Chinese Analytical Instrument Firms Dance with Wolves to Find a Way out

——Interview with Chai Weidong, Deputy General Manager of Beijing Huayun Analytical Instrument Research Institute Co., Ltd.

With the rapid growth of the global economy, especially after China's accession to the International Trade Organization, the competition faced by China's analytical instrument companies has become increasingly cruel. To survive and develop in the competition with wolves, Chinese companies must calmly look at our own problems, appreciate the rich cultural heritage of foreign and domestic advanced companies, and find suitable development paths for themselves.

Many small and medium-sized enterprises in China have such problems: they have advanced technology and talented people, but there are still enormous insurmountable difficulties in market competition. What is the difficulty? How can you get out of the market? Today, we invited Mr. Chai Weidong, deputy general manager of Huayun Analytical Instruments Research Institute Co., Ltd., to discuss the development of small and medium-sized domestic analytical instruments.

Before China's accession to the WTO, everyone shouted, “The wolf is coming! The wolf is coming!” In fact, many analytical instrument manufacturers in China are still prepared to deal with technology and talents. After joining the WTO, the “wolf” really came. Since then, many domestic analytical instrument companies have not been weakened but are growing. Then how to seek development while dancing with wolves? During the interview, Chai Yongdao of Huayun Analysis Instruments expressed his own opinions: core technology, products and talents, and market environment.

Core Technology Adheres to Independent Innovation

In preparation for Hua Yun's interview, the author learned that: Beijing Huayun Analytical Instrument Research Institute Co., Ltd. is a private enterprise based on the integration of equipment development and production in the field of environmental monitoring. This company is small in scale and even appears small in the entire analytical instrument industry. How does Hua Yun compete and compete with domestic and foreign competitors? How does it stand and develop? Through further contact, the author found that the company's technology really needs a special book. In recent years, Huayun has made great progress in the development of portable infrared analytical instruments. The design of certain infrared gas analyzers is leading and unique in the world. It is the pride of Huayun, and it should also be China. proud.

"Yes," not "seeking," and Chai always wanted to increase his tone in the face of the interview. "Because 'seek' cannot be obtained, because the market will not have pity for these small companies, both at the international level and at the domestic level. We must find the right path for our survival and development in the cracks in our business. The core technology here is the foundation for our footing."

General Manager Chai mentioned the examples of SMIC and Lekai, expressed Huayun’s emphasis on independent intellectual property rights, and expressed Hua Yun’s attempt to dominate the market through its own core technologies.

In the late 1980s, the state dispatched many of our senior engineers to the United States to learn from Dashibi Company and introduced advanced gas filter related (GFC) technology. After returning home, we developed related products. At that time, state-owned technology also Only about 10% of the time, most of them still imitate foreign technology, and there is no core technology at all. After a large amount of R&D work, the company has comprehensively designed various technologies at home and abroad. In 1993, it developed China's own gas filter-related infrared gas analyzer, which is currently owned by Huayun GXH-3011 series, while the 9000 series. Portable infrared car exhaust analyzers, as well as university laboratory analyzers and industrial process instruments are all independent intellectual property rights.

The independent intellectual property rights guarantee the quality and price of Huayun products. The excellent product is the basis for a company's rapid development. The GXH-3011 series infrared CO analyzer developed by Huayun Research Institute has been on the market since 1992, and still accounts for more than 90% of the market share in the health and epidemic prevention departments. Stand upright in an invincible position. At the same time, the author also noticed that Huayun's products, like many domestic manufacturers, lack bright clothes. Many foreign manufacturers want to cooperate with Huayun and propose that Huayun provide movements and core technologies and foreign companies to assemble. I believe everyone is more concerned about these, but the entire mainland manufacturers should work harder on product design.

I remember that the founder and academic leader of China's analytical instrument industry, Mr. Zhu Liangjun, said that in the field of analytical technology, some of the edge technologies can implement “taking in”, but the core technology must be independent innovation. Hua Yun's experience in technological innovation is indeed worthy of reference by many manufacturers in the instrumentation industry.

Cultivate professionals

Professional design and technical personnel, if you want to design a gas analysis instrument with a large market demand and excellent performance, it is hard to imagine that you will not study hard, innovate and contribute more than five years. Outstanding sales talents, in addition to professional sales promotion skills, must also accumulate considerable knowledge of instrumentation and optical-mechanical integration. At the same time, in the fight for talents, domestic companies are also at a disadvantage, especially in terms of salary, etc., and there are still gaps between foreign companies, so Huayun has spent a great deal of effort in the training of talents.

“Talents and products are combined,” Chai’s remarks revealed Hua Yun’s thirst for talent.

The market needs to be standardized

Looking at the market share of analytical instruments: High-end products, foreign products account for 90% of the market share, mid-range products, foreign products account for 70% of the market share, at the same time, the author knows that many of Huayun's product prices are only foreign products. one fifth. Therefore, our domestic companies still have a great competitive advantage in terms of price.

With advanced technology and talented people, why do not many companies get rapid development, Chai’s total emotion is very exciting: “Our market needs to be standardized!”

When talking about the current market norms, Chai totaled his brows. “There is still a gap between the people of our country on the products produced by our country. We are open-minded, foreign products are well-designed, and the propaganda and offensive is strong, so it occupies a large market. We have realized the gap and we have seen the direction we need to work hard, but we are calling for improvement in many non-standard areas of the market! All companies with social responsibilities like us want the market to be able to regulate and have a fair competition. The environment, but now there are a lot of black-box operation, some even the national standards are difficult to pass the product is still circulating in the market, for this deception Huayun is difficult to understand.

The author noticed that due to the poor implementation of relevant national standards, many unqualified products were sold and bought. What hurts is the development of the state property and analytical instrument industry.

Tsai Chai finally said: To change this phenomenon, first of all, it is necessary to establish and implement national laws, followed by the media's role of public opinion guidance and supervision, and finally, the self-discipline of industry enterprises. The mountains are not high and immortal, water is not deep and there are dragons and Zelings. Companies can master core technologies regardless of their size. Faced with the international wolves and the domestic coyotes who are not standard enterprises, they cannot choose to escape and shy, and they must learn to dance with wolves to survive and develop.