532 橡膠履帶牽引車輛高速行走機(jī)構(gòu)設(shè)計(jì)（由cad原圖）
532 橡膠履帶牽引車輛高速行走機(jī)構(gòu)設(shè)計(jì)（由cad原圖）,532,橡膠履帶牽引車輛高速行走機(jī)構(gòu)設(shè)計(jì)（由cad原圖）,橡膠,履帶,牽引,車輛,高速,行走,機(jī)構(gòu),設(shè)計(jì),cad,原圖
Small size tractor tractor
First, slightly tows the industrial present situation and the development tendency
1ST、industrial conditions analysis and forecast
The small tractor including 18.4Kw (25hp) the below small size tractor tractor and the walking tractor, the walking tractor mainly uses in the paddy field job, the arid land universal use small size tractor tractor, this article only conducts the research to the small size tractor tractor. According to in the expert and the profession the person concerned analyzes, our country joins WTO not to be able to have the too tremendous influence to the center four turns of tractors professions, moreover in the long run, favourable factor quite a lot. First, the exportation treatment and the foreign trade conditions greatly for have a new look; Second, is advantageous to extracting the more information paper; Third, is advantageous to stimulating the production technology the improvement and the product quality enhancement; Fourth, is advantageous to the market mechanism further consummation.
(1) the next tractor development also will have many favourable factors. The country continues to strengthen the agricultural foundation status, further adds to agricultural and the countryside investment, guarantees the countryside and the agricultural economy development; The country continues to devote to the adjustment agriculture industrial structure, the development characteristic economy, speeds up the traditional agriculture to the modernized agriculture transformation; The government enlarges to the farmland foundation water conservancy facilities transformation, the improvement agricultural production condition.
The small size tractor tractor is suits the current countryside purchasing power the main agricultural means of production, also is most suits the current countryside family payment proportional to production contract management system to adapt the current countryside management scale farm machinery. Grows the relative slower influence our country agriculture, the countryside purchasing power extremely is still restricted, adds the farmer to bear in recent years stays at a high level, general farmers although also urgent need large and middle scale tractors, but hopes not to be possible and, only changes for the better purchases the inexpensive small tractor. Simultaneously the small size tractor tractor technology content is not high, has the broad serviceability in the our country general countrysides, conforms to our country general farmers' use level.
(2) the small size tractor tractor development also faces many questions. (1) This profession enters the barrier to be very low, the enterprise passes in and out the relative freedom. An our country small size tractor tractor several dozens years old face, so-called technical change, also only is the superficial cover and some spare parts changes, its basic principle, configuration certainly not big change, because does not have the high-tech content the limit, greatly reduced entered the profession the difficulty. After several dozens years development, the external cooperation necessary profession has hastened maturely, moreover distributes extremely widely, caused newly to enter the small size tractor tractor profession the enterprise to reduce the extra worries. (2) The small size tractor tractor profession several dozens years development, causes own external cooperation necessary system enormous consummation. The supplier has been through repeatedly many years to discipline has been mature, in the raw material, the spare part and the supply of equipment adoptsm the many kinds of strategies to the host computer factory, originally the relatively main factory passive aspect gradually transforms. (3) The agriculture industrial structure adjustment has restricted the small size tractor tractor development. On the one hand the coastal developed zone scales down the grain sown area, the expansion industrial crop and the development extroversion agriculture; On the other hand the western area implementation takes back from agriculture also the forest, takes back from agriculture also the lake, takes back from agriculture also grass's "three to draw back three also" work, along with the agriculture industrial structure adjustment to the depth development, says from some kind of angle, this restricted has slightly towed the market the development. (4) Since 1995, the small tractor continuously in the top digit run, the successive years price war has caused the most enterprises all deeply its evil, down to lacks the following development strength, seriously limits the enterprise to develop the new product, to develop the market the ability. (5) The small size tractor profession marketing channel generally all is depends upon each place, the city county farm machinery company, but from looked in recent years, these farm machinery companies generally manage bad, changes the system, the bankruptcy sometimes occurred, is behind in payment phenomenon common occurence and so on factory loans, the channel is not unobstructed and the risk greatly has also affected the small size tractor tractor profession development. (6) The small size tractor tractor both may use in to transport, and may use in the farmland job. Along with the agriculture with transport vehicle starting, the small size tractor tractor has been basically fixed in the farmland job, the market space further withers.
2nd, industrial scale analysis and forecast
(1) production and marketing quantity analysis. Is best from the output in 1999 to look that, the Shijiazhuang day with, the Shandong Wei River tows, Hsinhsiang as soon as tows, China as soon as tows and so on 4 enterprises to surpass 100,000, Shandong macro strength 94,000, Liaocheng Dongchnag 86,600, country peaceful main plant 60,000, Kaifeng tractor plant nearly 60,000, the Kaifeng machine shop and the Tai'an special cart yard surpasses 40,000. These 10 output surpass 40,000 enterprises to produce small size tractor 872,700, with compared to grows 21.4%, accounts for the small size tractor production total quantity the proportion 76.2% to enhance from 1998 to 1999 81.5%, the market in the emulation intense situation, concentration enhanced the nearly 4 percentage points. In 1999 slightly towed the market demand with 1,997, in 1998 basically is impartial, certainly not the remarkable growth, in then situation, the very many production enterprise for the implementation program production task, massively used sells goods for the state or the direct sale (sells goods for the state in disguised form), created the massive market conditions stock and the receivable account funds.
(2) 2001 annual productions sales volumes analysis. In 2001 national small size tractor tractor profession first 10 production and marketing situation like table 1 shows. In 2001 the timely breeze group attempt involves slightly tows the profession, is catching up with slightly tows the market demand to transfer prosperously, specially the northeast market, the timely breeze relies on its superiority, leads the way with the low end, quickly seizes the market. In 2001 drops under 15% premise in the total productivity same ratio, the first 10 enterprises' productivity accounted for 83.9%, the production concentration degree has compared in 1999 further to enhance 2.4 percentage points. This on the one hand is because the market situation turns for the better, some state-owned enterprise just right weight stocks, but on the other hand the timely breeze low price causes some enterprises to organize to produce the difficulty. The quantity productivity produces the ability (according to 2001 the data)
(3) next several year tradition state-owned slightly will tow the enterprise because faced with will change the system and reorganizes,therefore it The productivity will receive the restriction, is unable normally to display; But the emerging enterprise regards the market shift situation to resolve whether adds producing energy. Therefore, future several years every year regular production ability will achieve about 1.8 million. From the market demand analysis, slightly tows the market is the mature market, the small tractor has the broader market foundation, the macroscopic conditions hastens, next several year small tractor total quantity still will be able in the top digit run.
(4) the small size tractor main market by Henan, Shandong, Hebei Province primarily, next is northeast, northwest zone. Starts from 2000, places market sales volume such as Shandong, Henan, Hebei has the drop, places sales volume rise such as northeast, Xinjiang is quicker. 3rd, industrial structure analysis and forecast
Looking from the product that, the small size tractor power always is upwardly extends. By 8.82kW small size tractor which as soon as starts primarily, transits 11.03kW, also gradually transits to 12.5, 13.2kW (17, 18hp) is the mainstream. Many enterprises have also developed the 14.7kW type in this foundation, some enterprises have even released 16.2, the 17.6kW small size tractor. At present in the market the small size tractor by 13.2, the 14.7kW primarily,13.2kW above product occupied 50% market share, also the power still possible upwardly to extend. The small size tractor still by the adhesive tape transmission primarily, the price influence, the straight association -like tractor possibly can drop in short period production and marketing.
Looking from the use that, the small size tractor tractor gradually exits transports the market, mainly uses in the farmland job. The small size tractor tractor tradition market mainly concentrates in Henan, Hebei, Shandong after, near two year northeast, northwest state-owned farm change the system, the market quite will be active.
Second, slightly tows the industrial emulation situation analysis
(1) product emulation analysis. The small size tractor tractor has the technical content to be low, the technical mature characteristic, the type primarily has developed from 8.82 ~ 11.03kW to the present by 13.2 ~ 14.7kW primarily, the engine also primarily develops from the single-cylinder machine to the present by the multi- cylinders computer primarily. The product improvement mainly improves the manufacture quality, the improvement outward appearance primarily, in the performance enhances the margin of power, the improvement harnesses while the condition primarily. Because the structure limits, the small size tractor tractor fundamentals improvement contingency is not big, therefore, various factories product development direction all will be in the existing product foundation, makes the local improvement and the consummation, and unceasingly strengthens with the agricultural machines and tools necessary research work. Along with domestic market emulation intensifying, has the strength the enterprise to increase the exportation dynamics.
(2) price emulation. Our country small size tractor tractor at present is the buyer market, the price emulation is wins over the user one fundamental mode, but because the profession overall benefit is not good, the majority enterprise is at the meager profit or the loss state, therefore further drops the space is restricted, the present price already is 10 year ago 60%. 2001 price basic is stable, the numerous factories had realized to simplex depends on reduces prices to carry on the promotion the hazardous nature, unceasingly adopts improves synthesis emulation method and so on product quality and improvement performance. Diligently will reduce the cost will be various factories realistic goal, the necessary factory acceptor computer factory will reduce the purchase cost and is behind in payment the loans dual pressure, some fell into the difficult position.
(3) Channel emulation analysis. Because ferry tows the sales volume in a big way, the sale on commission condition requirement is not high, therefore, the sales network is developed, has sold by the past by the state-owned farm machinery company primarily, develops the present state-owned, the private sales mesh point coexists; The sale on commission and the direct sale coexist in the sales mode, the brand monopolizes the proportion is enlarging. Emulate concentrates with emphasis in the important market important dealer, wins the factory will hold grasps the initiative. The sales characteristic is the meager profit but high turnover, the dealer depends on the mass and speeds up the turnover of capital to make a profit. The dealer is willing with the name brand factory cooperation which is welcome the user.
(4) promotion emulation analysis. Mainly is by reduces prices to promote sales, the personnel promotes sales, the presenting as a gift promotion primarily, some diesel engines factory adopts according to the sale (forms a complete set its production diesel engine) the quantity to give the certain reward the means to carry on the promotion.
(5) public relations emulation analysis. The emulation key point lies in strives for all levels of governments the helping the poor project, establishes the good relations with the local traffic control section, strives for in aspect the and so on transportation policy support. The brand image good, produces the sales volume to be big, the prestige good factory in holds the obvious superiority with in the necessary factory cooperation.
(6) service emulation analysis. Various factories service network quite is all perfect, serves in the fitting supply also not to have too many questions. Because the product technology mature, the technical content is lower, therefore general breakdown user can repair, the entire service emulation dynamics is not big.
(7) future will emulate the pattern analysis. As mature product and mature market, market potential still huge, the year demand total quantity has been relatively stable,the productivity had too much resolved the market competition intensity unceasingly is enlarging, the entire profession profit level reduces year by year, now basically is at suffers no loss of capital the state. Produces the factory multitudinously, the zone is dispersible, some pivotal state-owned enterprises can not but seek its way in addition.Because the profession enters the threshold to be low, therefore unceasingly has the new enterprise to enter, simultaneously because the competitive ability drops or has its way in addition, does not grasp the initiative.The sales characteristic is the meager profit but high turnover, the dealer depends on the mass and speeds up the turnover of capital to make a profit. The dealer is willing with the name brand factory cooperation which is welcome the user.
小四輪拖拉機(jī)
一、 小拖產(chǎn)業(yè)現(xiàn)狀與發(fā)展趨勢(shì)
1、產(chǎn)業(yè)環(huán)境分析與預(yù)測(cè)
小型拖拉機(jī)包括18.4Kw(25hp)以下的小四輪拖拉機(jī)和手扶拖拉機(jī),手扶拖拉機(jī)主要用于水田作業(yè),旱地普遍使用小四輪拖拉機(jī),本文僅對(duì)小四輪拖拉機(jī)進(jìn)行研究。據(jù)專家及行業(yè)內(nèi)有關(guān)人士分析,我國(guó)加入WTO對(duì)中四輪拖拉機(jī)行業(yè)不會(huì)有太大的影響,而且從長(zhǎng)遠(yuǎn)看,有利因素頗多。第一，出口待遇和外貿(mào)環(huán)境大為改觀；第二，有利于獲取更多的信息資料；第三，有利于刺激生產(chǎn)技術(shù)的改進(jìn)和產(chǎn)品質(zhì)量的提高；第四，有利于市場(chǎng)機(jī)制的進(jìn)一步完善。
（1） 今后拖拉機(jī)的發(fā)展還有許多有利因素。國(guó)家繼續(xù)加強(qiáng)農(nóng)業(yè)基礎(chǔ)地位，進(jìn)一步增加對(duì)農(nóng)業(yè)和農(nóng)村的投入，確保農(nóng)村和農(nóng)業(yè)經(jīng)濟(jì)發(fā)展；國(guó)家繼續(xù)致力于調(diào)整農(nóng)業(yè)產(chǎn)業(yè)結(jié)構(gòu)，發(fā)展特色經(jīng)濟(jì)，加快傳統(tǒng)農(nóng)業(yè)向現(xiàn)代化農(nóng)業(yè)的轉(zhuǎn)變；政府加大對(duì)農(nóng)田基礎(chǔ)水利設(shè)施的改造，改善農(nóng)業(yè)生產(chǎn)條件。
小四輪拖拉機(jī)是適合當(dāng)前農(nóng)村購(gòu)買力的主要農(nóng)業(yè)生產(chǎn)資料，也是最適合當(dāng)前農(nóng)村家庭聯(lián)產(chǎn)承包經(jīng)營(yíng)體制適應(yīng)當(dāng)前農(nóng)村經(jīng)營(yíng)規(guī)模的農(nóng)業(yè)機(jī)械。受我國(guó)農(nóng)業(yè)增長(zhǎng)相對(duì)較慢的影響，農(nóng)村購(gòu)買力仍十分有限，加之近幾年農(nóng)民負(fù)擔(dān)居高不下，廣大農(nóng)民雖然也迫切需要大中型拖拉機(jī)，但可望不可及，只好轉(zhuǎn)而購(gòu)買廉價(jià)的小型拖拉機(jī)。同時(shí)小四輪拖拉機(jī)技術(shù)含量不高，在我國(guó)廣大農(nóng)村有著廣泛的適用性，符合我國(guó)廣大農(nóng)民的使用水平。
（2） 小四輪拖拉機(jī)發(fā)展也面臨不少問題。①該行業(yè)進(jìn)入壁壘很低，企業(yè)進(jìn)出相對(duì)自由。我國(guó)的小四輪拖拉機(jī)幾十年一張老面孔，所謂的技術(shù)改進(jìn)，也只是表面覆蓋件及一些零部件的變化，其基本原理、構(gòu)造并沒有多大的變化，因?yàn)闆]有高技術(shù)含量的限制，大大降低了進(jìn)入行業(yè)的難度。經(jīng)過(guò)幾十年的發(fā)展，外協(xié)配套行業(yè)已趨成熟，而且分布十分廣泛，使得新進(jìn)入小四輪拖拉機(jī)行業(yè)的企業(yè)減少了后顧之憂。②小四輪拖拉機(jī)行業(yè)幾十年的發(fā)展，使自身外協(xié)配套體系極大完善。供應(yīng)商歷經(jīng)多年的磨練已成熟起來(lái)，在原材料、零部件及設(shè)備供應(yīng)上對(duì)主機(jī)廠家采取多種策略，原先相對(duì)主要廠家的被動(dòng)局面逐漸轉(zhuǎn)變。③農(nóng)業(yè)產(chǎn)業(yè)結(jié)構(gòu)調(diào)整制約了小四輪拖拉機(jī)的發(fā)展。一方面沿海發(fā)達(dá)地區(qū)調(diào)減糧食種植面積，擴(kuò)大經(jīng)濟(jì)作物和發(fā)展外向型農(nóng)業(yè)；另一方面西部地區(qū)實(shí)行退耕還林、退耕還湖、退耕還草的“三退三還”工作，隨著農(nóng)業(yè)產(chǎn)業(yè)結(jié)構(gòu)調(diào)整向縱深發(fā)展，從某種角度上來(lái)講，這制約了小拖市場(chǎng)的發(fā)展。④自1995年以來(lái)，小型拖拉機(jī)一直在高位運(yùn)行，連年的價(jià)格大戰(zhàn)使多數(shù)企業(yè)都深受其害，以至缺乏后續(xù)發(fā)展實(shí)力，嚴(yán)重地限制了企業(yè)開發(fā)新產(chǎn)品、開拓市場(chǎng)的能力。⑤小四輪行業(yè)的銷售渠道一般都是依靠各地、市縣的農(nóng)機(jī)公司，但從近幾年看，這些農(nóng)機(jī)公司普遍經(jīng)營(yíng)不善，改制、破產(chǎn)時(shí)有發(fā)生，拖欠廠家貨款等現(xiàn)象屢見不鮮，渠道的不通暢和危險(xiǎn)性也大大影響了小四輪拖拉機(jī)行業(yè)的發(fā)展。⑥小四輪拖拉機(jī)既可用于運(yùn)輸，又可用于農(nóng)田作業(yè)。隨著農(nóng)用運(yùn)輸車的興起，小四輪拖拉機(jī)已基本被固定在農(nóng)田作業(yè)上，市場(chǎng)空間進(jìn)一步萎縮。?
2、產(chǎn)業(yè)規(guī)模分析與預(yù)測(cè)
（1） 產(chǎn)銷量分析。從產(chǎn)量最好的1999年看，石家莊天同、山東濰拖、新鄉(xiāng)一拖、中國(guó)一拖等4個(gè)企業(yè)均超過(guò)10萬(wàn)臺(tái)，山東宏力9.4萬(wàn)臺(tái),聊城東昌8.66萬(wàn)臺(tái),國(guó)泰總廠6萬(wàn)臺(tái),開封拖拉機(jī)廠近6萬(wàn)臺(tái),開封機(jī)械廠和泰安特種車廠超過(guò)4萬(wàn)臺(tái)。這10個(gè)產(chǎn)量超過(guò)4萬(wàn)臺(tái)的企業(yè)生產(chǎn)小四輪87.27萬(wàn)臺(tái),同比增長(zhǎng)21.4%,占小四輪生產(chǎn)總量的比例由1998年的76.2%提高到1999年的81.5%,市場(chǎng)在競(jìng)爭(zhēng)激烈的情況下,集中度提高近4個(gè)百分點(diǎn)。1999年小拖市場(chǎng)需求與1997、1998年基本持平，并沒有顯著增長(zhǎng)，在當(dāng)時(shí)的情況下，很多生產(chǎn)企業(yè)為完成計(jì)劃生產(chǎn)任務(wù)，大量采用代銷或者直銷（變相代銷），造成大量的市面庫(kù)存和應(yīng)收賬款。
（2） 2001年產(chǎn)銷量分析。2001年全國(guó)小四輪拖拉機(jī)行業(yè)前10名產(chǎn)銷情況如表1所示。
2001年時(shí)風(fēng)集團(tuán)嘗試性地介入小拖行業(yè)，正趕上小拖市場(chǎng)需求轉(zhuǎn)旺，特別是東北市場(chǎng)，時(shí)風(fēng)憑借其優(yōu)勢(shì)，用低價(jià)位開路，以迅雷不及掩耳之勢(shì)搶占市場(chǎng)。2001年在總生產(chǎn)量同比下降15%的前提下，前10名企業(yè)的生產(chǎn)量占了83.9%,生產(chǎn)集中度比1999年進(jìn)一步提高了2.4個(gè)百分點(diǎn)。這一方面是由于市場(chǎng)形勢(shì)轉(zhuǎn)好，一些國(guó)有企業(yè)正好重量庫(kù)存，但另一方面時(shí)風(fēng)的低價(jià)格導(dǎo)致有些企業(yè)組織生產(chǎn)困難。量 生產(chǎn)能力 產(chǎn)能力 (按2001年數(shù)據(jù))
（3） 今后幾年傳統(tǒng)國(guó)有小拖企業(yè)由于面臨改制和重組，因此其生產(chǎn)能力將受到制約，無(wú)法正常發(fā)揮；而新興企業(yè)則視市場(chǎng)變化情況決定是否增加產(chǎn)能。因此，未來(lái)幾年每年的正常生產(chǎn)能力將達(dá)到180萬(wàn)臺(tái)左右。從市場(chǎng)需求分析，小拖市場(chǎng)是成熟的市場(chǎng)，小型拖拉機(jī)擁有較為廣闊的市場(chǎng)基礎(chǔ)，宏觀環(huán)境趨好，今后幾年小型拖拉機(jī)總量仍會(huì)在高位運(yùn)行。
（4） 小四輪的主要市場(chǎng)以河南、山東、河北省為主，其次是東北、西北地區(qū)。從2000年開始，山東、河南、河北等地市場(chǎng)銷量有所下降，東北、等地銷量上升較快。
3、產(chǎn)業(yè)結(jié)構(gòu)分析與預(yù)測(cè)
從產(chǎn)品看，小四輪的功率一直是向上延伸的。由一開始的8.82kW小四輪為主,過(guò)渡到11.03kW,又逐步過(guò)渡到12.5、13.2kW(17、18hp)為主流。許多企業(yè)在此基礎(chǔ)上還開發(fā)了14.7kW機(jī)型,有的企業(yè)甚至推出了16.2、17.6kW的小四輪。目前市場(chǎng)上小四輪以13.2、14.7kW為主,13.2kW以上的產(chǎn)品已占據(jù)50%的市場(chǎng)份額,且功率仍可能向上延伸。小四輪仍以膠帶傳動(dòng)為主，受價(jià)格的影響，直聯(lián)式拖拉機(jī)在短時(shí)期內(nèi)的產(chǎn)銷將可能會(huì)下降。
從用途看，小四輪拖拉機(jī)逐步退出運(yùn)輸市場(chǎng)，主要用于農(nóng)田作業(yè)。小四輪拖拉機(jī)傳統(tǒng)市場(chǎng)主要集中在河南、河北、山東，近兩年?yáng)|北、西北國(guó)有農(nóng)場(chǎng)改制以后，市場(chǎng)將比較活躍。
二、 小拖產(chǎn)業(yè)競(jìng)爭(zhēng)形勢(shì)分析
⑴ 產(chǎn)品競(jìng)爭(zhēng)分析。小四輪拖拉機(jī)具有技術(shù)含量低、技術(shù)成熟的特點(diǎn)，機(jī)型已從8.82～11.03kW為主發(fā)展到現(xiàn)在的以13.2～14.7kW為主,發(fā)動(dòng)機(jī)也從單缸機(jī)為主發(fā)展到現(xiàn)在以多缸機(jī)為主。產(chǎn)品的改進(jìn)上主要以提高制造質(zhì)量、改善外觀為主，性能上以提高功率儲(chǔ)備、改善駕乘條件為主。因結(jié)構(gòu)所限，小四輪拖拉機(jī)根本性改進(jìn)的可能性不大，因此，各廠家的產(chǎn)品發(fā)展方向都將是在現(xiàn)有產(chǎn)品的基礎(chǔ)上，進(jìn)行局部改進(jìn)和完善，并不斷加強(qiáng)與農(nóng)機(jī)具的配套研究工作。隨著國(guó)內(nèi)市場(chǎng)競(jìng)爭(zhēng)的加劇，有實(shí)力的企業(yè)在加大出口力度。
⑵ 價(jià)格競(jìng)爭(zhēng)。我國(guó)的小四輪拖拉機(jī)目前是買方市場(chǎng)，價(jià)格競(jìng)爭(zhēng)是爭(zhēng)取用戶的一種主要方式，但由于行業(yè)整體效益不好，大多數(shù)企業(yè)處于微利或虧損狀態(tài)，因此進(jìn)一步下降空間是有限的，現(xiàn)在的價(jià)格已是10年前的60%。2001年的價(jià)格基本穩(wěn)定，眾廠家已認(rèn)識(shí)到單純靠降價(jià)進(jìn)行促銷的危害性，不斷采取提高產(chǎn)品質(zhì)量和改進(jìn)性能等綜合競(jìng)爭(zhēng)手段。努力降低成本將是各廠家的現(xiàn)實(shí)目標(biāo)，配套廠家受主機(jī)廠降低采購(gòu)成本和拖欠貨款的雙重壓力，有些已陷入困境。
⑶ 渠道競(jìng)爭(zhēng)分析。由于小輪拖銷量大，經(jīng)銷條件要求不高，因此，銷售網(wǎng)絡(luò)發(fā)達(dá)，已由過(guò)去的以國(guó)有農(nóng)機(jī)公司銷售為主，發(fā)展到現(xiàn)在國(guó)有、私有銷售網(wǎng)點(diǎn)并存；在銷售方式上經(jīng)銷和直銷并存，品牌專營(yíng)的比例在加大。競(jìng)爭(zhēng)重點(diǎn)集中在重要市場(chǎng)的重要經(jīng)銷商，獲勝的廠家將掌握主動(dòng)權(quán)。銷售特點(diǎn)是薄利多銷，經(jīng)銷商靠大批量和加快資金周轉(zhuǎn)來(lái)獲利。經(jīng)銷商更愿意與受用戶歡迎的名牌廠家合作。
⑷ 促銷競(jìng)爭(zhēng)分析。主要是以降價(jià)促銷、人員促銷、贈(zèng)物促銷為主，有些柴油機(jī)廠家采取按銷售（配套其生產(chǎn)的柴油機(jī)）數(shù)量給予一定獎(jiǎng)勵(lì)的辦法進(jìn)行促銷。
⑸ 公關(guān)競(jìng)爭(zhēng)分析。競(jìng)爭(zhēng)的重點(diǎn)在于爭(zhēng)取各級(jí)政府的扶貧項(xiàng)目，與地方交通管理部門建立良好關(guān)系，以爭(zhēng)取在運(yùn)輸政策等方面的支持。品牌形象好、產(chǎn)銷量大、信譽(yù)好的廠家在與配套廠家的合作中占有明顯優(yōu)勢(shì)。
⑹ 服務(wù)競(jìng)爭(zhēng)分析。各廠家服務(wù)網(wǎng)絡(luò)都比較健全，服務(wù)配件供應(yīng)上也沒有太多問題。因產(chǎn)品技術(shù)成熟、技術(shù)含量較低，因此一般故障用戶自己就能修理，整個(gè)服務(wù)競(jìng)爭(zhēng)力度不大。
⑺ 未來(lái)競(jìng)爭(zhēng)格局分析。作為成熟的產(chǎn)品和成熟的市場(chǎng)，市場(chǎng)潛力仍然巨大，年需求總量已相對(duì)穩(wěn)定，生產(chǎn)能力的過(guò)剩決定了市場(chǎng)競(jìng)爭(zhēng)強(qiáng)度在不斷加大，整個(gè)行業(yè)利潤(rùn)水平逐年降低，現(xiàn)在基本處于保本狀態(tài)。生產(chǎn)廠家眾多，地域分散，一些舉足輕重的國(guó)有企業(yè)不得不另尋它途。由于行業(yè)進(jìn)入門檻低，因此不斷有新的企業(yè)進(jìn)入，同時(shí)由于競(jìng)爭(zhēng)力下降或另有它途，不握主動(dòng)權(quán)。銷售特點(diǎn)是薄利多銷，經(jīng)銷商靠大批量和加快資金周轉(zhuǎn)來(lái)獲利。經(jīng)銷商更愿意與受用戶歡迎的名牌廠家合作。
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