What are the most concerned issues when purchasing Hanwha Feida? Summary of first-line sales experience

Those who have been in the SMT equipment sales business for a long time, especially those selling Hanwha Feida, all know that when customers look at Feida, they are not only concerned about the price. Don't think that a low quotation can get you a deal. It's really not that simple. When it comes to buying a Feida, in the final analysis, it is a "technical job + practical job". There are indeed quite a few concerns and problems for customers. Today, based on the situations I have encountered in the front-line sales process over the years, I will summarize for you all - what are the most concerned issues when customers purchase Hanwha Feida?

1. 1. How about compatibility? Can it be directly used on my existing machine?

   This question is almost the first one that all customers ask.

   Many customers do not use a complete set of Hanwha equipment. It could be that a certain surface mount technology (SMT) machine is a second-hand mixed configuration, or it could be that several machines of different brands are mixed in the workshop. So what they care about most is: Can Hanwha's Feida be directly installed? Should I modify the machine? Should we change the interface?

   Sometimes, as soon as we hear a customer mention the model, we can tell whether the order will go through or not. If direct compatibility is not possible, we have to provide an adaptation solution, such as replacing interface modules or offering debugging support, etc. Otherwise, no matter how good the Feida is, it's all in vain if it can't be installed.

   In a word: What customers care about is not how powerful Feida is, but that it can work as soon as it is installed.

2. 2. Is the stability really up to par? Don't tell me to rely solely on the manufacturer's promotion

   This point is the most sensitive to customers. They have seen feidars that "fly high when blown but fail when used". Especially for those factories that produce large quantities of products, the most feared issues are unstable material suction, misalignment, and material jamming by the feeder.

   At this point, salespeople cannot merely talk about technical parameters; they need to present practical cases. It would be best to arrange for customers to visit other factories to see the actual operation of the machines, or even try them out themselves. Here we often say, "A Feida that can run for six hours without any shortage of fuel is the real skill."

   So we usually take our clients to visit the line, for instance, asking them to go to a certain automotive electronics factory or an intelligent equipment factory to see how Hanwha Feida operates on the spot. After the on-site inspection, the client's trust level immediately rose significantly.

3. 3. How fast is the material change? Will it affect the efficiency of cable changing?

   This point is of particular concern to many customers who place multi-variety and small-batch orders. Because they may have to change the material tape dozens of times a day, if the feeder is inconvenient to load and unload and troublesome to adjust, it is truly an efficiency killer.

   The customer will directly ask: "How many minutes does it take to change the material tape of your Feida?" Can beginners get started quickly? Do I need any tools?"

   At this point, we have to emphasize the design advantages of Hanwha Feida, such as its snap-on structure, rapid positioning design, and clear identification system, etc. This kind of detail is "immediately perceptible value" for customers who frequently change cables.

4. 4. How long is the lifespan? Are consumable parts expensive? What about the later costs?

   Don't underestimate this issue. Customers are all very shrewd nowadays.

   They know that Feida is not something that can be bought once and for all. If it breaks down after being used for a year or two and requires frequent maintenance, the later investment will be even higher than the initial purchase. Moreover, the prices of some brands' consumable parts are as high as "reaping profits", and the longer they are used, the more exhausting it becomes.

   So customers always ask us: "How many years can your Hanwha Feida be used on average?" Which part is the most prone to damage? Is the maintenance cycle long?"

   Let's just provide the data in a straightforward manner. For instance, a certain customer's Feida has been in use for over three years and has only undergone two regular maintenance sessions. Or a certain Feida has been running continuously for 800 hours and only received a simple cleaning. What customers fear most is "it looks cheap but is expensive to use", so it is necessary to allay their long-term cost concerns.

5. 5. Are there any practical application cases? How are others doing with it?

   As the saying goes, seeing is believing. Only when others use it well will they dare to use it with confidence.

   At this point, the customer will proactively ask, "Is there any major factory using your batch of feida?" " "Has that vehicle module factory been using it for two years?" "

   We have to present real cases, and the more relevant they are, the better. Since you are in the medical electronics business, let's share the usage experience of another medical factory. You are in the LED business, so we will share the feedback on the LED factory line body. In fact, customers don't want to hear you "show off your customer resources". What they want to confirm is: "If others dare to use it, I will dare to use it too."

6. 6. How fast is the after-sales response speed? Who should I turn to if there's a problem?

   Although Feida is a "small device", if it malfunctions, it can stop a production line.

   Customers often ask us, "If there is a problem with Feida, how long will it take for us to come to your door?" "Is your after-sales service outsourced or provided by our own people?" "

   We must give a clear response, such as promising "response within 4 hours in the Pearl River Delta and on-site service on the same day", or "We have a local spare parts warehouse and resident engineers". Some customers even specifically asked, "Could you train our engineering staff in advance to maintain it by themselves?"

   All these are genuine demands. What customers want is not a "promise", but "someone to take care of them in case of any emergency".

7. 7. Can the price be negotiated? Can I try it out?

   Of course, the last factor is the price. Although Feida is small, purchasing it in large quantities is still a considerable expense. Customers will basically bargain and also ask, "Can we try a few sets first?" "Should I add more when I'm satisfied with it?"

   At this point, we will also handle things flexibly. Sometimes we offer trial policies, and sometimes we provide discounts on sample lines. Because after the customer uses it, if they are satisfied, the subsequent orders may be dozens or even hundreds of sets, which is worth striving for.

In summary, the concerns of customers when purchasing Hanwha Feida boil down to three points: whether it can be used, how good it is to use, and whether it costs money to use. As front-line salespeople, we not only need to understand the product itself, but also the "pain points" and "concerns" of our customers.

Sales is not just about talking the talk; it is more about sincerity, professionalism and practical experience. When customers ask a lot, it's not because they are being picky, but because they are taking this purchasing decision seriously. What we can do is to help them dispel their doubts and place orders with peace of mind through one genuine feedback after another, one technical support after another and one on-site visit after another.

If you are also a user of Hanwha Feida, you might as well look back and think about what aspects you care about the most. If you are a new customer who is still on the fence, I hope this summary of front-line sales can help you avoid some detours.