Rajesh Srivastava
"The next few years are expected to bring good business growth for the CE industry. We expect our sales to record over 15-20% growth. A mix of agile marketing strategy coupled with visionary leadership of our management team is helping us move forward in this direction. We are currently implementing a major overhaul of our distribution network by adding dealer sales, service points to serve our customers across the country. Besides, we are also coming up with new product line that includes 3-5T wheel Loaders and new models of Skid Steer Loaders. Moreover, our new product introduction plan of new Backhoe loader models is expected to be a game changer in backhoe segment. Our USP is the low maintenance costs of our machines vis-à-vis our competitor's models in the same category," says Mr. Rajesh Srivastava, General Manager, Terex Equipment India, in an interview with S.A.Faridi.

Industries' wish to have stable government at the centre to attract more investors is fulfilled now. How do you see the growth of construction equipment industry in the wake of new government in general and your company business in particular in the next few years?
Ground level forecast by our sales team suggests that the demand curve has bottomed out, and we can expect an uptrend. We are optimistic about state and central projects pulling up demand provided land can be acquired for such projects. We will watch how things unfold over the next 6-9 months. In the eventuality of a weak monsoon, quick government action to launch counter measures would pull up activity in the short run. But the consequential fall in rural incomes could be a cause of worry. However, the next few years are expected to bring good business growth for the CE industry. We expect our sales to record over 15-20% growth. Managing our bottom line is an altogether different challenge.

India is a land where there is an ample scope of infrastructure development which can result in demand for construction equipment. But for this, we immediately need good governance. What are your expectations from the new government in terms of policy reforms, project clearances, financing and transparency in the system?
Terex Backhoe Loaders
The issue of land and its acquisition and declared land use coupled with fair compensation & rehabilitation of land owners is a very tricky issue. Besides, sorting out technical issues arising from the above, the Govt is expected to act in a much more ethical & transparent manner. Acts / rules & regulations related to land and related issues need to be carefully drawn out by taking in views of all stakeholders. We hope that the new Govt will be sensitive to the needs of the industry & will take decisions in time under a clearly defined and stable policy framework. This in itself will be good enough for us to firm up business plans for the next 3-5 years.

Terex has targeted to achieve 10-12 percent share in backhoe segment. What are your plans and strategies to achieve the targeted growth?
We are not only motivated to get there but also are standing on firm footing and in line to hit the target of >10% market share by 2015. A mix of agile marketing strategy coupled with visionary leadership of our management team is helping us move forward in this direction. We are currently implementing a major overhaul of our distribution network by adding dealer sales, service points to serve our customers across the country. In 2014 we have added 6 new dealers in Jammu & Kashmir, Himachal Pradesh, Uttrakhand, Bihar, Arunachal Pradesh & Chhattisgarh.

Besides, augmenting the dealer network, we are also investing heavily in training of manpower and dealer business development and helping them become more responsive to the fast changing profile and needs of our customers. Our new product introduction plan of new Backhoe loader models is expected to be a game changer in this segment.

Terex Dealer in Himachal Pradesh
New Dealer Opening in Himachal Pradesh, Dist Mandi

It has been observed that Terex is continuously busy in adding new products in its basket such as Skid steer, Light tower etc and also in upgrading existing products. What are new on card?
Our new product line-up includes 3-5T wheel Loaders and new models of Skid Steer Loaders. These products will offer to the market the latest innovations and applicability required for the varied earthwork / material handling challenges. The feasibility of the tracked Excavator is also being studied and we may soon announce our plans for this segment.

What is the USP of your products portfolio?
Our USP is the low maintenance costs of our machines vis-à-vis our competitor's models in the same category. Over a period of 2-3 years none of the major sub-assemblies of our backhoe (axle, transmission etc.) need to come in for any major overhaul, whereas almost each component of the power train and the engine of our competitor's models require either an overhaul or complete replacement in the same time. These days a Transmission or Engine overhaul can be expensive, esp if, spare parts and service capabilities are not available in the open market.

How are you engineering a fuel efficient and green product which, on the other side, is also comparatively priced?
Engine development is a technically challenging exercise. This requires high degree of collaboration with key players in this business. We are constantly in discussions with all major manufacturers, to bring in the latest developments in this field. We have a fairly good understanding on this subject, thanks to the market feedback from other Terex companies doing business in different countries of the world. Fuel efficiency is a buzzword, slightly overrated in our industry. The game is,making power available at a point to do ajob, under unique set site conditions. It is the entire powertrain that needs to work as a synchronized unit for a machine to accomplish its task safely and efficiently.

A word about your engineering and manufacturing strength.
We draw our engineering strength from a dedicated & highly experienced team of engineers at TIRC (Terex India Research Center) Bangalore. This team of motivated design and engineering professionals work on varied engineering, design problems put forward to them by various Terex Group companies from around the world. They provide cutting edge solutions to not only our product development teams, but also for our manufacturing and vendor development teams across different product platforms and business verticals. The manufacturing team at TEPL is focused group of professionals committed to a lean manufacturing environment. Our team employs the latest technology and Industrial Engineering principles to reduce non-value added activities and cut down heavily on re-work and wastage. This has yielded substantial savings over the past few years. Alongside, the manufacturing team our Vendor development, Purchase and Quality teams also work as a cohesive unit to deliver what our customers need, "A Reliable, safe and efficient machine"

After taking over the reign as new General Manger at Terex India; what has been your initiatives to strengthen your pan India presence through developing innovative dealership system?
The main thrust area of my work, besides network expansion, has been to help & make the distribution network more responsive to the customer needs. This means, not only, to have Dealer Distributor points at strategically important locations, but also to encourage them to invest in their human capital, processes and systems which will help them to serve the customer in a better and efficient manner.

We have launched several innovative Dealer support programs on manpower skill developmentand overall management skills up-gradation. We have also helped Dealers to design their own region specific marketing, sales promotion campaigns. Today, no two markets are alike &each market or region has its own set of peculiarities which need to be appropriately addressed by marketers. We are now implementing a very unique on line, social media marketing strategy for Terex India. This will help us to efficiently connect with the changing buyer profile of our products and services.

NBMCW July 2014

Moteurs Baudouin
We are fully geared up with the technological advancements required to meet the CPCB IV+norms with our flexible and dependable power solutions. Gurunath Kulkarni. For over 100 years, Baudouin has been designing the highest quality diesel and gas engines for

Read more ...

Builders Association of India: Bridging the Gaps
Nimesh Patel, President, BAI & Managing Director, Maruti Infrastructure Limited, discusses the challenges and issues faced by the construction and real estate industries of India; why BAI is propagating a Unified Standard Contract Document, and how the

Read more ...

Volvo CE India: Designing Machines to Give Power & Precision
Volvo machines are 10-15% more fuel efficient, they comply with CEV IV emission norms, and can run on alternative eco-friendly fuels such as biodiesel. We lay strong emphasis on operator training for efficient use of every machine that we sell, avers Dimitrov

Read more ...

Tata Hitachi India: Developing Indigenous High-Tech Machines
To serve the Indian infra development sector more industriously, we will continue to undertake extensive R&D and introduce machines with high-tech features, cost-effective solutions, high performance, and fuel efficiency, avers Sandeep Singh, Managing

Read more ...

L&T: Industry Leading Initiatives & Achievements
Arvind K Garg, Senior Vice President and Head, L&T Construction & Mining Machinery, enumerates the technologies and products introduced by Komatsu and L&T, the company’s extensive customer service programs, and proactive skill development initiatives which

Read more ...

ACE: Electrifying the Industry
Sorab Agarwal, Executive Director, informs that the company is set to become India’s first ‘swadeshi’ manufacturer of electric construction equipment with the launch of a fully electric mobile crane, whose technology has been developed indigenously at their

Read more ...

Terex: Strengthening Foothold Across India
Jaideep Shekhar, Managing Director, Asia & EMEAR, informs that the company will continue to strengthen its foothold in the Indian market by bringing in new technologies, expanding its product portfolio, and entering new construction territories. Its aim is to

Read more ...

Schwing Stetter India: Formulating Plans to Adapt to Demand Trends
V.G.Sakthikumar, Managing Director, informs that since sustainability is an integral part of the company, they are pursuing collaborations and R&D to bring innovative solutions, increase usage of green energy in its facilities, and reduce carbon

Read more ...

Escorts Kubota: Prioritizing Customer Benefits
Sanjeev Bajaj, Chief Executive, Escorts Kubota Limited, is confident that 2023-24 will be a great year for the CE business and demand may be more than the current capacity, largely led by domestic consumption due to the infra push by the Government before the

Read more ...

Puzzolana Group: Increasing Operational Efficiencies
Abhijeet Pai, President, informs that the company’s wide ranging value-added services for its customers has positioned it as a total solution provider in the Crushing & Screening Industry. The focus at bauma this year will be on M-sand, aggregates, railway

Read more ...

Sany India: In Sync With Changing Trends
Dheeraj Panda, Chief Operating Officer - Sales, Marketing & Customer Support, Sany India, informs that the company has taken a significant step forward towards sustainability with its B-V biodiesel machines, and is also testing electric technologies for

Read more ...

CRCHI: Making Tunnel Construction Smarter & Safer
CRCHI is positioned in world markets as a large enterprise with a strong focus on research, design, and manufacturing of customized underground engineering and rail transit equipment, informs Song Shuang, Vice Managing Director, Overseas

Read more ...

Manitou South Asia: Widening Industrial Footprint in India
Hafeez Khan, Managing Director, informs that the company is well-equipped to meet the higher anticipated demand in FY23-24 with its versatile material handling solutions, value-based services, and strategic partnerships with rental companies. Bauma is the perfect

Read more ...

KYB Conmat India: Focus on India-Centric Equipment
Premraj Kashyap, MD, informs that the company is fully geared up to meet upcoming demand in FY23-24 and has added a lot of innovative products to their Concrete Equipment portfolio, including a new range of Self-Loading Concrete Mixers. The government intends

Read more ...

JCB India: Committed to India’s Growth Story
Sales of construction equipment, a barometer of economic activity, is expected to increase in double digits in the ongoing financial year on the back of increased government spending on infrastructure projects, especially in rural areas, observes Deepak

Read more ...

Wirtgen India: Enabling Sustainable Construction
The Wirtgen Group and John Deere are working on various smart technologies, including electric machines, and on sustainable construction through its recycling business, informs Ramesh Palagiri, Managing Director & CEO. Wirtgen’s production systems are

Read more ...

Ammann India: Forging Ahead
Anand Sundaresan, Managing Director, discusses the grey areas in the construction equipment industry of India and how the company’s technologically advanced systems and processes can help meet many of the challenges; and factors that are differentiating

Read more ...

CDE Asia: Sourcing Sand Ethically for the Construction Industry
With the advanced recycling solutions now available, it is possible to achieve a self-reliant, circular economy where different waste streams can be recycled and converted into high-quality sand and aggregates for use in construction, informs Manish

Read more ...

Etrack: Offering the most Advanced & Green mobile Crusher & Scalpers in India
Keestrack is introducing the most advanced and innovative technology for crushers and scalpers through its manufacturing facility in Neemrana, Rajasthan. Swaminathan Dhandapani, CEO, discusses the company’s strategies to drive business in India

Read more ...

LiuGong India: Committed to Make in India
Nischal Mehrotra, Vice President - Sales & Marketing, informs that the company has expanded its product offerings with large tonnage excavators, mini excavators, dozers, electric wheel loaders and trucks, and is geared up to meet the anticipated higher

Read more ...