Chapter 211 Copycatization

Ding Zhipeng and Secretary-General Gan proudly patrolled the venue, just like large cats patrolling other people's forest farms.

Large-scale oil equipment exhibitions are a new thing for China, but they are not new in Arab countries. The two of them were all hurried foreigners, and the total number was not too much, but looking at the appearance of suits and shoes, they knew that they were the masters of money.

In a place of 40,000 square meters, you can see the kowtow machine that is working, as if it is working in the oil field. Large drilling rigs, high-power generator sets, comprehensive well recorders, wind power installation platforms, etc. can be seen without going to the progress platform, and have become the best advertising instructions...

Secretary-General Gan was very satisfied and said, "The exhibition problem we are most worried about is also solved with the help of some royal families. Look at the enterprises in these countries, such as Brazil, Mexico, France, Spain, Italy and Portugal. I didn't know that Portugal also produces petroleum machinery... ..."

Accompanying the staff laughed kindly. The boss was in a good mood, but it was really good.

Seeing the lively scene of the venue, Secretary-General Gan smiled comfortably and said, "In the last three days, we will be liberated. This exhibition looks simple, but it is difficult to do. It's a pity that if this exhibition was held in our country, it would be great.

"In a few years, we will move to China." Ding Zhipeng and Secretary-General Gan went side by side. He knew why Secretary-General Gan wanted to go to China. Only when it comes to China can there be a leader to inspect it, and it can show that the exhibition is excellent and well done.

Now in the United Arab Emirates, although the exhibition is well held, there will be reports sent back to China. But after all, it's a little dry, and there is no pleasure for the leader to inspect.

Ding Zhipeng also regretted this.

"Let's start from [China] Chinese enterprises. Let's make a good start." Secretary-General Gan stepped up his calves and went straight ahead.

Ding Zhipeng quickly followed.

It is almost 11 o'clock in the morning, which is the time of the first wave of sales peak. From the passing foreign exhibition halls, you can see that many enterprises have signed contracts, and many have two or three contracts.

Any enterprise that has successfully signed the contract will hang a copy of the contract on the wall outside. On the one hand, it is to show off, and on the other hand, it is also to prove your own strength. From a psychological point of view, everyone has a crowd mentality, even professional procurement personnel are no exception.

After all, the product purchased by someone means that it has at least been certified by its predecessors, reducing the difficulty of selection.

As for those traditional famous brand enterprises, they have made more gains in such exhibitions. Ding Zhipeng passed through the booths of Schlumbeshe and Beck Hughes and saw 5 orders and 4 orders respectively, which exceeded 10 million in terms of their product prices.

Secretary-General Gan looked at it and said a little discouragedly, "I don't know if the 12 enterprises in our country can sign so many orders."

He said that there was still one in total. Ding Zhipeng was too lazy to care about it, and his steps under his feet naturally moved faster.

If there are too few orders signed by [China] Chinese enterprises, they will also have no face.

Secretary-General Gan took a look at the sign of Changqing Petroleum Machinery Factory, called an official he knew, and asked, "Xiao Qin, have you signed the order?"

"Secretary-General Gan, you're coming." Xiao Qin is actually thirty years old. He smiled twice and said, "We are talking to the customer. If you come here in the afternoon, we may have an agreement."

"Can it really be negotiated?" Secretary-General Gan can't be fooled in a word or two.

Xiao Qin smiled and said, "Secretary-General Gan, we don't dare to be sure about the order when we don't sign it. However, as long as he is talking, he will sign it.

"It's a sloppy look at your Changqing Machinery Factory, but you told me that you could sign an order of 10 million yuan before you got the current venue. Don't count enough at that time, let people mutter behind their backs.

"As long as others can take it, we can take it." When reporting the number, Changqing Machinery Factory must report it to the high. If you don't even dare to report the number, it will be a state-owned enterprise in vain. However, no one is sure how many orders can be signed in the end.

Secretary-General Gan did not pursue it. He hummed twice and said, "Do you know who signed the order? Let's go and have a look. I was expecting you to make a good start.

"What Secretary-General Gan said makes me feel guilty." Xiao Qin called twice and said, "I've been soaking in the booth all morning and haven't gone out. I guess if there is an order, it should be us first."

"I'll tell you who will sign the order first when I come back." Secretary-General Gan shook his arm and continued to move forward.

Go forward, followed by Daqing Petroleum Machinery Factory and the booth of Dalian Heavy Industry. Dalian Heavy Industry talked about a list of drilling into the pump and pasted it outside the booth. However, the complete set of ordinary drilling pumps is only 100,000 US dollars, which is neither the eye of Dalian Heavy Industry nor the eyes of the Secretary-General Gan. It can only be said that it is better than nothing.

That is, the present environment allows them to invest some energy.

In fact, for state-owned enterprises of this scale, the charm of making dollars lies in their achievements. Most of these oil machinery factories have their parent companies. In the final analysis, they are still supporting factories, but they are raised unconsciously, just like children who drop out of school to herd cattle - how much they can earn, not pointing to it to support their families.

After a come and go, I don't have the motivation to struggle. Of course, when it comes to the exhibition, they really want to struggle, but they don't accumulate. It's useless to say that they struggle.

Walking like this, I saw four or five state-owned enterprises, all of which were harvestless, and Secretary-General Gan's face became more and more ugly.

Ding Zhipeng's face was also gloomy, and the foreigners who passed by in fear quickly dodged. At their level, I don't want to see such a high-level [China] official angry in my whole life.

Fortunately, in front of the booth of Jinshi General Factory, the flow of people is not weak.

Secretary-General Gan sighed and said, "Let's see if Lao Du can get something new."

When the two of them arrived at the booth, they saw an order posted, which was a winch with a comparative advantage in Jinshi General Factory. Although it is only 100,000 dollars, it is finally better than the previous ones.

Secretary-General Gan's face was a little pale. Seeing Du Lijun coming out, he asked, "Lao Du, how much is the total amount you signed a list?"

"$80,000." Du Lijun touched his stomach and smiled, "It's a small company in South America that asked us to deliver the goods. I thought about opening an opening, and I'll give it to him for 80,000 US dollars. It's just our cost price.

It's easy to see him. In fact, he also worked hard to sell this cost price.

Ding Zhipeng casually asked, "The FOB price of $80,000?"

Du Lijun said in a lower voice, "They are a small company, and they don't know where Tian" Jin is. He asked to send it to their company. We are going to entrust a logistics company to deliver the things there."

"It's okay, you've sold it." Secretary-General Gan knew that they were making money at a loss. He couldn't help shaking his head and said, "How many orders do you think you can talk about?"

"How can this be estimated?" Du Li's army refused.

"Your price always has to be a little profitable. If you lose money, it's just once or twice." Secretary-General Gan sighed, and most of his good mood disappeared.

Du Lijun smiled twice and couldn't help saying, "We didn't reduce the price first. It was Dahua Industry that cut the price first."

"Oh? What's wrong with them?"

"I can't tell their price." Du Lijun pointed to the front booth and said, "Caterpillar is the world's largest engine and generator manufacturer. Look at their 200 upgraded diesel generators, which will sell for $50,000. Do you know how much Dahua Industry sells? $10,000. It's not the same as giving it to others for free. I think all of them have flocked to Dahua, so they have made the decision to reduce the price.

Secretary-General Gan was curious and funny, and said, "You see that there are many enterprises in their family, so you reduced the price. Then why did you sign an order when you reduced the price?"

"Isn't this still being talked about? Besides, the winch we made is about the same level as the imported winch. Some key equipment still needs to be imported, and $80,000 is already the lowest cost.

"What is the cost of similar winches?"

"100,000 to 120,000 dollars. Foreign manufacturers are very insidious. They added the price to the accessories. You bought a winch, can't you not buy the accessories? As soon as you calculate it, the cost will go up. Moreover, the specifications of their accessories are different. Who do you think is all right? Try to copy their accessories.

Du Lijun was angry when he said this. His $80,000 was attached, but it was cheaper than the bare machine. The situation of Jinshi General Factory is no longer good, and now we have to sell equipment at a loss.

If the economic account is calculated, Du Lijun would rather not sell a large winch of 80,000 US dollars. The more he sells, the more he loses. This is the case.

However, he was afraid of being merged, so he could only lose money.

Now, the biggest problem in front of Du Lijun is the high-tech equipment he hopes for, and no one cares about it at all. As soon as he talks about [China] domestic products, he will not continue to ask. Occasionally, two inquiries came. In fact, they also took his quotation and went to the front booth to find foreign manufacturers to suppress the price. Up to now, the foreign salesmen nearby did not look good for Du Lijun.

As a deputy director of a state-owned enterprise, Du Lijun, who never asks for help, still wants to scold: What have I done wrong to me!

Secretary-General Gan didn't look at Du Lijun's face. Instead, he asked with interest, "Dahua Industry is a private enterprise. Is it necessary for them to sell equipment at a loss?"

"If he doesn't lose money, how can he get this price?" Du Li's army snorted half of his nose to vent his dissatisfaction.

"Go and have a look?" Secretary-General Gan turned his head and asked Ding Zhipeng.

"Then go and have a look." Ding Zhipeng is obviously also very interested.

Du Lijun looked back and felt that it was also a kind of torture to stay on his booth. He said with all his heart, "I'll go with you, Secretary-General Gan. You are the person in charge of the exhibition. You have to hold the balance pole firmly. You can't let domestic enterprises take the hard-earned money of the people

Secretary-General Gan was happy. Look at Du Lijun and the orders on the wall.

Du Li's army was arrogant and said, "Our orders, even if we don't make money, we won't lose money, and we won't make foreigners cheaper."

"I really want to issue a policy, so I have to check the accounts. Is your Jinshi General Factory OK?" The Secretary-General will not be deceived by his words.

"You can also check the accounts. The production cost of our Jinshi General Factory is very low." After Du Lijun said this, he shrank behind Ding Zhipeng.

Following Secretary-General Gan, they are all middle and senior officials of the four ministries. They can't catch up with Du Li's army, so they look at him and smile.

A group of people strode forward.

Such a large exhibition area is also time-consuming to walk. Secretary-General Gan is also a short-legged person. He passed slowly. When it was time to eat, he only smelled the fragrance of rice.

At this time, Du Lijun suddenly felt a little guilty and felt that he should send someone to the booth of Dahua Industry to ask questions first. So he whispered, "Secretary-General, it's time for dinner. Shall we eat something first and then go there?"

"If you eat at the booth in Sucheng, can he lose your bite?"

"We don't want to bother him." Du Lijun found a reason for himself.

Two minutes later, Du Lijun knew where his guilty heart came from.

The booth of Dahua Industry is not only lively, but also full of traffic. 1000 square meters, if you put 100 people, you must feel empty. If you put 300 people walking around, you will feel crowded. If there are 100 people sitting and 300 people crowded around, it will make people feel blocked.

From the direction they came, you can see that a Chinese staff member in white experimental clothes has to deal with almost two or three foreign manufacturers, and most of them have to deal with almost five people.

On the floor of the booth near the rest area, traces of the lunch box can also be seen. Most of them are piled up there, and obviously they don't have time to eat.

Du Lijun first felt that it was impossible. He set up a booth by himself, but it was great to deal with more than 50 staff and 20 customers at the same time. In one group, there should be not only translators, but also engineers and sales staff. Three people are against one person, and sometimes they have to make mistakes. You have to ask the manager to come forward.

That's it. It was not until he, the factory director, came forward and talked about a winch of $80,000. At that time, Du Lijun felt that his group of people's annual salary was gone.

But on the booth of Dahua Industry, a person in a white experimental suit, I don't know whether he is an engineer or a salesperson, can deal with several customers at the same time... Du Lijun scolded the foreigner in his heart: You are really cheap. Several of us serve you alone, but you don't want to come over. A person ran over and made money around him alone. Is he smeared with honey?

Secretary-General Gan was in a good mood. He waved his hand and said, "Let's go and see how many orders they have signed."

The main entrance of Dahua Industrial's booth is facing the main entrance of the exhibition area. In this way, customers who have just come in can immediately see their signing situation and watch the display from the beginning.

Secretary-General Gan came from behind, so they made a big circle and went to the front to see.

Along the way, I heard foreigners shouting in the open booth: "good, good, verrygood.

Du Lijun cursed again in his heart, and at the same time, he was a little scared. He said secretly, "This Su City, don't sell equipment at a loss to eat the Jinshi General Factory. His oil field has been put into production, and there is no shortage of money. It's okay to do this. Am I also going to lose money?

At this time, Du Lijun especially hated his status as a state-owned enterprise. Even if he wants to lose money, he can't lose it.

Secretary-General Gan's short legs ran fast. When he got to the front of the booth, he saw him step back one step back, two steps back, three steps back, and then walked straight ahead to look carefully.

Du Lijun thought about it and fell behind, but looking at the similar posture of a group of people, he suddenly felt ominous.

"This Su City, don't want to put a satellite." Du Lijun, who came from the era of [luck], was really afraid of satellites.

He paused twice, and then accelerated his speed. As soon as he closed his eyes, he reached the front of the booth.

Open your eyes again.

Du Lijun suddenly gave a "ah".

Secretary-General Gan said with satisfaction, "That's it."

In front of the booth is a temporary arch built. The two sides of the arch are about three or four square meters, full of bills.

A sign and a piece of A4 paper, hanging all over the wall of the sign, I'm afraid there will be hundreds of A4 paper.

Du Lijun unconsciously asked, "True or false."

"It looks real." An official of the Ministry of Foreign Trade, with about the same question, stepped forward and turned over the signature.

At this time, Du Lijun noticed that there was still printing paper flying under some signatures.

"What's going on?" Du Lijun felt that he had found something fishy and hurried up to see it.

He forgot how similar this action is to Secretary-General Gan's initial action.

Du Lijun grabbed a signature and set it up.

Under the sign, there is still a sign!

He carefully compared it again. That's right. The one above is the 190 diesel engine purchased by an oil company, and the next one is the 240 diesel engine of the same company.

Look at the signature next to it, it's almost the same.

Look at the side again, it can't be lifted. Du Lijun hurriedly dipped his hand in his saliva and rubbed it hard. Sure enough, it was the same.

Du Lijun stepped back three steps in a row in surprise and muttered, "Is this hundreds of buyers? How is it possible?"

"Just sell the equipment as cabbage." Su Cheng saw this group of people a long time ago. After talking with a customer, he came out.

Secretary-General Gan asked excitedly, "Are there really hundreds of companies?"

Su Cheng secretly despised him. In the later generations, although there are such and such enterprises, it is still very powerful to sell knock-off cabbage.

On the surface, Su Cheng smiled and said, "It's not surprising to sign out hundreds of enterprises. Many factories need a few diesel engines. This kind of business, such as Caterpillar, disdains to do. In the past, they could only go to China to purchase, and the price was high. It's not like us. The service is in place

"Is there any profit?" Secretary-General Gan is also afraid that he will lose money and make a lot of money. In this way, although it is good-looking, it can't be used for publicity.

Su Cheng smiled and said, "We still have a contract. We can't see through the bottom. However, it's right that the average profit is lower than these foreign manufacturers, but it's still higher than that of domestic factories."

Many domestic equipment enterprises are still engaged in planning. Those equipment with small total price and more general equipment often have a profit of only 10% to 15%. Only equipment with a higher price can have a 100% profit, which is also the only driving force for the development of domestic equipment enterprises.

However, the profits of foreign equipment enterprises are very amazing, especially with technology investment, the profit of more than 100% of the initial new products is ordinary. In order to sell the price of cabbage, Sucheng controlled the profit between 20% and 50%, such as some small equipment, which was controlled at 20%

With domestic production cost, as long as any equipment can be fully localized, even 100% profit is cheaper than foreign equipment.

The products of Dahua Industry are now generally reduced to half of the price of foreign products.

Ding Zhipeng is familiar with Su Cheng. Hearing him say that there is a profit, which is higher than the domestic profit, he immediately believed it and asked, "How much is the total amount?"

"More than 10 million dollars. It's about 11 million. Su Cheng said lightly.

"Good, well done." Secretary-General Gan laughed happily. His tired legs were not tired just now, and he was not hungry. For him, in this exhibition, the sales of [China] China exceeded 10 million yuan, which is a big breakthrough. Anyway, this is also the first time for [China] China to go abroad, not to mention in such a difficult period.

Ding Zhipeng touched his stomach and said, "I'm hungry, get some of your fast food."

" Well, you won't let go of this little autumn wind." Su Cheng smiled and said, "Come inside, everyone. It's empty outside."

"Squeeze it up." Secretary-General Gan applauded and went in first. As he walked, he asked, "How did you get so many orders?" Tell us."

"In fact, it's simple, just two tricks, one is localization and the other is orderization."

"Oh, what do you say?"

"Localization is to reduce all the machines that have been localized to the price of cabbage. For example, our 190 diesel engine costs 20,000 to 30,000 yuan in China, sells for 10,000 dollars, and the profit is 20%. This is called localization.

Secretary-General Gan laughed and said, "You really calculate according to the domestic exchange rate, okay, okay! However, it seems difficult for domestic enterprises to reduce your price.

"State-owned enterprises have the difficulties of state-owned enterprises, such as more retired workers, more funds for doing business, and some enterprises, the number of supporting employees is more than the number of front-line employees. As soon as the unit output value drops, the cost advantage will not be reflected." Su Cheng explained casually.

Ding Zhipeng was thoughtful and said, "The second point you said, what do you say about orderization?"

"This is a little damaged." Su Cheng was a little embarrassed and said, "Have you seen those people in white experimental clothes?"

"Well, I see." Secretary-General Gan nodded inexplicably.

Su Cheng smiled and said, "They are all the baby engineers of our Dahua Industry, the top kind. There is a standard for me to bring them here this time. I will give you an equipment, whether it is the diesel engine of Caterpillar or the module of Baker Hughes's ocean platform. As long as it is within our production range, they will give a [answer] case within 10 minutes.

"What [answer] case?" His words were appetizing.

Su Cheng smiled and whispered, "Within 10 minutes, my people will tell them whether our Dahua Industry can imitate this thing, how long it will take to imitate it, and what the effect of the product will be. We have accumulated a lot of technology in these two aspects. As long as we come to the conclusion that it can be imitated within a year, we can sign the order.

"What's the price?"

"Naturally, it is the price of cabbage. We have an internal order, which is called a copycat.