Innovations Are Very Important In Today’s Competitive And Fast-Paced Market To Stay Relevant

Mr. Sailj Verma, Sr. Vice President Sale, KYB-Conmat Pvt Ltd. shares his views with Sudeshna Mukherjee, Assistant Editor, CE&CR about bauma CONEXPO 2018, which is scheduled to happen on 11th - 14th December at Huda Ground, Gurgaon/Delhi.

Mr. Sailj Verma
Sr. Vice President Sale, KYB-Conmat Pvt Ltd.

Conmat Group of Industries started in 2002 from a small 200 sq.ft. rented space to manufacture material handling systems and diversified into Concrete Construction Equipment in 2009 at Vadodara. The moment of glory came with equity partnership from the Global giant KYB Corporation of Japan in 2012, which is a trusted name and market leader in Concrete Equipment Industry.

Today the group has 70 manufacturing locations in 34 countries, having annual turnover of over 21,000 crores and employing over 12,500 professionals. The company has set up a state-of-the-art R&D and manufacturing facilities in Vadodara (Gujarat), which spreads over 500,000 sq.ft. to produce technologically advanced yet economically viable equipment.

KYB in association with CONMAT is producing World’s finest Concrete Construction Equipment’s Indian facility, with the support of Japanese technology, which is used as a global manufacturing hub for Concrete Batching Plants, Concrete paving machines, Concrete Pumps and Transit Mixers.

Civil Engineering and Construction Review: As an exhibitor, what plans have you lined up for bauma CONEXPO India 2018?

Sailj Verma: bauma CONEXPO INDIA is a very well recognized brand all over the world and probably the most qualitative organized platform for the construction equipment industry in India. Exhibitors meet high-quality trade visitors at bauma CONEXPO INDIA. It is a very prestigious presentation platform for companies as it is a community for doing business in India; exhibitors, trade visitors and decision-makers meet here. KYB – Conmat has always actively participated and sponsored in bauma CONEXPO India since past few years, and so this year as well we are an Associate Sponsor.

BC India - 2018 is going to be one of the biggest business opportunities for the Construction Equipment sector. We are launching many new products this year, besides displaying the new generation Stationary Batching Plants, Mobile Batching Plants, Road Paving Machines, Canal Paving Machines, Elevators, Concrete Pumps, Transit Mixers from 6 to 8 Cubic Metre capacity with PTO & slave Engine.

CE&CR: What trends and growth prospects do you envisage for the concrete equipment segments in the coming years?

Sailj Verma: The Indian construction equipment sector is made up of five main segments - earthmoving equipment, road construction equipment, concrete equipment, material handling equipment, and material processing equipment. India’s infrastructure sector is poised to grow significantly with the increasing demand for development of key infrastructure projects such as roads and highways, rural connectivity, urban infrastructure including metro rail projects, ports and airports, industrial corridors, smart city projects, etc. Investment and implementation of key projects are the concerns of the construction and construction equipment industry. Several initiatives by the Government such as 100 smart city projects, urban infrastructure including metro rail projects, port development, creation of an industrial corridor and a dedicated freight corridor, would boost the country’s infrastructure development. So, for a growing economy like India the infrastructure sector and construction industry will prosper in the long run.

CE&CR: The year 2018 has set a new benchmark for concrete equipment sales; how has 2018 been for KYB-Conmat?

Sailj Verma: “KYB-Conmat aims to be a major contributor to the country’s growth story”. We have been growing year over year and had a great 2018, and we expect 2019 to be even better. As more and more projects are being announced – be it for roadways, seaports, airports, real estate, affordable housing, irrigation, etc., we are aggressively working with our customers to be part of it all.

Concrete is the future, and there is no doubt about that, and we are all geared up to do our bit to make India an infrastructure-rich nation. KYB-Conmat has seen consistent growth since 2015 due to the widespread acceptability of our products in the market. We recently celebrated the rollout of our 2,000th Transit Mixer from our Vadodara facility. We are looking to expand our market and reach, both domestically and internationally. We also wish to explore unchartered territories in the international market. We have some new products currently in the development stage, which we are planning to launch soon. At the same time, it will also be our endeavour to upgrade and keep our existing product offerings up-to-date with the latest technology. Our aim is to develop the one-stop shop for all concrete equipment needs of a customer and we are working on front foot to achieve that.

CE&CR: KYB-Conmat have been adding products in its portfolio with regular interval, which needs strong R&D, adding-up requisite infrastructure, marketing support etc.; will you please brief on these important aspects?

Sailj Verma: Research and Development is very highly valued at KYB-Conmat. We have an R&D centre in India, (in Vadodara), and another in Japan. We wish to make path-breaking innovations a norm in order to best serve our customers.

Innovations are very important in today’s competitive and fast-paced market to stay relevant. Our Research and Development is working in full force on some great products, while also focusing on upgrading our existing products, which we believe, are sure to take the market by storm.

CE&CR: The competition is shifting from being lowest priced to technologically advanced equipment; will you brief on your edge over your competitors on higher productivity, reliability and efficiency translating into lower cost of ownership?

Sailj Verma: KYB is enjoying over 85% market share in Japan with an annual sale of over 7,000 Transit Mixers. Its low Slump Handling & High Discharge capacity thanks to its special blade design is the hallmark of Japanese Technology & Precision. It offers the best geometric volume and operating cost in the class. The centre of gravity is also low due to the welded chassis frame and offers better operator comfort and road safety. The same design is being produced and offered to Indian customers unlike other manufacturers, who downgrade the design in India to make it cheaper.

CE&CR: How do you support a project to finish on time, as most developers are trying to complete their projects on or before time?

Sailj Verma: KYB-CONMAT offers the best customer support in understanding and resolving machinery related problems immediately, thus making the plant to run continuously and minimize the Shut Down time. Multiple nodes are used for providing solutions online for any Plant Software related problems. Immediate solution can be given depending on the nature of the problem. Our team serves online support for software related problems and provides 24*7 support through telephone. And if necessary we assign qualified service engineers to the plant, after understanding the nature of the problem and cause of the problem at the earliest for better understanding of customer.

CE&CR: What is your marketing strategy to expand brand reach and to retain existing customers? Please give information on your dealer network and new markets you plan to be present in India?

Sailj Verma: We are a part of 98-year old group, having 34 plants and 62 offices across the world. With the emerging new business models and trends in the industries, KYB-Conmat is focused in its drive to provide innovative design, state-of–the-art technology, and quality-based world-class products, which are well accepted in the market because of its prompt & effective after–sales-service and higher performance on price ratio. As a brand, KYB has a vision and goal to expand and create a global presence. With this is in mind, we are planning to increase our presence for sales, and after sales to all the major cities in India and overseas. Apart from that, we will also be associating with new channel partners to increase our presence and to be closer to our customers. Within a short span of time, we will have our large presence in all the major cities pan India.

CE&CR: In this age of tough competition what is your recent point of focus?

Sailj Verma: We believe the greatest challenge for companies today is not keeping up with their competitors, but with their own customers. Business used to be about getting customers to do what you wanted them to do. But customers don’t accept this anymore. They don’t like to be told what to do. They want relationships based on reciprocity, transparency and authenticity.

We began this company with nothing more than a pocket full of dreams and it still takes us by surprise to see how far we have come.

We want to drive the market – we don’t want to be driven by it. Our guiding principle is - Change the market before it changes you. We have been changing the products, processes, customers’ expectations along with their mind-sets at an amazingly rapid pace. But there are few focus points which will never change:
- Our commitment towards customers
- Our passion for technology
- Our determination for quality & excellence

CE&CR: How do you look on export markets?

Sailj Verma: The burgeoning construction sector in many African and Asian countries has harbingered good times for companies manufacturing construction machineries and equipment as well as those selling used and refurbished heavy equipment and machinery. The appreciable increase used construction machinery in real estate and construction activities in African countries has resulted in a substantial surge of demand for concrete mixers. The rapid growth in the overall economy of many countries has accentuated the need for improving infrastructure. Governments, development authorities and even companies have begun investing in infrastructure development projects in several countries. Moreover, many African governments have invested heavily in irrigation and mining projects across the continent. All these factors have contributed immensely to the increased use of construction machinery and we are getting steady orders and a lot of enquiries from many African and Asian countries like Indonesia, Bangladesh, Thailand, Kenya, Nepal, Tanzania, Philippines and Sri-Lanka.

CE&CR: Tell us about the various products/equipment you will be displaying at bauma CONEXPO 2018. Are you planning to launch any new products?

Sailj Verma: BC India - 2018 is going to be one of the biggest business opportunities for the Construction Equipment sector. We are launching many new products this year, besides displaying the new generation Stationary Batching Plants, Mobile Batching Plants, Road Paving Machines, Canal Paving Machines, Elevators, Concrete Pumps, Transit Mixers from 6 to 8 Cubic Metre capacity with PTO & slave Engine.

CE&CR: What are the different types of RMC equipment you offer; of these, which is the most popular one?

Sailj Verma: Construction companies and RMC providers are making smart investments in concreting assets, choosing equipment well, and hiring or outsourcing when it makes better financial sense. On the back of a medley of infrastructure projects, the concrete industry, from equipment to ready-mix concrete (RMC), is expanding. Industry voices expect real estate and city development to accentuate growth in the future. We foresee big potential for RMC segment in future considering factors like, arranging sub gradients locally becomes a costly affair and drives towards larger amount of wastages, stringent pollution control laws is now pushing the RMC business to new heights as it prevents air pollution to the maximum than self-preparing. Due to a lack of skilled labourers, RMC works better and thus is looked forward to become an inevitable part of construction industry. Equipment like Concrete pump and Transit mixers are an added advantage to accelerate the project progress that is certainly not possible while adopting the conventional methods while preparing concrete.

KYB – Conmat offers various models of Batching Plants, Transit Mixers and Concrete Pumps as per the customer choice. In metropolitan cities, there are preferred 60 cu m and above capacity plants like 60, 75, 90, 100, 120 etc. Tier-2 cities prefer 45/60 cu m plants and tier-3 cities prefer 30/45 cu m plants considering proximity to supply in stipulated time.

CE&CR: What motivates your company to participate in this bauma CONEXPO India 2018?

Sailj Verma: KYB Conmat is an Associate Sponsor for BC India 2018 this year and we have great expectations from the show. It is a great opportunity for all the manufacturers to meet the local and international customers in one location. I believe BC India 2018 will bring in more customer footfalls than BC India 2016, because the market sentiment is upbeat. This edition is at the time where we are enjoying good growth as an industry. It is not only a great platform for many international firms to announce their arrival in India, but also gives them a platform for new product launches. Therefore, we look forward for BC India 2018, the premier construction equipment show in India.

More News »