How to sell Chinese auto parts in a car market like the United States? The author of this article used his personal experience to exchange valuable experience for domestic parts and components traders.
At the end of the 1970s when I was Deputy Director of the Export Department of the former Ministry of Machinery Industry, I considered taking part in the export business of parts and components and talking to the GM and Ford office in Beijing. They also thought that they could buy bargains at first. However, after seeing the factory, I did not think it was okay. Give me a supply agreement. Please fill in the factory and tell me to supply to the US OEM. We must first improve the management according to the requirements of the supply agreement, especially Quality Control. After the improvement, they come to check and bring back the sample test. If it does not come again, after two or three cycles, it will take two years to negotiate. I read the supply agreement, which is now the quality certification, but now is the third-party certification. The Americans use the buyer's certification. It's pleasing, and the order is certified. At that time, because both parties were uninterested, this matter was gone.
In 1980, I adjusted Tianjin and introduced Xiali cars and Daihatsu mini cars. Tianqi sent me to participate in the Xinjin Company established in Tianjin by the United States to open up the export market for parts and components. It was not done in Beijing ten years ago and now it is going to the United States.
Various foreign trade companies in Tianjin set up their own operations departments in Xinjin, such as the Ministry of Machinery, the Ministry of Textiles, the Minmetals Ministry, etc. They all bring their American business cards to work in New York. My manager of the car department was empty-handed and black-eyed. I had to get into the New York City library to read community information. I discovered that the United States had an auto parts traders association, and found out its membership list and participation methods, and immediately entered the membership. Procedures, to a member directory, and the next phase of the list, the company will be included in the list, then I am not a handful of business cards but a thick list. At this time I was sitting in the office dialing the phone, first in New York, outside the city, met in the city for a short appointment, met in the queue outside the city, and met in the near future. In less than a month, I will use American auto parts. The market organization figured it out.
The original American auto parts factory is divided into two categories. One is to cooperate with the automobile factory to develop parts of new models synchronously. After 2 to 3 years of supply of listed new car loading parts, the automobile factory has to develop new models. At this time, the parts factory must also design and test synchronously, while the previous generation of parts and components was produced by another type of parts and components. The factory came to take over. This is the after-sales service auto parts industry that is designed for maintenance of used models.
The after-sales service parts and components industry is made up of a part of the United States parts manufacturers, parts dealers, various parts service centers, parts and components wholesalers, and parts importers.
After-sales service parts distributors will send the drawings and technical conditions for the conversion of the company name to the parts factory, request quotation, provide samples for testing for material inspection, and then provide formal samples after approval, and sign the contract after approval. This is very similar to the practice of state-owned auto parts companies in the era of planned economy. They do not look at the factory, but also ask the quality management program, only to see the results, once the problem is found out of the box to return. Of course, the number of such incidents occurred more than once and the nature changed.
After my name was registered in the membership list, I had a call from the parts supplier and the importer. I asked what kind of car parts I could provide. When I was right, I sent the inquiry by fax.
I understand that not only I want to find them, they are also looking for me. Supply and demand have always been interdependent. The appreciation of the yen has also driven Taiwan’s supply prices. They need us to replace Japan and Taiwan’s supply.
The conversation is good for both parties. I also said what kind of goods we wanted to sell. They told me that the United States has a product liability law: A car is dead due to a tie rod ball break, and all responsibility is borne by the ball Xiao factory. I decided not to take any safety parts. At that time, I did not have confidence in the quality of the country's products.
Through the conversation, we also learned that the mold workers in Taiwan, China, clashed for the Chinese workers. In order to reduce the rear-end accident, the United States suddenly announced at the end of that year that the sedan should be equipped with high-level brake lights and be implemented within a time limit. The moldmakers of the United States and Mexico Lighting Factory were working overtime every day and night. As a result, the first batch of high-level brake lights came from Taiwan. The people who met me all said that the mold workers in Taiwan were amazing. The market is the arena, the Taiwanese molders are Chinese, and the Chinese are drenched, so the rubber and plastic parts I export are all molded parts, and they are all accepted by American importers and US auto parts makers. A small factory in the southern suburbs of Tianjin has developed into a medium-sized plant with imported advanced equipment through the export of rubber and plastic parts. It is a glorious and glory.
I went to see how the parts were loaded with the car of the owner. First went to the repair department of several dealers. They only had a few spare parts. The missing parts were immediately driven to the spare parts center of their company's system. The testing equipment is more than ours. I was deeply impressed by the letter of the official adviser posted on the column in the factory building. The effect is that the shop's workers are trained, technically comprehensive, testing equipment is complete, and the quality of maintenance can be ensured, but the fees are To be a bit higher than the roadside shop, please forgive me.
This shows that they also face the competitive pressure of roadside shops.
A Xinjin company's car door was knocked down and drove to a roadside shop (not a sidewalk but on the side of the road). The repairman said to buy a car door, and I went to a part with the car. At the center, when he entered the model year, he was given him. I asked him if he said no, he said I went to the wholesale center, I said if it did not? He said that he can go to the wholesaler warehouse and find it. The people I came in contact with were originally to guarantee the supply of spare parts. This is a very complete supply network, and each has its own division of labor. I hope that China can also have such an organization. It can both make money for itself and protect the needs of car owners, so that they can get rid of inferior equipment accessories. Both the Japanese and U.S. governments have stipulated that, after the models are discontinued, the auto company must continue to supply spare parts for the model for 10 years.
Back at the roadside shop, he replaced the new door with three, five, and two, and received a two-hour working hour (sale of part time + disassembly time). I saw him throw the old car door into the garbage dump. There was no point in renovating it. In terms of his salary, repairing the old car door was uneconomical. Because the new doors are mechanized.
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