Liaoning has never been the traditional market of Dongfeng Cummins. In order to break this situation, Zhao Tie, director of Dongfeng Cummins Shenyang Business Department, and his colleagues conducted an in-depth analysis of the local market conditions and characteristics, and decided to use the cold chain market as a breakthrough. assembly Dongfeng Cummins ISZ engine Dongfeng Liuzhou motor H7 models to open up the situation.
Zhao Tie, Director of Dongfeng Cummins Shenyang Business Office
When visiting the old customer Shenyang Tianshun Road Logistics Company, Zhao Tie accidentally learned that at the end of March, the company and another cold chain company resources integration, set up a new supply chain management company, is expected to purchase 70 units this year. The cold fresh transport truck, Zhao Tie and colleagues immediately decided to recommend the H7 tractor that fits their needs very well.
Zhao Tie and colleagues discuss work
In fact, Dongfeng Liuqi and Tianshun Lufa Logistics Co., Ltd. have had cooperation in the past and have a good foundation of trust. However, there are many challenges in selling new products to old customers. On the one hand, other companies have also rushed to make such a big order. On the other hand, H7 has a small amount of storage in Shenyang. For local customers, it is a new model, and customers will inevitably have concerns.
Zhao Tie and Liu Qi H7
However, Zhao Tiehe and colleagues analyzed that the customers in the logistics industry are paying more attention to the fuel consumption and reliability of the vehicles. The reputation of Liuqi H7 and ISZ engines in other markets is still very good, and customers should be fully aware of H7. Product and technology advantages, to dispel their inner concerns.
To this end, Zhao Tie and his colleagues visited the customer many times and patiently explained the advantages of this model and the ISZ engine. They shared a large number of user examples in Shanghai, letting customers know that H7 is a very mature and reliable product. Most worth mentioning is that ISZ engine has excellent fuel-saving ability, and many customers feedback 4*2 drive H7 standard fuel consumption. Less than 25 liters / 100 kilometers, can reduce a lot of transportation costs, which makes customers very satisfied. In addition, they have developed a series of maintenance service programs for customers to further protect their after-sales rights.
Zhao Tie and Liu Qi H7
Hard work pays off, through the unremitting efforts of Zhao Tie and colleagues, the customer has recognized and selected Dongfeng Liuqi and Dongfeng Cummins, and finally signed 20 vehicle purchase agreements, and said that they will consider continuing to cooperate. Zhao Tie said: "In the years of sales and service, we have been adhering to the customer-oriented marketing concept to achieve a win-win situation between customers and the company."
Reading volume: Source: Cummins DCEC Author: Yue FengReel Of Thread,Thread Reel,Silk Thread Reels,Sewing Thread Reels
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