The Situation Of "The Fragrance Of The Wall Outside The Wall" In The Industrial Textile Industry And Equipment

< p > We randomly selected 6 enterprises < a href= "http://www.91se91.com/news/" > textile machinery < /a > to carry out interviews, most of which came from the list of Council participants.

They did not overlap in the field of equipment, and almost all of the survey results showed that their export proportion and export growth rate were higher than domestic sales.

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According to past understanding, export growth does not mean that the technical performance and matching level of domestic equipment can catch up with foreign countries, because China's traditional textile machinery export market mainly covers East Asia, Southeast Asia and other regions, where the demand level is not high, or even the "second-hand goods" that are carried out by large domestic enterprises in P.

Today, some domestic nonwoven equipment manufacturers are reluctant to spend too much energy on this demand, preferring to focus on supporting high-end domestic enterprises.

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< p > the results of the survey also have mixed feelings: on the one hand, the domestic nonwoven equipment has been increasingly recognized and accepted by the developed countries such as Europe, America and Japan. On the other hand, the localization rate of the equipment level of domestic industrial textile enterprises is not ideal, and many enterprises say that the proportion of foreign equipment purchase will increase in the future.

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< p > no matter from the angle of fixed assets investment or from the angle of key technology, the daily equipment purchase is the boss's own decision.

Many domestic nonwovens choose to buy equipment, say "no bad money", and buy a device that is comparable to foreign performance at home. The difference is about 150 thousand yuan, but they think that "it is better to use domestic than abroad".

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< p > If "cost performance" is no longer the key issue, what should domestic textile enterprises with local advantages take to move customers? What kind of awareness threshold do domestic textile enterprises need to cross? Remember that when we interviewed an expert in this topic, he told us categorically that the domestic non-woven enterprises he contacted were using domestic equipment in a uniform manner.

We were doubtful about this conclusion, but who knows whether it is because we also have our own limitations? < /p >

From P's point of view, we prefer to believe what experts say is the real situation, at least it should be irreversible trend.

To this end, the journal will give a preliminary impression of the incomplete survey of the "localization rate of equipment for industrial textiles enterprises" from the two angles of domestic suppliers of nonwoven equipment and domestic users of nonwoven equipment.

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< p > < a href= "http://www.91se91.com/news/index_c.asp" > spunbonded nonwoven equipment < /a > /p >

< p > Enterprise Name: Wenzhou Changlong Textile Technology Co., Ltd. < /p >

< p > large high-end equipment is difficult to import from abroad < /p >.

< p > although the operation speed of foreign equipment is faster than that of domestic, the accuracy is better than that of domestic, but domestic equipment can still replace foreign equipment in the future. One reason is that foreign equipment is 3~5 times more expensive than domestic equipment, and the other reason is that it is difficult to import large and high-end equipment.

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< p > interview with Qiu Guoliang (Assistant General Manager) < /p >

< p > manufacturing and debugging of advantageous equipment.

Usually, before signing a contract, the company has to negotiate with the customer. The content is more detailed, because customers who have different products have different needs.

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< p > puzzlement. How can we change the production mode to improve the efficiency in response to the shortage of terminal market? < /p >

In the past two years, the export volume of the spunbonded and nonwoven spinning equipment of the company accounted for about 60% of the total export volume of P.

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< p > core point of view

The company mainly produces a series of spunbonded and nonwoven spinning equipment. In the past two years, the number of foreign exports has increased, accounting for about 60%, mainly exported to India, South Africa, Japan and South Korea. The proportion of domestic sales and exports has been around 1:1. In recent years, the acceptance of equipment by foreign enterprises has increased, but domestic enterprises are not.

Of course, there is still no growth in domestic sales. Of course, the whole environment is not good, and the terminal market environment is not good.

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< p > although the operation speed of foreign equipment is faster than that of domestic, the accuracy is better than that of domestic, but domestic equipment can still replace foreign equipment in the future. One reason is that foreign equipment is 3~5 times more expensive than domestic equipment, and the other reason is that large and high-end equipment is difficult to import, and there are usually export restrictions.

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< p > there is no difference between the equipment we produce and the products produced by foreign high-end equipment, and the price of our equipment is much cheaper than that of foreign countries.

Nevertheless, many domestic enterprises still choose to buy foreign equipment.

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< p > equipment manufacturing and commissioning include: medical treatment with three resistance; hydrophilic or water repellent treatment; antistatic treatment; flame retardant treatment; mould control, bacteria control and anti-aging treatment, anti ultraviolet treatment.

Usually, before signing a contract, the company has to negotiate with the client. The content is more detailed, because customers who have different products have different needs, so that there will be no problems after the contract is landed.

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< p > Warp knitting machine < /p >

< p > Enterprise Name: Changzhou Run Yuan warp knitting machinery Co., Ltd. < /p >

< p > foreign demand is higher than domestic level < /p >.

The P BS1-2F double short cut felt sewing machine has been successfully exported to foreign countries.

For equipment exported to foreign countries, companies usually send professional personnel to go along with them to do free training and technical guidance for customers there, because warp knitting products are not very widely abroad.

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< p > interview with Wang Huaqiang (Manager) < /p >.

< p > advantage

R & D investment has reached 50%, and it has remained around 10% in the past 3 years.

The performance index of warp knitting machine has reached the level of foreign countries. It can have 800~900 rpm, and the quality of products produced is high, which can replace imported equipment.

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< p > puzzled how to make the domestic market users deeply understand our experience and standards in serving the international market? < /p >

Less than p accounted for 3% of the total export sales in 2011 and about 8% in 2012.

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< p > core point of view

Warp knitting machine has wide adaptability to raw materials and fabric varieties, and its machine productivity is relatively high.

The company's total exports accounted for about 8% last year, the year before last was about 3%, exports increased over the past two years, and domestic sales were relatively small. The reason for the slide is not that our quality is backward, but that the demand from abroad is higher than that of the domestic market.

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< p > we are confident that more domestic enterprises will be able to buy our equipment.

The performance index of warp knitting machine has reached the level of foreign countries. It can have 800~900 rpm, and the quality of products produced is high, which can replace imported equipment.

Customers are optimistic about the company's equipment, mainly because of the high cost performance ratio, high return on investment, short delivery time and good after-sales service.

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< p > at the beginning of the establishment of the company, R & D investment once reached 50% of sales revenue, and this value has remained at about 10% in the past 3 years.

In recent years, the company's own research and development of new models continue to emerge, not only to fill the domestic gap, the main technical performance indicators have reached the international advanced level of similar products.

Moreover, the market price of some models is less than 1/2 of imported products.

The company's BS1-2F double strand felt sewing machine has been successfully exported to foreign countries, and its product is better than single glass short cut yarn.

For equipment exported to foreign countries, companies usually send professional personnel to go along with them to do free training and technical guidance for customers there, because warp knitting products are not very widely abroad.

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< p > glass fiber high end loom < /p >

< p > Enterprise Name: Guangdong Fengkai machinery Limited by Share Ltd < /p >

< p > domestic after-sales service is timely and free. < /p >

< p > buy a device that is comparable to foreign performance in China, and the price is about 150 thousand yuan cheaper.

Foreign manufacturers send technicians to the domestic enterprises to debug equipment, which generally charges hundreds of dollars per hour and for a long time. The maintenance of equipment provided by domestic enterprises is free, and it can be completed in a few days.

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< p > interview with Chen Guozhen (deputy director) < /p >

< p > advantage companies are mainly domestic sales, and the sales share in Guangzhou is about 50%~70%. Sales volume in Jiangsu and Zhejiang provinces is also increasing gradually, providing after-sales service at home more convenient.

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< p > puzzled large state-owned enterprises demand for equipment is not low, but not easy to get orders.

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< p > internal and external sales accounted for < /p >

Less than P, 2012 sales ranked second in the country, exceeding the sales volume of European and Japanese products in China.

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< p > core point of view

5 years ago, the state owned enterprises imported large quantities of nonwoven equipment from abroad. At that time, the overall performance of domestic textile machinery was not as good as that of foreign countries.

But now the equipment produced by the company is close to or even beyond the foreign equipment.

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< p > the sales volume of the company in 2012 ranked second in the whole country, surpassing the sales volume of European and Japanese products in China.

At present, we mainly focus on domestic sales, compared with foreign equipment, our own products have considerable advantages.

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< p > domestic owners of private enterprises prefer domestic equipment and buy a device comparable to foreign performance in China. The price is about 150 thousand yuan, equivalent to 0.6 yuan per rice cloth, and manufacturers are more likely to accept it.

The company's share of sales in Guangzhou is about 50%~70%, and sales in Jiangsu and Zhejiang are also rising.

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< p > besides, our after-sales service in our country is more convenient.

Foreign manufacturers send technicians to the domestic enterprises to debug equipment, which generally charges hundreds of dollars per hour and for a long time. The maintenance of equipment provided by domestic enterprises is free, and it can be completed in a few days.

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< p > there are also some problems in opening the domestic market.

The demand for equipment in large state-owned enterprises is not low, but opening their market is very difficult.

State owned enterprises do not have the problem of equipment cost. They are not very concerned about the price performance ratio, but the "overseas Chinese" mood is relatively high, and it is difficult to change the concept of foreign equipment.

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< p > < a href= "http://www.91se91.com" > NC cutting equipment < /a > /p >

< p > Enterprise Name: Shanghai and Eagle electromechanical Polytron Technologies Inc < /p >

< p > simple equipment is exactly what the market needs < /p >.

< p > the company's industrial equipment has been selling well in Japan, Germany, Europe and other regions, and domestic enterprises do not know much about our equipment. The enterprises we want to buy can sometimes be deterred by price, but most of them are caused by traditional ideas.

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< p > interview with Cheng Guobing (market public relations) < /p >

< p > the advantage is very large, and the order can not be finished.

The manufacturing level of the company has no difference from abroad, or even slightly higher. Its share in foreign markets is about 35%, and exports to more than 30 countries.

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< p > puzzled how to open up the domestic sales situation quickly with the advantage of the existing international market? < /p >

< p > internal and external sales account for about 35% of the total equipment export, and the export of industrial textile equipment is more than domestic sales.

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< p > core point of view

The domestic sales of the company's equipment are relatively more, exports account for about 35%, and domestic sales account for 65%~70%, which is the ratio of the import and export of all the equipment of the company.

Specific to industrial textiles equipment, exports more than domestic sales.

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< p > the company has just entered the country in terms of industrial textile equipment. Our industrial equipment has been selling well in Japan, Germany, Europe and other areas. Domestic enterprises do not know much about our equipment, so they do not buy very much, but sometimes the enterprises they want to buy will be deterred because of the price, but most of them are caused by the traditional idea.

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< p > the company will enter the market later than 5~6 years compared with its domestic counterparts. Our share in foreign markets is about 35%, and exports to more than 30 countries.

The company has a large capacity and can not finish the order.

In terms of customized service, our delivery time is longer, and many of the equipment used in industrial textiles are not standard, so there will inevitably be changes in the middle.

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< p > the manufacturing level of the company has no difference from abroad, or even slightly higher.

Foreign customers are more recognised for our equipment. At last year's Atlanta exhibition in the United States, foreign customers found that our equipment was extremely simple, while the machinery of the same industry was complex. The agents did not say anything at that time, but just let our staff open the door of the monitor box. When he saw the parts in the monitor box were very simple, he said that this kind of maintenance and simple operation equipment is exactly what the market needs.

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< p > two roller calender < /p >

< p > Enterprise Name: Jiangyin Bo Lu Wei Machinery Co., Ltd. < /p >

< p > why can't patent products conquer their own people? < /p >

< p > the company's equipment is mainly traded through foreign trade companies. If there are customers ready to buy our equipment, we usually communicate first, negotiate the price according to different technical accessories, and then bring them to our factory for field visits. In addition, if conditions permit, we will bring some samples to our customers.

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< p > interview with Shen Jianwei (deputy general manager of Sales Department) < /p >

< p > superior companies have hired senior engineers to upgrade their products and successfully developed ribbon calender. This production technology has filled the gap in China and is a national patent product.

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< p > confused. We have domestic patent products but do not know how to sell them to domestic customers more widely. < /p >

< p > internal and external sales account for about 1/3 of equipment exported by the company, and domestic sales account for 2/3.

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< p > the core point of view is that the equipment sold by the company is larger than the domestic market, and exports account for about 1/3.

The company mainly produces finishing equipment for textile industry, such as calender, cotton gin and other equipment.

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< p > in order to meet the needs of users and to make their products in the leading position in the same industry, the company has hired senior engineers to upgrade their products and successfully developed ribbon calender, specially used for calendering processing of trademark and weaving trademarks, clothing or special narrow fabrics. This production technology fills the domestic blank and is a national patent product.

However, many equipment in the domestic nonwovens industry is purchased from abroad, which is hard to understand.

It is understood that the world's only two companies in Britain and Switzerland master this production technology.

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At present, P has successfully extended all kinds of products to papermaking, nonwovens, rubber, plastics, leather, steel and other industries.

The equipment of a company is mainly bought and sold by foreign trade companies. If there are customers ready to buy our equipment, we usually communicate first, talk about technical accessories and prices, different technical accessories have different prices, and then bring them to our factory for field visits. In addition, if conditions are available, we will bring some samples made from equipment to the customer for examination.

For export equipment, we have on-site training abroad, for customers in equipment operation, maintenance and maintenance and other aspects to explain.

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< p > finishing equipment < /p >

< p > Enterprise Name: Guangzhou Sheng Peng textile special equipment Co., Ltd. < /p >

< p > do fine work, set up an expert image in the field < /p >.

< p > although the products are sold well at present, they are often faced with difficulties when developing new customers: domestic enterprises do not know technology, they imitate foreign equipment completely, but they can not learn the best part of foreign technology.

In this way, the phenomenon of buyers and sellers is "hurt".

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< p > interview with Huang Chenyun (Sales Manager) < /p >

< p > advantages, careful and specific study of a number of facilities of a set of equipment, dealing with problems over a long period of time and summing up experience, are easy to become experts in the field, and then can expand gradually in their existing areas.

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< p > Puzzles: how to eliminate the impression that poor manufacturers are inferior to domestic customers with low quality? < /p >

< p > internal and external sales account for about 80% of the company's domestic sales.

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< p > core point of view

At present, the company mainly focuses on domestic sales.

What the domestic market needs now is the mechanical equipment with medium and high-end configuration, so the company's production positioning is relatively high.

More than ten years of spinning machine production experience, the company's finishing, dyeing and finishing equipment has been recognized by domestic customers.

Although the products are selling well, they are often faced with difficulties in developing new customers: domestic enterprises do not know technology, they imitate foreign equipment, but they can not learn the most essential part of foreign technology.

In this way, the phenomenon of "shoddy" makes buyers "very hurt" and dare not choose domestic equipment again.

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< p > the fundamental way to solve this problem is to make our products fine and specialized, and to make products must pay attention to "thin" rather than "broad".

Because if we want to do the whole set, we need many enterprises to share information, the accuracy of the equipment will not be too high, and even some small parts will be purchased directly from other enterprises.

The philosophy of the company is to study carefully the various facilities of a set of equipment, accumulate experience in dealing with problems for a long time, and easily become experts in the field, and then expand gradually in their existing fields.

In this way, we can establish an authoritative image in our customers' minds and solve the problems in this field.

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< p > the focus of the company's future development is still on the domestic market.

At present, 20% of the company's sales share is sold to East Asia and Southeast Asia, but the level of development there is not high, and the demand for equipment is relatively low. The source of their equipment is mostly the "second-hand goods" eliminated by large domestic state-owned enterprises in pformation and upgrading, which is different from the company's commitment to the positioning of high-end products.

It is not convenient for the company to disclose whether it will expand its business in other areas in the future.

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