Ankang Wang Jianwei: Get rid of the traditional thinking of selling clothes without having to "kill" and not "fire around"

100,000 units in three years, this is the goal in front of a company registered for half a year.

Wang Jianwei is the "first responsible person" of this goal. As the sales and service director of Anhui Cummins Power Co., Ltd. (hereinafter referred to as Ankang), sales and service are his two major tasks.

In the traditional impression, people who sell are often “killing” and vow to compete with competing products; those who do services are often “good at fire fighting” and where they need to be.

However, Wang Jianwei is not traditional.

Wang Jianwei, Director of Sales and Service, Anhui Cummins Power Co., Ltd. Wang Jianwei, Director of Sales and Service, Anhui Cummins Power Co., Ltd.

Sales: Don't have too much competitive thinking

“Too many competitive thinking is not good for everyone.” This is Wang Jianwei’s view of sales.

The market is competitive, and of course there will be pressure, but these are not important. “Cummins' vision is to help customers succeed, customers succeed, and they will succeed; customer value is realized, and their value will be realized. Therefore, we must focus on providing good solutions to customers, understanding, caring and satisfying. Customers. In the process, too much competitive thinking will disrupt the pace." He told the China Truck Network reporter.

As an engine company, Ankang needs to cooperate with the OEM to get the user's needs and ideas. In addition, Ankang is also working to strengthen research in the market. “Need to go deep into the terminal, establish systematic communication with dealers and customers, and not chat “on the go” (the information obtained in this way is relatively scattered). At present, Ankang’s perception of the market and customer needs is Greatly improved," he said.

Following this line of thinking, the work to be done is very clear: to provide good products with advanced technology, reliable quality and comparative advantages. Behind the simple sentence is the sweat of a group of people. Take the 3.0L product as an example. Although it is not a Cummins brand, it is a product of Ankang, and it must have Cummins quality. What we hope to pass to the user is a message: "Ankang produced, Cummins quality. In order to achieve this goal, the company's more than 100 R & D personnel to make the necessary improvements to the current 3.0L product, and the original 3.0L product is essentially different. "Wang Jianwei said.

Anhui Cummins B3.0 engine Anhui Cummins B3.0 engine

In the critical period of emission regulation switching, product layout is a top priority. Before the establishment of Ankang, Cummins and Jianghuai had had many communicationes in the planning of the sixth country and the improvement of competitiveness. Therefore, the national six did not start but continue. From the product line, the engine of Ankang's plan basically covers the Jianghuai heavy-duty truck and multi-functional commercial vehicle. The 3.0L, 4.0L, and 4.5L National Six products have multiple power segments to match different power requirements and usage scenarios. For example, 3.0L plans 3 power segments, 4.0L plans 5 power segments, and 4.5L has 4 power segments.

The problem that many people care about is that, in addition to supplying to Jianghuai, Ankang's products are still supplied to whom. Regarding this sensitive issue, Wang Jianwei replied that from the perspective of marketing strategy, Ankang is a joint venture between Cummins and Jianghuai. The main focus is to increase the market share in the Jianghuai product series, but it does not rely entirely on the parent company's help. Marketize and develop your own ability to win the market. "First, deepen the Jianghuai, to achieve the ideal occupancy rate. Jianghuai light trucks have a scale of more than 200,000 vehicles, and it is not impossible to do the Jianghuai (including domestic and foreign), reaching the goal of 100,000 units. Second, the future will not be ruled out. Use the Cummins brand to find new supporting customers in China," he said.

Service: There is also a "solution" for repairing a car.

As we all know, the product complexity of Guoliu is much higher than that of Guowu. In particular, the structure and control strategy of the post-processing system are complex. The high integration makes it easier to reflect systemic problems. The difficulty of judgment increases, and the fault code is often reported. In addition, from a regulatory perspective, OBD is stricter than before (it is 4 to 5 times the original). As long as the emissions are slightly different, it will immediately alarm and the user experience is very poor. At the same time, the complexity increases and the difficulty of troubleshooting increases. The “more difficult to repair” reflects not the mechanical failure but the “soft” fault in the electronic control.

"If you encounter the above problems, users will be flustered, so more communication and guidance are needed." Wang Jianwei told reporters that Ankang is preparing training for end users and dealers, and will start training for dealers in the second half of the year. More than 1,000 service stations in Jianghuai and nearly 1,000 service networks in Cummins are the perfect foundation for Ankang to carry out services. However, compared with “services are timely maintenance”, Wang Jianwei’s service concept is “service is an extension of products” -- It's not a simple car repair, it should provide a system solution.

Anhui Cummins B4.5 engine Anhui Cummins B4.5 engine

Developing an intelligent diagnostic system is an important part of the solution. Today's engine electronic control components are extremely numerous. If you rely on the repairman to take the diagnostic manual, it may take a long time to find the fault point. In order to improve the maintenance efficiency, Cummins is developing a diagnostic aid system. When the company's products are launched, the diagnostic system will be put on the service provider. It is worth noting that the diagnostic system has the ability to learn, and large data will be formed after a large number of engines are diagnosed, and the efficiency of the diagnosis process is improved through self-learning. "For example, there were 20 diagnostic steps in the past. After 10,000 times of using big data to form self-learning, the diagnostic steps will be shortened to 3-4 steps, greatly improving service efficiency," he told reporters.

In the sixth phase of the country, it is equally important to provide cleaning equipment. After using DPF for a period of time, it will be blocked and difficult to clean. Wang Jianwei found that the cleaning effect of existing cleaning equipment in China is not very good, only about 80% or even lower. In North America, there are mature DPF cleaning equipments at a high price, so Ankang introduced the equipment to China and re-developed it. After the listing of the National Sixth, DPF cleaning equipment will also be put into the service network. “Experiments have found that our cleaning efficiency is as high as 99%. In theory, it is no different from the new one. On the one hand, after the cleaning, the user continues to use; on the other hand, it can also be used for remanufacturing of parts, and the cleaned DPF is directly replaced. Cleaning can greatly reduce the maintenance cost of users." Wang Jianwei said.

Anhui Cummins Power Co., Ltd. Anhui Cummins Power Co., Ltd.

The third is the remote brush writing system. The engine software needs to be updated and optimized. The previous practice was to contact the user to upgrade the software at the service station. Now the vehicle's intelligent network has remote brushing conditions. Ankang's approach is to upload the software to the cloud server, and then push it to the engine ECM through the car network, and notify the customer to find a place to park and refresh through the car prompt screen, which saves a lot of user time. According to him, the time of brushing software varies according to the product, and the average time is only 2~3 minutes, which greatly saves the user's time cost.

Whether it is from the calibration of sales products or the solution of after-sales service, Anhui Cummins' development concept oriented to meet the needs of the industry has already been demonstrated in the early stage of development. You don't have to be murderous, you don't have to fight around. Ankang will use the unconventional way to turn the 100,000+ small goal into a reality in the next two years.

Reading volume: Source: Chinese network of truck: Wu Yi

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