Securities Times: Sany Heavy Industry: Sany United States will be profitable in 2013

Source: Securities Times Author: Yin Zhenmao

Recently, the U.S. media said that Sany Heavy Industry's development of the U.S. market was "tricky". In this regard, Zhou Fugui, senior vice president of Sany Heavy Industry in charge of international business, said in an exclusive interview with the Securities Times reporter yesterday that Sany has a process for the development of the U.S. market, and it is expected that in 2013, Sany America's sales will reach 500 million yuan and achieve profitability. According to Xiang Wenbo, president of Sany Heavy Industry, in fact, Sany America's functional positioning is more of a group R&D, service and talent center.

The U.S. market will be profitable in 2013

"In 2012, Sany America's sales have exceeded 300 million yuan, close to profitability. In 2013, sales are expected to reach 500 million yuan and achieve profitability. Zhou Fugui said in an interview with a reporter from the Securities Times.

Xiang Wenbo, president of Sany Heavy Industry, said on Weibo that the role and contribution of Sany America cannot be measured only by profits. "Sany America is an important strategic platform of Sany Heavy Industry, mainly responsible for R&D, talent search and after-sales service functions."

It is reported that Sany Heavy Industry signed an investment agreement in the United States in 2007 and began planning and construction in 2008. According to Zhou Fugui, the company's total investment in the United States in 2012 was about 50 million US dollars ~ 60 million US dollars.

Zhou Fugui said that at present, Sany Heavy Industry's main product in the United States is crawlerscraneand rough terrain cranes, which are products with high technical difficulty and high product requirements; Sany has developed crawler cranes by introducing users in the United States, and its current market share in the United States is close to 15%, and the company's goal is to achieve *5656 in the U.S. market and 30% in 2015.

"In 2012, 90 cranes were sold in the U.S. market, with sales of 250 million yuan, and excavators began to be promoted in a year, with sales of nearly 60 million yuan." Tang Jianguo, deputy general manager of Sany Heavy Industry and general manager of Sany America, provided more detailed sales data in a telephone interview with a reporter from the Securities Times.

"We've actually done pretty well in the U.S., it's just that there's been no publicity. Specifically, it has introduced a group of experienced engineers, developed crawler cranes suitable for the American market and customer needs, and has established a manufacturing base and sales channels in the United States. Zhou Fugui felt a little aggrieved about the outside world's doubts about the progress of Sany Heavy Industry's U.S. market, "Europe, the United States and Japan are all technologically developed countries, and the market is relatively standardized and mature, so our products need to be developed according to the needs of local customers to develop products suitable for local user habits and standards." This is the *5656 step success of our work. ”

"In the future, the company's overseas market business accounts for 30%~50%, at least more than 30%, and 50% is the ideal goal." Zhou Fugui said that Sany Heavy Industry's overseas market sales in 2012 have exceeded 10 billion yuan, and are gradually expanding.

Continue to accelerate the process of internationalization

"Sany's internationalization strategy is first of all to enter the developed markets of Europe and the United States for products and services, if it is only to enter Southeast Asia and other countries or regions, such internationalization is incomplete or defective." Zhou Fugui believes that the internationalization of Sany Heavy Industry should be all-round internationalization, not only to make use of the international market, but also to make full use of the talents and technologies of developed countries, and to introduce their advanced management experience.

"Internationalization isn't just about selling a few machines, that's not what we're for. There is no substantial significance in selling a few pieces of equipment, which cannot be borrowed from the advanced technology of developed countries. Our internationalization is to establish our own R&D and manufacturing bases in Europe, America and Japan, and the most important thing is that this base is a platform for introducing international talents and advanced management concepts and technologies. ”

Zhou Fugui said that Sany also hopes to take advantage of China's relatively low costs to occupy their market, but this requires a gradual development process, so there will be an investment phase in the early stage. At the same time, he said that after years of layout, the internationalization strategy of Sany Heavy Industry has become clearer and clearer, and the internationalization process is accelerating.

According to Zhou Fugui, in terms of sales, the current market contribution in Asia Pacific, Africa and South America is relatively high, but in terms of market size, the market in Europe and the United States is larger. The basic work has been done in the early stage, and then the harvest period is coming. ”

According to industry insiders, several Chinese construction machinery companies have gone to the United States to explore the market, but now these companies have withdrawn from the United States. The reason for this is that the domestic construction machinery customers and the United States customer needs are quite different, to enter the American market, first of all, according to the needs of local users for R & D and design; Komatsu, the global construction machinery giant, entered the Chinese market and only began to make a profit after years of losses.