Why agricultural machinery is becoming more important than machinery

Modern agricultural machinery is becoming more complex. Tractors and harvesters receive electronic control systems, telematics, automatic driving, sensors, cameras and software. At the same time, the approach to buying equipment is changing: it is no longer enough for a farmer to simply buy a good tractor or harvester.

Today, the question is increasingly becoming a decisive factor: What will happen to the car after the purchase?

Who will perform the maintenance? Where can I get the original parts? How quickly will the service engineer arrive if the harvester stops during the harvest? Can a malfunction be diagnosed remotely? How much will a simple technique cost?

The answers to these questions are sometimes more important than the price difference between the two models.

Why downtime is becoming more expensive

In agriculture, machinery works under strict time constraints.

If the tractor breaks down on a normal working day, repairs can be planned. But if the harvester stopped while harvesting wheat or corn, the situation is completely different.

The weather window can last for several days. The harvest needs to be removed now. If the equipment is idle, the farm loses not only money for repairs, but also precious time.

For example, a harvester must remove 50-70 hectares per day. Failure, due to which the machine is idle for two days, means the loss of a significant amount of work. In adverse weather, the consequences can be even more serious.

Therefore, the cost of equipment is more correct to consider not only the purchase price.

Conventionally:

Real cost of ownership = machine price + maintenance + spare parts + fuel + repair + cost of downtime.

The latter is often underestimated.

Cheap technology is not always cheap.

When choosing Chinese, Russian, European or American agricultural machinery, the buyer often starts with the price.

For example, one car costs 10 million rubles, the other - 13 million. At first glance, the choice is obvious: why overpay 3 million?

But if the first machine requires expensive components that take several weeks to wait, and the service engineer is hundreds of miles away, the savings can quickly disappear.

The second car has a higher price, but:

• There is a spare parts warehouse in the region;
• The service operates around the clock in the season;
• Diagnosis can be carried out remotely;
• The engineer arrives during the day;
• The basic expenses are always available.

As a result, a more expensive car can be more profitable for several years of operation.

Therefore, when buying, it is increasingly necessary to compare priceeh Cost of ownership for the entire lifetime.

Service as part of the product

Previously, the dealer was often perceived primarily as a seller.

He found a client, drew up documents, arranged the delivery – and this is where his main work ended.

Today, the model is changing.

The dealer is actually becoming partner for the entire life cycle of the machine.

Good service includes:

• Pre-sale preparation;
• training of machine operators;
• regular maintenance;
• diagnostics;
• supply of spare parts;
• emergency repairs;
• seasonal services;
• consultations;
• remote monitoring;
• malfunction analysis;
• Preparation of equipment for next season.

That is why a strong dealer can sell equipment more expensive than a competitor – the customer understands what he pays for.

Parts become a strategic resource

One of the biggest problems of agricultural machinery is the availability of spare parts.

It is possible to buy a modern tractor with excellent performance, but if you have to wait a few weeks for repairs from China or Europe, the advantages of the machine become less obvious.

Therefore, before buying it is necessary to find out:

What parts are in the warehouse?

Not only from the manufacturer, but also directly from the dealer in Russia.

How quickly are parts delivered?

It is important to know not the promised, but the real date.

What components are critical?

Filters, belts, bearings and other consumables must be available at all times.

Are there analogies?

For some components, having alternative suppliers can significantly reduce the cost of repairs.

How much does an overhaul cost?

It is better to ask this question before the purchase, not after the end of the warranty.

It is reasonable for a large farm to have its own stock of the most popular spare parts. Especially when it comes to equipment that is used in a short and very busy season.

Chinese technology and the problem of service infrastructure

The issue of service becomes especially relevant when buying Chinese agricultural machinery.

Chinese factories offer Russian customers attractive prices, a wide range and the ability to adapt machines to specific tasks.

But for different manufacturers, the situation with the service can differ dramatically.

A large manufacturer may have:

• dealer network;
• regional warehouses;
• trained engineers;
• technical documentation;
• spare parts catalogue;
• diagnostic equipment.

A small factory can only have a sales manager who stops answering technical questions after shipping the container.

Therefore, when buying equipment in China, you need to check not only the plant, but also its service system in Russia.

If the manufacturer offers a tractor for 20-30% cheaper than competitors, it is worth asking a simple question:

“What happens if this car breaks down in the middle of the season?”

If there is no specific answer, the low price becomes not an advantage, but a potential risk.

Telematics is changing the approach to repair

Modern agricultural machinery is increasingly connected to digital systems.

Telematics allows you to transmit data on the state of the machine, location, motor clock, fuel consumption and some parameters of operation.

It's a huge plus for service.

Previously, a mechanic would come to the farm and start looking for the cause of the malfunction on the spot.

Now some of the problems can be determined in advance.

For example, the system may show changes in engine or transmission parameters. The service receives a warning and can prepare the necessary details before arriving to the client.

As a result, the repair turns from a reaction to a breakdown in the warning.

This is especially important in the season.

If the system shows that a particular node requires attention after a few tens of hours, it can be replaced in advance. It is better to spend a few hours on scheduled maintenance than to lose two days during cleaning.

Good service should start before the sale.

The service doesn’t start when the car breaks down.

It starts. pre-contract.

The seller must find out:

• How many hectares does the farm process?
• which crops are grown;
• How many hours per season does the equipment work?
• What a relief.
• what climatic conditions;
• What aggregates already exist;
• Who will be servicing the new car?
• How far away is the nearest service center?

For example, a tractor that works well on a small farm may not be suitable for a farm that runs 14-16 hours a day.

So the right dealer doesn't just say, "Here's our most powerful model."

He must understand the technology of the farm and suggest a suitable configuration.

Training of machine operators - service-piece

Even the most reliable machine can often break down if the operator uses it incorrectly.

This is especially true of modern technology.

The operator needs to know:

• correct modes of operation of the engine;
• rules of service;
• intervals of replacement of oils and filters;
• features of hydraulics;
• operation of electronic systems;
• rules of operation of attachments;
• Action when an error occurs.

Staff training should be included in the delivery programme.

For the dealer, this is also beneficial: a competent operator reduces the number of warranty appeals and improper operation.

Service in season should work differently

In agriculture, it is impossible to use the usual schedule of the service center all year round.

During sowing and harvesting, the load increases sharply.

This is why strong dealers create seasonal.

For example:

• extended work schedule;
• hotline;
• Exit service teams;
• stock of critical details;
• duty engineers;
• mobile workshops;
• Priority repair of equipment in the field.

For the customer, this means that if the car stops, they won’t have to wait until Monday.

How to evaluate the service before buying

Before purchasing equipment, you should make a separate list of questions to the dealer.

1. Where's the nearest service center?

It is important to know not only the address, but also the distance to the farm.

2. How many service engineers work in the region?

One specialist in several areas is a potential weakness.

3. Is there a spare parts warehouse?

And where exactly he is.

4. What is the delivery time for rare parts?

It is better to get a specific answer for several positions.

5. Is there a mobile service team?

This is especially important for large farms.

6. How does the service work during the season?

It is necessary to clarify the hours of work and the order of emergency calls.

7. Who pays for the engineer's departure?

Guarantee and non-guarantee costs should be understood in advance.

8. How much does a standard TO cost?

Ask for a calculation for at least the first 2-3 years.

9. Is there training?

Mechanics and mechanics.

10. What happens after the guarantee ends?

This is one of the most important questions.

Guarantee - It's not the same as service.

Buyers often look at the warranty period of two or three years and consider the issue closed.

But the guarantee answers only part of the questions.

For example, the manufacturer can replace the defective part for free, but:

• Who pays for a simple one?
• Who will come to the place?
• How long to wait for the detail?
• Who dismantles the faulty node?
• How long does it take to diagnose?

Therefore, you need to look not only at the guarantee, but also at the warranty conditions.

A good guarantee is not a beautiful clause in the contract, but a really working system.

How much does a lack of service actually cost?

Imagine a farm that buys several tractors and combine harvesters.

The difference between suppliers is, for example, 10% of the cost of equipment. One option is cheaper, but the service is far away.

If several serious breakdowns occur during the season, the farm may incur costs for:

• simple technique;
• urgent delivery of parts;
• rental of a replacement vehicle;
• overtime;
• additional transportation costs;
• loss of part of the crop.

As a result, the initial savings may disappear.

Therefore, when buying, you need to ask a question:

“How much will it cost not to repair, but one day of downtime?”

This indicator allows to objectively assess the quality of service infrastructure.

Conclusion

The market of agricultural machinery is gradually moving from the sale of individual machines to the sale full-cycle technology.

It is no longer enough for a farmer to know engine power and harvester performance. He wants to understand how much the machine will cost in operation, where to service it, how to get parts quickly and who will help in a critical situation.

This is especially noticeable in the Chinese market.

Chinese manufacturers can offer an attractive price and a wide range, but their success in Russia will depend not only on the quality of the machines themselves. Those companies that can build a normal service infrastructure around the equipment will win.