In May 2013, Sinopec Lubricant Hebei Sales Representative Office won the sales of red flag of Lubricating Oil Company, and its sales volume in January-June increased by 6% year-on-year. Among them, industrial oils completed 66% of the annual plan. “To do well in the development of large-scale customers in the region is one of the major factors that we can achieve in terms of sales growth,†said Ma Xijun, manager of Lubricant Hebei Sales Representative Office of Sinopec.
The demand is slowing down. The market competition in Hebei is fierce. How to expand the volume and increase efficiency, the Hebei Sales Representative Office has started to fight for the development of large-scale customers in accordance with the company's deployment. “The scale customer is that there is no large number of strategic customers, but there is also a certain level of enterprise customers whose demand is at a medium level.†Sales representative Zhou Dongfeng explained: “Hebei Sales Representative Office continuously expands the sales of scale customers in the region according to its own conditions. As a growth point."
Do three homeworks
“You know how to use the oil and the oil change intervals of our equipment. You are the expert.†The technical staff of a textile company’s equipment department praised the Great Wall Lubricant Sales representative.
Hebei Province has a number of development zones and also has several large logistics sites. Ma Xijun believes that Hebei's large-scale customers are rich mines, and Hebei's representative offices must hold tight.
Before the Hebei Sales Representative Office developed the market, the main job was to find out the market. They asked for three homework assignments. First, the industry was combed, the Hebei region's large-scale customers were divided into regions and sub-industries, and the second was the understanding of the competition brand sales. The third is to grasp the oil requirements of the target customer's equipment, which has become a "three lessons" for their market. They successively conducted surveys and visits on the scale customers of the four national economic and technological development zones in Hebei and formed a detailed and valuable research report. Business people use a variety of channels to extensively gather market and company information. Based on this, a detailed target customer list is researched and proposed.
"Know thyself and know oneself, and fight every battle." Because of this, in the face of customers, they quickly demonstrated their own business capabilities and formed service advantages. The Hebei Sales Representative Office currently has more than 200 large-scale customers.
Interactive development advantage
"There is a cement factory, we have visited 28 times." Zhou Dongfeng, sales business, said that at present, from the factory manager, down to the equipment, have become his old acquaintance. Business personnel actively visit target- scale customers , carry out technical exchanges, actively recommend products, adopt multiple marketing methods, develop customers and consolidate customers. At present, there are at least 7 visits by sales staff of each size customer and the maximum number has reached more than 20 times.
In addition to the visits, the Hebei Sales Representative Office organized 11 product promotion and technology exchange conferences in cement, steel, textile, glass, and other industries, established contacts with over 500 industry-scale customer representatives, and newly developed customers in the steel industry. 25 homes.
"Development scale market quickly opened up and we adopted an interactive development approach." Sales representative Li Jie said that Tangshan is a steel base, Tangshan's sales representatives are more familiar with the development of steel industry customers, when they develop steel customers in other regions Cultivate the past to provide support, so that the short-barrel theory into a long board theory. The sales representative office also organizes successful practice exchange meetings in a timely manner so that each area and sales representatives can learn from each other.
The Hebei Sales Representative Office continued to enhance the level of customer development and achieved a series of successes in the development of large-scale customers. For example, in the bidding for the construction and renovation of the first and second line of steelmaking in Yuhua Iron & Steel Co., Ltd. in Wuan City, Great Wall anti-wear hydraulic oil and industrial gear oil won the bid at the same time. "The equipment is working well and we intend to further expand our cooperation," said the customer.
Service is always a trump card
A branch of Quzhai Cement used Great Wall turbine oil as a substitute for foreign products. Great Wall Lubricants business personnel rushed to the company on a rest day to prepare for work. A production line of Quzhai Cement replaces foreign products with Great Wall Industrial Gear Oil, and the Great Wall business staff has been working from 8:00 am to 10:00 pm. "Your service did not say." Quzhai cement technicians said. “Cooperate with you and be at ease.†At present, 7 of the 10 production lines of Quzhai Cement have selected Great Wall Oil as a substitute for foreign brand-name products.
Hebei Sales Representative Office establishes customer files for each scale customer, special personnel are responsible, regular maintenance visits, provides oil change cycle evaluation and oil sample analysis to customers in need, and also organizes technical lectures and case promotion according to customer requirements. The technical service team composed of Sun Heng and Li Jie has carried out training on distributors six times, drilled deep into factories and mines, provided oil replacement technical support, provided oil change programs, and provided oil knowledge training to employees of large-scale customers. .
The Hebei Sales Representative Office successively entrusted the successful development of small and medium-sized customers to local dealers for maintenance and was welcomed by distributors. In June of this year, a distributor sent a message to the Hebei Sales Office that reads “Sincere Service, Pro A banner of a family.
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