Becoming an Industry Expert
I. Self-introduction : Hello, everyone. My name is Chen Xuemei, and I am a sales representative at Chongchang Computer Technology Co., Ltd. in Guangzhou. Our company specializes in manufacturing "reliable and stable" industrial computers for various industrial environments, supporting China's smart manufacturing industry to reach global standards.
2. Why should you listen to me? (Establish a connection with being an industry expert)
With years of experience deeply rooted in the industrial control sector, I have gained insights into the usage scenarios and configuration needs of our clients, particularly in the CNC equipment industry. Coupled with our product offerings, I can provide you with applicable solutions for a wide range of industrial settings.
Considering your audience, are these the points that your customers would be interested in? It's important to think about what the customer wants.
3. What benefits will you gain from listening to me? (Who is your audience, and what do they want to hear?)
Over the years, our company has provided nearly ten thousand enterprises with reliable touch computers and solutions. I have categorized the usage environments, especially focusing on CNC equipment, where I have gathered cases and experiences on what to consider in special conditions. This allows me to offer more professional advice to users.
II. In which industry am I an expert? (Criterion: Provide a clear introduction to the industry)
CNC Equipment 2. Smart Cabinets 3. Machine Vision 4. Robotics 5. Automotive & Marine 6. In Vitro Diagnostics (Medical) 7. Logistics & Warehousing
1. Which major industry category?
I am an expert in the CNC Equipment industry.
2. Industry Introduction
[Background] CNC equipment refers to devices controlled by computer programs for processing, primarily used in the manufacturing sector, extensively applied in machinery, electronics, aerospace, and other industries. With the acceleration of economic globalization, the demand for CNC equipment is continuously growing.
[Major Brands in the CNC Market] Haas Automation is one of the largest CNC equipment manufacturers globally, known for its slogan, "3-week delivery, 5-year warranty, free training forever." Domestically, notable CNC brands include Wulong, Luoyang Donghua, and Hexagon.
[Market Competition and Trends] The CNC equipment market is highly competitive, with brand, technology, and after-sales service playing crucial roles in a company's competitiveness. Currently, the market is relatively concentrated, dominated by a few companies such as Haas, Alcoa, DMG Mori, and Mitsubishi Electric. As manufacturing upgrades and smart manufacturing develop, competition in the CNC equipment market will intensify, making joint technological innovation and after-sales service key competitive strategies.
3. Case Story (Why are you an expert in this industry/Why do you aspire to be an expert in this industry?)
Why do you aspire to be an expert in this industry?
Last March, I received an order; the client's project was awarded, resulting in 405 units, worth 710,000 RMB(Around $100,000 USD), on 24th March 2023, with an annual requirement of 690 units. The CNC equipment industry represents the largest customer base within our industrial control sector, and each CNC solution varies, with different emphases for each client. Therefore, I am committed to becoming a CNC equipment expert, understanding the operational environment and use cases of more equipment, to better provide professional solutions and serve our clients.
III. Industry Knowledge:
1. Who are the representative companies in this industry? (List 3-5, ranked, including 1. Annual shipment volume/output value? 2. Strengths? Weaknesses? 3. Usage quantity related to our products?) Focus on domestic companies unless there's a collaboration with foreign ones.
[Beijing HuiRuiHe] Specializes in SMT non-standard automation equipment, testing fixtures, aging racks, quiet cabinets, shield boxes, and circuit board function testers. They serve renowned companies such as Xiaomi, FAW, Siemens, State Grid, Panasonic, aerospace, and military. Currently, they use our Panel PC Touchscreen 13.3 inch
[Hailun Electronics] A high-tech manufacturer of automated production equipment, serving Fortune 500 EMS companies. Their business spans medical, industrial, automotive, and consumer electronics. Testing technologies include basic electrical signal testing, visual testing, and RF testing. Besides development and manufacturing, Hailun also provides installation and on-site support. They currently use our 13.3 inch capacitive all-in-one touch PC.
[Xinyu Huaqi] A comprehensive manufacturer, mainly producing SMT laser templates and testing fixtures. They supply fully automatic test fixture equipment to prominent companies like Neusoft Medical, Shijiazhuang 54th Institute, Beijing Qixing Flight, and 18th Institute of the First Academy. They currently use our 13.3 inch industrial panel pc.
2. Who is the industry benchmark? (What is the connection between the benchmark and our products? How does their equipment utilize our solutions?) Benchmark: Dongshan Precision, established in 1998, focuses on communication equipment, precision metal structures, LED technology, and electronic circuit solutions. After acquiring MFLEX and Multek, their main products include PCBs, LED backlights, LCM modules, and touch products.
IV. Competitive Intelligence:
1. Who are the competitors? (List 5-10) 2. What are their strengths and weaknesses respectively?
[Advantech]
Strengths: A leading player with comprehensive software and hardware solutions, known for stability.
Weaknesses: Primarily serves high-end, military-grade customers, with higher pricing.
[Sinko]
Strengths: Offers a wide range of products, from large commercial displays to small industrial controls, with nationwide presence, convenient customer service, and fast, low-cost shipping.
Weaknesses: Diverse but mixed quality of products.
4. What are our comparative advantages?
① Three-year free whole-machine warranty.
② All products undergo 100% manual inspection, EMC pulse static interference testing, vibration testing, temperature cycling, and other rigorous quality checks.
③ Our product standards exceed industry norms – withstanding 6kV contact and 8kV air discharge, capable of operating stably from -20°C to 70°C.
5. What pain points and needs can I address for the customers? What are some application cases? (Provide 5-8 examples)
[Suzhou Huiying] Works with CNC electric light sources and optoelectronics, using our 15 inch resistive touch PC. They encountered frequent USB camera, keyboard, and mouse disconnections. After troubleshooting, we identified the motherboard as the issue and replaced it, resolving the problem.
[Beijing HuiRuiHe] Deals with CNC circuit board testing, using our 13.3 inch touch computer. They experienced screen flickering and system crashes due to environmental interference. We added foil, anti-static cotton, and magnetic rings to the cables, and performed enhanced EMC tests, which resolved the issues.
6. What are the new trends and directions in this industry? (What suggestions can you give to customers?)
CNC equipment, as a high-tech tool for increasing productivity, reducing cycle times, and lowering costs, will see widespread adoption. To maintain a competitive edge, continuous efforts must be made to enhance brand influence, stay technologically advanced, and improve after-sales service.
