Volvo Trucks India, known for its stronghold in the mining tipper segment, is more keen now on getting into the construction and regular infrastructure sectors. And, in this context, EXCON 2017 became the perfect platform for Volvo Trucks to ‘bounce its ideas with potential customers’, besides showcasing its usual strength.
Mr. B. Dinakar, Senior Vice President – Sales, Marketing & Aftermarket, Volvo Trucks India, explained: “Being a premium truck brand and not a mass truck company we are at EXCON 2017 to get feedback from our customers on their requirements, utilization in different segments, and the total cost of operation. We are looking at segments like irrigation, road construction and quarrying. We already have about 130 vehicles functioning in these areas.”
A special and latest offering which he spoke about was ‘Tridem’, but was careful to clarify with this statement: “We are not saying that Tridem is being introduced or launched at EXCON 2017, but we are looking at the reactions from our potential customers.”
Tridem is an 8×4 with three axles together in the rear and the last axle can be lifted if there is no load. It offers heavy duty air suspension with better operator comfort. Meant for heavy duty construction, this is mainly aimed at construction purposes ‘where the roads are not bumpy but treacherous’.
Mr. Dinakar said: “The turning radius is half of what is available otherwise. We have started our new journey in construction and infrastructure, so we would like to understand these sectors better and that is what we are focusing on at EXCON 2017.”
Ms. Christina Hallin, Vice President, Market India, Volvo Trucks, added: “This is a product that we have in the global system. We thought it could be a teaser for the Indian market. This is for severe construction and mining sites where there are narrow roads with difficult mobility.”
Volvo Trucks has roughly 132 units pressed into service in segments other than mining wherein an FMX 460 with 22 cu.m box body and another normal body with 19.5 cu.m are being utilized. What they are banking on is for the customers to utilize the machines for long hours extracting maximum productivity, because only then they shall reap full value for the money invested.
Mr. Dinakar said: “In a sector like irrigation, customers can use maximum available technical loads. That is how we could see about 90 trucks already in this sector. Barring a couple of them being used in road construction, the rest are working in quarries to extract blue metal, granite and marble.”
Definitely, the Union Government’s announcement late October 2017 to invest a mega Rs. 7 lakh crore umbrella highway program, that includes the Bharatmala project, has given a big boost to the CE sector. Mr. Dinakar responded: “Sure, but even if the spending was not available, for us the trigger to work in this arena is the utilization of powers of our customers who need to wrap up the project before the deadline. For example, in the irrigation sector, we identify the customers who are taking bulk quantities and find out the applications that our trucks can offer. We study the project first and foremost and then we commit ourselves to associate with them and share with them on how our trucks can improve their efficiency and productivity. When there is a need, we send our demo truck to the field to demonstrate for 100-150 hours and prove to them the turnaround time.”
The construction segment vehicles from Volvo Trucks India are CKD units that are imported but assembled at the Hosakote plant in Bangalore.
With multi-axle tippers becoming more prevalent among the users both for haulage and tipper purposes in segments other than mining also, the market is evolving at a faster pace.
Mr. Dinakar observed: “In the construction, mining and infrastructure segments, customers are gravitating towards mature choice of trucks which will require them to be in alignment with pollution control norms and better technology. That is when the level playing field will come into the picture, and that is when Volvo Trucks will play a major role. And this is the reason why we are looking at these three segments to start with and then may enter niche markets that fit our bill.”
For Volvo Trucks, the takeaways from EXCON 2017 were to leave the potential customers in construction and infrastructure segments with an indelible impression of the entire range of products, including the Tridem, besides engaging the regular customers using tipper trucks.
Ms. Hallin explained: “Our wider customers should leave here not thinking of Volvo as a mining supplier only but remember our larger range of products for each segment.”
And, in that context, what Volvo Trucks reiterated to offer its customers in terms of productivity, utility, turnaround time and uptime is that the brand is open to a mutually-benefiting learning curve.