版权说明:本文档由用户提供并上传,收益归属内容提供方,若内容存在侵权,请进行举报或认领
文档简介
TheRiseofSubscriptionModels:RevolutionizingTruckOwnership
Exploringthebenefitsandacceptanceofflexiblefleetsolutions
Executivesummary
Arecentsurveyoftruckcustomers
conductedbyCapgeminisupports
majortruckOEMs’existingbeliefs
andexpectationsforsubscription
models,particularlythoserelating
toelectricvehicles.Theresearchalso
addsimportantinsights,forexample
thatmanycustomerswouldprefer
toobtainsubscriptionsdirectlyfrom
manufacturers,andthatsubscriptionscouldhelptoovercometheperceptionthatelectricvehiclesarenotaffordable.Inthisreport,wecommentonthe
resultsandproposeactionsthattruckOEMsshouldbeinitiatingnow,suchascreatingastrategytoaddresskeycustomerconcerns,andinforming
customersbetteronissueslikethe
respectivetotalcostofownership/useforconventionalandelectrictrucks.
2TheRiseofSubscriptionModels
Contents
Introduction5
Researchmethod6
Summaryoffindings7
Findingspart1:marketacceptabilityofthesubscriptionmodel7
Findingspart2:marketreadinessforcommercialelectricvehicles12
Discussionandrecommendations15
HowCapgeminihelpsclients17
implementsubscriptionmodels
Authors19
3
“Inthepassengercarsector,wecan
alreadyobservethatmovingfromICE
vehiclestoEVsisassociatedwithamovefromownershiptousage–implyingthatsubscriptionmodelswillbecomemore
popular.Ournewstudysuggeststhat
thistrendcouldbeevenmoresignificantfortrucks,partlybecauseofaffordabilityissuesbutalsobecauseofuncertainty
aboutEVsandtheirimpactonresidual
values.Thestudyalsopointstothe
potentialofsubscriptionstoaccelerate
uptakeofzero-emissionvehicles.This
findingshouldgeneratefurtherdiscussion
andapossiblerethinkofcurrentapproachestopromotingEVs.”
LaurenceNoël
HeadofGlobalAutomotiveIndustryCapgemini
4TheRiseofSubscriptionModels
Introduction
Majortruckmanufacturersareactivelyexploringnewownershipmodels,includingsubscriptionmodels.Inthesemodels,customerspayforthe
useoftruckswhilethemanufacturerorotherserviceproviderretainsownershipoftheassets.Therearevariantswherecustomerstake
ownershipofthevehiclesbutobtainbatteriesonasubscriptionbasis.
However,thereisalackofharddataaboutthelevelsofacceptanceforthemodelsamongtruckcustomers,andaboutcustomerexpectationsandpreferences.
Toshedlightonthesequestions,Capgeminirecentlyconductedasurveywhichexploredtheacceptabilitytotruckcustomersofsubscription
services,alongwithrelatedissuessuchaswillingnesstopayapremium,andwhichservicesshouldbeincludedinthesubscriptionmodel.
Wealsoinvestigatedourrespondents’preferencesforelectricvehicles
(EVs)versusinternalcombustionengine(ICE)vehiclesandusedtheresultstohelpusinterpretthefindingsaboutsubscriptions1.Wediscoveredsomeinterestingdifferencesbetweenthepreferencesofthesetwogroupswithrespecttosubscriptions.
Overall,thefindingsconfirmwhatwealreadyknewaboutsubscriptionsforcommercialvehicles,andsomajorOEMswhohavealreadygoneaheadin
thisareacanbeassuredthattheyarebroadlypursuingtherightstrategies.Butwealsomadesomesurprisingandpotentiallyhelpfuldiscoveries,whichwarrantfurtherinvestigation.
Thisreportoutlinesandcommentsonourresults,beforemakingsomerecommendationsforfurtherresearchandactions.
1.Pleasenotethatinthisreportweusetheterm“EVs”tocoverbothbatteryelectric
vehicles(BEVs)andhydrogenfuelcellelectricvehicles(FCEVs),unlessotherwisestated.
5
Researchmethod
NinetyrespondentsfromtruckcustomersinGermany,allofwhomwereascertainedtohaveastrong
engagementinthismarket,tookpartinthisonline
survey(Figure1).WedecidedtoresearchGermany
initiallybecausethismarketisespeciallyreceptiveto
newsalesmodelsandhasastrongimpetustomove
tozeroemissions.InthefuturewearekeentoexpandthisresearchtocoverthewholeofEurope,andperhapsNorthAmericaandChina.
Figure1:Backgroundtothesurvey
Surveyobjective
Theprimaryobjectiveofthesurveywastogatherdataontheacceptanceand
preferredimplementationofthetrucksubscriptionmodelintheGermanmarketanditsreadinesstouseelectricvehicles.
Surveyscope
andrespondents
Respondents’country
Numberofrespondents
90
Useofthefollowing
inrespondents'companies
•Heavyvehicles
•Bigbuses
•Tractors
•Specialvehicles
6TheRiseofSubscriptionModels
7
Summaryof
findings
Findingspart1:marketacceptabilityofthesubscriptionmodel
First,weexploredourrespondents’generalviewsonthesubscriptionmodel,andwhattheythinktheadvantagesanddisadvantagesfortheircompaniesare.
Perceivedadvantagesanddisadvantagesofsubscriptionmodels
Figure2:Reasonsforacceptanceofsubscriptionmodelsfortrucks
20%
Betterabilitytoplanexpensesduetoshortercommitmentperiods
25%
Abilitytotestaparticularvehiclemodel(e.g.anEV)overalongerperiodoftime
42%
Flexibilitytoabsorbshort-termcapacitypeaks
Thebiggestreasonforwantingtoadoptthe
subscriptionmodelistogaintheflexibilitytoabsorb
short-termcapacitypeaks(atechniquecalled“peak
shaving”),mentionedby42%ofrespondents(Figure
2).Thisfindingreflectsthefactthattheirbusinesses
habituallyfacefluctuatingdemand–perhapsmorethanusualgivencurrentlevelsofeconomicuncertaintyanddisruption,particularlytothesupplychain.Peakshavingisalsoanimportanttoolfordealingwithseasonal
demand,forexampleintherun-uptoChristmas.
Otherreasonsforacceptanceincludethedesiretotryoutspecificvehiclemodels,whichprobablyreflects
aninterestinexperimentingwithnewtechnologieswithoutlong-termcommitments.Themodelisalso
seenasusefulforplanningexpenditure,thankstotheshortercommitmentperiodsinvolved.
Whenaskedabouttheirreservationssurrounding
subscriptionmodels,respondentsoftenmentionthe
perceptionthatsubscriptionsareassociatedwith
highcosts–afindingthatreflectsthismarket’spricesensitivity(Figure3).
Tofindoutmore,theresearchinvestigatedhowlargeapremiumcompaniesarepreparedtopayforasubscriptionmodeloveralong-termlease,
Figure3:Objectionstosubscriptionmodelsfortrucks
25%
Complexityinprocessing/
62%
administrationHighcosts
andanalyzedtheresultsaccordingtowhetherthe
respondentisconsideringEVsornot.AsFigure12
shows,amajorityofrespondentsareconsideringEVs,atleasttosomeextent.
Interestingly,potentialEVcustomersarewillingto
paya10-15%premium,whereasthosewhopreferICEvehiclesareonlypreparedtopay5-10%(Figure4).
Figure4:Howmuchpremiumarerespondentswillingtopayforasubscriptionmodel?
15%
RespondentsconsideringEVuse
5%
RespondentsNOTconsideringEVuse
Asanotherpotentialobjectiontosubscriptions,respondentsalsomentioncomplexityof
administration,suggestingthattheydonotyet
associatesubscriptionswiththestraightforward,user-friendlymodelsthattheyprefer.
Preferredapplicationsforthesubscriptionmodel
Wealsotookamoredetailedlookathowrespondentsenvisageusingsubscriptionmodelswithintheir
businesses,withrespecttotheclassofvehicle,range
Around53%ofrespondentsareconsideringintegrating
BatteryElectricVehicles
(BEV)andFuelCellElectric
Vehicles(FCEV)intotheir
fleets.Thisgrowinginterestineco-friendlyoptionsis
accompaniedbyareadinesstoinvestinpremiumservices.ThoseconsideringEVsof
eithertypearewillingto
paya15%premiumfora
subscriptionmodel,whereasotherswillpayjust5%
premium.
overwhichtouseit,andsubscriptionperiod.WeagaincomparedtheresponsesforthoseconsideringEVs
versustherest.
Figure5:Optimalvehicleclassforsubscriptions
RespondentsconsideringEVuse·RespondentsNOTconsideringEVuse
Veryheavytrucks
HeavytrucksMedium-dutytrucks
LighttrucksLightcommercialtrucks
22%13%
19%21%15%
21%
Veryheavytrucks
25%
29%
29%
HeavytrucksMedium-dutytrucks
26%
LighttrucksLightcommercialtrucks
8TheRiseofSubscriptionModels
AsshowninFigure5,respondentsconsideringEVs
optforlighttomedium-dutytrucksbecausethey
haveenoughpositiveexperienceandknowledgeto
integratethosetrucksintotheirdailyschedulesand
routes.ThosepreferringICEvehiclesaremorelikely
inthelong-haulbusiness;thisexplainstheirdifferent
viewsregardingvehicleclassessuitableforsubscriptionmodels.Overall,heavytrucksareslightlylessfavoredcandidatesforsubscriptions,possiblyduetotheir
highercostsorspecificusagepatterns.Thisresponsemightalsobeduetothefactthatplanningtheusageoflong-haultrucksisofteneasierforcompaniesthanplanningmorelocalactivities,andsotheyarenot
lookingforabetterwaytodoit.
Questionedaboutthedistancerangeswherethey
wouldbelikelytoadoptsubscriptionmodels,
respondentsindicatethatthesemodelsareapplicableacrosslocal(upto50km),regional(51-150km),andlong-distance(151km+)ranges,withregionalusagelikelytobehighest(Figure7).Thissuggeststhattheflexibilityofsubscriptionscouldberelevanttoarangeofbusiness
needs,fromlocaldeliveriestolong-haultransportation.
Figure6:Preferreddistancerangesforadoptionofsubscriptionmodels
30%28%
LongdistanceLocalarea
42%
Regionalarea
Takentogether,thisandthepreviousfindingmay
implythatsubscriptiontrucksareseenasmostusefulforthetrafficbetweenregionaldepotsandtheend-
customeror(insomecases)localhubs.Itisgenerally
known–andconfirmedbythird-partyresearch–thattruckcustomersenvisagesimilarapplicationsforEVs,suggestingsynergiesbetweensubscriptionmodelsandelectrictrucks.
Whenitcomestocommitmentperiods,respondentsdemonstrateapreferenceforathree-monthperiod(Figure7).Thisfindingsuggeststhatbusinessesvalueshort-termcommitmentsforbetteradaptabilityandfinancialplanning.
Figure7:Preferredperiodforwhichtocommittoasubscription
15%
12
1%
9
24%
6
32%
3
7%
2
11%
1
Wefindthisresultslightlysurprisingaswewould
expectrespondentstopreferashortercommitmentperiodformaximumflexibility,especiallyinthelightofthedesireforpeakshaving.
Months
ThewillingnessofrespondentsconsideringEVstopaya
significantpremiumfor
subscriptionsindicatesarobustmarketpotentialforthismodel
amongfleetoperatorsprioritizingsustainabilityandinnovation.
9
Preferencesfordeliveryofthesubscriptionmodel
Next,weaskedformoredetailabouthowcompanieswouldliketoobtaintrucksubscriptions–including
whotheywouldliketoprovidethesubscriptions,
whethertheypreferafixedoraflexibleoffer,andtheirexpectationsaboutleadtimes.Wealsodiscussedwhattypeofenginetheywouldbelookingforinavehicle
obtainedbysubscription.
Figure8:Whoshouldofferthesubscriptionmodel?
Newsupplier,e.g.start-up
LeasingcompanywithwhichIdonothaveabusinessrelationshipyet
LeasingcompanywithwhichIalreadyhaveabusinessrelationship
Manufacturer
6%
11%
21%
49%
Interestingly,respondentsshowamarked
preferenceforobtainingsubscriptionsdirectlyfrom
manufacturers,with49%choosingthisoption(Figure8).Leasingcompaniesandnewsuppliersbothranksomewaybehindmanufacturers.
Formanufacturers,thispreferenceisaheartening
finding,andnotjustbecauseitlikelyindicatestrustinOEMs’establishedqualityandservicestandards.Italsoopensuppossibilitiesforfuturerevenuestreams.
Theseideashaveautomotivesustainabilitybenefitsaswellascommercialones,andwe’llreturntothemlater.
Slightlymorethanhalfofrespondentspreferaflexibleofferwithselectablemodulestoafixedone(Figure9).
Figure9:Shouldcustomersbeabletochoosedifferentmoduleswithinthesubscriptionmodel?
54%46%
Fixedofferwith
predefinedservicemodels
Flexibleofferwithfreelyselectablemodules
Thispreferencealignswiththedesireforcustomizable,adaptablesolutions,seeninallsectorsoftoday’s
automotiveindustry.
10TheRiseofSubscriptionModels
11
Figure10:Mostexpectedcomponentsinasubscriptionoffer
Maintenanceand
wearandtear
Insurance
24/7customerservice
Whenrespondentsareaskedwhichspecific
componentscompanieswouldliketoseeincludedin
theoffer,maintenanceandmakinggoodwearandteararethefirstchoice,followedbyinsurance,andthen
24/7customerservice(Figure10).
Whenitcomestoexpectationsabouttheleadtimefordeliveryofavehicleiftheytakeoutasubscription,themajoritypreferaleadtimeoflessthan1week(30%)tolessthan4weeks(24%).Thisindicatestheimportanceofquickserviceandhighvehicleavailabilitywhen
planningasubscription-basedoperation.
Wenowcometotheimportantquestionofwhatformofenginerespondentswouldchooseinrelationto
subscriptions.
Figure11:Preferreddrivetrainsforsubscriptions
28%
Pureelectric
42%
Diesel
9%
21%
Gasoline
Hybriddrive
Dieselaccountsforthehighestshareoftheresponses(42%overall),probablyreflectingitscurrentdominanceandampleinfrastructuresupportratherthanany
entrenchedpreference(Figure11).
Infact,pureelectricandhybridmodelstogetherarechosenbyevenmorerespondents(49%),suggestingconcernaboutenvironmentalconsiderationsand
opennesstonewtechnologies.(And,ifweconsideronlythelargestcompanies’responses,pureelectricemergesasthemostpopularoption.)
Theseresultspaintanencouragingpictureofthe
prospectsforelectrification.Theproportionof
respondentspreferringpureelectric–28%–might
seemlowatfirstsight,butitissignificantlymorethanpureelectric’sshareofthecurrentfleetinGermany.
Pureelectricandhybridmodels
togetherattract49%of
respondents,reflectinggrowingenvironmentalconcernsand
interestinnewtechnologies.Amongthelargestcompanies,pureelectricvehiclesarethemostpopular.
Findingspart2:marketreadinessforcommercialelectricvehicles
Respondents’interestinelectricvehicles
Aswehavejustseen,ourresearchrevealsencouraginglevelsofinterestinelectricorhybridvehiclesinthe
contextofasubscriptionmodel.Thenextsegment
ofourresearchprobesthisinterestfurther,byasking
abouttheextenttowhichorganizationsareconsideringEVsandwhattheyseeasthemainadvantagesand
barriersassociatedwithelectrification.
Figure12:AmajorityofrespondentsarealreadyconsideringtheuseofEVsintheirfleets
22%
40%
Notconsideringatall
Somewhatconsidering
▲
13%
25%
StronglyconsideringNotconsideringmuch
Whenquestionedinthisslightlydifferentway,asmanyas22%ofrespondentssaytheyhavenotconsidered
electrificationatall,while25%haveonlyconsidereditalittle(Figure12).Thisseemsratherdisappointinggiventhemanyreasonstoconsiderit,including
environmentalconcerns,regulatorypressures,andadvancementsinEVtechnology.
Askedabouttheadvantagesofelectrification,manyrespondentsemphasizelocalemission-freeoperationandimprovedimage,highlightingenvironmentalandsocialresponsibilityconsiderations(Figure13).
Figure13:PerceivedadvantagesofusingEVs
Locallyemission-free,especiallyinurbanareas.
Improvedimageduetotheuseofenvironmentallyfriendlycommercialvehicles.
Mediaattentionandadvertisingeffectivenessasaperceivedfirstmover.
11%
8%
25%
12TheRiseofSubscriptionModels
Figure14:PerceiveddisadvantagesofusingEVs
Lowrange
Highacquisitioncosts Longidletimes(chargingtimes)Lowerpayload(duetobatteryweight)Highelectricitycosts
Highmaintenancecosts
33%
28%
18%
4%
37%
37%
Highacquisitioncostsandrangeanxietyremain
significantbarrierstoEVadoption,alongwithconcernsaboutchargingtimesandpayloadcapacity(Figure14).
Drillingdownintothedatauncoverssomeinterestinganglesonthisfinding.Forexample,ifwelookonlyat
respondentswhoareactivelyconsideringEVs,then
highercostsareabiggerconcernthanrange,whereasthosewhoarenotconsideringEVsaremoreconcerned
aboutrangethancost.Thissuggeststhatmore
knowledgeaboutEVs,includingtheiradvantagesandchallenges,leadstogreateracceptance.
Itisalsoworthnotingthatconcernsaboutacquisitioncostscouldbeusedtoargueforthesubscription
model.Indeed,Capgeminiresearchforvarious
commercialvehicleclientssuggeststhat,withbroad
usageofaholisticecosystemofservicesaugmentingtheEVtruck,thetotalcostofuse(TCU)couldbemuchlowerforEVsthanforconventionalICEvehicles.ThisobservationcouldhelpOEMstosellbothEVsand
subscriptionmodels.
13
GainingacceptanceforEVs
Finally,weaskedthoserespondentswhoare
consideringEVsaboutfactorsthatwillsecuretheir
acceptance,andspecificallyabouthowtheyprefertopayforcharging(flatrateversuspaymentperkWh).
Whenchoosingfactorsthatwouldsecuretheir
acceptanceofEVs,respondentstendtoemphasize
rangeandprice,suggestingthatpracticalityandcost-
effectivenessarekeytowideradoption(Figure15).
However,inbothcasesthepicturemayalreadybemorepositivethancompaniesrealize,soaswe’lldiscusslater,OEMsmayneedtoputmoreeffortintoinformingtheircustomers.
Figure15:MostimportantfactorsthatwouldconvincerespondentstouseEVs
Range
Price
PayloadCharginginfrastructure Chargingspeed PerformanceSustainability
TCO/TCU
13%
7%6%
4%
2%2%2%
21%
Chargingforenergy
Overall,numbersaresplitalmostequallybetween
RespondentswhoareinterestedinEVsfavorseparate
wantingtopayforelectricityaspartoftheusagefee
chargingforenergyconsumption,whereasthosewho
orbeingbilledseparatelyforit.Butaninteresting
wanttostaywithconventionalICEvehiclespreferanall-
pictureemergesfromanalyzingtheresultsaccordingtowhethertherespondentsareconsideringEVsorpreferICEvehicles.
inclusivesubscriptionthatincludesenergycosts(Figure16).
ig
Figure16:Shouldchargingbebilledseparatelyorincludedinthesubscriptionfee?
RespondentsconsideringtheuseofEVsRespondentsNOTconsideringtheuseofEVs
All-inclusivechargingcardwhereelectricityisincludedintheusagefee
Chargingcardthatisbilledandpaidforseparately
26%
21%
18%
30%
14TheRiseofSubscriptionModels
15
Discussionand
recommendations
Subscriptionmodelspresentimportant
opportunitiesforcommercialvehicleOEMs
TheseresultstellusthatthemajorityoftransportationcompaniestrustOEMsoverotherstoprovidethem
withasubscriptionmodel.Offeringsubscriptionscanthereforebeanexcellentstrategyformaximizingtrucksales.
Themodelpresentsarangeofadditionalopportunities,forexample:
•Offeringservicesthataremoreeasilypossible
withsubscriptionsbecausetheydependonthe
OEMowningthetruck.Examplesincludebattery
swapping,energygridservices,andtransportationasaservice.
•ReducingtheTCUfornewdrivetrains(seepanel),perhapsbyexploitingscalingeffectsnotaccessibletotheircustomers,includinglargerfleetsandgrid-relatedserviceslikeuploadingelectricityfromEVbatteries.
Reducingtotalcostofusefornewdrivetrains
PreliminaryresultsfromresearchconductedbyCapgeminiinFrancesuggestthatwithadigitalserviceecosystemforthetruckitis
alreadypossibletobringtheTCUforvehicleswithelectricdrivetrainsdownbelowthe
costofconventionalvehicleswithICE.ThisisachievedbyoffsettingthecostofproducinganEVwiththerevenuesfrom,forexample,energygridservices.ThisiseasiertodowiththesubscriptionmodelbecausetheOEM
canretainownershipofthevehicle.Itmightevenbeachievableifthecustomerownsthevehiclebutthebatteriesarecoveredbya
subscriptionservice.
•Providingsustainabilitybenefitsthathelpcustomersreachtheirtargets,e.g.byensuringthatcircularityprinciplesarefullyexploitedatend-of-lifefora
vehicleorbattery.
OEMsneedtodevelopsubscription-basedsolutionstomeetmarketexpectations
Ourfindingsdemonstratethatthereisamarketfor
rapidvehicleprovisionsolutions.Webelievethat
OEMsshouldalreadybeworkingontheirstrategies
forsatisfyingthismarketthroughsubscriptionmodels.Theymustinnovaterapidlytooffersolutionsthat
aretailoredtosatisfyemergingbusinessneedsandenvironmentalgoals.
Indoingso,theyshouldleveragewhatisknownaboutthemarkettoensurethattheirsolutionsarefitfor
purpose,andspecificallythatthey:
•Simultaneouslysupportbothsubscription-basedusageandelectrificationgoals.
•Addresscustomers’concernssuchascostandrange.
•Satisfyspecificdemandssuchasshortleadtimes(ideallylessthanaweek).
Solutionsmustbuildonresearchtoidentifyneedsandblockers
Companiesshouldmakefulluseofresearchdatato
explorethenuancesofcustomers’needsandblockers(e.g.thedifferencesbetweengroupsintermsof
attitudestoEVpriceversusrange,andthevarying
preferencesregardinghowenergyshouldbechargedfor).Thiswillhelpthemtooptimizetheirproductsandalsoimprovethewaytheyaremarketed.
Ofcourse,customers’preferencesandbeliefsarenotalwayssetinstone.Forexample,inthecaseofrangeanxiety,OEMscanhelptheircustomersunderstandthatwithtoday’srouteplanningtechnology,range
concernscaneasilybeovercome–andofcoursethatthevehiclesofferedwillexploitthistechnology.In
general,OEMsshouldaimtoinformthemarketabouttherealitiesoftoday’sEVs,includingbothadvantagesandchallenges,sincetheindicationsarethatthiswillcreategreateracceptance.
AnotherareawhereOEMsshouldeducatethemarketisincentivesforelectrification.Thisisacomplex
topic,becauseeveryregionandcountryhasitsown
arrangements.Francecurrentlyhastheworld’shighestCO2taxes,butGermanyhasalsointroducedaCO2
chargeinrelationtoautobahns,forinstance.And
theEUoffersa“payloadbonus”whichallowsEVsto
weighmorethanconventionaloneswithoutpenaltytocompensatefortheweightofthebattery(28%ofourrespondentswereunawareofthis).
Sustainabilityshouldbepartofthepackage
Asnoted,ifOEMsretainownershipofassets,itmaybeeasiertocreatecircularity,potentiallyhelpingbothOEMsandtheircustomerstofulfilltheirsustainabilitygoals.
Betterenergyuseisanotheropportunitythatariseswhenmanufacturersretainownershipoftrucksandbatteries.Theyshould,forexample,beabletoexploitfuturebatteries’capacityforbidirectionalcharging.Atruck’sbatterycouldstoreenergyfromsolarpanelsonitsroof.Whenthereisasurplus,consumersina
nearbybuildingcouldbesuppliedwithenergybya
stationarytruck,ortheenergycouldbefedbackintotheelectricitygrid.Inthisway,thevehiclecanactasamobileenergystore.
Manysustainabilitymeasureswillalsohave
commercialbenefits,sincetheyreducewasteandmakebetteruseofresources.
“Subscriptionmodelsoffera
practicalandattractivesolutiontotheprimarybarrierofhigh
upfrontcostsassociatedwithzero-emissionvehicles.By
spreadingoutthecostsand
providingcomprehensiveservices,thesemodelsmakeiteasierfor
truckingcompaniestoadoptgreenertechnologies,therebyacceleratingthetransitiontoamoresustainablefutureinthetransportationindustry.”
RenataObradovic
GroupClientPartnerCapgemini
16TheRiseofSubscriptionModels
HowCapgeminihelp
温馨提示
- 1. 本站所有资源如无特殊说明,都需要本地电脑安装OFFICE2007和PDF阅读器。图纸软件为CAD,CAXA,PROE,UG,SolidWorks等.压缩文件请下载最新的WinRAR软件解压。
- 2. 本站的文档不包含任何第三方提供的附件图纸等,如果需要附件,请联系上传者。文件的所有权益归上传用户所有。
- 3. 本站RAR压缩包中若带图纸,网页内容里面会有图纸预览,若没有图纸预览就没有图纸。
- 4. 未经权益所有人同意不得将文件中的内容挪作商业或盈利用途。
- 5. 人人文库网仅提供信息存储空间,仅对用户上传内容的表现方式做保护处理,对用户上传分享的文档内容本身不做任何修改或编辑,并不能对任何下载内容负责。
- 6. 下载文件中如有侵权或不适当内容,请与我们联系,我们立即纠正。
- 7. 本站不保证下载资源的准确性、安全性和完整性, 同时也不承担用户因使用这些下载资源对自己和他人造成任何形式的伤害或损失。
最新文档
- 水弹性城市道路绿化施工技术规范征求意见稿
- 上海市市辖区(2024年-2025年小学五年级语文)统编版期末考试(上学期)试卷及答案
- 上海市县(2024年-2025年小学五年级语文)统编版期中考试(上学期)试卷及答案
- 荆楚理工学院《习近平总书记关于教育的重要论述研究》2023-2024学年第一学期期末试卷
- 电冰箱、空调器安装与维护电子教案 1.3 拆装空调器
- 湖南省长沙市宁乡市西部乡镇2024-2025学年二年级上学期11月期中数学试题
- DB11T 1125-2014 实验动物笼器具
- 第4章《一元一次方程》-2024-2025学年七年级数学上册单元测试卷(苏科版2024新教材)
- 同轴继电器市场需求与消费特点分析
- 关节镜市场发展预测和趋势分析
- 必看!设备管理必须要懂的一、二、三、四、五
- 空冷岛专题(控制方案、谐波及变压器容量选择)
- 斯派克max操作手册
- 结合子的机械加工工艺规程及铣槽的夹具设计
- 林武樟 完整阳宅讲义 笔记版[方案]
- 液氧汽化站安全技术操作规程2018-07.docx
- 《会滚的汽车》ppt课件
- 督学与校长应彼此“亦师亦友”
- 注册物业管理师考试历年真题及答案
- 了不起的盖茨比经典台词
- 定向就业类别考生单位同意报考证明
评论
0/150
提交评论