Heavy-duty truck sales pushes tight axles, and heavy-car company axle suppliers start a game
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The domestic heavy-duty truck market has such a feature: After the Spring Festival, truck customers around the country will purchase vehicles for more and better transportation capacity. Under demand, they will form the first sales peak in a year. Just after the Spring Festival in 2011, this situation began to appear again.
During heavy sales of heavy-duty vehicles, due to the large market demand for vehicles, heavy-duty axles, which are one of the important vehicle assemblies, especially those with good quality and well-known brand names, are often in short supply, causing some heavy-duty auto companies to fail normal production. Some heavy-duty auto companies are afraid that they will not be able to deliver vehicles on time and on time. They will not dare to take orders from customers and watch customers run to competitors who can deliver their products on time.
How to solve the contradiction between supply and demand in the heavy axle market? There is a special subtle relationship between heavy-duty auto companies, axle suppliers, and between heavy-duty auto companies and axle suppliers.
Lure and choice
During the peak season of the market, heavy-duty auto companies that do not have axle production capabilities or have the ability but not sufficient capabilities have to take the initiative to sign up for supply contracts with independent or semi-independent heavy-duty axle suppliers to purchase heavy-duty vehicles. bridge.
Heavy truck companies often compete fiercely for high-quality axles. At this time, those heavy-duty auto companies often use bait at higher prices to attract suppliers to give them priority. Axle suppliers will pick and sell heavy truck companies that have made reasonable bids or have established long-term strategic partnerships. For other heavy-duty companies in need, they can only be placed in secondary positions. They can say sorry to them and they can help.
Easy to return on investment
In recent years, with the rapid development of the domestic heavy-duty vehicle market, production and sales of heavy-duty vehicles are booming, and production companies have accumulated a certain amount of funds.
Some not-to-too-heavy heavy-duty auto companies have taken the initiative to inject funds into their axle suppliers to act as shareholders, trying to nurture key givers. Although this method has some effects, but in the peak season of market sales, especially in the front of the vehicle companies are tempting to purchase prices, usually obedient axle companies are also difficult to respond, can not meet the needs of shareholders and companies.
The head of a car axle supplier reluctantly said: “When heavy-duty axles are particularly tight, our shareholders are urging on tight goods and often require increasing axle supply. We have to take a long-term view and pay due attention to other important issues. The customer can't get the shareholders to do what they want.â€
There are also some heavy-duty truck companies that have invested in new or acquired axle companies in order to break the bottleneck in the supply of axles during the peak season. Although this approach is the most direct, for those heavy truck companies lacking the foundation for the production of axles, the ability to obtain production capacity cannot be accomplished overnight because the production of axles is characterized by capital, technology and talent, even if the production scale of axles is enlarged. It does not necessarily ensure that you fully meet the needs of the season.
Both competition and cooperation
The heavy-duty auto companies with insufficient production capacity of axles but with insufficient capabilities have a relationship of competition and cooperation with the axle suppliers. Both parties have started to pursue the pursuit of maximizing their own interests.
The CEO of a heavy-duty auto company revealed: “The standard they choose for heavy-duty axle suppliers mainly focuses on product quality and service capabilities.†Axle suppliers mainly work on these aspects to improve their market competitiveness.
It is understood that professional axle manufacturers such as Changfeng Axle (China) Co., Ltd., Guangxi Fangsheng Axle Co., Ltd., Anhui Ankai Foton Shuguang Axle Co., Ltd., Chongqing Dajiang Axle Co., Ltd., and Qingte Group, respectively Heavy-duty auto companies have established long-term supporting relationships. Heavy-duty auto companies have their own axle production capabilities, but also establish matching relationships with other axle suppliers to compensate for incomplete product varieties or lack of production capacity. For example, although FAW Jiefang and Dongfeng Commercial Vehicles all have axle production companies, they have also established matching relationships with other domestic axle companies.