Rebirth of science and technology to rejuvenate the country

Yuan Xia has dealt with many customers, and among all the customers, the Indian customers are probably the most difficult ones.

Being greedy for cheap, desperately lowering prices, not talking about credibility, going back on promises, and asking too much, this is the impression left by Indian customers on Yuanxia.

Generally speaking, those who do foreign trade do not like to deal with Indian customers. Many merchants would rather not have Indian customers than make trouble for themselves.

But the Indian market is really attractive because it is big enough.

Traveling to India to participate in the exhibition has obvious advantages, because the mechanical materials, hydraulic pumps, and chassis are self-developed, and the engine is domestically produced.

Most of the parts of the whole machine are self-developed and domestically produced, and the price is extremely favorable. If it is in China, some customers may think that the parts are not imported, but in India, as long as it is cheap enough and the machine can be used, it is quite attractive.

Yuan Xia held a meeting with the employees who went with him in advance to let them have a general understanding of Indian customers, and told them: "When dealing with Indians, you must be calm. Well, if you don’t sign a contract, nothing counts, and if you sign a contract, it’s not a certainty, and there will be a lot of talk. We should pay attention to the Indian market strategically, but tactically, we should not pay too much attention to Indian customers, lest they get ahead.”

The salesmen are full of curiosity about the magical Indian market, and they don't know what strange things they will encounter.

Bangalore is a relatively modern city in India. It is different from the Indian cities in my impression. There are no ancient historical buildings, and there are no leisurely cattle on the street. It is very clean and tidy, similar to the second and third tier cities in China.

After a day of rest in the hotel, we went to Bangalore for a general tour, got used to the Indian English accent, and then started working.

It is said to be the largest construction machinery exhibition in India, but the scale is not as good as the Canton Fair, and of course it cannot be compared with the Shanghai Bauma Exhibition.

There are also many merchants who come to participate in the exhibition. All the famous brands in the world have arrived, but there are not many exhibitors, mainly excavators, loaders, cement mixers, forklifts, wheeled cranes, etc., tower cranes, cement pump trucks etc. are relatively rare.

Only Xugong Machinery and Xingyuan participated in the exhibition from China. Xugong Machinery entered the Indian market earlier than Xingyuan. This is the third time for them to participate in the Bangalore Construction Machinery Exhibition.

The products that Xingyuan participated in this exhibition are mainly cement mixers, cement pump trucks, excavators, loaders, wheeled cranes and tower cranes, and there is also a product specially created for the Indian market-backhoe loaders.

The backhoe loader is an excavator at one end and a loader at the other end, commonly known as two busy ends.

This was designed by Yuan Xia when he decided to participate in the Indian Machinery Exhibition. One machine has two functions, and the time is only nine months, which is a challenge for the designer.

However, they still came out before the exhibition and completed the prototype production.

The advantage of being busy at both ends is obvious. It has many functions, and one machine can be used for two purposes. The driver only needs to rotate the seat to realize the two functions of digging and loading, which can save a lot of manpower and time costs.

However, its shortcomings are also obvious, that is, the machine is small and not suitable for large-scale projects, and the price is also expensive, which is higher than the combined unit price of an excavator and a loader.So it is rare in China.

This kind of loading excavator is more popular in developed countries in Europe and the United States where labor costs are high. One person can do two jobs, which greatly saves labor costs.

But why it is so popular in India is a mystery. Probably Indians think it is more cost-effective to buy two machines for the price of one machine.

After the opening of the exhibition, everyone felt the heat first.Due to the characteristics of construction machinery and equipment, the machines are very large, and many exhibition halls are open-air. The Bauma Exhibition in Shanghai is usually held in November, and Shanghai in early winter is not so hot.The Canton Fair simply exhibits indoors.

Although the Indian side has set up a reception room for each exhibitor, some small equipment and parts are exhibited indoors, and large machines are exhibited outdoors, but customers still have to go outside with them if they want to see the machines.

Bangalore is also a plateau area, and the ultraviolet rays are also strong. To be honest, it is quite a crime.

Taking advantage of the lack of people, Yuan Xia went around for a while, then hurried back to the reception room, it was too hot outside.

On the first day, many customers came to inquire. According to the feedback from several salesmen, many business cards were received and sent out, and many customers expressed their willingness to buy.If it wasn't for Yuan Xia's advance greeting, everyone would have been overjoyed, thinking that many big orders would be signed immediately.

The next day, a customer came to place an order. To be precise, he was willing to place an order and began to bargain with the salesperson.

The salesman in Xingyuan has finally seen the power of Indians. He will take the trouble to bargain with you, he can talk more than Tang Seng, and he is more patient.

A machine priced at tens of thousands of dollars, they can cut you off directly from the ankle as soon as they come up, which can scare people out of heart disease.Buying engineering equipment is like buying cabbage in the vegetable market. I wish you don't need money and give them the machine for nothing.

Of course, the salesman from Xingyuan couldn't agree to this price. Although their price was not the real price, it was only a little higher than the real price, just to leave room for the other party to bargain. I didn't expect the other party to be so ruthless.

The clerk kept shaking his head, "NO! NO! NO!" Adding more convenience, that moji, really made a person with a particularly good temper couldn't help biting his teeth.

At this time, the salesman finally understood what Yuan Xia said, tactically don't pay attention to Indian customers.

The other party lowered the price of the backhoe loader priced at 5000 million US dollars to [-] US dollars, and refused to raise the price again. The salesman Xiao Yang said: "No. We can't sell it at this price, [-] US dollars, no less."

The middle-aged Indian man said: "Good friend, you can sell it for [-] US dollars. We are not just doing business once. If your machines are easy to use, I will buy a lot of your machines in the future, and I will help you in my business. countries to promote your product."

Xiao Yang thought to himself, you can lower the price like this for one machine, and I don’t want to be ripped off after returning it, so I said to him: “Mr.

Of course the customer is unwilling. He has already compared several companies, and only Xingyuan is the cheapest. Why is the price so low? He thinks that Xingyuan is a Chinese product and a little-known brand. Naturally, he is going to die. Bargain here.

The client was still unwilling to leave, and continued to mess with Xiao Yang. Xiao Yang was so annoyed that he had to find an excuse to escape.

The customer grabbed another salesman and continued to grind. The salesman talked to him for a long time, and the other party raised the price to $[-].

The salesman looked at Yuan Xia asking for help, meaning can I leave?

Of course, Yuan Xia had noticed this customer a long time ago, so he came over: "Sir, I think you really want to buy our machine, so let me make the decision. The one-buy price is 880 US dollars. If you can accept it , just sign the contract, if you can’t accept it, please go to another house.”

The customer looked at Yuan Xia, guessed that his position should be relatively high, and said, "Forty-five thousand dollars."

Yuan Xia smiled and said: "You have already seen it at other stores. For a machine of the same size, JCB costs 30.00 US dollars, and Caterpillar costs [-] US dollars. We are [-]% cheaper than them. If you still No matter how cheap it is, we can’t guarantee the quality.”

The client finally shut up, thought for a while, and finally said, "Fifty thousand dollars."

Yuan Xia shook his head: "Not less."

The client said, "Fifty-one thousand dollars."

Yuan Xia continued to shake her head.

The customer continued to increase the price, Xiao Yang came back, and saw that the customer had already raised the price to [-] US dollars, Yuan Xia still didn't let go.

The customer gritted his teeth and said, "Fifty-seven thousand dollars."

Yuan Xia said: "Fifty-eight thousand eight hundred dollars, no less."

The customer continued to grind, but Yuan Xia refused to let go. The customer finally said: "[-] dollars!"

Yuan Xia sighed helplessly: "Okay, I agree." Doing business with Indians is really tiring.

The customer said again: "You want to give me accessories as a gift."

Yuan Xia said: "We only provide a set of accessories given by the company, no more. Pay the deposit first, pay the balance before delivery, and ship the goods after receiving the balance."

"Send an extra set of accessories!"

"No! You need to pay extra for other accessories."

After a whole morning, I finally signed the order with this client.After signing, Xiao Yang clasped his hands together: "Thank God, I finally signed! This client is too annoying, Mr. Yuan, you have worked hard!"

Yuan Xia said: "There is no need to be complacent. After signing the order, it may not be able to make a business, and there may be a refund."

Xiao Yang was dumbfounded when he heard this: "Is the Indian customer so difficult?"

Yuan Xia smiled and said: "Yes. Be mentally prepared, not every fish caught will be able to go to the table in the end. Fortunately, there are enough fish in this pond, and some can always be caught."

What Yuan Xia said is correct, there are quite a few Indian customers who come to purchase.After all, such an exhibition is only held once every two years, and India does not have a decent local construction machinery brand, and basically relies on imported or foreign-funded company products.

Normally, I can only buy products from Europe, America, Japan, and South Korea, and the prices are definitely not as favorable as those at the exhibition, especially when there are Chinese brands with cheaper prices at the exhibition.

The salesmen from Xingyuan and the Indian buyers came and went, arguing endlessly.

Indian customers can start cutting the price from tens of thousands of dollars, and at the end, they will fight with you for a few dollars. It seems that if they don’t get a little discount, they feel that they have suffered a big loss.

The salesman here at Xingyuan really didn't expect why Indian customers can be so tired, don't they feel tired?Or is it just like this, just addicted to it?

Hard work is certain, but there are still rewards. They have reached a total transaction volume of more than 400 million US dollars at this exhibition. Although the amount is not much, it is also an important step to go out.

When the exhibition was about to end, an Indian engineering equipment agent came to the door and wanted to negotiate with Xingyuan about product agency.

But Yuan Xia has his own considerations. He plans to set up a subsidiary in India to explore the Indian and Sri Lankan markets and provide sales and after-sales services, so he does not plan to cooperate with agents.

When the time is right, a factory can also be set up in India to directly produce and sell locally, and use India as the center to develop markets in South Asia, Southeast Asia, and the Middle East.