-How is the business of Aggreko India shaping up?
We started operating in India in 2009, with the acquisition of the rental arm of Cummins India. Since then we have built a strong reputation for the reliable delivery of temporary power and cooling solutions across a broad range of industry sectors.
We provide containerised power generating sets designed to operate on diesel, natural gas or heavy fuel oil, along with accessories like transformers, cables and power distribution boards. We also provide load bank services with accessories for testing power systems.
This broad and flexible offering means we can mobilise quickly to solve any challenge a customer may face.
Our Temperature Control (TC) fleet or cooling solutions are extensive and include air-conditioners, spot coolers, cooling towers, air handlers, heat exchangers, heaters and other temperature control accessories. Our breadth and experience enables us to help customers by ensuring optimum operating conditions for their workforce and operations, and thus minimise losses through down-time and perhaps costly litigation.
We have also identified key industries where cooling is critical for operations, like oil and gas, petro-chemical and refining, fertilizer, food and beverage to name a few. We have also identified specific applications, such as overhead condenser cooling, dense air injection and HC cooling. These are all growth industries that we have identified as key areas where we can bring real benefit and value.
-Under our traditional set up, how easy is it to make people understand the usefulness of rented cooling packages?
We understand that there is an inbuilt capital equipment mentality in India. However, this is changing fast and many are now starting to see the benefit of rental TC solutions. In India, it can be a challenge to overcome the mind-set that owning equipment is cheaper than renting. There are many indirect costs attached to owning equipment. While it does have its long term benefit, in the short to medium term, during leaner times or for emergencies, rental options make more sense. Continued efforts in educating potential users and sharing our global experience is set to change things in the market over time.
At Aggreko, we don’t merely rent equipment – as some companies do – we focus on providing end to end solutions tailored to manage whatever our individual customers require. Our solutions are turn-key including chillers, AHU, heat exchangers – complete with 24/ 7 operation and maintenance. What that basically means is peace of mind to get on with operations, while we take care of the rest. We launched our customised cooling solutions in India a couple of years ago, but we are pleased to say that in this short time, we have successfully completed projects in a variety of industrial sectors, as well as in commercial segments and at prestigious events like Vibrant Gujarat, Auto Expo, Aero Show, MCHI, to mention a few.
-How strategically are you disseminating the concept?
We have been in the business of rental power and TC solutions for more than 50 years and have operations in 211 offices or site locations around the world, so the success of Aggreko speaks for itself. We cut across all major sectors, such as events, mining, manufacturing, shipping, oil and gas, both off- and onshore, construction etc. This means we have the equipment and the experience and know-how to offer the right solutions. We have identified key stakeholders in these industries and we are continuously engaging with them. Also, our global experience and credentials in these sectors provides us with ample opportunities for growth.
-What are the most common operational areas where these packages work best?
As far as TC packages are concerned, we manage cooling projects up to about 5000 TR (Tons of Refrigeration), which can be up and running in about two weeks. These packages are well suited for turnaround services in refineries and petrochemical plants, summer augmentation, performance improvement, pilot testing, maintenance outages, seasonal demands, emergency failures in permanent set ups, early project commission, providing comfort cooling for events etc.
We believe that our cooling fleet is set to bring a paradigm change in the way the industry currently looks at cooling during various situations to reduce down-time and production losses. Our products are standardised, modular and custom-built to allow for ease of mobility and each solution is customised to address the customer’s issue efficiently and reliably.
-What are the areas where these packages will help users save money?
Some of the potential areas we can focus on to provide comfort cooling are for underground mines, which have direct linkage to productivity by reducing cost per ton, ensuring zero stoppage during maintenance of plant, and providing supplement cooling during peak periods, as this avoids the need to invest in larger chilling plants.
Another potential area is the cold stacking of large vessels that are awaiting or undergoing maintenance. Apart from such niche applications there could also be process cooling, summer cooling applications across industrial segments.
Aggreko’s chiller installation for process cooling applications…
-How do you address the specific requirement of each and every client?
As stated above, we are not purely a rental equipment supply company – we are the total solution provider. We work with customers to understand their real needs, diagnose the problem and provide a comprehensive and cost effective solution.
For example, we also offer cooling towers on a temporary basis – if that is the best solution for the customer. That could vary from one month to one year or more.
This flexible approach brings benefits to customers during periods of expansion – and if they are experiencing low performance from their permanent installation. All our equipment is modular in design, so is built for frequent mobilisation and quick deployment.
-How do you manage to provide service to the clients all over India?
This is where our 50 years of experience and global presence comes into its own. India has a huge geography and for a service company, covering the entire country is undoubtedly a big challenge. Currently, we have depots in Delhi, Chennai, Vizag and Hyderabad, as well as Pune.
Aggreko’s modular cooling tower…
High standard of QHSE followed at Aggreko…
These are strategically positioned by industrial clusters. We are also equipped to serve remote locations, such as oil fields in the north east.
Aggreko is known in the industry for providing reliable and high efficiency equipment following global standards for quality, health and safety – and for fulfilling customer requirements effectively through a sales network in about fifteen major cities in this country (India).
-How do you manage in- and out- bound logistics at interior places?
Over the years, we have commissioned installations in some of the world’s remotest and most challenging locations, so we know how to effectively manage projects in our (Indian) interiors.
Our contracts tend to be medium to long term where customers turn to us for our reliable and efficient operation.
So, managing the logistics for such contacts is something we are confident to tackle.
In other words, we engage with our clients early on and become a trusted partner with them. This allows us to mobilise our resources to provide the best-in-industry service to each and every customer.
-How does your service help a user in fulfilling compliance requirements?
All our equipment, whether for power or cooling projects, is designed to meet statutory compliance requirements, including emission standards for all our power equipment.
Aggreko is known for providing the highest standard of QHSE across the globe. We are the preferred supplierfor many global companies and prestigious events in India, as we are known for complying and exceeding their expectation on quality and safety.
The nature of our business means that we give primary focus to QHSE. Aggreko uses daily Key Performance Indicators (KPIs) including Frequency Accident Rating (FAR) to measure the ongoing effectiveness of our safety programmes. Safety for Life, an all-encompassing employee safety programme, is an integral part of all of our operations, in all parts of the world.
-What would you like to communicate to your potential customers?
Aggreko believes in building long-term partnerships with customers based on trust, reliability, safety and cost effectiveness. We partner with them not only during their new or upcoming projects or plants for construction power or cooling solutions, but once their plants are operational we also help them during production and operation. We are proud to see how positively customers respond following the successful implementation of their projects.
By supporting them, through understanding their challenges, and working with them as a team, we create an effective solution that lets them get on with their operation. Our emphasis is on transforming the customer experience, leveraging our product quality and offering our unique and time-tested service across all industries and covering all applications.
