super energy power

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

Large-scale petroleum equipment exhibitions are new to China, but not new to Arab countries.As far as the two of them saw, they were all foreigners in a hurry, and the total number was not too many, but judging from the appearance of the suits and leather shoes, they knew that they were the ones who spent money.

In an area of ​​4 square meters, you can see kowtow machines going up and down, as if they were working on an oil field.Large-scale drilling rigs, high-power generator sets, comprehensive mud logging equipment, wind power installation platforms, etc., can be seen without going to the booth, which has become the best advertising description...

Secretary-General Gan was very satisfied, and said: "The problem of exhibitors that we are most worried about has been solved with the help of the royal family. Look at the companies in these countries, such as Brazil, Mexico, France, Spain, and Italy. Yes, Portugal, I didn’t know that Portugal also produces petroleum machinery..."

The accompanying staff let out good-natured laughter. The boss is in a good mood, which means he is really good.

Seeing the lively scene at the venue, Secretary-General Gan smiled comfortably: "In the last three days, we will be liberated. This exhibition looks simple, but it is difficult to run. It's a pity, if we hold this in our country Exhibition, that's fine."

"In a few years, we will move to China." Ding Zhipeng walked side by side with Secretary-General Gan. He knew why Secretary-General Gan wanted to go to China.Only when the exhibition is held in China can there be leaders to inspect it, and only then can it show that the exhibition is well organized and powerful.

Now in the UAE, although the exhibition is well organized, there will be reports sent back to the country.But after all, it's a bit dry, and there's no such thing as a leader's inspection.

Ding Zhipeng also regrets this.

"Let's start with Chinese companies. Make a good start." Secretary-General Gan stepped forward and walked straight ahead.

Ding Zhipeng followed quickly.

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

All companies that have successfully signed a 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 to prove one's own strength. From a psychological point of view, everyone has a herd mentality, even professional procurement personnel.

After all, if someone buys a product, it means that it has at least been proved by predecessors, which reduces the difficulty of selection.

As for those traditional brand-name enterprises, they will gain more in this kind of exhibition.Ding Zhipeng passed the booths of Schlumberger and Baker Hughes, and saw 5 orders and 4 orders respectively. The price of their products exceeded tens of millions.

Secretary-General Gan saw it, and said a little discouraged: "I wonder if the 12 companies in our country can sign so many orders."

Did he mean all or one? Ding Zhipeng didn't bother to care about it, and his steps were naturally faster.

If Chinese companies sign too few orders, they will lose face.

Secretary-General Gan went in looking at the signboard of Changqing Petroleum Machinery Factory, stopped an official he knew, and asked, "Xiao Qin, have you signed the bill yet?"

"Secretary Gan, here we come." Xiao Qin is actually 30 years old, he laughed twice, and said, "We are talking with the client. If we come here in the afternoon, we might have a deal."

"Can it really be negotiated?" Secretary-General Gan couldn't be fooled by just a few words.

Xiao Qin laughed and said, "Secretary Gan, we don't dare to be [-]% sure when we don't sign an order. But as long as we talk about it, he will sign it." gone."

"Your Changqing Machinery Factory, despite being sloppy, told me that you can sign an order of 1000 million yuan to get the current venue. Don't not have enough numbers by then, and let people mutter behind their backs.

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

Secretary-General Gan didn't pursue it, he snorted twice, and said, "Do you know who has signed the order? Let's go and see, and I hope you can make a good start."

"What Secretary-General Gan said made me feel guilty." Xiao Qin yelled twice, and then said, "I've been at the booth all morning, and I didn't go out. I guess if there is an order, it should be us first." Bar."

"When I come back from walking, I will tell you who will sign the order first." Secretary Gan shook his arm and continued to move forward.

Going forward, there are the booths of Daqing Petroleum Machinery Factory and Dalian Heavy Industry in turn. Dalian Heavy Industry has negotiated a list of drilling pumps and posted them outside the booth. However, ordinary drilling pumps can be sold in complete sets. But the $[-] level is neither in the eyes of Dalian Heavy Industry nor in the eyes of Secretary-General Gan. It can only be said that it is better than nothing.

It was the current environment that made them invest some energy.

In fact, for state-owned enterprises of this size, the charm of earning US dollars lies in their political achievements. Most of these petroleum machinery factories are supported by their parent companies.In the final analysis, they are still supporting factories, but they have been raised unconsciously, just like a child who dropped out of school to herd cattle-it can earn as much as it can, and it does not depend on it to support the family.

Once you come and go, you will lose the motivation to fight.Of course, when it comes to the exhibition, they want to struggle, but without accumulation, it is useless to talk about struggle.

Walking like this, the four or five state-owned enterprises I saw were all without income, and Secretary Gan's face became more and more ugly.

Ding Zhipeng's face was also gloomy, and the foreigners who passed by were frightened and quickly dodged.Given their rank, it is impossible to see such a high-ranking Chinese official angry in a lifetime.

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 go, let's see if this old Du can come up with something new."

When the two arrived at the booth, they saw an order posted, which was a more advantageous winch of the Jinshi General Factory.Although it is only a hundred thousand dollars, it is better than the previous ones.

Secretary-General Gan's face paled, and when he saw Du Lijun coming out, he asked, "Old Du sees that you have signed a form. How much is the total amount?"

"8 US dollars." Du Lijun rubbed his belly and smiled, "It's a small company in South America who asked us to deliver the goods. I thought about starting a business, and I gave him 8 US dollars, which was our price just now." Bar."

It looks relaxed on his face, but in fact, in order to sell at this price, he also took a lot of effort.

Ding Zhipeng asked casually: "The FOB price of US$8?"

Du Lijun said in a softer voice: "They are a small company, and they don't even know where Tianjin is, so they asked to send it to their company. We are going to entrust a logistics company to send the things there. "

"Yeah, I guess you've sold it." Secretary-General Gan knew that they were yelling at a loss, so he couldn't help shaking his head and said, "How many orders do you think you can negotiate?"

"How can this be estimated." Du Lijun refused.

"At your price, you always have to make a little profit. If you pay a loss, it's fine once or twice." Secretary-General Gan sighed, and most of his good mood disappeared.

Du Lijun sneered twice, and couldn't help but said: "We didn't cut the price first, it was Dahua Industrial who lowered the price first."

"Oh? What happened to them?"

"Their price is impossible to say." Du Lijun pointed to the booth in front of him and said, "Caterpillar is the world's largest manufacturer of engines and generators. Look at their 0-upgrade diesel generators, which cost 5 Do you know how much Dahua Industrial sells for? 1 U.S. dollars. It’s not the same as giving away to others for free. I see that everyone flocks to Dahua, so I decided to cut the price.”

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

"Isn't this still being discussed? Besides, the level of the winches we make is similar to that of imported winches, and some key equipment still needs to be imported, and $8 is already the minimum."

"What is the cost of similar winches?"

"It's about $10 to $12. Foreign manufacturers are very insidious. They add the price to the accessories. If you buy a winch, you have to buy accessories, right? Once you do the math, the result is up. Moreover, the specifications of their accessories They are all different, and if you say that anyone is fine, just copy their accessories.” Du Lijun was angry when he mentioned this, his $8 was with accessories, but it was cheaper than other people’s bare metal.The situation of Jinshi General Factory is no longer good, and now it has to sell equipment at a loss.

In terms of economics, Du Lijun would rather not sell the $8 large winch, and the more he sells, the more he will benefit.

However, he was afraid of being annexed, so he could only lose money and yell.

Now, the biggest problem facing Du Lijun is that no one cares about the high-tech equipment he has pinned his hopes on. When people talk about Chinese-made products, they stop asking.Occasionally, two inquiries came, but they actually took their quotations and went to the front booth to find foreign manufacturers to lower the prices. Now, the nearby foreign salesmen don't look good to Du Lijun.

As a vice-ministerial director of a state-owned enterprise, Du Lijun, who never asks for help, still wants to curse: What have I done to blame me!

Secretary-General Gan didn't look at Du Lijun's face, but asked with interest: "Dahua Industrial is a private company, right? Is it necessary for them to sell equipment at a loss?"

"No loss, how can he afford this price." Du Lijun snorted with half his nose, venting his dissatisfaction.

"Go and see?" Secretary-General Gan turned to Ding Zhipeng.

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

Du Lijun glanced back and felt that staying at his booth was also a kind of torture, so he said, "I'll accompany you, Secretary-General Gan, you are the person in charge of the exhibition, you have to hold the scale firmly My son, we cannot allow domestic companies to buy foreign companies abroad with the hard-earned money of ordinary people.”

Secretary Gan was overjoyed. He looked at Du Lijun and then at the order on the wall.

Du Li's heart was broken, and he tore off his face and said, "Even if our order doesn't make money, it won't lose money, and it won't make foreigners cheaper."

"I really want to make a policy, so I have to check the accounts. Can you Jinshi General Factory do it?" The dignified secretary general will not be deceived by his few words.

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

Those who followed Secretary-General Gan were all middle- and senior-level officials from the four ministries and commissions, and they were all inferior to Du Lijun, so they looked at him and smiled.

A group of people strode forward.

It takes time to walk around such a large exhibition area.Secretary-General Gan was short-legged again, so he passed slowly, and it was time to eat, and he could only smell the aroma of rice.

At this time, Du Lijun suddenly felt a little guilty, and felt that he should send someone to Dahua Industrial's booth to inquire first.So he persuaded in a low voice: "Secretary-General, it's time for dinner, shall we have something to eat before going over?"

"Go to the booth in Sioux City and eat again, can he miss a bite of you?"

"We don't want to trouble him." Du Lijun reasoned for himself.

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

Dahua Industrial's booth was not only bustling, it was full of traffic. If you place 1000 people in a space of 100 square meters, it will definitely feel empty. If you put 300 people walking around, it will feel crowded. clogged.

From the direction they came from, it can be seen that a Chinese staff member wearing a white lab coat almost has to deal with two to three foreign manufacturers, and almost 5 people in many cases.

Traces of lunch boxes can still be seen on the ground near the rest area of ​​the booth.Most of them are piled up intact, obviously no time to eat.

Du Lijun thought it impossible at first.He set up a booth by himself, but with more than 50 staff members, it is great to deal with one client at the same time.As a team, they not only need translators, but also engineering personnel and sales personnel, three people against one person, and sometimes they make mistakes, so the manager has to be called in.

That's how it was until he, the factory manager, came forward and generously reduced the cost, and then he negotiated a winch worth 8 US dollars.At that time, Du Lijun felt that his group of people had no salary for a year.

But looking at Dahua Industrial's booth, a person in a white lab coat, who is either an engineer or a salesperson, can deal with several customers at the same time... Du Lijun secretly scolded foreigners: You are really cheap, we have a few people to serve You are alone, you refused to come over, now it’s all right, a few of you ran over and surrounded him to make money alone, could it be that his body was covered with honey?

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

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

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

Du Lijun cursed again in his heart, and at the same time he was a little scared, secretly said: "This Sioux City, don't just eat up the Jinshi General Factory, just sell the equipment at a loss. His oil field has been put into production, and there is no shortage of money. That's fine, shall I pay for it too?"

At this time, Du Lijun hated his status as a state-owned enterprise.Even if he wants to pay, it doesn't mean that he can pay.

Secretary-General Gan's short legs were running fast, and when he reached the front of the booth, he took one step back, two steps back, three steps back, and then went to the front again to look carefully.

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

"This Sioux City, don't even want to release satellites." Du Lijun, who came from the sports era, is really afraid of satellites.

He paused for a few steps, then speeded up again, and when he closed his eyes, he was right in front of the booth.

Open your eyes again.

Du Lijun suddenly said "Yeah".

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

Directly in front of the booth is a temporary arch that has been built. On both sides of the arch, there are about three to four square meters of area, which is full of signing slips.

A sign is a piece of A4 paper, and the wall of the sign is covered with hundreds of A4 papers.

Du Lijun asked unconsciously, "Is it true?"

"It seems to be true." An official from the Ministry of Foreign Trade, who had about the same doubt, stepped forward and flipped through the signed bills.

It was only then that Du Lijun noticed that there were printing papers flying under some signed forms.

"What's going on here?" Du Lijun felt that he found something tricky, so he hurried up to look.

He had forgotten how similar this action was to Secretary General Gan's initial action.

Du Lijun grabbed a signing slip and lifted it up.

Below the sign, there is still a sign!

He compared them carefully again. That's right, the upper one was a 190 diesel engine purchased by an oil company, and the lower one was a 240 diesel engine from the same company.

Looking at the sign next to it, it's about the same.

Looking at the one next to it, it couldn't be opened, Du Lijun hurriedly dipped his hands in his saliva, and rubbed it vigorously, and it really was the same.

Du Lijun took three steps back in surprise, and murmured, "This is hundreds of buyers? How is it possible?"

"It's enough to sell the equipment as cabbage." Su Cheng had seen this group of people a long time ago, and came out after talking with a customer.

Secretary-General Gan asked excitedly: "There are really hundreds of them?"

Su Cheng secretly despised him.The Chinese enterprises of later generations, despite their shortcomings, are still very powerful in selling fake cabbage.

On the bright side, Su Cheng smiled and said: "It's not surprising that hundreds of companies have been signed out. Many factories want a few diesel engines. This kind of business, like Caterpillar, doesn't even bother to do it. They used to only go to The price is high for domestic purchases, but where is our service, the price is even lower than their domestic ones.”

"Is there any profit?" Secretary Gan was also afraid that he would lose money and yelled. In this case, although it looks good, it can't be used for publicity.

Su Cheng chuckled, and said: "We're still signing a contract, so we can't tell the truth, but it's true that the average profit is lower than these foreign manufacturers, but it's still higher than domestic factories."

Many domestic equipment companies are still engaged in the planning system.Those equipment with a small total price and relatively common equipment often only have a profit of 10% to 15%. Only equipment with a relatively high price can have a 100% profit. This is also the only driving force for the development of domestic equipment companies.

However, the profits of foreign equipment companies are astonishing, especially with the addition of technology investment, it is not uncommon for initial new products to earn more than 100% of their profits.In order to sell the price of cabbage in Sioux City, the profit is controlled between % and 50%. For some small equipment, it is controlled at %

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

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

Ding Zhipeng is quite familiar with Suzhou City. Hearing that there is profit, and it is higher than the domestic profit, he immediately believed it and asked, "How much is the total amount?"

"It's more than 1000 million US dollars. It's probably around 1100 million." Su Cheng said lightly.

"Okay, well done." Secretary-General Gan grinned with joy, his legs were no longer tired from walking just now, and his stomach was no longer hungry.For him, at this exhibition, the sales in China exceeded 1000 million, which is a big breakthrough. After all, this is also the first time for China to go abroad, let alone in such a difficult period.

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

"Yeah, I don't let the autumn wind go." Su Cheng smiled and said, "Everyone, come inside, it's empty outside."

"Squeeze better." Secretary-General Gan applauded and walked in first, asking as he walked, "How did you get so many orders? Tell us."

"It's actually simple. There are two tricks, one is localization and the other is ordering."

"Oh, what do you say?"

"Localization is to reduce the machine that has been fully localized to the price of cabbage. For example, our 190 diesel engine costs 1 to [-] domestically, and it sells for [-] US dollars. The profit is [-]%. This is called localization."

Secretary-General Gan laughed and said, "You really calculated according to the domestic exchange rate, good, good! However, it seems difficult for domestic companies to lower your price."

"State-owned enterprises have difficulties with state-owned enterprises. For example, there are many retired workers and a lot of funds for handling affairs. In some enterprises, the number of support employees is more than the number of front-line employees. Once the unit output value drops, the advantages of success will not be reflected." Su. Cheng casually explained.

Ding Zhipeng was thoughtful, and said again: "The second point you mentioned, what about ordering?"

"This is a bit damaged." Su Cheng was a little embarrassed, and said, "Have you seen those people wearing white lab coats?"

"Yes, I see." Secretary Gan nodded in confusion.

Su Cheng smiled, and said: "They are all precious engineers of our Dahua Industrial, the top ones. I brought them here this time, and there is a standard. I will throw you a piece of equipment, whether it is Caterpillar or not. Whether it is a diesel engine or a Baker Hughes offshore platform module, as long as it is within our production range, they will give an answer within 10 minutes."

"What answer?" His words whetted his appetite.

Su Cheng smiled, and said softly: "Within 10 minutes, my people will tell them whether this thing can be imitated by Dahua Industry, how long it will take to imitate it, and what the effect of the product is like. We are in There is already a lot of technology accumulation in these two areas, as long as it is concluded that it can be imitated within a year, the order can be signed."

"What about the price?"

"Naturally, it's the price of cabbage. We have a separate name for this order internally, called Shanzhai.