PRACTICAL FOCUS
High-potential niches
PRACTICAL FOCUS
High-potential niches
By the Editorial Team
Where can gases be used to increase efficiency and profitability? With coherent answers to this question, the Messer subsidiary, newly established in Thailand in 2017, is developing interesting niches in a highly promising market.
The auto industry is one of the main consumers of gases in Thailand. It uses large quantities of argon for welding – more than domestic production can supply. The air separation units that Messer operates in neighboring China and Vietnam primarily serve the steel industry there. It mainly needs oxygen, so large quantities of argon remain readily available. “It’s a win-win situation,” explains Marc Wachter, Regional Director ASEAN at Messer. “Our largest air separation unit in Vietnam could cover half of the argon requirement for all of Thailand. The surplus on one side of the border is helping to satisfy the demand on the other side.”
Gaining customers through process optimization Identifying opportunities and seizing them – Messer adheres to that principle. The company started its operation in Thailand initially as a distributor supplying gases by tanker from neighboring countries. At the same time, however, an application engineering office was also established. Its experts provide support to a continuously growing customer base. “This not only includes the proper and safe handling of the gases,” emphasizes Thanachai Thitamethee, Managing Director at Messer in Thailand. “We seize the initiative and make proposals to our customers – both existing and potential ones – to optimize their processes, even in areas where they have yet to use gases.”
Along with delivering argon, nitrogen, oxygen and carbon dioxide in tankers, we also supply gases in cylinders now. A storage facility for liquid argon has been installed in Samut Prakan, and Messer Thailand began filling its first cylinders at the company’s own new plant in Bangpoo in September of this year. Meanwhile, Messer has begun supplying medical oxygen to medium-sized hospitals. Messer also helps shrimp farming operations convert to oxygen technology. The gas is used in place of ambient air to aerate the water during breeding and transport – for the well-being of the animals and for higher production efficiency.
Keeping the door open and building from the ground up “We take an interest in our customers’ problems and want to build something new,” says Thanachai Thitamethee, who leads a very young, highly motivated team. “One of our strengths is our high level of personal availability. Our service vehicle sets out immediately whenever there’s a problem anywhere, and our application specialists interact with our customers every day.” Upcoming milestones for Messer in Thailand include its own production facilities, which will meet the country’s growing demand and serve an expanding customer base. The Covid-19 pandemic has also had a considerable impact on business in Thailand, of course. Marc Wachter is certain, however: “With our strategy of finding niches and developing new markets, we will still continue to grow. Thanks to our customer-focused approach, I see excellent prospects for the Thai market in the medium and long term.”