Statistics show that from January to October this year, Kunming Yunnei Engine Co., Ltd. engine sales reached 277,032 units, an increase of 17.49%, the results are still gratifying, of which only the sales of Dulver series reached 85,000 units. Chang Yangbo is very optimistic about the future, he said that this year's sales impact Dulva series of products has been taken by 100000 units, the figure will double in 2018.
Good products and good technology are the motivation for cloud-based confidence, but they are obviously not satisfied with this. To further expand the market share of light-engine engines, cloud-based power has also exerted a lot of hard work in sales and service.
Three three-level mechanism is worth the investment
Yunhong, general manager of power assistant marketing general manager Wang Hongliang told the "China Automotive News" reporter, in the country's light engine market as a whole was weak, the momentum in the cloud remains high growth, the market share steadily improved, the success of the following three point:
First, the implementation of the four national emission standards mandatory, cloud-powered products laid a good market foundation, the product itself, cost-effective, has been recognized by the majority of customers and vehicle companies; second, cloud power on the vehicle companies The supporting layout is reasonable, the foundation work in advance is in place; Third, cloud power marketing efforts, with the dealer to establish a good interactive relationship.
In short, good products coupled with good service is the cloud of power to maintain sales lead the successful experience. Well, good service is how to create? There is really a lot of articles, everything from the three three-level mechanism that Start.
'Cloud power to establish three parts reserves, training three reserves, technical support mechanisms' Wang Hongliang said that it is the cloud within the power of the establishment of three three-tier mechanism to protect the company in sales and service aspects of an unbeaten place.
In terms of accessory support, the motivation in the cloud is putting in manpower, material and financial resources at no cost. First, we stock less commonly used accessories at the company level, and the dealers have less demand for this type of accessory, so the company reserves it as an emergency Second, for commonly used accessories or wearing parts, we nationwide, according to the type of engine carried by each car business reserves; third, free to focus on the service station to provide parts, by their reserves. 'Wang Hongliang Say.
'Cloud power in the new product before and after the listing, will carry out a series of training.' Wang Hongliang introduced that the company established the company, marketing department, the market front three levels of training system. So far, the clouds within the power of a total of more than 200 organizations Field training, of which more than 100 games are for the products already on the market, another more than 100 games are not delivered to customers in advance of the product.In his view, with the country's four emission standards for enforcement, cloud power Engine technology is also more and more complex, and only allow service station stakeholders to master the technical characteristics of new products and repair skills, in order to better do the end customer service.
In addition, the cloud power has also established a three-level expert advisory group for the country's front-line service outlets to provide technical support.Hong Hongliang this is a hometown of many: 'The first level is the company level, cloud power organization of about 20 technical adviser team, Mainly by the company's technology, quality and marketing team members together; second advisory group by the marketing company's service management staff; the third level is the service station level, we select 23 service stations in the country as a backbone, they Professionals can quickly solve the problem in the first place.
It is understood that, in order to ensure the smooth launch of products to the market and find the problem to respond quickly, cloud power in training, accessories and technical support has invested at least 30 million yuan.Wang Hongliang said: 'We think these inputs are well worth the effort.'
'Service to the terminal' is a must
For the cloud of power, with more than 5 customers with cloud-powered models, is the company's major customers. 'We will take the initiative to contact them and establish communication channels in order to carry out precision services.' According to reports, this Precise service is based on the actual needs of customers, take the initiative to carry out customized services. 'According to the vehicle's situation and the nature of users, we will formulate the corresponding service plan.' Wang Hongliang further said.
In accordance with the usual ideas, to provide high quality services to end customers, the vehicle companies should do.Cloud engine as an engine manufacturer, also chose to do so, what is behind the reasons?
Wang Hongliang given the answer: 'cloud power as a light engine to win the market business, service concept has been consistent with the passenger car companies a uniform standard.' He told reporters that cloud power within the past two years put forward the 'service Do the terminal 'slogan, is a profound understanding of the engine product services to the terminal is a must.
'To meet the national emission standards for more than four models, many vehicle companies do not have the ability to repair services' in Wang Hongliang opinion, first of all, to the terminal to both protect the interests of the cloud within its own power, but also to promote the vehicle Second, the cloud of power and vehicle companies have also reached a supporting service agreement, which is more conducive to the long-term sales of engine products; Third, passive service intermediate links are very redundant , Seriously affecting the customer experience, can not meet customer requirements for higher and higher services. 'If we save the middle part of the first time to do a good job, then customer satisfaction will increase.' Wang Hongliang that it is the service to do Terminal created such a win-win situation.
Sales master to solve the sale problem
'Unlike other companies, cloud power in the process of solving after-sales problems, the sales department is responsible for the master control work.' Wang Hongliang pointed out that sales department for the first time understand the problems encountered by customers, convened technology, quality and other departments to solve. The sales department even has the power to assess and rate the quality of service of other departments.
Wang Hongliang on the role of sales master made this evaluation: First, to quickly solve the problems encountered by customers; second, to grasp the product operation and the most accurate product quality information; third, who found that who feedback, who Tracking, who assess the service model, truly solve the customer's problem.
Today, cloud power sales force engaged in is no longer a simple sense of sales. 'We not only to which product which models understand the heart, but also to become a half-technician, in-depth knowledge of the engine.' Wang Hongliang Told reporters that the products of other manufacturers may be waiting for the vehicle companies to purchase, cloud power is the initiative to contact the vehicle business, communication vehicle supporting matters. 'As the cloud of technology, quality and sales staff, must have accurate judgments Which product is compatible with the corresponding model. 'He said.
"Of course, the good girl should be equipped with a good man," but we will not sell the car because the engine is good. 'In Wang Hongliang's opinion,' the cloud power will be based on the vehicle's use, consumer groups and Corresponding laws and regulations and the price to provide supporting programs.Dulwich series of products mainly for the coastal and first and second tier cities with the nature of the vehicle logistics supporting the package, YN series products are mainly sold to the third and fourth tier cities or suburbs of the city.
'Depot push, the terminal pull', Wang Hongliang summed up the essence of the power marketing within the cloud, while vehicle manufacturers to establish a good relationship between the one hand, and dealers to establish a benign interaction between the entire sales chain opened up, This is the winning magic cloud power sales.