Pit & Quarry, December 2018

MARKET TRENDS THE TEREX MPS PERSPECTIVE David Quail regional director for the Americas at Terex Minerals Processing Systems Terex MPS sat down with P Q at the companys 2018 distributor event in Oklahoma City to share some trends he sees from his seat as a manufacturer Quail 1 Interest in modular plants is growing These offer several benefits that a traditional stationary plant does not according to Quail It doesnt require permits to the same extent he says It can be quickly erected It allows ease of maintenance Thats really starting to drive a lot more interest 2 Wheeled portable plants are finding a place To Terex MPS wheeled portable machines are becoming more competitive with traditional tracked plans I think there was a time in the market where everybody thought the solution to the problem was tracked equipment Quail says I think a lot of customers Were going to reinvest in the products and create the next generation Quail says We make a very good screen and a good jaw In the past three years weve taken those and put them on a chassis Now were stepping back and asking where we need to invest in technology and research to make sure that two years from now we have the next generation of TSV screen and MVP cone crusher Its going back and investing in that core technology Strengthening its distributor network is high on the list of Terex MPS priorities too Weve invested a lot in the last three years in service training for our dealers Quail says We have events here in Oklahoma City three times a year where we bring the distributors in They get to work actively take equipment apart We video it and use it as references We now have a complete suite of online training According to Quail providing financial solutions for dealers and customers is another component of bringing equipment purchases to life are coming to understand that ultimately the return on investment of wheeled portable is a much better value proposition because the initial investment is lower the cost of maintenance is lower the production capacity is higher and the residual value in most cases is higher Some customers will transition from wheeled portable plants to modular plants once capacity reaches a certain level he adds When capacity requires it they are putting in modular equipment Quail says Its easy to upgrade Theyre not stuck when the market changes or if they want to redeploy in a different area Its going to take a couple of days but you can redeploy it 3 Producers are moving toward electric plants Environmental concerns and increasing regulation are putting new challenges on diesel engines Quail says Thats driving much of the interest in this area If an end user wants to set up finance or skip payments over the winter we really want to give them the tools to make sure theyre successful Quail says Good forecasting is critical to the manufacturer dealer relationship as well One thing theyre dealers not necessarily asking for but what were talking about is better forecasting Quail says We have lots of capacity now so how we forecast that capacity to make sure we have the right products at the right time is important Were doing a lot of work now with distributors to understand their inventory levels to understand what their forecast is over the next 12 months to give us a better chance to be successful P Q ONLINE VIDEO Terex MPSs Ed Sauser offers an up close look at the new CRH1111R in an exclusive video at www pitandquarry com crh1111r STOCKPILE www kpijci com pitandquarry com December 2018 PIT QUARRY 61