“Lower cost of operations and optimum productivity are the key customer parameters in the construction and mining tipper segments. Offering products with stronger aggregates, improved fuel economy, and customized services are paramount for OEMs in this space”, explains Mr. Vinod Sahay, CEO – Mahindra Truck and Bus Division.
Excerpts:
What are the unique customer requirements associated with heavy-duty tipper trucks for mining applications? How is Mahindra adapting to evolving needs of this segment?
Customer demands for mining applications are higher uptime, stronger aggregates, comfortable cabin and lower cost of operations. The application, however, comes with unique operational challenges such as uncertain terrain, varying loads depending upon the density of material which varies as per the depth.
Mahindra Blazo range of tippers offers unique driveline in form of ‘FuelSmart’ technology, which provides best in class fuel efficiency across varying terrain due to its multi-mode operations. It is equipped with heavy duty aggregates with ergonomically designed cabin for longer duration operations.
How do you see the tipper segment growing? What are your growth expectations in this space in India and for exports?
We are bullish on tipper segment, on account of continued investments in infrastructure development and steady growth of mining segment. In FY 2018-19, we have sold more than 1,800 tippers, which is 130 per cent growth YoY. We command 5 per cent market share in this space at present.
We expect about 10 per cent growth in tipper industry volumes for the domestic market for both the above-mentioned sub – segments. At Mahindra, we also export tipper variants to neighboring countries and we see immense potential in our existing markets.
How are tippers evolving in the recent times, especially with regard to BS-IV and BS-VI? What is in stock for the next-generation mining and construction needs of the country?
With BS-IV, we have seen changes in tippers, in terms of upgradation of engine power and torque. We expect an increase in power, torque and after treatment system in upcoming BS-VI regime.
Post BS-IV, the heavy-duty engines have become more electronic in nature in India. Till BS-III, many players used to sell mechanical engine, only Mahindra offered CRDI engines before BS-IV. Apart from these, we have seen major improvements in cabin comfort offerings, improved instrument cluster offering lot of live information about performance of trucks to drivers. There is also more focus on the safety aspects of the tippers.
What are new technologies and features that are fast catching up in the tipper segment?
Productivity improvement is one of the main focus area, and tech features are being introduced to improve productivity. At the same time, customers are sensitive about the incremental costs which accrue on account of these features. We are seeing gradual acceptance of air-conditioning in this segment. We still have a long way to go before AMT and fully-automated transmissions gets adopted in India, except tippers applied for deep mining applications.
What is the role of digital technologies and big data, especially fleet management and telematics, in tippers? What are the customer demands in this regard?
In the past couple of years, telematics adoption has been steadily improving in the commercial vehicle industry. Mining sector stands to be the most benefited from this technological innovation as higher uptime of vehicles and productivity is of paramount importance for the efficiency of the operations. We have deployed our ‘DiGiSENSE’ solution in Blazo tipper range and have got encouraging response.
We have plans to introduce next level of telematics solutions soon, which would ensure remote diagnostics based downtime reduction or prevention and host of other features that helps in improving asset productivity. We believe that with the introduction of smart technologies like telematics and other driver aid systems onboard, the conventional way of doing business is going to shift to a more safe, efficient and productive one.
How do you reach out to customer in the mining segment? How do you rate your aftermarket thrust?
Mining is an intense time-consuming process. Ensuring vehicle operating up to 22-23 hours per day is the key for profitability. Identification of right product to suit the operations ensures right beginning. Post the start of operations, maintaining the vehicle is of paramount importance. At this point, aftermarket services are the key differentiator.
We offer comprehensive AMC and other customized aftermarket services to suit the operating requirement of customers. We offer onsite support to customers and ensure 99 per cent plus availability of tippers at site, along with mobile service vans, 24×7 ‘NOW’ call center for technical support, and a comprehensive 4000 hours or 24 months standard and 6000 hours or 48 months extended warranty for our products.
Our ‘Guaranteed Customer experience’ involves 48 hours uptime guarantee, 2 hours service reach guarantee on Delhi-Mumbai Service Corridor, and 36 hours service turnaround guarantee at dealerships, else we pay compensation to our customers on per day basis. We also guarantee the availability of 150 maintenance parts availability at ‘MParts’ Plaza and 250 other critical parts at select 24 dealerships, failing which customers are given those spare free of cost.