WEIHAI SUNSHINE YACHTS CO.,LTD , https://www.ssboats.cn
Since its listing last year, Auman CTX has continued to sell throughout the country. Starting in May of this year, CTX ushered in sales peak. In this regard, the dealers who sell the first line have the deepest feelings. This time, Lemon Tea House invited three Auman dealers to ask them to talk about the experience of selling CTX and their views on this product, and why CTX can successfully enter the market so quickly.
Han Xiaofeng: Marketing Manager, Changchun Huabei Automobile Trading Group Co., Ltd.
Ren Fengbao: General Manager of Henan Golden Avenue Automobile Import and Export Co., Ltd.
Wang Jiade: General Manager of Lianyungang Huatai Automobile Trading Co., Ltd.
Moderator: First of all, please dealers to introduce, as Auman's new product, CTX sales so far?
Han Xiaofeng: This month, the user has already lifted 8 CTXs and there are more than a dozen orders. Overall, CTX sales are expected to reach more than 20 vehicles this month.
We started to do the Auman CTX product introduction in March this year. So far, we have sold more than 100 vehicles. The peak sales period was in May and we sold 40 vehicles in a single month. From June to August, the country was in the off-season for heavy truck sales. Sales volume was declining, and the drop was even 50%~60%. During this period, CTX sales were not as good as in May. In September, market demand began to rise, and CTX sales also picked up.
There are two main user groups for CTX: One is users who have converted from Weichai High-powered engines. Most of them are retail investors. The added value of transported goods is not high (such as coal); some of them prefer to use technological content. High-grade, large-scale customers upgrading products, these users transported goods with high added value, and there is a fixed supply.
Ren Fengbao: Our company began selling CTX in the first half of this year. However, sales in the first half of the year were relatively small, and sales in the second half of the year were relatively good. So far, the company has sold more than 30 Auman CTX. The main purchasers of CTX are retailers who transport ordinary goods. Although CTX takes the high-end route, its price is not much higher than Auman's previous product. The engines that we sell on the CTX are mainly two engines: one is 345 hp and one is 385 hp, of which vehicles equipped with 345 hp engines sell slightly more.
Wang Jiade: My company also started selling CTX products in March. So far, it has sold more than 120 vehicles. Now CTX's sales are good, mainly because CTX has opened up the market and received user approval.
Moderator: Auman CTX is a heavy truck built by well-known brands such as Cummins, Eaton, ZF, and Jiekebo. It is a core assembly of many international leading brands. Is this also for you to open up the market? A good foundation?
Han Xiaofeng: I think that the first thing worth mentioning is the CTX's cab. The CTX cab is different from the ETX, and there are some changes in the interior. Second, CTX is positioned high-end and its main components are different from the previous products. Ordinary product selection is cast steel bridge, wheel reduction bridge, CTX selection is Mercedes-Benz bridge; CTX can use Bo brake; ordinary products use domestic steering gear, CTX use ZF steering gear, etc., these are different from CTX The place of the previous product.
In the past, many Auman heavy trucks we sold used Weichai engines. The CTX was equipped with a Cummins engine. After the actual experience of users, the two were similar in terms of dynamics. However, we previously supported the Weichai 336 and 375-horsepower engines, while the CTX used the 345 and 385-horsepower Cummins engines. Therefore, the CTX is more dynamic.
In addition to the engine, users are more optimistic about the CTX configuration can be Bo Bo, its effect is better than our current heavy truck brake level. Some users have purchased CTX earlier, and they haven't added any brakes. After the product is improved, the user also proposes to install it later.
CTX also has the advantage that the maintenance cost is low. Most of the domestic heavy trucks travel around 4000 kilometers to do the first guarantee, and every 10,000 kilometers travels for a guaranteed period; while CTX does not require first maintenance, under heavy load conditions, CTX per Only 16,000 kilometers will be required to make a guarantee. In the case of a standard load, it will be able to reach 25,000 kilometers per trip for a guaranteed period. Since the interval between each maintenance is prolonged, it is equivalent to reducing the number of maintenance. According to the maintenance cost of about 1,000 yuan per time, the maintenance cost is very considerable. This is also a selling point. At the same time, CTX's warranty period of up to 3 years is also the longest in the country.
Now, the users are paying attention to whether there is a car, whether the engine power is sufficient, and whether the fuel consumption is high or low. In addition, it is also very concerned about whether the accessories can be put in place when the vehicle is in trouble. The company prepared 40 to 50 vehicles in advance for this purpose.
Wang Jiade: Although the Cummins engine used by CTX has a small market share in China's heavy-duty truck industry, its advantages are outstanding. CTX's engine failure rate is low and its fuel economy is outstanding. Users generally report that they are 3% more efficient than domestic same-horsepower heavy-duty trucks. ~5%, and the more you use the more fuel, the engine will run more smoothly after running, so that the fuel consumption is reduced. Therefore, it is gradually gaining the user's approval. The reason why some users have not found their good fuel economy is because some users are overloaded, do not follow the standard procedures, and are used in places with poor road conditions. In addition, this is also related to the insufficient efforts of manufacturers and distributors in user training.
Moderator: In addition to the "hardware" conditions of the product itself, what are the advantages of CTX in serving this "software"?
Han Xiaofeng: For new products, Auman adopted the method of first importing services and then products, and carried out the grid-connected operation of Auman Service Station and Cummins Service Station. At the same time, Auman has also been developing service stations along the highway. These service outlets cover CTX products.
Wang Jiade: There are two CTX special service stations in Lianyungang. Due to the low failure rate of the Cummins engine, resulting in higher prices for its accessories, there is indeed a service station that is not willing to overstock spare parts. However, for the convenience of our users, we still have more than 200,000 yuan worth of engine spare parts, covering 345 horsepower and 385 horsepower. The types of accessories include cylinders, cylinder heads, superchargers, and generators. In order to serve our customers better, we have also purchased a Jiangling Transit as a CTX special vehicle. Whether it is retail or large customers, we will arrive at the scene as soon as necessary. At the same time, there are 4 CTX special repair stations at our service station, so you can do it with you.
Moderator: Indeed, the occupation of the market needs to provide good products, but also need to provide good service. What are your views on the development prospects of CTX? What are the next promotion plans?
Han Xiaofeng: We put the advantages of CTX in the promotion program, including the high-end configuration such as the Mercedes-Benz axle and the imported steering gear that can be selected later.
CTX will surely have very good prospects in the future. At present, China's heavy-duty truck discharge requirements have reached State III, and will be upgraded to National IV and National V in the future. The Cummins engine used in the CTX uses an electronically controlled common-rail system. During the later transition to the National IV and National V standards, many components on the engine are common with the National III engine, enabling smooth switching.
Ren Fengbao: CTX's future market development space is not bad, because it uses the Cummins engine, the performance is more advanced, and the user's actual use experience proves that its fuel consumption is indeed low, which has a strong convincing.
As a distributor, I hope that manufacturers will give more support in sales policies and adopt more promotion methods. For example, in the first half of this year, manufacturers organized visits by users and achieved good publicity and promotion.
Wang Jiade: I am also optimistic about the market prospects of CTX. At present, most of the users who purchase CTX here are retail investors. Most of them are container shipping in ports. In the next step, we plan to intensify our efforts to develop major customers and plan to work on special vehicles.
Moderator: Several dealers are very optimistic about the market prospects of CTX. However, the host also heard such a voice, because the CTX is equipped with a high price of Cummins engine parts, while the vehicle is updated and updated quickly, many service stations are worried about the excess back-up parts will cause backlog. For such concerns of service stations, manufacturers should consider them and think of ways to relieve the service station of such worries. After all, only the service stations do a good job in fittings and services to better serve users.