METZ CONNECT总裁：最终成为中国市场的主导者

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.