R&D is crucial for staying ahead of market trends
Gajanan V Gandhe, Country Lead and Vice President, Dana India
Sandeep Khullar, Executive Director, Off Highway & Commercial Vehicle, Dana India
Can you briefly describe the company?
We are Dana Corporation, a global multinational with around $10.2 billion in sales in 2022. We operate 38 manufacturing facilities worldwide, employing approximately 42,000 people. In India, we represent about 10 per cent of Dana's global operations, with 18 facilities. These include manufacturing units for commercial vehicles, highway light vehicles, and supply power technology products such as thermal and electric components.
How important do you think the construction equipment segment is?
It's very important. The off-highway and commercial vehicle segment, representing about 40 to 50 per cent of our total business, includes a significant portion dedicated to construction equipment. We see substantial growth opportunities in this sector.
When you talk about commercial vehicles, specifically medium or heavy commercial vehicles, what features do they offer?
In terms of medium and heavy commercial vehicles, we provide fully dressed-up axles, half axles, and various components like synchronizers for transmissions. Our focus is on durability and reliability, and we have a strong track record globally, supplying these products to customers for more than a decade.
How does the company collaborate with OEMs, and at what stage do you typically get involved in the product development process?
We often collaborate at the design or conceptualisation stage, working closely with customers to understand their needs. Our global product portfolio is customised for the Indian market, and we have a dedicated design team and testing facilities in Germany. Collaboration starts early in the concept phase, ensuring a focus on differentiation, whether in terms of mileage, reliability, or load-bearing capability.
What role does research and development play in your company's strategy, especially in anticipating market trends?
R&D is crucial for staying ahead of market trends. We focus on understanding not only customer needs but also where the market is heading. This informs our product development cycle and helps us respond to market demands, whether it's in electrification or other technological advancements.
How important is participating in exhibitions like this, such as EXCON, for your company?
Participating in exhibitions like Excon is highly valuable. It brings together key stakeholders, including customers, suppliers, and competitors, providing a unique opportunity to showcase technology, understand market developments, and connect with potential customers and partners. It's a platform for networking, gaining insights into the latest technologies, and exploring future business opportunities.
What challenges and opportunities do you foresee in the commercial vehicle components sector, especially considering the evolving market?
One significant challenge is maintaining differentiation in a competitive market. Understanding whether customers value technological advancements or are more focused on cost is crucial. We must align our product offerings with market demands and navigate challenges like potential attacks from global and local competitors.
Regarding after-sales service, how does your company support products, especially those manufactured in India?
We ensure a robust after-sales service network, collaborating with our customers' service networks. For products manufactured in India, we provide spares and support through our dealers spread across the country. Additionally, for imported products like the Euro transmission axle, we have a dedicated service network to meet the specific needs of niche markets.
In terms of geographical performance, which markets are significant for your company?
Europe is our largest market, followed by North America, India, China, and other regions. While Brazil is significant, India and China play crucial roles in our operations.
How was the performance of the company in the past year, and what are the future plans?
The past year was positive for us, focusing on growth and profitability. Looking ahead to 2024, we anticipate a period of stability and aim to continue our momentum. Future plans include strategic investments and capacity expansions, depending on market growth and stability.
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