The "Pyramid" Theory of Accessories, Discussion on the Profit of Special Accessories Market

The "Pyramid" Theory of Accessories, Discussion on the Profit of Special Accessories Market

April 02, 2024

Since the beginning of the year,“The peak season is not prosperous”It is the general feeling of the engineers around us.,The feeling of the terminal market is basically consistent with the information released by China Construction Machinery Industry Association.:Sales volume of all kinds of excavators in February is 12608.,Down 41% year on year.2%。The lack of market demand and user confidence has become the main reason for the decline in sales of construction machinery.。

The other side,At the beginning of the year, the State Council issued a document:12 Key Provinces Will Strictly Control Government Investment Projects。Including transportation(High speed、Subway、Light Rail)、Municipal、Industrial Park、Renovation of various buildings, halls and shanty towns, etc.。For as long as can be foreseen,The construction machinery market may not improve.。Sales of the mainframe suffered a setback,Appliances as a secondary market are affected by correlation,Although there are no specific statistics.,But there is no doubt about the decline in sales.。

Borrow《Flowers》The lines in:Major Cold is necessary after Major Heat,This is the law of the market.。So is there really no way out for the excavator business??I have always believed that there is no bad industry.,Only people who don't know how to be flexible,The Chinese have“Make a fortune in silence”Tradition,Even if the returns are good, a lot of people will say it.“Not making money”。I think as long as we find the profit model in the period of market adjustment.,This industry is in a cold winter“Go ashore”It won't be too hard.。I think this opportunity is the special accessories.。

Of universal accessories“Malignant closed loop”

Once upon a time,Dou、The hammer and the quick are replaced by the excavator, which is engaged in leasing.“Three-piece suit”,Manufacturers have mushroomed in the past few years.,The price is so convoluted that it is incredible.,Less than 3000 yuan can buy 68mmBreaking Hammer,Three or five hundred can get the quick change of the 6-ton excavator.,Along with a wood grabber、Auger、The price of general accessories such as clips is also getting lower and lower.。

The price war results in the loss of production enterprises and poor workmanship.,The service life of many products is even less than 3 months.。The concession of profits has not brought about an increase in sales.,On the contrary, enterprises have no funds to engage in research and development.、To improve quality,This is a“Malignant closed loop”,The end point of the decline in product strength is to be eliminated by the market.。Except for Yantai, Shandong in recent years.、Outside several manufacturing bases in Jining and Hebei,It is very difficult for small and medium-sized enterprises to have new faces.。In such a vicious circle.,Whether it is an individual rental machine owner or a workshop accessory enterprise.,It is difficult to obtain high profits through general accessories.。

Special accessories will become“Bonus points”

Attributes are different from host,If you can't find the increment in the vertical market,The development of horizontal market may allow rental users to find a way out.。Take an example,Not long ago, a 20-ton excavator customer designated to rent a double-drum milling excavator.,The rental price has exceeded the rental price of the host.(The monthly rent of 20-ton excavator is 20000-Between 36000),The profit of this project can be imagined.。Similar cases are not in the minority.,The more complex、Minority、Non-standard items,The larger the profit margin tends to be.。

The accessories that can be competent for these conditions usually have high technical content.,And cannot be replace in special construction,Let's call it a special accessory.。The number of special accessories is small.,In many cases, one machine is hard to find.,Therefore, the pricing power of leasing is often in the hands of the lessee.。I think these special accessories will become the rental of excavators in the future.“Bonus points”,To provide a new profit model for excavator users。

Of the genus“Pyramid theory”

In Europe,The attachment is not affiliated with the host,But two types of devices independent of each other。The technical difficulty of many accessories、Degree of precision、The cost of the equipment even exceeds that of the mainframe itself.,It's not surprising that they sell and rent more than the mainframe.。

At present,The Reverse Expression of Special and General Accessories,Can apply the classic“Pyramids”Model。High value、High technical content、Special tools with small quantities are at the top of the pyramid.,Less impacted by the market,Strong ability to resist risks;The value is low、Large quantity of general accessories with low technical content、Poor ability to resist risks,Be the first to be hit when the market falls。

Personally, I think,The early difficulty for users of special accessories is to obtain information.、Find the right client,For example, double-drum milling and excavating machine products,It can be used for milling and excavation of tunnels.,The biggest difficulty for users is how to obtain such customer information.,And let them see the high efficiency of double-wheel milling tunnel construction.。When he opens up an application channel,Later projects may continue to flow.。

There are many kinds of special accessories.,The use scenario is not limited to the earthwork excavation of the excavator.。In the case of milling products alone,There's tunnel milling.、Pavement milling、Contour milling、Digging and milling、Different branches such as inspection well milling and so on,There are many applications that will be a blue ocean market for a long time to come.,The market potential is huge。

Of course,There are still many subdivided application scenarios to be developed.。It is also recommended that colleagues in the special accessories industry.,Actively expand the application field of accessories、Organize roadshow activities、Share application experience,To contribute to the popularization and development of special accessories in China。

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