普华永道——STK_Draft_Report_021221.pptVIP

Concerned buying factors: Cements Tankers Average 5.5 5.1 Key concerned factors Key findings Amongst the factors, price is the most concerned one, which testified by comments from some key customers Quality and service are also another two factors most important to customer’s purchases, which must be paid attention to when entering the market Brands is somewhat important, which is helpful for a new comers like the JV to penetrate into the market Some comments “When purchasing new tankers, much attention is paid to the prices, for the qualities are almost the same for different brands.” - Manager, from Conch Cements Co., Ltd. “We don’t care whether the tankers were local products or not, price is definitely the critical thing.” - Purchasing Manager, from HuaXin Cements Co., Ltd. Mostly concerned factors Mostly concerned factors Average 5.5 5.1 Key concerned factors Key findings Prices and qualities are the most concerned factors, which testified by comments from some key customers and competitors (see bellow) Service is another most important buying factor Brands and technology are somehow important Some comments “As the qualities are almost the same for different manufacturers, we would prefer the low-priced products.” - Personnel, from Western Shanghai Concrete Company “Because of the fierce competition, we have to reduce prices again and again to get contracts from our clients. Based on my market know-how, the prices will keep on decreasing in the future.” - Sale rep., from Liao Ning Hai Nuo Concerned buying factors: Concrete Mixers 5.1 Key concerned factors Findings and comments Prices and qualities are the most concerned factors, which testified by comments from some key customers and competitors (see bellow) Service is another most important buying factor Brands and technology are somehow important Findings and comments “When purchasing new tankers, much attention is paid to the prices, for the qualities are almost the same for different brands.” - Manager, fro