用户登录

您好,欢迎来到,请登录通行证进入会员服务中心。

用户名:

密   码:

注册

热点新闻

HEUFT & China's pharmaceutical industry

新闻来源: 发布时间:2019-12-06 10:34:00

"Unlike big companies that seek to grow by acquiring small innovative companies, HEUFT grows organically"
"与那些试图通过收购创新型小公司来实现成长的大公司不同,HEUFT自然成长的"

 

Juergen Kurz – General Manager, HEUFT China

Juergen Kurz – HEUFT中国总经理


 

Juergen Kurz takes us through HEUFT’s unique technology that is revolutionizing the quality of packaging in the pharmaceutical industry in a country, China, where quality compliance is now an issue.

Juergen Kurz带领我们了解了HEUFT的独特技术,该技术正在彻底改变中国制药行业的包装质量,在中国,质量合规性现在是一个问题。

 

Juergen, could you please begin by introducing HEUFT and yourself?

Juergen先生,您能先介绍一下HEUFT和您自己吗?

HEUFT was founded in 1979 by Mr. Bernhard Heuft, then a young student full of innovative ideas capable of forming a company. Mr. Heuft was the first person to combine micro-processing technology, pneumatic technology and electrical systems in the beverage industry.

HEUFT是由Bernhard Heuft先生于1979年创立的,当时他还是一名年轻的学生,充满了组建公司的创新理念。Heuft先生是第一个在饮料行业将微加工技术、气动技术和电气系统结合运用的人。

 

Similar to the story of Bill Gates, Mr. Heuft started the company in his father’s garage– this is theclassic entrepreneurial story. Companies were interested in hiring Mr. Heuft as a R&D chief but he wanted to make it by himself. Luckily, he found a team with the same motivation: we all liked small companies where we understand the product and where we can be innovative. In Germany, the most innovative companies are the mid-sized companies.

与比尔盖茨的故事类似,Heuft先生在他父亲的车库里创办了这家公司——这是一个典型的创业故事。有公司有意聘请Heuft先生担任研发主管,但他希望能自己干。幸运的是,他找到了一个有着同样动机的团队:我们都喜欢能够了解产品、能够创新的小公司。在德国,最具创新性的公司是中型公司。

 

I am proud to share that HEUFT is the technological powerhouse in this industry: forty years ago, we were the first to use microprocessors. Unlike big companies that seek to grow by acquiring small innovative companies, HEUFT grows organically. We DEVELOP our own technology, rather than buying it or applying it, e.g. our own X-ray generators, operating software as well as imaging processing software. This philosophy which has led to the success of the company, originates from Mr. Heuft. Today, we have 1300 employees worldwide.

我很自豪地告诉大家,HEUFT是这个行业的技术力量:40年前,我们是第一个使用微处理器的公司。与寻求通过收购创新型小公司实现成长的大公司不同,HEUFT是自然成长的。我们开发自己的技术,而不只是购买或应用,例如我们自己的X射线发生器、操作软件以及图像处理软件。引领公司成功的这一理念源于Heuft先生。迄今为止,我们在全球拥有1300名员工。

 

I first arrived in China in 2002 to explore the potential of the Asian markets. Before establishing a subsidiary in China, we used to manage Asia ineffectively through agents. Consequently, in October 2003, we decided to move part of the business to China. We now have 80 people, 40 of which are engineers. Importantly, we are NOT manufacturing in China. We have the capability to produce low-tech equipment, such as conveyor pieces, here but we import all our core technology from Germany.

2002年我第一次来到中国,为了探索亚洲市场的潜力。在中国设立子公司之前,我们曾通过代理商对亚洲进行无效的管理。因此,200310月,我们决定将部分业务转移到中国。至今,我们拥有80名员工,其中40名是服务工程师。重要的是,我们不在中国制造。我们有能力生产低技术设备,如输送带,但我们所有的核心技术都从德国进口。

 

We have more than 2000 devices in the market. We originally started in the beverage industry and are leaders in that field. At beverage exhibitions, most people are interested in seeing what HEUFT has to say. Subsequently, we entered the food industry 30 years ago and the pharma industry 10 years ago.

目前我们在市场上已经有超过2000台设备。我们最初是从饮料行业起步的,是这一领域的领导者。在饮料展览会上,大多数人都想看看HEUFT要说些什么。随后,30年前我们进入了食品行业,10年前进入了医药行业。

HEUFT China is now the strongest in the entire HEUFT group. While the US may be a larger healthcare market, its growth is much slower compared to the China market, which is why HEUFT China is the largest affiliate for the group globally.

HEUFT中国目前是整个HEUFT集团中最强的。虽然美国可能是一个更大的医疗保健市场,但与中国市场相比,其增长速度要慢得多,这就是为什么HEUFT中国是该集团在全球最大的子公司。

 

While I like to joke that I am a “fossil” for HEUFT (I started in 1980), what it means is that my expertise and experience are well established. Consequently, the China affiliate can operate flexibly without having to constantly report back to Germany. I am proud that the Chinese team is doing such a great job.

虽然我喜欢开玩笑说我是HEUFT的“化石”(我1980年加入),但这意味着我的专业知识和经验已经很成熟了。因此,中国子公司可以灵活地运作,而不必经常向德国汇报。我为中国团队的表现感到骄傲。

 

How strategically significant is the pharma industry in HEUFT China compared to food and beverages?

与食品和饮料相比,制药行业对HEUFT中国而言具有多大的战略意义?

At the moment, it is not a huge part. In the future, I expect it to grow.

目前,这还不是很大的一部分。在未来,我希望它会成长。

For the pharma industry, our flagship product is called HEUFT spotter II PHS. The “spotter” can spot foreign objects, faults, cracks, scratches, dents, metal particles, chipping, glass splinters and more; whether the container is over or underfilled; or whether the closure is defective. This is specific to lyophilized products – not for liquids.

对于制药行业,我们的旗舰产品是HEUFT spotter II PHS。“spotter”可以发现异物、缺陷、裂缝、划痕、凹痕、金属颗粒、碎屑、玻璃碎片等;容器液位是否过高或者过低;瓶口是否有缺陷。这是专门针对冻干产品的——不适用于液体。

 

We have smaller machines as well, apart from HEUFT spotter II PHS, including HEUFTPRIME and HEUFT SPECTRUM II VX.

除了HEUFT spotter II PHS,我们还有更小的机器,包括HEUFT PRIMEHEUFTSPECTRUM II VX

 

I expect the pharmaceutical sector to grow to become 20 percent of our overall business in China in the future. The pharma industry in China is booming and this brings us significant market opportunities. I am proud to announce that the Chinese team recently passed the site acceptance test (SAT) for a HEUFT spotter II PHS project at the first go!

我预计未来医药行业将占到我们在中国整体业务的20%。中国的医药行业正在蓬勃发展,这给我们带来了巨大的市场机遇。我很自豪地宣布,最近中国团队作为首次通过了HEUFT spotter II PHS项目的现场验收测试(SAT)!

 

In the next couple of years, with regards to pharma, what would you like to see in terms of innovation in filling and packaging?

在接下来的几年里,关于制药,你希望看到在灌装和包装方面的创新吗?

The pharma industry is also on its way to develop more efficient technology. The pharma industry requires more and more inspection devices, like the ones we make. In the past, production lines consisted of a few hundred people carrying out the task of filling, labelling, checking, etc. Of course, this is incompatible with the current GMP standards so we need to introduce automation. Automatic systems, like ours, are the future. We also have the advantage of having a higher speed range.

制药行业也在发展更高效的技术。制药行业需要越来越多的检测设备,就如同我们制造的设备。过去,几百人组成生产线负责灌装、贴标、检查等工作。当然,这与现行的GMP标准不兼容,所以我们需要引入自动化。像我们这样的自动化系统是未来的趋势。我们还有一个优势,就是拥有更高的速度范围。

 

Very innovatively, we are working with a linear concept, different to other inspection suppliers that are working on a rotatory concept, meaning that our technology are more efficient. Our competitors have much bigger machines lacking the X-ray component – this is our main differentiating factor. We have a very special approach, and it is successful in the Chinese market.

最具创新的是,我们使用的是线性概念,不同于其他检验供应商使用的是旋转式概念,这意味着我们的技术效率更高。我们竞争对手的机器要大得多,而且缺少X光组件——这是我们的主要区别因素。我们有独特的方法,在中国市场非常成功。

 

In terms of cost, we are not far from Chinese competitors. Competitors in Europe are selling these devices for much higher prices. We are in a good position; we just need to continue growing our talent pool.

在成本方面,我们与中国的竞争对手相差不大。欧洲的竞争对手正在以更高的价格出售这些设备。我们所处的环境非常好,我们只需要继续扩大我们的人才库。

 

Who are your main clients?

谁是你们的主要客户?

Our main clients are naturally in Eastern China, in the big belt along the coast. Nonethless, we increasingly have more clients in rural areas like the Guangdong province and Hubei in central China.

我们的主要客户分布在中国东部沿海地区。更重要的是,我们在中国中部的广东省和湖北省等的农村地区拥有越来越多的客户。

 

Overall, we are focusing more on local companies. MNCs are managed mainly through the German network.

总的来说,我们更关注本地公司。跨国公司主要通过德国网络进行管理。

 

HEUFT provides a series of training courses regarding the operation and maintenance of devices, as well as a 24/7 support. What is the importance of after-sales service to customer satisfaction in China?

HEUFT提供一系列有关设备操作和维护的培训课程,以及24/7全天候支持。在中国,售后服务对顾客满意度有多重要?

 

The after-sales service is extremely important in China. As a matter of fact, the Chinese have an interesting approach to service. In Europe, service support costs money. In China, in the spirit of friendship, we have to provide this service free of charge. We have to develop strategies to bring people in the game and to be friends with all our clients, and this means providing a service.

售后服务在中国是极其重要的。事实上,中国的服务方式非常有意思。在欧洲,服务支持需要花钱。在中国,本着友谊的精神,我们必须免费提供这项服务。我们必须制定策略,让人们参与到规则中来,并与我们的所有客户成为朋友,这就意味着提供服务。

 

How have you seen quality and compliance change over the last few years in China?

您如何看待在过去的几年里中国在质量和合规性方面的变化?

Fifteen years ago, Chinese quality was notoriously inferior. Today, quality demand is improving, and we see this with the increasing number of exciting projects we now have at HEUFT. The number of people attending our courses is also proof of this. The dominating factor used to be the price, but quality is now overtaking it.

15年前,中国质量是出了名的差。今天,质量需求正在改善,从现在HEUFT越来越多令人兴奋的项目中我们看到了这一点。参加我们课程的人数也证明了这一点。过去的主导因素是价格,但现在质量已经超过了价格。

 

Has this caused an increase in local competition?

这是否加剧了本地竞争?

Local competition has always been present. What is increasing is the capacity of Chinese engineers to make their own technology. We must not underestimate Chinese competition. It is true that the strength and quality of our ‘German brand’ is an advantage. Everyone believes that Germans make good technology – as long as they continue to believe in this, I am happy. As soon as this belief disappears, I will retire!

本地竞争一直存在。越来越多的是中国工程师自身技术能力的提升。我们不能低估来自中国的竞争。没错“德国品牌”的力量和质量是个优势,大家都认为德国人的技术好——只要他们一直相信我就很高兴。这个信念消失的一刻,我就退休了!

 

What are some of the biggest trends in the industry?

这个行业最大的趋势是什么?

Ten years ago, China was criticized worldwide for being polluter, a rapidly growing economy with no appreciation for the environment. Today, China is taking part in global initiatives which fight to reduce pollution. They are concerned with making processes more efficient and sustainable and this is exactly HEUFT’s focus. We are able to increase efficiency by developing smoother processes that require less energy and less material. This type of market is growing very fast in China. Other suppliers probably have more difficulties adapting to this philosophy – in our case, it fits perfectly.

十年前,中国因污染环境而受到全世界的批评,经济发展迅速却又不重视环境保护。如今,中国正参与到全球减少污染的行动中。他们更关心的是提高流程的效率和可持续性,这正是HEUFT的重点。我们能够通过开发更顺畅的流程来提高效率,这些流程需要更少的能源和更少的材料。这类市场在中国发展很快。其他供应商可能难以适应这一理念——对于我们,它完全适合。

 

HR has been a big topic. What challenges does HEUFT face in this area?

人力资源一直是个大话题。HEUFT在这方面面临哪些挑战?

This is the biggest challenge in a country like China. The Chinese education system is too focused on repetition and cramming instead of knowledge application and creative problem-solving, the annual gaokaonational exam is proof of this. This means the talent pool is small. Luckily, we now have engineers that have been working with us for over fourteen years.

在中国这样的国家,这是最大的挑战。中国的教育体系过于注重重复和填鸭式的学习,而不是知识的应用和创造性地解决问题,一年一度的“高考”就是证明。这意味着人才库很小。幸运的是,我们有工程师已经和我们合作超过14年了。

 

Talent retention is another cultural issue. Many countries have cooked up the idea that you cannot have a good career by remaining in a single company, instead you change every three to four years. I know people like this and they are not useful.

人才保留是另一个文化问题。很多国家都有这样的想法:你一直待在一家公司不会有很好的职业生涯,每三到四年就会换一次工作。我知道人们喜欢这样但他们对公司并没有什么帮助。

 

What differentiates HEUFT as a good partner of choice in the Chinese industry?

作为中国行业的最佳合作伙伴,HEUFT有什么不同之处?

HEUFT knows how”is one of our slogans. This means we control and invent technology to solve problems; we do not just apply technology. If there is a technical problem, we can solve it for you. When HEUFT says they will help you, they will. Germans are very reliable … difficult but reliable.

HEUFT knows how”我们的口号之一。这意味着我们控制和发明技术来解决问题;我们不仅仅是应用技术。如果有技术问题,我们可以帮你解决。当HEUFT说他们会帮助你时,他们一定会。德国人非常可靠……难相处但可靠。

 

Another important aspect is that we do no try to control the market or the costumers. We cooperate with them. I have learnt that you must not try to tell Chinese what to do. Western companies, in particular, think they need to dominate and be the boss. I do not think this is very intelligent.

另一个重要的方面是,我们不试图控制市场或客户。我们与他们合作。我知道不应该试图告诉中国人该怎么做。尤其是西方公司,他们认为自己需要主导并成为老板。我认为这不是很聪明。

 

Looking at HEUFT, what would you like to accomplish for the next three to five years?

着眼于HEUFT,你想在未来三到五年里完成什么?

Most importantly, we need to maintain a stable development, avoid losses, and position ourselves in the market with clients that believe in us. If we grow, great, but this is not our priority. I sometimes worry that we will be too big. For me, it is more important to be stable, flexible and innovative.

最重要的是,我们需要保持稳定的发展,避免亏损,并在市场上定位于相信我们的客户。如果我们成长了,那很好,但这不是我们的首要任务。我有时担心我们会太大。对我来说,稳定、灵活和创新更重要。