Australian METS paves the way to India

Australian

RTI has partnered with the Australian Trade and Investment Commission to overcome international boundaries and export its bulk scanning solution to India, highlighting what Australian METS companies can today achieve.

The Queensland-based company has developed a capable suite of bulk material scanners, analysing moisture, chemical composition, ash content, weight and more.

In 2013, RTI decided to expand its offering into the Indian market, where coal generates a majority of the country’s power.

RTI Asia-Pacific regional sales manager Sanchit Oberoi explained the need for RTI to venture into India.

“RTI analysers had huge potential in India. We could help power companies to monitor coal quality and thereby reduce pollutants,” Oberoi said.

“Austrade did a lot of the initial groundwork. Advisers helped us to understand the challenges of exporting to India – and how to overcome them.”

The process to set up an export chain can be slow and arduous at times, with many necessary steps building up to sending that first unit overseas.

Oberoi described how Austrade helped RTI make it happen.

“We presented a lot of case studies, including from our coal and iron ore reference sites in Australia. This took time, but it was necessary,” Oberoi said.

“Also, Austrade helped us to participate into major mining conferences in 2018 and 2019, which gave us the chance to showcase our technology.

“Austrade in Kolkata helped us to find a commercial partner – Vishwa Group. Austrade advisors screened candidates and this was a very valuable service. We have to trust that the agent is acting in our interests.

“Having an agent in India is extremely helpful. Our customers want someone local to deal with, day to day, who understands how their business works. This generates confidence. Our agent in India is one of our best performing.”

From there, RTI was able to sign a contract for 18 analysers at five power generation sites across India with one of the country’s largest power generators, NTPC.

RTI technology now helps to improve air quality in Delhi by monitoring ash, sulphur, moisture and energy density of the conveyed materials.

Only once monitored can the owner then take steps to minimise the volume of hazardous materials being released into the air.

Oberoi said the relationship between India and Australia in the mining industry has seen plenty of growth recently.

“Things are changing very quickly in India. There is a growing awareness that Australian METS (mining equipment, technology and services) is first class,” he said.

“Large Indian mining companies are beginning to revise their tendering processes, so that it’s easier for overseas METS to pitch for business.

“Austrade is playing a pivotal role in this. The Australia-India Business Exchange (AIBX) organises conferences that provide valuable insights for Indian companies on how best to connect with global suppliers.

“The potential in India is very promising: these are exciting times.”

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