After engineering machinery and equipment are sold to customers, a service market with great potential will be derived, which is called the post-market, including equipment maintenance, repair service, parts supply, overhaul, equipment remanufacturing, second-hand equipment business, leasing, etc. Its scale is very large. Taking the spare parts market as an example, according to the equipment post-market potential model of some multinational enterprises, the demand potential of equipment accessories presents a normal distribution curve (figure below) in the life cycle, with the highest demand in the intermediate stage (e.g. 4 to 6 years). The Chinese market has now shown the characteristics of a stock market. Based on the normal distribution curve model of sales and accessories demand in China's construction machinery market in recent years, it can be estimated that the annual sales potential of China's construction machinery accessories market is about 200 billion to 300 billion yuan.

Construction machinery and equipment are sold to customers by manufacturers through agents. Manufacturers also organize a complete service and accessories supply network to sell accessories to end users. The spare parts market is a huge cake for enterprises, because the profit of spare parts sales is usually 2 to 3 times that of equipment, and they also have first-hand user information. It is natural for customers to find manufacturers and agents to buy accessories and services, but the reality is that a large proportion of the accessories business is lost to the society. In many cases, manufacturers and agents only get a small piece of cake for the parts within the warranty period.

The equipment transaction is completed on the day of purchase, while the transaction of accessories and maintenance services is gradually realized year by year after the equipment is put into use (e. g. 10 years) until the equipment is scrapped. Therefore, manufacturers and agents pay more attention to equipment sales and do not pay attention to the market of spare parts and maintenance services. In addition, the price of spare parts of agents is very high. As the quality of domestic spare parts is getting better and better, the market share of spare parts is gradually lost to social spare parts stores.

The following is a review of China's construction machinery and equipment spare parts to help customers understand what types of spare parts are available in the spare parts market.

1. Original parts

Original parts refer to the spare parts provided by the manufacturer. The spare parts and packaging have the manufacturer's logo (LOGO) and are sold to customers through the manufacturer's marketing system. The original parts also contain the following:

1.1 original factory loading parts

Manufacturers use the highest quality standards of parts to assemble equipment, because construction machinery and equipment are complex and valuable. Once the supplier's parts have problems, it is likely to need to be recalled, which is not only costly, but also has a huge impact on the brand. Negative impact. For this reason, almost all manufacturers will choose the highest quality and reliability components to assemble equipment, choose the best quality management suppliers to provide component assemblies, and will not easily replace suppliers to ensure the highest equipment reliability.

Some aftermarket spare parts use the same quality as the original assembly parts and suppliers to provide spare parts, especially those key spare parts, the difference is that the equipment assembly is used in the component assembly, in the spare parts and service market to provide spare parts (Breakdown parts) to reduce the cost of maintenance services.

1.2 original spare parts

If the original parts are used in the maintenance, the price is very high, and many parts are used in the assembly of the equipment, which is not only efficient, but also more guaranteed in quality. However, the cost of replacing the assembly in the after-sales service is too high. In order to improve the price competitiveness of spare parts, many enterprises provide spare parts of the assembly in the after-sales market. Some non-critical spare parts will also use parts with slightly lower quality and price than the original car parts. Suppliers may also be different to improve the price competitiveness of spare parts. After all, customers are not as sensitive to the quality of aftermarket parts as they are to price, and some manufacturers are forced to compromise on price factors.

1.3 original factory fitting parts

At present, with the increasingly fierce competition of spare parts in the aftermarket, the quality of domestic spare parts is getting higher and higher, and customers are more sensitive to the price of spare parts. More and more manufacturers (including many international brands) are beginning to provide economically applicable parts (hereinafter referred to as "economic parts"), I .e. some non-critical chassis parts, bucket teeth and other spare parts of some domestic brands are purchased at lower prices, and then marked with the manufacturer's logo to supply the aftermarket.

Although the manufacturer has provided the original fittings, the category of fittings is limited, the price competitiveness is still not high, and the quality is not much different from that of auxiliary fittings. This practice does not prevent many fittings business from losing to social fittings stores.

1.4 original remanufactured parts

In order to enhance the price competitiveness of spare parts, manufacturers have provided many remanufactured parts for the spare parts market, including diesel engines, fuel injectors, hydraulic pumps, turbochargers, generators, motors, control panel ECUs, etc. The quality and shelf life are the same as those of the original parts, the price is lower, and it is also in line with the concept of circular economy development.

The above kinds of spare parts belong to the category of original parts, and the spare parts are marked with the original factory logo. Despite trying various methods, the price of original parts is still high. From suppliers, parts center warehouse, sales region, regional center warehouse to agents, every link has to leave profits, and the final price has increased a lot.

2. Supporting parts

Most of the spare parts on construction machinery and equipment are not produced by the manufacturers themselves, but from professional suppliers. Accessories refer to the parts produced by the supplier, which are used to support the manufacturer's equipment or enter the manufacturer's spare parts system. The performance can replace the original parts, but the target is the supplier's own brand logo.

Usually one supplier will match different manufacturers, and they also have their own brand and marketing network to provide customers with spare parts products in the spare parts market, such as hydraulic pumps and hydraulic valves produced by Kawasaki. These products marked with Kawasaki brand are of the same quality as the original spare parts, and can completely replace the original spare parts, which are called supporting parts. Since the target of the spare parts is the supplier's brand, there are fewer circulation links, and the price is usually more competitive than the original parts.

3. Auxiline parts

With the continuous development and progress of "Made in China", many auxiliary factory parts, referred to as auxiliary factory parts, have appeared in the construction machinery market in recent years. Although the suppliers of auxiliary factory parts have not (or only partially) entered the manufacturer's supporting system, the quality of the parts they manufacture is getting closer and closer to the original factory parts. Most of the suppliers are Chinese enterprises with great price advantages and are more competitive than the prices of suitable parts, thus becoming a substitute for the original factory parts in the post-market, which is widely welcomed by customers. These auxiliary parts suppliers sell their own brand spare parts to customers through their own marketing networks.

It is precisely because of the large number of auxiliary parts to replace the original parts, to provide customers with more spare parts to choose from. Customers are also facing cost pressure, high spare parts prices often make them unbearable, and the rise of auxiliary parts in the market has helped many customers through the downturn of construction machinery in those years.

4. Fake accessories

Of course, there will be people who are profitable, and there are also some companies in the market that produce fake and inferior parts, not only with poor quality, but also with the packaging and labeling of original parts, deceiving customers and earning high profits. Customers should try to identify the selection of counterfeit parts, so as not to cause the loss of equipment.

Many domestic spare parts suppliers are not initially reliable enough to support equipment manufacturers. In order to sell their spare parts more easily and obtain high profits, they will fake the manufacturer's brand. Now, domestic suppliers are paying more and more attention to the quality improvement of spare parts and their own brand building. The anti-counterfeiting of industrial and commercial administration departments is becoming more and more strict, and there are fewer and fewer fake and shoddy spare parts.

When customers choose spare parts, of course, they will consider their quality and cost performance, as well as the timeliness of spare parts supply. After all, as a production tool, construction machinery and equipment will cause great losses due to shutdown. 90% of customers will not wait for merchants to get orders before purchasing. The timeliness of spare parts supply will become more and more important. It is believed that in the future construction machinery spare parts market, there will be spare parts trading Internet platforms like Taobao and Jingdong, which will use advanced technologies such as big data, artificial intelligence and UAV to connect customers and resources, provide customers with spare parts selection, sales, storage and logistics distribution more efficiently, and bring greater value to customers.