Terex: Indian at Heart
Jaideep Shekhar, Managing Director, TEREX Materials Processing India in a conversation with S. A. Faridi, discusses the company’s growth plans for the Indian market.
What new products for the Indian market are in the pipeline at Terex?
We are currently working on various new product development projects for the Indian and regional markets. There are multiple new models planned to be launched for our modular range and also some very exciting new additions for the Tracked Crushers and Conveyor Range.
We are also going to launch the new TG Cone Series in addition to our current impressive cone range. The new TG Series will be a Bronze Bushing Spider Bearing Cone. This new series of cones will complement our current market leading Cedarapids MVPX Series (Screw Type Cone) and the TC Series (Floating Bowl Cone) which will give us the opportunity to offer the most versatile and comprehensive cone range in the industry.
Is India ready for technically advanced products and will Indian buyers be willing to absorb their higher cost?
Very much so. Our track conveyors, for instance, has found great acceptability with the customers who are now looking at the total cost of operations rather than just the cost of acquiring an asset.
Other machines like the Powerscreen Warrior Range has also been very successful and customers have started using them in multiple applications. These were areas where customers traditionally have managed to work with low tech machines having low efficiency and high labor requirements. There has been change in the perception now with more and more customers now embracing technology and going for total lifecycle costs.
What cost benefits does the owner get from a conveyor, which some customers may consider to be an expensive product?
The tracked conveyor, in most cases, replaces a traditional wheel loader used by the customers on site. With the use of the tracked conveyor, the customers can avoid using the wheel loader which is employed to shift the stockpile continuously. The tracked conveyor gives excellent savings in terms of diesel and manpower as you don’t require any additional manpower to run the tracked conveyor unlike the wheel loader. We are seeing more and more customers understanding the benefits and going for the tracked conveyors.
India is moving from static plants to mobile plants; how does Terex view this trend?
We are one of the first companies to manufacture the mobile plants in India and give the customers the choice at the right price. Terex is also the leader in Tracked Mobile Crushing & Screening equipment and enjoys a healthy market share.
We are now seeing this mobile market expand and customers moving towards mobility as the project durations get shorter and customers realizing the benefit of quick start of the plant. We also see more and more manufacturers now bringing the mobile plants to India which would also further increase the market size.
What are Terex’s offering to the customers for plant maintenance for the Tracked Machines?
Terex has invested heavily in the area of service and parts support in India in the last few years. We are proud to have the highest number of parts warehouses in the country to support our customers.
We have the capability and currently running multiple Annual Maintenance Contracts for our customers. The benefit of the annual maintenance contracts is that customers have the peace of mind with their running costs frozen. It also helps in better plant maintenance and eventually longer economic life of the plant.
Customers also are aware that Terex is best placed to support the tracked machines under Annual Maintenance Contract due to its vast experience in tracked plants and the availability of parts and service team across the country.
How is Terex placed with regard to technology such as Telematics, Advanced operating systems etc? Do you think, such hi-tech machines are in demand and finding good acceptance in India?
We already have telematics on our machines made in our global factories. We are in the process of launching the telematics on our machines made in India and we expect this to be launched by the end of year in India.
In regards to demand of these technologies; there are two sides to it: there are people who want much more simplified controls and some even don’t want to get into PLCs. In order to meet the demand from this customer segment, we have launched our Core range of machines in India with simple controls.
On the other hand, there are customers who are constantly looking for advanced technology and embracing the new products. However, the availability of trained manpower remains a concern in India and as Terex, we are helping our customers to train and skill their plant operators to take benefit of the maximum efficiency from the equipment.
Does Terex modify the machines as per the Indian conditions?
Of course, we do. We don’t only modify our machines for the Indian conditions, but also fully design machines for India. We have a large team of design engineers based at our factory at Hosur and also in our Global R&D center at Banaglore who are constantly working on new models suited for the Indian conditions and as per the local requirements. We also transfer the existing products from our UK and USA factories and launch them in India. A lot the products manufactured at Hosur plant are being exported globally.
How is Terex positioned in the Indian market?
We would be one of the market leaders in Crushing, Screening & Washing Solutions in the country. We have a rich history of solid presence in the market for the last 20 years and with the local manufacturing unit at Hosur set up in 2009, we further cemented our position in India.
We are proud to be the market leader in tracked crushing and Screening equipment in the country and also a market leader in the wheeled & modular crushing and Screening equipment.
What about your export market?
We are currently exporting to various countries across the world including the USA, UK and the European region. There is also a lot of demand coming from countries in South East Asia and Middle East for the machines manufactured in the Indian factory.
Hosur is a global manufacturing hub for Terex and all the machines produced at Hosur have the same quality standard as any other Terex factory. We also manufacture Tier IV products for the USA and European Markets.
Is Terex looking at the Coal sector where many mines are set to become operational soon?
We currently have a range of equipment which customers are using in their coal mines. However we are also currently looking to launch new products to meet the demands of this segment as we also expect the coal sector to grow rapidly for the next few years,
How do you see electric machines vs diesel operated ones?
This is an area where there has been a lot of interest among the customers. A lot of the manufacturers are currently working on various options including Terex and we are fully engaged on the subject. However, the cost benefit needs to be considered in totality given the higher asset cost of such machines vs the traditional diesel hydraulic machines. We believe that there is a market for both the types of machines and one can expect that few customers may prefer electric machines if they are cost effective.
We are currently working on various new product development projects for the Indian and regional markets. There are multiple new models planned to be launched for our modular range and also some very exciting new additions for the Tracked Crushers and Conveyor Range.
We are also going to launch the new TG Cone Series in addition to our current impressive cone range. The new TG Series will be a Bronze Bushing Spider Bearing Cone. This new series of cones will complement our current market leading Cedarapids MVPX Series (Screw Type Cone) and the TC Series (Floating Bowl Cone) which will give us the opportunity to offer the most versatile and comprehensive cone range in the industry.
Is India ready for technically advanced products and will Indian buyers be willing to absorb their higher cost?
Very much so. Our track conveyors, for instance, has found great acceptability with the customers who are now looking at the total cost of operations rather than just the cost of acquiring an asset.
Other machines like the Powerscreen Warrior Range has also been very successful and customers have started using them in multiple applications. These were areas where customers traditionally have managed to work with low tech machines having low efficiency and high labor requirements. There has been change in the perception now with more and more customers now embracing technology and going for total lifecycle costs.
What cost benefits does the owner get from a conveyor, which some customers may consider to be an expensive product?
The tracked conveyor, in most cases, replaces a traditional wheel loader used by the customers on site. With the use of the tracked conveyor, the customers can avoid using the wheel loader which is employed to shift the stockpile continuously. The tracked conveyor gives excellent savings in terms of diesel and manpower as you don’t require any additional manpower to run the tracked conveyor unlike the wheel loader. We are seeing more and more customers understanding the benefits and going for the tracked conveyors.
India is moving from static plants to mobile plants; how does Terex view this trend?
We are one of the first companies to manufacture the mobile plants in India and give the customers the choice at the right price. Terex is also the leader in Tracked Mobile Crushing & Screening equipment and enjoys a healthy market share.
We are now seeing this mobile market expand and customers moving towards mobility as the project durations get shorter and customers realizing the benefit of quick start of the plant. We also see more and more manufacturers now bringing the mobile plants to India which would also further increase the market size.
What are Terex’s offering to the customers for plant maintenance for the Tracked Machines?
Terex has invested heavily in the area of service and parts support in India in the last few years. We are proud to have the highest number of parts warehouses in the country to support our customers.
We have the capability and currently running multiple Annual Maintenance Contracts for our customers. The benefit of the annual maintenance contracts is that customers have the peace of mind with their running costs frozen. It also helps in better plant maintenance and eventually longer economic life of the plant.
Customers also are aware that Terex is best placed to support the tracked machines under Annual Maintenance Contract due to its vast experience in tracked plants and the availability of parts and service team across the country.
How is Terex placed with regard to technology such as Telematics, Advanced operating systems etc? Do you think, such hi-tech machines are in demand and finding good acceptance in India?
We already have telematics on our machines made in our global factories. We are in the process of launching the telematics on our machines made in India and we expect this to be launched by the end of year in India.
In regards to demand of these technologies; there are two sides to it: there are people who want much more simplified controls and some even don’t want to get into PLCs. In order to meet the demand from this customer segment, we have launched our Core range of machines in India with simple controls.
On the other hand, there are customers who are constantly looking for advanced technology and embracing the new products. However, the availability of trained manpower remains a concern in India and as Terex, we are helping our customers to train and skill their plant operators to take benefit of the maximum efficiency from the equipment.
Does Terex modify the machines as per the Indian conditions?
Of course, we do. We don’t only modify our machines for the Indian conditions, but also fully design machines for India. We have a large team of design engineers based at our factory at Hosur and also in our Global R&D center at Banaglore who are constantly working on new models suited for the Indian conditions and as per the local requirements. We also transfer the existing products from our UK and USA factories and launch them in India. A lot the products manufactured at Hosur plant are being exported globally.
How is Terex positioned in the Indian market?
We would be one of the market leaders in Crushing, Screening & Washing Solutions in the country. We have a rich history of solid presence in the market for the last 20 years and with the local manufacturing unit at Hosur set up in 2009, we further cemented our position in India.
We are proud to be the market leader in tracked crushing and Screening equipment in the country and also a market leader in the wheeled & modular crushing and Screening equipment.
What about your export market?
We are currently exporting to various countries across the world including the USA, UK and the European region. There is also a lot of demand coming from countries in South East Asia and Middle East for the machines manufactured in the Indian factory.
Hosur is a global manufacturing hub for Terex and all the machines produced at Hosur have the same quality standard as any other Terex factory. We also manufacture Tier IV products for the USA and European Markets.
Is Terex looking at the Coal sector where many mines are set to become operational soon?
We currently have a range of equipment which customers are using in their coal mines. However we are also currently looking to launch new products to meet the demands of this segment as we also expect the coal sector to grow rapidly for the next few years,
How do you see electric machines vs diesel operated ones?
This is an area where there has been a lot of interest among the customers. A lot of the manufacturers are currently working on various options including Terex and we are fully engaged on the subject. However, the cost benefit needs to be considered in totality given the higher asset cost of such machines vs the traditional diesel hydraulic machines. We believe that there is a market for both the types of machines and one can expect that few customers may prefer electric machines if they are cost effective.
NBM&CW July 2019
