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In the first half of this year, China’s industrial manufacturing sector has stood the test of unfavorable factors such as snow disasters, rising raw materials and energy, and surging labor costs. The reporter recently learned from Weichai Power, China’s largest supplier of high-power engine equipment. In order to defuse market risks, Weichai Power actively adjusted its product sales structure to meet the needs of different users with diversified product offerings. This business strategy of “not putting eggs in a basket†has achieved initial results. From January to June, the total sales revenue of Weichai Power reached 28 billion yuan, and the number of engine sales units increased by 58% from the same period of last year.
As we all know, Weichai Power is a manufacturer of a full range of engine products. The products are widely used in heavy trucks, construction machinery, agricultural machinery, ships, and power generation equipment. Since 2001, the growth rate of heavy-duty trucks in China with a capacity of more than 15 tons has remained high year after year. As the only company that has introduced the engine technology of Steyr heavy-duty trucks, the high-power engine produced by Weichai has been in short supply, and the vehicle power accounts for the company. The proportion of products rose linearly. In 2007, the sales volume of commercial vehicles with 10-12 liters accounted for 87% of sales. Weiquan Zhang, general manager of Weichai Power Marketing, and Feng Gang, deputy general manager, pointed out to reporters that the truck market will not grow year after year. Once it declines, companies face great risks. Enterprises cannot focus too much on a particular area. In the first half of this year, although the truck market was driven by favorable factors such as toll collection, infrastructure investment and other favorable factors, Weichai still actively reduced the proportion of heavy truck engines in the sales of products, and expanded the 12-liter or higher and Deutz medium and small platoons. Quantity of engine sales. From the sales of Weichai products online, truck engine sales are still the largest, but the proportion has begun to decline; and the sales of auxiliary equipment for construction machinery, passenger cars, generator sets, and ships are on the rise.
In the first half of the year, Weichai took the initiative to implement a sales structure adjustment, and the sales of its products in the generator set market rose rapidly. After entering the car crane market for the first time, the amount of supporting products in the first half of the year reached 5,000. In addition, Weichai has strengthened its product competitiveness in the passenger car market. In the past, the advantages of Weichai products were mainly reflected in the 11-meter highway passenger car, and there was basically no supply in the bus market. Weichai Power introduced a series of products complying with the State's three emission standards. After adjusting the sales structure in the first half of the year, Weichai Power introduced a series of engine products equipped with buses and tourist buses, which increased by 72% over the 11-meter passenger car market. At the same time, Weichai continued to maintain its position as the "king of heavy truck power," and provided more than 12 liters of engines for special vehicles such as container trucks and tankers in accordance with the tendency of heavy trucks to expand to higher horsepower.
Regarding the fundamental reason for the growth in the first half of the year, the person in charge of Weichai Marketing Corporation stressed that the key to the engine as an intermediate product lies in the advanced quality and technology. In order to let customers understand the products of Weichai, the sales staff will customize the product support plans according to the different needs of different users; and the application engineering department set up by the sales company will timely convert the information and product solutions returned by customers and front-line sales personnel into technical requirements. , provided to the manufacturing department to produce products that meet customer requirements. In addition, weichai service stations throughout the country have actively carried out after-sales service work to obtain end-user use, so that Weichai can understand and guide market demand in the product development and improvement stage. Weichai technical development and market sales personnel judge the market more precise. Weichai began to promote sales of the Guosan Engine in the first half of this year. Although the adoption of internationally advanced high pressure common rail technology led to an increase in vehicle prices by 25,000 yuan, the promotion of the technology began before the product was launched, allowing customers to understand In addition to the advantages of emission control, the three-country machine also provides additional values ​​such as low fuel consumption, easy operation, and low failure rate due to its high-pressure common rail system. By the end of June, the sales volume of the three engines of Weichai Blue has exceeded 20,000. station.
In order to evade corporate business risks, Weichai Power also established strategic partnerships with leading OEMs in different industries in addition to diversified sales: In terms of heavy trucks, it has reached the sole supplier agreement with Shaanxi Auto Heavy Truck and Futian Auman Heavy Truck; In terms of construction machinery, Liugong, Longgong, Xugong and other six major domestic manufacturers were developed as full-range supplier customers. The total loader load for this year is expected to reach 200,000 units. In addition, the continued growth of exports has enabled Weichai to expand further into overseas markets. It is expected that this year Weichai will export 30,000 units in the 10 litre and 12-liter engine markets, and it will reach 50,000 units by 2010.
According to the person in charge of Weichai's marketing, by the end of this year, the number of Weichai engines will exceed 1.2 million units. With 2,000 repair stations built throughout the country, the company's sales of accessories and special oil will reach 1 billion yuan this year.
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