At the end of the year, it was at the time of inventorying and summing up that the commercial vehicle market in 2010, with the rapid growth of China's economic growth, had swept away from the downturn in the global financial crisis of 2008-09, showing a trend of rapid growth. The country’s large investment in infrastructure and urban transport systems has brought business opportunities to manufacturers of automobiles and construction machinery, and the upstream and downstream of the industrial chain has also experienced a rise in the height of the ship’s height: Take diesel engine manufacturer Dongfeng Cummins Engine as an example. In December 2010, its production and sales volume exceeded 200,000 units in the first 11 months. It is expected that the annual output will reach 225,000 units, far exceeding the 129,000 units in 2009 and setting a record high. Behind the overall excellent performance is the outstanding performance of each business segment: In the face of Dongfeng Cummins' largest vehicle partner Dongfeng, Dongfeng Cummins’ heavy-duty truck assembly volume increased by 68% year-on-year. The growth rate comes from a closer cooperation approach: Dongfeng Cummins is keeping pace with Dongfeng Commercial Vehicle's new market expansion projects, and will fully support each vehicle's product line from market research, promotion to service. In addition, other commercial vehicle manufacturers such as Dongfeng Cummins, Futian Hualing, and JAC have also cooperated closely. The increase in sales volume is much higher than the average increase in the industry; in non-vehicle markets including engineering machinery, generator sets, and marine applications, the year The year-on-year increase in sales volume is more than 100%, of which the construction machinery market can be said to be close to the target market through the combination of “Dongfeng Cummins + Construction Machinery Enterprise + Dealer†in three ways: displaying product advantages, answering user doubts, Trust users and eventually turn the opportunity into an order. In the field of passenger cars, Dongfeng Cummins has also made considerable progress with its advantages in products and services, in particular consolidating the advantages of the country's three electric control and hybrid bus markets. If it is said that a good macro economy and a magnified market demand are the external conditions for Dongfeng Cummins to achieve outstanding performance, then strengthening marketing and service capabilities is a “secret weapon†for Dongfeng Cummins to surpass the industry’s average growth level. "Dongfeng Cummins's rapid growth in production and sales in 2011, to a large extent, thanks to our 'two-legged walk, end-to-end' marketing strategy changes and 'expert services, the world's implementation of a new service concept'. Dongfeng Cummins deputy general manager Bai Yuan summed up. "Walking on Two Legs, Pulling on the Terminal" is a marketing strategic adjustment made by Dongfeng Cummins for the changing trend of the diesel engine market: With the continuous improvement of the end-user application level and the popularity of information brought by the Internet, the end-user's quality for the engine includes: The difference between power reliability and fuel saving performance is also becoming more and more important, and the end user has determined that the main configuration of “single point†sales has become mainstream. The traditional model of marketing only for vehicle manufacturers cannot adapt to the new market situation. Walking on two legs is to combine the marketing of the entire vehicle manufacturer and the marketing of the end user, to extend the tentacle of marketing directly to the terminal, to understand the needs of the end user, to explore business opportunities, and then to launch the optimal product delivery and service flow. To implement specific measures, Dongfeng Cummins has set up 13 business offices in key regional markets to function as business opportunities for discovering, nurturing, realizing sales and after-sales services. A business office is an independent marketing execution center. Due to the concentration of resources and the short decision-making chain, it responds quickly and accurately to the right place. It completes the excavation and realization of numerous terminal sales opportunities. Taking the city bus market as an example, Dongfeng Cummins has tracked the latest planning of urban bus construction in the target market through the Commerce Department, introduced the product in a timely manner, and added value to its users with its all-weather 24*7 service commitment, resulting in an increase in sales volume in the bus market in 2010. The rate reached 100%, especially in the "Ten City Thousands" hybrid bus project. The Dongfeng Cummins Engine was recognized by most users. According to incomplete statistics, in the first 11 months of Dongfeng Cummins's passenger car market orders, the specified quantity of orders directly from end-users reached 14%, and continued to rise. In fact, terminal-driven sales will not only find more business opportunities, but will also make engine manufacturers occupy more favorable positions in the industrial value chain. Walking on two legs not only goes faster but also goes more steadily. As important as terminal-driven marketing, Dongfeng Cummins is focusing on service enhancement. For a long time, users have the impression that the joint venture brand has many service procedures and lack of flexibility. In the view of Dongfeng Cummins, service processes and specifications should not be at the expense of weakening service quality: a brand that pursues high-quality engines, not only This means that the product operates efficiently and reliably, and it should also maximize the user's entire use value. This includes the professionalism and timeliness of the service. To this end, Dongfeng Cummins has launched a service brand called “Expert Services, Run the Worldâ€: “Expert Services†means that the overall service level of Dongfeng Cummins and the technical level of service personnel must always be maintained at a high level. With the implementation of the national three and even four national emission standards, electronically controlled engines have become the mainstream in the market. Service and maintenance are no longer the protagonists of the past, but computer diagnostics, which also imposes higher requirements on the overall quality of service engineers. . In order to meet the professional service business standards, Dongfeng Cummins further strengthened the training mechanism in 2010 and established a number of regional training centers throughout the country. The intensive training as a long-term mechanism has continuously improved the professional knowledge and service skills of service engineers. At the same time, it also supplemented with the "big contest" skill contest, which also provided a platform for exchanges and improvement at the same time as encouraging service technicians to compete. Expert services are also reflected in the rapid repair of faults, which require quick access to spare parts when needed. In order to make genuine maintenance spare parts closer to service stations and users, Dongfeng Cummins set up a spare parts pre-repository in various regions of the country in 2010, which greatly shortened the time for adjustments. The high-density service network of more than 1,200 service stations nationwide not only satisfies mass markets such as trucks and buses, but also extends to the more remote locations where the engine of the construction machinery is located. According to the characteristics of large losses due to missed work in the construction machinery industry, some Under special circumstances, it can be repaired first, followed by responsibility, and it is welcomed by users. At the same time, in 2010 Dongfeng Cummins began to replace the new service station store standard across the country, with a bold, unified new logo to remind users to regular service station maintenance to ensure the interests of customers; expert service engineers, elegant and pleasant service The environment of the shop, intimate operation and maintenance tips, all give the user a warm service feeling. Looking back at the past, it is to better look to the future. 2011 is the first year of the “Twelfth Five-Year Planâ€. All manufacturers in the industry are inspired by good performance in 2010 and are full of expectations and expectations for 2011. In Dongfeng Cummins' view, no matter how the market and the big economic situation change, close to the terminal and service upgrades these two secret weapons will be a solid foundation for long-term success. Brick Cutting Saw,Metal Cutting Machine,Concrete Cut Off Saw Goldsen International Trade Co., Ltd. , http://www.yypowertool.com