Wall mounted enclosure，wall mount enclosure，wall mount data enclosure，plastic enclosure wall mount wybox inc. , https://www.wybox-inc.com
The tractor market in Anhui is concentrated in Puyang, Quzhou, Anhui and Suzhou. Among them, Shenyang is the largest market for tractors in Anhui Province. At the highest peak, nearly 10,000 tractors were sold each year. With the gradual saturation of the market, Xiangyang's tractor sales began to decline in 2010. In 2012, affected by the downturn of the entire automotive industry, the tractor market in Anhui was at the lowest level in history, but the sales of tractors in Xiangyang, Quzhou, Handan and Suzhou remained over 1,000 vehicles.
Several tractors markets, such as Fuyang and Chongqing, have one thing in common. They all belong to the capacity-output market. Because the local economy is underdeveloped, there is no industry and resources are scarce. In the past, some people working at home had gone out to work and transported and started shipping, thus bringing their relatives, friends, and people from the same village to run the transportation. Therefore, there is a common strange phenomenon in these markets. Although sales are large, there are not many tractors running in the street. When the reporter was interviewed in Fuyang, no more than five tractors were seen along the road from Fuyang Railway Station to the Automobile and Trade Logistics Park in Xiangyang Development Zone. Last year, the number of new tractors in Xiangyang reached 3,000. “The users here are basically buying cars locally and driving sports cars in the coastal areas that are economically developed in Zhejiang, Guangdong, and Fujian,†said Tang Liumin, general manager of Xiangyang Anda Automobile Sales Co., Ltd.
It is precisely because of this market characteristics that the local transportation linking business is extremely developed. There are more than 500 transportation companies in Shenyang alone, and end users are affiliated with the transportation companies. The transportation companies make advance purchases, which causes the end users to be basically transported. The company has mastered that the marketing personnel actually face the transportation companies, not the end customers.
In such a competitive product, it is in an extremely weak market. It can be said that every small step is difficult. However, fortunately, in 2013, with the joint efforts of the Huaihai Breakthrough Project Team and Anhui netizens at the headquarters of Dongfeng Commercial Vehicle Market, Dongfeng Tianlong has been recognized by more and more users, and in some key outlying villages and towns, such as Taihe of Xiangyang. The counties and Wuhe County have a significant increase in sales volume and market share.
Fu Ruixiang, change marketing mode, battlefield moves down, full sales
From January to August 2013, Ruifuxiang sold 168 tractors and completed 78% of the annual target, which has far exceeded the total sales volume of last year.
The reason why this achievement can be achieved is that Liu Yuanyuan, deputy general manager of Ruifuxiang Automobile Trading Co., Ltd. believes that this is inseparable from the change in their marketing model, from the passive dependence on transportation companies to the initiative in grasping end customers.
“This year, we established a direct-operated store in Wuhe County, which has merged the original secondary service outlets together. This is equivalent to a small 4S shop and has a three-person marketing team.†Liu Yuanyuan told reporters. After the battlefield is moved to the front-line market, sales personnel can directly face the end customers and introduce to customers the advantages of Dongfeng Tianlong. According to the customer's operational needs, the company can recommend the most suitable models for customers based on different lines and road conditions. Speaking of the new direct-operated stores in Wuhe County, Liu Yuanyuan appeared confident. “Wuhe County is the market with the largest demand for tractors, with a market capacity of 500-600 units. In the past, Wuhe’s customers could only contact the sales staff by telephone, and they had to drive 75 km to see the car. In the downtown area of ​​Wuxi, the distance of 75 kilometers is very likely to result in the loss of customers. Now that there are directly-operated stores, exhibitors, salesmen, and parts are all keeping up, our sales in Wuhe have improved significantly. In the first half of the year, more than 50 vehicles have been sold.†Next, Ruan Fu Ruixiang will further explore the operation model of direct-operated stores, and increase their enthusiasm through salespersons’ equity participation.
Fu Ruixiang also has a breakthrough weapon, which is their service. Rui Fuxiang vehicle maintenance services mainly rely on Yunfeng service station, Yunfeng service station is Dongfeng commercial vehicle service station and accessories procurement platform in Handan, service station maintenance personnel have more than 80% have more than 10 years of maintenance experience Skilled hand. Excellent repair technology, adequate spare parts supply, fast service response, and enthusiastic service guarantee are the service stations themselves. It also wins a large number of loyal customers for Bian Furuixiang. Baoye Material Co., Ltd. is one of them.
In 2002, when the company was first established, it mainly sold cement. In 2008, it started to transport raw materials. The company also divided into two. Baoye Materials Co., Ltd. and Baoyun Materials Co., Ltd. were established. Bao Jun, the team captain of Baoye Materials Co., Ltd., told the reporter that at first, the company bought two Liberated J6s and two Dongfeng Tianlongs, and finally approved Dongfeng Tianlong through the operation. Now the company has a total of 140 vehicles, all of which are Dongfeng brand, of which 65 are tractors alone. All the vehicles purchased by Baoyun Materials Co., Ltd. are Dongfeng brand.
“Product quality is one aspect. We mainly look at Dongfeng's service. Our car transports cement along the high-speed railway in Anhui, where the high-speed train is repaired, where our cement goes, and people stop parking 24 hours a day. The service can't guarantee the operation of the vehicle at all.†Jun Jun said that due to good maintenance, the first batch of Dongfeng Tianlong listed in 2006 was still in use now and the operation status was not bad. However, due to the consideration of safety and maintenance costs, this batch of old vehicles will soon be phased out and new vehicles will still be purchased. "Although many other companies are staring at us, even giving zero down payment trials and other preferential policies, but we will not consider, we will recognize the wind."
In addition to the cooperation with the Yunfeng service station, Ms. Fu Ruixiang has also established its own service station to further enhance service capabilities and open up the post-market. This is also the practice of their full sales philosophy. According to Liu Yuanyuan, all personnel including service and maintenance should be included in the sales category. “We want to promote the Dongfeng brand to customers in the process of repairs and services, including Dongfeng’s products, Dongfeng's genuine accessories and Dongfeng's services.â€
Fuyang Anda, from the "Tuba Road" to the "Regular Army", to complete the terminal, extend the value chain
In the same way as Ruan Fu Ruixiang, in order to achieve a breakthrough in a weak market, Liyang Anda has also adopted the “direct hitting Huanglong†approach to cross the transportation company to extend its reach directly to end customers.
Xiangyang Anda is a sales recruit of Dongfeng Commercial Vehicles. In the past, it mainly engaged in transportation, affiliation, and sales of semi-trailers. In December 2011, it joined the sales network of Dongfeng Commercial Vehicles as a single tractor product line. “We sell about half a dozen semi-trailers every year. Most of them are loyal customers and are affiliated with our transportation companies. As long as half of our customers are converted into Dongfeng Tianlong users, we have at least 500 sales per year. There is a wide gap between facts and expectations. Last year we only sold more than 200 tractors." Speaking of last year's results, Tang Liumin, general manager of Liyang Anda Automobile Sales Co., Ltd., appeared to be losing.
However, Tang Liumin soon changed his mind. “The main reason why we did not achieve the expected sales target last year was that we were not able to reach end customers. Therefore, this year, we have developed a strategy to “build key townships and create leadership customers.†Ethereum is Pilots, walked into the terminal, established a 4S shop in Taihe, visited 50 key towns and cities in the surrounding area to understand market and customer information, and cultivated a leader customer in each key township. At the same time, they also drove the show cars directly into towns and townships. To publicize the site, provide customers with answers to their concerns about car purchases, recommend products that meet their needs, and provide a variety of alternative financial solutions as well as insurance, semi-trailer, and household-based resource plans."
Adhere to finally have a return. In just half a year, the market share of Dongfeng Tianlong in Taihe County increased by 10%.
In addition to the end-to-end market to catch end customers, Tang Liumin will personally bring marketing personnel to the main capacity output area every quarter, that is, where the customer is located to run the market, to understand the customer’s car purchase needs and operations, and to promote products and safety to customers. Regulations and provide some help for customers. It usually takes more than a month for a customer to run in a circle. After coming back, they will formulate a good business policy and solution for the collected user information so that they can attack the next time. “We used to do this when we used to do semi-trailer sales. The model of selling tractors is also continuing. However, unlike in the past, we are now driving vehicles directly to the delivery outlets and hanging banners. , Blowing a horn and making propaganda along the road." Tang Liumin's smile at that time was so confident. After more than a year of hard work, the effect gradually emerged. From January to August this year, Liyang Anderson sold more than 200 tractors, which has exceeded the sales volume of last year. Liyang Anda, a sales recruit, proved his strong strength in only one year.
In order to pull the customers of its transportation company into Dongfeng, Tang Liumin moved the office of the transportation company to the sales company. “Customers come to pay for insurance, do annual inspections, and when they come in, they can see Dongfeng Tianlong, have more contact, listen more, and they will gradually become interested in Dongfeng Tianlong. I am confident that they can turn them all into Dongfeng users. ."
Next, Tang Liumin’s plan was to drive sales through service modules such as services, insurance, and semi-trailers, extending the value chain. Good service to the countryside, service, and cooperation with the maintenance of a large parking lot to provide genuine accessories. In the area of ​​insurance agents, we will make better use of our resources. In addition, she also intends to do more on the logistics information platform. "By collaborating with logistics information websites to install logistics information terminal equipment on vehicles, customers can understand local logistics information at any time and anywhere, and increase operating revenue by paying only a small amount of information costs. More than a dozen users have tried this past year. Monthly transaction volume increased by 1-2 orders. This is a more promising development direction in the future."
Tang Liumin said that in the past, he was a "Tubachi Road," and now he has joined the marketing network of Dongfeng Commercial Vehicles to become a "regular army." However, during the interview, the reporter deeply felt that the marketing model explored by "Tujia Road" was not inferior to the "regular army."