"Organizing a group at the Frankfurt Equipment Show? What an international joke! ”

Zhu Jinwen, director of the Machinery Industry Commission, looked at the officials of the Ministry of Foreign Trade sitting in his office and a young man who was so young that people felt contempt, and couldn't help but suspect that the other party was here to entertain him.

The official who came to contact the Ministry of Foreign Trade was a director named Ma Yuzhong, and the young man next to him was Lin Zhenhua, who had just arrived from Jiangnan Province. The two of them were ordered by Vice Minister Gao Zuxing to come to the Machinery Industry Committee to discuss the matter of organizing a delegation to participate in the Frankfurt Equipment Exhibition.

The Ministry of Foreign Trade agreed very much with Lin Zhenhua's proposal, and Gao Zuxing himself had a good impression of Lin Zhenhua, so Lin Zhenhua's report was quickly approved. However, Gao Zuxing believed that only Hanhua Heavy Industry would be too lonely to match China's status as a great power, so he instructed Ma Yuzhong to take Lin Zhenhua to the State Machinery Industry Commission to talk to see if the Machinery Committee could take the lead in organizing a larger pavilion.

Hearing Zhu Jinwen's questioning, Ma Yuzhong said: "Director Zhu, our China is also a big country in the equipment industry. In the past few equipment exhibitions, we are all buyers and have never been sellers. If you go to the exhibition hall and see, apart from China, which other big country is absent? ”

Zhu Jinwen said: "Director Ma, you are also an old foreign trader, you have never eaten pork, and you have never seen a pig run?" Yes, pigs are fast, but can pigs climb trees? ”

"Director Zhu, we are talking about participating in the equipment exhibition, how did this have to do with pigs?" Ma Yuzhong said dissatisfiedly, "You can't study pigs all day long just because your surname is Zhu, right?" ”

Lin Zhenhua sat on the side, almost bursting out laughing. He didn't know, in fact, Zhu Jinwen and Ma Yuzhong had a very good personal relationship, so they would speak straight and honestly, and there was no taboo.

Zhu Jinwen said: "What, I said that you are not happy about pigs?" If you have the ability, you quit a year of pork to try? Director Ma, let me tell you, I am not rough in my words. China is indeed a big country in the equipment industry, and we can build what flies in the sky and runs on the ground. However, there is a significant gap between the technical level of our country's equipment industry and that of Western countries, and this is not something that we can make up for by simply bragging. And the Frankfurt International Equipment Exhibition, which is the world's highest-level equipment industry exhibition, let's take millet plus rifles and compare with other people's aircraft cannons, isn't this self-inflicted? ”

Hearing Zhu Jinwen's words, Ma Yuzhong gave Lin Zhenhua a look and motioned for him to speak. Lin Zhenhua bowed slightly on the sofa and said, "Director Zhu, I think what you just said is a little wrong. ”

"Oh, what's wrong, tell me about it." Zhu Jinwen said generously. He didn't know who the young man in front of him was, but since Ma Yuzhong had brought him, he naturally couldn't help but talk.

Lin Zhenhua said: "Director Zhu, you are engaged in the machinery industry, you should know one thing, the purpose of developing the equipment industry is not to show off whose technology is higher, but to provide the most practical equipment for various departments." To put it simply, now there are vehicles in many workshops, but the hoist crane has not withdrawn from the production field so far, think about it, what is the reason for this? ”

Of course, Zhu Jinwen understood the example given by Lin Zhenhua, he didn't say anything, just nodded and said, "I understand what you mean, you go on." ”

Lin Zhenhua continued: "Let me give you another example of a machine tool. That's right, our machine tool technology is very big compared with Germany, the machine tool powerhouse. Other people's machine tools, the machining accuracy can be up to IT5, we can only go to IT8, this gap is objective. However, do you think about it, in most cases, the machining accuracy of the lathe needs to reach IT5? In fact, most of the time we only need to use the accuracy of IT8 is enough, and the ability of these machines that can be processed to IT5 is completely wasted. ”

"Well, that's true. But what does this have to do with your plans to go to the equipment exhibition? Zhu Jinwen asked.

"Of course it does. As far as I know, the price of an ordinary lathe in those old machine tool factories in Yude is 30,000 to 50,000 US dollars, while the price of an ordinary lathe in ours is only more than 10,000 yuan. If a user company only needs to do IT8 processing, then will he spend $30,000 to buy a machine tool in Germany, or spend less than $3,000 to buy a machine tool from us? ”

"That's an interesting idea." Zhu Jinwen laughed slightly, he seemed to understand the meaning of the young man in front of him.

Lin Zhenhua was encouraged and emboldened, and he said: "Director Zhu, my idea is that our technical level is low, and it is unrealistic to want to compete with developed countries in high-end equipment now, but we can occupy the market of low-end equipment that they have given up." The money to buy a set of high-end equipment can be used to buy five or ten sets of low-end equipment, and it is very wise for developing countries that are short of funds to choose such low-end equipment. ”

"Do you have a success story in this area?" Zhu Jinwen asked.

"Absolutely." Lin Zhenhua said, "Ten days ago, we just sent away a complete set of large fertilizer equipment, which was exported to Thailand, and the other three sets of equipment will be delivered in the near future." These four sets of equipment were snatched from the mouth of Bennyon Heavy Industries. ”

"Big fertilizer equipment?" Zhu Jinwen asked, "Wait, what's your name?" ”

"My name is Lin Zhenhua, and I am the executive deputy general manager of Jiangnan Hanhua Heavy Industry Group Company."

"Lin Zhenhua." Zhu Jinwen laughed, as an official of the Machinery Committee, of course he knew about the four sets of large fertilizer equipment in Jiangnan Province, and he also heard about Lin Zhenhua, a legendary figure. He didn't say it, but he was thinking in his heart: It's no wonder, just now he said that pigs can't go up trees, which is not appropriate for Lin Zhenhua. Even if the pigs all over the world are lying under the tree, Lin Zhenhua must be the one who makes a nest in the tree, he is a maverick pig.

"I've heard about you." Zhu Jinwen nodded and said, "In our machinery industry, you are a dark horse." By the way, I remember what kind of industrial company you are, you are the manager of an electric fan, how did you become what kind of Hanhua Heavy Industries in a blink of an eye? ”

Lin Zhenhua said: "Our Hanhua Heavy Industry Group has just been established. It is jointly established by Hanhua Machinery Factory, Hanhua Industrial Company, Xiangping Yonghe Agricultural Machinery Factory and Xinxin Electromechanical Import and Export Company, which is equivalent to a holding company. This is also a major measure taken by our Jiangnan Province to implement the "Decision of the Central Committee on the Reform of the Economic System". ”

"Well, that's interesting." Zhu Jinwen said, "Let me summarize what you mean." Do you think that although there is still a gap between our country's equipment industry and the developed countries in the West, we have a price advantage, which is enough to attract merchants from developing countries? So, can we organize a delegation to Frankfurt to exhibit and launch our products mainly for developing countries? ”

"That's basically what it means." Lin Zhenhua replied.

Zhu Jinwen said: "What you said sounds reasonable. But have you ever thought about how to promote our products when we go to the exhibition? You can't shout at the top of your voice, saying that our products are low-end and cheap, so let's buy them. ”

Ma Yuzhong said with a smile: "Actually, it's not wrong to shout like this, I remember that Director Zhu was also born in pork sales, right?" ”

Zhu Jinwen also said: "I sell horses in the market. We horse traders don't pay attention to shouting, and we always keep our hands in our sleeves when we bargain, and we can't let others know the reserve price. ”

"Of course you don't shout, but you can't stand the animals." Ma Yu picked a thorn in the middle of the thorn.

Lin Zhenhua listened to the bickering of the two directors of Zhu Yima, and he couldn't interject. After they finished arguing, Lin Zhenhua said: "Director Zhu, of course I don't mean to blindly sell low-end equipment. In fact, we can't directly appear as a low-end equipment provider, because if we do, we will be looked down upon, and we will leave a low-end impression, and we will suffer from this if we want to enter the high-end in the future. ”

Zhu Jinwen said: "That's right, I'm also thinking about this problem. So, do you have other more mature ideas? ”

Lin Zhenhua said: "I do have an idea, but it is not mature, and I have to ask the two directors to criticize more." I think that when we go to Frankfurt this time, we should not simply sell equipment, but we will sell solutions - what we want to sell. ”

"Solution?" The two directors were really interested, and the word Lin Zhenhua used was relatively new to them.

"That's right, it's the solution." Lin Zhenhua said, "I have learned that for developing countries, they not only lack equipment manufacturing capacity, but also lack system integration capabilities. They are not good at analyzing their own needs, so they are easily swayed by manufacturers in developed countries and buy a large number of high-end equipment that they do not need. After buying, it is not able to integrate together and form its own industrial production capacity. What we need to do is just the opposite of Western countries, we need to tailor to the reality of developing countries and provide them with high-quality and low-cost equipment. ”

"Good!" Zhu Jinwen was amazed, "Your proposal is too good." It's like selling horses, we don't just want to sell horses to you, but recommend what kind of horses you want to buy according to your needs. Although Maxima is good, it is a waste to use it to pull a cart. ”

"No, Director Zhu, have you really sold horses?" Ma Yuzhong was depressed, how could this guy keep saying that he was selling horses.

"That's it, Manager Xiaolin, you leave your report, and I'll report it to a few of our directors to read it and listen to their opinions. As for the solution you mentioned, you should also think about it these days to see what solutions you can provide to these merchants in developing countries. Zhu Jinwen said.

Soon after this conversation, the Machinery Committee issued a notice to the national machinery industry, calling on enterprises with a certain strength to sign up to participate in the China Equipment Industry Pavilion jointly established by the Machinery Committee and the Ministry of Foreign Trade to participate in the Frankfurt Equipment Fair. In the notice of the exhibition, the word provided by Lin Zhenhua was also specially used: solution.

In this way, a pavilion composed of more than 20 Chinese machinery companies finally appeared at the venue of the equipment fair in Frankfurt for the first time.

(To be continued)