India is a price-sensitive market, but safety and quality are paramount

T.S. Suresh Babu
CEO – Rentals, Mtandt

How do you look at the rental business faring in the industry?

The rental business over the past 3-4 years has been growing significantly. We anticipate a 100% growth in the next financial year for Mtandt. Our infrastructure is built to handle operations worth approximately 150 crores annually, and we plan to double that next year by investing in additional assets. This growth is supported by the development of manpower, service setups, operational teams, and training staff to enhance skills. Service engineers are also sent abroad for training at OEM premises to further improve their capabilities. 

How do you view the safety factor in equipment from Mtandt perspective?

Safety is a top priority for us. Over 60% of our fleet consists of equipment less than 3 years old, ensuring modern safety standards. Following the updated EN safety standards implemented in 2020, we have upgraded our machines accordingly. Our operators undergo rigorous training to understand machine operations and environmental safety considerations, significantly reducing the risk of accidents. We also conduct company-wide safety training, involving all levels of the organization, from top management to operators.

How do you balance between cost and quality in a price-sensitive market like India?

India is a price-sensitive market, but safety and quality are paramount. While cost is an important factor, clients recognize the value of safety and reliability. A single accident can negate any cost savings. Our rental rates include a premium because of the high standards of safety, quality, and the training we provide to our operators. Clients are willing to pay for this added value.

Can you elaborate on the products showcased at bauma?

At bauma, we showcased a range of boom lifts, including battery-operated, diesel-operated, and hybrid models. These lifts range from 5 meters to 44 meters in height. The hybrid models represent the future of the industry, combining efficiency and sustainability. We have already implemented these technologies in the Indian context and are prepared for the industry’s future demands.

What are the challenges currently faced by the industry?

Key challenges include delays in payment realisation from customers, a shortage of skilled manpower, and the burden of upfront GST payments despite delayed payments. The industry is highly capital-intensive, requiring significant investments for equipment and training. Support from the government in addressing these financial challenges would greatly benefit the sector.

What after-sales initiatives do you offer for rental equipment?

In the rental business, our responsibility doesn’t end with supplying equipment. We ensure proper maintenance of machines, train operators, and monitor their utilization. If hazardous conditions arise at a project site, our operators are trained to halt operations until issues are resolved. We take complete ownership of safety and operational efficiency on all projects.

How do you plan to scale your business to meet the increasing demand from infrastructure projects?

We are planning for a 100% growth in the coming years. The industry’s capital-intensive nature demands substantial investments in machines, each costing upwards of a crore. Our policies are clear, and we have outlined a strategic blueprint for the next decade, ensuring sustainable expansion in line with India’s industrial growth.