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COVER STORY

able to avail machine service-related assistance from our service will successfully drive business through increased productivity,
team.” reduced costs and risks in the construction site.
Ammann’s after-sales offerings are one of the best in CE industry. Since last year, SDLG India has been positioning its machine
A partial list of its after sales offerings include, but not limited as ‘The Growth Machines for its Customers’, as is highlighted by
to Operation & Maintenance contract for Plant & Machine; For Surat Mehta, Head, SDLG India, “Apart
the complete life cycle of equipment; Condition monitoring & from being a reliable product, we would
proactive repair solutions; Wear metal analysis and condition be partners in our customers growth.
of lubricants; Application engineering; Improvement workshop Besides the top-class technology, we have
at job sites; Periodic maintenance services; and Parts & Retrofit a very strong after-market service, which
support. According to Sunil Sapru, Director - Sales & Marketing, we heavily focus on. We have an able
Ammann India Pvt Ltd., “Ammann’s major 19 distribution partners across the country
focus is product uptime with effective after and 4 international markets being supported from India, we have
sales support. More than 200 engineers very competent engineers, we have our spare parts outlet every
are positioned across India to support all 200 kms across our country, hence customers do not have to run
Ammann products. Further, Ammann is around for parts. Apart from this we offer lot of Uptime solutions,
focusing on spares warehouse & workshop these are also part of our after-market services. We offer long
at strategic locations for timely support to term support agreements to customers which is a unique offering
all Ammann Products.” not offered by any company in India. For SDLG products we can
According to Amarnath Ramachandran, MD, ARX Mining & support our customers for 8000 hours or 10,000 hours or even
Construction Equipment Pvt Ltd, “Post sales service has always 12,000 hours of operations, so the customer has to just buy and
been one of the most critical areas in ensuring repeat orders. The only focus on the work they are supposed to do, and we take care
sales team usually lands the first order, and of the maintenance and give them a guarantee cost for that.”
post that it is Product support, which retains “We are seeing customers more concerned with the total life cycle
the customer. In India, the challenge costing of the product. We are also educating the customers give
used to be the complexity in moving them a committed value around that, we customise the contracts
parts through a myriad of problems with for them hence they are assured of the value of the product. We
different documents from state to state. are moving a step ahead and promoting equipment as a service.
This is much easier now under the uniform The equipment belongs to us, we deploy the equipment, assure
GST rates. Good product support is easier if the machine is easily the availability at a fixed rate for a considerable period of time
serviceable, parts are stocked at key sites and skilled personnel agreed. The customer does not have to do any capital investment
are available at short notice. Initially for the ARX range of products, and not worry upon the maintenance and other aspects like
the company will be selling and servicing directly. Later it will add uptime etc as all these are taken care by us,” he adds.
suitable partners in the network for sales and service.” The new range of FMX and FM trucks by Volvo Trucks India,
Doosan Infracore aims to innovate the construction machinery are supported by Uptime Services that gives comprehensive
industry and create sustainable customer value through digital and digitalised solutions like fleet management, performance-
transformation of business. The Concept-X project combines ICT boosting services like site efficiency improvement etc. The
(Information and Communications Technology) and AI (Artificial performance of 6000+ active Volvo trucks are monitored through
Intelligence) technologies at the construction site and enables 12 Uptime centres spread across India. In Excon Volvo Trucks India
leading implementation of future construction sites. Concept-X has introduced three new service offering:

18 CONSTRUCTION OPPORTUNITIES|SEPTEMBER 2022