In the spacious Presstrade warehouses in Kehl, more than 1,200 used forming machines are waiting for a purchaser. The bulk of the machines are those used for forging. They are immediately available and cost only between eight and fifteen percent of the new price.
Whoever is nowadays on the search worldwide for used forging machines will almost certainly come across Presstrade Services GmbH in Kehl, a subsidiary of the Presstrade Group in Reinach BL/Switzerland. The forging specialist in Kehl am Rhein, which claims to be the world market leader in used massive forming machines, has for the past 20 years been offering tailor-made solutions in the field of used machines of this type. In the extensive warehouses in Kehl, there are around 1,200 used forging machines for potential customers to view.
After the major economic crisis of 2009, the market for forging machines collapsed. „In the automotive sector the demand is at the moment very stable“, says Steffen Olshausen. „At the end of last year and at the beginning of this year there was an increase both of inquiries and of sales“, according to the Sales Manager of Presstrade in Kehl. The car industry and its suppliers had introduced extra shifts in 2010 and 2011 in order to increase production by improving the usage of existing machines. In the meantime, they have come to the point where it is necessary to invest further in order to allow for possible breakdowns or for increased production requirements. „We can only think that this is the reason for the increased demand“, says Olshausen.
Most forming machines for massive forming have an almost unlimited life and are extremely robust. At the same time, technical changes to forging machines are relatively straightforward. „This means that used machines are often relatively old“, says Olshausen, „but on the other hand they are available without delay and only cost between eight and fifteen percent of the new price.“ If the customer is prepared to invest this saving in the machine, then he has virtually got a new machine. „If the machine is to be completely overhauled, we can, at the customer’s request do this together with partners“, explains the Sales Manager, „in this case the customer has within four to six months a partly or completely overhauled machine for thirty to forty percent of the new price.“ It is also worth bearing in mind that older used machines are often much more robust than new machines which have been manufactured with cost-optimising FEM technology.
Machines used specifically for forging, including pre-forming, de-burring and calibrating form the backbone of the Presstrade range. „At the moment there is particular interest in machines with a pressing force of 2,500 tons up to 6,000 tons“, reports Olshausen; „anything higher than this is not available with used machines.“ At the moment there is particular interest in mechanical drop-forging presses in which the forging operation is carried out at high speed and with shorter tool contact times.
„We have discovered that customers are in principle interested in automation“, reports Olshausen. However, it is difficult to sell used robots for transfer machines, as these are often designed specifically for a particular product. „However, in such cases we often work together with manufacturers“, he notes, „and so we can operate more or less as a Main Contractor for the customer and offer a complete project with new automation.“ The customer then gets his automation including a price for the overhaul.
When asked about the proportion of overhauled machines, Olshausen says: „The machines which we keep here in stock are in a good technical condition and don’t necessarily need an overhaul. In order to save money, many customers buy the machines just as they are, and overhaul them themselves.“ The machines, which may come from anywhere in the world, have been working right up to the end and Presstrade tests them before disassembly. There is not much work for the customer to do. Many customers decide to start production with the machines immediately in order to make the money needed for a general overhaul some years later. In addition, the standard required of the machines differs a lot from market to market.
In Germany, Presstrade sells between 10% and 15% of all machines. „Here and in neighbouring countries the customers like to get a warranty on the machines they buy“, says the Sales Manager from his own experience. In these cases the customers get written information about what overhauls are recommended. „If we assemble the machines ourselves on site and commission them, there is a corresponding guarantee“, he says, explaining other purchasing conditions. Another possibility is, of course, a training session on site. In some foreign markets this is also practical for the customers, in particular if they do not have the possibility of doing this themselves, or of organising it, and if they are prepared to pay the price required.
Presstrade also offers a wide range of services. „We are prepared to carry out the transport in the case of a move and can also transport special machines to other customer locations“, says Olshausen. „We have specialists who concentrate on transporting our machines with extra large weights or dimensions anywhere in the world.“ The team will also disassemble machines which have been bought and re-assemble them on site. And he emphasises: „We have the knowhow and a team of experienced workers.“
Of course the company is also taking part at the used-machine fair Usetec in Cologne. Because of the size of the machines, none will be shown on the fair, but „the fair is a very good platform for us in order to network with national and international customers“, explains Olshausen. In Cologne it is easy to keep in touch with the market, to exchange ideas with customers and to buy additional machines. Personal conversations are always important and interesting and there is also an opportunity for the customer, if he is in Germany anyway, to visit the warehouse in Kehl.
In the days when the fair took place in Karlsruhe, the company organised a shuttle service to the warehouse in Kehl. The distance from Cologne is of course too great. „There are, nevertheless, customers who are able to stay a few days longer or even to come a few days earlier in order to see the extensive range of machines“, says Olshausen. If there are a number of machines of the same type, this represents an opportunity to find the one which is most suitable. „We have realised in the past few years that about 25% of machine sales take place when the customer is able to look around the range in our warehouse”, he reports. Here the customer has the possibility of checking the quality of the machines in detail and, even if he had not planned to do so, may come to the conclusion that a particular machine is of interest to him.
Dr. Rolf Langbein
Teilen:
