Where are the after-market opportunities in the aerial work platform rental industry?

1.Ultimate accessory efficiency and cost advantages

Although the supply chain is direct, leading leasing companies still need to manage inventory and logistics. Third parties may become the "preferred accessory suppliers" of large leasing companies through more efficient logistics networks, more precise inventory management (using data prediction), or by offering cost advantages in certain specific categories (such as high-quality self-controlled brand consumables). Of course, this requires extremely strong supply chain capabilities and economies of scale, which is very difficult. However, if it can be achieved, it can be entered. The core point is: It is more efficient or has more cost advantages than direct supply and direct procurement.

2. Technology and data empowerment services

Even if the maintenance is simple, the core demands of leasing companies (especially leading ones) are asset management efficiency and equipment availability. Can the third party provide:

Remote monitoring and data analysis services for equipment: By leveraging IoT technology, we offer services such as equipment location, working hour statistics, abnormal alarm, and operation data analysis, helping leasing companies optimize scheduling, prevent losses, and assess benefits.

Safety and compliance management services: Provide services such as equipment annual inspection reminders, safety operation training (online/offline), and compliance record management.

Digital management platform: It provides a lightweight SaaS system for small and medium-sized leasing companies to manage equipment, customers, contracts, maintenance records, etc.

Core strategy: Shift from "repairing equipment" to "helping customers manage and utilize equipment well", providing technology and data-driven management services.

3. Specialized and segmented services

Electrification transformation services: As the proportion of electrification of aerial work platforms increases, oil-to-battery swapping, battery inspection, maintenance, replacement, and secondary utilization may become new professional service demand points.

Certification and Training: We offer safety training and certification for operators, maintenance training for junior technicians, etc.

Second-hand equipment evaluation and disposal: We offer professional services for the evaluation, refurbishment, resale or export of second-hand aerial work platforms.

4. Focus on comprehensive services for small and medium-sized leasing companies

In terms of customer group selection, it is difficult for leading rental companies to break into the market. Serving small and medium-sized rental companies well is one option. Package the above-mentioned accessory supply, digital management, training, etc., and provide a "move-in ready" all-inclusive solution to help them enhance their competitiveness. This requires the establishment of an efficient and low-cost service system.

Although the value of a single customer is not high, if this group can be well served in an extremely efficient and low-cost way (such as a highly digitalized platform + optimized supply chain + empowered ecological alliance technicians), and a scale effect can be formed, it may also be a business, but it requires a "light" and "refined" operation mode.

Overall, in the after-market of aerial work platforms, which is characterized by "simple maintenance, concentrated customers, and direct supply chains", it is extremely difficult for third parties to make money by relying on "wrenches + accessories". The real opportunity lies in whether the third party can manage the parts more efficiently than the lessor itself, or provide the "technology, data, management" enabling services they need that go beyond basic maintenance.

Therefore, the key to profitability lies in value transfer, identifying service points outside the self-owned system of leasing companies (especially leading ones) that can truly help them reduce costs and increase efficiency or solve management problems. If I were to summarize my viewpoint in one sentence: The opportunity in the after-market service industry of high-altitude machinery leasing lies in redefining services, and the core logic is "helping" rather than "repairing".