At“Overseas priority”Under the guidance of strategy，China Railway Construction Heavy Industry Co., Ltd. has maintained rapid growth in overseas business in recent years.，Behind the achievements is an excellent overseas business team with feet as the ruler.、Struggle and struggle with sincerity as the ladder。

Current period《The strugglers around you》，We tell about the struggling years of a first-line salesman to expand the overseas market.。

Contact for business and technical negotiation on working day、Carry out delivery and manufacturing supervision，Climbing mountains with children on weekends、Take an interest class，For yuan Hugang, a marketing manager who often travels overseas,，Be busy but not bored at home、Tired and happy time，Short and rare，Let him cherish it very much.。

Kilometers 42156，54 hours，11 times，This is yuan Hugang's flight data this year.。“Just returned home before the National Day.，I was on a business trip in Italy for nearly two months.。”yuan Hugang said，Travel to and from the South-Eastern European region several times a year，Two or three months at a time.，Italy、Romania、Poland、Turkey、Serbia，These are some of the countries I often go to.。

Applied in Palermo, Italy·Catania High Speed Rail Line 4BThe shield machine of the bid section is offline.

On the evening of August 7，yuan Hugang and his colleagues boarded a flight from Changsha to Beijing.，They will transfer from Beijing to Milan, Italy in the evening.，This is yuan Hugang's 12th trip to Italy.。“First visit in 2018，Except during the epidemic，An average of two to three times per year。”yuan Hugang said。

yuan Hugang said frankly，The task of this business trip is heavy.，To develop a new project，Follow up the signed contract project，And a reminder、Delivery and a series of other matters。“Overseas Marketing Should Have Both Market Development、Project execution and after-sales service assistance，Follow from beginning to end，Although the workload is heavy，It will encounter various difficulties and obstacles.，But it's also the best way to exercise people.。”He said。

yuan Hugang introduces the equipment to overseas customers

After a long flight of more than ten hours.，8 am local time，yuan Hugang and his colleagues arrived in Milan, Italy，Then move into the apartment rented earlier.。

The apartment is near the subway station.，It is a house with three bedrooms and one living room on the 7th floor.。“Used to live in hotels，There are many exhibitions in Milan.，The price of the hotel is very variable.，There are cases of dozens of times.，Move it often。”It is such a foothold.，Let yuan Hugang feel that this business trip has a sense of belonging.。

Unfamiliar with the surrounding environment，The kitchen utensils in the apartment are not complete.，yuan Hugang and his colleagues placed their luggage.，One bowl of instant noodles for each person，Simply dealt with a meal.。At this time，Communication tools vibrate and flicker constantly.，A pile of work information poured in.，Need to be dealt with item by item。

Palermo·Shield Machine Lifting Cutterhead for Catania high-speed rail Project

“Received a technical proposal.，It needs to be translated and arranged；Customer RFQ email received，It needs to be translated into Chinese and sent back to China.；There are also some problems on the construction site.，Need feedback to technical service team。”yuan Hugang recalls，He devoted himself to his busy work that afternoon.。

A busy afternoon，It's getting dark in Milan.。yuan Hugang took out his rice cooker.，Colleagues took out their own rice and sausages.，Kung Fu for a while，Sausage pot rice is full of fragrance.。Two people with Lao Gan Ma accompanied by rice.，Swept away。

Solve life，In order to work better.。Just a few days before arriving in Italy.，yuan Hugang bought daily necessities while working.。Travel by subway，Go to the Chinese supermarket，Buy vinegar、Light soy sauce、Noodles、An iron pan……Just a few days，He arranged his life properly.。

These two years，CRCHI's export business in the Italian market is growing rapidly.，A breakthrough from zero orders，To realize the batch export of more than a dozen shield machines，yuan Hugang is a participant and witness.。With the pioneering efforts of him and his colleagues,，Chinese shield machines are used in the construction of Italian high-speed rail.。

Cutter head painting for Italy Sicily high-speed rail 2 standard shield machine“Medusa”Pattern

Market development is an important part of overseas marketing.，In yuan Hugang's opinion，Be an overseas salesman for Chinese manufacturing，It's not easy，But also extremely proud.。In a market like Italy where there is already a good basis for cooperation，How to develop new achievements？yuan Hugang has his own thinking.：Persist in talking about new projects with old customers，Persevere in finding new customers and talking about new business。

Ongoing high-speed rail project in Sicily, Italy，Railway construction manufacturing、The railway construction scheme gradually generates trust and trust from customers.。“We are looking for cooperation opportunities for some new projects.。”For regular customers，yuan Hugang is not slack.，Before going to the interview.，He has submitted two business and technical proposals.。

Go prepared.，Efficient negotiation，yuan Hugang and General Manager of the Department Interview Customers in Milan。Talk for three hours.，Customer's technical specifications for the new project、The number of configurations has been adjusted.，There are new requirements for commercial terms.，yuan Hugang records one by one。

The interview is over，It's 12 noon in Milan.，Beijing time is 19:00.。yuan Hugang immediately contacted the domestic research and design Institute.，Get over jet lag，Internal and external linkage，On the same day, the third edition of the business technical plan was rushed out overnight and submitted to the customer.。

yuan Hugang is confident，Made in China is not what it used to be，From technical standards、Engineering performance to quality、Appearance，Made in China is more confident in going out。

The shield machine was assembled at the site of the Sicily high-speed rail project.

The fineness of the product，Gave yuan Hugang the courage to open up。He said，Italy still has a bright future in market development。Some time ago，He was informed of the market demand for a new model.，China Railway Construction Heavy Industries has not exported this type of product before.。Although it will be more difficult to develop new customers and new business.，But what yuan Hugang thinks is，Go for it、Try your best。

Difficult，It is mainly reflected in the differences of ideas and experiences.。Requirements of foreign customers and domestic research and design teams for equipment parameters、Specifications and dimensions、Differences in construction standards，There is no project cooperation between the two sides.，A foundation of trust has not been establish.。

“Hit a rough patch，It is necessary to coordinate in the middle.。”On the one hand, yuan Hugang encouraged the design team to meet customer needs.，On the one hand, guide customers to understand Made in China、China Programme。

With the efforts of yuan Hugang，The two sides have established a weekly meeting mechanism.，The confirmation of the technical scheme is ongoing.、Communication、Clarify、Communicate again、Clarify again。“In the communication again and again.，I believe that customers will trust Chinese manufacturing more and more.。”He said。

In addition to helping high-speed rail construction，Railway Construction Heavy IndustryTBMIt also plays an important role in the construction of other projects in Italy.

Participate in after-sales service，It is also an important part of overseas project implementation.。

At the construction site of Sicily high-speed rail project，The export equipment is being assembled and debugged，Some missing cargo counts were encountered during the proces、Parts damage and other problems。yuan Hugang and his colleagues responded immediately.，From Milan to Sicily。He cut the Gordian knot，Organize multi-party offline meetings，Answer and deal with all kinds of questions，And arrange colleagues to stay on site to coordinate and supervise.。

In the market struggle day after day，Time passes in a flash.。On the eve of National Day，yuan Hugang Ends Business Trip to Italy，Back at home。

“Keep your feet on the ground and work hard，Talk one by one，Do it one by one。”yuan Hugang said，As a front-line overseas marketer，Face difficulties and open up，Practice without fear of hardship，Yeah, right“Overseas priority”The best annotation of the strategy。

Continuous Belt Conveyor Exported to Italy