There are many factors to consider when buying equipment, performance, price, and quality, which needless to say that the past usage habits, the relationship with the manufacturer, etc., are also very important.If there is no such thing as a particularly large gap, Capella is certainly more willing to continue to purchase Pumay products, at least more practical, without worrying about what will not adapt.But Chenyu company's products are too cheap, as Yang Haifan said, buy a Pumay pump truck money, you can buy 4 Chenyu pump truck, even if the pump truck displacement of Chenyu is only 80 cubic meters per hour, 4 can reach 320 cubic meters, far more than the 120 cubic meters of Pumay.Tiley is not a construction site, each site needs hundreds of pump trucks, so calculate the cost is not a small number.

Capella asked Heinzl to impersonate his company's employees to come to the China booth, that is, to let Pu Mai and Chenyu company face the quality, to see what the defects of Chenyu's products are.Heinzl did not do any homework in advance, only with a few German arrogance, feel that any three words can hide the Chinese face, who thought, the Chinese side is not weak, a channel to say down, but Capella to persuade.

“How long is your pump truck life?”Heinzl raises another question.

“Not less than 1 million cubic meters.”Yang Haifan did not hesitate to answer.

“Can you guarantee it?”

“Within 300,000 cubic metres, non-human causes of damage, we promise to repair it for free; within 300,000 to 1 million cubic metres, we charge only the cost of spare parts and not the labor costs of repairs.”

“How do we know if you’re going to count your labor costs into the cost of accessories?”

“We have a detailed list of the prices for accessories, which Mr. Heinzl can look at.If I remember correctly, the price of our accessories is only one-fifth of the price of the same kind of accessories.”

“...”

Heinzl was speechless, and he was in a hurry to get shot.More than half of the profits of construction machinery come from maintenance, and the profit of selling accessories is much higher than the profit of selling the whole machine.Heinzl also knows this, so want to find the Chinese people's flaws in the price of accessories, unexpectedly the Chinese reported the price of accessories is so low, the profit margin is even lower than the profit margin of the whole vehicle, but Pu Mei became embarrassed.

Western companies sell equipment is routine, first at a very low price to sell the whole machine to you, and then repair accessories on the price.You bought its whole machine because of the cheap, and now only broke an accessory, how can you refuse to repair because the accessories are too expensive?A whole machine can be used for ten years and eight years, the cost of intermediate replacement accessories can reach the price of several whole machines, so as to provide manufacturers with a steady stream of rich profits.

Chinese companies have grown from a planned economic model, and quotations are accustomed to using cost-plus methods.In the view of the Chinese people, the whole machine is combined with accessories, the combination of the process to pay the working hours, so a whole machine is more expensive than the accessories that have not yet been assembled, if the customer buys a separate accessory, the price is of course cheaper.The purchase price of a bolt is 20 yuan, and it is necessary to pay labor on the whole machine, so it is necessary to count as 25 yuan, but if you buy the bolt directly, of course, it can only be 20 yuan, how can it be counted as 30 yuan?

Chinese people buy Western companies equipment, has been confused about the problem that accessories are more expensive than equipment, but because the skills are not as good as people, people say how much money, we can not do, can only pinch the nose to check the account.Now Chinese enterprises can also build their own equipment, in line with their own will not want, do not give people the ancient motto, of course, will not go to the accessories to harm customers, so it has become a clear flow in the international equipment market.

“Mr. Heinzl, have you seen it all?”Chinese products are indeed not as good as your products, but their prices are very attractive, especially their after-sales service policy, which is completely on the side of our customers and is completely different from your company's approach.Of course, for me personally, I trust your company's products very much and very inclined to purchase from your company, but if your company can't show some sincerity in terms of price, I am afraid it will be difficult to convince the senior management of the company."

Back at the Putma stand, Capella said to Heinzl that his tone was very euphemistic, but the meaning was very clear, that is, Pumay had to cut prices, otherwise Terry would have to consider other options.

"I need to ask the company for this question."Heinzl's face was ugly.He fully understood Capella's idea, saying that if he is not an employee of Pu Mei, but a buyer of a construction company, he will also consider purchasing from Chenyu, because the advantages of Chenyu's products in the price is too obvious, to complete the same work, the purchase of Chenyu equipment only need to spend 1/3 of the cost, put on who can not worry?The proportion of equipment investment in the construction company's cost is not small, if the cost of equipment procurement can be reduced to 1/3, no boss will not care.

At the same time that a dry international construction machinery giant such as Hefei and Pu Mai is in distress, the news about the quality and low price of China's construction machinery is spreading wildly inside and outside the venue of the Munich Construction Machinery Exhibition.

“Do you know what the biggest highlight of this show in Munich is?”

“Is it a large-caliber rock digter from Siemens?”

“Doesn’t that count, don’t you have some new products coming out every time?”

“So, is the Chachi company absent from this exhibition because of debt-ridden?”

“This is really important news, but everyone already knows it?”

"Geller, don't sell it and tell me what you think is the bright spot."

“The Chinese are coming, isn’t that the biggest highlight?”

“The Chinese are coming?Well, you said I remember, I still passed their booth in the morning, but can the Chinese have any products to pay attention to?Their construction machinery industry is at least 20 years behind that of the West.”

“This is medieval news.The Chinese brought 175 tons of electric wheel dump trucks, 42 cubic meters of mining excavators, 32 meters of concrete pump trucks, and some other equipment, the technology has at least reached the level of our late 1980s.But this is not the key, the most important thing is that the price of their products is less than a quarter of the price compared with Caterpillar, Volvo and other manufacturers.Think about it, it’s a feeling to buy a 175-ton dump truck for $480,000 for $480,000.

“I sell cakes, are you sure you only need $480,000?”

“It’s true, and they promise that the price of the parts will not be more expensive than when they were on the whole machine, and I’ve seen their price list, which is simply the price of a warehouse supermarket.”

“Great, I have to go see...”

Conversations like this are happening in every corner of the show.Those Westerners who spare no effort to advertise for Chinese companies are not a modern version of Bethune, but a group of zero-five yuan parties such as fake packages.These people were originally active in various international exhibitions, and they did the job of selling information.Paying for them is the funder of this Chinese pavilion.

In order to add weight to the content of his product business, he often has to pay international brokers to buy information about various products on the international market, these brokers at the Munich exhibition were once his partners.This time, Bao Chengming changed the way of cooperation, directly paid these people to serve as the naval force, and specially introduced Chinese pavilions and Chinese products to merchants from various countries at the exhibition.Don't underestimate the energy of these brokers, they are very close to the relationship with customers, understand the purchasing tendency of each customer, can be targeted for publicity and marketing, the influence is no less than the huge advertising on the venue.

Bao Chengming this organization of Chinese enterprises to participate in the exhibition, is to come up with real money.He signed agreements with various companies, and one percent of the turnover of each company at the exhibition should be paid as a platform usage fee.The better the sales performance of each enterprise, the higher the income of the package.For various companies, coming to the exhibition is a free tour, of course, it is better to sell products, and it does not matter if you can't sell products, so there is not much enthusiasm in publicity and promotion.Packing is to be drawn from sales, of course, can not be as slack as the enterprises.

“We need 30 bulldozers, what’s the offer?”

“If we can buy 100 units, can the price of your small excavators be reduced?”

“There are two dump trucks, but we want to sign a quality assurance agreement.”

Can you make car cranes in China?Can you help me ask you about the offer of a 100-ton all-terrain crane?”

A set of merchants squeezed into the Chinese booth, at first just ask for prices, understand the product performance and quality, and then, there are merchants to put forward procurement intentions.Their situation is similar to that of Capella, holding Chinese quotations to find familiar Western companies, hoping that Western companies can reduce prices according to the standards of Chinese companies.But Western companies can be swayed by Chinese companies, because the price of products brought by the Chinese is low, so that they give up profits to fight hard, this is not an international joke?

After being rejected by the familiar companies, some merchants reluctantly accepted the high price, and some merchants returned to the Chinese booth with the idea of trying, and decided to purchase a batch of Chinese products to go back to try, in case the Chinese products really as advertised as they can guarantee the quality, and the price is so cheap, then they will no longer have to be blackmailed by those Western equipment giants?

God's long-suffering Qin!