The local marine sales specialist Yu Zhuang has a key role in Svanehøj’s Chinese sales set-up and the contact with all Chinese customers
16 years of experience in the Chinese marine industry shines clearly with Svanehøj’s sales manager Yu Zhuang.
He is Svanehøj’s eyes and ears in China, closest to customers and the point of contact for shipyards, owners, and gas contractors. Yu Zhuang is involved in the entire process with customers – from initial contact to the shipment of orders.
– I like to take part in technical discussions, drawing comments and co-ordinate deliveries, says Yu Zhuang.
Changing market requires local presence
Yu Zhuang has seen a change among Chinese customers in recent years. Local presence becomes even more important as Chinese shipyards become more specialised:
– Yards are more focused on developing their specialised vessel types. For example, Dinghemg is more focused on small chemical tankers, Hudong/Jiangnan focus on gas cargo vessels and New Yangzi Yard/SWS has its spotlight on big containers/VLCCs, says Yu Zhuang.
It is therefore of great strategic importance that Svanehøj since 2019 has been established with an office in Suzhou. In just under two years, the number of Svanehøj employees in China has tripled to fifteen. As a result, Svanehøj has moved closer to shipyards in the region and gained insight into how they can best support their business.
The preferred partner
– As an experienced manufacturer of deepwell pumps, Svanehøj can offer strong competencies in the design process. Our message to customers is that Svanehøj is not just a supplier. We want to be involved early in projects as the preferred partner that helps to optimise the pump system design, says Yu Zhuang.
Another significant change in demand is related to the Chinese gas market. A lot of new fuel gas supply system (FGSS) manufacturers have emerged within the last year, looking into a growing gas market. As the leading manufacturer of deepwell fuel pumps for liquified gas, this market represents a huge business potential for Svanehøj.