Chapter 383 Buy, buy, buy!
If BMW Technology alone deals with international machine tool giants, although it can buy most of the machine tool products, it will definitely be more difficult to get preferential prices.
As the design director of General Motors, Austin knew a lot of people.
Not to mention anything else, the purchasing director must be very familiar with him.
General Motors needs to purchase a lot of high-precision machine tool products every year, and it has close ties with many equipment manufacturers in the United States.
Let Austin help take the lead in purchasing the high-end machine tools that BMW Technology needs. In the end, even if the trading company designated by Austin earns some management fees, BMW Technology will not necessarily spend more money.
After all, if you go shopping yourself, you will be stabbed.
Instead of doing this, it is better to let Austin earn the extra profits, so that the losses can be made up from other places.
Austin is not stupid, so he naturally understands the secret.
He was happy to see this kind of help.
From now on, General Motors will spend tens of millions of dollars every month importing Mercedes-Benz cars from China. If these dollars can be converted into equipment purchase funds, it will definitely be able to please a lot of people.
Maybe Austin's position within General Motors will be even better in the future.
Many people think that Japan and Germany are the countries with the highest level of machine tools in the world. In fact, the level of equipment production in the United States has always been very high.
In some high-end products, the United States is even at the top of the world.
It’s just that China uses more Japanese machine tools, so everyone feels that Japan is doing better in this industry.
"Jiang, I have arranged for the sales directors of three equipment manufacturers, Haas, Hardinge, and Xielan, to come in person to meet your needs. As long as it is the machine tool you need, no matter what type it is, we can have a good talk."< br>
Austin moves very quickly, and he doesn't want to miss this opportunity to make money.
"Haas is a machine tool manufacturer headquartered in the United States. Founded in 1983, it specializes in the production of CNC lathes and grinders. It is the leading CNC machine tool manufacturer in the West."
“They produce a complete line of CNC vertical machining centers, horizontal machining centers, turning machining centers, 5-axis machining centers and rotary table products, as well as a broad selection of fully integrated automation solutions, including automatic loaders, multi-pallet systems and related ”
Wang Feng, who is in charge of the BMW Group's purchasing business, also flew over from Shenzhen this time to assist Jiang Hui in completing this large-scale purchase of machine tools and equipment.
Austin said that he would arrange for several machine tool manufacturers to come over and negotiate directly with Jiang Hui. Wang Feng naturally wanted to report the situation of these machine tool manufacturers to Jiang Hui.
After all, the meaning of something being reported by him is different from that introduced by Austin.
"Hardinge is also a machine tool manufacturer from the United States. It was founded in the late 19th century and has a history of about 100 years."
"Hartinge specializes in turning centers and their turning centers are recognized as industry leaders in ultra-precision machining and hard turning applications."
"Nanshan molds and Nanshan engines are actually related machine tool products that need them very much."
"As for Xielan, they mainly produce CNC lathes, milling machines, drilling machines, band saws and other metal processing machinery. Many of the products our factory also wants to purchase."
Wang Feng is full of expectations for this procurement negotiation.
Normally, even if he wanted to meet the sales director of the other party, it would not be that easy.
Without middlemen, American machine tool manufacturers also have many concerns about selling high-end equipment to Chinese companies.
Even if the company signing the contract with them is BMW Technology in Hong Kong City, they actually understand that these equipment will eventually be transported to China for use.
That is to say, China now has a very good relationship with the United States, otherwise the other side would not even want to have contact with Chinese companies.
"We are planning to expand a gearbox production line, which requires a large number of gear, bearing and shaft processing equipment."
"The production capacity of Nanshan Engine is not enough. We need to expand a workshop, which also requires a large amount of die-casting and machining equipment."
"In order to prepare molds for related parts, I also plan to expand Nanshan Mold and make it the largest mold processing center in Asia, which involves a variety of machine tool products."
"Austin, we hope that these equipment manufacturers can provide us with a list and parameter information of the machine tools they are mass-producing, and then we will select the equipment we need."
Jiang Hui would definitely not miss such a good opportunity.
If we carefully collect the information of these equipment manufacturers in the United States, it will be much easier for Nanshan Equipment to imitate the same type of products.
After this time of "buy, buy, buy", there is a high probability that BMW Technology will no longer purchase equipment on a large scale from the international market.
Of course, according to the equipment procurement cycle, except for some products that are in stock, the delivery cycle of many machine tools is estimated to be 1986, and even some large machine tool products have already been delivered to the port city in 1987.
Normally, the service life of a machine tool must be more than ten years, and there is no problem even if it is used for decades. It is nothing more than whether the technology can still remain advanced.
Jiang Hui plans to determine the equipment needs of BMW Group-related companies in the next three years this time.
For the equipment after three years, Nanshan Equipment needs to find a way to fix it on its own.
Nanshan Equipment has been established for two years. It would be unreasonable if it could not produce any results in another three years.
After all, Jiang Hui was personally involved in the design of some machine tool products.
From the moment of design, it is ahead of the world.
When the equipment purchased by the United States is in place, the quality of the various accessories produced will inevitably be greatly improved, which will also help Nanshan Equipment improve its level invisibly.
Those American equipment manufacturers would probably be depressed if they knew what the scene would be like in a few years.
But now people's thoughts are completely different. They feel that they have met a big fat sheep.
"Austin, it's not like there haven't been any Chinese companies that have contacted us in the past two years, but they are always so picky that they simply can't afford the price."
"If you call us all over this time, it won't be an empty joy again, right?"
Although Austin had roughly told the sales directors of several machine tool manufacturers about the situation on the phone, after arriving at General Motors, they naturally had to hold another closed-door meeting.
For example, let's discuss how much benefit Austin can gain from this matter. "BMW Technology is different from ordinary Chinese companies. They are essentially a Hong Kong-based company and can be considered an English company."
"The other party has established a series of subsidiaries in China. These companies are now China's largest automobile manufacturing plants and engine manufacturing plants, with monthly exports of various products exceeding US$50 million."
"Although China has very strict policies on the use of foreign exchange, as long as BMW needs to purchase equipment, its application for the use of foreign exchange can be approved."
“This is completely different from other Chinese manufacturers.”
Austin first dispelled everyone's concerns and let them know that BMW Technology is not short of money to some extent.
Sure enough, the leaders of Haas and other machine tool manufacturers felt much better when they heard that the other party's monthly export earnings could reach more than 50 million US dollars.
The U.S. dollar is still very valuable today. Even if they are the largest machine tool manufacturers in the United States, their annual turnover is only billions of dollars.
If we can negotiate an order worth hundreds of millions of dollars this time, it will definitely be considered a very big order.
As for whether these orders will be affected by relevant departments, no one is actually very worried.
Even if real Chinese companies want to purchase, they are confident that their purchase orders will be approved.
What's more, the companies doing business with them are still companies in Hong Kong City. They can withdraw completely without even applying for special approval.
Check out the 16-9 book bar and see the correct version!
"Since the other party is rich, can our sales price be higher than the market price?"
As long as it is a mass-produced product, each company must have its own market guide price.
Different customers may have some customized content based on their own needs, and machine tool manufacturers will also provide some discounts on sales prices based on customer quality, but generally they are still at the same level.
After all, what you want to do is long-term business. If you leave an impression in the industry that the price is very low, then it will be difficult to do business in the future.
Unless your products can always remain world-leading, but in the current machine tool industry, there is obviously no such absolute leading company.
The level of the leading manufacturers is actually about the same, but the types of products they focus on are not exactly the same.
So this time, people from Haas and other manufacturers felt it was necessary to discuss with Austin how to deal with the procurement of BMW technology.
"General Motors is very optimistic about the future development of BMW. After the other party purchases these equipment, many of the products produced will continue to cooperate with General Motors."
"I believe they will have more machine tool orders in the future, so please don't make the price too exaggerated."
Austin also thought that he could earn a few more years in the middle. It would be bad if he scared people away all at once.
After all, BMW Technology can purchase equipment from the United States, Japan, Europe and other places, so it is not without options.
"Then we will treat it as a normal order without attaching any special additional conditions."
Yadri, the sales director of Haas Machine Tools, knows a lot of information. The Chaoyang Motorcycle Manufacturing Factory invested by BMW Technology in China, together with relevant departments in the United States, has provided many products to Algeria for use in combating polar bears.
You can now be considered a player in the American interest circle. It's not time to slaughter the fat sheep yet, let's raise them first.
"I probably understand how to deal with this purchase. As long as the other party does not make any special requirements and only purchases mass-produced machine tool products that are being sold externally, all of our Hardinge Machine Tool products will be sold normally to BMW Technology."
"Of course, sensitive equipment such as five-axis CNC machine tools must be installed with a positioning system or the other party must agree to receive our supervision regularly every year to ensure that these equipment are not used for other purposes."
Austin naturally agrees with what Kurland, the sales director of Hardinge Machine Tools, said.
He didn't want to cause any trouble with this transaction.
This country in the world that has trouble getting along with the United States is trying every means to purchase five-axis CNC machine tools. They all know this information.
Although the possibility of the equipment purchased by BMW Technology falling into the hands of polar bears and other opponents is very slim, no one wants to take this risk.
At least there must be these regulations on the surface. As for whether they will be strictly implemented in accordance with the regulations in the future, that is another topic.
Austin quickly reached a consensus with everyone and communicated well with Jiang Hui.
BMW Technology quickly listed out the list of machine tools and equipment it needed.
There were more than 200 pieces of various types of equipment, and the total purchase amount reached an unprecedented US$100 million.
This is definitely China's largest external equipment purchase order in history.
Of course, considering the special foreign exchange management, Jiang Hui used the order of Mercedes-Benz cars exported to General Motors as collateral and asked Austin to coordinate a loan of US$30 million from an American bank as a deposit to pay various companies. Equipment manufacturers.
This will avoid taking too long when you go back to apply for a foreign exchange quota, which will affect the subsequent arrival time of the equipment.
"Jiang Hui, although the domestic foreign exchange tension has improved in recent years, a one-time expenditure of hundreds of millions of dollars in foreign exchange will definitely require focused approval from the Foreign Exchange Bureau."
“What if we don’t get approval by then?”
Seeing that the contract had been signed, Zhu Ling finally couldn't help but voice her worries.
“Isn’t this secured by our order for Mercedes-Benz cars?”
"If it is really not approved, then General Motors will take out the payment for these cars and pay it to the bank. In the end, these equipment orders can proceed smoothly."
"It's just that our relationship with the foreign exchange management department will be affected."
"However, I think there is basically no possibility of such a thing happening. We are now the largest foreign exchange earning enterprise in Lingnan Province. The purpose of importing equipment is to better expand the scale of foreign exchange earning."
"At worst, I will make a promise to the relevant departments. Starting next year, the BMW Group's foreign exchange target can be doubled from this year's level."
When Jiang Hui said this, Zhu Ling felt a little relieved, but she also added: "Doubling it is too challenging. How about an increase of 30%? No, let's increase it by 20%!"
"No problem, just do as you say!"
(End of chapter)