XCMG loader realizes market reversal
In 2015, Xugong exports to achieve a new breakthrough, although the domestic construction machinery industry in the downstream state, but still not strong by Xugong, a way to ride the wind and waves.
Xugong carry-scraper division for the "new normal", fast changing ideas, to win market opportunities, focusing on the characteristics of the loader sales, market segmentation, customer segmentation, accelerate dealer system adjustment, vigorously carry out the "three in one" network construction, market share growth of 1.5%, the largest increase in brand to become the industry trend, show XCMG loaders strong market competitive advantage.
XCMG loader realizes market reversal
Take the initiative to stabilize customers
All the sales information on the consolidated management department, marketing center, dealers to collect sales information to collate and analyze the nature, the amount of the purchase, in accordance with the customer, the customer's industry and construction conditions of subdivision, coordination of various departments of the company sales business support has scored an army in Gezhouba Dam the 70 million largest group, Guangzhou Railway Group 31 large, 88 large, large customer sales information to win a single rate of 87.8% key projects sales win rate reached 69.2%, standard rate topped 70% customer bids, the effective protection of the complete sales target.
Large customers have a stable demand for loaders, which plays an important supporting role in the development of enterprises. In the face of unfavorable situation in 2015 loader sales in the domestic market continued to decline, Xugong carry-scraper division to actively promote the customer key project management, in accordance with the system and classification of existing customers, customers will be divided into 25 sectors, out of more than 10000 customers, and according to the national macroeconomic situation, the key in the construction project so, the organization marketing center for the large customer visits, timely customer equipment use and demand situation, effectively promote the development of new customers.
The construction of post myth Market
In 2015, XCMG carry-scraper department in accordance with the requirement of fine management, focus on strengthening the outsourcing services to promote and strengthen the promotion of service quality, strengthen service team construction, strengthen the process control and other aspects of results oriented to carry out the work, with the "315" as an opportunity, full life cycle service planning to "spring action China - line" as the theme of the visits, the package inside the package outside visit customers to develop plans, comments and suggestions to improve the collection of customer service quality in products, which lasted 3 months, visited a total of 19311 sets of equipment purchase, collection of information 1213, achieved sales of 10 million 838 thousand and 100 yuan package of spare parts.
The establishment of a more efficient service operation system, the establishment of the selection of 12 regional service commissioner, responsible for the rapid response at the forefront of the market to deal with repair services, tracking, guidance, supervision dealer service timeliness, standardize information feedback, accelerate the construction of service networks. In 2015, the outsourcing service rate increased by 8.1 percentage points, the outsourcing initiative service rate increased by 19.6 percentage points, the outsourcing service satisfaction was 82.8%, and the service network density reached 92.03%. Through outsourcing maintenance, the sales of spare parts of distributors are 867 thousand and 900 yuan, and the sales of spare parts are 9 million 309 thousand and 800 yuan.
Enhance the competitive power of the region
In accordance with the light thin professional ideas, Xugong carry-scraper division by detailed analysis of operation index and profit dealers of all, focus on the compression of operating costs, estimates of professional operating costs, formulated the "dealer management system", "development", "change the dealer management system from the dealer management system", the bottleneck problem one by one identify the channel in the operation process, make optimization scheme, and in the nationwide channels of major competitors survey, sort out the main outlets rival dealers Distribution and more than 20 sales, provides potential development for the business department adjustment and development of regional distributors. Strengthen the construction of sales network in weak areas, and actively develop loaders franchise dealers, professional sales outlets to enhance product sales. Up to now, a total of 13 new distributors of loaders have been developed, covering 10 provinces, such as Fujian, Jiangxi, Henan, Yunnan, Jiangsu, Shandong, Shanxi,, Qinghai, Hunan and Hebei, with the sales volume increasing by 42.5% compared with the same period.
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