CATERPILLAR – Redefining the future
Caterpillar has a long history in India. Since the 1930s, the company has been a trusted partner in building critical infrastructure; roads, highways, ports, energy systems, and remains committed to supporting this progress through advanced, customer-centric product solutions. In an exclusive joint interview to CONSTRUCTION OPPORTUNITIES, NICOLE LI (NL), VICE PRESIDENT SALES & MARKETING, GLOBAL CONSTRUCTION AND INFRASTRUCTURE, CATERPILLAR, AND GURMAN REEN (GR), DIRECTOR SALES- INDIA, CUSTOMER SOLUTIONS DIVISION, CATERPILLAR, speak on the new launches at Excon 2025, technologies, aftermarket support and a lot more.
Could you tell us about your new launches in this edition of ExCon? And what sort of technologies are imbibed into your machines?
(GR): In this edition of Excon, we are bringing solutions for the 20 to 24 to 25 ton category hydraulic excavators, which is the world’s largest market. We have been in India for a very long time, upgrading our products from time ot time but this time it’s like a paradigm shift. We have launched Cat® 321, Cat 322, Cat 324, all three are the best in class for that segment.
With our last 10-12 years of presence in Indian excavator market, we have studied what our customer expectations are and how we can help solve their challenges better. Each customer in different segment has their own set of challenges. We have customers who are working 20 hours a day in quarry segments. They have their own set of challenges.
They want biggest, highest cubic meter per hour with increased fuel efficiency. They want the rugged structures which can last a very long time. Downtime is very expensive for this segment. Cat 324 is our solution for this set of customers.
For medium segment, we have Cat 322. This is for all our large infrastructure contractors who are working on road projects or quarry projects. It’s a versatile machine. It caters to both sides of the market. It’s the most efficient machine. If our customers are looking for the best balance between productivity and fuel with all multiple configuration options, such as long undercarriage, standard undercarriage, 1.1 cubic meter, 1.2 cubic meter, full electronically operated cabins, fuel consumption that can be monitored in their mobile phone, that’s the Cat 322. That’s the unique combination we offer in India. These machines comes with electronic engines and electro-hydraulic controls. No other medium excavator size class machine has this combination. These two things when they combine together gives the lowest possible fuel consumption while not compromising on the power or performance.
The third segment is the mass retail segment. Cat 321 caters to that segment. Basically the message is very simple. These machines allow our customers burn lower fuel per hour, get their work done. They can save money because it will burn 5-10% lower fuel than our existing model versus competition. It’s going to be better. So, these are the three offerings.
[NL]: These new three models, just now in the launch we talked about is designed for Indian market and is manufactured in India. We actually have a design center in India which has morethan 4,000 engineers. Along with this engineering base, Caterpillar already has the manufacturing base in India for five decades. So, all this accumulation of the capability, commitment and with these three new products, is really based on what are the customer voice we collected from India. The 321 offers low fuel consumption, 322 offers fuel efficiency, and 324, offers performance.
We continue to explore on how we can better support our customer requirements. Our team in India leads all these requirements and also the design and making possible. So, I will say that we’re very proud to launch these products. It’s kind of designed for Indian customers’ needs combined with Caterpillar’s latest technology. That’s why we’re very confident these three models that should really redefine the future.
Will there be greater penetration in the market for Caterpillar with the launch of these 3 excavators.
(GR): Customer segments we were already serving are now offered with three new machines. For each of the customer segment, the value that our machines will provide has been increased. So, we believe that it makes more sense for the customers to buy our machines. They will make more profits by using our machines, whatever be the work that they are doing, because they are uniquely tailored for them. So, definitely, our aim is to grow. We have local manufacturing. We make it here, and we have a lot of capacity to grow further. Yes, we want to increase our market share.
[NL]: I think our focus is really to ensure that our product delivers the value to the customers that they can value and can support the customer’s success. So, for all the products we launch to the market, that is really the backbone of how we normally design and also ensure the launch to the market.
Selling a machine is the first step. But most importantly, what steps and how do you ensure that you are giving your customers the best after-sales, after-market support, because the machines are working continuously in diverse conditions. So, what steps has Caterpillar taken in terms of giving the best after-market services and customer service to the end user?
(GR): There are two types of after-market services. One is there is a breakdown or troubleshooting. The second is that the regular maintenance and repairs. So, both of those aspects definitely go as a part of any New Product Introduction (NPI). It is part of our standard Caterpillar project management that we do. If you look at these new products, we have a lot of electronics, electronic monitoring. So, all three machines are equipped with the VisionLink™ state-of-the-art, most upgraded version. And we have electronic engines and electro-hydraulic controls as well as the cabin monitors with which even the fuel consumption can be monitored on the customer’s phone. Also, there are a lot of sensors which monitors the machine health condition and throws any fault code which comes on the machine.
With these connected assets, our dealer organizations using their equipment monitoring centers, monitor each machine. Any of these alerts are immediately notified or pushed to the monitoring centers as well as to the customer. If there’s something need to change or drain there is a team within Caterpillar and also within dealerships to respond quickly. And customers also will get that report.
We have two ECM modules in these machines. One is in the engine, one is the machine. So, we have full capability to monitor what’s happening in a particular machine. That’s number one. So, you can detect or prevent. Second is services commitment that our dealers are willing to give to the customers. It is called CVA – Customer Value Agreement. When th ecusotmer signs this CVA, they will get a commitment for either the parts availability or machine uptime. These are the two things we are working on which will couple with these machines and that will make the life, the full circle complete for our customers. Apart from that, as part of any NPI readiness, we ensure parts availablility. Before we even launch these machines, parts, whatever is needed in repair and maintenance are already stocked at our centers and in our dealer branches. So, we ensure the readiness.
[NL]: I would say that we always say Caterpillar dealer globally is our competitive advantage. In India, it’s the same because our dealers are long lasting and we believe strongly that the product support needs time to invest and also needs time to have all these capabilities in place. That is besides the mechanical capability, and digital capability now that we are all building upon. We continue to build up the system advantage caterpillar already has and then we add up the digital to bring more efficiency and make more proactive engagement with the customer. Today, we have VisionLink, we have CAT Central. Those are all the customer facing applications. Customers can just log in those systems and they can see their machine condition, fuel consumption, as well as order any parts required. These are not new. It’s just that we are releasing a new product and we are taking it to the next level.
What is your assessment for the potential of the market with these new three products? And how do you see the trends for 2026 and going forward?
(GR): I think that in India we have strong confidence. If we talk about the growth in India in the past few years is astonishing and we have strong confidence that the growth in the future will continue. It’s the same across different segments. As Caterpillar, a leading brand, we strongly believe in India and remain committed to our custoerms in this region. That’s why we are focusing on understanding the local customer requirements and ensure that our product and solution meet their needs. We believe in the future of India and also that the commitment from the company is there to continually grow.
Which are the sectors you think will drive your business going forward?
(GR): If you see the last 10 years’ growth in our construction equipment, most of the work has happened in roads, national highways, etc., which is right now has become a little lesser but it’s all expected to pick up soon. There is a lot of the growth, national highways, which drives the requirement for sand, which drives the requirement for aggregates, which is the reason why our excavators sell in the quarries. While that will continue to grow, there will be further emphasis now on state, rural roads also which are just untapped.
India has one of the largest road networks in the world but what we have done so far is only touch the national highways, and expressways. So there is a lot more work to be done in the decades to come. Like Nicole said, we are here with for long term commitment. And then if you look at our coastline, 7,500 kilometers, and look at the number of ports we have today and how much port expansion is needed, those will drive so much demand for machinery, whatever we build, loaders or excavators, larger excavators, port handling equipment. So there will be so much, and then you need something to load material onto the wagon, there will be equipment required over there as well. More housing, you have smart cities, and you have all these smart second-tier, third-tier cities coming up. All these are expected to drive the demand for more equipment.
When an infrastructure is built, it requires cement, cement requires limestone, limestone requires quarries, limestone quarries. Limestone quarries requires Excavators, loaders and trucks. So I can go on and on, but I see no end to the potential. It’s limitless. It’s up to us how much we get out of it. The industry is going to be there.
What steps has your organization taken in terms of embedding sustainability, cleaner technologies into your products and systems?
[NL]: Globally, sustainability is an area we focus very much. Our objective is to help our customers reach their sustainability goals through advanced technology and equipment which operates on alternative fuels. For example, the three new machines – Cat 321, Cat 322 and Cat 324 Hydraulic Excavators – represent a strategic leap forward in delivering sustainable, digital-ready solutions built for India’s rapidly evolving construction landscape. These new models are designed to meet the demands of modern infrastructure projects, offering improved fuel efficiency, advanced control systems, and reduced emissions. All these features represent Caterpillar’s commitment to leveraging technology and innovation to improve sustainability of products, services, and solutions for customers. Every product and service get one step closer to fulfilling the purpose of building a better, more sustainable world.
In addition, Caterpillar believes in the power of responsibility. Through Corporate Social Responsibility (CSR) programs implemented by Caterpillar, subsidiaries and the Caterpillar foundation, we make significant contributions to advance the health, welfare, and economic stability of the communities where we live and work. Numerous initiatives across three key areas — Environment, Education, and Employability — are being carried out to make communities more sustainable and resilient. Enhancing green cover, improving sanitation and increasing access to clean water, providing quality education and improved sanitation, are some of the efforts that reflect Caterpillar’s commitment to building a more sustainable world.
What sort of signals are your customers giving you right now with respect to alternate fuel machines?
[NL]: Customers ask the questions and we have the solutions. As a global leader, we already have battery electric, alternate fuel, engineless options, as well as tethered electric options where it can be just plugged and used. We have the machines with all these solutions. Right now, we also have to understand the infrastructure it requires at the job site for a fleet to work. We have a full range including gensets and gas gensets and all these kinds of equipment. However, based on any customer requirement, we want to build relationship with them for decades. We don’t sell only one excavator or one wheel loader. We sell fleets to customers.
On sustainability. There is another type. One, our mind goes to electric. But the other way of sustainability is you burn lower fuel. If somebody is burning 14 litres and I’m burning 12 litres, I’m saving the earth. I’m burning less fuel for doing the same work. For example, in these three new machines, you will find 5-10% lower fuel burn than our previous series. That’s our design, what we have done. Going forward, we will be guaranteeing fuel consumption. That will be what we will be launching for our customers. As earlier mentioned, when the they sign the Customer Value Agreements, we will be having a fuel guarantee which will be lower than what they currently are. So basically, cash in customer’s pocket and less fuel burn.
[GR]: Just to build on that, we offer customized plans to enhance the ownership experience for Cat customers throughout product lifecycle, with offerings like Customer Value Agreements (CVAs), rentals, rebuild / remanufacture and financial solutions for new and used equipment. Cat Reman and Rebuild product offerings as well as the range of repair options help to lower the equipment owning costs.
Cat equipment is built to be rebuilt and reconditioned, and the Cat Certified machine Rebuild options can transform the used machines, bring new life to assets with like-new performance at a fraction of the cost of a new machine. In Cat Reman, we inspect, disassemble, clean, and salvage end-of-life cores before remanufacturing and reassembling components to provide like-new performance and durability at around 45-85% the cost of a new part when returning your used core. Cat Reman uses less resources and helps meet global customer demand while supporting a circular economy.
For example, we’ve displayed 7-year-old 323 D3 excavator and a 20-year-old service motor grader at our stall which are rebuilt. We want our customers to know that Reman and Rebuild are also a way to achive their sustainability goals.
In terms of market, how do you see the next, how does Caterpillar see the next 5 years in India?
(GR): Very positive. What you see is a flat kind of industry over last year. But that base is very large. Given that it’s the world’s largest medium excavator market there’s still more opportunity for growth. So, all the way for next 4-5 years, we forecast significant growth. Caterpillar’s mission is “Redining the future” and our 3 machines launched at Excon are “Efficiency Reimagined”.
