Ms. Wang Lin, Secretary of the Party Committee of United Trucks
The first time I met Ms. Wang Lin, secretary of the Party Committee of United Trucks, was at the "Leading the New and Moving All the Way - The Delivery Ceremony of Bauer Logistics and United Trucks" held at the location of Zhenjiang Baohua Group, Secretary Wang Lin's concise and atmospheric and highly infectious speech was impressive, and the next interview time was also very smooth, about the current development, future planning and strategy of United Trucks, Secretary Wang Lin talked eloquently.
Adhere to the product positioning of high-end trucks
Zhenjiang Baohua Logistics is a professional logistics company with an annual chemical transportation capacity of more than 1.2 million tons, Jiangsu Province's top 50 quality reputation enterprises, the national dangerous goods logistics safety management advanced enterprises, the company has a variety of imported brands of dangerous chemicals transport trucks more than 130 vehicles, the signed order is 40 joint trucks marked with dangerous version K10 and k12 tractor trucks.
Although Bauer Logistics has been using imported trucks since its inception, Baohua Chairman Tong Caibao also sees the increasing improvement of domestic truck technology and hopes to have safe and reliable domestic trucks as the main model for future transportation. So as early as 2014, Bauer Logistics began to try to use domestic brand trucks on a small scale, and several domestic brand trucks were tried in the same period, including 5 truck products of United Trucks. This small-scale trial has directly contributed to Baohua's recognition and trust in the united truck products, and there will now be a batch order for 40 joint trucks, which is also the first batch order of domestic brand trucks ordered by Bauer Logistics. In this competition, United Trucks can beat other opponents, ask the reason, Wang Lin said that it is because of the convergence of the two sides' corporate development concepts. Bauer Logistics has always been committed to being the safest dangerous chemical transportation enterprise in China, positioning high-end and high-quality products in vehicle selection, and United Trucks has always adhered to the positioning of high-end trucks. The safety standards of the domestic hazardous chemicals transportation industry have a large gap compared with foreign countries, so Bauer has its own set of stricter safety standards. Some manufacturers in China do not attach importance to these safety standards, but United Trucks is very sympathetic to bauer's safety concepts and can improve vehicles according to BAUER's safety standards, which makes them feel very relieved. Wang Lin said that after the delivery of products, we will provide the best service and guarantee, and also expect to have deeper and broader cooperation in the future.
Find another way to do a good job of subdividing the niche market
The dealer network responsible for channel sales and the strategic customer department responsible for key customers have always been the "two legs" of the joint truck marketing system. At the same time, United Trucks also has its unique advantages that distinguish it from other competitors, that is, the synergy advantages of its parent company, CIMC Group, and Wang Lin said that these three major sections are all work priorities and complement each other. CIMC Vehicle Group is China's largest modification enterprise, rich product categories, there are trailers, dangerous chemical transport vehicles installed, there are a variety of vehicle modification products, etc., the two in the combination of products, chassis and supersize can be coordinated; CIMC Group also has strong financial resources, there are financial leasing companies, there are financial companies, through the cooperation of chassis plus loading, as well as a wealth of financial services to make choices, can show the integration of external market competitiveness.
Generally, the group's large customers have very high requirements for products and services, so when United Trucks talks about cooperation with these customers, it will take the service plan with it. Secretary Wang said that for different customers, there are tailor-made service solutions, look at the needs of each company and then provide targeted, in order to provide the best guarantee, in the early stage of business cooperation will be for the whole life cycle to develop integrated solutions.
In the truck industry, United Trucks is a relatively young company, and compared with the large and complete product lines of established enterprises, United Trucks hopes to embark on a development path with its own characteristics. Doing fine products and deepening services are the focus of United Trucks' work in recent years.
Wang Lin said: Today's United Trucks has obvious research and development advantages in the field of special special vehicle chassis. High-end snow removal vehicles have a high market share in China, and fire truck chassis products will also be launched at the end of this year. At the same time, because United Trucks belongs to CIMC, the latter also has a very strong advantage in dangerous goods loading, trailers, etc., and the whole group has strong financial resources. In this way, United Trucks has three core advantages in the field of special vehicles, chassis, topsize and finance, and can provide users with excellent products and services.
Wang Lin said: At present, the special special vehicle chassis accounts for about 30% of our product structure, and the special vehicle chassis fully reflects our research and development capabilities as an OEM, and the advantages of the United Truck Technology Research Institute can be fully utilized. With the expansion of the market, the recognition of high-horsepower engines among customers has also increased year by year, and now in addition to the company's internal support, it has also achieved stage success in marketization.
Asked about the sales situation, Secretary Wang told reporters that this year, according to the annual schedule, there is no suspense in the completion of sales targets by enterprises, and it will increase compared with last year, which has both the increase in the external market and the display of its own internal forces, and the "energy" accumulated in recent years has been released. Dealer network channel control is one of the key tasks this year, the company has reorganized all network channels, absorbed some fresh forces, and strengthened the dealer's business training, improve service quality is also the company's regular work, dealers in the details of the processing also gradually have some unique features.
Speaking of the export market, Wang Lin said that the most important thing in the overseas market is the quality of the product of the car, which is suitable for the rising star who pays attention to product quality such as United Truck; at the same time, the overseas market is also the strength of CIMC Group, and a large number of products are exported overseas. Therefore, overseas markets are also the focus of United Trucks. At present, there are many joint trucks in Iran, Vietnam, Russia, the Philippines and other places, for example, in the Vietnamese market, the goal is to replace Japanese and Korean imports. She said that there is still a lot of work to be done in the overseas market, and in addition to increasing the share of existing markets, it is necessary to continue to open up new overseas markets.
Respond quickly to market changes
The new version of gb1589, which has attracted much attention from the industry, was officially released in late July, and its release will have a profound impact on China's transportation market. After the implementation of the 2016 version of gb1589, car companies will produce compliant vehicles according to the new standards, and will adjust existing products to meet the requirements of the new regulations. Compared with the 2004 version of gb1589, the 2016 version has some adjustments and changes in terms of length, width, product categories and configuration requirements, for example, the width becomes 2.55m, which is 5cm more than the previous 2.5m width, if the vehicle is widened by 5cm, it may be necessary to adjust the axle, frame, body, and further reduce the weight of the vehicle will also be the focus of future product research and development. In the new version of gb1589, a new mid-shaft trailer has been added, and the total length limit of the automobile train composed of the central shaft is 20m, which is compared with the 17.1m limit of the automobile train composed of semi-trailers, and the cargo box size of the automobile train composed of the central shaft is larger and can carry more goods. The new version of gb1589 also reduces the total length of the closed box truck from 14.6m to 13.75m, and the maximum limit of the container skeleton semi-trailer becomes 45 feet (13.95m).
The newly introduced GB1589 has a great impact on the entire transportation market, in this regard, Secretary Wang said that United Trucks has also done a very in-depth study, and it is expected that one or two fist products will be launched within the year. In the field of natural gas (ng) products, United Trucks has many mature products and has a large market advantage, and its market share currently ranks third in China. The urban muck trucks launched in the Zhengzhou market this year are all made of natural gas truck products from United Trucks. Xinjiang region also just has an order for 200 ng trucks, if the price of natural gas declines to a certain extent, the government will increase encouragement, the ng market will have greater development prospects because of the government's drive.
The technology strategy of intelligent vehicle connection
Speaking of technological development, Wang Lin pointed out that there are still many pain points in the logistics and transportation industry, the situation of vehicle operation is inconsistent with the driver's description, the vehicle is well matched but the fuel consumption has been high, the vehicle maintenance is not timely, resulting in higher and higher maintenance costs, the driver is brutally driving, the fleet has a variety of safety hazards, etc., and these problems often encountered in the management of the fleet can be handed over to intelligent cars to solve.
United Trucks takes the customer as the center and the vehicle as the carrier to create an information interconnection triangle connecting "customer-vehicle-company". Integrate customers and vehicles into the service system ecosystem represented by the main engine factory to create value for customers. The joint communication system developed by United Truck integrates all the intelligent units of the vehicle to realize the intelligent interaction between the vehicle and the person, so as to improve the intelligent characteristics and service level of the joint truck. The joint communication is directly connected to the can bus to transmit the operation of the vehicle in real time. Ability to view important data such as vehicle position trajectory, fuel tank volume changes, and driver driving behavior. The team management functions of Liantong include vehicle scheduling, transportation business, vehicle management, fuel tank and cylinder management, fuel consumption analysis, driving behavior analysis, vehicle monitoring, trajectory analysis, report management, etc. Using the most advanced Beidou monitoring system, video surveillance system, and on-board driving recorder, it realizes real-time real-time monitoring of 24 small things in operating vehicles. Through accurate calculations, the cost of fuel for the fleet has decreased by 12 per cent after the use of the joint connection, and the cost of vehicle maintenance for the entire fleet has also decreased.
Wang Lin stressed: to provide the market with high-quality products, comprehensive solutions, establish a good truck brand image of safety, energy saving and environmental protection, and adhere to high-end positioning, which is the development strategy of united trucks, and will continue to adhere to it.