Otis ready for race to the top

Unlike the elevator and escalator market in the United States and Europe, where service accounts for more than two-thirds of the total revenue, the Chinese service market is still in its infancy due to lack of qualified technicians and regulations.

"Otis will make additional investments on technology and talent in China," Black said.

The company has also invested in a new research and development lab in Tianjin to undertake mechanical and electrical performance tests, and reliability and noise vibration tests.

Otis has also launched its GeN2 elevator in China, a new product that uses 75 percent less energy and has patented flat polyurethane belts instead of conventional steel ropes, which reduces wear and tear and makes for a smoother ride.

Black declined to give a specific sales forecast for China, but said that he expected lift sales to clock double-digit growth.

"What is happening now in Otis is like watering a bamboo plant," he said.

"Till the shoots come up, you will not see anything happening. But underneath the ground the bamboo has already developed a massive roots system. We have been in China for 30 years, building a big foundation. And now we are seeing the growth."

Tony Black, president of Otis Elevator (China) Investment Co Ltd

Q&A | Tony Black

What is the saying that you like the most?

There have been several statements that have carried me through. Some of these are: "Never give up" and "Anything is possible when we work as a team".

Another famous tenet of mine is: "Remain focused on quality, safety, employees and customers and good things will always happen."

What is your favorite book?

It is Ernest Hemingway's masterpiece The Old Man and the Sea. It is a fascinating tale of the battle between an old, experienced fisherman and a large Marlin fish. I also love to fish in the ocean and enjoy the challenge of catching large fish.

What is the best way to break the ice with a Chinese client you met for the first time?

It is best to talk about the common interests, apart from conversations on life, work experiences and family.

Can you use some key words to describe Chinese businessmen?

Four words: Industrious, hardworking, pragmatic and generous.

It has been three decades since you started working in Otis, and it has been a long stint in one industry. How do you think the experience has shaped your mind and your skills of managing the company?

I started working with Otis at the grassroots level as a mechanic in the service, repair and then installation departments. I have also spent time in many different jobs at the branch and factory level. And I have spent a good part of my career working in the area of quality and safety. So I have a good understanding of all our businesses and our customers. This gives me practical wisdom and a sense of direction for the company.

Managing a company is like cultivating a bamboo plant. The bamboo needs water to make its roots strong and, for a while, it seems that not much is happening. But then, when it finally starts to sprout, it is the fastest-growing plant in the world.

What has been the greatest achievement in your career?

Making change is relatively easy. However, the real challenge is to make sustainable changes that stick for the long term and have continuous improvement even when you are not there. So I judge success this way and when I look back at my different jobs around the world, I see many of the changes that we made are still in place and even better.