Can the industrial docking platform test the new model to reverse the docking point?
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Recently, Haizhi Online, a B2B platform for industrial parts, announced that it has received RMB 40 million in financing, led by Zhong Ding Ventures. This is the third financing the company has obtained. According to industry analysis, Haizhi Online has a mode of “lighter†and “hematopoieticâ€.
Industrial procurement is an important part of the manufacturing industry. The procurement targets include production equipment, auxiliary equipment, parts and components, raw materials, preliminary processed production materials, consumables and services purchased for the production of products. Haizhi Online was established at the end of 2015 and is positioned to purchase and match “industrial partsâ€.
In fact, the platforms that connect the supply and procurement of industrial parts have long existed in the industry. In the traditional mode of Alibaba, HC Network, Global Sources and other platforms, suppliers put products on the Internet and are selected by buyers, that is, “buy and sellâ€.
However, since industrial parts are non-standardized products, after selecting one, a large amount of consultation and communication is still required to finalize the order. Haizhi Online adopts a completely opposite model: the buyer hangs the product demand online, and then according to the manufacturer data on the platform, the high-efficiency screening, that is, “buy and sellâ€.
Shen Fei, chief analyst of the B2B industry service platform "Toby Network", told 21st Century Business Herald that this model can shorten the procurement cycle and improve the efficiency of buyers; on the other hand, it will also make suppliers more focused on the core. Ability and upgrade product and service quality under the fierce competition of the platform.
In an exclusive interview with reporters from the 21st Century Business Herald, Haiying Online founder and CEO Yu Ying said more than once that “China’s factories are too bitter.†These suppliers who supply parts and components to various manufacturing companies lack orders. Lack of funds, lack of thinking, "I don't know how to develop." From this perspective, Haizhi Online does more than just purchase docking.
"Reverse docking"
There are many procurement platforms in the industrial field. In addition to the traditional intermediary-oriented third-party service companies, with the penetration of Internet technology, more and more B2B platforms have begun to appear.
Regardless of the B-end or the C-end, the traditional mode of seeking service is to enter the product category or name in the search box, and the platform provides related products, which are then selected by the customer. The reporter has logged on the official website of several industry platforms. Most of the homepages are various parts and components exhibited in different categories. Click on one of the products, the website will provide a variety of data, such as specifications, model list and so on.
However, the procurement of industrial parts has a special trading model. Under normal online, the traditional mode is also through the intermediary or other channels, first provide drawings, then set a few suppliers, and then carry out detailed communication and recommendations, to determine the level of production technology to meet the requirements before the final transaction.
“The service attributes of the non-standard parts procurement platform are very strong, and many buyers are overseas customers. The cost of trust and communication costs are higher. Therefore, it is a challenge to find suitable suppliers independently,†Shen Fei said.
Haizhi Online saw the “pain point†of this industry and adopted the “reverse docking†mode: the order was issued by the buyer. This order is not a simple part name and model, but a drawing. Below the drawing, there is a "Quote" button for the supplier. On the next page, there are basic information such as material requirements for parts and order quantities. At this point, the factory supplier can decide whether to order and bid price based on the ability. At the other end, the purchaser filters the factory and decides where the final order will go.
This "reverse docking" mode is largely determined by the characteristics of industrial parts procurement, and the industry has gradually spawned many similar formats in the development process.
She Ying reports, the sea-line and strive to "meticulous" in the screening stage. Used to match the requirements of both parties is a smart SaaS software, which contains a variety of padding fields, covering both supply and demand: demand side demand; supply side talk about qualifications, such as factory annual output value scale, region, domestic and foreign trade ratio. The software can quickly match the most suitable factory. It is reported that Haizhi Online is still filling fields, such as device name and equipment age.
Shen Fei pointed out that software can save a lot of time for buyers, especially in the field of industrial parts. A single order does not mean that the factory has the ability to make the next order of the buyer, so the buyer needs to constantly compare and filter. In this way, their workload will be much reduced.
Forced factory transformation Under this new model, supplier factories are bound to face more intense competition.
At present, the number of registered factories on the platform is more than 500,000. After eliminating many intermediate links, the factory took orders almost “all by hard powerâ€.
Yu Ying said that the Chinese factory is highly competitive in homogenization. The factory itself is in a state of “leakage on all sidesâ€, and many factory owners have asymmetric information and do not know how to break through the current ceiling. "This industry needs to be shuffled, either developed or eliminated. Industry upgrades need to reconfigure resources, otherwise it will waste social and industrial resources, and manufacturing factories will have a hard time to make a breakthrough," she said.
In essence, Haizhi Online is an online procurement platform, but in addition to order docking, it also provides production line transformation, digital management and supply chain finance services.
“The different stages of factory development are different, the factory owners have different ideas, some focus on order and immediate development, and some focus on organizational culture and strategic direction. This requires a platform for refined data analysis and hierarchical and hierarchical services.†Yu Ying added.
Yu Ying talked about "a little thing": "I have encountered a factory that introduced very advanced equipment, but after I found out that his testing equipment is just furnishings. The normal requirement is that these testing equipment should be placed at 22 degrees. In the constant temperature space around, but this factory did not do it. There are so many similar situations, so many factories in China can't get the order, and there is no way to keep the order after receiving it."
However, Yu Ying believes that it is imperative to first solve the problem of “full food†in the factory, that is, the order should be sufficient. She said that the company's funds in this round will be mainly invested in overseas markets, further expanding the number of overseas customers. "Some small, low-tech parts, the US factory is very reluctant to do it yourself, and many small and medium-sized factories in China do exactly that, but American companies cannot specifically visit China for a little order."