Global Fastener News

9/8/2012 11:01:00 AM
FEATURE

“Selling fasteners in China, the world’s biggest manufacturer of this kind of component, is no easy task for a Western company, but Cork-based fasteners and components supplier GWS is hoping its links to companies in the region will translate into a growth in sales in Asia,” the Irish Times reports.
GWS has been doing business in China for 20 years, and sales manager Cathal Kiely spends a large portion of each year in China and other parts of Asia to manage business relationships.

GWS was founded in 1981 by George Waugh, initially importing fasteners from the UK.

Asia now accounts for up to 20% of the group’s business, which includes an ongoing joint venture with Galway-based CF Tooling’s plant in Shenzhen.

Partnering with CF Tooling has been a springboard to other firms in the region, Kiely said.

“We are trying to expand here in China. We are a joint venture but sometimes it’s difficult to get sales here because they often think when they see a Western guy that the price is going to be sky high. It’s very easy to buy here, but it’s not so easy to sell,” said Kiely.

In the last year, GWS has nearly doubled its workforce in Shanghai (from six to 10 employees), including internal quality control engineers, according to the Times.

Kiely called working closely with local Chinese personnel “invaluable.”

“At the end of the day we’re a fasteners company and there aren’t too many who have come out here to Asia to do this. Asia adds value for us.” ©2012 GlobalFastenerNews.com

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Related Links:

• GWS