Lamilux, a global market leader in composite material and a GRP specialist, has had a successful run in the Indian market. The company has put in tremendous effort to help customers in the truck reefer and bus segments understand the benefits of GRP and has reaped rewards for its patient and long term-oriented approach. Having seen fantastic response from the truck reefer space, the company is now aggressively focusing on helping the bus market upgrade by switching over to GRP solutions. We find out details from Mr. Rohan Bellikatti, Regional Technical Sales Manager, South India and Sri Lanka, Lamilux.
Excerpts:
How has the Indian bus market responded to Lamilux’ products?
Lamilux India has just started working on the bus segment for various applications. While roofing is our primary focus application, we are also looking at providing solutions for side panels, interior roofing, flooring, luggage compartments, etc.
The response to the same has been encouraging. I would say people are valuing the advantages and benefits they would derive using Lamilux GRP, the most important being the savings. The operators would have tremendous savings in terms of fuel efficiency, reduced wear and tear of tyres, etc. The break-even point is negligible and the ROI of the same is only a few months.
Lamilux has stepped up focus on the bus segment in recent times after your runaway success in the truck reefer space. What kind of potential do you see for your products in the bus segment in India and in what aspects you would be able to help customers?
‘Runaway success’ is a good way to put it! I would just like to say that we are putting in our efforts to help customers understand the importance of GRP and the value it brings to their reefer containers. The reefer segment has matured to the extent that I don’t think there is a need to reiterate the benefits and advantages our products deliver in this space. Some of the figures associated with the tangible savings and intangible benefits our customers have seen are quite mind-boggling.
The potential in the bus segment is enormous. The advantages, benefits and value we bring to the table for bus operators can be quantified in terms of fuel savings, increase in vehicle efficiency due to better mileage per litre of fuel, more kilometres run in the case of electric buses, no leakages, single roof without any joint as we know ‘every joint is a weak point’ which causes leakages, good aesthetics and zero maintenance. Ours is like a ‘fit and forget solution’ for operators.
When it comes to the bus body builders/manufacturers, we also have savings in terms of time, faster & better application, increase in productivity and lower inventory. Our product does not call for any skilled labour or any welding or riveting over the roof. What else can customers ask for?
How many customers have you won over in the bus & coach segment?
As said earlier, we have just started focusing on the bus segment as we have an excellent product to cater to customers in the Indian market. Looking at the road conditions and challenges being faced by operators and bus body builders, I would go a step further and say our product is ‘tailor-made for India’. We have a few local manufacturers who are using GRP for bus roofs and also have big brands that have tried our product and appreciated the benefits; a few of them have already started using Lamilux GRP. I do not wish to name them here, but yes, we are approaching all bus body manufacturers as well as fleet operators with our GRP, for them to try and experience the change and the advantages we promise to deliver.
What are your plans for the second half of 2019? How do you see the rest of the year panning out for the industry and for your company?
The year 2019 has been a good one so far for Lamilux India; we are on track with our plans for the year. There are bound to be unforeseen changes and challenges, but we hope to continue the good work put in during the first half of the year. Our focus and attitude will remain the same; if we do things the right way I really don’t see any hiccup in our growth plans for 2019.
On the industry side, there has been a bit of a slowdown in the last few months which is quite perceivable, but we expect sales to pick up in the coming months driven primarily by the expected pre-buy before BS-VI kicks in next April.