After the construction machinery is sold, it can be called the service period around the whole life cycle related to the equipment, so the service period can be divided into several major parts, such as equipment leasing, two mobile phone sales, technical service remanufacturing, accessories sales and so on. Each plate has its own way of survival. It can not be generalized. Today we will talk about how to play technical services in the most important part.
Excavating machinery
Engineering machinery equipment
What are the players?
The construction machinery technology service group has also formed its own market characteristics with the development of the construction machinery market. However, no matter what kind of group participation, it is finally to realize the basic function of service, at the same time, to obtain its own living space and development. At present, technical service players are mainly in the following categories:
Manufacturer and agent service group
The construction machinery is divided into the selling mode, there are direct selling mode and agent mode. Most of the direct selling products are provided by the manufacturers. The products of the sales agent are especially in the guarantee. Because of the creditor's right relationship, most of the services are provided by the agents.
For the technical service system of the manufacturers and agents, they are the regular army in the market. They have the support of the manufacturer's technical training, the complete spare parts supply system and the service ability without any doubt. However, the high proportion of the fittings and the high cost of the operation of the enterprises lead to the higher unit price of the equipment maintenance customers. In the guarantee business has advantages, once the insurance, customers choose to run the list.
User's own service
Some large construction units, leasing companies and factories and mines have set up their own maintenance teams. But in recent years, the popularity of service outsourcing and manufacturers' agents' stationing service has caused a high turnover rate of their employees and their business is also shrinking.
Professional and technical service provider
As for the equipment that the manufacturers and agents can't cover, the professional service providers are given the opportunity of professional service providers. Most of them are developed by the individual and small groups, which are separated from the factory system, the agent system, the construction unit and so on. At present, in the market, the quantity is huge, and it is the main force of the maintenance and maintenance of equipment.
Although a considerable number of professional service providers are also out of the regular army system, after "falling grass", the technical support of the factory system is not available, the personnel training is not systematic, and the equipment repair task of various brands should be faced, the level of service and the ability of solving problems are not good and bad, and the supply chain of accessories is not perfect. Fortunately, it has a corresponding fast and strong price advantage, and still has great vitality.
Trade oriented service group
In addition, there are some engaged in trade, such as accessories sales, two mobile phone sales practitioners, in order to serve the buyers of good accessories and to earn extra repair costs, or to repair the purchase of two mobile phones, slowly also formed a certain scale, become a rapid development in recent years a force.
As the price of the spare parts is constantly transparent, many spare parts sellers offer maintenance services in order to increase the added value, and after the two mobile phone prices are transparent, the two types of business will have a strong continuous growth in the future in order to improve the quality of the equipment and the refurbishment of the second-hand equipment vendors.
In the present post market of engineering machinery, the maintenance enterprises can be divided into the above categories in general. They all have their own service objects and their respective advantages and disadvantages. At present, it is not very realistic to find a business model that sets all advantages without disadvantage. Some enterprises which are brave to explore, have made certain breakthroughs in some areas or subdivision areas, but the applicability in a larger scope is still to be further observed.
What is the user's requirement?
For the equipment users, they first consider the cost problem. On the premise of relatively fixed regional maintenance price, how to improve the efficiency of construction and reduce the cost of operation has become the primary concern of the maintenance enterprises. Therefore, whether to provide quality and efficient services is an important basis for them to choose maintenance partners.
At present, as the maturity of users is further improved, users are showing a positive outflow trend, and the number of individual users is increasing, customer specialization and scale increase. In this case, they are willing to establish a long-term cooperative relationship with the maintenance partners, which are relatively low in price sensitivity and are willing to purchase high-quality accessories and services.
The speed of information circulation is increasing, the transparency of the parts price is becoming more and more transparent. In the past, the mode of the spare parts service needs to be changed. In the future, the maintenance hours outside the accessories will form a certain industry consensus, especially after the market service of the insurance companies and other institutions after the large area intervention, the maintenance market is standardized. The degree of improvement will rapidly increase. Practitioners are required to see clearly this trend ahead of time and relocate their position.
How do players play?
For the maintenance enterprises in the agent system, if we can reduce operating costs, we will have strong competitiveness in the future. If there is a condition, it is suggested to explore remanufacturing. As the national environmental protection policy is more and more strict, the green recycling of old equipment must be faced by the manufacturers. It should make full use of its own advantages and advance the layout in advance.
For the socialized maintenance enterprises, we should make use of their own natural advantages, such as close to the users, fast speed, flexible and flexible, serve the existing customers, make regional and industry word-of-mouth, establish their own learning channels, master the development trend of technology and select better zero component suppliers from the market. The ability to compete.
For professional component repair enterprises, they should set their own standards and standardize their operations. For example, the repair enterprise of hydraulic pump valve, must standardize its own operating process, no matter what kind of parts to be repaired, through borrowing, cleaning, changing parts, debugging, ensuring the performance after repair, to achieve a stable standard. Unless there is a last resort, to restore the original performance as the standard, not easily modify the performance parameters, one of the whole machine matching has an impact, second, to bring trouble to future maintenance.
So, how to establish and trust between customers, a good suggestion is, as far as possible to regularized the enterprise, obtain certain qualifications, and establish a qualified service team. In view of the difficult recruitment and high turnover rate of the front-line maintenance personnel, the effective training mechanism is set up, the experience of mature employees is video, text, tabular and flow, the job description is written, the qualified service personnel are quickly trained, and the lack of service ability due to employee turnover is reduced. In a society with such developed information, many resources can be acquired quickly through integration and purchase. At this time, it is the core competence. This ability is often embodied in the intangible enterprise brand and the tangible high-quality team.
