Mr. Benedikt Ruf, MD, GINDUMAC GmbH and Mr. Pankaj Patel, Country Manager, GINDUMAC GmbH share their views about AMTEX 2018 and the Indian Market

The Excerpts:

Please tell me in brief about the company?

Mr. Benedikt Ruf: GINDUMAC stands for Global Industrial Machinery Cluster and is a leading company in the international used machinery trading market. We operate globally with a wide network of used machinery experts and offices in Germany, Spain, and India.

Our main business is used machinery trading, we sell and buy used machines in three categories which are metal working machines, sheet metal working machines and plastic processing machines. We buy and sell through a digital approach. If we see the traditional trading business, it was hard to handle, and the transactions were very stressful and not at all hassle free. However, we at GINDUMAC, operate in a simple and trustful way when trading used machinery. When we buy a machine, we inspect the machine personally and we upload the machine data in our online platform in terms of the status of the machine, its performance, manufacturing stats, etc. If anybody wants to sell or buy used machinery, they will get a fair and economical deal at GINDUMAC. We use digital technology and a price intelligence system to make the deal as economical as possible for both the seller and the buyer. The client does not have to worry about anything as we provide a complete solution. For general operations we are operating with German GmbH, in Spain we run transactions, and in India, we operate as GINDUMAC India Pvt. Ltd to correspond to the local needs, offer best service and customized support to Indian manufactures. Apart from used machinery, we also sell new fiber laser cutting machinery in India under the GINDUMAC brand.

How do you find the Indian market right now, how is the scenario?

Mr. Pankaj Patel: India is the biggest market in the world, there is no doubt about it at all except for some hurdles which every country faces. I am very optimistic about this market. We are getting good business for all kinds of machines, not only fiber laser but punching machines, machine tools, and injection molding machines. If we set aside the challenges we face in terms of transportations, logistics, and customs clearance, the Indian market is great.

Can you shed some light on the buying pattern of customers in India? Are they price sensitive?

Mr. Pankaj Patel: As you know, every customer has a different mindset while buying machinery. Some will look for better pricing and others will go for the best quality without compromising on the price. According to my experience, Indian buyers are the smart buyers. One cannot sell to an Indian consumer by just giving a low price. Since they are quite aware of the market, they will ask the background and technical details of the machinery before making the decision.

How do you find Amtex 2018?

Mr. Benedikt Ruf: When you want to be present in the Indian market, then AMTEX is the place to be. As we are very strong in sheet metal machinery hence, it is very crucial for us to be here and even this is the perfect opportunity for us to build client relations. We are showcasing GINDUMAC fiber laser cutting machine for the first time and have invited many of our clients here. Looking at the first day’s response, we can say that we are really doing great.

Is there any new technology you are launching at AMTEX 2018?

Mr. Benedikt Ruf: This time, along with our existing services, we are showcasing a new concept that is known as MACHINE SPECTOR. It is a software that is a real-time machine monitoring system. We developed this technology especially for getting real-time monitoring for the used machines, for our clients. This is the first time in India that we are showcasing the live demo of MACHINE SPECTOR at AMTEX 2018 and I think it’s going to be a game changer in the market. This technology will provide transparency in terms of machine operations and the machine operation, it’s runtime and downtime etc.

What is your opinion on the buzzword industry 4.0?

Mr. Benedikt Ruf: For us, the MACHINE SPECTOR is the ideal case for industry 4.0. With MACHINE SPECTOR, we make machines ready for the age of industry 4.0. There are various viewpoints about industry 4.0 and its applications. Our main idea behind it is to utilize the data collected. It is crucial to take the first step towards the future. In MACHINE SPECTOR we offer this for used machines. Why we do this, because normally when you buy new machines they are equipped with this technology like sensors, controllers, and other embedded systems, but many of the used machines don’t have that.

You have excellent technologies in your basket, what will be your strategies for penetrating the Indian market?

Mr. Benedikt Ruf: Our idea is basically the same as what we do in Germany. However, we will provide customized solutions according to the needs of the clients. The different strategic approach India is that we have good quality service people and a very high focus in relationship building with the client. Customer satisfaction for us is very important. What we will do differently is we will intensify client contact through visits, telephone calls, consulting, etc.

What are your plans 3-5 years down the line?

Mr. Benedikt Ruf: It is not possible to plan for the next 3 years as the market is changing every day. We have the idea to be a big company in India. We don’t want to grow alone but together with our customers in India. Hence, the strategy is based on what I have said earlier like we connect with the clients and close deal by deal with highest customer satisfaction possible. Our plan is to increase our network and building expertise. Pradeep Patel, Director of GINDUMAC INDIA Pvt. Ltd. and Pankaj Patel, Country Manager India of GINDUMAC GmbH are doing a great job with our whole, highly motivated team here in India. We are very confident that GINDUMAC will grow very fast on the Indian market.