He has already experienced the power of the Chinese speaking style and negotiation skills. Those Chinese people can quote scriptures, use metaphors, examples and other verbal skills and various reasons to lower the price.
He couldn't leave the initiative of this transaction in Tang Cheng's hands.
"Its welding speed can reach 30 meters per hour. If it is a skilled welder, the welding speed can reach 100 meters per hour. Its metallurgical characteristics are better than traditional arc welding in all aspects. I am an American, and there are no French people in business.
The British are arrogant and rude, as long as you pay enough money, you can take away this latest welding machine developed by our country."
Johnson briefly explained the characteristics and advantages of the submerged arc welding process, as well as the various performance parameters of the submerged arc welding machine. His words were calm and sincere, without any arrogance. After the introduction, he took a sip of his coffee and looked like a gentleman.
A smile like that.
If submerged arc welding machines weren't so unpopular, he wouldn't be too lazy to pretend to be approachable.
After Johnson finished speaking, Zhang Nan accurately translated everything to Tang Cheng.
"Mr. Johnson, I am here today with the greatest sincerity in reaching a deal, but your quotation is too high. 2,000 oceans per unit is far from affordable. And as far as I know, submerged arc welding requires special flux.
The fusible sintered flux you quoted is 500 oceans per ton. According to calculations, the price of this flux is more than three times that of arc welding rods. I think Mr. Johnson should understand the concept of three times the cost of welding."
After listening to Johnson's words, Tang Cheng held the silver coffee spoon in his right hand and stirred it gently. His posture was elegant and standard, and he smiled: "I am a businessman like you, and I only buy your submerged arc welding machine to make money."
Welding costs three times more.
This is the fatal flaw of submerged arc welding, and the core reason why it has been unable to be promoted as a mainstream welding process. Capital is all about profit margins. What can be done by electric welding, why must we use high-cost submerged arc welding?
Although we do not have a comprehensive understanding of the market situation of submerged arc welding machines, we can calculate the welding cost through the quotation of soluble sintered flux quoted by Johnson.
Submerged arc flux costs 500 oceans per ton, and arc welding rods cost 140 oceans per ton. The market prices are there.
"Mr. Tang, I admit that you are right, but the advantages of submerged arc welding over arc welding are undeniable. You have to know that this is the latest welding process in the United States. Submerged arc welding can weld where arc welding cannot weld. On the other hand,
"What submerged arc welding can weld, arc welding cannot weld." Johnson's expression did not change. He was not surprised that Tang Cheng was able to discover the fatal flaw of high welding costs through flux quotations. The Chinese will try their best to discover their opponents in transaction negotiations.
All loopholes and weaknesses.
"Mr. Johnson, it is precisely because of the advantages of submerged arc welding that we can sit here and negotiate. But what you need to know is - I am a businessman, not a factory owner. The purpose of purchasing a submerged arc welding machine is only to make money. Besides, in your hands
The submerged arc welding machines have been backlogged for a long time. If I were you, I would choose to give a reasonable and moderate price in exchange for working capital to seek other opportunities to make money, such as arms, antiques, soot, etc."
Tang Cheng said with a smile: "If the price is right, I can buy all the submerged arc welding machines and fluxes in your hands."
silence.
The words translated by Zhang Nan pierced Johnson's heart like a sharp knife. These words made him almost speechless and made him really...
My heart is moved.
Yes, as Tang Cheng said, because the long-term backlog of submerged arc welding machines accounts for the vast majority of working capital, Johnson is under great financial pressure. When he encounters business opportunities, he is unable to seize them due to insufficient funds.
He has been trapped in the damn submerged arc welding machine for nearly four months.
Now, the big buyer in front of him can buy all his submerged arc welding machines and fluxes, and an opportunity to obtain working capital is in front of him.
what to do?
Looking at Johnson who was lost in thought, Tang Cheng's smile remained on his face. He gently shook the silver coffee spoon in his right hand. His face was relaxed and natural, showing no trace of panic. Next to him, Zhang Han's face was calm, without any emotion.
One string was stretched tightly, and all attention fell on Johnson.
"I admit that I have been convinced by you. Mr. Tang, you and I are both businessmen. Please quote a price." After more than ten seconds, Johnson, who thought about it, raised his head again, looked at Tang Cheng, and retreated to advance.
, let Tang Cheng make a quotation.
Tang Cheng smiled, not caring about Johnson's little thoughts, and quoted a price casually: "The machine is 1,500 oceans per unit, and the flux is 350 oceans per ton. What do you think about making friends?"
When Zhang Nan heard this, he felt a little nervous. He breathed slightly and clearly translated Tang Cheng's quotation.
He has handled countless transactions, involving amounts ranging from thousands of oceans to hundreds of thousands of oceans. He has never been so nervous as now.
1,500 oceans, and cutting off 500 oceans in one breath is so courageous.
"No, no, no, this price is too low, I can't accept it." Johnson shook his head slightly. The price Tang Cheng gave was far below his psychological level.
At this price, each machine can only earn 300 yuan, and the profit margin is very low.
If the time cost is included, he is almost at a loss.
Sensing Johnson's attitude, Tang Cheng already understood that the other party was not determined to bite the 2,000 Ocean price line. He had confidence in his heart and signaled Johnson to quote: "Then what is your psychological price?"
"Since you can buy them all, the machine is 1,850 oceans and the flux is 460 oceans." Johnson glanced at Tang Cheng, who had a natural look on his face, and felt quite stressed. He took a deep breath and gave the quotation.
"Mr. Johnson, your quotation does not seem sincere to me. As a businessman, I very much agree with your thoughts and feelings of making money. After all, capital is only for profit, but sometimes you have to understand that not all businesses can make money.
, timely stop loss can last long. Your advantage lies in the performance advantages brought by the submerged arc welding process, but these performance advantages are offset by the welding cost. My advantage is that I can eat all the machine materials in one go, allowing you to
The financial pressure has been relieved, and there is no longer a backlog of machine materials.”
Tang Cheng shook his head slightly, stared at Johnson with bright and energetic eyes, and said seriously: "In other words, your advantage has been offset, and my advantage is increasing. I hope you will consider this, and I will also
With the greatest sincerity in concluding a transaction, I will give you a final quotation. The fixed price is 1,650 oceans per machine and 380 oceans per ton of flux."
"If you are willing, we will trade now, if not, I will leave now."
Clenching his right hand tightly and feeling extremely nervous, Zhang Nan translated into English with the most standard London accent and spoke to Johnson.
After hearing these words, Johnson glanced at Tang Cheng, who had a serious face. He knew in his heart that the other party was serious. He fell into silence and did not reply immediately.
The atmosphere suddenly became serious.
1650 Ocean and 380 Ocean. This price line just touches his psychological bottom line. Taking into account the time cost, he will not lose money, but he will not make much profit.
If you sell it now, there are about three benefits: first, you can get back the trapped liquidity, second, there will be no loss, and third, you will feel comfortable.
But when Johnson recalled the time when he imagined a machine selling for 3,000 oceans and flux for 800 a ton, he felt an inexplicable sadness in his heart.
Fantasy is good, reality is cruel.
Time passes minute by minute.
"Mr. Tang, you are an excellent businessman. I agree with your proposal and quotation." Johnson thought about it several times and recalled that no one had paid attention to the submerged arc welding machine that he had placed high hopes on for several months. He sighed and finally came to his senses.
Defeat greed and choose to stop losses in time: "However, I require you to pay in oceans. The decline rate of your country's legal currency is really scary."
When Zhang Nan heard this, she suppressed the joy and excitement deep in her heart, looked at ease, and repeated the words to Tang Cheng for translation.
"I'm very happy that Mr. Johnson has made a concession. As for Dayang Payment, of course I will use Dayang Payment. Where will the transaction time and place be?" Tang Cheng said with a smile.
"My rental warehouse is at the port, and the time can be determined by you."