“A year ago China was a dream now we’re there for the long term”
Too Good to be true – A common expression by CS Service users!
Hong Kong is the most important entrepot for the Chinese mainland – a statement that Evac Environmental Solutions (Envirovac Inc.) couldn’t agree with more. Through the help of the U.S. Commercial Service (CS) Hong Kong, the Illinois vacuum waste system manufacturer entered the China market with projected sales of USD50 million over the next 20 years.
It all began in November 2001, when Paul Fuhrmann, Director of Asia/Pacific Business Development, contacted CS Hong Kong for export assistance. At the time, the company was seeking aviation trading companies and end-users for the Hong Kong and China market.
CS Hong Kong, part of the U.S. Department of Commerce’s worldwide network of overseas and U.S. offices, maintains close contact with local companies and quickly identified several appropriate potential partners for Envirovac. Among them was V-Mark, a leading Hong Kong aviation trading company. Commercial Specialist Elanna Tam realized that V-Mark had the right profile and record to partner with Envirovac Inc. and made the match. In a short time, V-Mark was promoting Envirovac’s system to Shenzhen Airlines, a China-based airline. This partnership brought home results: in April 2003, Shenzhen Airlines specified Envirovac's system for its purchase of ten 737-900 aircraft.
V-Mark also promoted Evac’s vacuum waste system to AVIC I Commercial Aircraft Company, one of the main China aircraft manufacturers. This past September, AVIC I selected the Evac potable water and vacuum waste systems to install in all of its ARJ21 aircraft. V-Mark also assisted Evac in winning business with Air China and China Southwest Airlines.
Evac has been designing and manufacturing vacuum waste systems for aircraft and business jets since 1987. All Boeing Commercial aircraft models use Evac toilets. Other Evac business areas are responsible for vacuum waste transportation, collection, and processing for marine, train, and land-based application.
“I truly appreciate the assistance from the U.S. Commercial Service, as V-Mark has turned out to be one of our top representatives,” comments Paul Fuhrmann. “Although we already had a considerable amount of business in Hong Kong, V-Mark has helped us expand our business in China. A year ago China was a dream; now we are there for the long term”. He added that the company expects the new sales to be worth approximately $50 million over the next 20 years, depending on actual aircraft sales.
Although Hong Kong only has a population of 7 million, it serves as a regional hub for the Asia Pacific. Barry Friedman, Senior Commercial Officer in Hong Kong, points out, “Hong Kong plays a pivotal role as the gateway for U.S. small and medium-size enterprises to enter China." According to Friedman, "Hong Kong people speak the language of the Mainland and share the same culture. But they also have a business and legal system that’s just like ours. And, for a company like Evac Environmental Solutions, operating from a base in Hong Kong makes the most sense.”
The Commercial Service Hong Kong provides a number of services to U.S. companies, including up-to-date market information, finding agents/distributors and arranging business appointments. If you are interested in exploring market opportunities in Hong Kong, please contact your nearest Export Assistance Center or visit the CS Hong Kong website at http://www.buyusa.gov/hongkong for more information.
