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By Richard Hepworth, Managing Director, Trelleborg Marine Systems.

The end of June saw our sales meeting for Asia, which took place in Cebu in the Philippines.  A lot of information and best practice was shared, and we even managed to squeeze in a few rounds of golf!

With the APAC region being such a fast growing and diverse market, it’s a key target for us and we’re working to extend our service offering throughout the region and add value to the strong product offering we already have, we’re already doing this, for example, through the recent expansion our fender rental service to the APAC region.

The sales meeting was a great opportunity to get everyone together. With a global company like Trelleborg, it’s important to ensure that practical, on-the-ground regional presence is available for our customers and it’s brilliant to see that the sales team truly understand and can fully support the specific needs of their region, and the specific needs of each country within it.

Although we discussed a number of key trends emerging in Asia; it’s amazing how much the market changes from country to country, even within one region.  For example, compare the high documentation requirements in Australia to the market education that is required in China around quality control and whole life cost considerations.

Another of the hot topics on the agenda included the use of foam fenders in the region – they’re already very successful in Japan, where their used by the coast guard and there’s a moderate demand in China and Korea, but they’re almost non-existent in other Asian markets.

Again, this brings to mind the market education that could be brought to the region, to inform procurement decision makers that there may be more suitable solutions for their projects that they’re missing out on by making habitual decisions.

With our commitment to service, as well as products, we’re aiming to educate the market on all the options that are available – to ensure that marine environments avoid sticking with the status quo – it may not be the most effective solution.

In closing, thanks to all that attended the sales meeting and made it so successful – I look forward to seeing you at the next one!


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