607 Lobbying

Since Nuzama introduced Hanhua's gas turbines, in the past two days, Khedira has been letting people know about Hanhua's full range of products. He sent several subordinates to the booths of Hanhua and other Chinese manufacturers in the name of customers to collect product technical information, understand the technical situation of each company, and then gather it to him.

Looking at the information collected by his subordinates and listening to them talk about how wonderful Hanhua's products were, Khedira felt a sense of trepidation.

Khedira has not paid attention to GCA over the years, he has long known that GCA has become a comprehensive industrial equipment manufacturing enterprise with a wide range of products, including various machine tools, chemical equipment, steam and gas turbines, large refrigeration equipment, etc., and many products are in competition with ALK. But what he didn't expect was that the technical level of Hanhua had risen so rapidly in recent years, and the quality and performance of many products were not much behind similar products of ALK.

What makes Khedira feel even more terrible is that the price of Hanhua Heavy Industries' products is generally cheaper than ALK by more than 10% under the condition of similar quality and performance, and some products can even be as low as more than 30%. You must know that the price of some large-scale petrochemical complete sets of equipment is often more than one billion dollars, and if it can be cheaper by 10%, then it is a difference of more than 100 million US dollars, which is extremely attractive to any customer.

In terms of after-sales service policies, GCA is also much more moderate than Western companies. The after-sales of products has always been an important part of Western enterprises to obtain excess profits, any worthless accessories, sold to customers is tens of thousands, hundreds of thousands of dollars, if you don't want to, then sorry, because of the use of non-original parts caused by the damage, we are not responsible.

Customers spend tens of millions or hundreds of millions of dollars to buy a set of equipment, and naturally dare not save money on the issue of accessories, so that equipment suppliers can continue to obtain additional profits, so that each set of equipment becomes an inexhaustible cornucopia. This method of making money is a common practice in the industry, even if the customer knows that he is being slaughtered, there is nothing he can do, who makes them need to rely on Western equipment?

In this regard, Hanhua inherits the sincere style of the Chinese, in addition to the low price of equipment, in the after-sales maintenance, spare parts, etc., the quotation is also very low, and even allows customers to use non-original parts in some non-critical places. This policy is very attractive not only to customers in developing countries, but also to customers in some developed countries.

In fact, the truth is very clear, an inconsequential part, what is the difference between the original and the non-original? Obviously, you can buy a nut for 5 yuan in an ordinary hardware store, and you are stunned to ask someone for 5,000 yuan in the name of original accessories, this is not a money robbery, and what is it?

Chinese have suffered this kind of loss, and they don't want to do it to others, so Lin Zhenhua will let Hanhua Heavy Industry launch such a policy of treating customers well. Of course, he also had another idea in doing so, which was to force Western manufacturers to give up repeated exploitation of customers, as Hanwha did. China is still an importer of equipment, and if Western manufacturers make concessions on this issue, it will be of great benefit to China.

In fact, this approach of GCA has already produced results. Khedira has received countless complaints from customers, saying that ALK's after-sales policy is too dark, and hopes that they can learn from Hanhua. Under the pressure of customers, ALK had to make a gesture to drastically reduce the price of accessories, and for some simple daily maintenance, it no longer dared to hold the shelf, and had to charge high fees.

As a result, the customers rejoiced, while the ALK executives were heartbroken. Khedira knows very well that in the past few years, due to the emergence of such a dark horse as Hanhua Heavy Industries in the international market, as well as other Chinese companies that have gone overseas with Hanhua Heavy Industries, ALK's profit margins have been continuously compressed, and life has become more and more difficult day by day. In the past, ALK's equipment was not sold at all, and those poor countries in Asia, Africa and Latin America had no other choice. And now, these poor customers have stiffened their waists, and they threaten to give up ALK at every turn to buy Chinese products, which makes Khedira embarrassed.

No, we can't let the Chinese continue to develop like this, Khedira said in his heart.

To curb the development of the Chinese, it is not enough to rely on the efforts of the ALK family, and it is necessary to persuade the big Western manufacturers to boycott China together. Without a mechanism for a number of large corporations to unite, Khedira believed that he would not have been able to convince even the company's president.

As a marketing director, Khedira has a bit of a sense of what he says. He told his subordinates to guard the stalls, and he began to staggered to the booths of other companies.

"Harrow, Mr. Marco, how are you?"

When he walked to the booth of Giessen Machine Tool Company in Germany, Khedira warmly greeted Marko, vice president of Giessen Company, who had met at several industry annual meetings and were very good friends.

"Mr. Khedira, how come you have time to hang out?" Marco asked, walking over and shaking hands with Khedira.

"We're not doing well this year, and I want to come out and see how everyone is. ”

"We're not ideal." Marco frowned and said, "I'm worried that our business volume will be reduced by more than 20% compared to last year. ”

Khedira said, "Exactly. Mr. Marko, have you analyzed the reasons for this? ”

"Why?" Marko thought for a moment and said, "I think this is a sign that our whole Europe is in recession, right?" Damn Iceland looks like it's going to have a financial crisis, and it's going to drag us all down. I have long said that the creation of the European Union may be a good thing for those lazy countries, but it is very harmful for us in Germany. ”

"No, no, no, it has nothing to do with Iceland or the EU." Khedira hurriedly turned Marko's idea around, he didn't want to discuss the EU's fiscal policy with Marko, he pointed in the direction of the Chinese exhibition hall, and said: "Mr. Marko, I think the real reason is over there. ”

"Over there?" Marco turned his head to look and asked in surprise, "Why, Mr. Khedira, do you think the problem is on the Chinese's side?" ”

Khedira said: "Don't you think that it is because of the existence of Chinese that the profits of our Western companies have declined?" Have you ever heard the saying that Europeans have two things to fear, one is afraid that the United States will pursue hegemony everywhere, and the other is afraid that Chinese goods are of high quality and low price? ”

Marco laughed, "Mr. Khedira, you really know how to sum up. Americans have indeed been a little too arrogant in recent years, and I don't like them. However, as far as I know, China's cheap goods have brought us good news, and I have been able to make my workers' lives richer than they used to be without raising their wages, all thanks to cheap Chinese goods.

To tell you the truth, my wife is also very fond of going to Chinatown to buy things, you see I don't have these pants, these are Chinese goods, less than 10 marks. ”

"But ......" Khedira had a feeling of powerlessness, and if he knew some ancient Chinese Chinese, he would definitely scold: This is really a merchant girl who doesn't know how to die in the country! Chinese goods are about to bring down our companies, and you are still complacent to buy a pair of cheap pants.

"Mr. Marko, did you know that due to the competition of Chinese products, our products have had to be reduced in price significantly, almost to the point of losing money. I think you Giessen should be facing this problem as well, right? Khedira began to ask bluntly. Marco nodded, "Well, there are some cases like this, but I don't think it's terrible. We have some low-end products that overlap with Chinese products, and their prices are indeed much cheaper than ours. However, you must know that these products are exactly what we intend to eliminate, and if the Chinese want to do it, let them do it well. We still have a firm presence in the high-end machine tool market, and half of our machine tools are exported to China. ”

Ahem...... Khedira suddenly realized that he seemed to be looking for the wrong person. Giessen is not the same as ALK, it is not so competitive from China, and some of the high-end machine tools it produces are sold to China, so Marco should have a good impression of China.

Of all the European companies, ALK is probably the most devastating. Because it was the first to jump out and participate in the sanctions against China, it ended up on a blacklist secretly compiled by the Chinese government. In the past 10 years, ALK has hardly been able to get a single major order from China, and although the Chinese government does not openly boycott ALK, it will make it impossible for ALK to do so for various reasons. You know, China is the largest buyer in the international equipment market, and Khedira knows best what it means to lose the Chinese market.

"Mr. Marko, what you said is only the current situation, I dare to predict that the Chinese will soon use the high-end machine tools you export to produce better machine tools than you, thus squeezing out your market. Aren't you a little worried about such an outcome? Khedira struggled in her final throes.

Marco shrugged his shoulders and said disappreciatively, "Mr. Khedira, I think you're thinking too much, aren't you?" The technology of the Chinese is still far behind us. Besides, the machine tool market is so large that it can accommodate us Germans and Chinese. I am not at all worried that the Chinese will crush us.

By the way, I think you alk have been a little unmotivated over the years, and it is said that some of your products are not even comparable to Chinese products, I think, you should still find the reason from yourself. ”

Well, I didn't say it, Khedira said goodbye to Marco in frustration, and then moved on to the other booths, continuing his lobbying business