The skid steer loader industry in India is still in a nascent stage of growth. However, the demand is rising, and so is the competition.

?Terex is offering a better deal to the end-user as we are producing these machines locally with indigenous aggregates like engine and transmission, thus making the initial investment and maintenance costs far less vis-?-vis competition,? says Dinesh Nain, Chief Manager - Marketing, Terex Equipment. Excerpts from the interview.

Such a versatile piece of machinery like skid steers has still  not got its due importance from the various end-user segments. What is your take on that?  
We completely agree with the fact that such a kind of versatile machine has not been able to generate enough interest among end-users as it should have. Totally, the  skid steer loader industry in India is still in a nascent stage of growth and is hovering around 40-50 machines a month. In spite of concerted efforts to spread awareness about its versatile application, the end-user community is still uncertain about its return on investment, on account of high initial investment. The situation is made worse by the availability of cheap labour. However, we can say that there is a tremendous potential in compact loading and material handling segment, mainly in industries like forging, cement, glass, paper, biomass power plants, dairy, etc. With rising labour shortage, more end-users will go for mechanisation in such industries. Also, when manufacturers will start producing these machines in India itself, the initial investment for the end-user will go down by at least 30 per cent.

What is the market potential for skid steer loaders, and what is Terex?s share of the market?
At present, there is a total industry peg of 500-600 units a year. Our share is hovering around 20 per cent.  However, we strongly feel that over the next few years, it will rise to 40-50 per cent as a result of our continuous focus on providing latest technology at affordable prices.

Tell us about the range of skid steers from Terex?s stable.
Presently we have two models of skid steer loader on offer for our customers, the Heman 175 (60 hp) and Heman 195 (80 hp). Both these models are being manufactured at our Greater Noida facility, thus making our machines the real value for money for our customers.

What are the unique features of Terex skid steer loaders?
First of all, we are the only manufacturer producing skid steer loaders locally in India, at our Greater Noida facility. Main aggregates like engine and transmission are domestically procured, thus bringing down the initial investment as well as maintenance cost for our customers. Other major beneficial features in our machines are fuel-efficient BS III engine, gear drive system in transmission unit for long-lasting, trouble-free operation, hydrau?lically operated cabin for ease of operation, rated over capacity of 750 kg for maximum output, and more.

What are the control options available in the Terex offerings?
At present, we are offering standard flow control option in our machines.

What are the attachments available from Terex for skid steer loaders?
We offer a wide range of attach?ments for varied applications. The main ones are pallet fork, auger, muck fork, swee?per collector, combination bucket (6 in 1), ba?ck?hoe, rubber track, and industrial grapple.

What is the safety features incorporated?
Terex, as per policy being followed globally, are very strict on safety norms. We have safety features like rollover protection system, hydraulic brakes and such a weight distribution due to which machine can rest on its tail gate.

What is the growth you are expecting in this product line? What will be the growth enablers?
We strongly believe that by 2014-15, the industry for compact loading and material handling will rise to 2,000- 2,500 units annually. Out of it, we expect our market share to be around 25-30 per cent. The main thrust behind this kind of growth will be labour shortage and lower cost of initial investment along with varied applications.

What are the parameters a buyer normally looks into, when he goes for a skid steer loader?
Compactness, rated over capacity of machine, versatile application and attachments, maintenance cost, after sale service, and brand image, to put it briefly.

How do you look at the competition in this segment? What makes Terex stand apart?
The demand for skid steer loaders in India is rising, and so is the competition. Apart from Terex, there are already 4-5 multinational players in this segment like Doosan, JCB, and Gamzen.
However, Terex is offering a better deal to the end-user as we are producing these machines locally with indigenous aggregates like engine and transmission, thus making the initial investment and maintenance costs far less vis-a-vis the competition.