- Vishal Sharma and Dhruv Sharma, Founders, Reach International, share more on the changing industry trends.Established in 2009, Reach International is a construction equipment rental company that works for height solutions, man and material handling. It provides solutions for working at height, via boom lifts, scissor lifts, truck mounted boom lifts and aluminium scaffolds. Over the years, the overwhelming success has encouraged the company to grow its product kitty with reach truck and material handling equipment (MHE). Vishal Sharma and Dhruv Sharma, Founders, Reach International, share more on the industry and company’s growth... Since how long have you been in this industry?It is now 10 years since we entered this industry. One might say we have been here since the beginning. Very few in the industry knew about the boom and scissor lift. The IGI T3 Airport and Commonwealth Games boosted the need for these machines. The success of one project after another led to more and more client satisfaction. With time, we have realised that though the brand and the product may be important, what drives consumer engagement is the add-ons like clean and safe equipment, on-time delivery, quick response, and trained operators.  Tell us about your journey.The journey from 30 machines in the initial two years to 300 machines in the next 10 years has been wonderful. We are fortunate to have entered the aerial work platform (AWP) industry. We have gained great support from all across, be it people who have joined us, major local and global machine suppliers, and other vendors such as OEM Genie Industries (Terex Brand), for whom we are also an authorised dealer in India. Besides, we have also received financial support from banks like TATA Capital, ICICI Bank, and more.How have you tackled the changing trends in this industry?We have seen a lot of changes in the AWP industry, be it metro projects, the PEB industry, HVEC jobs, warehousing, mines, refinery, factory and maintenance. Human safety and time-bound projects have grown in importance over time, which changed our approach towards machine age and training of team and customers.What is the difference between low-cost equipment and economically viable equipment for rent?With the increasing demand of AWP, the industry saw many unscrupulous players, who are more interested in short term gains. These suppliers do not pay any heed to the safety of machines or the people using them. Though, they charge less, but it is always the customer that pays in the end. We believe that authentic parts and right equipment lead to less breakdown, and thus, more uptime. Once customers understand that, they gladly pay the economically viable equipment charges.Who do you consider your competitor?Our focus remains on helping our customers reach heights safely. Keeping that in mind, we have added products in MHE segment, like forklift, stackers, motorised pallet trucks along with aluminium scaffolds with our core product line of AWP. We have seen the market maturing with global companies entering the Indian market and having headquarters in the North. We look at our competition as an opportunity to grow more skilful and have managed to emerge as a winner even in the toughest of situations.What lies ahead for Reach International?We would continue to forge ahead providing the kind of quality that Reach International has become known for, while exploring and consolidating our hold on the South and East Indian market. Till today, it has been a good journey, but still a long way to go.(Communication by the management of the company)