Our General Manager in Shanghai Zheng Xiung Tien shares how he helps our clients create the right interior and how to provide the best service
China’s demands in the office space have been changing. With China’s continuous proliferation of open workspaces, many companies have been adopting open and agile offices. However, things are never straightforward. The necessity to adapt to multiple complexities make forging trust equally important to professional expertise in the quest of staying ahead of the competition.
Our Shanghai General Manager Zheng Xiung Tien is here to share with us his experience in servicing key Mainland Chinese architectural or designer clients
Q: What have Chinese clients been looking for in the past 5 years and what has changed?
Most top Chinese companies have either developed or are developing their own identities. Rather than imitating multi-national corporations, they would take time to discover their positioning and style. So, when approaching our Chinese clients, we always offer a combination of local and imported products to cater the demand for localisation.
Q: What clients look for (e.g. styles, functionality) and what are their concerns (e.g. cost, lead-time, authenticity)?
Acoustic performance remains a vital factor. Though office trends have been focusing on openness and agility, certain areas need to remain boarded for discussing confidential topics. Another common challenge is lead-time. Delivering each partition component on time has always been challenging.
In face of such challenges, I believe that JEB’s focus on expertise and service is our true differentiation. Clients benefit from the high-quality project management and after-sales services, and each product is customised exactly to the client’s style and intention. We also maintain a long-term relationship with them after the project. Also, our inventory system is designed to reserve relevant items internally for each project. With that, we have been meeting our lead-times quite well.
I will credit our success to our local spearhead team’s diversity and expertise. All our sales consultants have the relevant background, which guarantees our knowledge about design and the industry. Also, I think my German-born background allows me to easily interact with most of the European and Chinese communities here.
Q: What is the key to success for servicing Chinese projects?
Being professional is imperative – which means being fast and flexible. Design specifications can keep changing. Our sales team take tremendous effort to fully understand each project’s intent and all relation involved. Through that, we coordinate clients and project managers, and this is vital for ensuring a smooth project. And again, providing the right mixture of local-Chinese and important components is also key.
Q: How has JEB solved it so far? Any indicator of success?
The client is our number-one priority. So, we strive to always be one step ahead of the client. At the same time, we continuously develop our relationship with the partitions’ end-user to minimise any miscommunication between different parties. By liaising with both the end-user and architects, each party could stay connected with the project and understand what JEB has to offer.
Here are some of the project that JEB team in China has delivered to our clients
Q: How would you summarise JEB’s strength in adding value to China’s partition market?
I would give my credits to our team’s flexibility in customising products, quick feedback and open communication, top-notch key products, and variety available. I also think that the fact we only do direct sales makes our service more direct and personalised.
About the Author
Zheng Xiung Tien is our General Manager in Shanghai.
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