Terex Finlay on New Business Development...

Northern Ireland based company Terex Finlay is looking forward with confidence to further market growth in 2008 as it celebrates its 50thyear in business. The company, which is part of the $9.1billion world-wide Terex Corporation, has clocked sales of $210 million during 2007 up from $140 million during 2006. The company is looking for higher sales from fast emerging markets like India to increase its sales revenues. In an interview to P. P. Basistha, during his recent visit to the country, Mr. Nigel Irvine, Director, Sales and Marketing, Terex Finlay highlighted his company’s marketing game plan to tap the market potential.

What is the purpose of your present visit?
My present visit to India has been to meet our existing and potential customers and to get a feedback regarding their experience with our machines and after sales support.

At Terex, the focal business philosophy lies in knowing the customer better through being in constant touch with him. This helps you in making necessary improvement in your product across the value chain. My visit has been to ensure the same. Broadly, the visit can be termed as client servicing.

How hopeful you are on new business development?
My first hand interaction with our existing customers has been promising. The existing customers have expressed their satisfaction with our machines. Based on this, we are looking forward to further strengthen our business association with them. Beyond this, I am also looking for new business development from the market as my visit includes product promotion as well. I am hopeful about the vast opportunities that are present in the Indian Mining industry will help us achieve higher sales in days to come.

Since you believe in making service support as prime for customers. How would you attune your service back up further for the customers?
With a view to give more local support to the Indian customers, Terex Finlay is in the process of appointing own service personnel by the Q3 of 2008. The service personnel would collaborate with our existing dealer network in the country by providing them training support for further better serviceability of our wide range of Machines. This would also help us in improving the overall service support to our end customers by ensuring a better co-ordination and would provide knowledge support to the dealer network.

What has been your perception on the emerging demand trend of the Indian crushing and screening industry? What would be your product promotional strategy to address the changing demand trend?
With increase in project size over the years, demand of higher capacity machines have been finding greater acceptance especially in the capacity range of 200TPH - 300 TPH. The market is moving towards mobility and customers prefer mobile machines which have PLC controlled operation and do not require any kind of civil foundation. These machines are very easy to move from one site to another, giving flexibility to the customer to use the same machine for various projects.

We are the market leaders in manufacture of Track Mounted Mobile Crushers & Screens and our products find wide acceptability in the market. These machines come with their own power units, thereby removing the requirement of external power source. Track Mounted Screens are also very popular with the contracting segment and the Mine Owners across India. Terex Finlay offers a wide range of Mobile Screens to meet different requirements of its customers. In fact, we are celebrating 50 Years of Screening Excellence this year.

I would also like to point out that we have competitive product positioning across the value chain, comprising crushing, screening, washing and recycling products. Our products are used in industries such as construction, quarrying, mining, Iron Ore, landfill, aggregates, topsoil, asphalt, rock crushing, demolition, and recycling.

Future product placements
We have recently launched our J-1160 Jaw Crusher in India. Many of the benefits of this machine can be attributed to its innovative design. The J-1160 Jaw Crusher has an advanced PLC control/monitoring system that facilitates an automatic start/stop sequence which makes the machine more user–friendly ultimately reducing operator error.

Powered by a CAT C9 (224kW/300HP) engine, the J-1160’s fully hydraulic Closed Side Setting can be adjusted quickly. A heavy duty vibrating grizzly feeder with integrated pre-screen, provides an aggressive action, and separates material very efficiently. The machine features a heavy duty chassis, with convenient access points and ladders to all service areas. The main conveyor discharge height is 3.3m (10’ 10").

Research & development and product solutions
Terex Finlay’s key to success has been continued investment in our company. Our aim is to instil a culture of lifelong learning and continuous improvement, therefore encouraging our employees to be the best they can be and to provide them with the most up-to-date equipment and processes to do their job. We are reaping the rewards from this investment as we become a world–class leader in the mobile crushing and screening industry.


Terex Finlay employs over 400 people at its 400,000ft² manufacturing plant on the Drumquin Road, Omagh. Widely regarded as the pioneers of the mobile screening concept, the company, founded by John Finlay, now exports to over 80 countries worldwide and has one of the most reputable Engineering and R & D departments in the global crushing and screening industry.

With further investment planned for the future, Terex Finlay can celebrate their 50 year anniversary with confidence.

With half a century of experience in the quarrying, aggregate and recycling industries and a reputation for engineering excellence, owners and operators are confident that Terex Finlay has a solution for their assignment, however large or small.
NBMCW August 2008
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