The purchasers of industrial network cables are mainly "enterprise-level customers". The purchasing logic and usage scenarios of different customers vary significantly, and targeted communication is required:
1. Core customer types (foreign markets)
Industrial automation equipment manufacturers: PLC, industrial robots, CNC machines, industrial switch manufacturers (such as Siemens, Rockwell, Fanuc), purchasing industrial network cables as equipment accessories, requiring cable compatibility with equipment interfaces, customized length / connectors, large and stable purchase volume (annual purchase volume can reach tens of thousands of meters).
System integrators (SI): Provide overall solutions for factory automation and intelligent manufacturing projects (such as ABB, Schneider Electric's partners), purchasing cables for project wiring, emphasizing product compatibility, delivery cycle, and technical support (such as on-site wiring guidance).
Factory/enterprise operation departments: Operation teams of manufacturing factories (automobile, electronics, chemical, food processing, etc.), used for equipment upgrades, wiring renovations, fault replacements, with high purchase frequency (order replenishment as needed), focusing on product reliability and rapid delivery.
Industrial cable distributors / agents: Channelers specializing in industrial accessories (such as Arrow Electronics, Digi-Key), purchasing after distribution to end customers, emphasizing product brand, price competitiveness, and complete certifications (UL/CE/RoHS).
Government / public facility projects: Power, rail transit, municipal engineering, etc. public projects, used for industrial control and monitoring system wiring, with strict procurement processes, requiring compliance with industry standards (such as TIA/EIA 568B) and project certifications (such as explosion-proof, flame retardant) for entry into the mainstream market.
2. Key points of purchasing decisions (customer priority considerations)
Stability > Price: In industrial scenarios, a 1-hour downtime can result in losses of tens of thousands to hundreds of thousands of dollars. Customers are willing to pay a premium for "anti-interference, low latency, and fault-free operation" (such as shielded industrial network cables, which are 30% more expensive than ordinary industrial cables, still the preferred choice);
Environmental adaptability: Customers will clearly inform the usage environment (such as "chemical plant - 40℃~70℃, anti-oil"), and products that do not meet the environmental requirements will be directly eliminated;
Compliance certifications: In the European and American markets, UL/CE/RoHS certifications are mandatory, and some industries require explosion-proof (Ex) and flame retardant (CMR/CMP) certifications. Incomplete certifications cannot enter the mainstream market;
Compatibility: It needs to match the interfaces of customer's existing equipment (PLC, switches, sensors), and some customers require providing compatibility test reports;
Delivery cycle: Industrial projects have tight schedules, and customers usually require delivery within 3-15 days. Customized products need to shorten the production cycle (such as completing special length / sheath customization within 10 days).
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