In the past three years, more than 10,000 electricity sales companies nationwide have completed registration, but the number of real market participants is less than 40%, and the number of profitable people is even more numerous. The business model is single, the market is not open enough, the supervision mechanism is not perfect, and many sales are sold. The company has recently taken the initiative to withdraw from the market. The latest statistics held by the reporter show that as of now, less than 3,500 of the power-selling companies that have completed industrial and commercial registration have been publicized by the power trading center, which means that more than 60% of the sales companies are “unknownâ€. From 2015, “100 billion profit cakes are waitingâ€, and now “a large number of power sales companies will be outâ€, behind the market winds, as the forefront of the power system reform, what problems have arisen in the power sales reform? How can a power sales company that has fallen from the vents break through? At the end of May, in a small courtyard in Hutongkou, Xisi Street, Beijing, Zhao Zhentang, the chairman of Guoneng Guoxin New Energy Technology Co., Ltd. (hereinafter referred to as “Guoneng Guoxinâ€), just sent away another salesperson to discuss cooperation. company representative. “I have come to our company recently. This industry is a small circle, a well-doing company, and everyone in the circle knows.†The "circle" that Zhao Zhentang said - selling electricity, is now an area involving at least hundreds of thousands of practitioners. According to statistics, as of the end of 2017, there were more than 10,000 electricity sales companies registered in the industry and commerce nationwide. In the short period of more than half a year since its establishment, Guoneng Guoxin has completed the transformation from a single power seller to a new energy integrated service provider, and its sales business has achieved the degree of “learning†by its peers. However, there are only a handful of companies like Guoneng Guoxin that can take off at the outlet of electricity sales, and the activity of the entire market is not proportional to the size of the company. The latest statistics held by the reporter show that as of now, less than 3,500 of the power-selling companies that have completed industrial and commercial registration have been publicized by the power trading center, which means that more than 60% of the sales companies are “unknownâ€. Before contacting Guoneng Guoxin, the reporter had called a number of sales companies to contact the interview. The latter refused to interview because of the “business is not mature†and “fear of business impactâ€. Behind the "low-key behavior" of power sales companies is the industry ecology of "deteriorating" - Xinjiang, Anhui, Jiangsu, Shandong, and even the most active power trading in Guangdong. Recently, there have been sales companies exiting the power trading market. In the WeChat group related to electricity sales, there are also frequent news that the company sells shares and even directly transfers the company. From 2015, “100 billion profit cakes are waitingâ€, and now “a large number of power sales companies will be outâ€, behind the market winds, as the forefront of the power system reform, what problems have arisen in the power sales reform? How do sales companies that have fallen from the vents break through? Uncertainty increases market activity is low According to the reporter's understanding, there are currently independent sales companies with the background of private capital, such as Guoneng Guoxin, which are active in the electricity sales market. There are also power sales companies invested by the national background companies such as power grids and power generation groups. However, no matter what the background, the power sales company, which is the main body of the independent market, must break into the torrent of reform and taste the "sweetness". “Hunan market transactions have just started. At present, many rules and transaction processes are still not mature.†Peng Fen, executive director and general manager of Wuling Power Hunan Energy Sales Co., Ltd. told reporters that under the existing price difference in Hunan, the company’s overall operating conditions Good, but the rules are not perfect, so the sales company is very troublesome. "For example, we have been trading for 8 months, but the transaction settlement has not been implemented. The rules and policies are constantly changing. Our biggest feeling is that the current stage is too uncertain. Big." The power companies that power companies are investing in are considering the maximization of the overall benefits after the integration of the sale. In a volatile market, high profit is not the purpose of these companies at this stage. In this context, Peng Fen pointed out that many independent sales companies currently have little profit and even losses due to bias assessment. Guangdong Electric Power Trading Center announced on February 23 that the Guangdong power market settlement in February showed that the Guangdong power sales company lost $36 million in the month. A person in a sales company in Guangdong told reporters that many companies "have come back and forth for a long time", but in fact, they are struggling in limited power and limited price range, and have already reached or even stepped on the bottom line. "The space looks so big, but in many cases it is not allowed to buy the market, but it is only to spend money to buy experience, 'cake' is not eaten, but also lost a lot of deviation assessment fees." In the view of Zhanguang, a partner of Beijing Xinnuo Law Firm, this phenomenon is widespread, and there are reasons for selling the company itself, and it is also related to the big environment. "The sale of electricity is very professional. Some people just want to make money and don't understand the business. But on the other hand, the market is not open enough, and the regulatory mechanism is not perfect, resulting in incomplete system and lack of rules. ." According to the statistics of Beijing Electric Power Trading Center, as of the end of 2017, there were only 15 provinces that allowed the sales companies to sell and sell electricity within the scope of the operation of the State Grid. There were only 475 power sales companies that actually started business, only accounting for the number of public announcements. 20%. Among the more than 10,000 sales companies that have completed registration, less than 30% of the publicity companies in the transaction center have announced that nearly 80% of the companies that have completed the public announcement are waiting to see. The industry has likened this phenomenon to "holding like a tortoise." "From the start of the new round of power reform in 2015 to the present three years, it is reasonable to say that there should be a number of excellent sales entities, or there should be a market that has already been formed." Zhan Shuguang said that only from the sales side The progress of the reform was much slower than he expected. "The current market for electricity sales is filled with a disappointment." The top-level design is missing the value of the power-selling side "The companies that are still waiting to see, there are many 'understand people', they found that the electricity sales industry does not currently form a healthy business model." In the eyes of the power industry researcher Gu Feng, China's electricity sales side has not yet ushered in real The effective competition, "selling electricity is not an industry that earns 'quick money.' Now it is not necessarily the electricity market that needs to survive. There are also companies with professional capabilities to opt out." Gu Feng believes that the logic of the top-level design of this round of power is not clear enough, and the role of the spot market in the electricity reform has not received enough attention. "According to foreign experience, it takes a long time to design, construct and promote the power spot market. Considering the safety of dispatching and other factors, some people think that it is possible to bypass the spot and do relatively simple medium- and long-term transactions. But such a path seems to be the most recent. Actually the farthest." It is understood that in addition to the spot electricity trading, the spot market also has spot delivery of medium and long-term transactions, which requires unified command of power dispatching and is the core link of the electricity market operation. “After the establishment of the power spot market, due to the sharp fluctuations in the price of spot power during the day, large users are not willing to bear the risk of electricity price in order to protect the cost of electricity. The sales companies have become their best choice.†Gu Feng further Explain, “Without the spot, the power transaction cannot reflect the response between the power and the system. The sales company now simply makes a difference in the mode of the price, which is in fact no different from the function of the marketing department of the original power generation company.†In this regard, Zhan Shiguang expressed a similar view. “There are very few products that the electricity market can provide to power sales companies.†He believes that “the wholesale electricity market†has not been established in terms of volume and type. “This has forced many sales companies to Earn a profit by making a difference." According to a power industry expert who did not want to be named, the income of large foreign power sales companies mainly comes from risk premiums rather than simple spreads. “Because users have no hedging means in the real-time market, even if the electricity price is higher than the real-time electricity price, users are willing to spend more money to avoid the risk of fluctuations.†The expert said, “The current risk of domestic electricity sales companies does not come from the system. Power fluctuations, but from the deviation assessment, in fact, still not out of the way of pricing." "For an independent power sales company, it is necessary to do a good job in the secondary market." Gu Feng told reporters that independent power sales companies have no power generation assets, no adjustment capability, no power and no need to sell electricity with the background of power generation companies. The company “shopped†industrial users, but should integrate scattered and small-scale commercial and residential electricity demand, and seek optimization solutions from them. “But these small users have not yet been released, and there is also a lack of financial protection in the market. The means of insurance, independent sales companies can not carry out such business, its true value will not be reflected." Will the meter be settled? Market rules cannot be violated The market is not open enough, and the profit margin is limited. The sales companies that have already entered the market have tried to expand their profit channels, trying to enhance the market competitiveness through the “sales sales +†model and “providing comprehensive energy value-added services for usersâ€. It is becoming the “two-way strategy†for the current power sales industry and is circulated in various power sales business training courses. However, the reporter learned in the interview that there are not many real-time power companies that can provide value-added services, and it is even more difficult to profit from them. In most cases, they are only used as a means to win and maintain user stickiness. “Value-added services are still verbally and lack relevant incentive policies,†Peng said. "Value-added services are not born out of hardship, but first have electricity price mechanism, through the mechanism to promote various value-added service products." The above-mentioned unwilling to name the power industry experts believe that the value-added services of power sales companies are difficult to land, the fundamental reason is the lack of market rules The guidance, "foreign energy storage technology has developed rapidly in recent years. One of the important reasons is that there is a large price difference in the price of electricity in the day, creating space for the intervention of energy storage technology. It is not based on subsidies, but on price guidance and market mechanism. The enthusiasm of the market players has promoted the development of energy storage." Gu Feng also pointed out that some disputes in the current market should be correctly viewed. “In the annual bilateral transaction in Shandong in 2017, five power sales companies with power generation companies represented 75% of the power users. The power generation giants occupied the market by price reduction. It is a normal market behavior to exert economies of scale." Wang Peng, a professor at North China Electric Power University and vice chairman of the Energy Investment Committee of the China Investment Association, believes that there are some contradictions and problems in the reform, but the direction must be firm. "The 'No. 9 Document' is not simply copying the experience of the United States and Europe, but starting from the national conditions of China, implementing the national energy strategy, and insisting on reforming the system and mechanism to accelerate the construction of an effective competitive market structure and system in the power sector. Inefficient operation is the biggest waste of resources." "No industry is stable and profitable. At present, there are sales companies that have exited, which means that the market is operating normally." Gu Feng said, "The power companies that are now exiting are basically private enterprises, and power generation companies are investing in electricity sales. The company is still continually entering. One of the important significance of the electricity reform is to let the power plant go out of the workshop to run the enterprise, which is an opportunity for the power generation enterprise to transform." Peng Fen told reporters that her company is currently building a user energy management platform. In the future, based on user energy data analysis, mining user energy characteristics and usage habits will help users to respond to value-added services such as demand response. Users are sticky and share revenue with users. Different from the slow and stable operation strategy of power generation companies' power sales companies, the independent sales companies that have already entered the market are more and more obvious. They are also planning for the future while taking risks and seeking survival. "What we can do now is to seize the window period as much as possible under the existing rules of each province to promote transactions, and at the same time strive to enrich our technical resources, ensure that value-added services can be implemented, and wait for a more perfect market environment in the process." Zhao Zhentang Tell the reporter.
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