Fengshen Refrigeration Controls Co., Ltd. , http://www.shaivalve.com
Many customers believe that FISHER's sales channels are confusing. Since the agent is divided according to the location of the user who is ultimately used, and the same customer, such as an engineering company, sometimes works in Shanghai, the agent in Shanghai will contact with him or her; sometimes in Dalian, the project is done in Dalian. The agent to contact them brings a lot of inconvenience to the work of the engineering company. The biggest problem is the design institute. For design engineers, they are not willing to deal with different sales people of the same brand, but are willing to cooperate with more fixed personnel. For competitors, there is no problem, and for FISHER, this problem is more prominent. For this reason, FISHER has failed in many projects. In the Daqing Fertilizer Project, the end user is in Daqing. The project is handled by the agent located in Daqing. The Daqing agent also maintains a good relationship with the customer. However, the design institute is in Chengdu. Since the agent of Daqing and the Chengdu Design Institute have not cooperated before, the SAMSON Chengdu office has always had a good relationship with the design institute. Therefore, the design institute chose the valve of SAMSON in the design selection. The design institute is responsible for the products designed. Due to the insistence of the design institute, the SAMSON valve was finally purchased. In fact, FISHER's agent in Chengdu has a long-term relationship with the design institute. However, since the project is handled by the Daqing agent, the Chengdu agent will not receive any benefits from it, and therefore will not assist it in cooperating with the design institute. Because competitors use direct sales channels, the same company has offices in different places. Because it is the same company, the interests are basically the same, and there will be specialized technicians responsible for the specific design institutes. The project, regardless of the end user, is responsible for this particular person, and because of the clear division of responsibilities, it can maintain a long-term good relationship with the design institute.
The sales channel of the regional agency system also generates some vicious competition behaviors. For example, when a user purchases spare parts, he sometimes gets the price from different agents. In order to get more orders, the agents sell at different prices, resulting in vicious competition. Will affect the profit of FISHER.
4. The localization process is slow
FISHER established its factory in Tianjin, China as early as 1992. It was originally a joint venture with Tianjin Instrument Seven Factory. It was the first control valve manufacturer to build a factory in China, but the sales of domestic valves in 2004 were only about 10% of total sales. In the domestic valve sales of imported brands did not reach the first.
At present, FISHER's domestic valve sales are far lower than its competitor KOSO. From a development perspective, with the globalization of production worldwide, the globalization of procurement and the promotion of consumer concepts, low-cost products have advantages, and the market for imported valves in China will become smaller and smaller. Domestically produced valves of world-renowned brands will become mainstream products, so FISHER must accelerate the pace of localization in order to cope with future competition.
Second, the characteristics of IQR
1. Applicable to steel plates, galvanized steel sheets and high-strength steel sheets, adjusting the physical conditions of the welding materials.
2, real-time online adjustment of the current welding parameters than the constant current controller welding range and welding process is stable.
3. Adaptively eliminate the effects of interference factors.
4. Measure the voltage and current during the welding process directly in the welding transformer. It is not necessary to connect the signal wires at the electrodes.
5. Internal calculation of resistance and power.
6, the output signal informs
â—† Splash â—† Both low energy outputs can change the limit value
7. The IQR's archive memory provides the ability to store files. The file system is classified into: log files, data files and graphic files.
8. It is easy to optimize the welding specifications with the 'Pegasus' PC software.
9, operation IQR only three basic parameter settings
â—† Basic current â—† Welding time â—† Current slope of the regulator
10. Provide welding standard database of steel plate, galvanized steel plate and high-strength steel plate, which is easy to adapt to new welding work and welding of new materials.
3. Application examples of IQR in European and American automobile factories and domestic automobile factories
1. At the European and American automobile factory
â—† Germany BMW Automobile Factory â—† US Ford Automobile Factory â—† IQR with medium frequency system HWI2808EVA in the practical application of manual welding tongs and robots
2. At the domestic automobile factory
At present, in the Shanghai-Volkswagen model workshop, trial production workshop, FAW-Volkswagen trial production workshop and Shenyang Huachen trial production workshop, the IQR is equipped with the intermediate frequency system to establish the welding line for the confirmation of new product development and production welding specifications.
Because the superiority of IQR performance is ahead of other spot welding constant current technology, in order to improve the safety of the car and the quality of the whole vehicle, the application of the controller with IQR technology in the car body welding line of the relevant automobile factory will be an inevitable trend. .
Application example: Inverter HWI2808EVA-IQR, 24 V parallel I/O
Current performance: Nearly 1000 manual welding tongs using IQR system in Europe (VW, Audi, Karmann, Ford, EDAG, DC, Porsche and Magna Steyr) have more than 1200 IQR inverters in the test shop and production line (VW, Audi, Karmann, Ford, EDAG, DC, Porsche and Magna Steyr) Ford, Magna, BMW, Porsche (the entire production line) used on robotic welding tongs were also successfully tested at Volvo, Audi, VW and other manufacturers.
Application of IQR in spot welding of car body
For the on-line production of car body-in-white spot welding, the quality of the inspection is not destructive. IQR intelligent quality regulator has been widely used in European and American automobile factories. Due to its rapid regulation and monitoring of welding parameters, adaptive welding has been achieved, and its performance exceeds that of the spot welding constant current controller. In recent years, trial production workshops for new product developments established in relevant domestic automobile factories have also been adopted. 3. Sales channel confusion