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Assessment of Market for Frequency Converters in China

Published by: GCiS China Services

Published: Mar. 10, 2007 - 181 Pages


Table of Contents



Ch.1 Introduction & Methodology

Methodology Used in this Study

Sampling

Figure 1.1: Total Sampling (No. Interviews)

Figure 1.2: Machinery Manufacturers Interviewed by Industry

Research Process

Figure 1.3: GCiS Research Process

Qualifications of GCiS

Specific Issues for this Project

Chinese-English Translations

Ch. 2 Total Analysis

I. Market in Sum

Key Findings

Figure 2.1: Key Findings

II. Market Figures

Key Points

Market Size & Shares

Figure 2.2: Market Size & Market Shares

Figure 2.3: Market Size - USD

Figure 2.4: Average Percent Sales by Industry

Figure 2.5: Average Percent Sales by Industry - Chart

Figure 2.6: Market Size by Industry

Figure 2.7: Market Size by Industry - Chart

Market Growth & Projections

Figure 2.8: Average Annual Growth Rate - Weighted & Unweighted

Figure 2.9: Market Projections 2006-2012

Figure 2.10: Market Projections 2006-2012 - Chart

Demographics

Figure 2.11: Number of Companies in China by Target Industry

Figure 2.12: Number of Companies in China by Target Industry - Chart

III. Market Characteristics

Technical Trends for Frequency Converters

Main Strengths of Foreign Suppliers

Main Challenges for Foreign Suppliers

Assessment of Suppliers

Figure 2.13: Awareness of Select Suppliers

Figure 2.14: Rating of Select Suppliers

Figure 2.15: Main Strengths of Foreign Suppliers

Pricing Information

Figure 2.16: Average Price Charged for Frequency Converters

Figure 2.17: Assessment of Pricing Trends - Chart

Ch. 3 End-user Analysis

I. Background on End-users in Market

Figure 3.1: Type of Machinery Manufactured

Figure 3.2: Type of Machinery Manufactured - Chart

Figure 3.3: Average Percent Machinery Sales by Industry

Figure 3.4: Average Percent Machinery Sales by Industry - Chart

Figure 3.5: Ownership of Machinery Manufacturers Interviewed

Figure 3.6: Ownership of Machinery Manufacturers Interviewed - Chart

Figure 3.7: Average No. of Employees by Type

Figure 3.8: Average No. of Employees by Company Size

Figure 3.9: No. of Employees of Interviewees

Figure 3.10: Average Revenues (2005)

Figure 3.11: Average Revenues by Company Size (2005)

Figure 3.12: Revenues of Interviewees

Figure 3.13: Machinery Manufacturers Exporting

Figure 3.14: Machinery Manufacturers Exporting

Figure 3.15: Average Percent Machines Exported

Figure 3.16: Export Destinations

II. Use of Frequency Converters

Key Points 3.10 Frequency Converters Used

Figure 3.17: Specifications of Frequency Converters Used

Figure 3.18: Machines for Frequency Converter Use

Figure 3.19: Purpose of Use of Frequency Converters

Figure 3.20: Purpose of Use of Frequency Converters - Chart

Figure 3.21: Self Installation of Frequency Converters vs. Customer Installation

Frequency Converter Suppliers Used

Figure 3.22: Frequency Converter Suppliers

Figure 3.23: Frequency Converter Suppliers Used - Percent Total

Figure 3.24: Percent Purchasing from Suppliers Used

III. Purchasing Issues

Key Points

Figure 3.25: Purchasing Frequency

Figure 3.26: Prices Paid for Frequency Converters by Machine Type

Figure 3.27: Example Prices Paid by Specification

Figure 3.28: Future Purchasing - Time

Figure 3.29: Future Purchasing - Specifications

Figure 3.30: Type of Frequency Converter to Purchase - Quality Grade

Figure 3.31: Purchasing from Same Supplier

Figure 3.32: Willingness to Change Suppliers

Figure 3.33: Conditions for Changing Suppliers

Figure 3.34: Conditions for Changing Suppliers - Chart

Figure 3.35: Past Pricing Changes - 1, 2, 5, 10 Years

Figure 3.36: Future Pricing Trend - 2 Years

Figure 3.37: Purchasing Channels Used

Figure 3.38: Choice of Frequency Converter - Customer vs. Self

Figure 3.39: Choice of Frequency Converter Supplier - Customer vs. Self

Figure 3.40: Budget Specification for Frequency Converter - Customer vs. Self

Figure 3.41: Services Received from Supplier/Distributor

Figure 3.42: Services Received from Supplier/Distributor - Chart

Figure 3.43: Satisfaction with Current Supplier

Figure 3.44: Satisfaction with Current Supplier - Chart

Figure 3.45: Assessment of Increased Future Purchasing Frequency

IV. Market Assessment

Key Points

Assessment of Suppliers

Figure 3.46: Awareness of Select Suppliers

Demand

Figure 3.47: Customer Demand Trends

Figure 3.48: Customer Demand Trends - Chart

Main Strengths of Foreign Suppliers

Opportunities for Domestic Suppliers

Figure 3.49: Presence of Opportunities for Domestic Suppliers

Additional Comments

Ch. 4 Supplier Analysis

I. Background on Suppliers

Figure 4.1: Average No. of Employees by Supplier Size

Figure 4.2: Average No. of Employees - Chart

Figure 4.3: Ownership of Suppliers Interviewed

Figure 4.4: Ownership of Suppliers Interviewed - Chart

Figure 4.5: Average Revenues by Supplier Size (2006)

Figure 4.6: Average Revenues (2006) - Chart

Figure 4.7: Percent Revenues from Frequency Converters by Supplier Size

Figure 4.8: Percent Revenues from Frequency Converters - Chart

Figure 4.9: Suppliers Exporting Frequency Converters

Figure 4.10: Percent Frequency Converters Exported by Supplier Size

Figure 4.11: Destination Countries for Exports

II. Frequency Converter Sales

Key Points

Frequency Converter Products Sold

Figure 4.12: Types of Frequency Converters Sold

Figure 4.13: Types of Frequency Converters Sold - Chart

Figure 4.14: Main Control Mode of Frequency Converters Sold

Figure 4.15: Percent Total Sales by Type of Frequency Converter

Figure 4.16: Percent Total Sales by Type of Frequency Converter - Chart

Main Customers

Figure 4.17: Percent Sales by Industry

Figure 4.18: Percent Sales by Industry - Chart

Figure 4.19: Whether Sell to Target Industries or Not

Figure 4.20: Whether Sell to Target Industries or Not, by Supplier - Chart

Sales Channels

Figure 4.21: Sales Channels Used

Figure 4.22: Sales Channels Used - Chart

Figure 4.23: Percent Sales by Channel (Weighted)

Frequency Converter Sales

Figure 4.24: Average Frequency Converter Sales by Type (2004)

Figure 4.25: Total Frequency Converter Sales by Supplier Size (2004)

Figure 4.26: Average Annual Growth Rate - Weighted & Unweighted

Figure 4.27: Examples of Minimal Performance Requirements for Distributors

Pricing Information

Figure 4.28: Average Price Charged for Frequency Converters

Figure 4.29: Assessment of Pricing Trends

Figure 4.30: Assessment of Pricing Trends - Chart

Services

Figure 4.31: Services Provided

Figure 4.32: Services Provided - Chart

Figure 4.33: Examples of Paid Services by Supplier

Figure 4.34: Pricing for Services - Examples

III. Market Assessment

Key Points

Competition

Figure 4.35: Main Competitors

Assessment of Select Suppliers

Figure 4.36: Awareness of Select Suppliers - Chart

Figure 4.37: Rating of Select Suppliers

Market Growth

Figure 4.38: Assessment of Market Growth

Technical Trends for Frequency Converters

Foreign Suppliers in the Market

Figure 4.39: Main Strengths of Foreign Suppliers

Ch. 5 Distributor Analysis

I. Background on Distributors

Figure 5.1: Average Number of Employees of Distributors Interviewed

Figure 5.2: Average Number of Employees of Distributors Interviewed - Chart

Figure 5.3: Ownership of Distributors Interviewed

Figure 5.4: Ownership of Distributors Interviewed - Chart

Figure 5.5: Average Revenues of Distributors Interviewed (2006)

Figure 5.6: Average Revenues of Distributors Interviewed (2006) - Chart

Figure 5.7: Percent of Business Related to Frequency Converters

Figure 5.8: Geographical Areas of Concentration

Figure 5.9: Distributors Manufacturing Own Frequency Converters

Figure 5.10: Self-Assessment of Market Position

II. Frequency Converter Sales

Key Points

Main Customers

Figure 5.11: Sales of FCs to Various Industries

Figure 5.12: Sales of FCs to Various Industries - Chart

Figure 5.13: Percent Sales by Industry

Figure 5.14: Percent Sales by Industry - Chart

Figure 5.15: Type of Customers

Frequency Converter Sales

Figure 5.16: Frequency Converter Sales (2005)

Figure 5.17: Frequency Converter Sales (2006)

Sales Organization and Deployment

Figure 5.18: Number of Sales Offices

Figure 5.19: Number of Sales Staff

Figure 5.20: Sales Team Organization

Figure 5.21: Distributors Selling to Other Distributors (Lower Tiered)

Figure 5.22: Number of Lower Tiered Distributors Sold To

Figure 5.23: Preference of Selling Products of One vs. Many Suppliers

Product Promotion

Figure 5.24: Product Promotion Methods Used

Figure 5.25: Product Promotion Methods Used - Chart

Figure 5.26: Distributors Receiving Promotion Instruction from Suppliers

Figure 5.27: Willingness to Promote Using Supplier Instructions

Supplier Dynamics

Figure 5.28: Suppliers Represented

Figure 5.29: Average No. of Suppliers Represented

Figure 5.30: Services Provided with Products Sold

Figure 5.31: Services Provided with Products Sold - Chart

Figure 5.32: Presence of Co-op Marketing with Suppliers

Figure 5.33: Training Expected from Suppliers

Inventory

Figure 5.34: Inventory Requirements

Figure 5.35: Average Inventory Kept

Minimal Performance Requirements

Figure 5.36: Presence of Minimal Performance Requirements from Suppliers

Figure 5.37: Presence of Minimal Performance Requirements from Suppliers

Figure 5.38: Distributors Meeting Minimal Performance Requirements

Figure 5.39: Examples of Minimal Performance Requirements of Distributors

Distributor Loyalty

Figure 5.40: Loyalty to Current Suppliers

Figure 5.41: Incentives Offered by Suppliers

Figure 5.42: Typical Rebates/Discount Rates

III. Market Assessment

Key Points

Assessment of Suppliers

Figure 5.43: Ranking of Select Suppliers

Figure 5.44: Satisfaction with Current Suppliers
Distributor Satisfaction (for System Integrators)

Figure 5.45: Distributors Also Acting as System Integrators

Figure 5.46: Satisfaction with Supplier Product Quality (SIs)

Figure 5.47: Satisfaction with Product Price (SIs)

Figure 5.48: Satisfaction with Services Provided by Supplier (SIs)

Market Growth

Figure 5.49: Assessment of Market Growth Rate

Figure 5.50: Assessment of Speed of Market Growth

Figure 5.51: Assessment of Speed of Market Growth - Chart

Figure 5.52: Assessment of Market Growth Prospect

Figure 5.53: Assessment of Market Growth Prospective Speed

Figure 5.54: Average Market Growth Rate Assessment (%)

Appendix

List of Contacts

Abstract

The demand for frequency converters is rising in China, due to strong industrial growth coupled with the need for energy savings in a range of industrial applications. The market is projected to increase by four times its current size by 2010, with foreign suppliers such as Siemens, Groupe Schneider retaining a prominent place in the market. However, domestic suppliers such as Taizhou Fuling Inverter have been making a push, with improved products, good pricing, and key relationships. As a result, prices in this market as a whole have fallen and may fall further. The study covers key vertical markets such as elevators, printing machinery, cranes, textile machinery, and others. This report is the product of over 90 interviews, all done in China.

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