Volvo laid down the Chinese subdivision market to create a custom solution
Although China's construction machinery market is still in structural adjustment, there is a very different scene in the market segment. The more specialized and meticulous customized equipment that can be competent for all kinds of special conditions has been favored by Chinese users, and the demand is increasing and varied. The manufacturers are competing for the construction of urbanization and The Belt and Road policy brought about by the equipment demand growth, but only a few brands to sniff out this piece of blue ocean revealed a new sales opportunities, while Volvo building equipment is a keen to capture the enormous potential of manufacturers.
In-depth observation of the hidden layout: keen to capture the new market trend
In recent years, China's construction machinery industry, which is in structural adjustment, still suffers from the problems of high inventory, overcapacity and market liquidity. But in the process of "pain", there are many new trends that make the market "radiant". These changes indicate that the market of Chinese construction machinery is constantly approaching the distance from the mature market -- the increasingly vigorous and diversified market demand is one of the typical signs.
With the project owners and contractors for the consideration of construction quality, cost and schedule is more comprehensive and high requirements, the construction industry is facing increasingly fierce competition, and the particularity of the Chinese market rising labor costs and operating conditions so that the standard of the purchase of equipment can not effectively solve the construction problems, so it is more and more users hope that manufacturers can provide more professional and targeted solutions that help them in the competition in the industry "- market segments China talent shows itself" the certailnly.
If the move slow, Volvo China construction equipment in the market segments of the layout is obviously very profound. Because, in 2013, Volvo construction equipment China has officially launched the first custom solution "organized and planned". At that time, most dealers in the industry could only solve their customers' need for customized equipment by "self seeking way" or seeking help from manufacturers.
To dare to be the first Volvo building equipment "first world traveler" in China market, in addition to changes in demand China users observe, into a business, more important is the change from its FoHF rich operation experience, capture the needs of users, from product design to technology research and development, and then to the final production and customer service guarantee, perfect their own interpretation of "customized" users demand accurate comprehension. Volvo construction equipment will integrate these valuable experience capital into the Chinese market. With its solid dealer system in China and the supplier partners who are in line with its global production quality, China will successfully create a new layout of China's market segments.
Attachments to the old: build an economic solution
"Through the attachment of diversification, the excavator into a machine, to greatly broaden the scope of application of excavator ultimately, our users from such economic solutions benefited.". Richard Million, vice president of sales support for Volvo construction equipment investment (China) Co., Ltd., said, "Volvo building equipment for the renovation of accessory devices also properly confirms the company's adherence to the core values of quality, safety and environmental protection.
The concept of excavator and multi-purpose machine mentioned by Richard Million is the economic solution created by Volvo construction equipment for users who want to increase the professional and productive efficiency of existing excavators with relative economic inputs. At present, Volvo building equipment has launched 27 subsidiary device solutions in the Chinese market, which can effectively help users cope with the 9 most common application conditions in China. Which includes not only the tree removal, trenching, drilling, ramming operation device is simple; earthwork backfilling, slope surface treatment, screening processing, material handling more complex operation device varied; in addition also include a rapid tooling conversion device, in order to improve the conversion efficiency of various ancillary equipment.
Different from the traditional "indigenous", Volvo launched a subsidiary device through strict quality audit, professional design, not only more safety in use, the hydraulic system of the device and the original equipment matching is more reasonable. All subsidiary devices provide sales and repair services through distributors. For equipment users, they have omitted the trouble of "special equipment purchase and maintenance" and reduced the use cost, so they are very popular.
According to industry media report, compared to the European market, application of ancillary equipment in China was still not enough, it also means that there are still in this area is not a small commercial potential, perhaps in the future there will be more manufacturers will focus on this, successively seize the market. But for Volvo building equipment, it is no doubt that it has taken the first place.
Special application solution: special requirement customization solution
With the deepening of urbanization and the increase of construction volume, many equipment users have encountered challenging working conditions at the scene, for example, deep pit operation in subway construction, and ordinary subsidiary devices can not cope with it. In some special industries, such as railway transportation department and fire fighting system, because of the particularity of their operation needs, customized equipments are often required for their services. As a result, the special application solutions tailored to the special needs of the Volvo building equipment came into being.
Although there are similar products in the mature market, the special application solution for Volvo construction equipment is not a simple transplant. The reason is nothing: as a customized product, the special application solution must match the specific needs of the equipment users. The past products can only be used as a blueprint or reference for the new scheme. In 2013, Volvo construction equipment launched the first special application solutions - long arm and ultra long arm excavators. This series of products cover B, D series of multiple excavators, the maximum arm up to 18 meters, with a very wide range of uses. Compared with the performance of the product itself, more attention is paid to its diversity of adaptability: users can choose different excavator fuselages according to different needs, and the body arms can also be freely combined. When the construction conditions change, the user only needs to make a slight adjustment, so that the equipment can meet the new requirements without the need to buy or rent new equipment.
In the railway transportation market, in order to solve the shortcomings of high cost, poor efficiency and lack of flexibility in the traditional material handling equipment, Volvo's construction equipment developed and customized scraper and gripper significantly improved the efficiency of freight transport. The products have been approved by the relevant railway departments and realized large-scale procurement and application. At the same time, it has once again demonstrated its advantages in the field of special application solutions - the precision of making the customer's demand realistic and innovative.
In addition to localization, R & D power, Volvo building equipment is also actively developing overseas applications and introducing advanced experience to domestic cases in the development of special application solutions. When providing the telescopic boom and dismantling machine for Zhejiang fire protection system department, the telescopic boom and hydraulic shears and other components have been supported by the global team, and the final product plan has also been significantly optimized.
Although the low valley of the construction machinery industry has not yet passed, the new trends in the market segments are enough to attract attention. In the next few years, the customization program is likely to become a hot spot in the development of the industry. For Volvo construction equipment, despite the "foresight", but the road is still the way is long. Further implementation of the core values of quality, safety and environmental protection, fulfilling the long-term commitment to the Chinese market, and promoting the professional development of China's construction equipment will continue to be the constant insistence of Volvo building equipment.
