J & T Chemical Company was founded in 1997 and is an agent company of chemical products especially coatings matched additives, pigment and resin. After many years effort, its operation achievement goes up steadily. Lately, journalists of Paint & Finishing Consultation interviewed the General Manager Mao Jinquan. Mr. Mao told journalists that he found this corporation by his own experiences of developing chemical products and technical service.

At the beginning of the corporation, it only surrogated organic and inorganic pigments of Heubach, but now, it surrogates 100 products from ten corporations including pigments, aqueous coatings additives, keto-aldehyde resin, aqueous polyurethane dispersion and ink additives. When asked for the method of operation, Mr. Mao generalized as “improve ourselves and strengthen communication”.

Mr. Mao said, “ Firstly, you should be cognizant of your advantage and embark from familiar products. Secondly, for those chemical products that you haven’t met before, you should study their performance, application range and preparation. I do it so and I ask my employees to do so. Thirdly, strengthen communication with customers, which is quite significant to an agent company. Apart from providing the production information they need, you also should know their actual requirement, evaluate and discriminate the customers who you can serve, and contact with the customers who can bring both of you benefits. You can choose several customers to raise suggestion initiatively and build cooperation and credit, and then develop steadily.”

In Mr. Mao’s opinion, the definition of customer also includes the provider of surrogated products. Actually, the agent is a bridge of provider and customer. For the problems that customers raised, if we cannot deal with by ourselves, we can turn to provider. Besides, we can also invite provider to give mass training or aperiodic instruction. Language is very important in communicating with provider, so Mr. Mao required his employees has good di-language level.

As for the future development, Mr. Mao suggested to move the market emphasis to the mainland. Our operation was in Southeast Asia originally, but we have set up a branch company in Shanghai and office in Shenzhen since coatings industry in China is developing drivingly. Besides, J & T Chemical Company took part in the 7th China International Exhibition for Coatings, Printing Ink and Surface Finishing, and has joined www.asiacoat.com, which he thought are helpful to their drumbeating.

When asked for their production orientation, Mr. Mao said they would orientate in those products that have strong adaptability, board application and development potential. He thought the environmental protective products had development potential, to they always emphasized in low-toxic, non-toxic and low VOC products. This strategy not only accords with national principles, but also is welcomed by customers.