Tan Tiong Han

"Nowadays, I have to think like a banker," said Tan Tiong Han of PT Teknochem."I tend to reduce my stock and buy from month to month to reduce the risks."

To further reduce the risk on customers defaulting on payment, Tan is also selective of who he sells to.This practice is mirrored by Lie Endang Wijono, president director of PT Mega Triwexindo.

Lie Endang Wijono Tan Tiong Han
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Since the crisis, Tan found that more competition has sprouted up, owing to many previous employees of large companies striking out on their own.

"The market is not growing, so the only way to grow is to take away someone else's market share," commented Tan.

Taking a slightly different view, Bernny Kolondang, president director of PT Andaya Persada, felt that the market for cleaning equipment is still there.

"Even though times are difficult at the moment, cleaning still needs to be done," he said.