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At the end of April, “Commercial Automotive News†reporters came to Tianjin Port and Tianjin’s Jinnan District to interview the distributors and heavy truck companies in their local offices to understand the current status of the Tianjin heavy truck market after the financial crisis.
According to local sources, the heavy truck market in Tianjin is dominated by several brands such as Dongfeng, Zhongqi, Auman, Shaanxi Auto, and Liberation. Among them, heavy truck, Shaanxi Auto, and Auman are located in the Bohai Rim area, and they also belong to the Steyr platform, which is relatively recognized by the drivers. This has obvious advantages in the heavy truck market competition.
From the perspective of holdings, liberation and Dongfeng may have been dominant in the past. However, with the development of the two years, SINOTRUK sales have ranked first in the Tianjin market in terms of new car sales.
dismal
Liu Hongjun, general manager of Tianjin Harbour Heavy Truck Auto Sales Service Co., Ltd., has just arrived in Tianjin Port soon.
When the reporter came to Tianjin Port, his company had just recently put up the sign for the unified production of Tianjin Port. "I wondered where I would build a few more signs and make my company more prominent. One can see the passing cars." Liu Hongjun said.
He began to sell accessories in 1994. As the plates grow bigger and bigger, they have now developed into a variety of services such as parts sales, after-sales maintenance, vehicle sales, and import and export.
Before Liu Hongjun's store was not in Tianjin Port, he was looking at the China Free Trade Zone and the port for more vehicles entering and leaving. He rented a site here and built a new service station. The service station has just opened in less than two months.
Local sources told reporters that in terms of the number of containers, Tianjin Port may be ranked at 45, but when it comes to bulk cargoes, Tianjin Port is the first in the north. In addition to the advantages of the port itself, the Tianjin Development Zone also attracts a lot of companies.
Liu Hongjun told reporters that the number of local heavy trucks in Tianjin is not large, but due to the relationship between Tianjin Port, there are a lot of passing cars. Vehicles all over the country all go to Tianjin Port for delivery, and mainly tractors, mostly Lasha Stone. Materials, coal, etc. With the development of Qingdao Port, there are many vehicles passing through Tianjin to Jiaozhou Bay and Qinhuangdao, which has brought stable profits to his parts sales and after-sales maintenance.
However, at the time of the financial crisis, the volume of goods entering and leaving the port decreased, and most of the vehicles stopped afterwards. Since October 2008, Liu Hongjun’s days have not been very good.
"From the perspective of service revenues such as parts and maintenance, foreign vehicles and local vehicles previously accounted for half to half. Now it is only 20% of the passing vehicles, 80% of which are local vehicles in Tianjin, and the total volume has also dropped."
He cited a few figures. When the market was booming, his service station was able to repair 30 times a day, and now it is 17 to 18 times. In the past, the yard was small, four or five acres of land, waiting for maintenance vehicles to park the yard. Now the place is big, but it is not full.
“Looking at the workload of the Port Authority, we can see that the workload is very small now. Before the goods arrived, we waited for the newspapers. Now it is the newspapers waiting for the goods, the import and export are obviously reduced, there is no entry and no exit, and there are few vehicles. "The person in charge of the Tianjin office of a heavy truck company told the reporter.
At the scene, the reporter saw that Liu Hongjun’s service station was next to the port container parking lot, and many containers were placed there. It was difficult to see a car entering and leaving for a long time. Separated from the wall of the service station are several companies that provide transportation services for the port. Most of their vehicles are parked in the yard.
Slight improvement
Although the throughput of Tianjin Port has not yet returned to its original level, the maintenance and sales of service stations have been affected, but the market has begun to slowly move upwards.
“It's definitely better than it was a year ago. The dump trucks in my yard are all sold out, and the users will soon come and pick them up. I still have 12 dump trucks on the way. "Liu Hongjun said.
The reporter noticed that in addition to the dump truck, 5HOWOA7 was placed in the yard. "There is a large user booked 5 cars
A7 tractors, the configuration is the highest. "Liu Hongjun said.
“From the sales situation in these two months (from March to April), it's not bad. In April, I sold 12 cars, and there is no problem in fulfilling this year's sales task.†Liu Hongjun said, “Now we mainly rely on services to drive sales. With the service volume up, sales will not be too bad. Nowadays, buying a car is mainly an old user. You have to buy a car and come to me."
Tianjin Jinyuan Sheng Automobile Sales & Service Co., Ltd. has a better sales situation in Jinnan District, which connects downtown Tianjin and Binhai New Area. As the heavy truck's 4S shop in Tianjin, Tianyuan Sheng sells more than 200 heavy trucks in the first quarter, mainly dump trucks and cement mixers. “In the first quarter, more than 200 vehicles were sold. Although the booking was slightly less than in the previous month in April, there were already 20 million yuan in vehicle repayments,†said Li Xiangzhong, general manager.
According to reports, the current hot-selling models in Tianjin are mainly based on construction vehicles, and the tractor has not yet started. "Port demand is part of the development of some infrastructure in Tianjin, which has also led to the demand for heavy trucks. Some measures taken by the country to stimulate domestic demand have been effective. The sales are clearly better than at the end of last year," said Li Xiangzhong.
In the 4S shop, as the evening approached, the reporter saw that although there are not many users watching cars, there are many users who come for maintenance and repair. "In the daytime, there are several dials for people watching the car every day." Li Xiangzhong said.
Market development experience introduction
The Port Authority won
As the port car was deployed to the Port Authority. The reporter learned from the local offices of the heavy truck companies that the Port Authority has not bought many cars and that the port cargo transportation tasks are given to a number of transportation companies, and these transportation companies seldom owned vehicles themselves, mostly relying on affiliated vehicles.
In spite of this, the Port Authority remains the most valuable customer in the minds of all heavy truck companies. Because it has a demonstration effect, "Although the Port Authority has not bought many cars, it has tens of vehicles. However, the demonstration effect of tens of vehicles cannot be ignored. Usually, some transportation companies see the Port Authority buying a certain brand of vehicles. Requires affiliate users to buy the same brand.â€
Moreover, in order to facilitate management and establish an image, some transportation companies have begun to demand the unity of the brand of the affiliated vehicle. Therefore, which heavy-duty truck company can get the favor of the Port Authority means that it will be more effective if it is to open up the local market.
Bundling
“Tianjin has a lot of projects this year, and these projects are mostly privately contracted. Their funds are relatively short. I will contact them, give them funds, and work together in partnership. When the project is over, I don’t care. When calculating the return on investment For example, I should take 2.5 million yuan, but I only need 1.5 million yuan, and I don’t need the remaining 1 million yuan, but I have a requirement that the construction team’s team must buy my car.
In doing so, first, in order to achieve sales of vehicles, the second is that competition in product homogeneity is very fierce. How much sales can be increased depends largely on the degree of recognition of retail investors. These retailers work in a team and pass. This way, they can let me buy my car and recognize my brand. Li Xiangzhong said. 