FEATURE
Q &A s
WJI: How has your business most changed in recent years? My business is changing due to a shrinking customer base. Given all the recent buyouts, mergers, plant consolidations and downsizings, every time one of these events occur, I have lost a customer. And given the current economic climate, the “continuity” is just not there. Three weeks of constant calls and then you wonder if the phone company has turned off your phone. I have been extremely fortunate that one of our leading auction firms has favored me when wire and cable companies close and go to auction. While one cannot complain of the work that goes into the auction process, again, a customer has been eradicated, shrinking your long-term sales outlook. Martin Kenner, Marty Kenner, president, Commission Brokers. Commission Brokers, Inc., In recent years past Gold Machinery has concentrated on its website (on the web in 1994), its global e-mail list and global contacts. We have also expanded into the liquidation and auction venues, including on-line bidding. David Gold, president, Gold International Machinery Corporation, We are seeing a lot more repair work and refurbishing work with used equipment. Many companies are keeping their current equipment rather than buying new. With their current equipment they might be able to undergo a partial rebuild and repair, rather than replace it all. A quality rebuild extends the lifetime of the machine and saves capital. Gerry Runyan, Talladega Machinery & Supply Co. (TMS).
quality to our clients. We had near unlimited options for vendors on parts and service available at this time. Now, unfortunately, with the economic squeeze, we have less companies to utilize, machinery is not as readily available and the perception of price versus quality has eroded considerably. With the competition of overseas substandard new machines, however, we are seeing a significant increase in inquiries and purchase for more solid, quality second-hand machines. Chris Zollinger, vp sales & marketing, Bongard Machines USA. Most companies have reduced their maintenance and engineering personnel and as a result potential customers are increasingly relying on our expertise to provide optimal machinery solutions. Customers prefer purchasing equipment that is complete and in Rahul Sachdev, Wire & Plastic Machinery Corp. good running condition as opposed to buying machinery on an “as is, where is” basis, which used to be the norm in the past. Rahul Sachdev, executive vice president, Wire & Plastic Machinery Corp. We are selling more new machines today than in previous years. We recommend and offer new machines where the corresponding quantities of production are required and adequate means for investments are available. In cases of small budgets we develop for our customers the best compromise between investment and financial limitations, starting with second-hand items only, up to complete mixtures of new and second-hand units to secure reasonable output for a limited investment. M. Hoffman, managing director, Queins & Co. KG. 2009 was slower than 2008. The main difference the past two years is that there have been very few wire and cable equipment auctions. Mike McKee, sales manager, Lloyd & Bouvier, Inc.
Gerry Runyan, Talladega Machinery & Supply Co.
Business three years ago, for example, was more of a seller’s market. We had many quality machines available and the market was strong. This allowed us to leverage our purchasing of machinery and provide machinery at a very high
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The biggest change that we have seen in recent years of course is the Internet, which allows us to send photos, quotes and videos of machines by e-mail or putting them on our website. Steve McMillan, president, Machinery International Corp. As seen by both used machinery dealers and OEMs, the economy has impacted the level of business disastrously. We are now increasing our advertising, our networking possibilities and our customer contacting by e-mail and phone calls. Harking back to my past experience, it is nec-