CEOs of investment companies talk about the purchase and use of trucks

"‘You know (do not) know that I’ve been using imported trucks,’ said Liang Xiwu, Chairman of Shenzhen Antuo Investment Development Co., Ltd., in a thick Cantonese accent. ‘I never used domestic brands.’" In November 1998, Shenzhen Antuo Investment Development Co., Ltd. was established. The company mainly deals with stone materials, concrete, earth and stone construction, and municipal engineering projects. Liang Xiwu, the company’s leader, is currently Vice President of the Shenzhen Concrete Association and a member of the Shenzhen Municipal People's Congress. **2000: Importing Was Just a Legend** In 2000, as the company was growing rapidly, its existing fleet could no longer meet the needs. Liang had long admired a well-known European brand (the real name has been omitted for this article and replaced with “multiple block” for confidentiality). He began negotiations with several foreign companies to import a batch of concrete mixers and dump trucks from Europe. “The talks were really tough,” he recalled. “Foreigners wanted to take every penny out of us. In the end, the price per vehicle was still shocking—about five times that of domestic cars.” Despite the high cost, Liang was determined. “We bit the bullet, hoping these vehicles would bring more profits.” But signing the contract was just the beginning. In 2000, the Xiamen Yuanhua case had made customs very strict about smuggling. Approval for importing cars became an emergency in Guangdong. After exhausting all connections, the company managed to secure only 70 tax-free truck quotas from the State Economic and Trade Commission (but ultimately only 35 were imported). Even then, the vehicles faced another problem at customs: since the model wasn’t on the official list, they were detained for six months. “Another reason they held us back was that 30 of the 35 trucks were three-axle concrete mixers, with a capacity of 9 cubic meters—far beyond what domestic models offered at the time. Customs worried about quality. After joint investigations with European authorities and proof that the vehicles were safe, they finally allowed them through.” Liang smiled wryly, “This experience was truly a legend. Unforgettable.” Liang thought he could now use the trucks safely—but he didn’t expect more problems ahead. **2001–2004: The Collapse of the “Myth” of Imports** “Imported vehicles, especially those ‘multiple block’ ones, are not the only choice. Their build quality is excellent, and their width is 9cm wider than expected,” Liang admitted. However, the quality also brought challenges. Guangdong’s hot climate meant that small parts and wear-and-tear components often needed replacement. “During negotiations, we asked the foreign company to provide maintenance manuals and set up a service center nearby. They resisted, but eventually agreed to establish a service station in Shenzhen. However, they never provided the maintenance manual.” Antuo ended up buying 30 mixers and 5 dump trucks. But over time, problems arose. When parts broke, the foreign service station charged ten times more than domestic alternatives. If the part was out of stock, it could take up to a month to get it. “One car was forced to sit in the garage because a small replacement wasn’t timely, causing huge losses. It was ridiculous when the foreign company simply replaced entire assemblies instead of just the broken parts.” Hao Zhong, the company’s deputy general manager, complained to reporters. “Once we found out that even parts airlifted from Hong Kong weren’t that expensive.” **2005: Valin’s “Import Substitution”** “Cooperation with many European companies failed,” Liang bluntly said. So, after careful consideration, in late 2004, the company decided to purchase Xingma mixer trucks equipped with Hualing chassis rather than go through the hassle of importing foreign brands. This decision was driven by poor after-sales support, lack of transparency, and the fear that foreign companies would hide technical secrets from Chinese partners. Plus, the complicated import procedures were too time-consuming and risky. When asked why Valin was chosen, Liang explained that the Hualing chassis used Mitsubishi Fuso technology from the 1990s, known for reliability and durability. Meanwhile, Xingma, Valin’s sister company, was among the best in the mixer industry. “We were impressed by the Xingma top jacket and Hualing chassis. After more than a year of use, the engines and chassis of the 30 mixers were in good condition and could handle heavy workloads. Maintenance services were also timely.” **“Business Is About Choosing People”** Over the past year, Liang developed a close relationship with Valin and Xingma’s leaders. “Liu Hanru is very interesting,” Liang said. “Before the procurement tender, he openly discussed pros and cons without hesitation. That’s why I trust him so much. As a private enterprise, business is about honesty. We’re open with each other, and that builds trust.” Currently, Antuo has 47 trucks and tractors with Valin chassis. In the first half of this year, they will purchase another 30 Hualing trucks. “No matter where the car is made, doing business is about choosing the right people. If you choose wisely, you benefit; if not, you suffer.” **Reporter’s Reflection: The Foreign Moon Isn’t Always Round** “We’ve heard for over 20 years that the foreign moon is rounder. But many companies still chase the idea that foreign goods, especially European and American ones, must be better. However, Liang Xiwu’s story shows otherwise.” From his experience, the reporter identified two major issues with buying imported brands: one, maintenance costs are extremely high, and spare parts can be hard to obtain. Two, foreign companies often treat Chinese partners with suspicion, fearing that their technology might be copied. They avoid sharing maintenance knowledge and sometimes replace entire assemblies for profit, which violates consumer rights. In contrast, while domestic products may have minor issues, their after-sales service is usually faster and more cooperative. From this perspective, the foreign moon isn’t necessarily rounder, and China’s moon isn’t necessarily missing.

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