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Construction machinery industry agents advice and suggestions to discuss the stable development of the industry

2018-07-04


According to the forecast of the China Construction Machinery Industry Association, the overall growth of the construction machinery industry in 2018 will be about 15%, and the growth of mining machinery will be 20% to 30%. For the future development of the agent group, what are the reflections of the agent companies? The current hot market situation is established and other issues that need attention, the industry has expressed their views. This newspaper is sorted out for readers.

according to chinaConstruction MachineryThe industry association predicts that the overall growth of the construction machinery industry in 2018 will be about 15%,ExcavatorThe growth rate is 20% to 30%. For the future development of the agent group, what are the reflections of the agent companies? The current hot market situation is established and other issues that need attention, the industry has expressed their views. This newspaper is sorted out for readers.

Cao Weiguo, Chairman of Zhejiang Liyang, made suggestions on the fundamental issues of the steady development of agents.

First, the fundamental problem of the steady development of agents is the basic decision-making and management ability. If there is a problem in the operation, find the reason from the management. If there is a problem today, find the reason from yesterday. A company with mature management should have: fine management and efficient operation; There is a process control system and KPI for process control, which can predict and early warning. There is room and prevention interval. The era of extensive development of agents is gone forever, and it must be refined and efficient to survive and develop.

Second, manage the company with financial awareness and financial ability. Core decision makers and managers must manage the company with financial awareness and financial ability, not just a marketing company. The company's ultimate metrics are return on investment and continued health.

Third, the correct view of right and wrong. The agent is a completely independent business entity, and the only accurate view of right and wrong is from the perspective of the company or the boss. We cannot unilaterally take the right and wrong of customers, employees and manufacturing plants as right and wrong. Of course, the right and wrong view of the company and the boss must take into account the interests of the three parties and ensure that the three parties win each other is the correct view of right and wrong, which is in line with the objective economic law and the classic western market management law.

Fourth, we must build core competitiveness. Although the agent is a proven successful business model, and the next few years can still be sustained and healthy development. But ask yourself: what are your core resources, core advantages and core competitiveness? Region, brand and products, talents, management, maintenance service ability, capital and customer relationship? You should "keep the right" first and then "surprise".

Du Mingwei, assistant to the chairman of Anhui South Asia, talks about the risk control of agents in the construction machinery industry.

Du Mingwei, assistant to the chairman of Anhui South Asia, suggested that agents and manufacturers should establish a risk response mechanism of mutual trust and sharing, as well as an active and effective creditor's rights control mechanism.

In the establishment of mutual trust and sharing of risk response mechanism, to optimize the repurchase guarantee mechanism. In the case that the vehicle cannot be towed back, the financing company authorizes the agent to file a lawsuit. If the lawsuit fails, the repurchase will be considered. However, the premise is that the financing company shall protect the agent's right of recourse, hand over the lessee's information and provide necessary information in a timely manner. If the final repurchaser cannot recover, a risk-sharing mechanism shall be set up, and all parties shall share the losses according to a certain proportion.

For the establishment of an active and effective creditor's rights control mechanism, Du Mingwei suggested that the construction machinery accounts receivable management company could be set up according to the practice of the state-owned asset management company, and all the difficult creditor's rights of the agents would be packaged and handed over to the management company. The asset management company would select a professional lawyer team and a third-party company to pay off the debts through bidding. The agents could do a good job without dispersing their energy.SalesWork.

Secondly, when signing the annual cooperation agreement, timely issue the trailer authorization, simplify the relevant procedures, flexibly require the agent to realize the dynamic monitoring of customers, and immediately retrieve the vehicle once the overdue period is serious, so as to reduce the loss. Manufacturers or financing companies and agents to share the cost of clearing arrears, the organization of claims collection team, the first to clear the arrears, and then according to the actual situation and then ask the agent to advance or buy back.

Zhang Xianfeng, Chief Operating Officer of Foges (Beijing) Information Co., Ltd.LeaseBusiness exploration

In recent years, many agents have also tried to explore in the field of leasing. Zhang Xianfeng said that customer needs have changed, from a single procurement model to an overall solution for equipment. Therefore, for agents, leasing is also the trend.

Zhang Xianfeng pointed out that the leasing business has several benefits for agents: one is an important form of product promotion; the other is to connect customers more closely with themselves; the third is to let customers know their products through leasing, which is a way to transform competitors' customers into their own customers; the fourth is that leasing is a reservoir of equipment manufacturers' capacity and an increment beyond normal sales; the fifth is to be able to develop differentiated products that compete with competitors.

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