EXPERT INTERVIEWS

Mr. Rakesh Valeja

Director
Thames Side Sensors India Pvt. Ltd.

Challenges and Opportunities that Thames envisages for the Weighing industry in India?

Approximately 70% of Indian market uses extremely low-quality products. Many a times, the end client as well as system integrators look for the cheaper solutions and don’t bother about the problems they may face after the installation. Anyone who work with a quality Weighbridge manufacturer declares himself a supplier/service provider without having deeper knowledge and product knowhow. These are some of the challenges being faced by the weighing industry today.

On the other side these challenges itself are the opportunities for quality product manufacturers. India has an advantage of a big geographical & industrial area and consistent industrial growth. If we are able to convert even 20% of these low cost users, that would be a massive gain for quality product manufacturers. At Thames Side Sensors, we give great importance to educating the customer and our partner OEMs. We conduct regular training for their product knowledge enhancement which in turn is responsible for the growth we are having.

What are Thames's strategies to help the Industry overcome these challenges?

With every passing day, competition is growing. This makes it tough for any company to grow without the following:

  1. Quality products
  2. Quality service support
  3. Prompt after sales support
  4. Competitive Pricing
  5. Trainings, Technological & Product awareness
  6. Regular dialogue with Legal Metrology, Govt of India to update them about the standard manufacturers need to follow

What are the top level plans and strategies that Thames plans to implement to increase its market share in India from the current level ?

We are targeting every industrial segment like Pharmaceutical, Steel, Cement,  Packaging, food, Power sector and others. We are creating awareness amongst the users about technology behind weighing, importance of quality and related factors. Also tying up with some of the MNCs having multiple location manufacturing, for their global recommendations.

In your view, are weighing standards being followed by Indian companies/factories compared to international countries? If not, what are the gaps and how does Thames propose to reduce the same?

Many things in India are only in documents and when we go to the sites, we see the different picture. To save some money initially, many small scale industries don’t bother to follow the weighing standards and go for the “Jugaad” technology. They don’t  check the credibility of the vendor or the authenticity of the product the vendor is supplying and then they suffer.

Meanwhile the big industries always prefer the reputed brands and products which comply with Indian and International standards, so that they shall not face any problem in their day to day operations. We Thames Side Sensors India Pvt. Ltd. always tell the client to follow the standards set by the govt. agencies. We always maintain transparency with clients and educate them about what we are offering to them and how we are better than others. We are also in discussions with Legal Metrology, Govt of India and explain to them about the short cuts some of the people are taking and requesting them for stringent controls.

Parth Parikh

Delmer Group
Executive and Head of Sales.

Challenges and Opportunities that Delmer envisages for the Weighing industry in India?

The Weighing industry in India is penny pinching therefore most customers are not ready to pay for advanced technology instead, they tend to go for the cheapest solution. We like to call it the Cup and Bowl addiction. Although Cup and Ball loadcells are in our product portfolio, we highly recommend all our customer to upgrade to Daisy Chain Loadcells so they don’t comprise on quality.

What are the top level plans and strategies that Delmer plans to implement so as to increase it's market share in India from the current level ?

We plan to hold seminars all over India to educate the customer on our industry-leading technologies as I said earlier. Eventhough our goal is the increase market share in India, our philsosphy is not to focus on incresing market share but it is to focus on satifiying our exisiting customer. The market will everntually follow!

What are Delmer's strategies to help the Industry overcome these challenges?

Our vision is to educate the customers on industry-leading technologies and show them value in terms of ROI of our products and upgrading to newer technologies. This is obviously not an easy task but Delmer has never walked away from challenges and never plans to do so in the future either! Delmer Group’s vision is to measure value for our customers as the slogon says, and we shall keep doing that until we satisfy the industries and more importantly the customers needs.

In your view, are weighing standards being followed by Indian companies/factories compared to international countries? If not, what are the gaps and how does Delmer propose to reduce the same?

There is definitely a huge gap in foreign producers compared to Indian factories, we aim to reduce that gap by providing the best technology solution at an affordable price point. One of the obvious gaps between foreign producers and Indian ones is quality. We have fixed this issue by producing our products in our state of the art manufacturing facilities around Europe. We plan to bring thess factories know-how and eventually also the machinery to India so we can give an even lower price point to all our customers in India