Dongfeng Commercial Vehicle Company: Ningxia Market to Attack Bo Market

In the past nine months, although the medium and heavy truck market is still in an overall downward trend, the marketing work of Dongfeng Commercial Vehicle Company in Ningxia region is in full swing. As a distributor of the “end-of-the-art nerve ending” of the full-value chain, it has diversified its gap with competitive products, built 4S stores, expanded service stations, increased credit products, and used a strong sales service team to strengthen the presence of Dongfeng in the region; Specialized teams, independent resources, and specific goals, with a focus on seizing market segments; influencing government decisions, bidding for large corporate sources, solving customers’ urgency, and shaping customer loyalty with professionalism.

Comprehensive offensive intensive service network

In 2012, the commercial vehicle market in Ningxia was hampered. Affected by the country’s macroeconomic situation, Ningxia, as a province with large output of resources, has seen a sharp drop in coal transportation volume, which has directly affected the sales of commercial vehicles. Because of the advance consumption of the market in the past two years, the commercial vehicle market in Ningxia has been saturated. In the first half of this year, the market capacity of Ningxia has dropped by more than 1,500 vehicles since last year. Dongfeng Commercial Vehicle Co., Ltd. was also affected by this, and its sales volume declined, but its market share still occupies an absolute advantage.

The market situation is not good, sales continue to decline, and investment by other brand dealers begins to shrink, but Dongfeng Commercial Vehicle's dealers have shown a spurt attitude. Gan Qingning's regional manager Liu Bo of the Ningxia regional supervision group said that 2012 is the year of the network transformation of Dongfeng Commercial Vehicle Company. Ningxia's network planning is based on the establishment of a strategic distributor as the core and the county as the planning area. The scientific and rational network Planning is an important foundation for market management and can show dealers a long-term and clear future.

This year, Ningxia Dongshengyuan Automobile Sales & Service Co., Ltd. has acquired dozens of acres of land in Yinchuan, Wuzhong and Guyuan, respectively, with only one purpose - to build 4S stores. The person in charge of the company said that the investment in the three stores is probably around 70 million yuan, and it is expected that they will start operations before the end of next year. "We operate the Dongfeng enterprise as our own industry. Continuous operation requires continuous investment. We are not small businessmen who want to run for a profit." The person in charge said when facing the author's questions. Ningxia Dongshengyuan, which has been in business for nine years, has experienced the ups and downs of the market in these years, and has been able to calmly face the impact of the off-season and can see the future market prospects.

Dongshengyuan's judgment on the market is that the crisis can also be turned into opportunities. Dongshengyuan will increase investment, it is possible to meet the arrival of the peak season market when the new store is built.

Concentrated attacks will weaken the weaker

Although Dongfeng Commercial Vehicle Company has an absolute advantage in the Ningxia market, not all market segments are satisfactory.

In the weak market, Dongfeng Commercial Vehicle Co., Ltd. has been thinking about ways to increase sales. After market research, it found that the sales of the Hercules X3 has been declining in Ningxia, and Hercules’ products have been continuously improved, and they have the strength to compete with competing products. There is an opportunity for breakthroughs. To this end, Dongfeng Commercial Vehicle Company guided distributors to organize separate teams to expand the Hercules product market. For this reason, the Hercules X3 market share has been increased from 8% to 30% this year.

Earlier this year, the Trustworthy Company established the Hercules X3 project team and networked a group of "handsome generals" with extensive sales experience. After clarifying the tasks, the project team will follow the characteristics of the night-time operation of the slag truck, follow the car to understand the operation conditions, the characteristics of the crowd, and the use preferences, and recommend suitable products for this purpose. On the basis of obtaining a certain amount of sales, the project team strengthened the quality of service. At the same time, in the area of ​​financial products, the company devoted itself to solve the real problems for its customers. The trustworthy company was favored by customers. As of August, the trustworthy company has sold 80 X3 products this year, and last year it had only 50 vehicles.

X3's sales experience shows that in any commercial vehicle segment in Ningxia, as long as our distributors truly focus on it, they all have the opportunity to win. After all, Dongfeng is the first brand in Ningxia. "Liu Bo said with a smile.

Value-added services to expand competitive advantage

In addition to attracting customers with high-quality vehicles and quality services, in the off-season, dealers in Ningxia are also trying to provide customers with more value-added services. They have done a lot of work in terms of providing sources of supply, influencing government policies and resolving arrivals and lodging.

In early September, an aluminum company in Ningxia once again purchased 20 Dongfeng Tianlong from Dongshengyuan of Ningxia. Such "unexpected orders" are only due to one casual customer service. Prior to this, the aluminum company and Dongshengyuan had pure business relations despite their business contacts. In August, the aluminum company’s co-transportation company suddenly defaulted, causing the aluminum company executives to do nothing. There are not many large transport companies in Ningxia, and it is even harder to find them with good credit protection. At this time, when he learned that Dongshengyuan Company implemented 24-hour monitoring of outbound transport vehicles, it could effectively avoid phenomena such as speeding, fatigued driving, overloading, etc., and had corresponding regulations on routes. The matter was urgent. He immediately called Dongshengyuan and hoped to call 40 Tianlongs within two days. Although there are difficulties in actual operations, the person in charge of Tung Shing Yuen still promised it. After full screening of various factors such as credit, experience, and vehicle conditions, Dongshengyuan called for the required vehicles in just one day and successfully completed its transportation tasks.

Changing the crisis into an opportunity and changing the off-season into a season of consolidation, the sales team of Dongfeng Commercial Vehicle Company in Ningxia has embarked on a road to growth that suits regional characteristics and its own development. They will accumulate in the off-season and will also erupt during the peak season.

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