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  • Worldwide shipments of 50,000 sets of industrial filters Dialogue of the president of the Thailand local subsidiary and the Sales Manager

Worldwide shipments of 50,000 sets of industrial filters Dialogue of the president of the Thailand local subsidiary and the Sales Manager

16/11/2018
Samurai Asia Editorial Department

FILSTAR

Zero industrial waste, zero maintenance and zero running costs. Industria Corporation offers an industrial filter "FILSTAR" that performs high-precision filtration while requiring no filter-element. Since its launch in 2003, it has been a beloved addition to many worksites. Industria has shipped 50,000 sets of FILSTAR worldwide. The Thailand subsidiary was established in 2014. Here we share a dialogue looking back on the past of the company by Kensuke Goto, the president of the local corporation and one of the managers, Mr. Pinyo.


Proposals not only for Japanese companies but also for Thai companies

 Goto:To make "FILSTAR" known to companies in Thailand and ASEAN companies other than Japanese companies is my most important mission. Sales Manager Mr. Pinyo is engaged in sales activities mainly for Thai companies.
 
 Pinyo:In my sales talk, I always tell the customer the following three points.
11. With our unit, maintenance is unnecessary, durability is high, and the life expectancy is over 10 years.
2. It is environmentally-friendly because it has no filter element.
3. A running cost is not required.

 
When visiting a customer, I bring the demo unit as much as possible. This can allow them to experience the effect visually. The filtration efficiency of impurities that can be realized without exhausting wastewater is 98% of the contaminants. Most people are surprised when they hear these facts.


Offer model to depreciate in 2 years.

Goto:Once your business has introduced “FILSTAR”, it is basically fuss free. Since "FILSTAR" does not require maintenance, the basic premise is 'business ends by selling". In principle, there will be no case to request a running cost from the customer after the sale is completed. How do we have such a good result? I feel the true value of my business has been requested for in the product.

Pinyo:No matter how good the products are, the effort will not be rewarded if we do not eventually unite the product with a business. Since "FILSTAR" is high quality, and the price is more expensive than a general filtration unit, the introduction cannot be realized without enough understanding and consent.

So I am developing my sales activity in two steps.

1. Let the engineers who manage the site work to understand the performance of this product.
2. In order to create a budget and make it easier to purchase, we offer supporting material explaining the case model of depreciating the initial cost in 2 years, and test reports as well.


At METALEX, demonstrate the unit and advertise its effectiveness

Goto:Four years have passed since we entered Thailand, yet our company name and our products are still not in high profile. Industria intends to strengthen public relations through the trading exhibition METALEX 2018. "FILSTAR? Oh, yea. I have heard great things about that filter." We are ecstatic if we could give visitors such an impression.



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