Pièces jointes pour labour profond et micro-creuser-Une conversation avec Ban Huadian, directeur général de Xuvol Machinery

From being an agent of engineering machinery products to transforming into accessories R&D, manufacturing and sales

"Guangxi Construction Machinery Circle": The industrial chain of construction machinery is very long. Why did you consider entering the attachment industry?

Ban Huadian: It all sounds like a coincidence. I majored in engineering machinery and joined Yuchai Heavy Industry after graduation. After leaving Yuchai, I also worked as an agent for Sunward Intelligent for a period of time and have been engaged in related work in the engineering machinery industry. As for why we transformed from a construction machinery agent to independently develop and produce attachments, it is mainly due to two considerations:

On the one hand, it is based on the competitive landscape of Guangxi's construction machinery agency industry that it chooses to maximize its strengths and avoid weaknesses. At that time, several large agents firmly controlled the vast majority of the Guangxi market, and foreign brands still had a large lead. The domestic brand Sunward Intelligent that I represent does not have an advantage in face-to-face competition with foreign brands and large agents. So why not find a new way and see if there are any other development ideas?

On the other hand, in the process of acting as an agent for Shanhe intelligent excavators, customers often ask for modifications to wood clamps on micro and small excavators. I gradually realized that this is a very broad market that is also ignored by host manufacturers. This new market opportunity may be worth doing.

So around 2010, we started the research, development and production of wood clamps in Yudong, Nanning. Guangxi is the province with the largest eucalyptus planting in China. In the past 10 years, Guangxi's eucalyptus plantations have developed rapidly, and the demand for wood clamps is still growing. In addition to Guangxi, our attachments are also oriented to the entire southwest, even the whole country, as well as neighboring countries such as ASEAN, so the market space should be said to be huge.

Of course, in addition to focusing its business on the R&D, production and sales of attachments, Xuvol Machinery is also an agent for Fujian Xinyuan excavators, Chigo drilling rigs and other products.

The future of accessories: Domestic products will gradually rise and become the mainstream

"Guangxi Engineering Machinery Circle": In terms of agency business, you only need to do good sales and after-sales service, but the R&D and manufacturing of attachments are still very difficult. How did you get started?

Ban Huadian: Technology is the key factor, and we have explored the manufacturing of attachments step by step.

Around 2010, for some sporadic orders for attachments and wood clamps, we scientifically analyzed, integrated, and optimized the needs according to customer requirements, and entrusted our peers to process and produce them.

In 2012, we began to purchase our own equipment for our factory in Yudong, Nanning, and began to consciously get rid of dependence on external commissioned processing. Only independent manufacturing can better control costs and quality.

Since 2014, the order volume for wood clamps and other attachments has increased significantly, with a production volume of about 300 units in one year. We cooperated with Guangxi Water Conservancy and Electric Power Vocational and Technical College and established Xuvol Engineering Machinery Equipment Company Engineering Machinery in the school. The R&D center, through in-depth cooperation between industry, academia and research institutes, continues to accumulate and innovate in R&D technology.

In 2015, in order to meet the growth of market demand and the need to expand production scale, Xuvol Machinery purchased land in Wuming District, Nanning to build modern workshops and production equipment. After more than a year of construction and construction, in early 2017, the production workshop began Official operation, manufacturing wood clamps and micro excavations.

In the initial stage, we also experienced a step-by-step climbing process. In R&D, production, installation operations, sales and other links, we all experienced several years of exploration in the initial stage before gradually reaching today's maturity.

When we first started making wood clamps in 2010, we only sold more than 10 sets of wood clamps in a year. It sometimes took a week from getting the customer's deposit to installing the wood clamps for construction work. Now Xuvol Machinery takes one year The sales of wood clamps have reached hundreds of sets, and it only takes about an hour to complete the modification of the wood clamps on the excavator.

Around 2010, very few domestic host manufacturers spent much effort on the development of attachments. Most of the common products on the market were imported Korean products with high prices, so it was a good time for us to develop attachments. . In the future, in the field of attachments, just like excavators, domestic brands will gradually rise and even become the mainstream of the market.

Micro excavation, attachments, drilling rigs, project-based scientific operation

"Guangxi Engineering Machinery Circle": Corresponding to the changes in business, have there been any significant changes in the company's internal management?

Ban Huadian: First of all, the personnel structure has been continuously enriched and improved. For example, the production of attachments was initially mainly handled by the company's workers Ding and Chen, and technical personnel were relatively lacking. There are now nearly 30 technicians at Xuvol Machinery Wuming Base. Through industry-university-research cooperation with Guangxi Water Conservancy and Electric Power Vocational and Technical College, a solid foundation has been laid for technology accumulation and innovation. Based on the company's development, it will also recruit students majoring in engineering machinery from the school.

The company's management mainly adopts the project system, and different projects are accounted for independently to achieve scientific and reasonable allocation of resources. The company currently has three main projects:

The first is the micro-mining project. It has been operational since March 2016. Shanwo mini excavators currently have two series, 1.8 tons and 2.3 tons, both of which are crawler machines. The sales volume for the whole year of 2017 was probably more than 200 units, and the current production and sales volume in 2018 reached 700 units.

Shanwo micro-excavation has broad application prospects in orchards, forestry and other scenarios. It is equipped with a British Perkins engine or a Lai Dong III EFI engine, a Japanese Shimadzu hydraulic pump, an American Eaton travel/rotary motor, and an American Hesco multi-way valve. It has strong performance, fuel saving and low noise. Among excavators with the same configuration, it has higher cost performance. The price of Shanwo's two series of micro-excavators ranges from RMB 120,000 to RMB 150,000 depending on the configuration. They are a good choice whether you are purchasing them independently for projects or investing in equipment.

The second is the attachment items represented by wood clamps and grabbers. It started in 2010 and has been accumulated for 7 or 8 years. The categories of accessories are constantly enriched. The main products include wood grabbers, sugar cane clamps, stone grabbers, lotus grabbers and other excavator clamps. It can be adapted to domestic and foreign large, medium and small excavators such as Komatsu, Hitachi, Carter, Kobelco, Doosan, Sany, Liugong, Xugong, Zoomlion, etc. The company also designs and produces large wood clamps according to customer needs, and also pioneered the It is suitable for 20 to 40 tons excavators, with a clamping weight of 5 to 10 tons, and is a large customized clamp with high technical content. In addition to wood clamps, there are also attachments with saw blades, lawn mowers, etc. In 2018, the company's goal for accessories is to produce and sell about 300 sets per year.

The third is the drilling rig project. In the field of rock drilling rigs, Xuvol Machinery has product series such as fully hydraulic top hammer type, small integrated down-the-hole type, split type down-the-hole type, etc. The main application scenarios are quarries, mining rock excavation, engineering projects, etc. We have introduced outstanding professional and technical talents and experts in the rock drilling machinery industry, and established an efficient management and R&D team to devote ourselves to the production and research and development of rock drilling rigs. Now the company has an experienced R&D and production team, which has widely used advanced design solutions and software such as PROE three-dimensional design, CAD two-dimensional design, finite element mechanical analysis and so on. The company has advanced production equipment such as CNC boring machines, vertical machining centers, and plasma CNC blanking machines to ensure the high precision of each component.

Work hard on internal skills and win-win cooperation

Guangxi Engineering Machinery Circle": What plans and prospects does Xuvol Machinery have for the future?

Ban Huadian: In terms of business direction, rock drilling rigs, attachments, self-developed Shanwo micro-excavation and excavator agents will be the focus of future operations. We are very clear that we will work hard to make good products and provide comprehensive services in segmented markets to satisfy customers.

From the perspective of internal operations of the company, in the future we will continue to introduce R&D talents and purchase advanced equipment to enhance our core competitiveness at the source of product R&D and production and create excellent technologies and products. The bigger move this year is the purchase of laser blanking machines and welding robots. Having robots and laser blanking can be said to be an important watershed in measuring a company's manufacturing level. Advanced production equipment, in addition to effectively replacing labor to save costs, the most important thing is to improve manufacturing accuracy and reduce errors, which is a reflection of core competitiveness.

From the perspective of product sales, on the one hand, we must consolidate the areas where we already have business layout and provide after-sales service and relationship maintenance for old customers. On the other hand, we must also steadily expand channels on the basis of stable operations. At present, 80% of Xuvol Machinery's customers are local customers, and provinces such as Guangdong, Hainan, Guizhou, and Yunnan occupy a certain market share. The market size and application scenarios of construction machinery attachments are very extensive. Xuvol Machinery still has many directions for expansion and breakthroughs in the future.

Currently, Xuvol Machinery is headquartered in Nanning, radiating across the country to Southeast Asian countries. It has set up branches in more than a dozen key areas in Liuzhou, Guilin, Wuzhou, Hechi, Baise, Guigang, Qinzhou and other cities and counties. Each branch is equipped with sales staff. Service personnel, service vehicles, prototypes and accessories, etc., with a wide range of services.