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Non-standard design concept and demand characteristics

2019-08-06

Non-standard design concept and demand characteristics

Why do the plans often sink into the sea after they are handed out? Why has the program been revised many times, but it has not always satisfied customers? Why should the equipment be revised after the equipment is delivered to the customer, and it will not be accepted? Why did the equipment be turned back in the customer factory for a few months?
Why is it difficult to recover the equipment in the end? Why do you pay a lot and you are not recognized by customers? There are many factors that cause these problems. In the final analysis: your equipment (schedule) can't meet customer needs and can't satisfy customers! Failure to fully understand customer needs is one of the key factors. This article will explore how non-standard designs understand the real needs of customers from a technical perspective (non-business).
First, the concept of non-standard design and the characteristics of demand
1. Diversity and uncertainty.
There are many different implementations to accomplish the same task. Different customers consider different priorities and there is a big difference in demand. A customer thinks that a good solution does not necessarily meet the needs of B customers. Some customers value the main performance of the equipment, and the price of the equipment can be appropriately high. Some customers pay more attention to the price, and hope to save on the basis of basically satisfying the performance.
2, innovative.
In general, non-standard equipment is a device that is not available on the market and can fully satisfy the demand. Equipment providers must be completely new and have an innovative process from scratch. However, it should be noted that innovation is not the same as making a head and creating inventions. On the contrary, non-standard design is based on the principle of mature structure, through different combinations of structures to achieve the required functions.
Project negotiation
3. Customization.
Non-standard equipment is the first demand, and then there are products. This is the biggest difference between trading with standard equipment and other standard parts. The standard equipment is designed by the equipment provider according to the market demand. The function and performance of the equipment have been determined. The business personnel actively promoted the developed equipment to a specific demand side. Non-standard equipment is to provide personalized equipment products and services according to user requirements.
4. The development cycle is short.
Non-standard equipment is mostly auxiliary equipment, which is different from main processing equipment. Process equipment (mostly standard equipment) proposes procurement requirements at the beginning of planning. Non-standard equipment is often the user capacity climb, and the equipment transformation requirements are raised when the bottleneck is encountered. Once the demand is raised, the delivery time will be very high. short.
5. The price difference is large.
Different schemes have different price differences, and different parts are used, which also affects the price of equipment. What is adopted depends largely on the customer's focus and comprehensive assessment.
6, after-sales service.
After-sales service is also a factor to be considered by non-standard equipment providers. The customer's own automation technology has different strengths, and the degree of dependence on the equipment provider is very different.
7, higher risk
Non-standard equipment development risks are higher than standard equipment. On the one hand depends on the technical strength of the equipment provider and on the other hand on the assessment of the demand. The more adequate the assessment, the lower the risk, and the greater the risk.
Second, the importance of fully understanding customer needs
Understanding customer needs is the first step in the project, and its importance is self-evident.
1. Only by fully understanding the needs of customers can we produce equipment that is satisfactory to customers.
The customer's needs are the basis and goal of the non-standard design, and also the acceptance criteria after the equipment is delivered. Out of the customer's specific needs, based on experience, it is impossible to design a device that satisfies the customer's satisfaction. This is determined by the characteristics of the non-standard design. You think that the good plan is not necessarily the most suitable for the customer.
2. It is possible to do “one-time work well” by reducing the process of repeated revisions. To understand the needs of customers, it is necessary to be comprehensive, meticulous and in-depth. Otherwise, the design scheme will be lacking. Once the requirements are met, the schemes must be revised accordingly. Repeated revisions of the program will not only waste time, but also affect the morale of the engineer. The so-called "one drum, then decay, three exhausted"
3, one step faster, win business opportunities.
When the customer's demand is still not clear, actively communicate with the customer, and help the customer to clear up the ideas, to absorb the customer's needs before the competitors, to propose solutions, will stand the advantage of "first in the main" and win business opportunities.


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