Chapter 127 Popular
Guo Yang is very clear about the importance of agricultural machinery after-sales service. In the future, services and products will be inseparable, and services will also be part of the products.
If you don’t provide services, you are selling incomplete products to users.
At present, the agricultural machinery industry generally does not pay attention to service, and the current situation of focusing on sales but not on service can be found everywhere.
Machine problems often occur while working, especially when working for others. If there is a problem with the machine, the user will be very anxious, and may even be angry.
If after-sales service continues to shirk the blame at this time, or it may be delayed in arriving on-site for repairs or replacement of accessories.
The user's emotions will be further amplified, and the user experience will be very bad.
So farmers are paying more and more attention to services.
Guo Yang had a lot of contact with a large agricultural machinery cooperative in his previous life, and he once encountered such a situation.
The cooperative received strong support from the local government and purchased 10 million yuan of agricultural machinery, but most of these machines were purchased from a small dealer in a neighboring county, rather than a well-known local dealer.
Of course, there is a hidden reason for this kind of seeking the far away at the expense of the near.
The person in charge of the cooperative said that the local dealers are strong and have many high-end machines such as Kubota and AGCO, but their service attitude is very arrogant, and small problems can turn into big problems.
But the farming season waits for no one, and any time lost is a loss.
As time goes by, I no longer buy from local dealers, but choose to buy from small dealers in neighboring counties with better services.
Over the past few years, I have bought tens of millions of dollars.
There is also a well-known agricultural machinery company in China that claims to be number one in paddy field machinery technology, but its sales volume and market share in the domestic market are even lower than those of most domestic companies.
The reason is that most of the accessories of this Japanese company need to be imported.
Due to its lack of understanding of the domestic market, this Japanese company often reserves incorrect parts, and the transportation cycle is as long as half a year.
In addition, accessories are imported into the country from childhood, and then passed through dealers to users. The prices are increased layer by layer, making the prices high.
In fact, some experienced users in China are very satisfied with the agricultural machinery of this company, but because of the after-sales service, they often choose other products when purchasing.
There are also some typical domestic assembly factories. There is a problem with the machines they sell. The dealers ask the factories for spare parts. The factories are often short of spare parts or have to purchase them temporarily from the spare parts factory.
As a result, the product has a very poor reputation.
Of course, there are also successful cases.
For example, in 2015, China YTO's service commitment of "three guarantees and two years" for all series of tractors allowed Dongfanghong to dominate the domestic market for 10 years.
In addition, Jiangsu Province Wode took the lead in launching the "three guarantees and two years" service commitment in the rice combined harvest industry, allowing it to maintain its competitiveness for 10 years, and then transplanted it to rice transplanters and tractors. The same Achieved surprising results.
Therefore, extending the "three guarantees" service can become the core competitiveness of services.
Moreover, the threshold for this strategy is extremely high and it is quite difficult to imitate.
Once a company makes a promise, it must use real money and strong service capabilities to fulfill it. Once the promise to users cannot be fulfilled, the negative impact will be huge.
But Wode's ability to become the dominant player in the field of rice harvesting is not only due to its ultra-long "three guarantee period", but also due to its maintenance model.
As the technical content of agricultural machinery products becomes higher and higher, the structure of the machines becomes more and more complex, and the difficulty of repair increases exponentially.
For example, components such as hydraulic pumps and hydraulic valves cannot be opened without special tools, and the on-site environment does not meet the requirements for repair.
In this case,
In order to improve the efficiency of on-site maintenance and the success rate of one-time maintenance, Wode took the lead in launching a maintenance model of replacing parts and assemblies in China.
By replacing parts, workshop workers with simple training can be competent for maintenance tasks.
During cross-regional operations, the Ward Factory in Jiangsu Province can often send one to two thousand people to participate in maintenance services.
Using this model, Wode has won the trust of users and its market share has continued to increase.
Guo Yang kept searching. Thanks to his good memory, he still has an impression of the service methods of many companies.
For example, tiered services classify maintenance into categories that must be on-site, that can be guided remotely, and cases of false alarms like Fang Jiangchun's.
Another example is using new technologies, sharing service resources, etc.
Guo Yang recorded these one by one.
It’s not yet 2005,
The service period of domestic tractors’ “Three Guarantees” is not only short, but also incomplete. Some small and medium-sized manufacturers even completely rely on dealers for after-sales service.
If Fengkai launches a super-long 'three guarantees' service at this time, supplemented by an efficient parts supply system and a rapid repair mode,
it will crush the entire domestic market. Instant kill!
Although it is not easy,
But Guo Yang has already made a decision.
Fengkai must do it!
Start in one year and build a network in three years. It will take two to three years to build the strongest after-sales service system in China!
The sales target of exceeding 1 billion in three years can be easily achieved!
At the Jiahe Group's strategic meeting on agricultural machinery, after hearing the after-sales service strategy set by Guo Yang, thunderous applause erupted in the conference room.
This strategic plan is magical.
The task is obviously arduous and full of difficulties, but everyone is full of hope.
With the best products, the best technology, and hard work on the service system, it seems that we can see the rising stars of domestic agricultural machinery companies.
……
Some companies only talk about their services, but Fengkai's after-sales service actually takes action.
With Jiuquan and Weifang as the center points, it radiates to major agricultural provinces.
Northwest, Henan, Shandong, Northeast, Jiangsu...
After-sales service outlets are formed in a point-to-point manner, and the service points not only repair Fengkai's agricultural machinery products, but also repair products produced by other manufacturers. Perform maintenance services.
After hearing the news, farmers come to repair tractors, tricycles and other agricultural machinery. The maintenance team will also use their free time to spread new knowledge to farmers.
Explain the functions of subsoil plows and simple solutions to common faults.
It was welcomed by the majority of farmers.
Some people came here to listen to science and technology propaganda without repairing their cars and asked for promotional materials and business cards.
There were also farmers who acted like service teams on the spot. Order tractors and other products.
The agricultural machinery product R&D department has also established horizontal connections with sellers simultaneously, forming an effective information network.
The sales data of tractors also soon received new feedback,
and they are becoming popular everywhere.
But it also received a lot of criticism.
Xinjiang Provincial Corps,
This is a major customer of Fengkai Agricultural Machinery.
Zou Qing is a small leader of the regiment farm and rents 2,000 acres of land. This year, the Corps bought 20,000 jins of Algohe No. 1 from Algohe, and he personally bought 5,000 jins.
The price of 100 yuan per catty really made his flesh ache.
But in the beginning of spring, he had to switch to Alfalfa No. 1, which gave him the idea of changing the machine.
With government subsidies, loans, and manufacturers’ financial policies, I gritted my teeth and struggled with my wife and children, so I bought it.
Two Cheetah 1204s, one worth nearly 200,000 yuan.
120 HP big guy.
It looks powerful, powerful, durable, and has silky smooth control. It does not have many common problems of large and medium-sized tractors.
The hydraulic system is reliable, the 'three leaks' problem has not occurred, and the fuel consumption is not much.
Zou Qing soon fell in love with this cold iron Geta.
But he couldn't help but complain,
"Tractors are good and can adapt to our land conditions, and employees are willing to buy Fengkai agricultural machinery."
"But there are no lawn mowers, lawn rake, balers and crushers. You are making a plane!"
"Yu Xiaochuan, I want to file a complaint against you!"
Yu Xiaochuan laughed in anger,
"I am from Luhe, 豼I can complain if I can’t buy seeds, but it’s my fault if I can’t buy agricultural machinery?”
"Damn, you are all owned by Jiahe. The Fengkai pepper destemming machine has been sold to the Corps, but there is no research and development of livestock machinery. You still say it is not your problem.
No, it will be used when mowing the grass next year. If you can’t buy it, bring over Klas and I’ll use it for a few days.”
Zou Qing will plant 2,000 acres of grass next year, which is a lot of work, but the level of machinery and equipment in the animal husbandry industry in Xinjiang Province is very low, and 90% of it. The above are obsolete models.
For this reason, he bought a 120-horsepower Cheetah tractor just to experience the pleasure of working with ultra-wide farming equipment.
"Wait a little longer, wait a little longer..."
"Beep...beep..."
Yu Xiaochuan quickly hung up the phone, and then called Xiang Tianshan and Guan Cheng respectively to complain.
Going round and round,
Guo Yang also knows about this.
(End of this chapter)