Water-soluble paints and porous concrete plants for China

In late summer 2015, the third group of Chinese executives came to Germany for a manager training to be held in their native language. The group was comprised of 19 SME leaders active in the areas of construction technology, mechanical and electrical engineering, metal and plastic processing, trade and IT.

Jinling Deng is managing director of Dalian Be-Trust Environmental Technology Co. Ltd. Her company deals in surface treatment agents like solvents, detergents, and anti-corrosion coatings for the automotive, railway, aviation and engineering sectors. Deng collaborates particularly closely with Chinese railway companies that she is looking to supply with quality water-based paints for rail vehicles. Currently, a vast majority of paints used in China are solvent-based. However, environmental regulations in this sector are expected to become more stringent, bringing about an up to 50 percent increase in use of more environmentally friendly water-soluble paints for rail vehicles nationwide.

In Germany, Deng hoped to establish contacts with German paint manufacturers, that is how she got to know Weilburger Coatings GmbH. The company is an innovative niche player in the field of industrial coating materials and, as a provider of components for the railway industry, it is a key partner of Deutsche Bahn. Weilburger belongs to the Grebe Group which is represented in China’s railway sector through the joint venture CMW. Therefore, the company was very interested in getting to know Deng. A few ideas of possible collaboration were discussed already during the first telephone call. Later on, Deng and her Weilburger Asia partners firmed up their plans when Deng visited the company’s site in Weilburg. At present, a partnership contract for distribution of coating materials for rolling stock is nearing completion.

Three other MP participants from the construction engineering sector were no less sucessful. Their to-do lists included establishing contacts with manufacturers of plants for cellular concrete (AAC). You Anfeng is CEO of Huinan Chenlong Construction Engineering Co. Ltd. His company is constructing high-rise building in northern China. Zhang Jingyan is managing director of Jiangsu Nigao Science & Technology Co. Ltd. The company’s product range covers energy-saving building materials and dry mortar. Song Biao is head of Shenyang Zhongchen Steel Structure Engineering Co., Ltd., specialised in the construction of high-rise building and steel structures. All three participants wanted to learn about the technical possibilities of German plants and how to purchase German equipment for their specific needs.

Wehrhahn GmbH from Delmenhorst designs, engineers and builds custom-made machinery for the production of aerated concrete, fiber cement and dry mortar. Wehrhahn equipment is already installed in multiple locations in China. The company was very interested in getting to know the three potential clients. The visit to the company’s site in Delmenhorst took a whole day of insightful discussions with Torsten Dietz, Wehrhanh’s CEO, and Volker Krick, the sales manager for Asia with a many years’ experience of working in China. The German executives introduced their machinery to the Chinese guests, making reference to the specific construction sites where final products are used. The company designs and manufactures machines according to the customer requirements. This, along with the fact that it has been working in Asia for many years, provided fertile ground for a detailed discussion that was highly appreciated both by the German and Chinese participants.
The Chinese executives were impressed with their hosts’ meticulous preparation for their visit, their technical support and high quality equipment. The three participants are determined to keep in touch with Wehrhahn and are working out plans of collaboration. Song whose company already makes use of materials manufactured with Wehrhahn machinery is going to launch an aerated concrete plant by late 2016. Krick commented very positively on the Chinese visitors. He is also very positive about future collaboration.

By Andrea Beckers and Johanna Long
Carl Duisberg Centren, Cologne