“Zoomlion is bullish on its prospects in India as the country's Infrastructure construction taking a positive turn,”

says Mr. Junbin Wu, Manager Overseas-Marketing Deptt., Zoomlion crane branch, in an interview with S.A.Faridi.

Zoomlion Mobile Cranes
How do you analyze the demand of crane (low and high capacity) in India in general and for mobile cranes in particular both in regards to mid- and long-term?
The demand curve for cranes in India would certainly be on the rise with the new government's focus on infrastructure development which would push up our crane business in the country.

Currently, the demand for mobile cranes in India is mainly for 75T truck crane, while other tonnage is a bit hard to sell. But in the long run, we are going to explore large tonnage AT cranes and crawler cranes as we expect demand from power, ports, railways, and other infra sectors.

What has been the business performance of Zoomlion India crane division in the last one year? How many units have been sold and working at Indian construction sites?
The year 2013 was quite slow for Zoomlion in India but this year, market is performing well and so far we have sold out more than 100 units and achieved over $10 million sales volumes.

Could you please tell us about Zoomlion's engineering and crane manufacturing strength?
Our engineers have the advantage of versatile skills in different kinds of cranes such as tower crane, truck crane, crawler crane, and rough crane.

Moreover, with our strong R&D and huge manufacturing facilities, we have been designing and developing high performance cranes for the global requirements. We are streamlining our manufacturing and marketing resources to offer best pricing and configuration solutions to our customers worldwide.

Zoomlion is investing heavily to augment the capacities of its local manufacturing facilities and also adding to sourcing, logistics, warehousing, information system, training and financial offerings to cater to the capacity enhancement.

What are your corporate philosophy in terms of developing eco-friendly, fuel-efficient, and safety features, enhancing quality, reliability, and productivity of your offerings?
As a manufacturer, we are developing the products of high quality, reliable, fuel-efficient, and price competitive for the benefit of our dealers.

At Zoomlion, we always focus on delivering value for money to customer with assurance of quality, productivity, and minimum downtime. We believe that safety at site is of prime importance as human life is very precious. Hence, our cranes are well equipped with latest technologies to ensure safety besides quality, fuel efficiency and sustainability. We will keep scaling up our market efforts for India.

Truck Crane

For Indian market which is highly price-conscious, how would you like to sensitize value addition attributes as the important factors to mitigate price sensitivity aspects?
Zoomlion is a global company but its focus always remains on localization. India is a strategically important market for us and we pay a lot of attention to meet the local market requirements. To take on pricing issues in India, we keep innovating to bring sustainable and cost-effective models in the country. Our 60-100T truck cranes are highly cost-effective.

Moreover, to mitigate price sensitivity challenge, we are offering better and professional services to end users and have set up a top class development sales and after sales support mechanism with our local distributors to provide efficient sales, service and parts support to our customers across the country.

How well is your company equipped to offer customized training and after sales services in India?
Now we are exploring the regular training and management for the dealer to improve bilateral communication and have a better result.

Currently, we have a well dedicated service team in India which offers warranty, preventive maintenance services, on-site technical support and certain level of training services. Regular training program is arranged in our training center in Delhi and Mumbai which covers technical lectures, service operation instructions, interactive discussion, and operation on machinery simulators, etc.

Our other important effort is the timely supply of service parts, along with the regular training for service personnel of customers/partners. We have a regional warehouse in Mumbai to offer service parts supply to customers in India, Sri Lanka, Pakistan, and Bangladesh. Due to the growing market potential of India, we are enlarging our administrative, warehousing, and technical training facilities in the country. We consider our service offerings being one of the edges over our competitors.
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