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Every machine we supply is ‘Smart Iron’
2025-11-27
Manav Kohli, Executive Director and Chief Executive Officer, Gainwell Commosales
What are the new products you are showcasing at Excon 2025?
Our partnership with Caterpillar, one of the longest-standing dealerships globally, has enabled us to fuel nation-building initiatives across diverse sectors including construction, energy infrastructure, transportation networks, mining operations, oil and gas facilities, defense projects and renewable energy installations. Through this strategic alliance, Gainwell and Caterpillar are bringing innovative solutions that directly address the evolving needs of India’s infrastructure sector.
At Excon, this partnership takes centre stage as we unveil three groundbreaking hydraulic excavators—the Cat 321, Cat 322, and Cat 324. The Gainwell Group pavilion will present innovative equipment solutions from TIL, designed to ensure operational excellence, consistency, and performance for India’s critical infrastructure developments.
Together with Lintec & Linhoff, we will present solutions for asphalt batching plants and concrete batching plants to cater to India’s rising demand for high-quality concrete. Our expanded focus on innovation will be unveiled through road maintenance solutions from Etnyre International. These solutions address India’s growing need for durable and cost-effective road maintenance, critical for supporting the nation’s infrastructure boom.
How are your machines addressing the demand for efficiency, safety, and sustainability in India’s infrastructure growth?
The next-generation Cat machine embody technological excellence designed specifically for India’s demanding project environments. Engineered with advanced hydraulic systems, these excavators deliver superior digging force and faster cycle times, dramatically boosting productivity on site. Their fuel-efficient engines significantly reduce operating costs while meeting stringent emission standards, aligning with India’s sustainability goals. Enhanced operator comfort through ergonomic cab design and intuitive controls reduces fatigue during extended operations, while integrated smart technology enables real-time monitoring and predictive maintenance, minimising downtime. Built with reinforced structures and quality components, these machines promise exceptional durability even in the most challenging conditions—qualities essential for building the resilient infrastructure India demands.
Caterpillar’s global leadership in construction equipment stems from its relentless pursuit of technological advancement. Every innovation prioritises making equipment more productive, safer for operators, ergonomically superior, environmentally responsible, digitally connected, and operationally dependable. Gainwell shares this philosophy, actively embracing breakthrough technologies to deliver unmatched value to our customers across India.
With India focusing on mega infrastructure projects, how do you see the demand evolving for large vs. mid-sized/small equipment?
With India’s infrastructure push happening at multiple scales simultaneously, equipment demand is bifurcating rather than consolidating. Mega infrastructure projects under the National Infrastructure Pipeline are driving demand for heavy machinery on expressways, ports, and industrial corridors, but the bigger transformation is happening in rural India—village roads, water networks, housing schemes, and last-mile connectivity projects that require smaller, fuel-efficient machines. For every major expressway or freight corridor, there are dozens of arterial roads and distribution networks being built to connect remote villages and semi-urban centres, creating parallel demand streams across the equipment spectrum.
Earthmoving equipment commands 57 per cent market share, dominated by backhoe loaders and excavators, reflecting the continued importance of large-capacity machines for highway construction and mining expansions. However, rural connectivity schemes and Tier II/III urbanisation are simultaneously fuelling demand for compact, manoeuvrable equipment that can navigate narrower sites and operate cost-effectively on smaller budgets. Rental models are gaining traction as smaller contractors seek flexible access without high capital outlays making it easier for regional players to participate in infrastructure development without owning large fleets.
This is where versatile attachment ecosystems become critical. A 4.5-tonne backhoe digging trenches for village water lines and a 100-tonne excavator moving earth on an expressway both benefit from application-specific attachments that maximise productivity across vastly different site conditions. The market isn’t choosing between large and small equipment; it’s demanding both simultaneously. Manufacturers with full-spectrum portfolios can serve a metro contractor and a rural district engineer with the same brand, just configured differently for their operational reality, ensuring that whether the project is a national highway or a gram panchayat road, the right machine with the right attachment is available to get the job done efficiently.
How are you incorporating digital technologies like telematics, AI, or automation in your machines?
Every machine we supply is “Smart Iron”—equipment with built-in sensors that track how the machine is working. These sensors measure things like pressure, temperature, and operating conditions as the machine runs. The data goes straight to a smartphone app, so customers can see what their equipment is doing from anywhere. They can check if machines are being used properly and spot problems early.
The sensors do more than just report numbers. Onboard computers watch for unusual patterns that signal something might go wrong soon. When they detect a potential issue, we get an alert. This lets us contact the customer before the machine breaks down. We can arrange for parts and service ahead of time, which means less unexpected downtime and fewer costly delays on site.
Gainwell and Caterpillar believe digital tools make everything work better. Customers can now go online to request service or buy parts whenever they need to. They don't have to wait for office hours or make phone calls. The system is available all day, every day. This makes us faster and more responsive. When a customer needs help, they can reach us instantly through digital channels. It's a simpler, quicker way to keep equipment running and projects moving forward.
What are your growth priorities for the Indian market in the next three to five years?
Gainwell grows by staying close to what customers need. We watch how their work changes and add products that help them do more at lower cost. We work with partners to bring in equipment that fits alongside what we already offer. Asphalt plants work well with excavators. Machine guidance systems help construction crews work faster and more accurately. Underground utility equipment pairs with mining trucks. Each addition makes sense for how customers actually use machines on site.
Service is the other way we grow. Different customers want different types of support, so we offer options. Some prefer to maintain their own equipment—we give them diagnostic help and inspections when they ask. Others need technicians and parts on-site for critical projects—we provide that. Some want long-term maintenance contracts where they pay per hour of use. We also run workshops that rebuild older equipment to extend its life or fully certify machines to make them like new again at a lower price than buying fresh.
Our apps keep customers connected to us all the time. They can reach us quickly when something goes wrong, which cuts downtime. Better technology and reliable service help us grow steadily. Over the last eight years, we've grown at 10 per cent per year. We expect to grow even faster over the next five years.
How do you see the rental equipment ecosystem shaping demand for your products?
The rental equipment ecosystem is fundamentally reshaping demand for our products by creating multiple strategic opportunities for growth and market penetration. The expansion of rental services, particularly into tier II and tier III markets, opens entirely new channels for equipment deployment, allowing us to reach customers who prefer flexibility over ownership and effectively broadening our customer base beyond traditional buyers. The digitalisation trend, with its emphasis on telematics and digital tools, aligns perfectly with our technological capabilities, enabling us to provide superior value through optimised maintenance scheduling and enhanced fleet management that strengthens demand for our advanced machinery. As rental companies increasingly prioritise sustainability, our products meeting stringent emissions standards gain a significant competitive advantage, while the growing complexity of infrastructure projects drives demand for our specialised equipment portfolio.
We maintain a large, well-maintained rental fleet that goes beyond basic equipment provision by offering trained operators and transparent transactions, positioning us as a comprehensive solutions provider rather than just an equipment manufacturer. This integrated service approach helps customers bridge peak project requirements while maintaining productivity, creating recurring demand patterns and deeper customer relationships. Ultimately, the rental ecosystem transforms our business model, enabling us to serve as a strategic partner in our customers' success while driving continuous innovation and sustained demand for our evolving product range in an increasingly dynamic market.
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