“Lu'an, as the largest prefecture-level city in Anhui Province, has a vast area of ​​18,000 square kilometers, but its heavy-duty truck market is not very big. The annual number of new cars on the vehicle management station is about 3,000.†A local truck veteran told reporters recently.
In Lu'an, there is such a heavy truck dealer who started from the light truck to enter the heavy truck field. Currently, it has sold more than 700 vehicles each year, and its market share has exceeded 20%. This local heavy truck dealer ranked No. 1 in sales - Liuan Jiahe Automobile Industry & Trade Co., Ltd. (hereinafter referred to as Lu'an Jiahe), is also the exclusive distributor of Jianghuai Gefa in Lu'an District. How did Lu'an Jiahe come to the fore in the fierce competition and become the industry leader?
8 years of biggest dealership from bus to truck
When describing how he became a truck dealer, Huang Dezhao, the general manager of Lu'an Jiahe, told reporters that although he previously worked in the commercial vehicle industry, he had nothing to do with trucks. "I was working at the Anhui Bus General Factory in Lu'an City. This company used to be a well-known enterprise in the country. Later, due to poor management, it eventually closed down and was reorganized by Ankai."
After the reorganization, Huang Dejun left Anhui Bus General Factory and decided to go to sea to engage in automobile-related business. In 2004, he heard that the JAC light trucks were soliciting distributors in the Lu'an area. After some understanding, Huang Dejun formally joined JAC.
“In 2005, the JAC Gehl Heavy-Duty Truck was officially listed, and I became a distributor of JAC Gehring.†Over the years, Huang Dejun's transformation has never left JAC.
It is understood that since nearly half of Lu'an's areas belong to mountain areas and there are few industries, after users purchase heavy trucks, more than two-thirds of vehicles will travel to Jiangsu, Zhejiang and Shanghai regions for long-distance transport operations. Therefore, the sales of heavy trucks in Lu'an District are mainly road vehicles, with tractors and trucks accounting for more than 65% of sales; the rest are mainly dump trucks and mixers.
After many years of climbing, Huang Dezhao gradually developed into the largest heavy truck dealer in the region. "In 2010, Lu'an Jiahe's sales were 690 units. In 2012, it was 520 units. This year it is expected to be able to complete sales of 760 units, and the market share will reach 25%. It will be the No. 1 heavy truck sales in the Lu'an area for several consecutive years." According to him, currently in the Lu'an market, in addition to JAC Gehlfa, there are other major heavy truck brands such as FAW Jiefang, Dongfeng Commercial Vehicle, Futian Auman, Futian Ruiwo and others.
Differentiated Competition Yuchai Engine Becomes "Misty Soldier"
Huang Dejun believes that the success of Lu'an Jiahe can be attributed to the fact that Jianghuai Gehfa is the heavy truck brand in Anhui Province, which has geographical advantages and complete product lines. When the market demand changes, the response speed is also very fast.
Second, Luan Jiahe attaches great importance to his own brand image and also pays attention to after-sales service. It is understood that there are currently only two heavy truck 4S stores on the Luan heavy truck market, and one of them is the Liuan Jiahe. “Four years ago, I bought 100 acres of land and established the 4S shop of this former shop and factory. Moreover, Lu’an Jiahe also owns Yuchai’s authorized service stations and service stations authorized by the automaker. The two authorized distributors are also only one in Lu'an, Huang Dezhao told reporters.
Why did you spend so much effort building a 4S shop? Huang Dejun obviously has his own considerations. It is understood that the heavy duty after-sales service stations in the Lu'an area are basically maintenance factories in the society, which creates a drawback. Since dealers have no jurisdiction, when the user's vehicle fails, it is difficult for individual service stations to excuse their busy business. Solve the problem for the user in time.
In sharp contrast, Lu'an Jiahe not only has more than 1.6 million yuan in spare parts reserves, but also requires its service station to adopt a cost-free after-sales service model. "The company requires the service station to send someone to help the user solve the problem immediately after receiving the user's request for help.
Third, in Huang Dejun’s view, the engine’s power is also an important factor in his success. He told reporters that, to a large extent, users buy heavy trucks to buy engines. At present, Yuchai's engines are very satisfying to him in the heavy-duty horsepower segment. “At present, due to Yuchai’s strong power and fuel economy, the 220 to 270 hp segment is particularly popular among users. More than 90% of users in Lu'an Jiahe have opted to buy models equipped with Yuchai engines. Horsepower, I don't have much worry."
In terms of high-power engines, Huang Dejun once was very "headache." He believes that Dongfeng has Cummins and DCi11 engines, and Xichai Aowei is liberated. Auman is using Weichai. Everyone has their own expertise. Therefore, compared with competing products of more than 270 horsepower, although JAC Geerfa also has products equipped with Xichai and Weichai engines, the competitiveness is not obvious.
With Yuchai 6L and 6MK entering the heavy truck power market in recent years, Huang Dezhao saw the dawn of solving the problem of high-powered engines. "Now, in the 270-horsepower market and above, I have chosen to push YC6L-equipped products. These products have a cost-effective advantage and can achieve differentiated competition. Now, in the truck market, our market share is quite high."
Yuchai quality assurance is full of confidence in the 2014 market
It is understood that due to the implementation of the National IV emission standards in advance in most cities and districts in Jiangsu Province, directly leading to a substantial increase in sales of heavy trucks in neighboring Anhui Province, Liu'an is no exception. In Huang Dejun's view, this is not a good thing, because it will indirectly overdraft 2014 heavy truck sales.
“The current overdraft is very severe. At the end of the year, it should have been the off-season for heavy truck sales. However, sales are still very strong. I sold 12 dump trucks last week and on November 28 I signed a sales contract for 8 tractors. Huang Dejun said.
However, even under such circumstances, Huang Dejun still has full confidence in the 2014 heavy truck sales.
"As the freight rates continue to slump, vehicle fuel consumption has become a key factor for users to consider. Low fuel consumption products are naturally welcomed by users. If the same route, the same goods, a brand of vehicles burned 100 more than the other brands. 200 yuan of oil, then the user will be very concerned about." Huang Dezhao told reporters that the current Yuchai engine has been formed in the mouth of the Lu'an users a good "fuel-efficient" reputation, "Some users to me to reflect, with the horse segment of the Jade Compared with competing products, the diesel engine will save two cents a kilometre."
"With Yuchai 's good quality assurance, in 2014 I was confident that the sales of Lu'an Jiahe would be at least equal to this year's sales." Huang Dezhao said at the end of the interview.
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