The air compressor energy-saving service market is not popular, why

The air compressor energy-saving service market is not popular, why

As the country, society and the public pay more and more attention to environmental pollution, energy saving and cost-effectiveness, under the advancement of the foresighted air compressor industry "warriors", air compressor system energy saving and energy saving air compressor system have been promoted. Become a "must talk item" for the air compressor industry and energy-using companies when carrying out work related to air compressors.

　　 However, after several years of vigorous market noise and the natural elimination of the big waves, many "braves" smashed into the battlefield and silenced the market. Many more have returned to the traditional sales model after simple trials and continue to follow the old road of "front store and back factory" or agency distribution. Of course, there are also several dazzling market stars who continue to provide energy-saving services for energy-using companies based on various business profit models.

　　 At this point, the air compressor system energy-saving service market seems to be calm, and it seems to have become "chicken ribs" and "hot potatoes". Is it really? According to the author's understanding, the industry's star companies have recently signed a lot of contracts with a period of 15 or 20 years, with a contract value of more than 20 million or even more than 200 million super large orders for energy-saving services, and the excitement continues!

　　 So, is it an industry problem or is it your own problem? The author believes that, in the final analysis, there is still a lack of talents and management mechanisms. Today we will mainly discuss the topic of talent demand!

　　 It is well known that the air compressor system energy-saving service business based on saving electricity bills and sharing energy-saving benefits as the eternal purpose has a completely different business logic and profit mechanism from the air compressor distribution business. In addition to the requirements for sales experience, equipment installation, and maintenance technical capabilities for air compressor distribution, the practitioners also need to have energy-saving design and energy-saving operation capabilities in project technology, project financing capabilities, negotiation capabilities, and marketing capabilities. Ability etc.

However, the air compressor system energy-saving service business was developed parasitic on the air compressor distribution business. The personnel who used to be engaged in the air compressor distribution business suddenly turned to the track of energy-saving services, and the former "call-type or uncle" after-sales service Suddenly changed to "active or small two" energy-saving operation services; the previous "3-6-1 settlement" procurement method suddenly changed to "saving monthly electricity bills" to settle the income. If there is no electricity bill saved, there will be no income. The pressure can be imagined.

In the past, energy-consuming companies had clear procurement requirements. We only needed to find out and provide standard products according to the diagram. Now suddenly we use energy saving as a "bait" to induce customers to carry out energy-saving services. After energy-saving audits, we have to obtain pre-energy-saving reforms. Energy consumption benchmarks and analysis based on the proposed energy-saving plan and free implementation; the previous project that can generate economic benefits in a month suddenly turned into a project that took months or more to obtain energy-saving benefits, etc. These objective requirements are the previous air compressor The sales personnel of the machine sales are unable to adapt and meet the requirements for a while.

　　 At the same time, the training of talents in school education in our country is seriously lagging behind the needs of economic development, and it is unable to supply the market with technical talents, management talents and marketing talents for energy conservation services in a timely manner.

From a technical point of view, the air compressor distribution era only requires technicians to judge, discover and analyze the causes of failures of air compressor-related equipment and solve the faults. The energy-saving service era requires not only the above technical strength, but also The ability to predict and solve air compressor-related equipment in advance requires a good cost control and management awareness, that is, the ability to operate energy-saving projects. This is because some customers withdrew their backup equipment for various reasons after energy-saving reforms. Once equipment failure occurs, it will seriously affect production and cause immeasurable losses. In the light of the case, customers use more failures or failure to handle failures in time. Delay in the payment of the energy-saving service payment that should be paid in the current month, or the termination of the cooperation, and even the demand for compensation for production losses.

In the air compressor distribution era, because there is no need to care about whether the equipment or project is energy-saving, there is no energy-saving technician job. In the energy-saving service era, the energy-saving technician is a key and particularly important job. The technicians in this position must not only understand the air compressor Principle knowledge and maintenance skills, as well as the ability to plan and design energy conservation projects based on actual working conditions and maximize energy savings. Project calculation and design are carried out from various aspects such as equipment selection, parameter optimization, pipeline design, station design, economic investment, and profit calculation. In the course of these calculations and analysis, the knowledge involved is not only simple basic arithmetic knowledge of addition, subtraction, multiplication and division, but also advanced arithmetic knowledge of calculus, matrix or permutation and combination.

In the era of air compressor distribution, there is no need to save electricity bills and settle energy-saving benefits on a monthly basis, and the company's gas usage conditions or production gas usage have nothing to do with itself, so there is no need for energy-saving data monitoring and the position of administrator; and in the era of energy-saving services, this position It is also a role that concerns the life and death of an energy-saving service company and whether it has the ability to expand. Because many energy-saving service items are settled based on the difference between the unit compressed air power consumption before and after the energy-saving transformation, the gas usage conditions or production conditions of the enterprise are determined by the amount of gas consumption and the cost of gas consumption. If the gas consumption in the current month is reduced due to various reasons, the energy-saving service income of the current month will be reduced; if the gas consumption cost of the current month is increased due to various reasons, the energy-saving service income of the current month will not only decrease, but there may be no savings. There is no energy saving benefit because of electricity bills. Therefore, even if there is a monitoring system based on cloud technology and Internet of Things technology, the system is only a secondary role, and cannot prevent equipment from malfunctioning, and cannot prevent equipment from malfunctioning, which affects data accuracy and directly affects energy saving benefits.

From a business perspective, the air compressor distribution era is based on the basic cost of equipment plus enterprise operating costs for commercial negotiations and transaction pricing. There is not much room for flexibility in negotiations, mainly depending on the brand or cost performance of the equipment (unless it is dumping or expecting After-sales service to make money), fast transaction speed. In the era of energy-saving services, with the gradual enhancement of China’s manufacturing capabilities, equipment brands no longer have considerable influence in commercial negotiations, and the cost-effectiveness of equipment is no longer an item to be considered by users. Energy companies are more concerned about energy-saving effects and income. The pricing basis of energy-saving service providers has also expanded from the basic cost of equipment and enterprise operating costs to the need to consider capital costs, operating costs during the contract period, energy-saving profitability, energy-using enterprises’ goodwill, and possible risks, and other more dimensions.

　　 There are more departments and personnel involved in the negotiation process than in the air compressor distribution era. Therefore, in business negotiations, not only should energy-saving services be sold to energy-using companies, but also energy-saving service consultants for energy-using companies. Negotiations cannot be done in just a few rounds, it may be done in dozens of rounds. For business people, negotiation is not only a test of technical strength and physical strength, but also a long-term mental contest. This requires business personnel to have a higher comprehensive quality and business capabilities.

　　 There is no need to argue, the air compressor system energy-saving service industry in the 21st century needs more talents to join in order to develop more vigorously and state-of-the-art, and to develop more healthily and sustainably.

Of course, in a large country with a population of 1.3 billion people, there is no shortage of people. The main reason is the lack of a mechanism to turn "people" into "talents", which makes it difficult for talents to flow to the air compressor system energy-saving service industry, which also restricts The development of the industry.