o develop business in this market?
A. Our Chinese customers have responded favorably to our instruments on price. They realize that we make two levels of instrumentation for barrier measurement, an expensive (upper level bracket of pricing), which is for instrumentation that is highly advanced and is usually purchased by research organizations. The lower priced instruments are for production and quality control environments, and these products are also well accepted b
y the Chinese companies who are interested in improving the quality of their products.
Q. Who cares more about packaging material analysis in China, the end-user or packaging material supplier? Does this differ from the international market?
A. This varies with the company. In our experience, the end-user cares the most about packaging material analysis, both in China and around the world. The end-user customers constantly push the material suppliers for better materials and for data to support their advertising. This is common all over the world, and MOCON works carefully with both end-users and material suppliers to make sure the data affecting the materials and final product is correct. However, in some cases, the material supplier is a large, sophisticated company, with many scientists, and the best equipment MOCON has to offer. In those cases, the supplier cares the most about the barrier materials, and the end-users just go along with their recommendations.
Q. What is the development trend of packaging material analysis and test in China and international markets?
A. We see three trends: the first is the need for basic testing at a low cost. We are responding to this need with low cost instruments across our broad range of capabilities. Secondly, we see an increase in requests for more advanced instrumentation, such as the ability to test the best materials avail
