【Commercial Vehicle Xinwang Original】
Since the second half of 2021, the impact of China VI emission switching has continued to be released, coupled with the suspension of infrastructure projects and the rise in oil prices, the commercial vehicle market has declined significantly, and the competitive pressure between car companies has increased. For brands, it is imperative to quickly capture users in a limited market. The level of service ability is the key to success or failure.
When it comes to brand services, there are different evaluation dimensions, from after-sales maintenance to answering questions for consumers. It is undeniable that the consumer's impression of a brand begins to form from the moment he walks into the 4S store.
Recently, in the "China VI Service Satisfaction Survey" carried out by the commercial vehicle news media, the reporter came to the 4S store of Auman Heavy Truck - Beijing Yinhan Huaxing Trading Co., Ltd. (hereinafter referred to as "Yinhan Huaxing") to visit the service level of Auman Heavy Truck as a car buyer.
Efficient and accurate communication directly to user needs
Yinhan Huaxing is located in Doudian Automobile City, Fangshan District, Beijing. Entering from the main entrance of the Motor City, on the right hand side is the storefront of Silver Han Huaxing, and the open space in front of the store is a parking area, all full of Auman dump trucks, which are very grand at a glance. As soon as the reporter and his party arrived at the door of the store, Manager Ding, the sales consultant of Yinhan Huaxing, greeted them. After the reporter explained his intentions, he did not directly start recommending products, but first let us sit down and carefully inquired about the daily car needs.
"What do you do?" Is it to run logistics, or to pull the slag? What route to run? How many tons of pull? What price can be accepted..." In the face of Successive questions from Manager Ding, the reporter said that he wanted to buy a tractor to run logistics, and there were two main needs, one was that the horsepower was greater, and the other was to save fuel.
Hearing that the reporter wanted to buy a tractor, Manager Ding said that auman EST 6x4 tractor is the main sales model in the store, but the inventory at the end of the year is insufficient, there is no existing car, and it needs to wait. "There are many options for this car, you can register on the form first, and later I will recommend it to you according to your needs." There is also a configuration table here, so you can also browse for yourself.
After some patient communication and meticulous comparison, Manager Ding recommended to the reporter the Auman EST 6x4 tractor, equipped with a Fukang 580 hp A13 national SIX engine and a ZF automatic transmission, and calculated a variety of financial solutions based on the reporter's situation.
"The A13 engine is a new model tailored by Fukang for Auman heavy trucks, which is powerful, highly matched with the whole vehicle, and more fuel-efficient." In addition, Manager Ding stressed that most of the National VI engines on the market have higher requirements for oil products, and in addition to the good fuel saving effect, the biggest advantage of this engine is "not to pick oil", and the adaptability to oil products is strong, which will greatly reduce fuel costs, and users can also reduce some of the operational pressure.
In the process of conversation, the reporter found that Manager Ding is familiar with his own product advantages, and the communication efficiency with the target customers is very high, for the needs and pain points of customers, he also grasped very accurately, can give appropriate solutions and product suggestions, can greatly enhance the customer's willingness to buy, improve the transaction rate.
Rich experience reserve China VI service worry-free
"Now, all the trucks sold on the market are National VI emissions, and the technology is definitely a lot more advanced." However, as a truck driver, the biggest worry is that the vehicle technology has been upgraded, and the follow-up supporting services cannot keep up..." In the face of the reporter's doubts and concerns, how will Manager Ding answer?
"Beijing has high environmental protection requirements, China VI emissions began to switch as early as 2019, Andrman VI models have been sold for two years, whether it is the product itself, or supporting services, are relatively mature." Manager Ding told reporters that the maintenance team of Yinhan Huaxing has about 30 people, all of whom have passed the training and certification of Futian manufacturers, have rich experience in the maintenance of National VI models, and are very familiar with vehicle performance and common faults, so they can buy cars with confidence.
The reporter learned that Yinhan Huaxing is the first 4S store set up by Auman Heavy Duty Truck in the country, covering an overall area of about 3,000 square meters, the company adopts the business model of integrating sales and services, and the rear of the exhibition hall is the maintenance workshop and warehouse. The warehouse reserves parts on demand according to the requirements of Foton Automobile Headquarters, and the daily reserve value is 3 million yuan, which can basically meet the daily service maintenance needs of users.
In order to further dispel the reporter's doubts, Manager Ding proposed to take us to visit the exhibition hall and maintenance workshop. The reporter found that the exhibition hall of Silver Han Huaxing is worthy of the flagship store configuration, the large floor-to-ceiling windows, so that the exhibition hall is more transparent and spacious; the hall includes the exhibition car area, rest area, business negotiation area, the functional partition is clear, neat and clean; in a conspicuous position, there are National VI new car posters and product use instructions, and there are a variety of original accessories in the glass display cabinet on one side, and customers can see at a glance when they enter the store, which can be said that the promotion of National VI products is very in place.
Then, following the footsteps of Manager Ding, the reporter came to the maintenance workshop, there are several trucks waiting for maintenance in the workshop, and the tool truck on the side is marked with the name of the maintenance master, and several masters are busy in an orderly manner. For the national six vehicles, Auman proposed to provide out-of-office services in unlimited failure mode. At present, we have 9 service cars, all of which are sent out early in the morning, and each car follows two masters, so there are not many masters in the factory now. Manager Ding explained.
Coming out of the maintenance workshop, the reporter ended the secret visit on the grounds that he wanted to go home for consideration. Before parting, Manager Ding did not forcibly retain the reporter to place an order, but invited us to participate in the test drive next time, so that we could make a decision on whether to buy after personal experience.
Without investigation, there is no right to speak, through this field visit, the reporter found that the sales staff of Yinhan Huaxing is warm and thoughtful, and does not lose a sense of proportion, which is very comfortable to contact. In addition, in terms of business capabilities, the sales staff is well aware of policy information, model configuration and advantage selling points, and has excellent professional quality. In the process of communication, Manager Ding has always stressed that the National VI era Auman heavy truck has confidence. This confidence not only comes from auman heavy trucks' excellence in product performance, but also from the strict requirements of sales managers and service personnel, and the unremitting pursuit of service satisfaction.
———— / END / ————