Home from China to pick up export award

Francis Harkin, 37, general manager of Autoweld Systems in Trimdon Grange, was named individual sales exporter of the year in the 2002 International Business Awards, organised by Trade Partners UK in conjunction with Export Times.

The awards were presented in London and Mr Harkin, who is six months into a year-long secondment in China, was able to accept the award during a short trip home.

His success completes a hat-trick of awards for himself and Autoweld. He was also runner-up in the personal achievement in exporting category of the North-East Chamber of Commerce's North-East Exporters' Awards, and Autoweld scooped first prize for innovation in export.

"It's recognition of all the effort we've put in over the last five years," said Mr Harkin.

"Patience is the key. It takes a lot of time to build relationships and the Chinese do like the personal touch; you have to be there so they can get to know and trust you."

Autoweld has already secured several large orders for its fully-automated pipeline welding equipment, which has been used on the West-East Pipeline Project (WEPP) a 4,200km gas pipeline stretching from the Tarim basin in the North-West to Shanghai in the East.

A trained welding engineer, Mr Harkin was instrumental in gaining the orders and returned to China last July in a bid to ensure the company's profitability and success continued to grow. The couple are also learning Chinese to help build relationships further.

Mr Harkin first visited Beijing in 1997 to investigate the potential for selling Autoweld's equipment and support services and his trip coincided with the devolution of management in the oil and gas sector from complete state-control to a fragmented industry allowing open competition.

The commitment paid off when Autoweld Systems won the contract for various sections of WEPP. Test sections built with Autoweld Systems' equipment were all completed on time because of the high speed and weld quality rates.