JLG: Raising the Standard of Working at Heights

JLG: Raising the Standard of Working at Heights
Pankaj Gupta, JLG India, sees a rise in demand for rental and new equipment due to the growing adoption of Access Platforms in the Indian market.

What is your outlook for the Access Work Platform industry in India for 2018-19?

The construction outlook for the Indian market is optimistic with many infrastrcture projects (Metro, Railways, Airports, etc) going on. These are application areas where our equipment can be put to work. We are continuously building the business in the region through our distribution network. With the recent appointment of Sudhir Power Ltd. in India, JLG is teaming up with a knowledgeable partner offering sales and service to the region. Additionally, the JLG organization in India now reports to the Middle-East, which is close to the Indian continent.

Worldwide, Oshkosh Corporation’s Access division saw a rise in net sales. From our annual results release: Access equipment segment net sales increased 7.5 percent to $833.8 million in the fourth quarter of fiscal 2017. The increase in sales was due to improved demand for both aerial work platforms and telehandlers.

How is the rental and second-hand equipment market of AWP and material handling in India performing?

The demand for used equipment has increased over the years. Thanks to our new reporting structure, we have simplified the process of bringing used equipment into India. The Middle East is geographically very close and machine specifications suit the Indian market.

With the overall growing adoption of Access Platforms in the Indian market, we also see an increased demand for equipment rental. Rental offers flexibility to users that have short-term needs for access equipment. Long-term rent is also often facilitated, bringing brand new equipment to the market and raising the standard of working at heights through improved operator comfort, improved safety features and so on.

How is JLG meeting demand for efficient, fast, safe, and affordably priced equipment?

JLG: Raising the Standard of Working at Heights
We are installing distributors across regions, offering new products that meet the market requirements. Our new, upgraded 660SJ boom lift, has a standard SkyGuard™ (control panel protection against involuntary movement), a highly efficient engine (Stage IV available) and increased platform capacity to bring more materials up. Renting new machines is a way of using the latest JLG technology without additional investments.

How is JLG growing its presence in the market?

JLG is committed to working safely at heights with proper employment of access equipment. Through operator training and by seeking collaboration with institutions such as IPAF, we aim to grow the access equipment adoption in markets where, perhaps, scaffolding is the more common option.

Additionally, we bring first owner used equipment to the Indian market, replacing equipment that is perhaps more than a decade old. Thanks to improvements such as advanced safety features, more economic fuel consumption, increased platform capacity and more durable hoods that are less prone to damage, the benefits for the end-user are significant. Equipment rental specialists will have to play a crucial role in support of this.

JLG: Toucan 10E
We have highly skilled sales managers on the road that can help provide the right solution. In addition, JLG works with partners that provide short and long-term rental solutions for our equipment as well as financial solutions. As every project is different, it is not possible to provide a holistic approach – we value customer- centric thinking in our organization and will always do our utmost to provide the right piece of equipment at the right time for the right price.

What initiatives are you taking to bring awareness among project owners about the utility of AWP and its benefits in yielding good ROI?

Now that we have appointed Sudhir Power as a distributor, we are in a good position to actively start raising awareness through media such as print and LinkedIn™. Furthermore, we work together with IPAF (the International Powered Access Federation) to get the safety message across. We attend tradeshows and conferences whereby we exhibit our products and meet potential users.

What are JLG’s plans for India?

JLG has been active in the Indian market for nearly 20 years and has seen growth in the adoption and opportunities for Access Equipment. With the appointment of Sudhir Power and our over a decade long - relationship with TVS Group, we are optimistic about the development of the Indian market. By making JLG products available through rentals, used equipment, and pushing the safety message, we are looking forward to the next decade of sustained growth.

Lifting & Specialized Transport — April - June 2018

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