| Titan Technologies manufactures and distributes a full line of high end bolting solutions to industry. Our product offering includes Hydraulic Torque Wrenches, Hydraulic Bolt Tensioners, Electric and Pneumatic Torque Tools, Hydraulic Torque Wrench Pumps and Tensioner Pumps as well as a full line of bolting accessories. Titan is headquartered in Houston Texas, has satellite offices in Kenner Louisiana and Pasadena Texas and we have distribution in more than fifty countries, worldwide.
In 2005 we first entered the Chinese market. We found a distributor in China but we didn't have much success. After four years we decided to seek different distribution channels. Austin Zhao and I discussed our situation and his approach made sense to me, so I had him propose his plan to our Board of Directors. Austin proposed a plan to do a market analysis and then from that study he could make definitive recommendations on a plan to penetrate the market. He proposed a budget to get that accomplished. We decided to engage his services and in January of 2009 he set about conducting an extensive market survey and analysis of our competitors and our industry in China. A few months later he submitted that the results of that analysis along with several recommendations for our consideration as to as to how we can go about achieving our goals in China.
After extensive consultation with Austin Zhao and his Pathway to China team we decided on a definitive course of action and with Pathway to China's expert guidance, together we went about executing that plan. Austin's research identified target distribution and he negotiated the contract for us and together we established new distribution in china. After this was done I traveled to China for the first time, whereupon it became immediately apparent that in order to fully succeed, we would continue with Austin and Pathway to China, as we developed the market. To go it alone without his contacts, cultural guidance and the associations of Pathway to China would be folly. In China you need a “China Hand”. This is someone who is versed in Chinese culture and customs. We would need someone to represent Titan to the Distributor and to the customers and potential customers. That someone needs to be well versed in Chinese customs, culture and the business climate. Austin is has the rare qualities of being native Chinese and also being an American. He has a unique capability to bridge both cultures. This is invaluable in developing and nurturing the Chinese market.
After Pathway to China set about overseeing the Chinese operation for in July 2009, our sales to China have been dramatically increased. He didn't just get us distribution; he got us the right distribution and set up the contractual relationship which would best benefit the distributor and Titan.
In the first three months our sales to China were many times what the old distributor did in the previous four years, combined. Since then, our business in China has been growing rapidly under the management (coordination/assistance) of Pathway to China.
Doing business in China requires that you understand and be able to navigate the language and cultural differences in order to successfully penetrate the market. While this is generally true anywhere, it is especially critical in China. Pathway to China has the contacts, knowledge and connections necessary to successfully start and envelope a business in China. Simply put; Pathway to China delivered more than it promised. I highly recommend Pathway to China to any company that wants to successfully do business in China.
Peter A. Rosa
President
Titan Technologies International, Inc. |
