There are many factors to consider when buying equipment, such as performance, price, and quality, not to mention the previous usage habits, the relationship with the manufacturer, etc., which are also very important. If there is no particularly big gap, Capela is of course more willing to continue to purchase Prometheus products, at least more practically, without worrying about anything unsuitable. But Chenyu's products are too cheap, as Yang Haifan said, the money to buy a Pumai pump truck, you can buy 4 Chenyu pump trucks, even if Chenyu's pump truck displacement is only 80 cubic meters per hour, 4 can reach 320 cubic meters, far more than Pumai's 120 cubic meters. Telly is not a single construction site, each site needs as many as 100 pump trucks, so the cost savings are really not a small amount.

Capella asked Heinzl to come to the Chinese booth posing as an employee of his own company, just to confront Prometheus and Chenyu Company face to face to see what defects Chenyu Company's products have. Heinzl did not do any homework beforehand, only with a bit of German arrogance, thinking that a casual few words could hide the Chinese and leave, who would have thought that the Chinese did not show weakness on their side, and reasoned down, but persuaded Capella.

"How long do your pump trucks last?" Heinzl asks another question.

"Not less than 1 million cubic meters. Yang Haifan replied without hesitation.

"Can you guarantee that?"

"Within 300,000 cubic meters, we promise to repair the damage caused by non-human reasons free of charge, and within the range of 300,000 to 1 million cubic meters, we only charge the cost of accessories, not the labor cost of repair. ”

"How do we know if you're going to add labor costs to the cost of accessories?"

"We have here a detailed price list of spare parts that Mr. Heinzl can see. If I'm not mistaken, the price of our spare parts is only one-fifth of the price of comparable parts from Promethe. ”

“……”

Heinzl was speechless again, he was in a hurry to get shot. More than half of the profits of construction machinery come from maintenance, and the profits from selling accessories are much higher than the profits from selling the whole machine. Heinzl also knew this, so he wanted to find the flaws of the Chinese from the price of parts, but the price of the parts quoted by the Chinese was so low, and the profit margin was even lower than the profit margin of the whole vehicle, which made Pumai embarrassed.

Western companies pay attention to routines when selling equipment, first sell the whole machine to you at a very low price, and then increase the price on the maintenance parts. You bought the whole machine because you were greedy for cheapness, and now only one accessory is broken, how can you refuse to repair it because the accessories are too expensive? A whole machine can be used for ten or eight years, and the cost of replacing the parts in the middle can reach the price of several complete machines, so as to provide manufacturers with a steady stream of huge profits.

Chinese enterprises have grown up from a planned economy model, and quotations are accustomed to a cost-plus approach. In the eyes of the Chinese, the whole machine is combined with accessories, and the process of combination requires man-hours, so a complete machine is more expensive than the accessories that have not yet been assembled, and if the customer buys a separate accessory, the price is of course cheaper. The purchase price of a bolt is 20 yuan, and it takes labor to install it on the whole machine, so it should be counted as 25 yuan, but if you buy a bolt directly, of course, it can only be counted as 20 yuan, how can it be counted as 30 yuan?

Chinese buy equipment from Western companies, and have always been puzzled by the problem that accessories are more expensive than equipment, but because the technology is not as good as people, how much people say, we can't do anything, we can only pinch our noses and admit it. Now Chinese enterprises can also make their own equipment, in line with their own unwanted, do not do to others of the ancient adage, of course, will not harm customers in the accessories, so it has become a clear stream in the international equipment market.

"Mr. Heinzl, have you seen it all? The Chinese's products are indeed inferior to yours, but their prices are very attractive, especially their after-sales service policy, which is completely from the position of our customers, which is completely different from your company's approach. Of course, as far as I am concerned, I am very confident in your products and am very inclined to purchase from your company, but if your company cannot show some sincerity in terms of price, I am afraid it will be difficult for me to convince the company's senior management. ”

Back at Proumec's booth, Capela said to Heinzl, his tone was very tactful, but the meaning was very clear, that is, Prometheus had to reduce the price, otherwise Telly would have to consider other options.

"I need to ask the company for advice on this issue. Heinzl's face was ugly. He fully understands Capella's thoughts, and if he is not an employee of Prometheus, but a purchaser of a construction company, he will also consider purchasing from Chenyu company, because the price advantage of Chenyu company's products is too obvious, to complete the same work, the purchase of Chenyu company's equipment only needs to spend 1/3 of the cost, who can not be tempted by resting on it? Equipment investment in the cost of construction companies accounts for a large proportion, if the cost of equipment procurement can be reduced to 1/ 3. There is no boss who doesn't care.

At the same time that Haifei, Pumai and other international construction machinery giants are in distress, the news about the high quality and low price of China's construction machinery is spreading frantically inside and outside the venue of the Munich Construction Machinery Exhibition.

"Hey, you know, what's the biggest highlight of this edition of the Munich show?"

"Is it a large-diameter rock drill from Siemens?"

"Isn't this counting, isn't there some new products coming out every year?"

"So, is it Chach that is absent from this show because of debt?"

"This is important news, but it's also something you've known for a long time, right?"

"Geller, don't sell it, tell me what you think is the highlight. ”

"The Chinese are coming, isn't that the biggest highlight?"

"The Chinese are coming? Well, I remembered when you said this, I passed by their booth in the morning, but can the Chinese have any products worth paying attention to? Their construction machinery industry is at least 20 years behind the West. ”

"Haha, you're medieval news. The 175-ton electric wheel dump truck, 42 cubic meter mining excavator, 32-meter concrete pump truck, and some other equipment brought by the Chinese this time have at least reached the level of our mid-to-late 80s. But this is not the key, the most critical thing is that the price of their products is less than 1/4 compared with Caterpillar and Volvo. Think about it, what it's like to be able to buy a 175-ton dump truck for a mere $480,000?"

"I'm selling cakes, are you sure it only costs $480,000?"

"It's true, and they promise that the price of the parts will not be more expensive than when they are installed on the whole machine, I have looked at their price list, and that is simply the price in the warehouse supermarket. ”

"Great, I must go and see ......"

Conversations like this are happening in every corner of the show. The Westerners who go out of their way to advertise Chinese companies are not a modern-day version of Bethune, but a group of 0.5 renminbi parties that are like fakes. These people were originally active brokers in various international exhibitions, and they were engaged in the work of reselling information. It was Bao Chengming, the funder of the China Pavilion, who paid for them.

Bao Chengming's business has long crossed the border, and in order to add weight to his product offering, he often has to pay to buy information about various products in the international market from international brokers, who were once his partners at the Munich exhibition. This time, Bao Chengming changed the way of cooperation, and directly paid these people to serve as a water army, specifically introducing the Chinese pavilion and Chinese products to merchants from all over the world at the exhibition. Don't underestimate the energy of these brokers, they have a very close relationship with the merchants, understand the purchasing tendencies of the merchants, and can carry out targeted publicity and promotion, and the influence is no less than the huge advertisements at the venue.

Bao Chengming organized Chinese enterprises to participate in the exhibition this time, and he took out real money. He signed an agreement with various companies, and one percent of the turnover of each company at the exhibition will be paid to Bao Chengming as a platform usage fee. The better the sales performance of each enterprise, the higher Bao Chengming's income. For all enterprises, coming to the exhibition is a free tour, and it is of course better to be able to sell products, and it doesn't matter if you can't sell products, so there is not much enthusiasm in terms of publicity and promotion. Bao Chengming wants to take a cut from sales, and of course he can't slack off like other companies.

"We need 30 bulldozers, what is the quote?"

"If we can purchase 100 units, can the price of your small excavators be reduced a little more?"

"2 dump trucks, but we want to sign a quality assurance agreement. ”

"Can you produce truck cranes in China? Can you help me ask for the quotation of 100 ton all-terrain cranes......

A wave of merchants crowded to the Chinese booth, at first just to inquire, to understand the performance and quality of the product, and then later, there are merchants who have put forward purchase intentions. Their situation is similar to Capella, taking the Chinese's quotation to find familiar Western companies to bargain, hoping that Western companies can lower prices according to the standards of Chinese companies. But how can Western companies be swayed by Chinese companies, because the low prices of products brought by the Chinese, let them give up profits to go shopping, isn't it an international joke?

After being rejected by familiar enterprises, some merchants reluctantly accepted the high price, and the other part of the merchants returned to the Chinese booth with the idea of trying it out, and decided to purchase a batch of Chinese products to try it back, in case the Chinese products are really as they advertise to ensure the quality, and the price is so cheap, then they will not have to be blackmailed by those Western equipment giants in the future?

The world has been suffering for a long time!