industrial overlord

Chapter 222 Solutions
"Organize a group to participate in the Frankfurt Equipment Exhibition? What kind of international joke!"

Zhu Jinwen, director of the Machinery Industry Committee, 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 contemptuous, and couldn't help but suspect that the other party was here to amuse him.

The official from the Ministry of Foreign Trade who came to contact him was a director named Ma Yuzhong, and the young man beside him was Lin Zhenhua who had just rushed over from Jiangnan Province.The two of them were ordered by Deputy 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 with Lin Zhenhua's proposal very much, and Gao Zuxing himself had a good impression of Lin Zhenhua, so Lin Zhenhua's report was quickly approved.However, Gao Zuxing believed that it would be too lonely for Hanhua Heavy Industries to participate in the exhibition, and could not match China's status as a big country, so he ordered Ma Yuzhong to bring Lin Zhenhua to the State Machinery Industry Committee for a talk. See if it is possible to organize a larger pavilion led by the Machinery Committee.

Hearing Zhu Jinwen's doubts, Ma Yuzhong said: "Director Zhu, China is also a big country in the equipment industry. In the past few equipment exhibitions, we were all buyers, and we have never been sellers. You can go to the exhibition hall to see Look, apart from us China, which major country is absent?"

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

"Director Zhu, we are talking about participating in the equipment exhibition. How can this be done with pigs?" Ma Yuzhong said dissatisfiedly, "You can't just study pigs all day long just because your surname is Zhu?"

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

Zhu Jinwen said: "Why, you are not happy when I say pigs? If you have the ability, you can try to give up pork for a year? Director Ma, let me tell you, I am not rude. Our China is indeed an equipment industry. As a big country, we can build things that fly in the sky and run on the ground. However, compared with Western countries, there is a significant gap in the technological level of our country's equipment industry. This is not something we can make up for by just bragging. As for the Frankfurt International Equipment Show, which is the world's highest-level equipment industry exhibition, we are taking millet and rifles to compare with other people's aircraft and cannons, isn't that humiliating ourselves?"

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

"Oh, what's wrong, tell me." 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 had to let people talk.

Lin Zhenhua said: "Director Zhu, you are engaged in the machinery industry. You should know that the purpose of developing the equipment industry is not to show off who has higher technology, but to provide the most practical equipment for each department. Simply put , now there are cranes in many workshops, but the hoist crane has not withdrawn from the production field so far, think about it, what is the reason?"

Of course Zhu Jinwen understood the example Lin Zhenhua gave. He didn't say anything, but just nodded and said, "I understand what you mean, you can continue."

Lin Zhenhua continued: "Let me give another example of machine tools. That's right, our machine tool technology is far behind Germany and Japan, which are powerful machine tool countries. The machining accuracy of their machine tools can reach IT5, while ours can only reach IT8." , this gap exists objectively. However, if you think about it, in most cases, does the machining accuracy of the lathe need to reach IT5? In fact, most of the time we only need to use the accuracy of IT8, which can be processed When it comes to IT5 machine tools, its capabilities are completely wasted."

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

"Of course it has something to do with it. As far as I know, the price of an ordinary lathe in the old machine tool factories in Japan and Germany is 3 to 5 US dollars, while the price of our ordinary lathe is only more than 1 yuan. If a The user company only needs to do IT8 processing, so will he spend 3 US dollars to buy a Japanese-German machine tool, or spend less than 3000 US dollars to buy our machine tool?"

"Your idea is a bit interesting." Zhu Jinwen smiled slightly, and he seemed to understand the meaning of the young man in front of him.

Lin Zhenhua was encouraged and became more courageous. He said: "Director Zhu, my idea is that our technology level is low, and it is unrealistic to compete with developed countries in terms of high-end equipment, but we can occupy The market for mid-to-low-end equipment they gave up. The money spent on one set of high-end equipment can be used to buy five or ten sets of low-end equipment. For developing countries that are short of funds, choosing such mid-to-low-end equipment It's very wise."

"Do you have any success stories in this regard?" Zhu Jinwen asked.

"Of course." Lin Zhenhua said, "Ten days ago, we just sent away a set of large chemical 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 are the It was snatched from Hong Heavy Industry's mouth."

"Large chemical fertilizer equipment?" Zhu Jinwen asked, "Wait, what's your name?"

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

"Lin Zhenhua." Zhu Jinwen laughed. As an official of the Machinery Committee, he certainly knew about the four sets of large chemical fertilizer equipment in Jiangnan Province, and he also heard about Lin Zhenhua, a legendary figure.He didn't say anything, but he was thinking in his heart: No wonder, just now he said that pigs can't climb trees, but it's not appropriate to apply these words to Lin Zhenhua.Even if all the pigs in 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 that you are the manager of an industrial company that produces electric fans. Why? In a blink of an eye, it became Hanhua Heavy Industry again?"

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. It is equivalent to a holding company. This It is also a major measure taken by our Jiangnan Province to implement the "Decision of the Central Committee of the Communist Party of China on Economic System Reform."

"Well, it's interesting." Zhu Jinwen said, "Let me summarize what you mean. Do you think that although our country's equipment industry still lags behind that of Western developed countries, we have price advantages enough to attract Businessmen from developing countries. So, we can organize a delegation to Frankfurt to participate in the exhibition, and mainly launch our products for developing countries?"

"Basically, that's 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 your throat that our products are low-end and very It's cheap, everyone come and buy it."

Ma Yuzhong said with a smile: "Actually, it's not wrong to yell like this. I remember that Director Zhu also came from selling pork, right?"

Zhu Jinwen retorted: "I sell horses in the market. We horse sellers don't pay attention to shouting. We bargain with our hands in our sleeves, and we can't let others know the reserve price."

"Of course you don't yell, but you can yell if you can't stand the animal." Ma Yuzhong said sharply.

Lin Zhenhua listened to the bickering between Zhu Yima and the two department chiefs, but couldn't get in the way.After they had 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 provider of low-end equipment, because if we do so, First, it will make people look down on it, and second, it will leave a low-end impression on people, and if we want to enter the high-end in the future, we will also suffer from this.”

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

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

"Solution?" The two directors were indeed interested. The word Lin Zhenhua used was relatively new to them.

"Yes, it is the solution." Lin Zhenhua said, "I have learned that for developing countries, they not only lack equipment manufacturing capabilities, but also lack system integration capabilities. They are not good at analyzing their own needs, so it is difficult to It is easy to be swayed by manufacturers in developed countries, and they have purchased a large number of high-end equipment that they do not need. After buying them, they cannot be integrated together and cannot form their own industrial production capacity. What we have to do is exactly the opposite of Western countries. According to the actual situation of developing countries, tailor-made for them, provide high-quality and low-cost equipment.”

"Good!" Zhu Jinwen exclaimed, "Your idea is great. It's like selling horses. We don't just want to sell you horses, but recommend what kind of horses you buy according to your needs. Maxima It’s good, but it’s a waste to pull a cart.”

"No way, Director Zhu, have you really sold horses?" Ma Yuzhong was depressed, why did this guy keep saying he was selling horses.

"How about this, Manager Xiaolin, you leave your report. I will report it to several of our directors to read and listen to their opinions. Regarding the solution you mentioned, you should also think about it these days. Let's see what solutions can be provided to merchants from these developing countries." Zhu Jinwen said.

Shortly after this conversation, the Machinery Committee issued a notice to the national machinery industry, calling on enterprises with certain strength to sign up for the China Equipment Industry Exhibition Group jointly organized 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 specially used: solution.

In this way, an exhibition group composed of more than 20 Chinese machinery companies finally appeared at the Frankfurt Equipment Fair for the first time.

(End of this chapter)