehandler

Haulotte’s new compact and versatile telescopic handler HTL 3207 provides maximum efficiency on tight job sites. It offers excellent manoeuvrability and significant work autonomy under optimal conditions of safety Read More ...

Alpha: Touching new heights with innovative solutions

For the past 35 years, Alpha has been developing new solutions and evolving its product portfolio, which presently includes EOT Cranes, Goliath Cranes, Transfer Trolleys, Mobile Tower Cranes, Flat Top Tower cranes and Mobile Communication Read More ...

Manitowoc displaying best-in-class cranes at Excon 2019

Manitowoc will showcase two best-in class cranes from Potain and Grove at booth #OD69 during Excon 2019, which it will be sharing with TIL, its dealer in India for Grove mobile and Manitowoc crawler cranes. Read More ...

COMANSA presents new large-capacity Flat-Top crane 21LC1400

The tower crane manufacturer has announced the addition of a new model to its extensive range of large-capacity Flat-Top cranes: the new 21LC1400 which will come in two versions, with maximum load capacities of 50 and 66 tons Read More ...

Manitowoc introduces new National Crane NBT60L boom truck

The Manitowoc Company has launched the NBT60L, the latest addition to its National Crane boom truck product line. This 60 USt product offering now features the longest boom length in its tonnage class with 151 ft of main boom and a maximum Read More ...

Telehandler: The All-Rounder

According to industry estimates, the size of the telehandler market in India is 200~250 units. Telehandlers are pre-dominantly applied in Industries such as Infrastructure, Construction, Oil & Gas, Agriculture, Mining etc for material Read More ...

Potain MCT 85 at work on a new temple in Shirdi

Mumbai-based construction company, Bhanu Construction is using a Potain MCT 85 crane to ensure on-time construction of a new temple in the town of Shirdi, a spiritual center of India and most famous for being the home of Shirdi Sai Baba Read More ...

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 ...

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