Internet platforms on one side, trade fairs on the other. These are now the marketing tools which enable dealers to reach their potential customers all over the world.
“The current business and order situation of companies which are members of the Technical Association of Machine and Tool Wholesalers e.V. (FDM), a subsection of the Used Machine Group, varies considerably from company to company”, reports Kurt Radermacher. For the Managing Director of the Association, the spectrum ranges from “our orderbooks are completely full and we don’t know which way to turn!” to ”business is very slow and unsatisfactory”.
The reasons for these variations are manifold. “Mainly, it is dependent on the nature and quality of the machines on offer”, says Radermacher. The market for used machines has become very demanding and the customers insist on machines as new as possible and in very good condition. And, continues the Managing Director, they insist on high-quality service and in particular a reliable After Sales Service.
“On top of this, in contrast to the old days there are no longer recognisable business cycles”, he says regretfully. It is no longer possible to identify a German or a European market with its own business characteristics. Supply and demand as well as the investment policies of the companies in the trade are in the meantime dependent upon factors which are worldwide mutually interdependent, and the speed of information in internet also plays a part. “In the used machine trade in particular, which has always been international, this is of particular importance”, says Radermacher.
“In the long run only those companies can be successful which clearly recognise the international nature of this market and carry out an active sales policy”, is his experience. A professional use of internet such as the platform “MachineStock.com”, established 14 years ago by FDM is just as indispensable as the Used Machine Fair Usetec in Cologne. “There is no alternative to personal contacts and conversations”, sums up the Managing Director of the Association, looking back on the experience and development of the last 30 years.
“We recognise and accept these developments and together with our Fair partners, Messrs. Hess from Weingarten and Koelnmesse, we have developed a new and unique concept“, he reports. The Usetec brand can now justifiably claim to cover “the whole world of second-hand technology”. “We can thus summarise as follows: second-hand technology on the one hand is concrete: to see and touch once a year in Cologne at Usetec; and on the other it is virtual: all the year round in the unique combi-platforms Usetec.com plus MachineStock.com”, says Kurt Radermacher.
Radermacher invites all interested fair-visitors attending Usetec to come along to the association’s stand from 5th – 7th May in Cologne. A visit is really worthwhile. “This year we have special emphasis on legal aspects of trade surrounding the sale of used machines”, he says extending this useful and helpful offer. “On our FDM stand we will have an expert in customs and import procedures covering in particular customs clearance using electronic clearance techniques (ATLAS and IMCS). He will be pleased to help and to discuss any questions on these subjects”. (Lb) •
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