Former delegate becomes key to Indo-China market for Advanced Industrial Solutions


Business opportunities can turn up in the most unexpected places – for passive fire protection and technical insulation specialist, Advanced Industrial Solutions, a former training delegate is helping it open up the lucrative Indo-China market.

Advanced Industrial Solutions (AIS) has signed a distribution deal with Black Cat Technical Insulation– one of Vietnam’s leading insulation providers – after the company’s managing director Man Xuan Le, attended a course at AIS Training’s state-of-the-art 20-acre industrial training village in North Tyneside.

Man Xuan Le was studying at AIS Training for an oil and gas insulation qualification to help his company widen its global reach with the internationally-recognised standard.  During his stay, Man Xuan Le heard about AIS Technical’s award-winning technical insulation and passive fire protection products, which are manufactured in North Tyneside at its multi-million-pound fabrication plant, and recognised an opportunity to sell these world-leading products in Vietnam and the wider Indo-China region.

Black Cat employs around 200 people in Vietnam and is well-recognised as a key supplier to the Indo-China oil and gas and industrial sectors providing and installing insulation, protective coatings and passive fire protection systems.

After several business meetings in the UK and Vietnam with Man Xuan Le and Black Cat Technical Insulation’s owner, Ho Minh Kha, and some extensive research, Advanced Industrial Solutions appointed Black Cat as its distribution partner in Indo-China. The territory is a new lucrative potential market for Advanced Industrial Solutions’ world-class range of passive fire protection and insulation systems – safety-critical products widely used in the oil and gas sector.

Business development manager at AIS Technical, Mark Patterson said: “We are delighted to have signed this deal with Black Cat, which will help take our products into Vietnam and the wider Indo-China region for the very first time. The company is a great fit for Advanced Industrial Solutions as it shares the same ethos for innovation and quality and boasts a similar customer-base. We have already seen several new orders coming through as a result of the deal including one to supply our jet fire insulation system to an offshore oil platform in Vietnam.

“Indo-China was always on our hit list of territories to target but to access markets like this you need a local partner. It was a fantastic coincidence that Man Xuan Le, representing his specialist company and with local links, was training at our industrial training village. It just shows business opportunities can open up anytime and anywhere.”

Ho Minh Kha, director at Black Cat, said: “I immediately recognised the quality of Advanced Industrial Solutions’ products and am very proud to now be able to promote and sell these through Black Cat. Because Advanced Industrial Solutions uses state-of-the-art manufacturing techniques and extremely innovative materials - all independently tested - to international standards, our customers can be assured that they are getting the very best passive fire protection and insulation solutions available on the market. With these products and Black Cat’s adoption of OPITO insulation standards we have exciting plans to expand our business into Myanmar, Cambodia and Laos.”

Advanced Industrial Solutions designs, manufactures and installs award-winning passive fire protection systems which provide up to 180 minutes of fire protection against the deadly spread of a hydrocarbon or jet fire. As well as fire protection products, Advanced Industrial Solutions offers a comprehensive range of technical insulation products to combat issues such as noise, corrosion, weather and temperature extremes in order to protect assets, create safer work spaces and reduce operational costs.

To find out more please contact 0844 800 1810 or visit