A centrifuge is a machine that uses centrifugal force to separate the components of a fluid, gas, or liquid. It is widely used in various fields, including food, pharmaceuticals, medicine, metallurgy, mineral processing, water treatment, petrochemicals, and coal. After more than a century of development, it has become an indispensable tool for researchers, medical institutions, and industrial enterprises. China's centrifuge industry started in the 1950s and has now reached a market size of nearly 1.5 billion yuan. Several major imported brands, such as Thermo Fisher, Eppendorf, and Beckman, occupy about 70% of the domestic market share, leaving the remaining third to be fiercely contested by more than 100 domestic centrifuge manufacturers. The market landscape for domestic laboratory centrifuge manufacturers is extremely competitive.

However, even in such a fiercely competitive environment, some domestic instrument manufacturers are willing to "cross-border" invest, daring to benchmark against international advanced centrifuge brands and achieve breakthroughs in advanced technologies, unique products, and user experience. What is the secret of this domestic centrifuge manufacturer, which was established less than four years ago? Why do the company and its founder dare to go against the tide? Instrument Information Network recently paid a special visit to Beijing Heng'er Biological Instrument Co., Ltd. (hereinafter referred to as "Heng'er Bio").

Instrument Information Network visits and takes a group photo with Greidman & Heng'er Bio 
 

(From left to right: Li Haigang, Customer Success Manager of Instrument Information Network; Wu Ziwei, Director of Industry Research Department of Instrument Information Network; Du Ping, General Manager of Greidman & Heng'er Bio; Zhao Xin, CEO of Instrument Information Network; Geng Jingjing, Market Director of Greidman & Heng'er Bio)

I. Why make centrifuges?

Before entering the centrifuge field, Du Ping was already a well-known veteran in the domestic instrument industry. From Shihezi, Xinjiang to Beijing, from equipment trader to scientific instrument manufacturer, from "import substitution" to "domestic leader", he has poured decades of focus and persistence into the field of grinding and pulverization, making "Greidman" a well-known grinding and pulverization equipment enterprise at home and abroad. Having worked with grinding and pulverization equipment for a long time, watching the high-speed operation of knife-type grinders and ultra-centrifugal grinders, and thinking about the plug-in blades and adjustable speeds of grinders, Du Ping had the idea of applying common technologies to centrifuge products. Therefore, as a sister company of Greidman, Beijing Heng'er Biological Instrument Co., Ltd. was established in 2022, officially entering the centrifuge market.

"Heng'er" means "persistent and extraordinary". Du Ping wants Heng'er Bio to achieve not only common technologies, but also long-term focus and persistence in a sub-category, just like Greidman.

When Greidman was first established, it faced a competitive landscape dominated by excellent German products. Ultimately, it relied on superior products, high-quality core components, strict production and quality control processes, impressive appearance design, and long-term commitment to gain a market share of nearly 100 million yuan in a fiercely competitive environment. Therefore, Heng'er Bio hopes to use international advanced centrifuge brands as its target for catching up and surpassing.

Du Ping said: "I think excellent companies have a commonality: they can persist in doing one thing well for a long time. Take centrifuges, for example. Given 10 to 15 years, I believe it is possible to build Heng'er into a leading company in the industry. The key lies in focus and persistence." Du Ping has proven this point at Greidman, and now he is trying it again at Heng'er.

II. How can we make good centrifuges?

German centrifuge brands have a complete product line, a dense layout of tabletop centrifuge products, and strong brand influence. Centrifuge consumables account for a large proportion of their related business. American companies are at the forefront of the world in terms of informationization and intelligence, competing with their rivals by using different capacities and using low-end models to grab market share. Their market strategy is clear. For example, Thermo Fisher acquired carbon fiber rotors, significantly reducing the load on the motor, resulting in faster acceleration and deceleration performance, higher maximum speed, lower energy consumption, and lower motor performance requirements.

Compared with the advantages that foreign companies have built up in terms of performance and brand, domestic laboratory centrifuges are still restricted in many aspects. High-speed motors, rotating shafts, and materials are the bottlenecks. Currently, high-speed motors and rotating shafts are all imported. Given the characteristics of scientific instruments, which are "multi-variety and small-batch", some are even unavailable for procurement. The key to centrifuges is also the speed performance and rotor material. Currently, domestic rotors generally use aviation aluminum, and better ones use higher-grade titanium alloys. If domestic centrifuge products want to make further breakthroughs, they need to make breakthroughs in upstream technologies and materials.

As a newly established centrifuge manufacturer with four years of experience, why does Heng'er have the confidence to make good centrifuges? During our visit to Heng'er Bio and our exchange with Du Ping, we had several special insights:

1. Challenging cutting-edge technologies: From its inception, Heng'er Bio positioned its products to match the quality of products from internationally advanced companies. Over the past four years, Heng'er has made continuous technological breakthroughs through independent research and development and talent introduction. Currently, Heng'er Bio has made truly innovative and groundbreaking improvements in reliability and stability, especially in acceleration and deceleration, noise, freezing speed, temperature control logic, and freezing control technology. In rotor research and development, Heng'er Bio has made breakthroughs in rotor self-locking, quick-release lids, carbon fiber rotors, and nano-ceramic spraying technology.

In terms of speed, the current 18,000 rpm and below is a fiercely competitive area for domestic products. High-speed/ultra-high-speed centrifuges above 20,000 rpm have a larger market, but also face more severe challenges from imports. In the future, Heng'er Bio's core product research and development will focus on high-speed centrifuges above 20,000 rpm, breaking through high-speed, ultra-high-speed motors, multi-stage shock absorption, and other technologies to truly compete with imported brands on the same stage.

2. Importance of user experience: Both Greidman and Heng'er Bio's instruments have a strong sense of design aesthetics. Indeed, according to Du Ping, the products are designed with the help of a "German Red Dot Award" winning design team, and the design of size, weight, and human-computer interaction interface also fully considers the user experience. For example, the large-capacity centrifuge developed by Heng'er for blood banks has casters for easy movement, an automatically opening lid, and an optional foot switch. These are carefully designed after considering the user's usage scenarios, and have been well-received by users. In Heng'er's team configuration, marketing personnel always occupy the central position, because they can bring back feedback from frontline users, which also confirms Heng'er's emphasis on user experience.

3. Ensuring the supply of high-quality accessories: Du Ping devoted considerable effort to sourcing essential imported components such as high-speed motors, repeatedly traveling abroad for negotiations. Leveraging global supply chain management resources and experience, he ultimately secured reliable suppliers, laying the groundwork for high-speed centrifuge R&D.

4. Strict Control of Production and Quality: At their 3000+ square meter production facility in Yanjiao, Instrument Information Network had the opportunity to observe Heng'er centrifuge production. In the spacious and bright machining workshop, several machines operated simultaneously, with teams of workers skillfully manipulating control panels and buttons. The loud machinery and the sharp sounds of metal cutting showcased Heng'er's rigorous assembly procedures and quality control, highlighting their dedication to production processes and product quality.

Bright lighting, clean floors, neatly arranged equipment and machinery, posted operating procedures and responsibilities, workers in clean uniforms and safety shoes, wearing protective glasses and gloves—on-site, one could see that Heng'er's confidence in producing high-quality centrifuges stems from attention to even the smallest details.

III. How to Make a Good Centrifuge?

With a solid foundation, how does one prove their centrifuges are superior? Heng'er has achieved breakthroughs in several areas.

1. Automated Centrifuge

Currently, Heng'er's product range includes mini centrifuges, low-speed centrifuges, high-speed centrifuges, refrigerated centrifuges, floor-standing centrifuges, and large-capacity centrifuges, used in education, research, biological research, medical testing, food safety, and forensic science. However, it was their automated centrifuge that first brought Heng'er to prominence.

Heng'er Biological Fully Automated Centrifuge 
 

At the 2023 Analytica China in Munich, Shanghai, Heng'er's booth featured a robotic arm integrated with a centrifuge. From automatic lid closing and opening to automatic centrifugation, the two machines seamlessly advanced the experimental process with minimal human intervention, capable of continuous 24-hour operation. This automated centrifuge attracted significant attention, marking Heng'er's first public release of an automated centrifuge, signaling their move towards automation.

At this year's CISILE exhibition, Heng'er launched the automated refrigerated centrifuge AUTO6406R, featuring an intelligent control system and a visual interface, precise positioning, and high adaptability, allowing flexible operation to meet diverse user needs. Du Ping stated: “We've established collaborations with Guangdong Provincial Institute of Intelligent Science and Technology, Lide Health, and several leading domestic automation integrators. One major instrument company purchased over 60 units, demonstrating the rapid adoption of Heng'er's automated centrifuges.”

2. Large-Capacity Blood Bank Centrifuge

Another of Heng'er's successful products is the large-capacity blood bank centrifuge. Du Ping explained: “Blood bank centrifuges were previously dominated by American and Japanese manufacturers, with 90% being imported. With government support for domestic equipment, over 60% of demand now calls for domestic products. Heng'er seized this opportunity and aggressively entered the medical market.” At the 12th National Congress of the Chinese Society of Blood Transfusion in September, the Heng'er large-capacity centrifuge Pro1905R made its debut and received positive user feedback.

Recently, Heng'er received positive news, successfully obtaining Class I medical device production registration after rigorous review and certification. This milestone signifies Heng'er's strength and credibility, allowing them to fully develop the medical market.

Large-capacity centrifuge Rro1905R debuted at the 12th National Congress of the Chinese Society of Blood Transfusion. 
 

3. Targeting the Global Market

Less than four years old, Heng'er has focused on product development and process refinement, with marketing still in its early stages. However, leveraging previous international market experience, while developing the domestic market, Heng'er has established partnerships with distributors in over 60 countries. Importing high-quality core components and exporting superior products—targeting the global market is Heng'er's path to success.

Following appearances in Germany, Russia, and Indonesia in April, Heng'er exhibited at ARAB LAB 2024 in Dubai in September, engaging with international partners and expanding its brand influence in the Middle East. Next, Heng'er will focus on Japan and the US market. Du Ping stated, “We've confirmed participation in the Pittcon exhibition next March, with the US as our next key target market.”

Similar to grinding equipment, centrifuges are widely used and require minimal service and application support, offering inherent advantages in product delivery and maintenance. Of course, whether exporting products or services, the centrifuge market may face complex international environments and intense competition. However, Heng'er's commitment to producing high-quality centrifuges remains unchanged. They will continue to deepen market research, strengthen innovation, focus on product quality, and deliver reliable and durable products to users.

Domestically, continuous product refinement and marketing enhancement;

Internationally, continued expansion and growth.

Heng'er's centrifuges, like China's scientific instrument industry, have a bright future.

Link: https://www.instrument.com.cn/news/20241018/748371.shtml
Source: Instrument Information Network