A.  Our Chinese customers are very interested in knowing what is happening in the area of barrier measurement in other countries.  They are constantly asking us how things are done in the US and Europe, and they wish to be on an equal footing with other countries in the technology of barrier measurement.  As with all customers, they demand a good value for their money, flexibility of test systems to match the needs of their laboratory, and good service after the sale.&

Q.  How are your instruments applied in China and internationally?  In what fields are MOCON analyzers and detectors applied most in China?  Is most of your customer’s multi-national?

A.  Yes, most of our customers are multi-nationals in China.  Our market is usually divided into three categories:  the first is the resins SUPPLIER or basic materials supplier of barrier materials, which would include companies like Dupont, Dow and Exxon Mobil.  The second category is that of CONVERTERS, or those companies who take the raw materials and convert them to packaging materials, we call these converters.  The third category is END-USER, which is made up of food companies, pharmaceutical companies, beverage companies, consumer products companies, and any other manufacturer of basic consumer products who have concerns about shelf life and barrier properties.  In China, currently most sales are being made to institutions who are setting up barrier laboratories, and to the suppliers of the material of the basic barrier materials, namely the material suppliers and converters.  In most counties, the end-user customer base invests in barrier test equipment last, usually relying upon their suppliers to provide the necessary data.

Q.  How do Chinese customers accept your price?  Do you have any barrier t