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DV Junnarkar, Head - Marketing, L&T-CASE A 50:50 joint venture between L&T and CNH, Global NV engaged in the manufacture and marketing of construction and road building equipment, L&T-CASE is a market leader in the vibratory compactor segment and a leading player in the loader backhoe market. DV Junnarkar, Head - Marketing, L&T-CASE, gives an outlook on the construction equipment industry in the country and highlights on the various efforts that gives them a lead in the market. Please brief us about manufacturing and marketing operations of L&T-CASE. Which are the products and services offered?We are currently among the leading manufacturers of backhoe loaders and vibratory compactors (asphalt and soil). All our products comply with ISO standards: for the design, manufacturing, sales and service of earth moving and construction machinery we have an ISO 9001:2000 certification while an ISO 14000 has been certified for our environment management systems. The manufacturing facility is located at Pithampur (near Indore) Madhya Pradesh. These machines are marketed and serviced by its marketing division headquartered in Mumbai through a network of 55 dealers Complemented further by the L&T-CASE zonal and area offices across the country. What is your outlook about construction equipment industry in the country?Infrastructure is certain to play a crucial role in India's GDP growth in the forthcoming decade. There is without doubt, a wide gap between the current infrastructure scenario and the country's future requirements. We hope the government will take things in stride and focus on the timely implementation of various infrastructure projects in order to bridge this gap. Please highlight on your effort in R&D and innovation. How strongly does it help in giving you a lead in the market?We have noticed how value-driven Indian customers are. According to our research findings, there is a huge difference in the way backhoe loaders are used in the west vis-脿-vis here. In India backhoe loaders are deployed for production jobs, and work continuously for 10-20 hours per day, whereas western countries consider it only as utility equipment. Therefore, when we developed the new model, we focused on fuel savings - which in turn increases value for Indian customers. The average number of working hours per annum that a loader backhoe works here is around 2,000 hours compared with 700 hours in developed countries. Having accepted this reality, we have re-designed our loader backhoe which makes it one of the lowest fuel consuming machine for both backhoe and loader operations (Fuel consumed per cubic metre production). We also used the best of components to build the machine which makes it sturdier and far more reliable. What are your expected figures for loader backhoe and vibratory compactors in this financial year 2010 - 11?We are expecting around 25,000 loader backhoes and 2,400 vibr-atory compactors. What are some of the benefits your customers are likely to get when they buy your vibratory compactors?Both our models are very popular largely because of its overall performance and the lowest owning and operating cost for contractors. The components used ensure enhanced performance and high up-time. Incidentally, L&T 752 has been the highest selling tandem vibratory compactor in India for a long time now. In soil compactors, we offer other options like drum drive and PD versions which are needed for special soil conditions to ensure better compaction. Do you offer any special training for your machines?It is the manufacturer's responsibility to train those operating the equipment for effective output and proper maintenance. We have a dedicated training department which conducts special programmes throughout the year. We also conduct special programmes based on client requests and at their convenient locations. We strongly feel that our customer's success is our success. What about post-sales service?We strongly believe in our motto In Service Lies Success. Our engineers respond to customer calls and resolve them at the earliest possible time. Each dealer is fully supported by L&T-CASE service professionals who monitor and guide the whole service function. As regards the parts support, all the critical and essential spare parts are available with our dealers at their outlets. All dealers are connected with our portal and they can order online for any part. Do you see any demand-supply gap?We feel that the existing manufacturers have a sufficient production capacity which will meet demand in coming years. What are your projections for the earth moving equipment industry five years down the line? We expect that this industry will grow at 20 per cent CAGR till 2015 - 2016.