Earlier the pumps and valves used to be procured purely on cost basis. But today reliability is one of the key factors

-Ajit Singh, Head- Water Treatment OEM, Grundfos Pumps India Pvt. Ltd

Grundfos India recently launched the new range of BMS Pumps used in water treatment. Identifying the need that sustainable water treatment solutions require the pumping solution to be durable, cost effective and offering trouble-free operation, the simple design and durable components of these pumps eliminate costly downtime. Ajit Singh talks about this pump highlighting the marketing strategy.

Could you update us on the recent status of pumps and valves market in India?
With respect to the water treatment segment, in Grundfos we are growing by more than 15 per cent this year. We see a lot of potential in this particular segment because of opening of new avenues. Also the government is initiating efforts for cleaning of rivers like Ganges. It is not possible to take out the entire water from the Ganges and clean it. Rather we need to reduce discharge of polluted water from industry in the water bodies. So, more and more water has to be reused in the industry. These will increase the demand for ETP recycling as well as zero liquid discharge plants. On the other hand the government plans to provide clean drinking water to the rural areas. They are also putting RO units in villages which are at subsidised rates.

Whatever govt efforts you mentioned, are all in the planning stage. What is the exact situation on the ground level?
The government is putting a lot of thrust and some strict regulations formulated by the Central Pollution Control Board (CPCB) do exist and that has already started to show results on the ground. However further strict implementation of such regulations is required to have a greater impact.

How are you going to be a part of these initiatives?
Industries are one of the major areas where effluents are being generated and discharged out either in rivers or some other water bodies. To keep Ganges clean, a lot of industries will have to control their effluent discharge. They may reuse the water or have a complete zero liquid discharge plants. A lot of pumps of varied capacity and pressure-handling will be required. Our contribution will be in supplying these kinds of pumps.

Grundfos is known for its energy efficient pumps. Our new range of BMS pumps used in water treatment will be added for this purpose. These pumps are much lighter in weight and have an improved efficiency of around 4-5 per cent.

How are you going to place this product in the market?
BMS Pumps for high pressure applications upto 82 bar in reverse osmosis and ultra-filtration plants. These pumps can be used in desalinisation, ETP recycle and zero liquid discharge plants. Compared to the earlier generation of high pressure pumps from Grundfos, the new range of BMS pumps is much simpler to maintain. These pumps are much lighter in weight because we are using our permanent magnet motor technology. Also, it becomes much easier for customers to handle these pumps at sites when installing the pumps. We use the high-speed technology and run the motors at around 5,000 rpm.

What about the pricing of this pump?
The new range of BMS pumps are lightweight ultra-filtration booster module. These may end up replacing two pumps in the system. Also it is a system solution involving pump, motor and VFD along with the Control Panel. So, if we look at the advantages and efficiency and the life cycle cost, this solution is comparatively cost-efficient.

How do you look at the current trends in procurement as far as pumps and valves are concerned?
Traditionally, procurement is all about looking at people as buyers and suppliers. But there has always been of talk about entering into partnerships. Procurement persons are now looking into people who can contribute not only in being competitive but also helping them in being efficient in entire process of procurement, delivery or after-sales service. Most important thing is how we are able to optimise the costing for them. It is about looking into different areas within our portfolio and what can be offered to them. It is best suited in terms of technical requirement as well as cost effectiveness. More and more companies are looking at this aspect because at the end of the day there are people in the market who can supply. It is about how you are going to add value. Training is also an important aspect – people are looking at suppliers to train them on newly hired manpower.

What are the points a customer must consider while procuring pumps and valves for water treatment?
Technical requirement is the first and foremost. Earlier the pumps and valves used to be procured purely on cost basis. But today reliability is one of the key factors. An OEM has to support its customers in terms after-sales service for reliable operations and maintenance of the equipment.