TL;DR — Ibintu by'ingenzi byo gushakisha amasoko abiri
- Uruhererekane rw'ibicuruzwa rutanga isoko rimwe rushobora guhungabana ku kigero cya 12-18% ku mwaka. — ibura ry’ibikoresho fatizo, igabanuka ry’imirongo y’umusaruro, n’igabanuka ry’ibicuruzwa, buri kimwe muri byo bigira uruhare runini kuri kimwe cya gatatu cy’ibyago.
- Gutanga amasoko abiri hamwe n'umucuruzi wujuje ibisabwa bigabanya ingaruka zo kwangirika ku kigero kiri munsi ya 3% — ariko gusa iyo umutanga serivisi wa kabiri yagenzuwe mbere y’uko agenzurwa, yujuje ibisabwa mbere y’uko ahabwa serivisi, kandi akagira imiyoboro itandukanye y’ibikoresho fatizo.
- Inzira yo gutanga impamyabushobozi bifata ibyumweru 8-12 — bivuze ko ugomba gutangira mbere yuko umutanga serivisi atangira gutsindwa. 70% by'ibikorwa byo gushaka amasoko abiri bitangira bitinze cyane.
- Ingaruka ku kiguzi cyo gukoresha uburyo bubiri bwo gushakisha ibicuruzwa muri rusange ni +5-8% ku giciro cy'ibikoresho ku bijyanye n'igabanywa ry'umucuruzi wa kabiri, hashingiwe ku kiguzi cyo kwishyura hagati ya $25,000 na $100,000 ku munsi ku bigo biciriritse bifite ikoranabuhanga rigezweho.
Impamvu tugusaba gushakisha amasoko abiri mbere yuko ubikenera
Mu bunararibonye bwacu bwo gutanga ibyuma bya gari ya moshi bya DIN ku bigo bitanga serivisi z’ikoranabuhanga n’abubatsi b’ibyuma ku isi yose, ibigo bihangana n’ihungabana ry’imikoreshereze y’ibikoresho bifite ikintu kimwe bihuriyeho: byatanze serivisi y’inyongera mu gihe cy’imirimo isanzwe - atari mu gihe cy’ibibazo. Kubera ko inzira yo kwemeza ikigo gishya cy’amashanyarazi - harimo kwemeza icyitegererezo, ibizamini by’amashanyarazi kuri buri IEC 60947-7-1, kugenzura uburinganire bw'ibipimo, n'igenzura ry'umusaruro — bifata ibyumweru 8-12, bityo rero, ikigo gitangira iki gikorwa iyo umucuruzi wacyo w’ibanze atangaje ko gisubitswe mu byumweru 16, kiba cyaramaze gutakaza ibyumweru 8-12 by'umusaruro. Imibare ntabwo ibabarira.
Nabonye ibi kenshi. Umucuruzi w’ibikoresho byo mu bwoko bwa automation OEM mu Budage yahagaze mu byumweru 6 kubera umwuzure wabaye mu kigo cyabo cyo gushushanya ibikoresho. Umucuruzi w’ibikoresho byo mu bwoko bwa OEM afite ibyumweru 8 byo kubika ibikoresho byo mu bwoko bwa terminal. Ibyo bisa nkaho ari imbogamizi y’ibyumweru 2 - kugeza igihe umenye ko gutanga ibikoresho bishya bifata ibyumweru 12. Umucuruzi w’ibikoresho byo mu bwoko bwa OEM arangiza ibyuma byo mu bwoko bwa terminal mu cyumweru cya 8, agahagarika ibyuma bigenzura ibicuruzwa mu cyumweru cya 9, kandi agatakaza amafaranga agera kuri miliyoni 1.2 z’amadolari mu gihe cy’ibyumweru 4. Umucuruzi w’inyongera barangije bujuje ibisabwa - ikigo cyacu - yashoboraga kohereza ibicuruzwa byujuje ibisabwa mu cyumweru cya 8 iyo inzira yo gutanga ibyangombwa iba yaratangiye ibyumweru 12 mbere yaho. Kubera ko ikiguzi cyo guteganya umutanga serivisi w’inyongera ari hagati ya $15.000-25.000 (ingero z’ibyo wategetse, ibizamini, ingendo zo kugenzura), bityo rero, kubara inyungu y'amafaranga akoreshwa mu nguzanyo biroroshye: $20.000 ishorwa mu byangombwa bibuza miliyoni 1.2 z'amadolari gutakaza inyungu - inyungu ya 60: 1. Nyamara 70% by'ibigo bitanga serivisi dukorana nabyo bitangira gusa nyuma y'uko habayeho ikibazo.
Ubukungu bw'Ubucuruzi bw'Ibice by'Imbuga Ikoresha Imbuga Zimwe
Ibice bya Terminal bisa nkaho ari ibice by'ibicuruzwa - amasenti make kugeza ku madolari make kuri buri giti, bigurwa n'igihumbi. Uku kuntu ibicuruzwa bifatwa bitera igitekerezo giteje akaga: ko niba Umutanga A adashobora gutanga, Umutanga B ashobora kongera kubyishyura mu byumweru bike. Ukuri ni uko ibice bya Terminal bidahinduka hatabayeho ibyangombwa.
Ibice bya DIN byo ku muhanda bigomba kuzuza ibisabwa by’amashanyarazi, mekanike, n’ibipimo bitandukanye bitewe n’ikoreshwa. Ibice bya terminal bishyirwamo amashanyarazi bifite agaciro ka 32A/800V kuri IEC 60947-7-1 bigomba kugaragaza: imbaraga za dielectric za 2.500V mu munota 1, imbaraga zo kwihanganira umuriro wa 1.5 kA mu gihe gito mu isegonda 1, imbaraga zo gufunga zihagije kugira ngo zigumane ubukana buri munsi ya 0.5 mΩ nyuma y’ihindagurika ry’ubushyuhe rya 500, hamwe n’uburyo bwo guhuza na DIN rail profile (TS 35 kuri EN 60715) n’ibice bya terminal byegeranye mu guteranya. Kubera ko ibi bipimo by'imikorere biterwa n'umuringa wihariye, urwego rw'icyuma gishyuha, n'uburyo bwa polyamide bukoreshwa na buri mukozi., bityo rero, ibice bya terminal biva ku batanga serivisi zitandukanye bisa mu buryo bw'amashanyarazi ariko ntibisa — kandi icyemezo cya OEM cy'igerageza ry'ubwoko (ubusanzwe IEC 61439 ku bikoresho bya switchgear bifite voltage nke n'ibikoresho byo kugenzura) gikora gusa ku bice byihariye byavuzwe muri raporo y'igerageza ry'ubwoko.
Ibi bivuze ko guhindura abatanga ububiko bw'ibikoresho (terminal blocks) atari icyemezo cyo kugura — ni icyemezo cy’ubuhanga gisaba kugenzura ubwoko bw’ibikoresho cyangwa kongera kwemeza. Igihe cyo kongera kwemeza ihuriro ry’itsinda rigenzura hamwe n’umutanga ububiko bushya bw’ibikoresho biri hagati y’ibyumweru 4 (niba ububiko bushya bw’ibikoresho buri ku rugero rugaragara nk’urwa mbere kandi urwego rubitanga rwemera ingingo y’uko ibintu bimeze) kugeza ku byumweru 16 (niba hakenewe kongera gusuzuma burundu). Kubera ko igihe cyo kongera kwemeza gikunze kurenza igihe cyo guhagarara kw'ibicuruzwa ubwabyoBityo rero, ingamba yonyine ifatika ni ugutanga uburenganzira ku mucuruzi wa kabiri mbere yuko ikibazo kibaho - gukomeza kuba umucuruzi ukora kandi wemewe, wemerera gutanga ibyo waguze ako kanya mu gihe umucuruzi wa mbere adashobora gutanga ibyo waguze.
Uburyo bwo Gutanga Serivisi zo Gutanga Ibikoresho bya Terminal
Dushingiye ku bunararibonye bwacu bwo kuba umucuruzi wa kabiri (kandi mu bihe byinshi, amaherezo akaba ari we utanga ububiko bw'ibikoresho bya terminal bya OEMs ku isi yose), turasaba ko habaho uburyo bwo kwemeza intambwe 8:
- Igenzura ry'ubushobozi bw'abatanga serivisi (Icyumweru cya 1-2): Genzura ko umutanga serivisi afite uburyo bwo gupima inshinge mu nzu (ku byuma bicukurwamo polyamide), gusiga ibyuma neza (ku byuma bicukurwamo n'amasoko yo gufunga), guteranya mu buryo bwikora, hamwe n'ubushobozi bwo gupima amashanyarazi 100%. Kubera ko umucuruzi utanga serivisi zo gushora imari mu nganda (injection molding) yongera ibyago byo mu rwego rwa kabiri rw'umuyoboro w'amashanyarazi, bigatuma intego yo gushora imari mu nganda ebyiri igabanuka., bityo rero guhuza ikoranabuhanga ni ikintu kidasubirwaho ku bakiriya bacu.
- Igenzura ry'impamyabushobozi (Icyumweru cya 1): Emeza ko umutanga serivisi afite icyemezo cy'ibizamini bya IEC 60947-7-1 bitangwa na laboratwari yemewe (nk'iyi TUV, ULcyangwa VDE) ku bwoko bwihariye bwa terminal block ukeneye — ntabwo ari itangazo rusange rivuga ngo "ibicuruzwa byacu byemejwe", ahubwo ni nomero z'impamyabushobozi ushobora kugenzura ku bubiko bw'amakuru bw'ikigo gitanga impamyabushobozi kuri interineti.
- Ingero z'uburyo bwo gutondeka — ubwoko busanzwe (Icyumweru cya 2-4): Gutumiza ibice 100-500 bya buri bwoko bw'icyuma uteganya gukoresha mu buryo bubiri. Bigerageze muri laboratwari yawe bwite kugira ngo urebe niba bihuye neza n'umurongo wa DIN, imbaraga zo gushyiramo/gukuramo icyuma, ubushobozi bwo gukoranaho mbere na nyuma yo guhindura ikirere, imbaraga za dielectric, no guhuza ibikoresho byawe bisanzwe (amasahani yo ku mpera, amajumper, ibimenyetso).
- Icyitegererezo cy'uburyo bwo gutumiza — imiterere yihariye (Icyumweru cya 3-5): Niba ukeneye imiterere yihariye y'amabara (inyuguti z'amabara, ikimenyetso cyihariye, imirongo y'amakuru yateguwe mbere), tumiza ingero kandi urebe neza ko umutanga serivisi ashobora guhuza neza imiterere yawe isanzwe - harimo agaciro ka torque ku vis zo guteranya n'aho imiyoboro y'ibimenyetso iherereye.
- Igenzura ry'ibikorwa by'umusaruro (Icyumweru cya 4-6): Sura uruganda rw'umucuruzi — cyangwa ushyireho igenzura ry’umuntu wa gatatu — kugira ngo urebe neza: uburyo ibikoresho fatizo bikurikirana (ese bashobora gukurikirana ibice byinshi byarangiye kugeza ku gice cy’umuringa n’igice cy’umusemburo wa polyamide?), kugenzura ubuziranenge mu gihe cyo gukora (ese bapima ubushobozi bwo gukora ku gice cyose cy’umusaruro cyangwa ni isuzuma rya nyuma gusa?), n’ubushobozi bwo gukora (ese bashobora kugera ku ngano y’ibikenewe mu byumweru 4-6 nyuma y’aho umucuruzi wawe mukuru agize ikibazo?).
- Inyandiko y'uburyo bwo gupima ubwoko bw'ibipimo (Icyumweru cya 6-8): Tegura dosiye ya tekiniki igaragaza ko icyuma cya kabiri cy’umutanga serivisi gihwanye n’icy’umutanga serivisi mu buryo bw’amashanyarazi no mu buryo bwa mekanike - harimo ibishushanyo mbonera by’igereranya ry’ibipimo, ibyemezo by’imiterere y’ibikoresho, n’amakuru y’ibizamini byo kugereranya. Bishyikirize ikigo cyawe gitanga icyemezo kugira ngo gisuzume ingano y’ibizamini.
- Guhuza sisitemu ya ERP (Icyumweru cya 6-8): Shyiraho umucuruzi wa kabiri muri sisitemu yawe ya ERP ufite aho umucuruzi yemewe, ibiciro byemejwe, amasezerano yo kwishyura, n'igihe cyo kwishyura. Intego ni uko iyo ishami ryawe rishinzwe kugura rikeneye gutanga itegeko ryihutirwa, bashobora kubikora mu minota 5 - ntabwo ari iminsi 5 - kuko amasezerano yose y'ubucuruzi aba yabanje kuganirwaho.
- Gukomeza kubungabunga impamyabushobozi (Igihembwe): Tanga komande ntoya buri gihembwe ku mucuruzi wa kabiri kugira ngo ukomeze kuba umucuruzi uhoraho, urebe ko umusaruro ukomeza kuba mwiza, kandi umenye neza ibyo ukeneye mu itsinda ry’umucuruzi. Umucuruzi wa kabiri utamaze amezi 18 akora ibikoresho byawe, azagira igihe kinini cyo kongeramo ibikoresho kuruta utanga bike buri gihembwe.
Ubushobozi bwa J-Guang bwo guparika umuhanda wa gari ya moshi wa DIN
Muri J-Guang Electronics, dukora ubwoko bwinshi bwa DIN rail terminal blocks — feed-through, ground, disconnect, fuse, na multi-level types — dukoresheje ikoranabuhanga ryo guhuza push-in na screw-clamp. ibyuma bishyirwamo zijyanye neza na platforms zikomeye zikora ikoranabuhanga, zemerera abubatsi b'amapaneli kuvanga bloki za J-Guang n'ibicuruzwa by'abatanga serivisi zabo kuri rail imwe ya DIN nta adaptateri cyangwa bloki z'impinduka.
Buri gice cy’ifatizo twohereza gipimwa 100% by’amashanyarazi — gupima ubushobozi bwo guhangana n’aho ibintu bihurira kuri buri giti, igeragezwa ry’imbaraga za dielectric kuri buri gice cy’umusaruro, no kugenzura ingano y’ibipimo hakurikijwe ibipimo ngenderwaho bya IEC 60947-7-1. Dufite ubushobozi bwo gukurikirana ibikoresho fatizo kuva kuri coil y’umuringa na polyamide resin kugeza kuri igice cy’ifatizo cyarangiye, kandi ibyemezo byacu byo gusuzuma birahari kugira ngo abakiriya bagenzure igihe icyo ari cyo cyose. Kubera ko dushora imari mu bikoresho bimwe byikora kandi bigapima bikoreshwa n'inganda zikora terminal block zo mu cyiciro cya mbere mu Burayi., bityo ubwiza bwacu n'uburyo duhagaze ntaho bitaniye no gupima kugereranya ibintu mu buryo butaziguye — ku giciro gituma gucuruza ibicuruzwa bibiri bitera imbere mu bukungu aho kuba ubwishingizi bugoye.
Ibibazo Bikunze Kubazwa
Gukoresha uburyo bubiri bwo gucuruza ibikoresho byongera angahe ikiguzi cya terminal block?
Ubusanzwe 5-8% ku gipimo cyagenwe n'umucuruzi wa kabiri. Iyo umucuruzi wa mbere atanze 70% by'ingano ku giciro gisanzwe, naho umucuruzi wa kabiri agatanga 30% ku giciro cya 5-8% (bigaragaza ingano nto bityo bikaba biri hejuru ku giciro cyo gushyiraho buri gikoresho), ikiguzi cy'imvange cyiyongereyeho hafi 1.5-2.4%. Kubera ko ibi bingana na $1,500-2,400 ku mwaka ku mafaranga 100,000 akoreshwa buri mwaka mu gice cy'inyuma cy'indege., bityo ikiguzi cyo gushakisha ibikoresho bibiri ni gito cyane ugereranyije n'ikiguzi cyo guhagarara k'umusaruro umwe - ku isosiyete ikora ibikoresho byo mu bwoko bwa automation OEM isanzwe irenga $100.000 mu gaciro k'umusaruro katakaye mu cyumweru cya mbere.
Ni gute nakora ibishoboka byose kugira ngo ibyuma bisohoke ku batanga serivisi babiri bihuzwe na DIN imwe?
Gutumiza ingero z'umucuruzi wa kabiri hanyuma uziteranye hafi y'aho umucuruzi wawe mukuru aherereye kuri rail ya TS 35 DIN. Emeza: uburebure bumwe bwo gushyiraho rail, ubugari buhuye kugira ngo imiyoboro y'amapine ihuze, uburebure bumwe bwo kwinjira mu muyoboro w'amashanyarazi ku miyoboro y'amapine menshi, n'aho gushyira ikimenyetso kimwe mu mwanya wo gushyiramo ibimenyetso. Kubera ko n'amadirishya ya terminal avuga ko "ahuye na Brand X" ashobora kugira itandukaniro rya mm 0.3-0.5 mu bipimo byikusanyirizwa mu gice cy'inkingi 50., bityo kugenzura imiterere y'umubiri w'umucuruzi wawe w'ibanze ni ingenzi — ntukishingikirize ku bishushanyo mbonera gusa.
Ni izihe certification nkeneye ziturutse ku mucuruzi w’ibikoresho bya terminal block?
Nibura: IEC 60947-7-1 (switchgear ifite voltage nke — terminal blocks) yapimwe na laboratwari yemewe. Ku masoko yo muri Amerika y'Amajyaruguru: Urutonde rw'ibice byemewe bya UL 1059. Ku bijyanye n'ahantu hateje akaga: Icyemezo cya ATEX/IECEx ku bwoko bwihariye bwa terminal blocks bukoreshwa mu kirere gishobora guturika. Kubera ko kwemerwa kwa UL ari icyemezo cyo ku rwego rw'ibice kigomba gukomeza gukorwa hamwe n'igenzura ry'inganda buri gihembwe, bityo umucuruzi uvuga ko UL imenyekana agomba kuba ashobora gutanga inomero ya dosiye ye ya UL - ushobora kugenzura kuri UL Online Certifications Directory mu masegonda ari munsi ya 30.
Ni ikihe gipimo ntarengwa cyo gutumiza kugira ngo umuntu abe umucuruzi w’inyongera ahabwe uburenganzira?
Ibice 100-500 kuri buri bwoko bw'itsinda ry'ibikoresho byo mu bwoko bwa terminal kugira ngo bipimwe bwa mbere, hamwe n'ikiguzi gito cyo gukora (ibice 1.000-5.000 byose hamwe) kugira ngo byemezwe. Igiciro cyose: ubusanzwe $2.000-8.000 harimo n'ubwikorezi n'igeragezwa. Kubera ko ibi bingana na 10% by'ikiguzi cy'ihungabana rimwe ry'ingufu, bityo ikiguzi cyo gutumiza ibicuruzwa mu buryo bw'icyitegererezo ntikigomba kuba imbogamizi ku bijyanye no gupima ibicuruzwa mu buryo bubiri. Imbogamizi ni uburangare bw'ikigo - itsinda rishinzwe gutanga amasoko ripimirwa ku kugabanya ikiguzi umwaka ushize, kandi kwemeza umutanga isoko wa kabiri bitanga ikiguzi cy'igihe gito nta kuzigama ako kanya. Niyo mpamvu ibyemezo byo gushakisha ibicuruzwa mu buryo bubiri bigomba gufatwa ku rwego rwa Visi Perezida w'Ibikorwa cyangwa Umuyobozi Mukuru, atari ugutanga amasoko gusa.
Ese J-Guang ishobora kuba umutanga serivisi w’ibanze n’uw’inyongera ku bwoko butandukanye bwa terminal blocks?
Yego — benshi mu bakiriya bacu bakoresha ikoranabuhanga rya OEM bakoresha ubu buryo. Turi abatanga serivisi z’ibanze ku bikoresho bisanzwe byo kohereza no gukwirakwiza ibikoresho byo mu butaka (aho ibiciro byacu n’imikorere yabyo ari byo bikomeye) n’abatanga serivisi z’ibanze ku bikoresho byihariye (ibikoresho byo kohereza ibikoresho byo mu bwoko bwa fuse, ibikoresho byo kohereza ibikoresho byo mu rwego rwo hejuru) aho abatanga serivisi z’ibanze ku bakiriya bafite imiterere yihariye idashobora gutangwa mu buryo bworoshye. Kubera ko kugira umucuruzi umwe ukora imirimo y'ibanze n'iy'inyongera ku byiciro bitandukanye by'ibicuruzwa byoroshya imicungire y'umucuruzi hatabayeho kwishingikiriza ku bwoko bumwe bw'itsinda ry'abashinzwe itumanaho., bityo rero iyi hybrid moderi niyo ikunze gukoreshwa cyane mu gushakisha amasoko abiri. Suzuma urutonde rwacu rwuzuye rw'amatsinda y'inyuma.