In Pagny-sur-Moselle, Mersen produces graphite tubes and complete exchangers intended for giants in the pharmaceutical, automobile and construction industries. Customers like BASF, Pfizer, Bayer, Arcelor Mittal. Mersen Pagny (formerly Carbone Lorraine) represents 30% of the global market in its sector of activity.
Vincent Thomas, we know that the chemical industry is slowing down, in particular because of the surge in energy prices. Are you suffering the consequences in Mersen?
“We are also experiencing this slowdown, since our customers are experiencing a global crisis. But for us, the slowdown only started in the second half of 2024. It will continue at the beginning of 2025, but the forecasts are good for the rest of the year to come. And since the start of 2024 was exceptional, all this balances out. »
BASF, Pfizer, Bayer… Given the names of your clients, we imagine that exports represent an overwhelming majority of your turnover?
“Yes, we are on 15% of our figure achieved in France, 35% in the other countries of the European Union, 30% in Asia, 10% in the United States in particular. »
Are you not impacted by the crises in France, whether political or economic?
“No, and besides, what happens in China or the United States has no direct effect on our results. »
When we have clients like yours, huge groups, how do we try to win new markets?
“Unlike other companies, we operate in a niche market. It is not going to be a question of setting up in new countries every year, even if we have local relays, agents on the lookout all over the world to inform us of the intentions of countries which would like to invest in new the chemical industry. In our business, we gain new market shares, especially when our clients invest in new structures, wish to extend existing ones, or renew them. There, you have to be reactive, be the first and the best. »
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“It’s our quality that makes the difference”
How do you precisely differentiate yourself?
“We are capable of supplying certain ranges of ultra-resistant tubes to extreme heat that only we produce in the world, such as six-meter tubes without bonding. We have certifications to enter certain countries such as Korea, China, the United States, which others do not have, thanks to the global power of the Mersen group. Continually innovating is also a strength. We are constantly looking to improve our products so that they allow our customers to use less water and reuse steam. In the end, it is our quality that makes the difference. »
How many countries are you present in?
“Almost in all of them!” There are countries where, in compliance with the wishes of the French state, we are prohibited from going, like Russia. The essential strategy for exporting is proximity. The commercial network is important. A potential buyer in Malaysia will always be more likely to trust you if you have a Mersen relay agent who is present there, whom he can meet on the ground straight away, rather than if we present our products to him in person. videoconference from Meurthe-et-Moselle. People also trust you more if you are good at after-sales service and responsive. For this, we have three employees based in Pagny-sur-Moselle but who are itinerant, as well as employees present all over the world. This proximity is truly a vital asset for export. »
France
