“With BENTELER’s innovative strength, we can also succeed in the fiercely competitive Chinese market.”

Richard Xiao, manages BENTELER Glass Machinery’s location in Shanghai. In our conversation, he delves into the company’s development in the Chinese market and its activities there, explaining what he expects from the upcoming China Glass Expo (in hall N1, booth 116).

Mr. Xiao, since when has BENTELER Glass Machinery had its own branch in China?

Due to economic developments and the substantial market volume, China has been a focal point for international companies in the machinery sector for over two decades. In 2002, BENTELER established its own sales office for machinery in Shanghai. However, the company has been active in the Chinese market for even longer—BENTELER sold its first glass processing plant in 1993! Seven years ago, the sales office was transformed into a separate sales and service branch, BENTELER Machinery. Currently, we have a strong team here in the Jiading District of Shanghai that is responsible for these two areas. ?

How has the Chinese market for flat glass processing and BENTELER’s local activities developed in recent years?

I believe we are on the right track, and the numbers confirm it: In the last decade, we sold more than 220 highly specialized washing machines for flat glass processing. In the local flat glass industry, we now have more than 60 high quality customers There is undoubtedly intense competition and price pressure from local competitors here, but with BENTELER’s innovative strength, we can also succeed in the fiercely competitive Chinese market. The growth in solar glass and display glass sectors in China, along with a stable architectural glass market, works in our favour. Our washing machines and handling systems are particularly in demand. For instance, SYP Glass, one of China’s leading flat glass producers, relies on our washing machines. Customers trust the BENTELER brand for its high-quality processing solutions.

Could you share some insights about BENTELER’s “Local for local” approach in China?

The concept involves producing specific machinery and equipment for the Chinese market directly on-site—Made by BENTELER in China—tailored to local production requirements and customer preferences. In 2021, we achieved this milestone by collaborating with our Chinese partner, GKN Aerospace, to deliver the first locally produced washing machine. Notable examples of these “Local for local” machines include the Tec-Washer Compact and the Convertible Washer.

Currently, we are ?expanding the local handling and washing machine business in partnership with GOSUN. Additionally, we focus on enhancing the production of our glass processing systems. Our efforts extend to bolstering our service offerings, including local spare parts availability and robust aftermarket support. We also see a stronger interest on glass handling systems or automation lines.

From April 25 to 28, the annual China Glass Expo will take place in Shanghai, where BENTELER Maschinenbau will have its own booth. What do we expect from this trade fair?

The described activities aim to strengthen our market presence, and an essential event like the?China Glass Expo?naturally plays a crucial role.?After all,?over 55% of the world’s flat glass is manufactured and processed in China. Furthermore, the exhibition serves as a mandatory appointment for the entire East Asian market. It’s not only about showcasing our Chinese location but also presenting BENTELER Maschinenbau as a whole, international company along with its diverse product portfolio.?I believe that the China Glass Expo provides a solid foundation for BENTELER’s continued growth in the Chinese market.