——Interview with Dr. Fan Xiaohua, General Manager of D&C in Germany The transfer of world manufacturing to China has undoubtedly brought new market prospects to the metal cutting tool industry. At the same time, the competition in the market has become more intense. Facing the new development of the tool market, we recently interviewed Dr. Fan Xiaohua, the general manager of D&C in Germany.
At present, compared with imported tools, domestically produced tools still have a certain gap in terms of variety specifications, quality and after-sales service. Dr. Fan Xiaohua said that since the price of imported tools is generally higher than that of domestically produced tools, imported tools are greatly limited in application. Currently imported tools are mainly used in the following industries:
The first is the automotive industry. There are two main processing characteristics of the automotive industry: one is mass production, assembly line production; second, the processing conditions are relatively fixed. In order to optimize production, improve quality and efficiency, very demanding requirements are placed on the efficiency and longevity of the tool. At the same time, because the assembly line is often used, and the frequent tool change causes the entire production line to stop, which will cause huge economic losses, a mandatory uniform tool change is often adopted. In this way, the uniformity and stability of the tool performance quality (that is, the same size of the tool, its life should be roughly the same) also put forward a unique high requirements.
Second is used in the aerospace manufacturing industry. In these industries, most of the materials used are high-temperature alloys and nickel-titanium alloys with high strength and toughness. The material processing of the parts is difficult and the precision of processing is relatively high, which makes the imported tools useful.
The third is for the manufacturing industry of large turbines, steam turbines, generators and diesel engines. In these industries, the volume of the machined parts is generally large and the value is relatively high. It is essential to ensure the authenticity and accuracy of the parts to be machined during processing. Therefore, imported tools are often used in these industries.
The fourth is for CNC machine tools. As the saying goes, good horses are equipped with good saddles. In order to improve the processing efficiency and quality of CNC machine tools, imported tools are often used to achieve the desired results.
Finally, it is used in foreign-funded enterprises. In these enterprises, it is often more important to pay attention to the guarantee of production efficiency and quality, plus many imported machine tools and equipment, using imported tools, it is also logical.
In addition, the application of imported tools in the mold industry and military enterprises is also very common.
Dr. Fan analyzed the current situation of imported knives in China: China's imported knives are mainly from a few large foreign companies, which makes customers have certain limitations when choosing tools, and the room for manoeuvre in price is also small. With the rapid development of the market, some large manufacturers have begun to adjust their sales strategies, that is, from the initial sales of agents to the direct sales, and established direct sales channels with large customers without any third parties. This undoubtedly narrows the development space of many small and medium-sized import tool agents, so that its main customers will be small and medium-sized enterprises in the future, and its suppliers are necessarily small and medium-sized manufacturers. This is an inevitable trend of market development. As a result, the market, end customers and distributors are eagerly awaiting the emergence of more and better new brands and new product tools to meet the needs of the rapid development of the Chinese market.
As we all know, there are a large number of small and medium-sized tool manufacturers abroad, especially in Europe. They are highly professional, with a wide range of tools and reasonable prices. Their products and technologies can make up for many gaps in domestic demand. However, due to information, marketing channels and other reasons, these foreign small and medium-sized enterprises have not yet been widely and conveniently. Enter the domestic market.
In response to the above situation, Dr. Fan proposed a new marketing model, which is to distribute the first-class brand products of European small and medium-sized enterprises according to customer needs, and establish a simple and economical green channel for direct procurement of various European products.
Dr. Fan said that this marketing model satisfies the needs of the three parties. From the market point of view, domestic companies do have demand for other brands of knives; for domestic agents, their living space is increasingly narrow, they also need to open up other ways to expand their markets; and a group of outstanding SMEs in Europe are also Actively seek opportunities to enter the Chinese market. It should be said that both the supply and demand markets are mature in their respective fields, but what is lacking is an intermediate party that understands both the domestic market and the European market, and a cooperation platform that connects the above three parties.
Dr. Fan said that D&C in Germany has close cooperation with hundreds of professional manufacturers of knives and electromechanical products in Europe, and can purchase products of almost all brands in Europe according to customers' needs. In the specific marketing operation, it has played a unique advantage of centralized delivery, that is, the German D&C company will gather the scattered orders of domestic customers, and will be sent to Shanghai by Shanghai in a unified manner every week, and then the customs will be uniformly distributed by Shanghai Fengyou, and then quickly distributed to In the hands of customers all over the country. Through this approach, the delivery time can be significantly shortened, the cost of international freight and domestic customs declaration fees is significantly reduced, and at the same time, the customer is more convenient, and the complicated foreign trade import business becomes a simple domestic trade.
Dr. Fan finally said that we provide a cooperation platform for connecting many foreign small and medium-sized suppliers and many domestic distributors, opening up a fast, simple and economical green channel for domestic customers to directly purchase European products. Make this sales process easier.
At present, compared with imported tools, domestically produced tools still have a certain gap in terms of variety specifications, quality and after-sales service. Dr. Fan Xiaohua said that since the price of imported tools is generally higher than that of domestically produced tools, imported tools are greatly limited in application. Currently imported tools are mainly used in the following industries:
The first is the automotive industry. There are two main processing characteristics of the automotive industry: one is mass production, assembly line production; second, the processing conditions are relatively fixed. In order to optimize production, improve quality and efficiency, very demanding requirements are placed on the efficiency and longevity of the tool. At the same time, because the assembly line is often used, and the frequent tool change causes the entire production line to stop, which will cause huge economic losses, a mandatory uniform tool change is often adopted. In this way, the uniformity and stability of the tool performance quality (that is, the same size of the tool, its life should be roughly the same) also put forward a unique high requirements.
Second is used in the aerospace manufacturing industry. In these industries, most of the materials used are high-temperature alloys and nickel-titanium alloys with high strength and toughness. The material processing of the parts is difficult and the precision of processing is relatively high, which makes the imported tools useful.
The third is for the manufacturing industry of large turbines, steam turbines, generators and diesel engines. In these industries, the volume of the machined parts is generally large and the value is relatively high. It is essential to ensure the authenticity and accuracy of the parts to be machined during processing. Therefore, imported tools are often used in these industries.
The fourth is for CNC machine tools. As the saying goes, good horses are equipped with good saddles. In order to improve the processing efficiency and quality of CNC machine tools, imported tools are often used to achieve the desired results.
Finally, it is used in foreign-funded enterprises. In these enterprises, it is often more important to pay attention to the guarantee of production efficiency and quality, plus many imported machine tools and equipment, using imported tools, it is also logical.
In addition, the application of imported tools in the mold industry and military enterprises is also very common.
Dr. Fan analyzed the current situation of imported knives in China: China's imported knives are mainly from a few large foreign companies, which makes customers have certain limitations when choosing tools, and the room for manoeuvre in price is also small. With the rapid development of the market, some large manufacturers have begun to adjust their sales strategies, that is, from the initial sales of agents to the direct sales, and established direct sales channels with large customers without any third parties. This undoubtedly narrows the development space of many small and medium-sized import tool agents, so that its main customers will be small and medium-sized enterprises in the future, and its suppliers are necessarily small and medium-sized manufacturers. This is an inevitable trend of market development. As a result, the market, end customers and distributors are eagerly awaiting the emergence of more and better new brands and new product tools to meet the needs of the rapid development of the Chinese market.
As we all know, there are a large number of small and medium-sized tool manufacturers abroad, especially in Europe. They are highly professional, with a wide range of tools and reasonable prices. Their products and technologies can make up for many gaps in domestic demand. However, due to information, marketing channels and other reasons, these foreign small and medium-sized enterprises have not yet been widely and conveniently. Enter the domestic market.
In response to the above situation, Dr. Fan proposed a new marketing model, which is to distribute the first-class brand products of European small and medium-sized enterprises according to customer needs, and establish a simple and economical green channel for direct procurement of various European products.
Dr. Fan said that this marketing model satisfies the needs of the three parties. From the market point of view, domestic companies do have demand for other brands of knives; for domestic agents, their living space is increasingly narrow, they also need to open up other ways to expand their markets; and a group of outstanding SMEs in Europe are also Actively seek opportunities to enter the Chinese market. It should be said that both the supply and demand markets are mature in their respective fields, but what is lacking is an intermediate party that understands both the domestic market and the European market, and a cooperation platform that connects the above three parties.
Dr. Fan said that D&C in Germany has close cooperation with hundreds of professional manufacturers of knives and electromechanical products in Europe, and can purchase products of almost all brands in Europe according to customers' needs. In the specific marketing operation, it has played a unique advantage of centralized delivery, that is, the German D&C company will gather the scattered orders of domestic customers, and will be sent to Shanghai by Shanghai in a unified manner every week, and then the customs will be uniformly distributed by Shanghai Fengyou, and then quickly distributed to In the hands of customers all over the country. Through this approach, the delivery time can be significantly shortened, the cost of international freight and domestic customs declaration fees is significantly reduced, and at the same time, the customer is more convenient, and the complicated foreign trade import business becomes a simple domestic trade.
Dr. Fan finally said that we provide a cooperation platform for connecting many foreign small and medium-sized suppliers and many domestic distributors, opening up a fast, simple and economical green channel for domestic customers to directly purchase European products. Make this sales process easier.
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