Chassis companies start to pay attention to end users

In recent years, China's large and medium-sized bus markets have maintained a relatively high growth rate, and users have increasingly higher personal requirements for the chassis of passenger cars. However, the market share of professional passenger car chassis manufacturers has not risen, which is inconsistent with the high growth of the passenger car market.

How to face the competition of self-made chassis of mainstream bus companies, strive to expand market share, share the fruits of rapid growth in the Chinese bus market, and become a difficult problem for professional bus chassis companies. For this reason, they had to start a new round of marketing offensives.

In mid-July, Jianghuai Chassis Marketing Co., Ltd. ushered in a group of special visitors --- nearly 100 responsible persons, business executives, and captains from some passenger and bus companies in Hunan Province. This is the first time Jianghuai Chassis Marketing Company has invited bus terminal users to visit the company.

During Hefei, Anhui, Hunan users visited the JAC chassis factory and JAC light trucks, heavy trucks, passenger cars, commercial vehicles and car production bases. The staff of Jianghuai Chasing Marketing Company had an in-depth conversation with the users, fully understood their needs, as well as problems found in the course of use, and listened to their constructive opinions.

Different from Jianghuai Chassis Marketing Company's approach, last year, Dongfeng Bus Chassis Company, Dongfeng Hang Gas and Nanjin Yuejin and other professional coach chassis companies communicated with end-users through Dongfeng Commercial Vehicles and Nanjing Automobile Sales Company respectively.

When talking about the original intention of professional coach chassis companies organizing such activities, a person in charge of the Jianghuai Chassis Marketing Company told the reporter that the chassis of the bus is not as easy to see as the appearance and interior of the bus. Chassis plant orders are all from passenger car manufacturers. Naturally, passenger car production companies have become the most direct users of the chassis companies.

He further analyzed that the chassis is the most important part of the bus. In today's increasingly fierce competition in the passenger car market, the selection of a chassis with professional advantages is one of the important factors considered by end-users when making car purchase decisions. In the future, this factor will play an increasingly important role.

A related person in charge of the Dongfeng Bus chassis company also told reporters: “In the past, we only focused on the needs of passenger car factories. According to passenger car plant orders, we rarely deal with end-users directly. Now we realize that bus manufacturers With purchases and users, we are our customers.” He told reporters that Dongfeng Bus Chassis will strengthen its contact with end users on the basis of timely understanding of the needs of traditional customers, bus companies, in order to increase the market response rate of enterprises. . "After all, end-users are the object of bus companies' service."

At present, there are seventy-eight domestic large-scale professional passenger vehicle chassis manufacturing companies, but many of them have been in losses for many years. Some mainstream bus companies have won the favor of many end-users after gaining the qualification for chassis production and relying on their accurate grasp of user needs and rapid market response. Although the heads of many chassis companies have stated that the self-made chassis of bus companies may not completely replace the outsourcing chassis, it is undeniable that the professional bus chassis plants are in line with the market reaction capability, product quality and cost control, and the bus companies’ It is expected that there will be a certain gap.

Some analysts pointed out that the chassis manufacturing companies and bus users are separated from the passenger car production company. After passing through this layer, the information attenuation phenomenon is more obvious. Therefore, the understanding of real needs of the chassis companies is far less than that of bus companies, and the cost control does not meet the requirements of bus companies.

A market analyst who has been paying close attention to the passenger car chassis industry told the reporter that since last year, the chassis manufacturer of passenger cars has taken a series of measures in an effort to regain the market.

The first is to strengthen market research for end users. It is understood that, in addition to Jianghuai chassis marketing company, Dongfeng Hangzhou Automobile, Nanjing Automobile Yuejin, Dongfeng Bus Chassis and other professional chassis companies will also organize communication activities with end users this year. On the one hand, it directly understands the needs of end-users; on the other hand, it influences the purchasing decisions of bus manufacturers through end-users.

Second, strengthen product development efforts, improve the chassis product quality, do a good job with the passenger car factory professional division of labor, as far as possible to meet the end user's personalized needs.

Third, we should do a good job of customer relationship management (CRM), strengthen the construction of sales service network, improve service levels, enhance market adaptability, and bring customers closer.

According to the reporter’s understanding, the JAC Group intends to integrate the service network of its passenger car chassis and passenger car, allowing users to obtain chassis services at bus service outlets.

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