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“Multiple dealerships is the norm, not an exception”

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AK Bal, Director, Viraj Projects Pvt Ltd
Pune-based Viraj Projects is a comprehensive construction solutions provider for a wide array of sectors ranging from infrastructure, real estate, power and industrial. Having dealership in steels, sand, dyes, bricks, tiles etc., the firm is aiming to become a leading player in Indian construction sector. AK Bal, Director, Viraj Projects Pvt Ltd discusses the latest developments in the distribution channels in the construction sector as a whole, including that
of cement. What are the latest trends in buying patterns between bulk and bags in cement channels? Is there any change in buying patterns over the last two years and how do you see it panning out in the next two years?
Actually, bulkers are available aplenty, particularly catering to the consumption of RMCs or manufacturing units. For other activities like plastering, brickwork etc., bag cement is required. About 75% of requirements of RMC manufacturers are supplied through bulk only. The trend is building up towards bulk as wastage is low and cost is low. It saves on the cost of bags and wastage is less than one per cent. In the next couple of years, the trend will continue towards bulk. But bags cannot be avoided as there are a lot of consumers in rural India where cement is distributed still in bags. For urban supplies and infrastructure projects, bulk supplies are being preferred, so demand for bulk supplies is expected to rise. I am also working in the state of Orissa, where there was no bulk supplies a year back even in Bhubaneswar. The company we are working for has started manufacturing cement in the state and started bulk supplies. Is there any change in the supply chain strategies over the last few years vs traditional pattern of company-godown-dealer-last mile delivery? What are the evolving low-cost structures?
No change. Today also it is happening in the same way. Besides insuring their payments, the manufacturers want to maintain relations with their dealers so that they can protect market for their products. Though the companies are maintaining accounts of some key customers, the supplies are routed through dealers and distributors. Companies never supply cement directly to anybody. They want to encourage distributors also for insuring their receivables. The companies want to get their payment on time, so dealer will be in between to take care of payments. It seems a couple of online order taking firms have come into being recently and some companies are accepting orders online. Are you doing anything of that sort?
We are not into anything of that kind so far. There might be some firms who are doing this. However, if online orders are accepted by any firm then they may seek payment in advance. Area-wise distributors and dealers are there. So whether they will get commission or not is an issue. With emergence of mega distributors for a state or region, is there any change in the relationship with the manufacturers that is happening?
There are many dealers going in for multiple dealerships. Earlier they used to opt for single dealership and they used to get special incentives for doing so. But in that case, your business growth will be constrained as you will not be able to service clients seeking a particular brand, particularly RMC companies use a particular brand of cement for the whole project or multiple projects, and besides, they cannot afford to wait for supplies. All major distributors have multiple dealerships, instead of sticking to only one brand. What about quality…
I feel, quality of all the brands – big or small – in the market is equally good and there is no big difference, otherwise the small brands will not be able to sell their products in a competitive market. Even users are conscious of quality.Are there any changes in strategies adopted by the dealers for attracting customers? How about developing a network of small and sub-dealers?
Definitely there are small and sub-dealers, who are not the authorised dealers of the company. But they supply cement at higher prices after adding his profit margin. In rural areas the prices are high because there the consumption is low, at 10 or 20 bags, unless it is for a big project. What are the latest trends in consumer demand patterns associated with brands and brand identity?
Actually, there is nothing like smaller brand in the cement market. As far as I know, for all brands the manufacturing processes are robust and quality is monitored. Even if one bag out of one thousand bags they supply is of poor quality that company will lose customer confidence, so consistency is as important. Besides, customers have their own preferences.Are you dealing in some other building materials?
Yes, we are also dealing in steels, sand, dyes, bricks, tiles etc.How cement channels are comparable to other peers like steel, sand and bricks?
In steel, direct supply system from manufacturers is available. No credit is made available for steel from dealers, while it is there for cement. And another thing is cement has to be used within three months from the date of manufacture, hence some dealers push it through credit. That is not the case with steel which can be stores for a couple of years without erosion in quality, if properly stored. How do you see price patterns changing in your region in near future, and why?
Definitely, the prices are expected to go up from here. In Pune we are expecting the cement prices to touch Rs 270 plus GST per bag from the present level of Rs 230 plus GST now. Because the demand is very high and a lot of infrastructure projects are under implementation. With general elections in a year’s time, the government is announcing and implementing a lot of infrastructure projects. Unless the government controls prices before elections to satisfy the end consumer, the price trend will remain upwards. Even builders are trying to complete their projects at the earliest to cash in on their land banks. The reason is that earlier the building prices were going up rapidly giving hope that the builders can make more money if the project is delayed. Now, there is no such hope of revival in prices in the near future. Now the rise in prices is only 4-5 per cent a year, that is not sustainable if the project is delayed and it does not even cover the incremental interest cost incurred. Besides, input prices are moving up.– BS Srinivasalu Reddy

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Economy & Market

Leonard Unveils Dual-Head Robotic Arm for Hazardous Industrial Demolition

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 Leonard unveils Descender Duo, a dual-head robotic demolition arm designed to improve industrial safety and reduce shutdown time by up to 50 per cent.

Industrial robotics and refractory services specialist Leonard has launched Descender Duo, a dual-head robotic demolition arm designed to improve safety, accelerate maintenance and reduce shutdown times in hazardous industrial environments. The system made its debut at Lisahally Power Station in Northern Ireland, removing 25 tonnes of slag material within hours.

Developed for the cement, metals, waste-to-energy and petrochemical industries, Descender Duo enables remote-controlled refractory demolition, anchor cutting and welding, and refractory spraying inside boilers, calciners and silos. Its vertical-access design eliminates the need for personnel to enter confined, high-risk spaces during these operations.

Weighing less than two tonnes, the pre-assembled system requires an access opening of just 1.2 m². Supported by an external overhead hoist, it uses electrically operated hydraulic stabilising legs to secure itself inside vessels. The robotic arm offers 360-degree rotation and is suited to vessels approximately 9 m in diameter, with its operating reach extendable through strategically positioned access points.

Equipped with two independently controlled robotic heads, Descender Duo can perform identical or different tasks simultaneously, including refractory demolition, anchor cutting and spraying. Its remote-control system incorporates live camera feeds, allowing operators to monitor operations without entering hazardous environments.

According to Leonard, the technology can deliver time savings of up to 50 per cent compared with manual methods. Its ability to operate at temperatures exceeding 100°C allows maintenance to begin as early as 24 hours after burner shutdown. An all-electric power supply further supports cleaner and more cost-efficient operations.

First Deployment Demonstrates Shutdown Efficiency

The system was first deployed at Burmeister & Wain Scandinavian Contractor’s (BWSC) Lisahally Power Station in Londonderry, Northern Ireland. The facility generates electricity from grade C waste wood, supplying approximately 40,000 homes and businesses.

Leonard and BWSC collaborated to develop a customised solution for the plant’s 26-metre furnace, where extensive external pipework created significant access challenges.

Mark Leonard, Managing Director, Leonard, said, “It required new thinking and rather than step away from the problem we were committed to solving it for the customer, with the customer. We’re relentless in our approach to tackling complex challenges, head-on. We took our years of cement plant experience, coupled with our working knowledge of the BWSC plant, and designed, engineered and tested a completely new vertical solution within just seven weeks from that initial conversation with the customer. That solution was the Descender Duo as we know it today.”

Traditionally, the furnace required a cooling period of up to 36 hours before preparatory work could begin, followed by manual slag removal using rope-access personnel. With Descender Duo, work commenced just 24 hours after shutdown, reducing downtime by up to one day.

The deployment removed 25 tonnes of slag within hours, eliminated the need for at least six workers to enter the hazardous furnace interior and saved 26 hours in the shutdown programme.

“The effectiveness exceeded expectation,” said Martin Doran, Plant Manager at Lisahally Power Station.

“When the Descender Duo concept was first discussed, we had to spend some time with the team from Leonard looking at how it was going to be moved into the furnace. Every site is different and that presented its own challenges, but nothing that the team couldn’t overcome. Once it was installed we were hugely impressed by its efficiency.”

Expanding Industrial Robotics Applications

Descender Duo joins Leonard’s existing portfolio of robotic maintenance solutions, including the Axis horizontal-access arm, Nano confined-space access arm, Charger cement mill media recharging system and Calibre cement mill media grading system.

Headquartered in Northern Ireland, Leonard provides robotic refractory demolition, installation, inspection and industrial maintenance services across the cement, metals, energy, biomass, glass and civil engineering sectors.

Formerly known as G Leonard, the company has more than 35 years of industry experience and operates across Europe, North America, the Middle East, Africa and Asia-Pacific.

The latest innovation reinforces Leonard’s focus on replacing hazardous manual processes with robotic systems that improve workforce safety, enhance operational efficiency and minimise industrial downtime.

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Concrete

Martin Engineering Appoints Ashwini Khunte as India General Manager

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Martin Engineering names Ashwini Khunte India General Manager to strengthen operations and drive growth across key bulk material handling sectors.

Pune

Martin Engineering, a global provider of bulk material handling solutions, has appointed Ashwini Khunte as General Manager of its India business, strengthening its leadership as the company expands its presence across the country’s cement, mining, steel, power and infrastructure sectors.

Khunte brings more than a decade of experience with Martin Engineering, having joined its Indian operations in 2013 as a Design Engineer, shortly after the company established its presence in the country in 2012.

A mechanical engineer by qualification, she spent her initial five years developing bulk material handling solutions in collaboration with the company’s operations team. During this period, she gained extensive experience addressing operational challenges in the steel, cement and coal industries. She subsequently moved into project engineering, managing major engineering, procurement and construction (EPC) and original equipment manufacturer (OEM) projects from initial enquiry to commissioning. Her responsibilities later expanded to overseeing Martin Engineering’s conveyor product portfolio in India, involving customer engagement, technical presentations and site visits across heavy industries.

In 2024, Khunte was promoted to Head of Sales & Marketing for the company’s Europe, Middle East, Africa and India (EMEAI) region. The position broadened her international market exposure and strengthened her strategic and commercial leadership capabilities.

Commenting on her appointment, Ashwini Khunte, General Manager, Martin Engineering India, said: “India represents a tremendous opportunity for Martin Engineering. The country’s continued investment in cement, mining, steel, power and infrastructure is creating increasing demand for safer, cleaner and more productive bulk material handling, and that’s exactly what we do. My priority will be to build on the strong foundations already established in India, while continuing to develop our people, strengthen customer relationships and bring practical solutions to the challenges faced by our industry.”

Robert Whetstone, Area Vice President – EMEAI, Martin Engineering, highlighted Khunte’s technical expertise, market understanding and leadership experience.

“Ashwini brings an exceptional combination of technical understanding, customer knowledge and commercial leadership. She has grown as Martin Engineering has grown, and has consistently demonstrated outstanding capability to transform her expertise into practical solutions. Her knowledge of the Indian market, together with her international experience, makes her ideally suited to lead our India business through its next stage of growth for years to come.”

Since establishing its Indian business in 2012, Martin Engineering has expanded its local workforce, manufacturing capabilities and dealership network. The company supplies conveyor products, transfer point solutions, material flow aids, training and technical support to bulk material handling industries. Khunte’s appointment positions the company to further strengthen customer relationships and expand its solutions portfolio in India’s growing industrial and infrastructure markets.

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Concrete

Fornnax Wins AIRIA’s Special Export Award for Rubber Machinery in 2025-26

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Fornnax Technology Pvt. Ltd. has been honoured with the Special Export Award – Rubber Machinery for 2025–26 by the All-India Rubber Industries Association (AIRIA), in recognition of its highest exports of tyre recycling plants to the European region.

With more than a decade of experience in India’s tyre recycling industry, Fornnax has contributed to the development of advanced recycling technologies and infrastructure. The company currently holds a 90% market share in India’s domestic tyre recycling sector, while exports account for 30% of its business, spanning markets such as Europe, Australia and the GCC.

The award marks another milestone for Fornnax, whose tyre recycling lines and advanced shredding technologies are supporting the growth of the circular economy in India and international markets.

Commenting on the recognition, Mr. Jignesh Kundaria, Founder and Director of Fornnax, said:

“This honour from AIRIA is a reflection of an incredible journey we have undertaken over the years. When we started Fornnax, there was no established recycling industry in India to follow. We chose to build for the future instead. Today, when you see India’s tyre recycling sector, it has already transformed into a dynamic, high-growth industry and we are extremely proud to have played our part in building it.”

Unlike standalone equipment suppliers, Fornnax focuses on developing complete, high-capacity recycling infrastructure. Its integrated systems combine multiple stages of shredding and size reduction to enable efficient, continuous operations. This system-level engineering approach helps recycling operators improve throughput, equipment reliability and operational consistency.

The recognition reinforces Fornnax’s commitment to developing engineering technologies that contribute to a more efficient and circular recycling ecosystem.

Looking ahead, the company aims to expand its international presence while continuing to develop advanced shredding and recycling solutions to address the growing volumes and evolving requirements of the global recycling industry.

For more information, visit: www.fornnax.com

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