Edition 68 (October-December, 2022)

Hanjiang• 2
Hanjiang team realized that if we
care for our customers’ interest ahead
of ours, we can win their trust. We
started building service centres in
many regions in China and overseas.
Till now, we have reliable service
centres in more than 20 countries.
When Hanjiang service and spare
parts are easily reachable to endcustomers,
trust building becomes
easier.
During the pandemic, we never
stopped sending engineers to our
customers when needed. “Easily
reachable” is what we have been
bringing to our customers for 20
years. For our users, Hanjiang is safe
to invest, trustable and reliable, so
they can repeat orders with Hanjiang
and they love to recommend us to
other industrial people too.
Q: Currently Hanjiang is the
market leader in the Indian
subcontinent. What makes you
the leader in the Indian glass
processing industry?
When I join Hanjiang in 2012,
we had this idea that Indian market
is tough – margin is low and market
" Now we have installed more
than 70 IG lines in India with
a market share of 50 per cent
and will complete our 100th
installation in the country by the
end of this year. Our warehouses
in Mumbai and Delhi keep
spare parts for daily running
and sufficient material for IGU
production."
demand less. I remember the first
time I came to India with an assistant
in 2014, we planned to stay one
month see the market. We faced
a lot of troubles, but I could feel
very strongly that the market had
potential and we could change the
market situation. So I hired two local
engineers during that trip and set up
our first office in India.
Then we have decided to bring our
IG lines to Indian local exhibitions. At
that time, people knew about IG lines
from Europe, Turkey or Korea, but
rarely from China.
We want to be the first Chinese
company to display an IG line in an
India expo. From 2014 to 2019, we
successfully displayed IG lines to
potential Indian customers at expos.
We realized that customers also need
reliable consumable material for IG
production.
So in 2018, we build “UNEX
INDIA”. Customers can now get
comprehensive service from Hanjiang
team. Surprisingly, with this new
segment, we covered more customers
without using Hanjiang equipment.
Now we have installed more
than 70 IG lines in India with a
market share of 50 per cent and will
complete our 100th installation in the
country by the end of this year. Our
warehouses in Mumbai and Delhi
keep spare parts for daily running
and sufficient material for IGU
production.
Q: How is the India market
crucial for Hanjaing?
We do believe the Indian market
will be one of the most significant
markets for Hanjiang in the next
5-10 years. Currently, the Indian
market is around three per cent of
Hanjiang turnover. But if we consider
the population of India, development
speed of the market, and the rising
demand, we are sure our size in the
Indian market will become bigger in
the future.
Q: With travel being closed
between India and China, how
are you managing sales and
installation here?
It was very challenging for our team
at the beginning. The first challenge
was the service part. We had one
fixed engineer in 2019, but due to too
many machines awaiting installation,
we hired one more. With our online
and on-site training, both engineers
can now work well independently.
Very soon, a third engineer will join us
from this month. I am sure Hanjiang
service will maintain very high
standards.
We use most of all the traditional
ways for sales – calls, emails,
WhatsApp etc – and we manage social
media more actively. We also invite
Glass Bulletin | October - December, 2022 61