Development and pain points of China's constructio

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On the "the Belt and Road" initiative, the development and pain points of Chinese construction machinery enterprises

on the "the Belt and Road" initiative, the development and pain points of Chinese construction machinery enterprises

China Construction Machinery Information

the "the Belt and Road" initiative has become a reality. Over the past six years, China has signed nearly 120 cooperation agreements with more than 100 countries and international organizations to jointly build the "the Belt and Road", covering infrastructure, production capacity, investment, economy and trade, finance, science and technology Social and other fields

despite the remarkable achievements, some pain points still lie in front of Chinese construction machinery enterprises when they go global

the "the Belt and Road" helps the development of construction machinery

the "the Belt and Road" has built an important platform for Chinese construction machinery enterprises to "go global". Through such means as going to sea by boat, overseas mergers and acquisitions, overseas investment and plant building, more and more construction machinery enterprises are allowed to go abroad, actively participate in global competition, and become an important window brand for the construction machinery nation to display the development achievements of China's new material industry in an all-round way, It has created conditions for the sustainable development of China's construction machinery

driven by the national strategy, the "the Belt and Road" has become an important part of China's construction machinery. More than 70% of overseas exports of some construction machinery enterprises come from the markets along the "the Belt and Road", which provides a stage for enterprises to smoothly realize transformation and upgrading and better participate in international competition. Leading enterprises in the high-end equipment manufacturing industry, represented by XCMG, Sany and Zoomlion, now have relatively perfect marketing in countries and regions along the "the Belt and Road", and another one is fixed at the beginning of 10. According to relevant forecasts, the infrastructure construction of key countries related to the "the Belt and Road" will need at least US $800billion in the next 10 years, creating new opportunities for China's construction machinery enterprises to comprehensively explore overseas markets

export development scale of construction machinery

export data table

in 2018, the total export sales volume of the 25 excavator host manufacturing enterprises included in the statistics was 19100 units, a year-on-year increase of 97.5%, accounting for 9.39% of the total sales volume

in 2018, more than 23300 loaders were exported, including nearly 21800 loaders of 3 tons and above, accounting for 93.2%

since 2018, 2176 bulldozers have been exported, a year-on-year increase of 32.1%

in 2018, a total of 3167 graders were exported, accounting for 60% of the total sales, an increase of 26.9% compared with 2485 last year, the highest in history

the international influence of China's construction machinery is becoming stronger

after decades of development, China has become a big country in the world of construction machinery and will continue to work hard to build a strong country in construction machinery. China is moving from a big manufacturing country to a powerful manufacturing country. A number of Chinese construction machinery enterprises and brands are gradually recognized by the international market and customers

XCMG: more than 70% of the export value

in countries along the "the Belt and Road", the 1 end of the solenoid valve works normally, but the plunger is rusted or there is sludge and dirt between the slide valves, which makes the plunger stuck, resulting in inaccurate transposition (not in place), small or closed oil port, and small flow; The export of products from Jiahe region has accounted for 70% of the total export value of XCMG, and XCMG's products have covered 63 countries and regions along the line. At present, XCMG products have the highest export share in the 30 countries along the "the Belt and Road", and more than 50% in Kazakhstan, Uzbekistan, the Philippines, Pakistan and other countries

Sany Heavy Industry: take advantage of the strength to strengthen the global layout

from 2009, it began to actively layout its overseas business. It has four major production bases in the world, and its business covers 150 countries and regions where Alcoa and Danieli group have married to promote micromillr technology and equipment. The industrial layout and the regional coincidence of the "the Belt and Road" have reached more than 70%. From 2011 to 2018, the scale of the company's overseas revenue increased from 3.425 billion yuan to 13.63 billion yuan, The compound annual growth rate reached 21.8%

Liugong: set up camp

Zeng Guang'an, President of Guangxi Liugong, once introduced: "in 2008, Liugong, as China's first manufacturing enterprise, invested and built a factory in India. After nearly five years, it was at a loss. However, we have been improving and improving. Five years later, we became one of the few profitable enterprises in the Indian engineering industry."

he said that the "the Belt and Road" should camp rather than drift with the wind as a vagrant, so as to further improve the international competitiveness of our manufacturing industry and our high-quality development

Zoomlion: focus on the "the Belt and Road"

Zoomlion focuses on the "the Belt and Road" markets such as Southeast Asia and the Middle East, has built more than 20 trade platforms overseas, and more than 120 agent sales and service points cover key global markets; Through investment, M & A and self built factories, it has set up 9 production bases overseas, covering developing and developed countries. At present, Zoomlion has formed a two horizontal and two vertical overseas pattern and brand influence across Eurasia and emerging markets in Asia, as well as across America and Africa

despite the remarkable achievements, construction machinery enterprises still have difficulties in going to sea. Based on the summary and Reflection on the service experience and technical support of China's machinery manufacturing enterprises, it is concluded that there are four pain points that may weaken the competitiveness of China's machinery manufacturing enterprises

voice is isolated

it is understood that 83% of the interviewed enterprises of Chinese machinery manufacturing enterprises that have overseas business have conducted business layout in major overseas markets, while the overseas distribution channels of the vast majority of enterprises basically rely on the cooperation mode of overseas local dealers. The company headquarters is far away from the information channel of end customers, and there is little feedback from customers. Unless the problems that affect the interests of the dealers are generally fed back through e-mail or get feedback, the general after-sales problems are generally directly absorbed by the dealers. Although China headquarters regularly tries to obtain after-sales service information from dealers and end customers, the amount of information is always incomplete, not timely, and not enough

communication channels are scattered

the contact methods of overseas local dealers and local end customers are scattered, which may be various channels (such as SMS, email, WhatsApp, wechat, Facebook, email, etc.). Moreover, market information and end customer information feedback are often only circulated between end customers and dealers. This has further led to the widening of the information communication gap between the headquarters of Chinese enterprises and overseas end users

uncontrollable service level

due to the direct contact between end customers and dealers through various fragmented channels, the headquarters did not play the overall leading role of after-sales customer service, so the service level of dealers could not be monitored and controlled. So that the most common after-sales service indicators can not be accurately collected to the headquarters, such as the dealer's after-sales service response speed, after-sales service professionalism, after-sales service attitude, etc

shortage of talents

the shortage of talents is also a pain point for the export after-sales service of China's machinery manufacturing industry. Talent is a key factor for Chinese enterprises to provide excellent after-sales service after going global. When practicing globalization and localization strategies, Chinese enterprises lack channels to seek customer service representatives and management talents in various languages in various countries and regions. At the same time, most Chinese enterprises also lack the brand recognition of employer companies worldwide

in order to better develop under the "new situation" of the the Belt and Road, the headquarters of Chinese enterprises urgently need a solution that can seamlessly link the headquarters, dealers in various countries and end customers. Through the tight and compact closed loop, customer service and technical support can be directly and uniformly carried out, and the service level of dealers can be understood and controlled. More importantly, the market voice from front-line users can be timely obtained

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