The function of the Internet of Things is already a rigid demand of air compressor manufacturers.
After about 3 years of development, air compressor manufacturers’ awareness of the Internet of Things has undergone tremendous changes. Judging from the actions of international mainstream manufacturers AC and IR, all newly launched models are equipped with Internet of Things functions as standard. And it has a simple remote operation function; domestic brands are not behind at all, and the planning and practice of mikovs in the Internet of Things even far exceeds its own status in the air compressor industry.
Undoubtedly, the function of the Internet of Things is the rigid demand of air compressor manufacturers.
The disadvantage is that although the Internet of Things of air compressors has become a rigid demand, in many cases it cannot be confronted with competitors without this function. Only the cost input is still a problem facing many manufacturers.
Who did it better?
Enterprises that really closely link the function of the Internet of Things with their own business and achieve results, these enterprises have a common feature, that is, the proportion of after-sales business exceeds 40%. How does AC ensure the proportion of its after-sales business through IoT-based digital intelligence solutions to achieve sustainable and reasonable profits?
Step one: connect. The controller is the basis for advanced connectivity features. AC’s Elektronikon is a model that provides stable control and connectivity, while AC also has a monitoring system SMARTVIEW using a local area network. SMARTVIEW connects to the central controller allowing advanced technical visualization of compressor data. In addition, AC also provides SMART2SCADA software to connect the compressor to the SCADA system of its factory, and supports sharing compressor information with the SCADA system using Modbus TCP, Ethernet, OPC UA and Profinet.
The second step: remote monitoring. With a remote monitoring program like SMARTLINK, you can monitor the performance of your air compressor from your computer, smartphone or tablet. SMARTLINK can also provide you with some in-depth information to help you identify optimization opportunities. And it can display maintenance timelines and maintenance reminders.
The third step: optimize operation. For air compressor stations with 6 or less air compressors, AC launched the Equalizer product for load management and optimization; for large air compressor stations with more than 6 air compressors, use Optimizer 4.0 as the centralized control device. The emergence of these two products has directly given AC a reasonable and powerful starting point to continue to cultivate customers, serve customers, and obtain profits-and users are also happy to see the results. After all, through this software, a lot of energy costs have been saved.
The above-mentioned digital intelligent air compressor system based on the Internet of Things is a system that has gradually evolved from the basis of automation, electrification, and informatization. AC’s profound accumulation of experience in compressor R&D, production, and operation also endows this system with a sufficiently powerful core and improves the competitiveness of its products in daily applications. At the same time, as a leader in the air compressor industry, AC has a very high voice. The foundation, standards, development direction and path of the Internet of Things for air compressors, whether it is from the perspective of standard organizations, or from the perspective of end users, or From the perspective of other manufacturers, they basically act within this framework.
How to quickly have such Internet of Things and equipment digitization capabilities?
Like AC, Shen Xin has been developing it for more than ten years, or is he looking for a third-party partner to quickly own it? Although the answer is obvious, we might as well get to the bottom of it.
In the field of compressor manufacturing, the technological disruptors mentioned in “The Innovator’s Dilemma” do not appear many times. On the contrary, the first to promote automation, the first to promote the application of frequency conversion, the first to promote various new technologies such as magnetic suspension bearings to improve energy efficiency, and the first to promote large-scale oil-free screws to establish a leading edge are all leading enterprises, and the strong are always strong. The Matthew effect is becoming more and more obvious now that various consulting companies are supported and the willingness and ability of large enterprises to self-revolution continue to strengthen.
Until now, centrifugal compressors, as the master of technology in air compressors, are still in the hands of a few manufacturers. And they revolutionized and subverted themselves, established new technical barriers and market cognition barriers from generation to generation, constantly changed the structure of the moat, and did not give latecomers any chance to overtake on corners. Therefore, most of the profits of the entire industry are in the hands of AC, IR and Sullair. In this echelon of enterprises, insisting on self-developed Internet of Things functions is a matter of course—anyway, if you have money, you can build it hard.
It is difficult to eat the cakes reserved for other manufacturers easily, because there are too many people sitting on the table, and everyone’s chopsticks are about the same length. Many companies are focusing on supply chain optimization (such as holding together for heating, reducing procurement costs), marketing (such as endlessly emerging energy-saving air compressors, more energy-saving air compressors, truly energy-saving air compressors and other unrecognizable slogans) , Sales refinement management and other aspects have achieved some good results, but the most important method is price war.
For strong brand manufacturers, their own bargaining power is strong both for suppliers and customers, and the increased cost of the Internet of Things is limited, and can be passed on to the downstream of their value chain; The lack of core technology, such as no host manufacturing capabilities, no important component design and processing capabilities, no electrical control capabilities, etc., can only adopt a follow-up strategy, including in the Internet of Things, their risk is that the cost of follow-up is too high , will follow but not turn; the speed of following is too slow, the game is over.
Among enterprises outside the first echelon, the problem is no longer entangled in self-research or cooperation, but how to obtain IoT functions at low cost and quickly. This is a competition determined by the structure.
Who do you work with?
Most manufacturers do not have the capital and management capabilities to independently invest in research and development and cultivate a dedicated software and digital team to serve their own products. With the trend of the industry becoming more and more clear, it is imminent to solve this problem. The emergence of Bamboo IoT, as a representative company of professional Internet of Things solution providers, has solved the problems of many air compressor manufacturers in this regard. The value orientation of the two is completely consistent, and their professional capabilities complement each other, which proves that this is a good business model for air compressor manufacturers.
Before 2022, Bamboo IoT has already attracted a lot of attention among the air compressor manufacturers. At that time, the main focus of people looking at Bamboo IoT is, yo, we are still in such an air compressor industry. Can such an enterprise come out? Stars in the capital market, software as the main focus, and corporate culture characteristics are obvious, which is impressive. At the same time, they are more concerned about whether this company will suddenly come to sell air compressors or even manufacture air compressors? With so much data collected by Bamboo IoT, will it help me or compete with me in the end? These are not sure, so there are many onlookers.
After several years of verification, they all came to the same conclusion: Although Bamboo IoT understands air compressors very well, this group of people has no motivation to enter the manufacture and sale of air compressors at all.
With the deepening understanding of bamboo IoT, the perspective of customers’ observation and thinking is also changing. Followed by the consideration of its own supply security: How long can the red flag of Bamboo IoT last? Can you become my long-term supplier? This is another big problem. The daily life of an entrepreneur is to choose the one with a higher probability of success in the strategic direction among different risks, which is understandable. Some people recognized the future of Bamboo IoT just because their cognition and the path of Bamboo IoT converged, and some people dispelled short-term worries through their recognition of the founder, so Bamboo IoT helped air compressor manufacturers in research, production and sales The service has been improved in many aspects, and more and more customers have been gradually obtained. During this process, the popularity of the market has changed from quantitative to qualitative, and Bamboo IoT has formed a certain network effect through word-of-mouth communication, so the growth rate of customers is accelerating. There are more and more customers, and customers have less and less worries about whether Bamboo IoT can survive. Therefore, the second concern—whether Bamboo IoT can become a long-term stable, safe and reliable supplier—has gradually disappeared. so sharp.
And then comes the third layer of security requirements – can the data of Bamboo IoT be guaranteed not to be leaked? Not for your own use? In fact, all manufacturers are very clear that Bamboo IoT is obviously higher than manufacturers in the importance of this issue-no S software company can bear the consequences of data security accidents.
No pollution – no threat to oneself, stable cooperation – long-term stable existence, data security – the bottom line principle that data will not be leaked or maliciously used is the most important in the process of becoming the rigid demand of air compressors with the Internet of Things function Three outstanding needs. Only by meeting the above three requirements can we become a close partner of air compressor manufacturers.
