Wen Guo / Chief Marketing Officer
Perspectives from a life in leadership.
The latest essay
China's industrial-robot makers have spent three years cutting prices against each other at home. Carrying those cuts abroad looks like ambition, but it teaches integrators to doubt the product, harms the partners who sell it and produces the evidence a trade-defence complaint needs.
Read the essayChina's industrial-robot makers have spent three years cutting prices against each other at home. Carrying those cuts abroad looks like ambition, but it teaches integrators to doubt the product, harms the partners who sell it and produces the evidence a trade-defence complaint needs.
Chinese industrial brands try to buy trust abroad with sponsorships, certificates and enormous stands. Integrators and plant engineers extend it for duller reasons: a part that arrives tomorrow, an engineer who answers in their language and a maker willing to publish its own failure rates.
Industrial makers selling abroad call system integrators a channel and manage them for coverage and margin. The integrator is the buyer who stakes its reputation on the product, and prices, contracts, digital programmes and direct sales should all start from that fact.