China export breakthrough beckons for Gamet

Gamet Bearings, the precision tapered roller bearings specialist, has achieved an important foothold in China, with confirmed orders, for trial bearing sets, from two leading machine tool manufacturers.

Stephen Smith, Gamet's Technical Sales Manager, says: "Chinese machine tool manufacturers have for many years produced low-cost machines in huge volumes to service the domestic market."

"However the Chinese government now recognises the fact that these manufacturers need to increase the accuracy of their domestic machines for use in their growing aerospace, defence and automotive industries, therefore, higher quality components, including bearings, will be needed and these are currently not available from Chinese manufacturers."

Gamet's success in China is the result of hard work over an extended sales initiative, lasting several years, in which the company has learned the importance of patience and also of direct contact with potential customers in China.

"In October 2008 Gamet conducted a technical seminar, in China, which was attended by approximately 40 personnel, representing some 15 companies, from a wide geographical spread. This was received very well and laid the foundations to progress further.

"Although various communications were received as a result of the seminar, no concrete business had resulted. It was then decided that a follow-up visit would be required to focus on a smaller number of selected companies, which represented the best potential prospects for Gamet Bearings."

"During November, 2009, visits were organised to these key companies, at their own factories for further detailed discussions, about how Gamet's super-precision accuracy could benefit their machines."

"A good representative in China is vital to assist with the language and customs, and also to help select specific companies to focus on and develop. This was confirmed during visits to companies in Beijing, Tianshui, Baoji, Chengdu, Shanghai, Nanjing & Dalian. Such visits are an important part of the process in gaining the confidence of the companies and people." says Mr Smith.

Author
Michael Richards

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