HiQ®是林德优质高纯度气体、生产和校准用混合气体、精密供气系统工程解决方案和出色服务的代名词，可以根据客户不同的应用要求定制运输方式和频 次。随着国内实验室与科研机构的增多，实验室气体需求量稳步增长。为应对新的市场需求，林德计划利用HiQ® 特种气体的产品优势，大力开拓国内高等院校、科研院所及商业实验室的气体业务，提升林德品牌形象，赢取高利润客户群，力争成为国内实验室用气领域最大的国 际服务商。
2016年3月1日，林德实验室用气在国内的推广项目正式启动。项目首批目标为上海和厦门两市内的一百多所大学实验室。针对实验室用气的独特需求， 林德销售及市场部门配备了销售精英提供一体化的销售及客户管理服务，在付款与发票方面也开辟了创新举措。配送方面，我们的运送车辆均配备经过专业培训的司 机及押运员，为实验室客户提供送气到点以及钢瓶连接服务。
实验室用气对安全、质量和服务要求极高，对价格则相对不敏感。由于林德HiQ®特种气体产品具有极高的精准度和稳定性，实验室用气市场的这种独特需 求正是林德的机遇所在。销售及市场部门做了大量前期调研，综合各项指标考量，将初期目标确立为国内几所用气需求量较大的重点大学。一方面与高校科研机构建 立良好的合作关系，在安全与质量方面提供专业支持，为实验室用气定制整体解决方案，包括精准气体、配套设备和专业服务。另一方面，国内大学实验室用气市场 尚未得到规范，我们期待在提升林德品牌与市场地位的同时，以林德的安全文化和专业能力推动市场的规范。
- Linde’s lab campaign is officially launched in East Asia
HiQ® stands for Linde’s total solutions of premium high-purity gas, application & calibration gas mixtures, and gas supply system engineering and all-around customer services, which enables us to customize transportation method and frequency based on various customer application demands. With the rapid growth of China’s Research and Development capability and capacity, the number of domestic laboratories and research institutions has kept increasing steadily and so does the demand for lab gases. To address such new market demand, Linde plans to fully utilizing our HiQ® special gas products to develop our gas business in domestic institutions of higher learning, research institutes and commercial labs, to improve Linde’s brand image, to engage high-profit client base, and to strive to be the top international gas company in China’s lab gas market segment.
On 1 March 2016, Linde officially launched the lab campaign, targeting at more than 100 university laboratories in Shanghai and Xiamen as the pilot phase. In order to satisfy the specific demand of lab customers, sales elites are assigned to provide integrated sales offers and customer management service, and innovative initiatives in terms of payment and invoicing are developed by Linde’s Sales & Marketing team. As to gas distribution, all of our delivery vehicles are provided with professionally trained drivers and helpers, who can offer point-of-use delivery and cylinder connecting services.
In terms of project publicity, we designed and tailor-made special outfits such as uniform, safety helmets and shirts for our Deliver and Sales personnel to display our professionalism visually to lab customers. In addition, we will also launch a number of road shows in selected key universities, including safety lecture, during which interactive sessions will be arranged to maximize publicity effect.
Lab customers often have higher demands on safety, quality and services from their gas suppliers, while they are relatively less price-sensitive. Business opportunities for Linde lie in such demands as our HiQ® special gas products features precision and consistency. After conducting nationwide market researches and analyzing all market indicators, Sales & Marketing team set the initial targets of several domestic key universities with considerable gas demands. On one hand, through building up relationship with key colleges and universities and research institutions, we provide professional support in safety and quality, and customize total solutions for labs, including precise gases, corollary equipment and professional services. On the other hand, we expect to raise our brand image and strengthen our market position by leveraging Linde’s safety culture and professional competence to promote lab gas market standardization.