Palas® brings its wealth of expertise in the field of aerosol and filtration measurement technology from Germany to China, which is benefitting the entire Asia-Pacific market with its high-precision certified instruments. Mr. Linus Wang, Sales Unit Manager Industry and Science at Palas® Greater China, is mainly responsible for the promotion of products, the establishment of distributor sales networks, and the management of distributor business. He will show us his insights on Palas® solutions and his expectation of the Greater Chinese market from a professional perspective.
In your opinion, what are the advantages of Palas® solutions that make them stand out among similar products?
Palas® has a very complete product line that can provide the customers with comprehensive solutions from various aspects, including the generation of aerosol particles, process, measurement, analysis, and filtration efficiency test. Specifically speaking, we have developed instruments with different advantages for various needs. One of the core products of Palas® is the welas®/Promo® particle size spectrometer series, using 90° scattered light detection with white light, and along with T-apertuer patented technology. This series eliminates boundary error during the measurement process and greatly reduces coincidence error. Compared with 45° laser particle size spectrometer and photometer, it has higher accuracy and repeatability in measurement. The MFP series filter material filtration efficiency test bench has strong flexibility. The key point of its design is that the user can replace individual parts on the existing filter material test bench, so that the product can meet a variety of filter material test standards, such as ISO 5011, ISO 11155, EN779, etc.
What are the commonalities and differences regarding the requirements of customers in the fields of industry and science?
Both fields have the same requirements for the stability, accuracy and accessibility of the instrument, but the focus of each product features is different. Taking the Palas® PMFT 1000 series of mask test bench as an example, mask manufacturers and third-party testing organizations value more about the multi-function features of the PMFT series test rig. A single device can meet EN149, GB2626, NOISH, ASTM F2100 (F2299), CWA17553 and many other standards. However, universities and research institutions pay more attention to the completeness of experimental data and the flexibility of the test bench. In response to such needs, the PMFT series provides filtration efficiency under 32 different particle sizes in the range of 0.1um-5.0um. The particle size distribution can also be customized according to specific scientific research needs (customized count median diameter and geometric standards deviation) to calculate the filtration efficiency. Palas® products can fully meet the needs of customers from different industries and backgrounds for all aspects of the instrument.
Did you encounter any challenges when developing the business? How did you master them?
The Palas® brand has been established for 38 years and has long enjoyed a high reputation in Europe. It was the establishment of Palas® China in Shanghai in June of 2020 that marked the official entry of Palas® into the Chinese market. As a newcomer to the Chinese market, how to increase potential customers’ trust in Palas® products and services is a huge challenge. One of our important customers is a world-leading third-party testing organization. They plan to set up a new laboratory in China, and one of their important services is particle filtration efficiency testing. In order to facilitate cooperation with this customer, we actively coordinate the technical experts of the headquarters to provide special customized product configuration solutions, including aerosol generators, Promo® series particle size spectrometers, U-SMPS, dilution systems, static electricity neutralization devices etc. At the same time, we help domestic system integrators complete the debugging and software development of core products by providing prototypes and other supports. The customer highly appreciated our comprehensive and meticulous service. Along with the good reputation of Palas® itself, customers finally chose the solution of Palas®.
How does the Chinese market benefit from Palas®?
First of all, Palas® brings advanced German aerosol technology to China, which gives local users more choices in this field. Meanwhile, Palas® instruments ensure that customers can obtain better measurement results, thereby enhancing customers’ recognition in the market. For example, the Palas® PMFT mask filtration efficiency test rig is a solution recommended by the German Ministry of Health. Mask manufacturers must complete the particulate filtration efficiency test (PFE test) through the Palas® PMFT series test bench of the designated third-party testing agency before they can be exported to Germany. The six-to-eight weeks delivery time of PMFT series products can help manufacturers have the same testing equipment as German end users in the shortest time. And definitely, the stability of the instrument quality is guaranteed by us.
What channels has Palas® built in China so far to display the actual operation of the products？
Palas® China will arrange a series of webinars on MFP series filter material filtration efficiency tester, PMFT mask filtration efficiency test rig, U-SMPS scanning electric mobility particle size spectrometer, Fidas®, AQ Guard air quality detector, and many other solutions in late January.