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  • 首页 >轮毂预警平台 > 行业动态 > 新闻内容

    工业零部件平台试水新模式 “逆向对接” 直击痛点
    日期:2017-7-21 14:39:28 来源:21世纪经济报道

      “大而重”的工业采购在“触网”道路上又迈出了新的一步。

      近期,一家工业零部件B2B平台“海智在线”宣布获得4000万元人民币融资,由钟鼎创投领投。这是公司获得的第三笔融资,业内分析称,海智在线的模式较“轻”,也有“造血”能力。

      工业采购是制造业的重要一环,采购对象囊括了为生产产品而购买的生产装备、附属设备、零部件、原材料、初步加工过的生产资料、消耗品和服务等。海智在线成立于2015年底,定位于其中“工业零部件”的采购对接。

      事实上,连接工业零部件供应和采购两端的平台在业内存在已久。在阿里巴巴、慧聪网、环球资源等平台的传统模式下,供应商将产品放在网上,由采购商挑选,即“以卖拉买”。

      但是,由于工业零部件是非标准化产品,选中一家之后,仍需进行大量的咨询和沟通,才能最终确认订单。海智在线则采取了一种完全相反的模式:采购商在网上挂出产品需求,再根据平台上的厂家数据一一匹配,进行高效筛选,即“以买拉卖”。

      B2B行业服务平台“托比网”首席分析师申飞对21世纪经济报道记者表示,这种模式一方面能缩短采购周期,提高采购商效率;另一方面,也会使供应商更专注于核心能力,并在平台的激烈竞争下升级产品与服务质量。

      在接受21世纪经济报道记者的专访过程中,海智在线创始人兼CEO佘莹不止一次感慨“中国的工厂太苦了”,这些给各种制造业企业提供零部件的供应商,缺订单、缺资金、缺思维,“不知道怎么去发展”。从这个角度出发,海智在线做的不仅仅是采购对接。

      “逆向对接”

      工业领域的采购平台已有不少,除了传统的以中介为主的第三方服务公司,随着互联网技术的渗透,越来越多的B2B平台也开始出现。

      无论B端还是C端,寻求服务的传统模式是在搜索框输入产品类别或名称,平台提供相关产品,再由客户自行选择。记者登录了几个行业平台的官网,首页多数都是分门别类展出的各种零部件产品,点击其中一款产品,网站则会提供多种数据,如规格尺寸、型号列表等。

      但是,工业零部件的采购具有特殊的交易模式。一般在线下,传统模式也是通过中间方或者其他渠道,先提供图纸,再圈定几家供应商,然后进行详细的沟通与建议,确定生产工艺水平达成要求后才会最终达成交易。

      “非标准件采购平台的服务属性很强,且很多买家为海外客户,信任成本、沟通成本更高,因此独立寻找合适供应商面临挑战。”申飞说道。

      海智在线看到了这一行业“痛点”,采取“逆向对接”模式:由采购商发布订单,这个订单不是简单的零件名称和型号,而是图纸。在图纸下方,有一个为供应商提供的“报价”按钮。在下一个页面,有零部件的材料要求、订单数量等基本信息。此时,工厂供应商便可依据能力决定是否接单以及报价竞价。在另一端,采购方对工厂进行筛选,决定最终的订单去向。

      这种“逆向对接”模式很大程度上是由工业零部件采购的特性决定,行业在发展过程中,也逐渐催生不少类似业态。

      佘莹介绍, 海智在线在筛选阶段力求“细致”。用来匹配双方要求的是一个智能SaaS软件,其包含多种填充字段,涵盖供需两端:需求端提要求;供给端则谈资质,例如工厂年产值规模、地域、内外贸比例等。通过软件可以快速匹配最合适的工厂。据悉,海智在线目前还在不断填充字段,如设备名称、设备年限等。

      申飞指出,软件可以节约采购商的大量时间,特别是工业零部件领域,一个单子完成,并不意味着工厂有能力去做采购商的下一单,因此采购商需要不停地比较、筛选,通过这种方式,他们的工作量会减轻很多。

      倒逼工厂转型

      在这种新型模式下,供应商工厂必然面临更加激烈的竞争。

      目前,平台已登记的工厂数量达50多万家。在省去诸多中间环节后,工厂拿订单几乎“全凭硬实力”。

      佘莹直爽地表示,中国工厂就是同质化竞争激烈,工厂本身是“四面漏风”的状态,而且很多工厂主信息不对称,并不知道如何突破当下的天花板。“这个行业需要洗牌,要么发展,要么被淘汰,产业升级需要对资源重新配置,否则会浪费社会及产业资源,制造业工厂也就很难有质的突破。”她说。

      本质上,海智在线是个线上采购平台,但除了订单对接外,它还为工厂提供生产线改造、数字化管理和供应链金融等服务。

      “不同级别的工厂发展阶段不同,工厂主想法也不同,有些注重订单和眼前发展,有些注重组织文化和战略方向,这就需要有一个平台做精细化数据分析,提供分层分级的服务。”佘莹补充道。

      佘莹讲述了“一件小事”:“我曾经遇到一个工厂,介绍写着有非常先进的设备,但去了之后发现他的检测设备只是摆设。正常要求是这些检测设备应该放在22度左右的恒温空间里,但这个工厂并未做到。类似状况非常多,所以中国很多工厂接不到对的订单,接到之后也没有办法把订单维持住。”

      不过,佘莹认为,当务之急还是要先解决工厂“吃得饱”的问题,即订单要足够多。她表示,公司此轮的资金将主要投入到海外市场,进一步拓展海外客户数量。“有些细小的、技术含量较低的零部件,美国工厂很不愿意亲自做,而中国很多中小型工厂恰恰就专门做这些,但是美国公司不可能为了一点点订单专门来中国考察。”


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