Entering a vast and complexmarket such as China is never easy. Mattei Group began this journey back in the1990s, through local importers. Then, eighteen years ago, came the turningpoint: the opening of a production plant, with the aim of offering more competitive solutions to customers and taking full advantage of the local supply chain.
In recent years, Mattei China has transformed itself into a fully-fledged engineering company, Mattei Suzhou,capable of offering customized solutions that meet the needs of the market.This transformation has further highlighted what sets Mattei compressors apart:efficiency, reliability, and durability even under the most demanding conditions.
A stronger organisation
Today, the Chinese subsidiary is undergoing a phase of renewal, with the arrival of key figures such as a Sales Director dedicated to special applications. “The local team,” explains Mattei, “is fully supported by headquarters to ensure training, innovation, and high-level services.”
This model of collaboration provides the Chinese market with integrated solutions that combine global experience and a local approach.
What role does China play in the group's global strategy?
China is one of the world's largest markets for compressors. We compete in a highly competitive environment here, but our mission is clear: to keep vane technology alive and, at the same time, closely monitor trends and report them back to headquarters.
How is the Mattei brand perceived in China?
Our brand is considered high-end and imported. For years, we have suffered from counterfeiting issues, with customers confused or afraid of buying fake products. We are now working at trade shows, events, and especially on social media to strengthen our identity and make it more visible.
What are the main characteristics of the Chinese compressor market?
It is a saturated market, with many similar suppliers and severe price pressure. However, over the last 15 years, average quality has improved significantly,and today's customers are more aware and value-oriented. It can be said that the market has a pyramid structure: a few high-end brands, some premium local brands, and a very large base of smaller manufacturers.
What are the maintrends within the Chinese compressed air market and how is Mattei responding to these challenges?
The Chinesemarket is increasingly driven by two requirements: energy efficiency and smart control, in line with the national commitment to a sustainable society. To meet these needs, Mattei China has invested in developing local engineering skills and emphasising solutions that are in line with customer habits. The approach is to always offer customized solutions that combine efficiency and high performance. A concrete example is vehicle compressors: compact in size but with high output, they guarantee convenience and reduced energy consumption.
What is the key to commercial success and building trust with Chinese customers? Relationshipbuilding, technical advice, or price competitiveness?
Many consider relationship building to be a “magic” element in doing business in China, but today it is quality and professionalism that make the difference. A valid solution often prevails over price and contacts, provided that the customer'sneeds are well understood from the outset, responses are quick and concrete,and a solid local presence is guaranteed. Building trust also means knowing how to choose the right customer segment: some are less price-sensitive, while others are very demanding from a technical point of view. In all cases, Mattei's speed and competence in providing answers make it a reliable partner.
How does your business integrate with the global Mattei network in terms of innovation, training, and service?
We are establishing a regular channel for technical exchange with the team at headquarters, sharing information about the local market with Italy. We also maintain close relationships with sales managers to learn about Mattei's global activities so that we can promote and adapt them in China as well.
Looking to the future
After overcoming recent challenges—changes in business model, the pandemic, and internal transformations—Mattei now has a clear path forward: to consolidate its presence in China, strengthen ties with headquarters, and grow in segments with higher added value.
“We have completed our market research and now know which customers are worth investing in, what our strengths are, and where we need to improve. The future depends on our ability to create a solid mechanism for collaboration between headquarters and the local branch.”
In short, the future speaks the language of innovation, sustainability, and trust, built day by day with customers.
