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     Everyone has weaknesses, the enterprise is the same. When CIMC container business for 14 consecutive years, the share of the global market share of the first, who also did not think of the 2008 to the global financial crisis that once the giant far has not recovered. Can't say here CIMC no prospective, since 2002 began to buy up road transportation vehicle manufacturers, and gradually extended to the offshore drilling platform, cold chain logistics industry, CIMC has begun the orderly transition of the development strategy of the enterprise, enterprise from the longitudinal development gradually evolved into a horizontal type development to resist the risk appear. From the development and the transformation of the industry development of road transport vehicles and offshore drilling platform, as set in the group's next take-off and laid a solid foundation.

    2004--2007, Chinese domestic logistics industry began the reform and development of road transport vehicles, with the rapid development of CIMC group subordinate to the China economy, made some special vehicle product market share of the first title, but by the end of the financial accounting, special vehicle profit is far lower than expected, the technical content is not high, the production threshold low products, domestic producers everywhere, Shandong Liangshan Industrial Zone, Hubei Suizhou Industrial Zone, almost each and every family in the production of special vehicles, several workers and electric welding machine is worn, can be a pair of steel processing into a trailer, and the sales volume is good. Disorderly market competition, resulting in the group will be the strategic adjustment of the development of road transport vehicles for: fine management, technology, fine profit as the core. At that time China sinotruk host plant profitability and growth are first-class, the annual output value in 2008 the entire CNHTC beyond development, CIMC has profoundly realized that no host business, not only improve the heteronomy products, together with the various host plants have been felt in road transport vehicles and their threat to expand or new private car when you enter the host industry, had to make a decision. The acquisition was a group into the main idea of commercial vehicle host made, it is understood the group has worked with many domestic manufacturers of cooperative acquisitions without success, time is imminent, and set in the vehicle group led by President Li Yinhui to find suitable opportunity to realize the dream of CIMC vehicle. The reason I can refer to my blog"CIMC, Chery, JAC, Hualing, Anhui automotive industry dream... ".

   In short no matter how to say, set Swiss United truck has been seen in public! Pendulum how to achieve sales in this goal in front of difference set rui. Before written an article "Set Swiss card how to solve four big difficult problems listed before"This blog post, in fact only from the image of the brand, market positioning, sales network, after sale service, but not related to the terminal market really what to do, according to the recent years sales summary, feel set, want to achieve sales breakthrough from the following aspects should be to solve the problem of terminal sales in the terminal market:

   The first: how to determine the terminal point of market, competitors and market characteristics and user habits

   Commercial vehicle market has important partition, area and weakness is often said that the advantages of the region. The advantage of regional China heavy lies in the east of Southern China and North China, the two major areas of the annual sales accounted for more than the entire Chinese heavy truck sales 70%; regional liberation is north and northwest regions; Futian Automobile sales more obvious in North and central China region; Dongfeng Automobile in the northwest and Southern China regional market more advantage. Can be seen from the cross market competition in the market of North China, North China market in Swedish truck as the entry into a new product requires courage, according to the years of experience, the region should be called a mature market. In a mature market, set Swiss United truck should be how to permeate? I think first of all is to conduct market research, understand competitors are the main problems on the one hand, on the other hand, it is necessary to consider the market characteristics and the user's habits. The characteristics of the market here refers to two aspects: the first is the traditional market sales season and off-season and species number of various models of the subdivision of sales and cargo, such as the Tangshan market is likely to heavy half hanged, the main transport steel etc.. Second refers to the competitor's sales network is how laying, such as 4S store has an agent or manufacturer directly set the level agents, first-tier cities and second tier city is how to layout etc.. The user habits and purchase a car purchase a car channel is to focus on the main unit, purchase a car purchase a car consumers purchase vehicles or retail, what is the standard, brand, financing, follow suit? Shaanxi in the domestic vehicle rate a lot, why in the southwest market such as Guangxi Yunnan market not? Because there is a dragon in the East, the years of the formation of the market reputation in where, where the parts are complete, so the Shaanxi are sold there. How can there be Shaanxi? The author thinks that can do, because there is less automobile vehicle sales, so the parts were less, resulting in the market more lose more, thus formed the vicious spiral. I think the more single brand in the market dominance of the place, the more chance! Set Swiss United truck the gnawing the market? The author believes that Guangxi, Yunnan and other approved Yuchai machine market, the Yangtze River Delta region and other developed regions tend to be more receptive to new things, region is set Swiss United truck to the focus of attack area.

  Second: how to make good use of distribution channel, distribution channel advantage play

  Set Swiss United truck marketing network is not lonely, United truck marketing network started than any previous a heavy truck manufacturers, because of the large joint truck behind the CIMC group marketing network and Chery automobile marketing network. If in addition to join the new set Swiss United truck sales network, then United truck sales network can be used "huge" to describe the word. How to make good use of the huge marketing network? The author thinks that blossom everywhere should be a feasible way.

  CIMC vehicle marketing services throughout the company can pose a prototype display and publicity; CIMC Group factory can pose a prototype display and publicity; throughout the Chery dealer can also display box propaganda give up a few square metres of space; United truck built or dealers can pose a prototype for display and publicity. So many places have united truck vehicle publicity and display, always can let people know more about the United truck. The author of a sentence: if you want to experience other people tell you to buy a car, you first have to let people know you are such a person, a car. Similarly, high streets and back lanes to see United truck, so a long time natural ear dye witnessed accepted.

  Remind a word: customer is united truck dealers, and is the largest distributor.

  Third: how to solve the financing problem of growing, forming protection scheme of risk control and marketing combination

  Do credit in recent years, the author deeply aware of Chinese mortgage loans (vehicle) this piece how immature. Hebei province do the largest Car Loan company in large group is how to control risks? The risk is how to deal with? Please Baidu search "Jidong" guardian knew. Shanghai has a self unloading loans more famous is Tongyue leasing, but also the mode.Financing is to solve the problem of funds of customers, why would evolve into such a situation? The majority of dealers said customers not good, do not act in accordance with the contract; the bank said that I no matter, anyway, my money is big, the customer does not repayment you dealers compensation; the court said to enforce the case more than 10 million, you first consultation, is enforced, it would be N years; the customer said I transport, cargo owe me money not to give me, I can give you? Have a look this is what logic? The author also through court car loans, but more often by some "strongman" to the community treatment, no way, in the final analysis is the credit of our mechanism is not mature, is the national regulations and management issues.

  Only a short while ago, "zero Shoufu" mortgage banks active in the heavy truck market, dealers by raising prices, sign the contract of yin and yang to bank customers to obtain loans, this is only for a point of order, abandoned the principle, and ultimately harm or dealers or manufacturers themselves.

   Market competition is inevitable, for the increasingly fierce market competition, set Swiss United truck to make full use of financing this double-edged sword to be discussed, the important point is to improve risk control ability and understanding of customer overall financing credit business personnel, do not take the competition as an excuse to give up, the risk control principle.

  Fourth: how to use the sword after sale service penetration client, formed an important market reputation, to solve the new problems and new products

   Turn over the domestic heavy truck service manuals, almost all have a clear demand: as long as it can start the car after sale problem, all need to the service station to solve! This article has now become the biggest headache for heavy truck customers. If a valve is broken, repair needs 30 yuan, the customer to the service station to run back and forth 50 kilometers beyond, so many customers will automatically give up the warranty, buy their own repair parts, so as to increase the brand vehicles of disgust.

   I think this is wrong, but a lot of heavy truck manufacturers not to repair, that is the service station service car or drive personnel not or too little, but the cost is too high, feel the high cost of repair. According to the author, many manufacturers of heavy truck manufacturers understand for customer service service fees is adopted in the contract, (I do not know the specific cost, estimated) to a certain brand of heavy truck as an example, the annual sales of heavy truck of about 100000 vehicles, so the manufacturers within will give customer service service after sale service costs about 8000 vendors, have customer service service departments deployment. Vehicles encountered a problem, need to pay, good little lose a little, to speak with a customer is appropriate, in short, a bowl of soup, a year. Service station is strictly according to the manufacturer's instructions to customer service (does not rule out a lot of after sale service deliberately black manufacturer of money), the provisions of manufacturers do not go out to repair, service station does not go out, otherwise it is not their own money?

   Attached to a Bo Wen before"The essence of heavy truck brand connotation is the first-class service"

   The present China truck after sale service that is not in place, is the manufacturers cost allocation problem. To fundamentally solve the problem, manufacturers can question after sale service allocation of funds from the new account.

   United truck as a new brand, want to subvert the service market, take the real service banner, the author thinks that the vehicle after sale service cost allocation plan, similar to the risk of account, each car extraction part of service guarantee fund, made a cumulative service account to do after sale service platform service lever, in customers, let customers get more benefits, believed the United truck can go far.

 

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