Now we have to make another change, from a single set of household twist drill exports to a multi-variety industrial tool export by market segment. Only in this way, our export road will not be narrower and narrower, and we will not be able to compete with the high-speed steel complete household twist drill.
Some time ago, someone asked me what comments I had on Chinese tool exports. To be honest, I don't know much about the export of Chinese knives. For example, in the past two years, I have seen statistics on the Chinese tool industry written by people in the industry. According to the data she has, it seems that China’s tool exports are high-speed steel twist drills, and the rest can be almost in total. can be ignored.
I don't know if these statistics are accurate, but in general, China's metal cutting tools export twist drills are almost unique, but it is almost certain.
I think of the previous two years in the cutting technology forum, there is a senior friend in the industry, once posted a message, said that some foreign tool purchasers came to China to purchase, not good, as long as cheap. She really didn't understand. Based on his years of experience and experience in foreign companies, foreigners are not the only ones who don’t want good goods at the bottom price. In this case, why do the foreigners he meets to some extent, like some people in our country who only know the bargaining price regardless of quality?
In fact, foreigners certainly won't be the ones who don't ask for good goods at low prices. Just because of our tool industry, we have only sold a complete set of household twists that are not of high quality and low price for many years to countries like the United States. So that some Americans don't understand the level of Chinese knives at all, thinking that we can only produce those sets of twist drills. If we want to sell other tool products in the past, those American middlemen will not know or trust other Chinese tools, and their customer base may also be mainly non-industrial customers such as supermarkets. They can't or at least say it's hard to sell our other tool products.
Have the United States, Europe, and Japan not used high-speed steel products? the answer is negative. I remember reading the information of the 4th World Tool Congress held in the previous two years. For the United States and Japan, the consumption of high-speed steel tools in the industry is about 30%, and Germany is slightly higher. Germany's drilling tools, high-speed steel and hard alloy are roughly divided into autumn colors. The milling cutters are roughly three or seven and the hard alloys are dominant. The reamer is somewhere in between. It can be seen from the middle that there are still some living spaces for high-speed steel tools that we are a little better at all.
However, our uniform twist drills made of ordinary high-speed steel may be so-called unpleasant. Developing a specific product based on the needs of the segmented user is an important aspect that makes the customer feel that our product meets his needs and is willing to pay for it. It should be said that in the development of high-speed steel twist drill products, the German cobalt collar company may be an example for us. In 1997, I left the Shanghai tool factory, a leading company in China's high-speed steel twist drill, to the German company Walter. At that time, Walter had a lot of cooperation with the cobalt collar. Almost all occasions requiring high-speed steel drill bits would be the preferred cobalt collar products. The sample of the cobalt collar was very surprised. In my opinion, a high-speed steel twist drill that was simple enough to be almost impossible to make, there are countless changes in the cobalt collar company. When I was at the Shanghai Tool Factory, I also designed so-called non-standard twist drills for customers, but that was only the change in diameter and length. On the Cobalt company sample, from geometric grooves, apex angles, chisel edges, to materials, Coatings, internal cooling holes, various changes and their arrangement can be said to be dizzying. Fortunately, there are many technical guides for their materials. We chose not to use a bit.
We want to expand our export path, change our export structure, and let us have more products to export abroad, instead of having to build a single-wood bridge with high-speed steel twist drills, and actively learn about foreign customers. The demand is what we need to do first. I have already introduced the application of many high-speed steel tools in foreign industry. We need to study what these applications are and we can do and have comparative advantages. It is wrong to not listen to the opinions of the agents, but it is even wrong to listen to their opinions. We need to go abroad to learn about the industrial users who still use high-speed steel knives. What are their needs, and which ones we don't pay enough attention to but they think are important. Because improving these aspects will be an important aspect of our tool products entering the industrial product market.
After understanding the needs of foreign customers, we must try to develop products in a targeted manner. It is very important in foreign markets to meet the needs of customers. Tailoring products for each customer is not something we can do now, but can we do it for a larger customer base? We may not be able to have as many geometries, apex angles, chisel edges, etc. as cobalt collars, but there are several types of steel, cast iron, and stainless steel parts, and there are several types of holes for through holes and blind holes. There are several special conditions for deep holes and thin plates. Can you choose some semi-standard products for users to choose? Of course, after development, it is very likely that we still need to do the initial sales promotion, to do the initial trial cut, to gain the end user's recognition and build the confidence of the agent.
Then we have to renovate the process and strictly control the quality. The industrial product market is different from the household goods market, and the brand is an extremely important factor. If the quality of the products is not well controlled, the market we are very hard to fight for is likely to disappear overnight. Today, the director of the technical center of the same state-owned enterprise talked about a topic. He said that the five products of the five batches of their factory were sent to Europe for third-party inspection, two batches reached the foreign level, and two batches were slightly Poor, and having one batch is disappointing. But the foreigner is telling the results of this disappointing batch and not recognizing their other products. I am thinking, this is the idea of ​​a foreigner. Although these products are different, there should be little difference in technology. The quality of this batch of state-owned enterprises is not satisfactory. How can foreigners believe that your other products can stably meet the requirements of industrial products? How dare he sell your products to his customers? You know, once your product has caused his client's dislike and even anger, it's not just your brand, it's entirely possible that even his brand is a pot. We can think about it. When the acquisition of Sanlu milk powder was mixed with water and melamine in the original milk, was it the brand of the milk station or the brand of Sanlu milk powder?
This road to export structure transformation is also the way to transform our development model. We have experienced a transformation that transformed our single-size drill export into a complete export model at the request of the agents. Now we have to make another change, from a single set of household twist drill exports to a multi-variety industrial tool export by market segment. Only in this way, our export road will not be narrower and narrower, and we will not be able to compete with the high-speed steel complete household twist drill.
Some time ago, someone asked me what comments I had on Chinese tool exports. To be honest, I don't know much about the export of Chinese knives. For example, in the past two years, I have seen statistics on the Chinese tool industry written by people in the industry. According to the data she has, it seems that China’s tool exports are high-speed steel twist drills, and the rest can be almost in total. can be ignored.
I don't know if these statistics are accurate, but in general, China's metal cutting tools export twist drills are almost unique, but it is almost certain.
I think of the previous two years in the cutting technology forum, there is a senior friend in the industry, once posted a message, said that some foreign tool purchasers came to China to purchase, not good, as long as cheap. She really didn't understand. Based on his years of experience and experience in foreign companies, foreigners are not the only ones who don’t want good goods at the bottom price. In this case, why do the foreigners he meets to some extent, like some people in our country who only know the bargaining price regardless of quality?
In fact, foreigners certainly won't be the ones who don't ask for good goods at low prices. Just because of our tool industry, we have only sold a complete set of household twists that are not of high quality and low price for many years to countries like the United States. So that some Americans don't understand the level of Chinese knives at all, thinking that we can only produce those sets of twist drills. If we want to sell other tool products in the past, those American middlemen will not know or trust other Chinese tools, and their customer base may also be mainly non-industrial customers such as supermarkets. They can't or at least say it's hard to sell our other tool products.
Have the United States, Europe, and Japan not used high-speed steel products? the answer is negative. I remember reading the information of the 4th World Tool Congress held in the previous two years. For the United States and Japan, the consumption of high-speed steel tools in the industry is about 30%, and Germany is slightly higher. Germany's drilling tools, high-speed steel and hard alloy are roughly divided into autumn colors. The milling cutters are roughly three or seven and the hard alloys are dominant. The reamer is somewhere in between. It can be seen from the middle that there are still some living spaces for high-speed steel tools that we are a little better at all.
However, our uniform twist drills made of ordinary high-speed steel may be so-called unpleasant. Developing a specific product based on the needs of the segmented user is an important aspect that makes the customer feel that our product meets his needs and is willing to pay for it. It should be said that in the development of high-speed steel twist drill products, the German cobalt collar company may be an example for us. In 1997, I left the Shanghai tool factory, a leading company in China's high-speed steel twist drill, to the German company Walter. At that time, Walter had a lot of cooperation with the cobalt collar. Almost all occasions requiring high-speed steel drill bits would be the preferred cobalt collar products. The sample of the cobalt collar was very surprised. In my opinion, a high-speed steel twist drill that was simple enough to be almost impossible to make, there are countless changes in the cobalt collar company. When I was at the Shanghai Tool Factory, I also designed so-called non-standard twist drills for customers, but that was only the change in diameter and length. On the Cobalt company sample, from geometric grooves, apex angles, chisel edges, to materials, Coatings, internal cooling holes, various changes and their arrangement can be said to be dizzying. Fortunately, there are many technical guides for their materials. We chose not to use a bit.
We want to expand our export path, change our export structure, and let us have more products to export abroad, instead of having to build a single-wood bridge with high-speed steel twist drills, and actively learn about foreign customers. The demand is what we need to do first. I have already introduced the application of many high-speed steel tools in foreign industry. We need to study what these applications are and we can do and have comparative advantages. It is wrong to not listen to the opinions of the agents, but it is even wrong to listen to their opinions. We need to go abroad to learn about the industrial users who still use high-speed steel knives. What are their needs, and which ones we don't pay enough attention to but they think are important. Because improving these aspects will be an important aspect of our tool products entering the industrial product market.
After understanding the needs of foreign customers, we must try to develop products in a targeted manner. It is very important in foreign markets to meet the needs of customers. Tailoring products for each customer is not something we can do now, but can we do it for a larger customer base? We may not be able to have as many geometries, apex angles, chisel edges, etc. as cobalt collars, but there are several types of steel, cast iron, and stainless steel parts, and there are several types of holes for through holes and blind holes. There are several special conditions for deep holes and thin plates. Can you choose some semi-standard products for users to choose? Of course, after development, it is very likely that we still need to do the initial sales promotion, to do the initial trial cut, to gain the end user's recognition and build the confidence of the agent.
Then we have to renovate the process and strictly control the quality. The industrial product market is different from the household goods market, and the brand is an extremely important factor. If the quality of the products is not well controlled, the market we are very hard to fight for is likely to disappear overnight. Today, the director of the technical center of the same state-owned enterprise talked about a topic. He said that the five products of the five batches of their factory were sent to Europe for third-party inspection, two batches reached the foreign level, and two batches were slightly Poor, and having one batch is disappointing. But the foreigner is telling the results of this disappointing batch and not recognizing their other products. I am thinking, this is the idea of ​​a foreigner. Although these products are different, there should be little difference in technology. The quality of this batch of state-owned enterprises is not satisfactory. How can foreigners believe that your other products can stably meet the requirements of industrial products? How dare he sell your products to his customers? You know, once your product has caused his client's dislike and even anger, it's not just your brand, it's entirely possible that even his brand is a pot. We can think about it. When the acquisition of Sanlu milk powder was mixed with water and melamine in the original milk, was it the brand of the milk station or the brand of Sanlu milk powder?
This road to export structure transformation is also the way to transform our development model. We have experienced a transformation that transformed our single-size drill export into a complete export model at the request of the agents. Now we have to make another change, from a single set of household twist drill exports to a multi-variety industrial tool export by market segment. Only in this way, our export road will not be narrower and narrower, and we will not be able to compete with the high-speed steel complete household twist drill.
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