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Partnering December, 2014
SMT Printer Manufacturer Achieves Global Reach Through Sales Partners
By the Staff of GKG Asia
fully automatic vision printers supplied to the surface-mount-technology (SMT) industries for printed-circuit-board (PCB) assembly. Many of these printers are installed worldwide and GKG is the fastest growing company in this sector. The company’s marketing and training center, GKG Asia Pte. Ltd., was incor- porated in Singapore in 2009 to further enhance its global presence and to pro- vide international technical support. Today, the company’s products are rep- resented in more than 20 countries out- side China by established sales and service partners. Prior to 2009, GKG worked with
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several overseas distributors to sell and distribute GKG printers freely without much sales channel control. But as Glenn Giu, the founder of GKG Precision Machine Co. Ltd., became better acquainted with four Singapore-
eadquartered in Dongguan, Chi - na (Guangdong Province), GKG is the leading China brand for
ans who were actively distributing GKG printers into the Southeast Asia market, he thought they might be an ideal fit for GKG. They were honest, technical, experienced, and had com- mon culture values and spoke Giu’s language, eliminating communication barriers between them. By mid-2009, the four Singapore-
ans approached Giu with a well-drafted business plan to grow GKG interna- tionally. “Immediately I saw the intelli- gence of this plan with these four hold- ers managing and directing the new company,” Giu observed. “With the combined experience, technical and market knowledge plus the GKG brand name, we were confident that this syn- ergy would propel the new company for- ward rapidly,” he added. Because Sin- gapore is conveniently located, it was chosen as the location for GKG Asia’s marketing and training center, servic- ing the international market. All inter- national inquiries are now channelled
to GKG Asia for follow up, including technical support and a secondary spare parts supplies center. The forma- tion of GKG Asia leaves GKG China to focus primarily on research and devel- opment (R&D), manufacturing sectors, and domestic Chinese sales. GKG is known worldwide for its
high-performance printers as well as its cost-effective pricing. The company is selective with suppliers to en- sure receipt of the highest-quality parts and on-time delivery of those parts. GKG places orders in bulk with suppliers who willingly offer their best prices. GKG also recognizes its strong R&D team in driving cost/design engineering, its production team in implement- ing all assembly details, and its purchasing team in controlling the cost structure. Giu added that true teamwork is needed to create the best value chain for cus- tomers. The company also strives to keep a strategic and aggressive growth plan. The company is finishing an
This mutually beneficial relation-
ship is expected to continue to grow and mature, and fits well into GKG Asia’s growth strategy. According to Giu: “This is a great effort between GKG Asia and Mr. Bob Black of JAS. Bob was searching for a value-added printer that could fit into the Juki line solution plan.” JAS and GKG Asia got into a serious conversation and a GKG
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expansion of its screen printing factory. Its new six-story 50,000-m2 GKG headquarters in Dongguan, China will be ready for occupancy soon. It will provide a unique working environment in which its staff can feel satisfaction and pride. It is also the company’s commitment to its cus- tomers and the industry that it is seri- ous about achieving and maintaining success, and that it will continue to reinvest to create ongoing product in- novations. Every floor will have its own team and assembly line separated by a product mix of GKG products. In the future, when customers visit the GKG factory, they will clearly observe how GKG products are built and test- ed before they leave the factory. This will generate intangible benefits be- cause customers will feel more confi- dent with the GKG brand name. Ac- cording to Giu: “We hope the move from our current factory to our new factory will be a smooth transition.” He added: “We want to show the world that a China manufacturer also can be a world-class manufacturer and cap- ture the higher market share.” Besides the physical growth of
GKG Asia works closely with Juki and has an agreement where GKG supplies its own OEM printer to Juki under the Juki label.
printer was sent to a US customer for a punishing, six-month trial. GKG passed the test by the customer and satisfied Juki. However, JAS asked for special standard features to better fit the US market. GKG paid attention to Juki’s request and the improved prod- uct was developed immediately. By na- ture, Juki is a pick-and-place company and GKG is a printer specialist, so both complement each other perfectly. Juki offers a full-line solution to cus- tomers or simply can offer the GKG printer to non-Juki customers in need of a printer. Quality is a cornerstone to GKG.
www.komaxusa.com T H E W A Y T O M A K E I T 1100 E. Corporate Grove Drive, Buffalo Grove, IL 60089
1-888-GO-KOMAX Email:
news.buf@komaxgroup.com 847-537-6640
the facility, the company is experienc- ing growth through a strong sales partner channel that allows it to reach numerous regions. GKG benefits from reputable distributors extending from Australia to Asia, Russia and South Africa, directly serving local cus- tomers. Juki Automation Systems (JAS) is one of its most important and strategic partners for the entire North/South American and European market. In addition, GKG is an origi- nal-equipment manufacturer (OEM) of its own printers to Juki for sale under the Juki label. Over the past two years, JAS has helped GKG success- fully penetrate the Western market. JAS is active at all major trade shows in the United States and helps GKG earn significant publicity in the indus- try. Also, Juki shares with GKG Asia on some of the different expectations of its market needs.
For some Chinese companies, that is not the case. GKG Asia works hard to maintain its reputation as a high-qual- ity and high-performance manufactur- er and makes all performance data available to potential customers. Qual- ity is the root of GKG’s success. First, GKG set up its own R&D team includ- ing drawing, software, electrical, con- trol, hardware, computer-aided engi- neering (CAE), and system sections to cope with and provide rapid reactions to market demands as well as cus- tomer feedback. Second, it has strict control of its assembly process, quality process, final inspection process, and after-sales engineering teams to sup- port/service customers. It is GKG’s pri- mary duty to maintain and ensure con- sistent quality in its work. Before ex- port, all printers pass through a com- plete test cycle. Additionally, the com- pany invested in a CetaQ machine in 2012. All printers are sent to GKG’s test lab for CPK and CMK testing after the burn-in test cycle. Only ma- chines that reach the highest accept- ance performance levels are shipped. As a result, customers can be assured of quality performance from the print- er with a certification report. It is a
stamp of quality assurance from GKG. Contact: GKG Asia, 52 Ubi Ave.
3, #02-38 Frontier, Singapore 408867 % +65-65478065 fax: +65-65475451 Web:
www.gkgasia.com r
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