Saint Gobain--Norton, 20-year Endeavour in China Industry

It is universally recognized that three components are essential for a kind of product: abrasive grain, bonding agent and stuffing. Many of Saint Gobain's are purchased from China, but we have strict quality control system. We only choose raw materials up to standard to produce.

Interviewee: Liu Yuxin
Title: operation director in China
Company Name: Saint Gobain Shanghai Abrasives Co., Ltd.

In 1994 when Saint Gobain Shanghai Abrasives Co., Ltd. coated abrasives factory was established, "Norton" brand ceramic grinding wheel was brought into production, which signified that Saint Gobain Abrasives Co., Ltd. had formally entered into China market. Twenty years later, as the only abrasives multi-national enterprise that owns industry production and technology input in China, Saint Gobain at present has five factories and over 1000 employees in China. In 2013, Saint Gobain China R &D Center--the second phase came into service, which reflects the continuous innovative input and great importance Saint Gobain attaches to China market. Recently iAbrasive reporter had an interview with Liu Yuxin, Saint Gobain' s operation director in China.

Reporter: So far, Saint Gobain has taken root in China for 20 years. How does Saint Gobain think of China market? 

Liu: In my opinion, there is no small market in China. As long as we find a suitable application, and a matched product, we are able to manage well in Chinese market. Aimed at china large construction market, Saint Gobain launched Clipper hand-hold petrolic cutting machine and resin cutting disc for rescuing, which can be widely used in construction and fire fighting; at the same time, under situations where emergency and natural disaster occur frequently, the product is competent at cutting demand of modern rescue work. I believe that the product will perform well in China domestic market.

Reporter: To variable China domestic hardware market, what new plans does Saint Gobain have?

Liu: China hardware market remained stable in 2013, except for the obvious decline in Guangdong market, other regions in China have increased more or less. Saint Gobain made a timely conversion in hardware market. Saint Gobain plans to develop toward three directions: diversification, extreme strict channel control and more competitive middle and high-end products. In the past, Saint Gobain targeted at quantity. now it is different. Saint Gobain attaches to diversity. based on existing market, the company takes advantage of all-round product line to develop coated abrasives product, diamond saw blade and construction material product, etc.

Reporter: Will the inexpensive raw materials in China help to improve Saint Gobain's competitive force?

Liu: It is universally recognized that three components are essential for a kind of product: abrasive grain, bonding agent and stuffing. Many of Saint Gobain's are purchased from China, but we have strict quality control system. We only choose raw materials up to standard to produce.

Reporter: What advantages do you think Saint Gobain has over competitive brands?

Liu: First of all, as the only all-round product line abrasives supplier, we have obvious advantage in product diversity; second, as global abrasives leader, we have famous brand; last but not least, Saint Gobain has five factories in China, factory localization has reduced costs and shortened delivery time. It is those aspects that guarantee Saint Gobain's competitive advantage in China.

Reporter: Energy-saving and emission reduction has been an important issue, what have Saint Gobain done to live up to this in production and R & D ?

Liu: We have long focused on and devoted to the responsibilities in environment, health and safety. It is our long-term goal to minimize industrial accident, industrial disease, gas emission treatment expenditure. Besides, Saint Gobain has been active in all kind of grinding application standards to maintain sustainable development.

Reporter: In previous interview, you mentioned that Saint Gobain has extreme channel management, would you mind to explain in detail?

Liu: We put distributors' integrity and long-term cooperation in the first place. Saint Gobain puts more emphasis on distributors' ability to broaden diversified market to achieve a win-win situation. We also have training programs for sales personnel and end users to make them know more about our product. This is an important step in market channel promotion.

Conclusion: Although global economy is in a downturn period, Saint Gobain keeps a growth momentum in Asia. Asia-pacific regions especially northeast China remains Saint Gobain's key investment spot. In future, Saint Gobain will keep up with market trend and increase investment in northern and west China to ensure more business activities in potential markets.