Interview to Agus Durán, commercial director of Centrotécnica
In the current economic moment the companies have to devise them to sell, which wits employ in his company?
From always, although in the times that run does increasingly important, the confidence of the customer in the provider is the main value that takes into account to the hour to buy. Quality and provision of the machine joined to the capacity of the provider to loan a good service postventa are fundamental. But given the current situation, play other bazas as it can be the capacity to deliver the machinery in the most brief space of possible time.
Another fundamental action is the can give some type of financials, expanding to the maximum the terms of payment and reducing to the minimum the load in possible interests. Definitely the increase in the specialisation of the transformers to that has carried the current economic situation, requires of the provider an important support in technicians and experience to take out the greater performance to the machines, reducing the productive costs. In this appearance the signatures that can supply complete productive units, keys in hand, with automation and all the necessary peripherals to optimise the productivity, have a value added of face to the decision of purchase of the final customer.
The requests of the transformer of plastics, are today different to the ones of the good times, like the year 2000, for example?
At present, with regard to the year 2000, for example the negotiation is more technical. Obviously by the situation of the economy, that forces to obtain in each process the greater possible productivity, because of the reduction of the commercial margins. To the hour to purchase a productive unit (no longer speak only of the machine inyectora but of groups of machinery and peripherals), ask guarantees of operation, performance, stability of process and service with elder exigencia, to minimise the margins of error.
It mention 2 markets consolidated, 2 markets with potentials, and 2 markets that were important but no longer are it.
The markets consolidated could be the one of the car and the construction. Definitely both knew better times, but inside the false situation that live does some years with an overproduction that did not adjust to the real need. We would consider them consolidated because both subsisten and will follow existing, with a stable consumption and that with the step of the years keep the demand by the need of update of the machinery by technology and energetic consumptions. Markets with potentials, definitely the packaging and the medical sector chemist.
Sectors in growth and, by different reasons, consumers of a type of machine and specific technology, that turns them into very dynamic to the hour to buy machinery and update it to measure that advances in the sector. Markets that have left to be important are definitely the ones of production of products of low value added, some sectors of the juguetería, menaje, white or brown line that tend to matter of other countries.
it is going back To the purchase of machines simpler or the transformer follows convinced that only with machines of high technology will go out forward?
The market trend is to the specialisation. Spain can not be a producer of pieces of plastic cheap. Nevertheless the crisis has realised on the one hand a big cleaning of unable companies of subsistir went by a bad gestión or for working with machinery and obsolete technicians. Also it is true that big signatures that previously subcontracted the production of components to third have initiated the own production going in in the sector of the transformation. When it is not really indispensable, in cases like this last look for machines that could describe as simple, easy to handle and with the minimum possible complexity, but looks for reliability and performance, by what without requiring big technological sophistication if it trusts to signature leaders of weight, the same that supply machines of last generation but that all they have of basic models for standard applications.
On the other hand, the technical specialisation of some sectors and this need of reduction of costs if that does to increase the consumption of technological machines as they would be the inyectoras totally electrical or multicomponentes in applications that require this type of transformation. Therefore we could consider that there is market for almost all. Much smaller and demanding, but there is demand of all type of machinery.
