nterview Report of Mr Pieter Jooste published on the professional journal of Building Environment and Facilities, China 04/06/2009 1.

TROX, renowned in Europe since 1951, entered China market in 1998, could you please briefly introduce the current development status of your company, which progress have you achieved since these years? And aimed at China market, whats the most challenge for TROX?

Since the representative office opened in Shanghai in 1998, TROX has began its business in China and focuses mainly on industry and commercial segments, the first production site in SIP, Suzhou was founded in 2001, which opens a new era for TROX development in China. From 1998 to now, great progress was made both in facilities and business. Three sales offices located in Shanghai, Beijing and Guangzhou were opened one after the other and by adding 45 agents around the country our market coverage expanded significantly. Many wonderful project references such as Shanghai Pudong International Airport, Siemens Beijing Headquarter, Water Cube and so on have our components and systems. TROX high-quality, high-tech and aesthetic pleasing products are unanimously recognized and applauded by people in related industries. Due to fast development and market demand, the factory has moved into a larger facility (10 000m2) in Feb. 2008 thus increasing production capacity and to house more high efficiency machines.

The most challenging tasks for TROX to date is the introduction of new products to the local market. We normally have to do a lot of ground work and education, which eventually benefit the whole market and even competitors. Nonetheless, it is also the most satisfying experience once these concepts are accepted and become the standard.

2. After more than ten years presence in China, TROX has continuously made breakthrough in technologies of diffuser, air-water system, filter, control units, Labcontrol system etc. How could TROX always maintain its strong technical and product innovation ability? How does TROX shape its technical innovation and product R&D system?

With our superior competence we offer the largest value to our partners in ventilation and air-conditioning technology as well as fire and smoke protection for challenging buildings with sustainable architecture.

TROX represents technology and innovation. In the further development of existing product lines combined with new innovative solutions, our focus is put on: Protecting resources and the environment, especially in the area of energy efficiency,increased indoor occupier comfort & air quality levels and lastly but not lease theincreased safety levels in buildings. Working side by side with our market and competence partners, we formulate and share ideas and suggestions for improvements and innovations. TROX holds several patents for HVAC air diffusion products in China.

Further more TROX offer a manufacturing facility which focus on Custom made products fulfilling customer request and requirements, not just standard mass produced product which most competitors are offering due to the lack of technology and know how.

The Art of handling Air is the slogan of TROX and its an art which we continuously try to perfect.

3. Do you think what a function does brand building take in modern enterprise development? And what for a brand image TROX intends to build for itself? Could you please share your experiences with us in this regard?

Branding is important worldwide and I believe in China it is even more so. Chinese customers are focused on branded products and their expectations from a famous International Brand are very high. Well-established Brands are normally associated with credibility and performance. TROX is no exception and is synonymous with Quality and high Technological Know-how. Therefore it makes sense for our company to be on the forefront of innovation, enabling TROX to secure Market leadership.

4. A favorable enterprise cultural environment plays an effective roll in motivating staff creativities, improving teamwork and enhancing the continuous and stable development of the company. What achievements and experiences does TROX have in your enterprise culture building?

People are our biggest Asset.

My Management style is one of participation and goal orientation. The foundation of my Management philosophy is TRUST, COMMUNICATION and COMMITMENT. I believe these three elements are essential ingredients of a successful and sustainable company culture. In TROX China, I have focused on a team building program which started 5 years ago. We have managed to build up a core of Middle Managers whom have developed and grown with the company to become a very professional outfit. Supported and guided by a stable Board of Directors, staff is coached in their careers, as I do not believe in merely offering jobs.

Open and honest communication with all levels of staff is done fortnightly; I believed informing staff of the company progress is critical in the success of building a Team effort and identifying a common goal for all.

5. Influenced by global financial crisis, both world economy and China economy are slowing down, the same also happens to real estate industry which shows a downturn tendency. So, to what extent are HVAC industry as well as TROX Company influenced under todays circumstances? What measures does your company take in this regard? And what expectation and estimation do you have for the future perspective of air conditioning terminal market?

The Global Financial crisis has impacted most countries, companies and people. I feel that China is less hurt than the USA and the rest of the World. While the China GDP is down from the high of +11%, its still maintaining a growth rate of +6%, taking into consideration the Chinese economy is now the 4th biggest economy in the world and growing, I believe that the China market is the right place to be. In my opinion, the Chinese Government has applied their resources correctly by supporting infrastructure projects (tunnels, roads, airports, schools & hospitals) and allowing local banks to increase liquidity to companies, therefore keeping the economy going. In contrasts with the USA, which bailed out loss making companies/banks, the Chinese approach is to secure and create employment and therefore supporting a wide spread of companies and individuals.

TROX has experienced a slow down in demand for the first half of 2009 compared to 2008, however the order book for the full year shows an increase. I have recognized more delaying of projects rather than cancellations. However, while some Commercial projects have been shelved the increased Government infrastructure projects allow TROX to focus on our comprehensive range of products to compete in these markets. TROX has secured tunnel projects, like Shenzhen Metro line 3, Xi-an Metro and several road tunnels. TROX JFC Fire Dampers are supplied which are unique in the Chinese market and bring a higher standard of safety to these project.

The future for TROX in the Chinese market looks extremely positive. With our 10 years of experience in the market TROX has secured a very strong Brand image by supplying good quality, innovative products, supported by a modern local factory, own sales offices and 45 Agent network throughout China.

6. TROX takes a leading position in air conditioning terminal industry after more than ten years development in China. You surely have your unique view on the company management, could you please share with us? And how does such idea reflect in your actual work in TROX? What benefits does it bring to you and TROX?

My business philosophy is If you always do what you always done, you will always have what you always had Meaning that if you have your own individual way of finding success by applying strategies, do not change it for the sake of changing. However, if you desire a different outcome, you need to change your strategy quickly. Change is normally feared by people and one of the biggest constraints for improvement. The art is in selling change to staff or customers in a way they see the benefit to support the process.

7.

What are your favorite hobbies in your leisure time? Do they help for your work? And may we know your life credo?

How do you plan and expect for the future development of TROX in China market?

I love traveling and experiencing new places and people. With my responsibility for Asia Pacific come a lot of traveling opportunity to see different cultures and places. Being exposed to numerous cultures it gives me insight on how other people think and do business. This gives me a more balance view and open my mind to different possibilities. My family is based in Suzhou, definitely the most beautiful City in China, we really love living here and the people are very friendly. It is also a good base to explore China and its many attractions.

My personal Credo in life is very simple: If it is to be, it is up to me. I always remind myself to these ten two letter words, if I want something in life, I have to do something about it. Nothing can be taken for granted, therefore one always has to work for worthwhile things in life, whether its for a good family life or a career.