The time-lapse safety engineering machinery company is looking for new growth points

Sales is an important part of creating value for companies. However, it is increasingly difficult for companies to realize profitability through this single link. In particular, with the continuous development of the industry, the quantity of construction machinery tends to be stable, and the number of annual updates of various types of products is very limited. Sales of new aircraft have been unable to prop up the majority of sales.

At this time, how to extend the value of products will become the core of business concerns. This is exactly the key factor in the current active service warfare between enterprises. Second, mobile phones, remanufacturing, and the like, which will increase the value of the machine by extending the life of the machine will also be increasingly favored by customers. As for who can win the first chance in the future market, it depends on who can start the industry and take the lead.

Sales of accessory parts in service context

When the market holding of a certain kind of product of a company reaches a certain share, the contribution of the sales of accessory pieces to the sales of the company becomes particularly important.

The 10 years of the new century is 10 years of rapid development of the construction machinery industry. In the past 10 years, a very big change in the marketing of construction machinery was the transition from price war to service warfare. When a user purchases a new machine, he cares not only about the quality and cost-effectiveness of the product, but also considers the after-sales service capability of the enterprise—a delay of one day and a greater loss for the user.

Especially in the vast provinces of Xinjiang, Qinghai, Tibet and Inner Mongolia, the service radius can hardly be reduced to the same level as that of the central and eastern regions. At this time, the contribution of services in sales is even greater. The reserve of spare parts in the regional market is particularly important.

The number of kits used for replacement of kits during the service period is very limited. After the three-guarantee period, the maintenance frequency of the machine will gradually increase, and the frequency of replacement of the parts will also increase. At this time, the kit will enter the sales cycle.

Due to the branding effect of the host product, users rarely choose to purchase other brands of general parts, and are accustomed to being provided by a host branded company. This makes the basic pattern of package sales on the market similar to the pattern of host sales. This situation is only different in individual parts: First, the engine, etc. Most of this type of product is provided by the manufacturer of the part; the second part is the part of the larger consumption of consumables, which is very versatile. With many distribution outlets, it may be possible to increase the cost through the purchase of matching parts channels provided by the host manufacturing companies, and users may be more likely to seek direct sources of supply.

The chairman of Liugong, Zeng Guangan, once said that a single hosting company could not support a partner company. The author believes that this view should be limited to the retention of a certain company or a certain product. At present, the possession of various types of products by Chinese companies is still relatively small, which is not sufficient to satisfy the supply of single-branded single-partition products or single products. However, in view of the current two significant changes in the industry - expansion of production capacity and mergers and acquisitions, this trend can not be denied.

The second-hand era has never lost

When it comes to used equipment, the most representative product is the non-excavator. In recent years, restrictions on the use of imported second-hand excavators have become increasingly stringent, but this does not seem to have stopped the entry of used excavators. At present, the annual import volume of these products is still more than 20,000 units, which is evident in the total market sales.

The growth in equipment sales for the entire second-hand construction machinery market, which was contrasted by second-hand excavators, should not be underestimated. Last year, the entire equipment turnover of the second-hand construction machinery market exceeded 100 billion yuan, an increase of more than 25% for three consecutive years.