Over a long period, we have gathered a lot of information about different concerns in the machinery manufacturing field. An existing situation which has bothered us a long time is the extremely opposite attitudes which certain of these manufacturers have toward the Used Machinery Industry.
It is generally known in this field that some builders of machinery, or their agents, take the strand that when a used machinery dealer asks for information regarding a machine of their manufacture they reluctantly give out this information, or refuse completely. Of course, the used machinery man can get this information in a roundabout way but he will always have an antagonism and lessened respect for the products bearing this manufacturer’s trade name.
On the other hand, the majority of makers of machine tools, electrical apparatus and other types of industrial equipment which are apt to be offered on the used machinery market realize that they have built years of service into their equipment. Eventually it will find its way into a plant other than that of the original purchaser. Regardless of the replacement part business they are aware that the more machines they have in actual operation throughout the industrial world the more “silent salesman” they have on the firing line.
When a used machinery dealer calls on this manufacturer for information his willingness to cooperate is obvious. He will say: “Yes, sir, any machine of our own make must be a good one, regardless of age,” and willingly gives out the requested data. The dealer’s reaction is one of good will towards this manufacturer and the machinery he builds. He will pay more money when a machine of this make is offered to him. So, the resale values are enhanced. The user gets a good price for his used machine and has another gauge upon which to base comparative equipment.
We have heard the argument by machinery builders that they don’t like to see a machine with an old serial number go back on the market for fear that it might give their product a “black eye.” They forget that there are a number of dealers rebuilding used machinery who are putting them back into a condition almost equal to new. Furthermore, the majority of machinery buyers today know that a reputable machinery merchant is not going to sell him a “pile of junk” and hope to be able to continue in business. Certain guarantees regarding operating condition are usually made, or if “as is” machinery is purchased a thorough inspection is suggested. Age, condition and the guarantee of the used machinery dealer are important factors and, of course, the reputation of the dealer offering the machinery is of prime consideration. So, if the machinery builder who is skeptical about “second-hand” machines reflecting unfavorably on his company will take these points into consideration we think he will find that this “black eye” business is just a bugaboo.
The Used Machinery Industry is performing a valuable service and fits into the American economic picture as importantly as any of our other industries which might come under the head of Service Organizations. The machinery builder who recognizes this is bound to benefit by the good will he is building while cooperating with the established dealers in used machinery and equipment.