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2024-06-17
In January 2023, Foundation Engineering Network and APIE joined hands to set up the "Foundation Engineering Network International Brand Service Center" in Wuxi, Jiangsu Province, aiming at combining APIE's offline site resources in the world and the communication influence of the Foundation Engineering Network in the foundation engineering industry, and providing domestic foundation engineering enterprises with international industry information services. This year, the domestic foundation engineering industry is flat, foreign construction business has become the focus of attention, but foreign business is really good?
Foundation Engineering Network invited Mr. Harry Zhang , the resident project manager of APIE in Thailand, to analyze the current situation and opportunities for Chinese enterprises to do foundation engineering construction projects in Thailand.
Q：Domestic foundation engineering enterprises, especially small and medium-sized foundation construction enterprises, do not have the slightest experience in foreign construction, but want to go to Thailand to do foundation construction projects, what do you need to do at the very beginning?
A：Harry Zhang said that we attach great importance to close cooperation with local partners when expanding the international market. The development of the Thai market is based on our ten-year cooperation with Peter, a Thai customer. Ten years ago, Peter bought just one of our rotary drilling rigs, TYSIM, and with the gradual development of Thailand's infrastructure construction, Peter's business has expanded rapidly, and he now owns 22 of our rotary drilling rigs. As time goes by, our cooperation has gradually expanded from simple equipment purchase to a full range of in-depth cooperation, including technical support, project management and other aspects of cooperation. This long-term cooperation relationship is not only commercial, but also like the trust and tacit understanding between friends, which has laid a solid foundation for our steady development in the Thai market.
Q：Although Thailand is very close to China, but after all, it is a foreign country, cultural policies and geographic environment are not the same, so the construction of the Thai project in the end difficult?
A：Harry Zhang said, Thailand's market development is not as fast as our country, but they have very strict requirements on construction control. For example, in one of our current soil mixing sites, core parameters such as pressure, flow, rotation speed, lifting speed, etc., must be strictly controlled within the specified range. The strict requirements of these parameters mean that we need to carry out many iterations of commissioning in order to meet the strict requirements of the main contractor. Although these strict requirements brought considerable challenges to our preliminary work, they also forced us to continuously optimize and improve our technology, laying a solid foundation for future projects. It can be said that these challenges have not only improved our technical skills, but also strengthened our confidence in dealing with complex projects. Of course, the rest of the different diets, the hot climate, the mosquitoes and poisonous snakes all around, etc. should also be paid extreme attention to.
Q：So, is Thailand's infrastructure development opportunity, a flash in the pan? That is to say, can you do it for a long time?
A：Harry Zhang said that, as a whole, the size of the Thai market is relatively small, but in recent years, with the continuous promotion of infrastructure construction in Thailand, the demand for construction projects and equipment is growing steadily. We observe that if we can reasonably make market layout and strategic adjustment, the Thai market is a very worthwhile area for deep plowing. Especially at present, the Thai government is vigorously promoting infrastructure construction, which brings us a lot of opportunities. We believe that through long-term investment and patient market cultivation, the Thai market will bring us considerable returns.
Q：Safety and trust is always the first guarantee, if you really do the foundation construction project in Thailand, is there a most suitable cooperation model?
A：Harry Zhang said that our cooperation model is based on full trust and deep cooperation. Specifically, Peter is responsible for local business and market development, while we provide comprehensive technical support and labor services. This cooperation model not only brings into play the strengths of both parties, but also ensures the smooth implementation of the project. In terms of profitability, we adopt a proportional share to ensure that both parties can gain a reasonable income from the cooperation. This cooperation model not only enhances mutual trust, but also lays a solid foundation for long-term cooperation.
Q：If you want to use Thailand as a base and then fight for the infrastructure construction business in the whole Southeast Asia, is it possible?
A：Harry Zhang said, Thailand and China have an hour time difference, Southeast Asia's infrastructure market as a whole than our country lags behind a lot, a lot of construction equipment is still Japan or Europe's second-hand or even third-hand equipment, some of the equipment's service life is even more than thirty years. At present, there is a large number of old equipment in urgent need of updating, and the equipment produced by our country is known for its high quality and low price, and has strong competitiveness in the Southeast Asian market. We believe that with the Southeast Asian countries continue to invest in infrastructure construction, the market demand for high-quality, cost-effective equipment will continue to grow. Therefore, I am full of confidence and expectations for the Southeast Asian market, and believe that it will be an important growth area for us in the future.
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