High-voltage frequency converter market channel characteristics and development trend

The channels of the high-voltage frequency converter market have their own particularities compared to most other automation and industrial control products. The main channel models can be roughly divided into three types:

1, project-type agency model. At present, the agency model of the high-voltage frequency converter market is mainly project-based agents. That is, according to different projects, determine the cooperation brand, product and cooperation program. Due to technical, financial and other reasons, the main functions of the agents are currently focused on the provision of project information, business work, public relations work, part of the market's early development work, and financial risks. The manufacturers are mainly responsible for the pre-market development, technical support, after-sales service, and project energy-saving calculations.

2, industry partners model. As the market is further refined and different vendors' competitive markets are different, some mainstream manufacturers are actively looking for long-term cooperation with industry-leading SI to jointly promote, sell, and provide technical services in an industry. Make SI further deepen the cooperation model of agents as "industry partners."

3, EMC, BOT mode. In addition to the above models, some manufacturers also use the EMC and BOT models to open up the market. This includes cooperation with energy-saving companies, as well as vendors to carry out this business through their own business units. The main reasons for adopting the EMC and BOT modes are: 1. Some vendors need to have industry application achievements or successful application cases to open new markets. 2. In addition, due to the high price of the high-voltage frequency converter itself and the need for professional technical services, there are still many obstacles for users with weak domestic capital and technical strength. Therefore, for the "energy saving repayment" and "energy saving hosting" EMC and BOT model, this part of the user is more willing to accept.

However, at present, there is no unified standard for this emerging energy-saving model in China. There are also many companies that carry out the EMC business. The financial strength, technical strength, and project management experience are uneven, and end-user acceptance is still not high, plus project credit repayment. Without effective protection, the popularity of this model still has a long way to go in China.

In addition, due to the strict payment methods of foreign high-voltage inverter manufacturers and some local manufacturers want to ease the financial pressure, in the sales and procurement process of high-voltage inverters. Some manufacturers will look for the "business agent" model, that is, looking for third-party commercial institutions to make advances, and eventually extract profit points in the project. This part of the company is not a professional automation company. It receives a certain amount of compensation from the manufacturer through the operation of funds.

With the gradual development of the high-voltage frequency converter market, its purchase process is more diversified, and the procurement methods are also diversified. The above several channel models will continue to be mainstream in the next few years.