Souma Ray, Director, Haulotte India.

We strongly follow a practice of doing the application study for which the AWP is to be used, says Souma Ray, Director, Haulotte India.

What are the difficulties and problems posed by the buyers, who are seeking equipment solutions from you?
The biggest challenge that we face in India when it comes to purchase of an aerial work platform (AWP) is the lack of awareness. The concept of SAFETY FIRST is still lacking across sectors and this is something which needs to be given topmost importance. Buyers need to understand that an AWP is a vital equipment when it comes to safe working at heights. Hence, no compromise should be made in terms of the quality of product they wish to purchase.

Could you elaborate on the relevance on the technical aspects pointed out by buyers? At Haulotte, we strongly follow a practice of doing the application study for which the AWP is to be used. Based on the technical inputs provided by the buyer, we select the machine which is best suitable to undertake the job.

Sometimes buyers indicate some non-negotiable terms and conditions of supply. How difficult is it for you to accept the same at your end and why?
At times, some buyers do ask for certain terms like extended credit period for payment, extended warranty for five years on our machines on free of charge basis. Such terms become hindrances in concluding an agreement. We follow the international norms and practices with regards to terms and conditions and always strive to come to an agreement with the buyers on similar lines.

How much weightage is given to superiorior features of your equipment by the buyers in terms of price premium over competition?
Haulotte is one of the leading all-range AWP manufacturers in the world and our customers are aware of our superior product quality and performance of our machines. We are thankful to such buyers who honour our brand image and understand the fact that our machines cannot be price-wise similar to other lesser known brands and hence agree to consider a premium for taking our products.

Are there any monetary considerations for safety and better emission compliance in your equipment?
Haulotte machines are compliant to the European CE EN280 standards which are one of the most stringent standards in terms of safety and also adhere to the latest emission norms existent in different regions of the world. We have also patented the ?Activ Sheild Bar? which is secondary guarding system that comes in use in an entrapment situation. This option is available on all our new and old boom lifts at an extra cost.

Are your warranty terms standard? Do you provide additional warranty coverage at Additional cost to the buyer?
Our warranty terms are standard as per the norms of the AWP industry. We of course provide additional warranty at extra cost when so desired by our customer. The terms of the additional warranty are clearly laid out and dependent on the nature of usage of the machine.

How do you encounter the Indian philosophy and attitude of getting the minimum supply irrespective of your product?s superiority?
We are all aware of such buyers attitude and we try and explain to such customers the need of considering a product that substantiates its cost vis-a-vis its performance, quality and safety over its life cycle.

What do you do when a buyer requests a competitive product techno-commercial comparison from you?
At Haulotte, we do technical comparison of all our products vis-a-vis competition and as a part of our product presentation we include the same in the pitch to our customers.

Any other information you wish to share with us?
Over the years, Haulotte continues as the leading brand in the AWP industry and this has been possible because of the faith and confidence that our customers put in our brand. We at our end are always around to hear our customers? voice and strive to provide them with the best product and after-sales support across the country.