“We rely on technology to eat, not on quantity.†During the media group visit on December 16th, Li Hongwei, deputy general manager of China National Heavy Duty Truck Jinan Special Vehicle Company (referred to as “special vehicle companyâ€), threw out this view. Slipper,Mens Slippers,Ladies Slippers,Vionic Slippers CHANGZHOU LVSONG INTERNATIONAL TRADING CO.LTD , https://www.yuanhangsupply.com
In the era of “sales†by truck manufacturers, such “distinct†views clearly surprised some reporters present. Why did Li Hongwei say this? How does the special vehicle company rely on technology to eat? Does this "rice" fragrant?
The key lies in "special"
“Our special vehicles are heavy trucks that meet special conditions and special needs.†said Yu Xiyou, deputy general manager of the special vehicle company responsible for research and development.
It is understood that special vehicles generally refer to various wheeled or crawler-type vehicles used for traction, obstacle clearing, sweeping, lifting, loading and unloading, etc., or they have fixed special instruments and equipment to perform professional work monitoring and fire fighting. Clean and other vehicles. However, the meaning of the heavy-duty special-vehicles mentioned by Yan Xiyou is obviously different from this. “The users of the heavy-duty trucks are mainly special requirements for the working conditions and use of the vehicles.â€
It is precisely because the special vehicles are "special". Therefore, in his view, the market for special vehicles is also very special and it is difficult to judge the season.
In addition, there is also a "special" point, the user is not looking at the car to place orders, but according to the requirements of orders. In other words, compared to other manufacturers' heavy trucks, it is the relationship between "clothing and customization." “We need to communicate with our customers first to see what kind of needs he has, and then see if we have the ability to research and develop, and then we can determine if we can place orders.†Xixi You said.
Therefore, in the dealer training in the afternoon of the day's business conference, Li Hongwei warned the dealers: "We can't pick up the list that we can't pick up. We don't want dealers who don't understand the technology."
Use technology to change sales
It is not easy to "tailorize and customize on demand." "Good tailoring" has not been alive since ancient times, and even some lively pushes cannot push it off. Jin Xiyou told reporters that a user had come to the door and had to place orders.
“Taiyuan Iron and Steel Group (TISCO) wants a tractor with more than one vehicle and the total mass of traction is 160 tons. After we started our research, we felt that the technical difficulties were too great, but they insisted on placing orders.†Youxi Xi told reporters. TISCO used the aggressive approach of “Hebei Heavy Industry was not the first, and there was still a car that could not be done.†This allowed the leaders of the heavy-duty trucks to take over.
“After we overcome multiple problems, we finally achieved a performance of seven cars and a load of 160 tons. The car we made not only fully meets customer requirements, but also sells at half the price of the 1.6 million imported foreign cars of the same type.†. Yuxi Xi said that a low-speed tractor with seven cars is not only filling the gaps in domestic products, but also rapidly gaining market share at low prices.
"There are many special customers whose special needs are also coincident. Therefore, the company also classifies these requirements and launches a series of products." It is learned that the "Deterrence Engineering Warrior" developed by special vehicle companies this year is the only one in China. It is a multi-purpose dump truck that can be used in mining areas and can also be used on construction sites and can be used for license plates and landfill transportation in cities. Youxi Xiyou said, “The series of dump trucks was also developed according to the special needs of many previous users. Later, it was gradually developed into a full range of products. It is expected that 3000 vehicles will be sold next year, accounting for 46% of the total sales expected. (The sales target for heavy trucks will be 6500 next year.) Vehicle)."
In the same way, the "Deterrence Long Header" that will be promoted in the next year will also evolve from "special demand" to "conventional products", and will develop three major platform products - lightweight, heavy-duty, and mid-range. “In the country, there are regulations that limit the length and payload of trucks, but many countries do not have such regulations, so the export market for long-haul vehicles is still good. In addition, there are also many users who are more concerned with safety in China, like the long car. According to Li Hongwei, the company is currently negotiating 200 orders for long-haul cars with a Mongolian company.
Therefore, the special marketing method of “changing technology for sales†has created a clean “blue sea†for special vehicle companies in a “Red Sea†heavy truck market, and has easily won back orders.
Although the amount is small but big
It is understood that the special vehicle company expects to sell 4,500 vehicles this year, and the target for next year will only be set at 6,500 vehicles. Does this seemingly small number make it "full"?
For the company's profit situation, the special vehicle company secretly declared. However, from a story told by Xie Youxi, you can get a glimpse of it. “A special user has asked us to develop a vehicle that can be suitable for transportation on planes. Because the cost budget is too low, we have increased the price by 20,000 yuan at the time of delivery. I did not expect the user to actually increase the value of 50,000 yuan.†So it seems that Users of special vehicles are very insensitive to the prices of special products. It is certain that the profits of individual products of special vehicle companies must not be low. Compared to ordinary heavy truck products as low as two or three thousand dollars, perhaps the profits of heavy truck special vehicles is several times.
In addition, from Li Hongwei’s determination to “do not understand the technical dealers†and “if you place orders unscrupulously, even dealers with orders of 1,000 are not requiredâ€, you can also see that the special vehicle company absolutely does not want to “eat without foodâ€. ". According to him, next year, the company continues its policy of fine soldiers, and it will be compressed in the region, removing all unqualified dealers. In his conversations with reporters, reporters everywhere can feel the courage to kick the dealers and not to be single. As the saying goes, "wealth and thickness," and if there is no financial support behind it, I am afraid Li Hongwei's "qi" is to be two short points.
People who often eat glutinous rice in the south know that although they look at the same glutinous rice and rice, they feel completely different from what they eat. The glutinous rice is extremely resistant to hunger. If glutinous rice is compared with rice, the ordinary heavy truck is rice, and the special vehicle is glutinous rice. Although the amount is small, it is very easy for people to “eatâ€.