From the buying habits of motor users, how to better promote high-efficiency motors

From the buying habits of motor users, how to better promote high-efficiency motors

Motor energy saving is a key project in industrial energy saving, and the motor system energy saving project is also one of the key energy saving projects designated by my country. The state has issued a series of encouraging policies, such as energy-saving product certification, energy-saving projects for benefiting the people, and motor energy efficiency improvement plans, which guide and encourage motor companies to develop and produce more energy-efficient and efficient motors, and encourage users to actively eliminate low-efficiency motors and apply High-efficiency motor.

　　 High-efficiency motors have been promoted for many years, but user demand has not been very strong. The high-efficiency motors are not well received, which has become a concern. Many motor companies have reported that high-efficiency motors have encountered some obstacles when they are promoted to users. The ideas of motor purchasers play a crucial role in whether to purchase high-efficiency motors. Let us have a comprehensive understanding of the characteristics of current motor procurement, and then think about how Strengthen the purchase of high-efficiency motors, increase the enthusiasm of users to use high-efficiency motors, and better promote the application of high-efficiency motors throughout the society.

　　 According to our understanding, the purchase users of motors can be divided into three categories, including end industry users, OEM supporting manufacturers, and energy-saving service companies. When purchasing motors, some motors are purchased directly as stand-alone motors, and some are purchased through complete sets of equipment. These three types of users have different characteristics. Most of the industry users purchase motors through complete sets of equipment, and the proportion of single-machine purchases is relatively low.

Calculated according to the number of units purchased, about 85% of the motors are purchased through complete sets of equipment, and only 15% are purchased through a single machine; most of the motors purchased by OEM supporting manufacturers are purchased through a single machine, and the single machine is purchased to produce fans, pumps, compressors, etc. Products are sold, and the proportion of complete sets of equipment purchases is low. About 93% of the motors are purchased by single machines, and only about 7% are purchased through complete sets of equipment. In addition to the energy-saving transformation business of single motors, energy-saving service companies also carry out According to the research on the energy-saving transformation of injection molding machines, compressors and other equipment, it can be seen that about 55% of the motors purchased by them are purchased separately, and about 45% are purchased through complete sets of equipment.

　　 When a user buys a motor, there are usually two channels, one is to buy the motor through motor dealers in various places, and the other is to order directly from the manufacturer. Under normal circumstances, temporary purchases and some small motors are usually purchased directly from local dealers due to timeliness considerations, while for some large motors and special motors, they will be ordered directly from manufacturers. Calculated according to the number of units purchased, about 40% are purchased through motor sellers, and the rest are purchased directly through motor manufacturers.

In general, the purchase of motors is applied by the department directly using the motor (such as the production department of water pumps, fans, compressors, etc., the project department of energy-saving service companies, the equipment department or production department of industry users), and the technical department Determine the various technical parameters of the motor, report to the leader for approval, and purchase by the purchasing department after approval.

　　Different companies have different decision-makers for the purchase of motors. Most of them are the heads of the technical department. Because they have a better understanding of motors, they will determine the brand, model and technical parameters of the final purchase of motors. Purchasing department is the executive department, and in most cases purchases are made in accordance with the requirements of the technical department.

　　Industry users, OEMs, and energy-saving service companies will directly purchase single motors. Among them, OEM is the main company that purchases single motors. In the entire procurement process, the needs of buyers directly play an important role in the purchase of motors, but other factors in the procurement decision chain, such as motor manufacturers, design institutes, and national government agencies, also play a certain role.

Their respective functions include: the design institute generally determines the technical standards of the motor, puts forward some special requirements for the motor (moisture-proof, dust-proof, high-power), energy efficiency standards, helps to select the model, power, and sometimes specifies several specific factory. Government agencies have issued relevant energy efficiency standards and provided energy-saving subsidies for high-efficiency motors, which promoted the improvement of motor energy efficiency and better regulated the market. Related business units and purchasing decision tools can help interviewees choose motors, provide more comprehensive information, and help users choose motors more reasonably.

　　Industry users and energy-saving service companies will directly purchase complete sets of electrical equipment. At present, complete sets of electrical equipment are mainly purchased directly by industry users. Energy-saving service companies usually help users purchase when they are reforming. Purchasing needs of end-industry users are the most important determinant. They will directly make requirements for the model and brand of the motor used by the complete equipment manufacturer. However, some users do not directly understand the situation of the motor. The complete equipment manufacturer decides the motor. purchase. Other factors in the procurement decision chain, such as motor manufacturers, design institutes, and national government agencies also play a role.

When purchasing a complete set of equipment, mainly refer to the main technical parameters and energy efficiency of the motor provided by the motor manufacturer; the design institute will propose design specifications, working conditions, space placement, etc., generally there is no clear selection of the motor when purchasing a complete set of equipment , The requirements of the brand; government agencies mainly provide certain support and guidance in terms of equipment energy conservation.

　　So, what do users value most when buying a motor? According to our understanding, when users buy a motor, the most important thing is the quality of the motor, so the brand awareness of the motor, the reputation of the manufacturer and the experience of successful cases will be fully considered. The second is the price of the motor. The purchase price of the motor meets its own budget standard, followed by the energy-saving effect of the motor and the service capacity of the motor company.

　　 This also makes it very difficult to promote high-efficiency motors to some users in the procurement process, which is mainly reflected in the following aspects:

　　 (1) Some customers pay more attention to the one-time investment of funds, regardless of the future use of the motor. The price of purchasing high-efficiency motors is higher than that of ordinary motors, so they are unwilling to buy.

　　 (2) General purchasers are restricted by purchase costs and hope to buy products with lower prices, and the price hopes to decrease year by year. Domestic bidding projects generally also choose low-priced products without paying enough attention to the quality of the products.

　　 (3) At present, some domestic bidding projects have requirements for high-efficiency motors, but many do not need to be purchased through bidding, and more prices are considered.

(4) For companies that have a short survival time, the purchased motors have a shorter running time, or are only purchased as spare motors, the initial purchase and installation costs of energy-saving motors may be higher than the saved electricity costs, which is not economical in practice. , The enterprise has no enthusiasm.

Purchasing decision-makers will play a vital role in the promotion of high-efficiency motors. In the future, the government should strengthen the promotion of the social and economic benefits of high-efficiency motors so that purchasing decision-makers can understand the energy-saving and economic benefits of purchasing high-efficiency motors. When bidding for the project, the procurement requirements for high-efficiency motors are clarified. On the other hand, motor manufacturers are encouraged to carry out technological innovation, reduce the purchase cost of high-efficiency motors, and allow more users to actively apply high-efficiency motors.