Tuesday, June 15, 2021

Interaction - Rajesh Kaul, VP, Sales & Marketing, CVBU, Tata Motors

Tata Motors has been the doyen in introduction of new vehicles and features which have helped transform the Indian tipper segment.

 

Tata Motors has been at the forefront of technology and product innovations that have contributed significantly in facilitating the nation’s growth. In an exclusive interview to CONSTRUCTION OPPORTUNITIES, RAJESH KAUL, VICE PRESIDENT, SALES & MARKETING, CVBU, TATA MOTORS speaks about his company’s range of tipper trucks, new launches, cutting edge technologies and a lot more.

 

 

How do you assess the Tipper Trucks market in India in terms of cost/quality equations, sector challenges, and growth prospects?

With the renewed focus on infra, construction and mining sectors as catalysts for the economic growth of the country, the requirement for tippers is on the rise. These sectors are witnessing sustained growth on the back of aggressive target set by the government and bounce back of the economy. With a possible next wave of the pandemic being forecasted, the industries in these sectors are fortifying their processes and SOPs to ensure uninterrupted work. Availability of skilled manpower, labour and drivers is also a challenge in these times.

 

 

 

What has been the impact of Covid-19 on your business and what are your strategies to overcome these sluggish market conditions and expand market share.

The pandemic impacted the lives and livelihood of people and enterprises across the country. This along with the BS6 transition was a unique challenge for the industry. Tata Motors was able to connect with the customers through its wide range of sales and service touch points, which continued to remain operational to cater to the requirements of our customers, with safety precautions and SOP’s. This ensured that customers could continue with their business. Tata Motors and its channel partner teams continued their engagement with the customers digitally to ensure connect with the customers. The sales teams continuously focused on key sectors especially infrastructure and mining to ensure that the new vehicle requirements were met. Local digital launch events ensured that the product, service and value-added services offerings were effectively communicated to our customers.

 

 

 

Tell us about the range of tipper trucks offered by you, in terms of types, applications and capacities.

Tata Motors Construck offers a wide range of tippers and concrete transportation solutions. Tippers ranging from 19-tonne to 47.5-tonne cater to a wide range of infrastructure, construction, irrigation, surface transport and mining/quarry applications. These products are configured with curated vehicle aggregates (through engine, drive train, load body, suspension, cabin, tyre options) for high productivity and low operating costs, thereby enhancing the profitability of businesses. The Construck range also offers a wide range of specialised platforms for Ready Mix Concrete (RMC) Transit mixers (6/7/8/9/10 cubic meter drum capacity) and Boom Pump (up to 43m height) applications. Tata Motors also offers fully-built 6/7 cubic meter RMC transit mixer to maximise earning potential.

 

 

 

Any new launches or any new variants launched or being launched?

Tata Motors has been the doyen in introduction of new vehicles and features which have helped transform the Indian tipper segment. Besides the regulatory changes, as part of the Power of 6 philosophy for Construck vehicles, BS6 Construck vehicles feature a plethora of unique offerings and updates which ensure sustained profitability for the customer.

In FY21, Tata Motors introduced the country’s first 47.5-tonne tipper with the biggest 29-cubic metre load body and a wide range of features to ensure faster, safer operations with high productivity. The Signa 2821.K RMC FE+ was introduced keeping in mind the unique requirements of the RMC transit mixer customers – lower cost of ownership with faster turnaround. The versatile Signa 1918.K was launched to cater to the wide customer base looking to use the vehicle in varied applications.

 

 

 

What are the cutting edge technology featured in your machines? What distinguishes them from competitors?

The Construck BS6 vehicles were formulated with the Power of 6 philosophy. Customers experience POWER OF ENHANCED PERFORMANCE – a result of the powerful and advanced engine options mated to heavy duty gearbox, clutch and chassis aggregates.

 

POWER of LOWER TOTAL COST of OWNERSHIP is achieved through proven and heavy-duty aggregates with advanced technology features like multi-mode fuel economy switch – ensures the appropriate power-torque combination as per terrain-load requirement, wide and flat torque curve with max torque at low rpm – less gear shifts and higher fuel economy, engine brake – enhanced downhill control with longer service brake life, iCGT/NGT brakes – for enhanced braking and longer brake life, HDPE corrosion-free fuel tank, vertical exhaust systems amongst other things.

POWER of COMFORT and CONVENIENCE with the comfortable, spacious and premium Prima and Signa cabins which ensure fatigue-free driving experience with the tilt & telescopic steering system, comfortable and adjustable seats, lower pedal control and gear shift efforts and wide all-round visibility. Enhanced safety with advanced features like the Hill Start Assist (HSA) – enhanced uphill driveability, Engine brake, enhanced braking, Anti-topple technology with tilt sensor (in 42T and 47.5T vehicles) and crash-tested cabins. Powerful air conditioning ensures comfortable driving and vehicle operations.

 

POWER of CHOICE offers a wide range of product options enabling the customer to select the best suited vehicle as per business and application requirements. CX/LX variants in vehicle models enable the customer to select the appropriate features best suited for their applications and requirements.

 

The Advanced Telematics offering, the FLEETEDGE, ensures POWER of CONNECTIVITY, with real-time monitoring of vehicle location, vehicle performance, fuel monitoring with instant theft notification. This is offered with a free 6 year subscription.

 

Tata Motors SAMPOORNA SEVA ensures complete peace of mind for the customer, with the wide range of value-added services and driver welfare options. The customer can also avail the customised Annual Maintenance Contract (AMC) and Fleet Management Solutions (FMS) suited to their business requirements.

 

 

 

What has been the impact of BS-VI norms on your product line? Your company’s strategy in this price sensitive market.

Tata Motors Construck range has been at the forefront in understanding the industry and application requirements and implementing the same to ensure sustained business profitability. The BS6 portfolio has been developed to look beyond the regulatory requirements and provide a plethora of new features and offerings to the customer. The BS6 products have demonstrated the value of Power of 6 offerings in varied applications and customer have appreciated these products resulting in repeat purchases and leading in market share.

 

 

 

Aftermarket services as a strategic differentiator.

Tata Motors has a very strong network of sales, service touch points which ensure a very high vehicle uptime for the customer. Through Sampoorna Seva, we offer a wide range of curated service solutions like AMC options, onsite service, container workshops, scheduled visits, fleet management services, uptime guarantee options to the customer. Through our wide network, we provide breakdown assistance genuine spare parts, fluids, accessories, consumables to customers. Tata Motors provides driver training, service training and facilitates other welfare activities.

 

 

Which are the major sectors that are driving the tipper trucks industry?

With higher funding and focus towards infrastructure development, the infrastructure, road construction and aggregate transport sectors are dominating the tipper uptake. Quarry/mining, irrigation are the other sectors contributing to tipper volumes.

 

 

 

Your outlook for the rentals market.

With increase in the project allocations across the country, there will be a higher propensity for rental markets across the country. Our wide range of products with the CX/LX variants allows such customers to purchase the right vehicle option to meet this requirement.

 

 

 

Do you offer equipment finance or do you have tie-ups with finance companies for the same. Any innovative schemes launched.

Tata Motors along with all the finance companies have always been at the forefront is providing the best offers for our customers. Such offers are released periodically based on the industry requirements.

 

 

 

Future outlook on the industry and from your company perspective

Tata Motors is upbeat about the future outlook of the tipper segment. With enhanced government focus and funding towards infrastructure improvement, rural development and Atmanirbhar Bharat, the tipper segment is sure to rise further in the coming years.




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