Tailor made products have convinced The Sany Group, the largest construction equipment manufacturer in China, to partner with the world's largest independent lubricants manufacturer.
“Above all, there were three steps which enabled us to convince Sany that we are a competent and reliable partner for this industry sector,” says Klaus Hartig, Executive Vice President East Asia. “An important advantage was that we could make a one stop shop offer, where we can provide a complete lubricants solution – from first fill to production and aftermarket. In addition, we provide extensive service and comprehensive technical support. Our research and development center in Shanghai really impressed Sany.” At a conference organised by FUCHS on the topic of construction, and through its participation in major industry fairs, such as BAUMA in Shanghai, FUCHS was able to make contacts, gain the trust of decision-makers at Sany and establish a strong relationship. A third plus point was FUCHS’ global presence, which allows it to provide worldwide support to this global player from China. “Sany is very interested in a globally active partner. Although our cooperation will begin in China, it will expand internationally over the next few years,” says Hartig.
With its diverse product range, tailored to the needs of Sany and its customers, FUCHS was able to prevail over its competitors and is currently supplying Sany with transmission oil that is used for graders and reach stackers in its Road and Port Machinery divisions. “In the development of lubricants that meet the increasing demands on the working conditions of machinery, we benefit from our company’s strong capacity for innovation and our many years of market experience,” explains Hartig. Business dealings with Sany will be gradually expanded. The supply of engine oil is already envisaged for 2018. In addition, a further proposal in the area of wind power is currently being discussed – and Sany’s mining sector is also at the center of deliberations.
“Although we have business relationships with other industrial companies in China, our cooperation with Sany is nonetheless by far the largest and most important one,” praises Hartig. “This collaboration will act as a letter of recommendation and entry ticket for establishing new contacts with local OEMs in China and for consolidating our position as a leading lubricant supplier in this industrial sector.”
