Wcombine traditions of the Russian engineering school with modern technologies, and by this, we create a reliable product that ensures effective communication and safety in all possible harsh industrial conditions”, says Alexander Buylov, Chief Commercial Officer of ARMTEL LLC, Russia. Over the years, Armtel has established itself as a world-class industrial telecom systems OEM that proposes high-qualitative systems and solutions at a reasonable price with a focus on safety and efficiency of communications.
To know more about Armtel as an Industrial Communication solution provider, please read this exclusive interview.
How do you see the current market evolving for Industrial Communication solution providers in India?
As with any other sector of the Indian economy, we see that there is huge potential for the growth of companies that are Industrial Communication solution providers. The key driving factor is definitely investments in new industrial projects in various verticals. Construction of new plants, modernization, or expansions of existing plants have led to stable demand for Industrial Communication systems in India.
What are the major expectations of clients from the players in this space?
The major expectations from customers in this market do not significantly differ from ones in any other industrial market. To put it simply, they are quality, reliability, and service. Customers expect us to supply equipment of high quality that will work reliably for many years. And I can proudly say that since our establishment in 2000, it has been a key objective for the company to meet customers’ needs and expectations – this is because we consider our contract with any customer as not a one-shot supply but as a long-run fruitful relationship.
We closely pay attention to the needs of our customers and maintain the highest standards of quality in everything we do, starting from the collection and analysis of a customer's requirements and engineering design, through the production phase, device testing to the supply and service. Being ISO 9001 certified we support high-
quality management processes, and, of course, we do monitor customers’ requirements and customize our products accordingly.
Armtel's track record now is over 500 projects in 19 countries that clearly illustrates that we are successful in meeting customers’ expectations.
Tell us about the challenges faced by your clients in the market today.
Since industrial processes and, consequently, plants are getting more and more complex, our customers need more convenience and ergonomics in managing several industrial systems at the same time, like PAGA, telephony, radio, access control, and so on. We have accepted this challenge and extended our product line accordingly.
Armtel has developed special software and hardware complex under the brand name Centrena to allow our customers manage several industrial systems by proposing them a single operator workplace. This solution is unique and now being tested in pilot projects.
What are the major differentiating factors that set you apart from other players in this segment?
First, we do not only provide classical communication systems but we develop our product as per market trends and customers’ needs. Second, we prioritize quality in everything we do. Armtel is the only foreign player in the segment that has not just partners but its own representative office in India. This office consists of several people including sales managers and engineers dedicatedly working so Armtel is closer to customers and partners to ensure they are satisfied with its product.
Elaborate on your products, solutions, and related services.
Our customers enjoy using classical Armtel DCN, manufactured years ago. It is a one and two-way communication system that has been deployed within huge industrial spaces covering various technological zones including clean managing rooms, areas with chemically aggressive environments, units with explosive atmospheres, high-noise and dusty territories, or ones with very high or low temperatures.
Another product line is Armtel IPN: this is a communication system only based on IP, it has much wider integration features thanks to its core element – Armtelics Intellectual server – and may be interlinked through the current LAN of our customers.
The third is Centrena, our brand-new software product that is built up to IP integration and represents by itself the next generation of industrial systems management tools. With a single operator workplace customer will get extra comfort and efficiency in managing several integrated industrial systems, using processed data with early prediction recommendations. This product is currently being piloted now so I expect it to come to market soon.
What is the future roadmap for Armtel?
In parallel with keeping its industrial communication systems at the level of high-qualitative and advanced product Armtel is going to launch a brand-new product line - Armtel SVS, this is sound vision system based on the principle of acoustic holography technology providing non-contact acoustic diagnostics of technological units. With this product, the plan is for customers to clearly localize mechanical malfunctions and leaks of liquids and gases in the early stages of their occurrence thus saving on repairs and gain on safety. And of course, this may be integrated under the Centrena system.
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