With the increasing marketing power and social awareness, China National Heavy Duty Truck "Family Accessories" has become an important support for the influence of China National Heavy Duty Truck brand.
More than 1,000 "Family Accessories" steel distribution outlets and monthly sales exceeded 100 million yuan in sales success... With Sinotruk's "Family Accessories" marketing force and social awareness rising, "Family Accessories" has become China National Heavy Duty Truck The important support of brand influence.
Along the way, it is not easy for China National Heavy Duty Truck Co., Ltd. to obtain today’s achievements.
5 years
From the second half of 2005, China National Heavy Duty Truck started from scratch and set up its own subsidiary company, China National Heavy Duty Trucks Co., Ltd., a subsidiary company. By the end of 2009, China National Heavy Duty Truck made major adjustments to its "Family Accessories" system and established a new China National Heavy Duty Truck Parts Sales Department, which became a secondary unit directly subordinate to the Group Company.
With the enhancement of the status of China National Heavy Duty Truck Parts Department in China as a whole, the Parts Division also provided strong technical and service support for CNHTC's vehicle sales. In particular, in 2009, China National Heavy Duty Truck Parts Department can withstand the impact of the international financial crisis, hand over the annual sales of 760 million yuan, an increase of 3% year-on-year so impressive. Once again proved the value and importance of its existence.
"Love family accessories" as China's heavy truck in the heavy truck industry to create a benchmark for family brand service, has developed so far in the country has a considerable scale. Li Pengxing, general manager of China National Heavy Duty Truck Parts Sales Department, proposed at the “Family Accessories†business meeting that in order to realize the industrialization and socialization of “kinren’s accessories†and expand the influence and market share of their loved ones brands, China National Heavy Duty Truck Parts Sales Department will Continue to expand the distribution of the steel network. In the whole year of 2010, the new regional accessories sales center has expanded to 60, and 200 accessory distribution outlets have been developed around blank cities, county-level or county-level regions. At the same time, the accessories sales department has also integrated the main 4S shops, center service stations, and special service stations of CNHTC Sales Network and after-sales service network into the “Family Accessories†distribution system, which are all directly supplied by the Parts Department and regional sales centers. Covers all provinces and regions in the country. As a result, the sales network of China National Heavy Duty Truck's "Family Accessories" has become increasingly rich and tends to improve.
However, with the network integration and expansion of the “Family Accessoriesâ€, the original regional distributors were tense. They felt that this integration and expansion would threaten their original market position and share. In response, Li Pengxing said at the mid-year meeting of the China National Heavy Duty Truck Parts Sales Department held recently that the expansion of the sales network of "kinren's accessories" is an unavoidable development trend for the future development of Sinotruk, and it is to increase the brand influence and market of the entire sales. The only way to occupy the market is the imperative of network expansion.
Two apologies
As the folks say: It's a good thing. April 12th was the day when China's heavy-duty truck parts management model was transformed. Since then, China National Heavy Duty Truck Parts Department has converted the extensive warehouse management reforms into scientific and efficient order-based sales. The only domestic heavy truck company adopts this advanced management model. This reform can be described as a benchmark for advanced management in accessories management.
Touching the stones across the river, the road under the feet is not good to go. This change made China's heavy truck parts department face the biggest test of self-organization. Due to changes in the operation procedures of accessories, 55 million orders were not delivered until the end of May. In this regard, Li Pengxing and Deputy General Manager of the Parts Sales Department Wei Feng expressed his sincere apologies to the “Family Accessories†distributors at the mid-year meeting of the Parts Sales Department. The hard times behind the two "I'm sorry" have made it hard for everyone to forget.
In the past, China National Heavy Duty Truck Parts Division will formulate a full-year parts production plan based on the annual sales plan, and then remanufacture the final product into the warehouse. After the reform, the spare parts store in hand was not owned, and the dominance of the accessories department was restricted by the production department. In addition to the lack of experience in order sales management, the classification of the order products and the unfamiliar operation procedures such as logistics and distribution led to a large number of orders. Stuck and cannot deliver on time. This change has also caused the dealers of the “Family Accessories†to question the China National Heavy Duty Truck Parts Department for the first time. However, under such a difficult predicament, China National Heavy Duty Truck Parts Department quickly adjusted its management methods and trained a large number of logistics talents for the new production methods.
So far, the order delivery period of the accessories sales department has been greatly improved. In the most difficult period of the accessories sales department, none of the dealers of “Family Accessories†withdrew from this steel marketing network. “Adjusting the structure, changing the process, crossing the threshold, and crossing difficulties†is the four reform processes that Proposed Parts Department will face when Li Pengxing assumes the post of general manager of China National Heavy Duty Truck Parts Sales Department. As far as the current development is concerned, China National Heavy Duty Truck Parts Sales Department has worked with all outlet dealers to overcome this difficult reform.
Achieve across
With the increasing visibility of China National Heavy Duty Trucks in the industry and the continuous expansion of user groups, coupled with delays in the order of “family accessories†caused by the pre-adjustment structure, some fake counterfeit accessories manufacturers are Into the virtual, took up a lot of the originally belonged to China National Heavy Duty Truck "family accessories" market share.
The inferior quality of counterfeit products not only brings direct economic losses to the users, but also damages the brand image of Sinotruk's “kin of love accessories†to some extent. Some unscrupulous merchants have even made the same "three guarantees" commitment as China National Heavy Duty Truck "Family Accessories". "This is an open challenge to China National Heavy Duty Truck. In order to promise end-users that Sinotruk is a socially responsible company, China National Heavy Duty Truck decided to take up legal weapons and initiate legal proceedings against companies that illegally use Sinotruk brands."
Li Pengxing said that China National Heavy Duty Truck Co., Ltd. has made a determination to fight counterfeiting in the face of unscrupulous merchants who fake counterfeit accessories on the market. On the other hand, counterfeiting of “kinship accessories†has continued for many times, which further proves that China National Heavy Duty Truck “Family Accessories†is very popular in the domestic heavy truck market.
China Heavy Duty Truck Deputy General Manager Yu Youde proposed a "three-year, three-step" plan at the "Family Accessories" business conference. In 2010, it achieved sales of 1.5 billion yuan to complete sales network layout; in 2011, sales reached 2 billion yuan. Yuan, optimizing network layout, integrating network service functions, providing thoughtful support for the after-sales service of the vehicle; achieving sales of RMB 3 billion in 2012, where there will be service support for “relationship with relatives†for Chinese heavy vehicles, and realization of accessories Industrialization and socialization.
However, is there such a leap in the development of such ideals? According to the production and sales plan of China National Heavy Duty Truck "to maintain 190,000 and strive for 200,000" in 2010, the sales of 15,000 yuan for a car will be used to calculate and sell 190,000 to 200,000 vehicles. , can make accessories sales reach 2.85 billion to 3 billion. According to the rapid development momentum of China National Heavy Duty Trucks Co., Ltd. monthly sales exceeding RMB 100 million, and the monthly sales growth from the same period of the previous year, RMB 3 billion in sales of accessories will be completed in 2012, and RMB 1.5 billion in sales of accessories will be guaranteed by the end of 2010. The sales target of Yuan is completely achievable.