Those who have been immersed in the tool industry for a long time will humbly say such things as "small products make great achievements."
Indeed, the cost of the tool itself is only about 3% throughout the metal processing. However, such a small product has a huge market share.
According to the data provided by the China Machine Tool Industry Association Tool Branch, the total amount of tool consumption in the domestic market reached a record high of RMB 40 billion in 2011, an increase of RMB 7 billion from the total consumption of RMB 33 billion in 2010, an increase of 21.2% year-on-year. Among them, the sales of domestically-made knives totaled 26.5 billion yuan, a year-on-year increase of 20.5%, and the total sales of imported knives were 13.5 billion yuan, a year-on-year increase of 22.7%.
China is the world's most promising tool market. Many multinational tool groups have made expanding their tool sales in China the top choice in their own development strategies. Each company’s Asia Pacific headquarters, R&D center, training center, and logistics center have settled in China. In order to use China as the center to radiate into Asia, we can more directly and conveniently serve our customers and better meet the needs of customers in the Asia Pacific region.
As a result of inventorying, around the huge “cake†in the Chinese tool market, the foreign tools actively engaged in the market are traditionally divided into five specialties: Shanshan Department, IMC Department, American Department, European Department, and Japanese Department. They are in the Chinese market and domestically. The knives are engaged in a war of bloodlessness.
Among the factions of the faction, the Sandvik Group includes Coromant, Walter, Seco, Wannet, Safety, and Thomas.
On June 6, 2012, Sandvik Coromant Greater China Beijing Efficiency Center was grandly opened. The Efficiency Center is Sandvik Coromant's original concept in the field of metal processing. There are 27 efficiency centers in more than 20 countries worldwide.
Although Shante is the leader in the global cutting tool market, Kenneth, Mitsubishi and IMC are the "second-ranking contenders." On April 2, 2012, IMC CEO Jacob Harpaz said in a speech at the opening ceremony of Tequico's second factory: “The IMC Group is the second largest manufacturer of metal cutting tools in the world, so it is not ranked in many fields. The first is the second." The heart of the global industry's top spot is overwhelming.
The American Department is mainly represented by Kenner. In 2011, Kennametal Metals received approximately $2.4 billion in remuneration, with revenue from outside of North America exceeding 50%. Of course, there are STELLRAM, MILLSTAR, and M.F.M. A. Ford, SGS, GARR, STAR and other tool brands.
The Japanese department includes Mitsubishi, Kyocera, Sumitomo, Tailo, Oshiji, Aojie, Fujitsu, and Hitachi. Like the machine tool, the cost-effectiveness of Japanese cutting tools is very advantageous in China.
The European Department is mainly based in Germany, including MAPAL, Guhring, EMUGE, Fraisa, VARGUS, HORN, and Hoffmann.
Although foreign brands of cutting tools have flourished in the Chinese market, in the past few years, the Chinese market has also achieved excellent companies such as Zhuzhou Diamond, Xiamen Golden Heron and Zheng Ding. Together with the original four major tool factories, there are approximately 10 backbones. Enterprises have completed the transformation from traditional tools to the modern cutting tool industry, and they have developed well every year. They have entered a period of rapid growth.
However, China's annual imports of tools account for about 1/3 of the total market, and all are modern and efficient tools. Among the homemade tools, only 10% to 15% of modern efficient tools are available. This shows that while China has become the world's most promising tool market, the high-end market is occupied by multinational companies and the development of domestic tools is a long way to go.
In addition, it should be mentioned that, in the Asian market, Chinese Taiwanese knives (Jingheyuan, Shanghu, DHF, Anwei, etc.) and Korean knives also have a certain status in the Chinese knives market, especially Chinese Taiwanese knives, which are lower. The price and good practicality have won the hearts of Chinese customers.
Selling a tool is just like selling a service. Just like a machine tool, a customer buying a tool doesn't just need the tool itself, but also needs the perfect cutting.
Therefore, for the tool manufacturing company, the sales tool can not only describe the performance index of the simple tool itself, but also need to study the material of the workpiece to be processed by the customer and combine it with the cost to give a systematic solution.
“The current situation is that customers want a certain percentage of annual cost reductions, but the demand for services is always improving.†Shantou under a certain brand tool sales staff told reporters that the situation is not good this year, the company performance has dropped 20 About %, but the customer's psychological increase is also expected to increase the company's operating costs.
Tool is a consumer industrial product, the price is the weapon of the competitive market, the pricing can not be more than similar products. Therefore, in addition to the scale of sales to amortize costs, doing so is also an important way for companies to obtain corresponding profits.
In fact, with the emergence of the new manufacturing industry and the increasing customer demand for production efficiency, today's international tool manufacturers are subdividing their own technical teams. Not only Coromant, but also other international tool manufacturing companies such as Iscar, Kenneth, and Shanda, from R&D to technical service teams, have already owned the Die & Mould Industry Group, Automotive Industry Group, Aviation Industry Group, MTB Group, and New Increased energy industry group, medical industry group and so on.
Due to the characteristics of the tool industry, tool manufacturers often want their product range to be complete, which is also convenient for customers to provide a full range of solutions. However, because of the characteristics of processed products, it is often necessary to go in a refined and specialized manner.
For example, in order to further improve the product range of its tools, Seco succeeded in the acquisition of EPB, the French tool and boring knife manufacturing company, and Jabro, which produces solid carbide milling cutters in the Netherlands.
Seco said that it will showcase a variety of cutting tool solutions designed for aerospace applications at the 2012 Singapore Air Show. The company will focus on new products for the machining of titanium alloys, aluminum alloys, heat-resistant superalloys and composites, and will meet the needs of most aerospace, defense manufacturing and other industries today.
Therefore, the reporter believes that "big" and "special" are a balanced art for each tool manufacturing company. People in the industry believe that Sandvik is now the biggest, and most of the time, it is from the perspective of sales, and their products have the greatest advantage.
But this also lays a hidden danger, such as its products can be easily replaced. It is precisely because of this that there will be other companies’ survival, and there will be two or three hundred million sales per year for other small businesses.
Jiang Wende, general manager of Seco Tools (Shanghai), stated that it is no longer possible to define the advantages and disadvantages of a tool brand simply by using the quality and processing performance of the product. The user's needs are to improve efficiency, reduce costs, and create profits. To help users really achieve this, tool suppliers must not only provide good products but also provide better services.
He told reporters that due to the competitive pressures of companies nowadays, customers rely more and more on tools in the processing of equipment. Taking the automotive engine as an example, in the past, the configuration of the production line equipment was developed by the diesel engine factory, and then gradually moved to the hands of the machine tool supplier. However, the current trend is that the tool supplier slowly assumes this responsibility.
"To increase market share in market competition, we must do better than others. Then we need a reliable foundation - a reliable product base and a reliable service foundation."
Shangao's goal is to actively listen to and focus on the needs of customers, not only to provide a complete series of excellent tool products, but also to provide more value-added services with the goal of being a trusted partner of customers.
The reporter believes that if the product is compared to hardware and external work, and the service is compared to software and internal strength, the tool manufacturing enterprise must be both hard and soft and both internal and external.
New people talk about I. Harbin Institute of Technology Xiao Li's tool "Water" is very deep because the school has Professor Li Zhenjia who is known as the "Knife King of the Industry". Therefore, we also have some related contents of the tool in the professional study, and are no stranger to the tool itself. However, when entering a company, we really understand how a world-class production line works.
In the first half of the year, we went to the production line, the operation of grinding centers in major schools, and the participation in the formulation of grinding processes. Afterwards, he was transferred to the R&D center's design department to learn some design and processing knowledge, including CAD and CAM. In the design department, he was involved in product design and the preparation of new numerical control programs. Afterwards, he went to the Research and Application Department of the R&D Center and mainly participated in product application research.
I think the tool is very interesting. The small blade covers many disciplines, such as materials science and mechanics. It can be said that the tool itself is very specialized, but it involves a wide range of materials, including processed materials, machine tools, etc. It's complicated again.
To be honest, I think that the "water" of cutting tool technology is still very deep. Many problems cannot be explained theoretically, and they can only be tested and explored continuously.
From this perspective, there is still a difference between the knowledge learned in the school and the actual work application. The school learns more from the teacher's theoretical teaching, is basic, and will not be specifically oriented to it. Specific production.
However, if we say that the knowledge learned in the university is not useful at work, I think it is more extreme. After all, if there is no basic knowledge, then it will not even touch the door. Harbin’s school motto mentions that if you want to achieve unity, you must apply the basic knowledge you learned and play well.
Personally, I think that learning the tool is of great use to a mechanical person, because it involves many aspects and is easy to integrate in future concrete work. As far as I know, the current domestic machinery industry is lacking in this area.
However, domestic tools still seem to be only based on imitation, compared with foreign well-known tool brands there is a big gap, after all, we have a weak foundation, there is still a long way to go.
However, I believe that the domestic tool industry will certainly lead the development of cutting tools in the world. Although it may sound unbelievable, I think our generation may realize this dream. After all, we Chinese are very smart.
As for the moment, I intend to find some information, buy some books on metal materials, and learn more. Because the tool has to be designed and used well, it needs to understand the material being processed. In addition, more than 10,000 kinds of products in the factory, the characteristics of various tools, the scope of use must be understood as soon as possible; then is the competitor's product information also need to understand more, which is critical in the market competition.
II. The change in the concept of Xiao Zhang of the Shaanxi Institute of Technology is very difficult to be important. Some of the old companies in this industry have given me the outstanding feeling that products are more traditional and lack innovation.
Nowadays, the operation of enterprises is all about speed. In terms of the tool industry, I feel that the domestic industry is very different from foreign countries, and the difference is in all aspects, including materials, coatings, and even equipment, and foreign new product development and market introduction. The speed is very fast.
Although I have only worked for more than a year, I feel that we have not studied enough about the geometric parameters of the cutting tools. I think what I need most now is to break it, change it, and include changes in the process. But what's more important is the change in philosophy. This is the hardest thing.
Of course, I also understand that young people have not enough ideas, and an important way to improve the design level is to interact with the manufacturing site. Therefore, I will have more time to understand the manufacturing and use of the scene. After all, the scene will understand some practical things. I am young and have little experience. I will go to the scene to open up my horizons, and have more intuitive perceptions to help design. Perfection, but also can communicate with the on-site staff for some design changes. After all, they have on-site experience. For example, after the introduction of new products, they will use them to compare with the previous ones. They can give me some good feedback. I am willing to accept both good and bad.
In addition, in addition to tools, I also want to learn more about measuring tools, mechanical knowledge. It is definitely not possible to simply make tools. Certainly there must be an understanding of the process. The more you know about other related knowledge, the more it will help you to produce tools.
This year also plans to learn an analysis software that was only heard before and is intended to learn first. I hope one day the production and supply of cutting tools will be quick and easy. For example, by posting the basic cutting tool products made by the user, the user needs to meet the performance requirements and process parameters, and they only need to submit online directly, and the company will follow its individual requirements. Rapid production and supply.
Not only sales, including the design of production processes, I think the industry must break the traditional model, to absorb foreign good tool products, to make better leading products, of course, this takes time, but only dare to dare to do it There are new opportunities, aren't they?
To make better products, we need to learn, absorb, and innovate. After all, foreign tool development takes a long time. We absorb more good things from others in the process of development. We can shorten the development time and reach the same height as quickly as possible. I think that when it comes time, it's not necessarily better than anyone else.
Related links: Tool procurement brand familiarity does not mean usage From the point of view of the tool product consumption habits, more than 60% of companies have adopted more than 5 times of annual procurement plan, which is purchased at least two months or so, which reflects the tool consumption The market is relatively mature, and tool users tend to be more flexible when making budgets, rather than keeping too much inventory. At the same time, due to the flexibility of user procurement, the market offers ready access to those who have not yet entered the tool suppliers. As a result of on-demand procurement, the competition for replacement of used brands is also increasing.
From the analysis of procurement factors, the main concerns of the user when choosing a tool are: life (32%), price (28%), sales service (12%), brand (9%), supply (8%), quick service (8%), salesperson quality (2%), other (1%). Sales service, supply, and fast service accounted for 28%.
The analysis of the factors of concern during use shows that the main concerns of the user when using the tool are cost-effectiveness (49%), resolution (28%), price (18%), delivery, after-sales service and others (5% ).
In both cases, the price/performance ratio is still an overwhelming determinant. In addition, the solution ability of the comprehensive solution is obviously very much concerned. This shows that the era of “selling knife†has come to an end, and manufacturers that sell the overall solution will be expected to win in the fierce competition.
As far as purchasing channels are concerned, through professional newspapers and magazines, it is known that there are the largest number of tool suppliers, and the effectiveness of lectures or training is poor.
Another set of data is also worth paying attention to. 28.57% of the surveyed companies use “customary purchase†as the main way to select a tool brand. A total of 50.02% of companies choose “customary purchase†as the main channel, and 78.57% of respondents The company formulates tool procurement plans every year. It can be seen that “customary purchase†is still the main choice, which reflects the maturity of corporate procurement channels, but on the other hand it has brought difficulties for new manufacturers to enter. It is worth noting that the "Browse Tools Web Page or Sample Materials" also occupies a relatively high share (35.71%), reflecting the user's active attention to the company's product information.
The brand factor accounts for about 9% of the factors affecting the purchase. In terms of familiarity with the brand of the tool, Sandvik took the first place in the mention rate, and far ahead of other competitors. Domestic brands are familiar with Zhuzhou Diamond, Shanggong and Hagong brands.
However, it is necessary to explain that the difference between the use of the brand and the mention rate of the brand is not significant, but due to price, history and other reasons, the three brands with the highest domestic mention rate are lower than the foreign brands in recognition rate. Usage is not inferior to foreign brands.
And there is a degree of divergence between the brand that users actually use and the brands that they know. Investigate the loyalty of 10 brands such as Diamond, Hagong, Iscar, Kenametal, Sandvik, Seco, Shanggong, Sumitomo, Walter, Widia (including Valenite). In companies with high loyalty, national products have greater advantages.
Similarly, for Sandvik Coromant, users of Sandvik Coromant tools, as well as Seco, Kenner, Isca, Widia, Walter, etc., mentioned the proportion of Sandvik Coromant with other brands. It is very average, indicating that Sandvik's users also have a certain orientation when the brand is transferred.
Although tool procurement only occupies a small part of the cost of production, most respondents also admit that this small part of the investment can affect the entire production efficiency. The importance of the importance of the tool to the user's tool has been significantly improved. The majority of the tool engineers surveyed believe that the investment in tools, especially advanced tools, should be increased.
Indeed, the cost of the tool itself is only about 3% throughout the metal processing. However, such a small product has a huge market share.
According to the data provided by the China Machine Tool Industry Association Tool Branch, the total amount of tool consumption in the domestic market reached a record high of RMB 40 billion in 2011, an increase of RMB 7 billion from the total consumption of RMB 33 billion in 2010, an increase of 21.2% year-on-year. Among them, the sales of domestically-made knives totaled 26.5 billion yuan, a year-on-year increase of 20.5%, and the total sales of imported knives were 13.5 billion yuan, a year-on-year increase of 22.7%.
China is the world's most promising tool market. Many multinational tool groups have made expanding their tool sales in China the top choice in their own development strategies. Each company’s Asia Pacific headquarters, R&D center, training center, and logistics center have settled in China. In order to use China as the center to radiate into Asia, we can more directly and conveniently serve our customers and better meet the needs of customers in the Asia Pacific region.
As a result of inventorying, around the huge “cake†in the Chinese tool market, the foreign tools actively engaged in the market are traditionally divided into five specialties: Shanshan Department, IMC Department, American Department, European Department, and Japanese Department. They are in the Chinese market and domestically. The knives are engaged in a war of bloodlessness.
Among the factions of the faction, the Sandvik Group includes Coromant, Walter, Seco, Wannet, Safety, and Thomas.
On June 6, 2012, Sandvik Coromant Greater China Beijing Efficiency Center was grandly opened. The Efficiency Center is Sandvik Coromant's original concept in the field of metal processing. There are 27 efficiency centers in more than 20 countries worldwide.
Although Shante is the leader in the global cutting tool market, Kenneth, Mitsubishi and IMC are the "second-ranking contenders." On April 2, 2012, IMC CEO Jacob Harpaz said in a speech at the opening ceremony of Tequico's second factory: “The IMC Group is the second largest manufacturer of metal cutting tools in the world, so it is not ranked in many fields. The first is the second." The heart of the global industry's top spot is overwhelming.
The American Department is mainly represented by Kenner. In 2011, Kennametal Metals received approximately $2.4 billion in remuneration, with revenue from outside of North America exceeding 50%. Of course, there are STELLRAM, MILLSTAR, and M.F.M. A. Ford, SGS, GARR, STAR and other tool brands.
The Japanese department includes Mitsubishi, Kyocera, Sumitomo, Tailo, Oshiji, Aojie, Fujitsu, and Hitachi. Like the machine tool, the cost-effectiveness of Japanese cutting tools is very advantageous in China.
The European Department is mainly based in Germany, including MAPAL, Guhring, EMUGE, Fraisa, VARGUS, HORN, and Hoffmann.
Although foreign brands of cutting tools have flourished in the Chinese market, in the past few years, the Chinese market has also achieved excellent companies such as Zhuzhou Diamond, Xiamen Golden Heron and Zheng Ding. Together with the original four major tool factories, there are approximately 10 backbones. Enterprises have completed the transformation from traditional tools to the modern cutting tool industry, and they have developed well every year. They have entered a period of rapid growth.
However, China's annual imports of tools account for about 1/3 of the total market, and all are modern and efficient tools. Among the homemade tools, only 10% to 15% of modern efficient tools are available. This shows that while China has become the world's most promising tool market, the high-end market is occupied by multinational companies and the development of domestic tools is a long way to go.
In addition, it should be mentioned that, in the Asian market, Chinese Taiwanese knives (Jingheyuan, Shanghu, DHF, Anwei, etc.) and Korean knives also have a certain status in the Chinese knives market, especially Chinese Taiwanese knives, which are lower. The price and good practicality have won the hearts of Chinese customers.
Selling a tool is just like selling a service. Just like a machine tool, a customer buying a tool doesn't just need the tool itself, but also needs the perfect cutting.
Therefore, for the tool manufacturing company, the sales tool can not only describe the performance index of the simple tool itself, but also need to study the material of the workpiece to be processed by the customer and combine it with the cost to give a systematic solution.
“The current situation is that customers want a certain percentage of annual cost reductions, but the demand for services is always improving.†Shantou under a certain brand tool sales staff told reporters that the situation is not good this year, the company performance has dropped 20 About %, but the customer's psychological increase is also expected to increase the company's operating costs.
Tool is a consumer industrial product, the price is the weapon of the competitive market, the pricing can not be more than similar products. Therefore, in addition to the scale of sales to amortize costs, doing so is also an important way for companies to obtain corresponding profits.
In fact, with the emergence of the new manufacturing industry and the increasing customer demand for production efficiency, today's international tool manufacturers are subdividing their own technical teams. Not only Coromant, but also other international tool manufacturing companies such as Iscar, Kenneth, and Shanda, from R&D to technical service teams, have already owned the Die & Mould Industry Group, Automotive Industry Group, Aviation Industry Group, MTB Group, and New Increased energy industry group, medical industry group and so on.
Due to the characteristics of the tool industry, tool manufacturers often want their product range to be complete, which is also convenient for customers to provide a full range of solutions. However, because of the characteristics of processed products, it is often necessary to go in a refined and specialized manner.
For example, in order to further improve the product range of its tools, Seco succeeded in the acquisition of EPB, the French tool and boring knife manufacturing company, and Jabro, which produces solid carbide milling cutters in the Netherlands.
Seco said that it will showcase a variety of cutting tool solutions designed for aerospace applications at the 2012 Singapore Air Show. The company will focus on new products for the machining of titanium alloys, aluminum alloys, heat-resistant superalloys and composites, and will meet the needs of most aerospace, defense manufacturing and other industries today.
Therefore, the reporter believes that "big" and "special" are a balanced art for each tool manufacturing company. People in the industry believe that Sandvik is now the biggest, and most of the time, it is from the perspective of sales, and their products have the greatest advantage.
But this also lays a hidden danger, such as its products can be easily replaced. It is precisely because of this that there will be other companies’ survival, and there will be two or three hundred million sales per year for other small businesses.
Jiang Wende, general manager of Seco Tools (Shanghai), stated that it is no longer possible to define the advantages and disadvantages of a tool brand simply by using the quality and processing performance of the product. The user's needs are to improve efficiency, reduce costs, and create profits. To help users really achieve this, tool suppliers must not only provide good products but also provide better services.
He told reporters that due to the competitive pressures of companies nowadays, customers rely more and more on tools in the processing of equipment. Taking the automotive engine as an example, in the past, the configuration of the production line equipment was developed by the diesel engine factory, and then gradually moved to the hands of the machine tool supplier. However, the current trend is that the tool supplier slowly assumes this responsibility.
"To increase market share in market competition, we must do better than others. Then we need a reliable foundation - a reliable product base and a reliable service foundation."
Shangao's goal is to actively listen to and focus on the needs of customers, not only to provide a complete series of excellent tool products, but also to provide more value-added services with the goal of being a trusted partner of customers.
The reporter believes that if the product is compared to hardware and external work, and the service is compared to software and internal strength, the tool manufacturing enterprise must be both hard and soft and both internal and external.
New people talk about I. Harbin Institute of Technology Xiao Li's tool "Water" is very deep because the school has Professor Li Zhenjia who is known as the "Knife King of the Industry". Therefore, we also have some related contents of the tool in the professional study, and are no stranger to the tool itself. However, when entering a company, we really understand how a world-class production line works.
In the first half of the year, we went to the production line, the operation of grinding centers in major schools, and the participation in the formulation of grinding processes. Afterwards, he was transferred to the R&D center's design department to learn some design and processing knowledge, including CAD and CAM. In the design department, he was involved in product design and the preparation of new numerical control programs. Afterwards, he went to the Research and Application Department of the R&D Center and mainly participated in product application research.
I think the tool is very interesting. The small blade covers many disciplines, such as materials science and mechanics. It can be said that the tool itself is very specialized, but it involves a wide range of materials, including processed materials, machine tools, etc. It's complicated again.
To be honest, I think that the "water" of cutting tool technology is still very deep. Many problems cannot be explained theoretically, and they can only be tested and explored continuously.
From this perspective, there is still a difference between the knowledge learned in the school and the actual work application. The school learns more from the teacher's theoretical teaching, is basic, and will not be specifically oriented to it. Specific production.
However, if we say that the knowledge learned in the university is not useful at work, I think it is more extreme. After all, if there is no basic knowledge, then it will not even touch the door. Harbin’s school motto mentions that if you want to achieve unity, you must apply the basic knowledge you learned and play well.
Personally, I think that learning the tool is of great use to a mechanical person, because it involves many aspects and is easy to integrate in future concrete work. As far as I know, the current domestic machinery industry is lacking in this area.
However, domestic tools still seem to be only based on imitation, compared with foreign well-known tool brands there is a big gap, after all, we have a weak foundation, there is still a long way to go.
However, I believe that the domestic tool industry will certainly lead the development of cutting tools in the world. Although it may sound unbelievable, I think our generation may realize this dream. After all, we Chinese are very smart.
As for the moment, I intend to find some information, buy some books on metal materials, and learn more. Because the tool has to be designed and used well, it needs to understand the material being processed. In addition, more than 10,000 kinds of products in the factory, the characteristics of various tools, the scope of use must be understood as soon as possible; then is the competitor's product information also need to understand more, which is critical in the market competition.
II. The change in the concept of Xiao Zhang of the Shaanxi Institute of Technology is very difficult to be important. Some of the old companies in this industry have given me the outstanding feeling that products are more traditional and lack innovation.
Nowadays, the operation of enterprises is all about speed. In terms of the tool industry, I feel that the domestic industry is very different from foreign countries, and the difference is in all aspects, including materials, coatings, and even equipment, and foreign new product development and market introduction. The speed is very fast.
Although I have only worked for more than a year, I feel that we have not studied enough about the geometric parameters of the cutting tools. I think what I need most now is to break it, change it, and include changes in the process. But what's more important is the change in philosophy. This is the hardest thing.
Of course, I also understand that young people have not enough ideas, and an important way to improve the design level is to interact with the manufacturing site. Therefore, I will have more time to understand the manufacturing and use of the scene. After all, the scene will understand some practical things. I am young and have little experience. I will go to the scene to open up my horizons, and have more intuitive perceptions to help design. Perfection, but also can communicate with the on-site staff for some design changes. After all, they have on-site experience. For example, after the introduction of new products, they will use them to compare with the previous ones. They can give me some good feedback. I am willing to accept both good and bad.
In addition, in addition to tools, I also want to learn more about measuring tools, mechanical knowledge. It is definitely not possible to simply make tools. Certainly there must be an understanding of the process. The more you know about other related knowledge, the more it will help you to produce tools.
This year also plans to learn an analysis software that was only heard before and is intended to learn first. I hope one day the production and supply of cutting tools will be quick and easy. For example, by posting the basic cutting tool products made by the user, the user needs to meet the performance requirements and process parameters, and they only need to submit online directly, and the company will follow its individual requirements. Rapid production and supply.
Not only sales, including the design of production processes, I think the industry must break the traditional model, to absorb foreign good tool products, to make better leading products, of course, this takes time, but only dare to dare to do it There are new opportunities, aren't they?
To make better products, we need to learn, absorb, and innovate. After all, foreign tool development takes a long time. We absorb more good things from others in the process of development. We can shorten the development time and reach the same height as quickly as possible. I think that when it comes time, it's not necessarily better than anyone else.
Related links: Tool procurement brand familiarity does not mean usage From the point of view of the tool product consumption habits, more than 60% of companies have adopted more than 5 times of annual procurement plan, which is purchased at least two months or so, which reflects the tool consumption The market is relatively mature, and tool users tend to be more flexible when making budgets, rather than keeping too much inventory. At the same time, due to the flexibility of user procurement, the market offers ready access to those who have not yet entered the tool suppliers. As a result of on-demand procurement, the competition for replacement of used brands is also increasing.
From the analysis of procurement factors, the main concerns of the user when choosing a tool are: life (32%), price (28%), sales service (12%), brand (9%), supply (8%), quick service (8%), salesperson quality (2%), other (1%). Sales service, supply, and fast service accounted for 28%.
The analysis of the factors of concern during use shows that the main concerns of the user when using the tool are cost-effectiveness (49%), resolution (28%), price (18%), delivery, after-sales service and others (5% ).
In both cases, the price/performance ratio is still an overwhelming determinant. In addition, the solution ability of the comprehensive solution is obviously very much concerned. This shows that the era of “selling knife†has come to an end, and manufacturers that sell the overall solution will be expected to win in the fierce competition.
As far as purchasing channels are concerned, through professional newspapers and magazines, it is known that there are the largest number of tool suppliers, and the effectiveness of lectures or training is poor.
Another set of data is also worth paying attention to. 28.57% of the surveyed companies use “customary purchase†as the main way to select a tool brand. A total of 50.02% of companies choose “customary purchase†as the main channel, and 78.57% of respondents The company formulates tool procurement plans every year. It can be seen that “customary purchase†is still the main choice, which reflects the maturity of corporate procurement channels, but on the other hand it has brought difficulties for new manufacturers to enter. It is worth noting that the "Browse Tools Web Page or Sample Materials" also occupies a relatively high share (35.71%), reflecting the user's active attention to the company's product information.
The brand factor accounts for about 9% of the factors affecting the purchase. In terms of familiarity with the brand of the tool, Sandvik took the first place in the mention rate, and far ahead of other competitors. Domestic brands are familiar with Zhuzhou Diamond, Shanggong and Hagong brands.
However, it is necessary to explain that the difference between the use of the brand and the mention rate of the brand is not significant, but due to price, history and other reasons, the three brands with the highest domestic mention rate are lower than the foreign brands in recognition rate. Usage is not inferior to foreign brands.
And there is a degree of divergence between the brand that users actually use and the brands that they know. Investigate the loyalty of 10 brands such as Diamond, Hagong, Iscar, Kenametal, Sandvik, Seco, Shanggong, Sumitomo, Walter, Widia (including Valenite). In companies with high loyalty, national products have greater advantages.
Similarly, for Sandvik Coromant, users of Sandvik Coromant tools, as well as Seco, Kenner, Isca, Widia, Walter, etc., mentioned the proportion of Sandvik Coromant with other brands. It is very average, indicating that Sandvik's users also have a certain orientation when the brand is transferred.
Although tool procurement only occupies a small part of the cost of production, most respondents also admit that this small part of the investment can affect the entire production efficiency. The importance of the importance of the tool to the user's tool has been significantly improved. The majority of the tool engineers surveyed believe that the investment in tools, especially advanced tools, should be increased.
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