Recognizing India’s wealth of natural resources, we aspire to contribute to the processing of various minerals.

Kevin Hambrice, Chief Executive Officer – TerraSource Global

Michael Rai Anderson, PE, President O&G/ Industrial Products, Elgin Separation Solutions

What is your focus at IME exhibition this time?

I believe our primary focus now revolves around three pivotal aspects: first, identifying strong partners; second, exploring avenues to further export our intellectual property into the Indian market; and third, capitalizing on the expertise and experience of the team we’ve meticulously cultivated over the past three decades. These three pillars—leveraging our operational strengths, seeking new strategic partnerships, and tactically importing intellectual property from our US operations—are the cornerstone of our current priorities.

Are you having any products on display or have you showcased any products here?

Our standout this year revolves around our crushing equipment. The recent acquisition of the Elgin Business alongside the TerraSource team, coupled with the merger of their product technologies, positions us to introduce and establish those esteemed legacy products and brands within the Indian market. Building upon our longstanding success in India with our established base business, we now have the opportunity to leverage this momentum and introduce the crushers’ product lines catering to the aggregate and minerals in the mining industry. This represents a significant thrust for us at this juncture.

How do you look at market for your products in India?

We have a deep appreciation for the significance of coal—whether thermal or other types—and our recent conversations have revolved around its importance. Our extensive global experience in this field positions us as knowledgeable partners in the responsible processing of this crucial mineral. The timing seems opportune, supported not just by our perspective but also echoed by feedback from numerous customers and partners who believe this is an advantageous moment for our involvement. This validation energizes us.

However, our focus isn’t singularly on coal. Recognizing India’s wealth of natural resources, we aspire to contribute to the processing of various minerals—be it sand, phosphate silica, or coal. Our intent is to integrate ourselves into this landscape. Leveraging our manufacturing base in Baroda, we foresee significant expansion. TerraSource and Elgin are already esteemed brands in India, and our established presence, coupled with enhanced capabilities, allows us to broaden our impact and involvement in mineral processing.”

Are there any technological advancements in your screens?

At our core, we value innovation as pivotal to our business ethos. We firmly believe that to excel as an original equipment manufacturer, one must embody a culture of continuous innovation. It’s not always about revolutionary leaps; often, it’s the daily commitment to incremental advancements. Whether it’s optimizing construction materials, enhancing energy efficiency, integrating carbon-neutral cycles, or infusing AI and sensory technology across various products, innovation remains our unwavering commitment. This dedication is ingrained in our company’s essence—it defines who we are. Our goal is to persistently drive this spirit of innovation, channeling it into every product we bring to the vibrant Indian market.

When you say about technological advancements, how do you balance between cost and quality?

When considering technological progress, striking a balance between cost and quality is crucial. For me, cost and quality aren’t mutually exclusive. The truth is, quality stems from consistently adding value to your technology. It’s about gauging the value it brings to the customer and ensuring that the associated price is meaningful. Let’s say an enhancement doubles manufacturing costs but quadruples the value for the customer – they’d likely see that as a worthwhile investment. Ultimately, innovation should genuinely enhance the customer experience and deliver tangible value. If innovation is purely for the sake of novelty, it misses the mark.

At the end of the day, it’s the customer’s voice that matters. They demand a user experience and value that yields a return on their investment. When we innovate, our focus is squarely on the customer, ensuring they derive significant value. We approach innovation with a dual lens: reducing costs while creating value. It’s not common to simultaneously cut costs and boost innovation, but it’s a goal we pursue. The key is measuring the innovation against the value it generates at the user level.

For us, innovation isn’t confined to engineering; it encompasses establishing value for customers and optimizing our supply chain. We’re a US-based company with a global footprint, recognizing that what works in one region might not be as effective elsewhere. Acknowledging this diversity allows us to adapt accordingly.

Indeed, we often overlook how innovation permeates our entire business. It’s not just about technology or manufacturing techniques; it’s about our manuals, documentation, customer engagement, and service lifecycles for their equipment. Our approach to innovation spans every facet of our operations, fundamentally shaping how we function and support our industry.

What are the challenges and bottlenecks that you find in the Indian market?

As a company, we’ve been operating in India for nearly three decades now, so the Indian market isn’t new territory for us. Our journey here has been remarkable, with a roster of excellent customers. However, the real challenge often boils down to clearly defining our technology’s value proposition amidst a landscape of numerous low-cost imports. Our success has largely been fueled by emphasizing this value differential.

Over time, we’ve observed a diminishing need for aggressive marketing. Instead, we’re drawn towards markets that prioritize quality, innovation, and equipment performance. This shift led us to venture into manufacturing turnkey mobile systems for the pipeline, geothermal, and waterwall industry three years ago, eventually propelling us to the top supplier position within just 24 months. This achievement was no stroke of luck; it was a response to a market craving innovation.

Recognizing the demand, we’re expanding our offerings to include crushing equipment and other products that align with our core competencies in India. Our vision for the coming years revolves around delivering top-notch, locally manufactured goods using local resources, tailored precisely to meet the market’s needs.

While we haven’t encountered significant obstacles, occasional shifts in the business climate have prompted us to adapt our strategies.

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