Next, Lu Tao of Shenyang Zhengheng Instrument Company answered questions. Professor Zhang nodded at Lu Tao and announced.

Lu Tao got up, walked in front of several experts, smiled, and waited for a few people to ask questions.

Although he has a good relationship with Lu Tao and recognizes this student, Professor Zhang is engaged in scientific research after all, and he is very pragmatic, and the questions he asks do not mean to release water.

"You quote the Agilent brand, but as far as I know, in the whole country, most customers still use Shimadzu's instruments, so, I want to ask, what are the specific advantages of your instruments?"

As the teacher said, Agilent is not particularly well-known in China now, which is naturally due to many reasons. The establishment of a brand is relatively difficult in the initial stage, and the reason why Shimadzu is relatively well-known in China is not only that it entered the country earlier, but also has something to do with its positioning. Lu Tao pretended not to know Professor Zhang and began to talk eloquently.

"The judges can rest assured that in this regard, we have also listed some customers who are currently using Agilent instruments in China in the bidding documents. Everyone must also be able to see that they are all top scientific research institutions in China. ”

Before Lu Tao communicated with the customer, he planned to focus on stability, so he deliberately asked the manufacturer to get this list.

Knowing oneself and knowing one's opponent can win all battles, project competition is the same as fighting on the battlefield, not only to understand the advantages of their products, but also to know the characteristics of competitors, and strive to develop their strengths and avoid weaknesses.

Your own shortcomings can be mentioned, but they must not be used as the focus, at most they are just a brushstroke, and their own advantages should be highlighted, amplified, and talked about.

The bidding Q&A itself is to clarify the issues that are not clearly explained in the bidding documents, don't look at the number of judges, in fact, most of them only understand a rough idea, such as understanding a few brands, etc., for technical issues, most of them listen to the manufacturer's explanation.

Lu Tao didn't say anything bad about Shimadzu or thermoelectric, you can't deliberately belittle your opponent, otherwise you can only make the judges disgusted, you say that your product is the best, then he can also say the same, right?

After talking about stability, Professor Zhang discussed it with a few people, and Lu Tao didn't mind, his own brand is indeed a little disadvantaged, which is also human nature, only the following questions and answers about the technical level are the most important.

"In the bidding, you and Shimadzu can meet the requirements for the technical response, but the quotation of your product is 50,000 yuan more expensive than that of Bomai just now. Professor Zhang asked again.

Lu Tao thought for a while and said: "Regarding the pricing of a product, this is determined by the manufacturer, especially for this relatively high-end product, whether it is from the manufacturing technology process, the initial R & D cost, it must be taken into account." ”

Seeing that several judges nodded, Lu Tao continued: "The price is like buying a car, you get what you pay for, all of them are used for experiments, why are the prices high and low? Just now, several teachers also listened to the Q&A of Manager Su of Shimadzu Company, in terms of brand, Agilent is a little worse, but it is far from enough to just consider the brand. “

"Can you elaborate?" Professor Zhang nodded and gestured towards Lu Tao.

After arousing the interest of several people, Lu Tao said: "If you simply look at the requirements of the bidding conditions this time, in fact, the products of the three companies meet the requirements, and everyone must have no objections." If this is the case, you only need to compare the prices, and whichever one is lower will win the bid. Speaking of this, he couldn't help but look in the direction where Su Ruolan was sitting, it was obvious that he was talking about you.

I thought I wanted to win the bid at the lowest price? Wouldn't my preliminary work be done in vain? Then my years of experimental operation experience before I was reborn were in vain?

Mr. Liu listened to Lu Tao's words, his face was a little gloomy, he was full of confidence before, and now it seems that this one is called Lu Tao, and there are two brushes, this project is so important, don't capsize in the gutter.

Su Ruolan didn't have any expression, just smiled faintly.

"First of all, this project is a public laboratory, what is the nature of a public laboratory? Of course, everyone can use it, not a specific laboratory or a certain teacher. So to assume such a responsibility, it is required that this instrument is durable, you can take a look at the materials and manufacturing processes selected for the instrument in our bid, and you can also compare it with the other two. ”

When Lu Tao said this, he paused for a moment, and when everyone opened the bids of the two and began to compare, he continued.

Whether it's a customer or a bid evaluation, you have to guide it, if you don't guide people to think about your ideas, just listen to what you say, everyone's effect will only be about the same, and there will be no fundamental change.

After a little comparison, everyone naturally had questions in their hearts, such as Shimazu's, which was not mentioned at all, so what is the cost of his follow-up use? Is the maintenance cost high? Is it durable? These are all questions.

Once a problem arises, it needs to be solved, but Lu Tao will not give Su Ruolan a chance to speak now.

"In fact, this piece is also related to the price, the durability of the instrument is directly related to the follow-up maintenance and use cost, this is only one aspect, the other aspect, all the teachers are engaged in scientific research, will you be involved in other directions in the future? Is it just to do experiments in this direction? The Agilent products I recommend, the saturation limit of its MS detector is much higher than that of Shimadzu, which Manager Su should also admit, right?" Speaking of this, he looked at Su Ruolan again.

Several judges naturally followed his gaze and looked over, these questions were not mentioned at all when Shimazu explained his doubts before, but now they were raised by Lu Tao, of course, they have to be considered.

Su Ruolan thought for a while and said, "There is no requirement for this in the bidding documents. “

When she said this, she already represented her recognition of what Lu Tao had just said, and she was forced to admit the shortcomings of her products in person, and Su Ruolan was also a little vigilant in her heart.

How can he be so familiar with our company's products, which will only be known by the technical department, or the company will not issue a document to indicate that this part must be avoided as much as possible in the bidding process.

"Yes, I didn't say that this tender has requirements for this piece, I just mentioned a possibility, that is, the future direction of the teachers, if there is a change at that time, do you have to buy a new instrument?"

He directly threw this question to the person who evaluated the bid to consider, anyway, I raised the question, what kind of situation do you consider based on, and I just guide it.

Su Ruolan was about to explain, and Lu Tao said directly: "For example, if we test flavor samples, with our Agilent products, the measured result spectrum has fewer miscellaneous fragment ions, the spectrum is clean, easy to analyze, and the results are more accurate." ”

"Our operating software is in English, which is concise and straightforward. ”

"Our detection is more sensitive. ”

"Our overall after-sales service, consumables cost ......"

In the whole conference hall, Lu Tao was just like his name, gushing endlessly, whether it was the performance of the instrument, or from the user's point of view, but he listed in detail some key points that could affect the bidding results.

One of the most touching is that he starts from the customer's point of view, after all, he did experiments in his previous life, what problems will be encountered in the experiment, how the two instruments will be roughly solved, and the comparison from this aspect can resonate more with these scientific researchers.

"This is exactly what happened when I went to the research institute to do a project before. ”

"Yes, at the time, I thought it was okay to solve it like this, but now it seems that it is too complicated. ”

Among several judges, such as Professor Zhang, they all came from experiments, and they recognized what Lu Tao said.

Speaking of which, even Su Ruolan was a little dumbfounded, even if it was him, he had to ask technology to solve these problems, but he didn't expect Lu Tao, a student, to mention it during this bidding.

After finishing speaking, Lu Tao saw that several judges were whispering, and couldn't help but smile and said: "This is the Agilent product I recommend, please consider the comparison more teachers." ”