Welcome to the Participants!
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Transcript of Welcome to the Participants!
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Zsolt HarsányiZsolt HarsányiVice-President of CLIMMARVice-President of CLIMMAR
HungaryHungary
Zsolt HarsányiZsolt HarsányiVice-President of CLIMMARVice-President of CLIMMAR
HungaryHungary
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My professional career
Agricultural Mechanical Engineer
1 year at a state enterprise company as a service engineer
At 1991 set an own business – AXIÁL Ltd. – as an entrepreneur
Member of the MEGFOSZ’s presidency since 1998
Vice-president of CLIMMAR since 2002
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1991-2011.
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“Service is more importantthan profit,
profit is not the goal,but the result of service.”
(Henry Ford)
Motto of AXIÁL Ltd.Motto of AXIÁL Ltd.
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OWNEROWNER: : HARSÁNYI HARSÁNYI FAMILYFAMILY
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Profile of AXIÁL Ltd.Profile of AXIÁL Ltd.
• Supplying spare parts for agricultural and construction machines
• Sale of agricultural and construction machines
• Repair of agricultural and construction machines
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15 15 premisespremises
550 550 employeesemployees
Employee number of AXIÁL 31. 08. 2011
320 320 pcs own vehiclespcs own vehicles
13 million13 million kms/year kms/year
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From one hand! From one hand!
9 premises9 premises
Completeness can be fullfilled only with us
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Subsidiary in Hungary
More than 200 pcs machines!More than 200 pcs machines!
ANNUAL RENTAL AGREEMENT!ANNUAL RENTAL AGREEMENT!
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Our Suppliers
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AXIAL’s total turnover of 1991-2010
Source by Axiál
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AXIÁL’s turnover in 2010
132,4 m€132,4 m€Source by Axiál
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AXIÁL26 %
In Hungary: 519 pcs
50 LE< Tractor sales in Hungary related to western brands
in 2010
134 pcs
Source: Dr. Nagy Béla SZIE, Gödöllő and by Axiál
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41%
Harvester machine sales of Axial
27 pcs
pcs
In Hungary: 66 pcs
Source by Axiál
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40 %
In Hungary: 110 pcs
44 pcs
Sale of agricultural telescopic loaders in Hungary in 2010
Source: Dr. Nagy Béla SZIE, Gödöllő and Axiál
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• PRODUCT RANGE ENLARGEMENT• STRENGTHEN OUR POSITION
20%
TARGET:TARGET:
40 %
Construction department 2010
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Turnover 16 m€ 76 % (729 pcs) domestic sales
Used machine situation of 2010
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68 m€68 m€
Dominant market share!Dominant market share!
21 451 partners!
Sparepart sales in 2010
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Service in the foreground
Party of fiveMachine - Spareparts - Service
- Financial Services – Machine rentals
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ROYUHR
SK
A
SLO
SzombathelySzombathely
OSIRON UA
Our foreign subsidiaries
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Slovakia
6 premises6 premises86 employees86 employees6 premises6 premises86 employees86 employees
1994.
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Romania
12 premises83 emloyees12 premises83 emloyees
2003.
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2700 ha in Beled2700 ha in Beled
Axiál in the agricultural production
10 300 kgs milk/2010/lactation/700 cows10 300 kgs milk/2010/lactation/700 cows
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7000 ha and 2000 sows in Hódmezővásárhely
7000 ha and 2000 sows in Hódmezővásárhely
9 350 kgs milk/2010/lactation/1500 cows9 350 kgs milk/2010/lactation/1500 cows
Axiál in the agricultural production
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Hungarian Agriculture
2,5 % GDP
4,5 million hectares plough-land
10 million inhabitants 170 000 employees in agriculture of this
Gross branch average income in 2010: 21.000,- RUB
Foreign trade balance of Hungarian agriculture: + 1-2 billion €/year
Territorial financial aid: 170,- €/ha
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Hungarian sugar industry
- 1990199012 pcs sugar works12 pcs sugar works400.000 t sugar/year/86.000 ha400.000 t sugar/year/86.000 ha
- 201120111 pc sugar works1 pc sugar works100.000 t sugar/year/14.000 ha100.000 t sugar/year/14.000 ha
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Hungarian agricultural machine investments
in nominal values 1991-2010
Source: Dr. Hajdú József FVM MGI, Gödöllő and by Axiál
Prognostic
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pcs
Source: Dr. Nagy Béla SZIE, Gödöllő and by Axiál
50 LE< Tractor sales in Hungary related to western brands
in 2000-2010
+ 1-2000 pcs Belarus/year+ 1-2000 pcs Belarus/year
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Harvester machine sales in Hungary 1998-2010
Source: Dr. Nagy Béla SZIE, Gödöllő and by Axiál
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- MACHINE MANUFACTURING : MACHINE MANUFACTURING : MEGOSZMEGOSZ
National Union of Agricultural MachinesNational Union of Agricultural Machines
- MACHINE DISTRIBUTION:MACHINE DISTRIBUTION:MEGFOSZMEGFOSZ
National Union of Agricultural Tools- National Union of Agricultural Tools- and Machine Distributorsand Machine Distributors
Agricultural machine organizationsAgricultural machine organizationsin Hungaryin Hungary
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MEGOSZMEGOSZType: Type: labour civil organizationlabour civil organization
Year of formation: Year of formation: 19911991Number of members :Number of members : 22 businesses22 businessesWebsite:Website: www.mezogepgyartok.huwww.mezogepgyartok.hu
Official paper of the Union: Official paper of the Union:
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MEGOSZMEGOSZ
Aims of the organization: - professional representation of interests- Increasing the social judgement of research, development, manufacturing and distribution of agricultural machine branch in its all verticum - Harmonizing of interests
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MEGFOSZMEGFOSZ
The three biggest businesses: The three biggest businesses:
2/3 parts of circulation
Type: Type: labour civil organizationlabour civil organizationYear of formation: Year of formation: 1999.1999.Number of members:Number of members: 65 businesses65 businesses
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Tractor statistics made by MEGFOSZ
It gived by the members:It gived by the members:- type of the machine- type of the machine- postal code- postal code- HP- HP
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Situation in Hungary
- Supplying members with information Supplying members with information - Exhibiton organizeExhibiton organize- LobbyLobby
Our aim is uppositioning Our aim is uppositioning of Hungarian agricultural machine serviceof Hungarian agricultural machine service
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We are learning from CLIMMARWe are learning from CLIMMAR
The next annual congress of CLIMMAR is The next annual congress of CLIMMAR is in autumnin autumn
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Increasing power
Future of the agricultural motorizationFuture of the agricultural motorization
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RTK – GPS
Future of the agricultural motorizationFuture of the agricultural motorization
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Future of the mechanization:TIER 4 engine
Engine emission change
Future of the agricultural motorizationFuture of the agricultural motorization
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SCR
Future of the agricultural motorizationFuture of the agricultural motorization
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ElektronicsTo operate
the advances in technology
Future of the agricultural motorizationFuture of the agricultural motorization
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ConcentrationConcentration
The 5 biggest manufacturer give The 5 biggest manufacturer give 90 %of harvesters and 90 %of harvesters and
80 % of tractors produced 80 % of tractors produced in the Worldin the World
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It needs more and more educated operators and service
Future of the agricultural motorizationFuture of the agricultural motorization
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CLIMMAR is an international CLIMMAR is an international organization organizing national organization organizing national
associations which are engaged in associations which are engaged in agricultural motorizationagricultural motorization
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Allemagne
Autriche
Danemark
Grèce
Espagne
Finlande
France
Irlande
Italie
Luxembourg
Pays Bas
Portugal
Royaume Uni
Suède
Belgique
Hongrie
Suisse
Tchéquie
CLIMMAR was created in 1953
USAContacts withSource: Climmar Congress Beijing 2008
by Gilbert Daverdisse
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CLIMMARThe European association of
Agriculture and Garden-Machinery
Dealers and Service-companies:
figures & ratios for average
dealer and member 2007/08Members
Contact
No Contact
Source: Climmar CongressCracow 2010.Model D
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CLIMMAR OBJECTIVESCLIMMAR OBJECTIVES
to make the profession known
to defend our interests
to inform the members
to quote the second-hand machines
to train the managers
to negociate with unions and management
to promote the dealerships
to let our messages be known
Involvement in training
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Dealers and Reparateurs of Agricultural Machinery
in Europe 2008: 23.300 Companies
CH3,6%
D16,7%
F19,3% GB
4,3%
HUN4,1%
S0,6%
B1,7%
PL11,2%
P2,8%
LV0,2%NL
3,0%A
2,4%
CZ1,5%
L0,1%
I9,4%
E17,2%
DK0,7%
IRL1,2%
Source: Climmar CongressCracow 2010.Model D
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Employees in agriculture-machinery companies
(dealers and reparateurs) in Europe 2008: 200.800
D
16,4%
DK
1,7%
F
17,4% GB
10,0%HUN
2,3%
S
1,7%
L
0,1%NL
2,5%P
2,2%PL
8,2%
I
13,9%
CH
3,3% A
2,1%
E
15,4%
B
0,6%
CZ
0,3%
I RL
1,5%
Source: Climmar CongressCracow 2010.Model D
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National turnover of the agriculture machinery
companies (dealers and reparateurs) in Europe 2007:
36.2oo.ooo.ooo EURO
D
14,9%
DK
3,9%
P
4,0%PL
5,5%S
2,3%
NL
4,8%
F
18,0%
L
0,2%
I
6,9%
GB
20,7%
HUN
1,2%
A
2,0%
E
11,1%
CH
2,0%
B
1,7%
CZ
0,1%
I RL
0,8%
Source: Climmar CongressCracow 2010.Model D
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7,5
3,1
7,9
1,8
8,5
21,3
7,8
20
4,9
12,7
11,1
12
7,3
6,9
6,3
25
8,6
05
1015
20
25
Besc
häft
igte
/ E
mpl
oyee
s
A B
CH CZ
D
DK F
GB H I
IRL L
NL P PL S
CLIM
MA
R
Employees per company / Beschäftigte pro Betrieb 2007
Source: Climmar CongressCracow 2010.Model D
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169
486
110
59
164
400
186
374
96
268
92
333 33
9
325
121
239
180
0
50
100
150
200
250
300
350
400
450
5001.
000
EURO
A B
CH CZ
D
DK F
GB H I
IRL L
NL P PL S
CLIM
MA
R
Turnover per employee / Umsatz pro Beschäftigtem 2007
Source: Climmar CongressCracow 2010.Model D
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0
10000
20000
30000
40000
50000
60000
EURO
/ y
ear
Brut and net wages of an average master /
Brutto- und Nettojahresgehalt von Meistern 2008
Nettogehalt 22379 37270 19576 25500 25887 27000 29400 12231 18708 24217
Bruttogehalt 34890 43062 43847 14000 33752 56100 32359 36000 41100 34500 17955 28903 34706
A B CH CZ D DK F GB I I RL L NL P PL SCLI MM
AR
Source: Climmar CongressCracow 2010.Model D
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0
10
20
30
40
50
60
70
EURO
/ h
Invoice hour tariff of workers and masters /
Verrechnungssätze von Gesellen und Meistern 2008
Tarif worker 46 32 55 42,7 52,8 35 54 35 40 41 45 56 43
Tarif master 52 43 60 46,1 58,4 45 54 45 50 42,5 45 62 48,2
A B CH D DK F GB I I RL L NL S CLI MMAR
Source: Climmar CongressCracow 2010.Model D
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Data of German HAG Congress:Data of German HAG Congress:- - German hourly rate of service in the agriculture:German hourly rate of service in the agriculture:
average: 41,9 €/h average: 41,9 €/h (between 38,0 – 45,5 €/h)(between 38,0 – 45,5 €/h)
- - German hourly rate of service in the car industry:German hourly rate of service in the car industry:
average: 56,5 €/h average: 56,5 €/h (between 49,75 – 76,00 (between 49,75 – 76,00 €/h)€/h)
Data of German HAG Congress:Data of German HAG Congress:- - German hourly rate of service in the agriculture:German hourly rate of service in the agriculture:
average: 41,9 €/h average: 41,9 €/h (between 38,0 – 45,5 €/h)(between 38,0 – 45,5 €/h)
- - German hourly rate of service in the car industry:German hourly rate of service in the car industry:
average: 56,5 €/h average: 56,5 €/h (between 49,75 – 76,00 (between 49,75 – 76,00 €/h)€/h)
The World 2008The World 2008
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0
10000
20000
30000
40000
50000
60000
70000
EURO
/ y
earWage of workers and salesmen /
Gehälter in Lager und Verkauf 2008
Parts-man 26399 24117 39234 13200 29295 42780 21271 30000 25500 27800 12272 27742 26551
salesman (basic money) 13440 62000 18200 29515 50880 25200 30000 25500 32100 11400 28704
salesmen (rest) 1% Umsatz 0,3% 20-30% 11% Marge 10% 11200 15% marge 1-1,5% 0,8%
A B CH CZ D DK F GB I NL PL S CLI MMAR
Source: Climmar CongressCracow 2010.Model D
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1900
1125
1293
2053
1494
2400
1700
1597
540
1420
2000
1686
300
800
1300
1800
2300
1.00
0 EU
RO
A* B D
DK F
GB L
NL* P* PL S
CLIM
MA
R
A- dealers: Turnover per machinery- salesman /
A- Händler: Umsatz pro Maschinenverkäufer 2007
* means not A-dealers, but average dealers
Source: Climmar CongressCracow 2010.Model D
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175
338
392 41
1
389
360
50
210
524
290
430
380
329
0
100
200
300
400
500
600
700
1.00
0 EU
RO
A* B D
DK F
GB I L
NL
*
P *
PL S
CLIM
MA
R
A- dealers: Turnover per partsman /
A- Händler: Umsatz pro Lagerist 2007
* means not A-dealers, but average dealers
Source: Climmar CongressCracow 2010.Model D
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0
0,5
1
1,5
2
2,5
3
3,5
in %
of
Tur
nove
r
Depreciations in % of turnover /
Anteil Abschreibungen am Umsatz in % 2007
Depreciations 2,2 1,9 2,4 0,8 1,1 0,9 0,5 1,3 3,4 1,6
A CH DDK (A-
deal.)F (a-deal.) GB L (A-deal.) P PL CLI MMAR
Source: Climmar CongressCracow 2010.Model D
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0
10
20
30
40
50
60
70
80
in %
of
Tur
nove
r /
Mar
gin
Personalcosts in % of turnover and margin /
Personalkostenanteil an Umsatz und Spanne in % 2007
of turnover 16,1 35,1 16,2 11,4 11,8 6,7 12,4 8,9 4,3 10
of margin 76,2 64 59,5 61,8 55,9 53,4 57,7 44,4 19,2 51
A CH D DK (A-deal.) F (A-deal.) GB (A-deal.) L (A-deal.) P PL (A-deal.) CLI MMAR
Source: Climmar CongressCracow 2010.Model D
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0
10
20
30
40
50
60
70
80
in 1
000
EURO
Margin per employee /
Wert Spanne pro Beschäf tigtem 2007
Spanne / Besch. 35,8 53,8 44,5 69,1 46,8 74,3
A CH D F (A-deal.) GB L (A-deal.)
Source: Climmar CongressCracow 2010.Model D
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0
1
2
3
4
5
6
7
in %
of
turn
over
turnver rentability and - rate /
Umsatzrentabilität und Umsatzrate (%) 2007(= Ergebnis pro Umsatz und pro CF / percentage of result and CF of turnover)
% Ergebnis am Umsatz 0,9 3,6 2,7 1 3,3 2,9 2,1 3,6 2,5
% CF am Umsatz 2,9 6,3 5,5 5,1 1 4,4 3,8 2,7 7 3,9
A B CH DDK (A-
deal.)F (A-deal.)
GB (A-
deal.)L (A-deal.) PL (A-deal.) CLI MMAR
Source: Climmar CongressCracow 2010.Model D
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0
5
10
15
20
25
30
35in
% o
f tu
rnov
er
Own Capital Quota / Eigenkapitalquote (%)
% 22 30 31,7 9,5 30 20 15 21,5
A CH D DK (A-deal.) I (A-deal.) L (A-deal.) P CLI MMAR
Source: Climmar CongressCracow 2010.Model D
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EUROPEAN DEALERSAPPRECIATE
THEIR TRACTOR OPERATORS
enquiry 2010
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5 COUNTRIES947 ANSWERS
• DENMARK
• GERMANY
• FRANCE
• UNITED KINGDOM
• SWITZERLAND
• 120
• 286
• 295
• 133
• 113
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947 ANSWERS
• CASE • CLAAS • DEUTZ • FENDT • JOHN DEERE • MASSEY FER.• MC CORMICK• NEW HOLLAND • SAME • VALTRA
• 9• 17• 12• 12• 14• 14• 0• 24• 2• 16
24 26 43 29 44 35 12 34 17 22
16 8 17 9 21 13 0 22 7 0
35 35 25 21 44 42 16 41 9 27
11 19 8 12 29 21 9 16 0 8
95 105 105 83 152 125 37 137 35 73
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- Representative’s power of ligitation settlements- Respect of autonomy- Readability and realism of strategie- Possibility of negotiating sales objectives- Manufacturer-dealer relations- Total relation- Profitability help- Willingness to improve weak points- Overall rancking
Consideration of the dealer’s evaluation
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- Answers by branch- After sales / Guarantees- Answers by productions- Computer services- Advertising and product support- The men- Procedures and terms of payment- Respect of undertaken commitments- Training- Availlability of managers and directors
Consideration of the dealer’s evaluation
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One of the evaluations
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BRAND RESULTS SEND TO MANUFACTURERS
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WHAT CLIMMAR DECIDED
• Each country decides what it publishes for its own results
• CLIMMAR does not publish countries results
• CLIMMAR publishes only overall results
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Suggestion
To be multi-facetedThe World has to eat more.
Machine - Spareparts - Service - Financial Services – Machine rentals
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- Aspire to full range of machines- Organize good service and finance it- Your service be payed by the customer and by the manufacturer- Reprezent your interest jointly- Contact with Russian manufacturers
If you don’t do these it will cost more
Our own instance…
Suggestion
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This prezentation: http://www.axial.hu/CLIMMAR
Web side of AXIÁL Ltd.: www.axial.huMy e-mail address: [email protected] mobile phone: 00 36 30 9530 324
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Zsolt HarsányiZsolt HarsányiVice-President of CLIMMARVice-President of CLIMMAR
Zsolt HarsányiZsolt HarsányiVice-President of CLIMMARVice-President of CLIMMAR