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Interview with Mr. Marco Guan, M.D.of Modena Machinery
—— 专访佛山市摩德娜机械有限公司总经理 管火金
Ceramic Town Weekly (hereinafter called CTW): Would you please talk about Modena’s sales status at present?
Marco Guan: (hereinafter called Marco): Now our sales ratio of domestic and overseas market is 40% to 60%. The overall sales status appears to be very positive. Compared with last year, our turnover has been increased, at least, by three times. In overseas market, with a stable volume of supply, we are enjoying a favorable market share and brand reputation in Vietnam, India and other countries in Southeast Asia. The present strategy of Modena is to develop the brand name home and abroad simultaneously in order to optimize the market network. By doing so, the domestic and overseas market can be accelerated mutually. In early stage, Modena mainly focused on domestic market, but due to certain reasons, the focus has been shifted to the export market. However, currently, the concept of many Chinese ceramic corporations is being changed and a great demand for higher standard equipment is approaching us. And this trend is spreading from coastland to inland area gradually. We are paying great concern to the domestic market, which is a grand opportunity for us.
CTW: In the trend and process of internationalization, what measures will Modena take and what is the development planning?
Marco: As a Sino-Italy joint venture corporation, the updated technology from Italy that we have stands for the advanced technology of the ceramic machinery industry nowadays. At present, we keep expanding for further co-operation in more fields and look for more collaborative approaches with certain Italian companies.
CTW: How about the cooperation with the ceramic corporations?
Marco: Regarding the cooperation with the ceramic corporations, we are expecting more horizontal approaches to research the physical operation, technical innovation, product requirement and other aspects which have very close connection with the ceramic industry, in order to set up an integrated chain of supply and a better service network. Now everyone is talking about the industry resource integration, and the ceramics industry is being transformed from a loose state, as it was, to a more integrated state, which is also a trend in the future. The competition in the future will be more and more severe and the process of internationalization will be even more obvious, only with better resource integration can the corporations have better development in the competition. As for technology innovation, Modena’s R&D center have been trying to provide more technical services to our customers, such as formula formation and test firing experiment.
CTW: What’s the future development planning and target of Modena?
Marco: Compared with ceramic market, the ceramic machinery market is much smaller in scale. The total turnover of the domestic and overseas market is about 20 billion RMB. Under the circumstance of such fierce competition, what Modena needs to do is to establish and solidify the brand reputation. Depending on the future situation and our own development requirement, accordingly we will consider enterprise transformation or extension to other industrial fields. Modena is now a well recognized Chinese brand name, but there is still a distance between us and other international companies, which are considered as “Great” while Modena is “Good”. Therefore, the next move of Modena is to become the “Champion” in the domestic market, and from Good to Great is our long term target.
