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TEKSTİL & TEKNİK |

TEKSTİL & TEKNİK | NİSAN | APRIL | 2018 40 PANORAMA makine satıyorduk. 80’lerde çift kat örgü ile devam ettik. 1981-1982 sonrasında Terry makinelerinin sayışı azalmaya başladı. Ayrıca o dönemde işler iyi değildi ve ekonomik sıkıntı içindeydik. Ar-Ge çalışmalarına çok para harcanması, finansal baskıya neden oldu, bunun yanı sıra, tüm Tayvan ekonomisini etkileyen Cathy Trust krizinden Pailung da etkilendi. Ben şirkete katıldığımda, küçük ölçekli bir firmaydık. Bir yılda aşağı yukarı 15-200 makine üretiyorduk.” BÜYÜME TRENDİ “Ben katılmadan önce, söylediğim gibi daha çok yerel pazara yönelikti. Ben katıldıktan sonra durum değişti. Şu anda ürünlerimiz dünya genelinde 75 ülkede. 42 ülkede kendi acentemiz veya bağlı kuruluşumuz var. Bu satış kanalını kurmak benim yaklaşık 20 yılımı aldı. Acentelerimizdeki ve bağlı kuruluşlarımızdaki satış ve very good and we were in economic trouble. Spending lot of money to R&D caused financial pressure. In addition to that, the Cathy Trust crisis that affected all Taiwan economy affected Pailung too. When I joined the company we were a small scale company. We were manufacturing more or less 15-200 machines in a year.” GROWTH TREND “As I said earlier, before I joined the company it was mainly for domestic market. After I joined, things changed. Now our products are in 75 countries. We have agencies or subsidiaries in 42 countries. It took me 20 years to build this. 90% of our salespeople and white collar employees in all our agencies and subsidiaries have been or being trained in Pailung. We need to train them to make them good at their jobs. One of the Pailung’s strengths is that we have wide product line. We have more than a hundred different models. We have single and double plates from 3 to 64 inches, and knitting thickness between 3gg and 50gg. One machine has more than a thousand part. We have the world’s widest range of products and our revenue has increased and reached up to 100 million dollar last year. Our production rate has also increased; Pailung alone manufactured almost 2000 machines. Meanwhile Pailung group (Vanguard Pailung and Pailung China) has reached to 2300 machines. We expect more or less the same result this year. These machines are exported to Indonesia, China, Vietnam, Thailand, Bangladesh, India, Pakistan, Turkey, Honduras and Egypt. We sell 75% of our machines to these countries. If you examine the numbers I told you, you can be sure that we are the world’s biggest company. Pailung is the biggest. Not only in manufacturing, but also in the area of revenue. No one has ever managed to reach Pailung. As you understand from the numbers, when the production increased, our revenue increased. There are 250 people in the headquarters of Pailung, with our cylinder and cam factories. There are 500 people working in Pailung Group: 110 in Vanguard Pailung, Charlotte; 50 in China and 100 in subsidiaries. DISTINCTNESS AND ADVANTAGES “We have lots of rivals in the area of circular knitting machine in Europe. We also have almost 20 rivals in Taiwan but last year 6 out of 10 machines that were sold were Pailung products. We also have rivals in China. There are 100 different machine manufacturer in China. Compared to Europe, Pailung is more economical. Our wide range of products puts us forward. We have 100 different models. Another advantage we have is Open Innovation Lab collaboration. Our clients send us samples

and we analyze and tell them how it can be done. Another advantage is the service we give in Pailung and our agencies. In addition to all these, we individualize designs according to demand. As I said before, Pailung is a forty year-old company but our agencies have been working with us more than 30 years. I would like to reinforce this with a few examples. World’s biggest knitting group, Shen Zhou International has a total of 3000 machines. 1800 of these 3000 machines are Pailung products. Another example is Nike. Nike has 9 global partners; 6 of those partners are our clients and 50% of their machines are from Pailung. Another example is Turkey. We currently have 3.500-4000 machines in Turkey. All of these numbers show customer satisfaction. I can’t give you the exact definition of quality but I’m telling you how we are able to sell all these machines to Turkey. Turkey is a market for European machines. They demand quality. We began entering to Turkish market in 1992 and it was really hard at the time because they were thinking, “Oh, it’s Taiwanese.” They knew nothing about Taiwan. They thought our country was part of China. It took a lot of time to overcome this point of view.” QUALITY IS UNDER CONTROL “We manufacture the basic parts of knitting machines (cams and cylinders) ourselves and buy the raw material from Japan and Germany. We manufacture almost 65% of the parts ourselves. Some of the materials of the gears can be bought from local sellers but as for strength decreasing processes (like grinding and varnishing) we can still control the best quality with our own production. We demand self-check from the suppliers of key components. (Just like you visiting the subsidiary of Hong-Shuoh that produces cam and thread carriers or Pai-Chin that produces cylinders.) With computerized integration ERP system we make sure that all parts meet on a common ground in terms of demand of specification, controlling process, checkpoint and the final result of control. Although the QC/ QA team does not require examining, after the parts are delivered to Pailung, in order to make sure that the sellers accomplished the goals, they examine the demanded elements again. We also have strategic cooperation on needles with a globally known firm. This provides us to reach the same quality.” OPINIONS ON TURKISH MARKET “It’s a shame that Turkey is only focused on cotton, viscose filament. Knitting companies should consider product differentiation but this has not been a success so far. Why don’t you consider product differentiation? You don’t have to be hizmet personeli % 90’ı Pailung’da eğitim almış veya alıyor. İyi yetişmeleri için onları eğitmemiz gerekiyor. Pailung’un güçlü yönlerinden biri de çok kapsamlı bir ürün hattımızın olması. Aşağı yukarı 100’den fazla farklı modelimiz var. Ürün grubumuzda tek ve çift plaka 3” çapından 64” çapına kadar, 3gg örgü kalınlığından 50gg örgü kalınlığında makine mevcut. 1 makinenin 1000’den fazla parçası var. Dünyadaki en büyük ürün çeşidine sahibiz. Şimdi gelirimiz arttı. Geçen yıl 100 Milyon USD’ye ulaştı. Üretim de arttı sadece Pailung olarak neredeyse 2000 makine ürettik. Pailung grup olarak ise (Vanguard Pailung ve Pailung China) 2300 makineye ulaştık. Bu yıl da aşağı yukarı aynı olmasını bekliyoruz. Bu makinaları Endonezya, Çin, Vietnam, Tayland, Bangladeş, Hindistan, Pakistan, Türkiye, Honduras ve Mısır’a ihraç ediyoruz. Ürünlerimizin % 75’ini bu ülkelere satıyoruz. Verdiğim rakamlara bakarsanız şu anda dünyanın en büyüğü olduğumuzdan emin olabilirsiniz. Pailung en büyük. Sadece üretimde değil, elde edilen gelirde de şu anda dünyanın en büyüğüyüz. Kimse henüz buna ulaşamadı. Rakamlardan 41 PANORAMA TEKSTİL & TEKNİK | NİSAN | APRIL | 2018