| Summary: | 碩士 === 逢甲大學 === 經營管理碩士在職學位學程 === 107 === It’s a long history of the development for machine factory in Taiwan. Most old factories were not same as the modern factory, the production was not after plan & investment. The factory was built by the person, who was worked and learned the skill in another factory. Most of the factories didn’t have good finances and potential ability of development. It’s a strange family business. The most important thing was existed at the beginning of the new factory was created, and the work was to copy the machine of original company and reapired the other old machines. At this moment, it’s no chance to consider the foreign market, because the machine factory in Taiwan was occupied by Japan. Even the new machine can be made, but only local market no export for the quality. Now the factories have the ability to export, but some production is still controlled by Japaness company. Company A was established in the same generation, and the main production is lathe. After more than 30 years effort, company A also wanted to export lathe, because the local market was full. The local market was very small and couldn’t be satisfied by so many local factories. The only way was export. Every factory had people with good hand skill & design, but couldn’t speak good English. So, everyone needed to find good salesman. It’s a big problem to find the person who can realize how to promote the lathe. It’s the main point we would like to discuss over.
Company A had god skill of design, but didn’t know how to open the foreign market. At the same time government helped the factories to open foreign maket by took part in the foreign exhibition. There were so many problems to take part in the exhibition in other copuntries. Especially the cost is huge. Some companies & traders came to ask the cooperation for export. These companies didn’t concentrate to sell the lathe of company A and omit the name of company A. The foreign customers didn’t know any news about company A. The cooperation was maintained several years. At the beginning of cooperation, company A was not in a hurry to export, because the field of factory was given by last generation and the cost is not too high. Company A was a family company and needed only a few profit. He didn’t need too much order and didn’t creat the foreign market. Company A was controlled by the other companies for foreign market during that time, and didn’t know where the customers are. This was only the facial cooperation, because the cooperation faced too much trouble. Customers complained the specification out of request. The main point was the salesman didn’t understand the machine of company A, although he could speek foreign language. The salesman didn’t know what the customer was talking about, and gave company A the wrong specification. It’s not easy to find anyone for the mistake. Company A wanted to overcome the trouble, and develop the foreign market by itself. At the beginning Company A created a new website for machine and hired the salesman with the ability of foreign language, but company A faced the same problem, whether the salesman had interesting to sell machine or just looked for another good job. Threr are so many proper nouns and particular words on the machine. If the salesman didn’t know any of it, it’s not easy to talk with the freign customers, because they were technicians. The salesman didn’t have time to express his saling talent, and didn’t stay long on the palce. If anyone wants to get customer, but he can’t stay on the palce for a long time, it’s not not easy to have response.
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