Launching a new business is a laborious task and making it a success is a major challenge especially in an environment like ours’. Engr. Junaid Alam who has recently launched a group of smart companies providing one window operation in HVAC field has a secret how an engineering business can be successful in a competitive market of Pakistan. Engineering Review has talked to him and here is how he responded to the questions
Engineering Review: Tell us about your business which you have launched now?
Junaid Alam: We launched our business this year. We have been feeling that our customers should get one window operation in HVAC field. We have made Smart group of companies in which there are three major companies. One, Smart HVAC Solutions (Pvt) Ltd. which deals in equipment sales. Then, there is another company namely Smart HVAC Services (Pvt.) Ltd. which provides after sales service to the customers. It is also involved in project installation services. We have kept these companies separate to ensure quality services to the customers. Our third company or business is Smart Lubricants; not related to HVAC field. The first two companies are basically engineering companies.
ER: What kind of brand are you introducing in the market?
JA: At present we are distributing Midea, China’s commercial air-conditioning products. We sell its complete products. They include centrifugal chillers, VRF, air handlers, rooftop units, floor Standing etc.
ER: Tell us about the performance of products which are of Chinese make and having perception not up to the mark?
JA: Midea is not a new name for Pakistan market. It is present here since 2012 and maybe before that. The quality of its products has improved over the last years. It’s a quality product. It is a top of the line product in Chinese make products. It stands first or at second number in VRF international sales. As far as prices are concerned, it is not the cheapest. It is a quality product at an appropriate price and we provide it with after sales service.
ER: Is it competitive with European brands?
JA: Surely, it is because Midea products are not only in Pakistan but also cover Europ
e. Its VRF is being exported to the US as well as the Middle East market. Similarly, it is available in Pakistan market also. They have joint ventures and have around 8 plants around the world. Name like Carrier is also in those joint ventures. For Midea and Carrier, separate products are being made keeping in mind their respective markets.
ER: You have launched your business in an environment in which people claim Pakistan’s economy is coming down. What do you think is there any business in the market?
JA: Yes it is there. There is a potential in the market. At present our market is believed to be slow due to current political situation and it is a temporary phase. Once, the situation will be stabilized, market will turn normal. Even in the current situation, we have done good business. We have got some big projects. Looking at huge projects in Pakistan, I don’t see business in Pakistan coming down. It is improving and will improve further.
ER: How many offices you have in Pakistan and where?
JA: Our head office is in Karachi. Then we have an office in Lahore and in Islamabad as well. We have hired complete teams in sales, after sales and projects along with staff at all three offices.
ER: It means you are a complete solutions company for clients in Pakistan?
JA: Yes we are and that is our theme. Offering One Window Operation aims at achieving such an objective. Also, we are trying to improve our environment for employees who we think are the backbone of any company. We want to make our company the most preferable workplace for employees in Pakistan. We are operating in all three major cities of Pakistan and have jobs in hand in all three cities. I must mention that we have signed a 5-year operation and maintenance contract with the US Consulate Lahore. We have taken over the plant.
ER: Your services are restricted to the plants that you install or they are open for plants of other brands also?
JA: It is open for all brands equipment no matter who has installed the plant. For instance, the US Consulate Lahore has a plant of another brand but we are providing services for that. Similarly in Fatima Energy, we are providing services for the plant which does not belong to our brand.
ER: How do you view CPEC as an engineer and also as an owner of a company?
JA: I believe it is a welcome step by Chinese and Pakistani governments. You know when the trade is done, it creates opportunities. Since the route is passing through Pakistan, there would be an enormous opportunity here. I think, it has started. Very recently, Hubco set up 660 MW power plants in Karachi. KE is also setting up a 1000 MW plant at Port Qasim. They are using Midea products and subsequently providing us opportunities. Chillers being used there are of Midea. It is a beginning. I hope there are many other things which would start gradually.
ER: There is a fear that Chinese may introduce much cheaper brands in Pakistan in competition to Midea which is also their brand. Do you think it may happen here?
JA: Yes, it is happening. We have faced with tough competition and it is coming from other Chinese companies. But all depends on the quality of the product. Gradually the people are getting aware of quality of various products. Midea has already gained recognition in the market for over 4 – 5 years.
ER: Tell us about yourself? Where did you get your engineering degree from? How about your professional engineering experience?
JA: I am in this field for around two decades. I did my BE in Electronics Engineering from Dawood Engineering College. I started my job as a sales engineer in 1997 and drifted to mechanical side. Now I am running my own company.
