——Interview with Terry Kelly, Global President of TA Instruments, USA and Fortran Hsueh, General Manager of Asia

As the old saying goes: "The sword sword has been sharpened from the ground and the plum blossoms have come from bitter cold." When we see people who are enveloped in halos, we often use this phrase to encourage ourselves. Because from them, we can always smell different fragrances. We hope that one day we will be like them. As a leader in global thermal analysis, rheology and micro-thermal technology - the United States TA instrument, this brand is no stranger to the instrumental person, perhaps you are now using the TA series products. Half a century has passed, and it has always stood at the top of the industry, bearing the envy of people. In this glorious halo, people gradually lose sight of the experience it has experienced and forget the hardships and efforts behind glory. Let us come together and listen to its beauty...

In November 2010, TA Instruments, a global leader in thermal analysis, rheology and micro-thermal technology, successfully held DISCOVERYDSC new conferences in Shanghai International Conference Center and Beijing JW Marriott Hotel. Nearly 200 people, including research institutes, attended the new product launch. China Chemical Instrument Network, as an authoritative media within the industry, was invited to attend this conference. After the new product launch, the reporter of China Chemical Instrument Network conducted an exclusive interview with Mr. Terry Kelly, President of TA Instruments Global, and Mr. Fortran Hsueh, General Manager of Asian Region. In-depth exchanges were made on issues related to the new product of this conference and the development strategy of the US TA Instruments. Let us follow the simple language and join hands with everyone to explore the efforts and persistence behind TA's glory.

Doubles growth every three years From 1962, the Q Series TMDSC Products, Q SeriesTM Thermogravimetric Analyzers, AR Series Rheometers, and the Modulated Modulated with Highly Achieved Reputation were introduced first to introduce the 900 Thermal Analyzer to T Zero TzeroTM Technology. ® DSC technology, the United States TA instrument has experienced half a century of baptism. In the past 50 years, the instrument industry has changed dramatically. TA, as a leader in global thermal analysis, rheological and micro-thermal technologies, has been committed to developing new products and improving service quality.

In order to better serve the Chinese customers, in 2004 the United States TA Instruments established a branch in China, currently has more than 500 employees, including 50% of direct customer service personnel, R & D personnel accounted for 13%, in 18 countries and regions in the world Established a direct office. And our employees have very good academic background and related industry experience. They not only provide high-quality services to customers, but also convey some products and service information of TA instruments to customers to ensure interaction with customers and effective. communication.

The efforts of TA Instruments in China have been recognized by customers: The turnover can double every three years. When asked how the United States TA instruments have created such excellent sales performance in China, the global president, Mr. Terry Kelly, said: "This rapid growth comes mainly from several aspects. First, many international companies are now very optimistic about the Chinese market. China set up factories, they will buy our equipment according to their own needs; Second, we strengthen the management of domestic academic customers, which is a very important source of growth; Third, China's private enterprises continue to grow, our customers It is also growing, mainly from these three aspects."

At the same time, Mr. Fortran Hsueh, the general manager of Asia, also told us that the biggest difference between China and other countries is that China's development speed is much faster than other countries and is three times that of other countries. In terms of sales of TA Instruments in the United States, 27% of sales are from Asia, and China’s sales exceed 10% of global sales. Therefore, China is the second largest market for TA Instruments.

The DISCOVERY series of leading competitors at least ten years of innovation is a long-term commitment of TA instruments to customers. In order to provide customers with more excellent products, TA Instruments has made great efforts in the research and development of new products: 13% of the personnel specialize in product development. The latest cloth DISOCVERY series uses diffusion fusion technology. This technology is used in many fields such as aerospace science and technology, nuclear research, etc. It is a very expensive manufacturing process technology. After applying it to thermal analysis manufacturing, it can achieve the fusion of materials to the atomic stage. "Materials show an advantage in terms of thermocouples and will make us ahead of our competitors for at least 10 years," said Mr. Terry Kelly proudly.

(In an on-site interview, the general manager of Fortran Hsueh is answering a reporter's question)

The general manager of Fortran Hsueh told us: “The only goal we had when developing the DISCOVERY series was to bring it together all the advantages of all the products that are currently commercialized in the world, so that there was no way to compare any of the advantages of other products with it. In the field of thermal analysis, and even in the instrument industry, there are many products that have exceptional performance and overall performance is not the best, but our new DISOCVERY DSC does the best in all aspects of performance."

A good product entering the market will certainly bring certain impact to the market. The DISOCVERY series is no exception. Terry Kelly expects that the new DSC will be able to raise the overall DSC's performance to a higher level. For some high-end customers, or some research institutes, and even customers with special requirements for DSC, DISOCVERYDSC can meet or even exceed their expectations. Because of its superior performance, DISOCVERYDSC will drive the growth of the entire market, and it may also increase the market share of TA instruments.

Every year, 500 people who are familiar with TA instruments in the United States know that it pays special attention to the needs of customers. Training and application support teams have been evaluated by third-party assessment agencies as the best after-sales service for many years. When asked about the characteristics of the service, Fortran Hsueh general manager told us: “The biggest difference between us and other companies in terms of after-sales service is that we have a senior expert technical team.”

The maintenance engineers of TA Instruments in the United States have an average of 12 years of working experience. The application support personnel have an average of more than 20 years of working experience. The product R&D engineers have more than 20 years of working experience on average. These experienced experts can bring more benefits to customers. Excellent after-sales service, at the same time, can provide customers with some follow-up support programs. TA Instruments of the United States has launched a life-long support plan that allows customers to receive comprehensive support at a very reasonable price, so that the high performance of the instrument is maintained until the end of life. This not only extends the useful life of the instrument, but also saves the customer money and provides convenience.

TA instruments pays great attention to the communication with customers. They spend a lot of time to communicate with customers and listen to their needs. TA instruments do a lot of research every year. This survey is not only about the customer's interest in the product, but also what parts of the product need to be strengthened and which functions are useful to the customer. TA Instruments attaches great importance to the direct communication of customers. Even if it is the president of the world, Mr. Terry Kelly also pays great attention to the communication with customers. He has to meet more than 500 customers every year, listen to their voices directly from clients and understand their needs. Determine the direction of the company's development. Listening to Mr. Terry Kelly's explanations, he finally understood why TA Instruments has always maintained a leading position and rapid development in the instrument industry and understood why its products can lead its peers for more than 10 years.

Strengthening research and development to meet customer needs Mr. Terry Kelly told us: “My father and customers have had a great impact on me because many customers will tell him directly how to do it better and how they should be improved. These suggestions are actually a kind of help for me to succeed. Way.” Mr. Terry Kelly was very serious when he was working because he had to keep the company alive and keep the company in a very positive position in the market. Many TA people under his leadership continued their efforts to increase the market share of TA Instruments in the United States. It is reported that the current financial performance of TA instruments is better than twice that of the same class. This is a very satisfying achievement and a testimony to TA's continuous efforts.

Behind the rapid development of the company, Terry Kelly and the United States TA instruments are now facing enormous challenges. Although 13% of employees specialize in product research and development, but now the United States TA instruments have a lot of ideas, so Mr. TerryKelly want more research and development Talents are added to TA's team to commercialize these good ideas and go public as soon as possible to provide customers with better products and services. TA Instruments always takes the customer's needs as its own development direction and provides customers with the best products and services. There is no reason why such companies will not develop well!

Postscript: Mr. Terry Kelly is a very punctual person and he is very serious about his work. After lunch, at the beginning of the interview, he still does not forget to handle the e-mail. It is very admirable, but he can not help but question the question: He Will it be a workaholic and not much enjoyment of life? In fact, Mr. Terry Kelly in life is very relaxed. In his spare time, he will play golf and run marathons. He also likes to watch some games. He is a professional baseball fan of the American Philadelphia team and the Philadelphia team American football. During the interview, Mr. Terry Kelly and Mr. Fortran Hsueh answered each of our questions very seriously. From them, we saw the wisdom and calm of the TA people. Under their leadership, the TA instruments of the United States will surely be more brilliant tomorrow.