METZ CONNECT总裁：最终成为中国市场的主导者

　　【PConline上海站 资讯】2013年1月15日，德国METZ CONNECT集团在上海举行新品发布会及中国区客户答谢会。会上，METZ CONNECT集团总裁Torsten Janwlecke介绍了公司各类产品并对2013年中国区发展业务作了展望。太平洋电脑网作为一家专业的IT媒体也第一时间对Torsten Janwlecke先生进行了专访，一起探讨了METZ CONNECT集团的优势及其在中国的计划。

METZ CONNECT集团总裁Torsten Janwlecke先生

　　当笔者问及2013年METZ CONNECT集团将如何发展中国业务的时候，Torsten Janwlecke先生比较低调的表示，METZ CONNECT集团在中国市场上是个新来者，我们有可能取得许多业务。我认为我们在欧洲市场是个领导者，同样在中国也会有很大的发展空间。

　　Torsten Janwlecke先生也阐述了METZ CONNECT的优势以及市场份额，他表示，METZ CONNECT的产品价值就是提供更稳定更高性能的网络。METZ CONNECT仍是个（中国市场的）新进者，虽然还没有主要的市场占有率，但是有着非常乐观的发展。在过去几年中，METZ CONNECT有很多的商业积累，而且METZ CONNECT也有很多正在发展和已经着手的项目。

　　METZ CONNECT在中国也有相当多客户，Torsten Janwlecke先生说，我自认为很骄傲的是我们积累了很多世界知名品牌的客户。其中很多客户在中国（的分公司）也是我们的客户，像德国的Bosch 和汽车制造商 BMW，Volkswagon。他们在使用我们的产品的同时，我们确保他们在中国的客户得到相同的网络性能体验。另外我们也不会忘记去开发一些当地的公司、政府机构以及学校等。我们希望我们的产品不仅仅是为全球性的大品牌服务，还要为本土的一些企业和大网络公司服务。

　　最后，Torsten Janwlecke先生也对2013年的市场作出了展望并说明了METZ CONNECT将进行的市场营销活动。他说到，METZ CONNECT应该着力几个市场领域，一个是与最终客户、渠道商、批发商等（建立）合作关系，而且METZ CONNECT也会像最近在北京、上海、广州举行的培训活动，去让（他们）更好的了解和正确安装METZ CONNECT的产品。这在营销策略上是非常重要的联系及合作关系。另一件事情是在明年METZ CONNECT将更多关注媒体及网站方面，通过网站更加全面的去告知顾客METZ CONNECT的产品和服务。

以下为英文专访译文：

PConline：欧债危机下，2013年贵公司将如何发展中国市场的业务？
Mr.Janwlecke：实际上我们对中国市场抱有非常乐观的发展前途。我认为欧洲次贷危机并没有危及到我们的业务，因为我们主要的业务是综合布线和IT 需求。我们在中国市场上是个新来者，即使一些（公司）的投资被终止，我们仍有可能取得许多业务。我认为我们在欧洲市场是个领导者，同样在中国也会有很大的发展空间。

PConline：对于此危机时刻，请问贵企业将给中国市场哪些帮助？
Mr.Janwlecke：我认为对于中国甚至对于世界上其他国家的市场而言，提供更好的性能和更高质量的网络是一个巨大的市场需求。我们有越来越多的网络交流超过机器与机器之间的交流。对我们而言，我们的产品价值是提供更稳定更高性能的网络。我认为这是我们公司所擅长的，而且对我们而言也是机会，来把这些有价值（的产品）带给中国客户，让他们可以运行在更加稳定的网络中。

PConline：综合布线是一项什么样的业务？目前在中国市场的市场份额是多少？
Mr.Janwlecke：综合布线系统是基本物理布局的电缆和连接器而运行的通信系统。电缆连接器是光纤组件，就像是铜极双绞电缆。就像我之前说的，我们仍是个（中国市场的）新进者，我们还没有主要的市场占有率，但是我们的发展非常乐观，过去几年中我们有很多的商业积累，而且我们也有很多正在发展和已经着手的项目。

PConline：据调查，在中国综合布线市场供应商品牌超过40个，和其他中国市场的竞争对手而言，你们的竞争优势在哪里？
Mr.Janwlecke：我认为他们现在是希望把这40多个不同的公司划分成2、3个区域。一个是本地的中国品牌，这些中国品牌大多数是用在本地的产品和项目中，我认为他们通常是用在周边的标准化的网络；另一个是其他20多个美国和欧洲的公司，其中美国的公司，光纤占有很大的份额，但是他们的系统和他们的系统观念与德国和欧洲的网络有很大区别。尤其在铜管的连通性上，欧洲有着更高的水准。我们用的屏蔽产品对CAAT7和网络有更好的扩展性。我们认为源自德国的产品除了拥有高品质外，还可以提供更高性能和速度的电缆和连接器。

PConline：我们知道METZ的客户涉及多个方面，包括机场、酒店、工厂等，您能否跟我们聊聊在中国的主要客户有哪些？
Mr.Janwlecke：我自认为很骄傲的是我们积累了很多世界知名品牌的客户。其中很多客户在中国（的分公司）也是我们的客户，像德国的Bosch 和汽车制造商 BMW，Volkswagon。他们在使用我们的产品的同时，我们确保他们在中国的客户得到相同的网络性能体验。另外我们也不会忘记去开发一些当地的公司、政府机构以及学校等。我们希望我们的产品不仅仅是为全球性的大品牌服务，还要为本土的一些企业和大网络公司服务。

PConline：今年的公司目标是什么，将占据市场多少的份额？
Mr.Janwlecke：我们当然想要成长而且我们需要成长，我认为在（中国市场的）很多方面我们仍是一个新进者，所以我们需要更加努力，我们会继续在中国市场投资去建立销售团队，或是像今晚这样的新产品介绍。我认为这个是我们明年在中国非凡的成长机会，我们会慢慢的占有市场份额最终在这儿成为一个主导者。
PConline：您将通过哪些营销方式，来达到这个目标？
Mr.Janwlecke：我认为这是一个非常好的提问，我认为我们应该着力几个市场领域，一个是与最终客户、渠道商、批发商等（建立）合作关系，而且我们也会像最近在北京、上海、广州举行的培训活动，去让（他们）更好的了解和正确安装我们的产品。这在营销策略上是非常重要的联系及合作关系。另一件事情是在明年我们将更多关注媒体及网站方面，通过网站更加全面的去告知顾客我们的产品和服务。
 

以下为英文专访原文：

PConline：Under the European debt crisis, how will your company develop the business in China in 2013?
Mr.Janwlecke：Actually We are looking forward to quite positive development in the Chinese market. I think the European debt crisis is not really so much effect our business that much, because most of the business is initiated by the demand of cabling products  and IT demand. And even though some investment have been push back , we are still kind of a new comer to the market and have lot of new activities to gain. I think we have developed a market leadership in European market, so there is room for us to grow also in China.

PConline：At this critical time, what kind of help and benefit can your company bring to the Chinese market?
Mr.Janwlecke：I think what is true for China and probably true for most of the other markets in the world.  There is a huge demand on better performance and high quality better network. We have more and more communication on the internet than the machine to machine communication. So connect us in the value of the product really contribute next stable and high performance network and I think this is our company specialising in and I have lot of opportunities to bring this value to Chinese customers and let them run on a good stable network.

PConline：What is cabling system? What’s the market share your company has occupied in China currently  ?
Mr.Janwlecke：Cabling system is basically the physical layout cables and connectors to run the communication system. Cabling connectors is use to be on optical fibre components as well as copper base twisted pair cabling.As I said in the beginning, we are still a newcomer, we do not have a major market share, but we are developing very positively, so we have a business accumulated of the last years,  and we keep growing and handling new projects.

PConline：According to survey , there are more than 40 brands of suppliers in the cabling system market. Compared to other rivals in the Chinese market, what is your competitive edge?
Mr.Janwlecke：I think what they would like to do is to cut these 40 different companies into maybe 2 or 3 sectors. One is the local Chinese brand, and most of those local Chinese brand are used in local products and local projects and I think they are usually for the standardised average networks around. The other one, the other 20 companies  are probably the American and European companies. Among the American companies, you can see a lot of portion to the optical fibre, but their systems and the concept of their system is pretty different towards the German or European based networks. Specially on the copper connectivity, European has much much higher performance level.  We are using shield products to a bigger extend which is good for a Caat7 and beyond network. So what we think differentiates us is high and quality products out of Germany, and also the second time the high performance and speed that these cables and connectors can manage.

PConline：We know that Metz has a wide range of clients, such as airports, hotels, factories and many others. Can you tell us, in China, who are your major clients?
Mr.Janwlecke：I think we are very proud to accumulate lots of well known brands worldwide, some of those customers are actually the same customers in China, companies such as Germany Bosch or the car maker such as BMW or Volkswagon are using our products and we would like to make sure when they having customers here in China, they are considering our products to have the same performance network.  The other thing is we do not forget developing some of the local companies and government institutions, even schools. So we would like to contribute as our products not just for in global big brands, but also for lot of the local businesses and big network and so on.

PConline：What’s your company target this year, and the market share your company is planning to occupy in China?
Mr.Janwlecke：I said we definitely want to grow and we need to grow, I think we are still a latecomer from many points of view. So we need to make an effort and we keep investing in the Chinese market to set up the sales forces, new products introduce such as tonight and with this one I think we will have an extraordinary growth opportunity in China next year and we slowly to build up our market shares to be a major player in this country .

PConline：What kind of marketing approach will you adopt to reach this target?
Mr.Janwlecke：I think that’s a good question, I think there are several areas of marketing  which we need to address, one is the partnership with end customers with channel partners with distributors, but also the education  programs which we are currently running in Beijing in Shanghai and in Guangzhou, for the system integration to understand and properly install our products. That’s the one very important relationship or partnership type of marketing approach. The other thing is Next year we will actually have much more focus on media side the website to inform customers more comprehensively about our products and services.