Merwyn Rebeiro, General Manager – Sales, Palfinger

What are the key products or technologies you are showcasing at bauma ConExpo India, and what makes them particularly relevant to the evolving needs of Indian customers?

At bauma ConExpo India, Palfinger is showcasing its capabilities in advanced lifting and material-handling solutions, with a particular focus on loader cranes and segment-oriented offerings for the Indian market.

What makes these solutions particularly relevant is the combination of high lifting performance, compact design, safety, and operator productivity and application flexibility. We see a broader shift in the Indian market towards equipment that delivers lifecycle value and operational efficiency, rather than being evaluated solely on its initial acquisition cost.

Palfinger’s solutions are designed to improve handling efficiency, optimise equipment utilisation and support safer operations. This is especially relevant across infrastructure, construction, transportation, logistics, utilities, defence and railways, where mobility, versatility and reliable performance are increasingly important.

We tailor our equipment to the specific requirements of different segments, offering versatile machines that can support varied lifting and material-handling needs. By combining global engineering expertise with an understanding of local operating conditions and customer expectations, we aim to provide solutions that enhance productivity, improve operational efficiency and deliver long-term value to customers.

What major shifts are you seeing in customer demand—such as automation, digitalisation, fuel efficiency, alternative fuels and lower operating costs—and how is your product strategy responding to these trends?

The Indian market is moving from a predominantly price-driven purchasing approach towards one that is increasingly focused on productivity, uptime and lifecycle value. Customers are increasingly evaluating how effectively a machine can improve productivity, operate efficiently and deliver reliable performance throughout its lifecycle.

We see growing interest in operator safety, ease of operation, intelligent functions, improved productivity, reduced downtime, better equipment utilisation, job planning and fleet management.

As a technology leader in the lifting industry, Palfinger continues to advance digital solutions focused on improving operator productivity, safety, precision and overall equipment efficiency. The objective is not technology for its own sake, but technology that improves productivity and lowers the total cost of ownership.

India is emerging as both a major construction equipment market and an export hub. What are your plans to expand manufacturing and exports from India over the next few years?

India has evolved from being primarily a large domestic market to becoming an increasingly important manufacturing base serving both domestic and international requirements. The combination of engineering talent, supplier capability, cost competitiveness and the scale of the domestic market provide a strong foundation for this development.

For Palfinger, localisation is an important strategic direction. Our objective is to progressively strengthen local capabilities across manufacturing and the wider customer-support ecosystem, while expanding our local partner and service network.

A key step in this strategy is the new manufacturing plant in Maharashtra, with a primary focus on developing “Make in India, for India” solutions and serving the Indian market. As the market and local ecosystem continue to evolve, we will also explore opportunities to support international markets through exports.

Our long-term ambition is to make India an increasingly important part of the Palfinger global value chain.

With global trade uncertainties, geopolitical tensions and changing tariff dynamics, how are you managing supply chains, costs and localisation to remain competitive?

Against the backdrop of global trade uncertainties, geopolitical developments and changing tariff dynamics, Palfinger is considering a combination of greater localisation, supplier development, multiple sourcing options, inventory optimisation and stronger supply-chain planning. At the same time, we must maintain the quality, reliability and technological standards expected of PALFINGER.

India provides a significant opportunity in this respect, with its growing engineering, manufacturing and supplier capabilities. Developing strong local suppliers can improve competitiveness and reduce exposure to global supply-chain disruptions. Palfinger’s localisation strategy, including the new manufacturing plant in Maharashtra and the expansion of its local partner network, is intended to strengthen this foundation and support further growth in India.

What are your key business priorities for the Indian market over the next two to three years, and where do you see the biggest growth opportunities?

Our priorities over the next two to three years are centered on market development, localisation, and customer value and expanding the application footprint of our products, while strengthening our local manufacturing, partner and service capabilities.

India’s continued investment in transport, railways, energy, urban development, logistics, construction and industrial infrastructure is creating a broad range of opportunities for advanced lifting and material-handling solutions.

We also see considerable potential as customers move from conventional and less-mechanised lifting practices towards mobile and productivity-oriented equipment. Palfinger will support this transition by bringing global expertise through local solutions, expanding its customer and partner network, and improving service capabilities across the country.