Chapter 127 Popular Guo Yang is well aware of the importance of after-sales service for agricultural machinery. In the future, service and products will be inseparable, and service will also be a part of the you don’t provide services, you are selling defective products to users. At present, the agricultural machinery industry generally does not attach importance to service, and the situation of focusing more on sales and less on service is everywhere. Machine problems often occur when you are working, especially when you are working for others. Users will become very anxious and may even be angry when a machine has a problem. If the after-sales service continues to shirk responsibility or delays arriving at the site to repair or replace parts. The user's emotions will be further amplified, and the user experience will be very bad. Therefore, farmers are increasingly paying attention to services. In his previous life, Guo Yang had a lot of contact with a large agricultural machinery cooperative and had encountered such a situation before. The cooperative received strong support from the local government and purchased 1000 million yuan worth of farm machinery, but most of these machines were purchased from a small dealer in a neighboring county rather than a well-known local dealer. There is certainly a hidden reason behind this choice of going far instead of near. The head of the cooperative said that the local dealers are strong and have many high-end machines such as Kubota and AGCO, but their service attitude is very arrogant and small problems can be turned into big problems.
But farming time waits for no one, and any time wasted is a loss. Over time, they stopped buying from local dealers and chose to buy from smaller dealers in neighboring counties that provided better service. Over the years, he had spent tens of millions of yuan. There is also a small but well-known agricultural machinery company, which claims to be the best in paddy field machinery technology, but the company's sales and market share in the domestic market are even lower than those of most domestic companies. The reason is that most of the parts of this Japanese company need to be imported. Due to lack of understanding of the domestic market, the parts stocked by this Japanese company were often irrelevant and the transportation cycle took as long as half a year. In addition, accessories are imported into China from small businesses, and then passed on to dealers and users, with prices being increased at each level, making the prices very high. In fact, some senior users in China recognize the agricultural machinery of this company very much, but because of the after-sales service, they often choose other products when purchasing. There are also some typical domestic assembly factories. When the machines they sell have problems, dealers ask the factories for spare parts. The factories are often short of parts or have to purchase them temporarily from the spare parts factories. This resulted in a very bad reputation for the product. Of course, there are also successful cases. For example, in 2015, China First Tractor's service commitment of "three guarantees and two years" for its entire series of tractors allowed Dongfanghong to dominate the domestic market for 10 years. In addition, Jiangsu Province's Wode was the first to launch the 'three guarantees and two years' service commitment in the rice combine harvester industry, allowing it to maintain its competitiveness for 10 years. It was later transplanted to rice transplanters and tractors, with the same surprising results. Therefore, extending the "three guarantees" service can become the core competitiveness of service. Moreover, the threshold for this strategy is extremely high and it is quite difficult to imitate. Once a company makes a promise, it must fulfill it with real money and strong service capabilities. If it fails to fulfill its promise to users, the negative impact will be huge. But the reason why World can become the leader in the rice harvesting field is not only due to its extra-long "three-guarantee period", but also due to its maintenance model. As the technological content of agricultural machinery products becomes higher and higher, the structure of the machines becomes more and more complex, and the difficulty of repair increases exponentially. For example, components such as hydraulic pumps and hydraulic valves cannot be opened without special tools, and the on-site environment does not meet the requirements for repair.
under these circumstances, In order to improve on-site maintenance efficiency and one-time maintenance success rate, World was the first in China to launch a maintenance model of replacing parts and assemblies. By replacing parts, workshop workers who have received simple training can perform maintenance tasks. During cross-regional operations, the Suzhou World Factory can often dispatch one to two thousand people to participate in maintenance services. With this model, Worde has won the trust of users and its market share has continued to increase. Guo Yang kept racking his brains. Fortunately, he had a good memory and still remembered the service methods of many companies. For example, tiered services classify repairs into those that require on-site visits, those that can be guided remotely, and cases of false alarms like Fang Jiangchun's. For example, utilizing new technologies, sharing service resources, etc. Guo Yang wrote these down one by one. It's not even 2005 yet. The domestic tractor "three guarantees" service period is not only short but also imperfect. Some small and medium-sized manufacturers even rely entirely on dealers for after-sales service. At this time, if Fengkai launches an ultra-long "three guarantees" service, supplemented by an efficient parts supply system and a fast repair model, It will crush the entire domestic market and kill them all in seconds! Although it is not easy, But Guo Yang has made his decision. Fengkai must do it! It takes one year to start and three years to build a network. It takes two to three years to build the strongest after-sales service system in China! The sales target of over 10 billion in three years can be easily achieved! At Jiahe Group's strategic meeting on agricultural machinery, thunderous applause broke out in the conference room after listening to the after-sales service strategy set by Guo Yang. This strategic plan works like magic. Although the task is arduous and difficult, everyone is full of hope. With the best products, the best technology, and hard work in improving the service system, it seems that we can see the rising stars of domestic agricultural machinery companies. …… Some companies’ services are just talked about, but Fengkai’s after-sales service is actually implemented in action. With Jiuquan and Weifang as the center points, it radiates to major agricultural provinces. Northwest, Henan, Shandong, Northeast, Jiangsu... The after-sales service network is formed in a point-to-surface manner, and the service points not only repair Fengkai’s agricultural machinery products, but also provide maintenance services for products produced by other manufacturers. Upon hearing the news, farmers came in droves to repair tractors, tricycles and other agricultural machinery, and the maintenance team would also use their free time to spread new knowledge to the farmers. Explain the functions of deep tillage plow and simple solutions to common faults. It has been welcomed by farmers. Some people come here to listen to the technology promotion and ask for promotional materials and business cards even though they don't have cars to repair. Some farmers also ordered tractors and other products from the service team on the spot.
The agricultural machinery product R&D department also established horizontal connections with sellers to form an effective information network. The sales data of tractors also soon received new feedback. It is popular everywhere. But it has also been criticized a lot. Xinjiang Corps, This is a major customer of Fengkai Agricultural Machinery. Zou Qing is a small leader of the regiment. He rents 2000 mu of land for cultivation. This year, the Corps bought 2 kilograms of Alfalfa No. 1 from Alfalfa, and he personally bought 5000 kilograms. The price of 100 yuan per catty really hurt him. But he had to change to growing Alfalfa No. 1 in the spring, which made him think of changing the machine. With government subsidies, loans, and manufacturer financial policies, I gritted my teeth, endured some hardship for my wife and children, and bought it. Two Cheetah 1204s, each costing nearly 20 yuan. A big 120 horsepower beast. It has a mighty appearance, is powerful, durable, and has smooth control. It does not have many common problems of large and medium-sized tractors. The hydraulic system is reliable, the "three leaks" problem does not occur, and the fuel consumption is not high. Zou Qing quickly fell in love with this cold iron tower. But he still couldn't help complaining. "The tractor is good and can adapt to our land conditions. Our employees are also willing to buy Fengkai agricultural machinery." "But you don't have a lawn mower, a hay rake, a baler, or a shredder. You're working on an airplane!" "Yu Xiaochuan, I want to complain about you!" Yu Xiaochuan was so angry that he laughed. "I'm from Alfalfa. You can complain to me if you can't buy seeds, but why should I blame you if you can't buy farm machinery?" “Damn it, you’re all under Jiahe. You’ve sold Fengkai’s pepper stem remover to the Corps, but you haven’t developed any livestock machinery. And you’re still saying it’s not your problem. No, I won’t be able to buy it next year when I cut the grass. Please send Klas to me so I can use it for a few days.” Zou Qing plans to plant 2000 mu of grass next year, which is a large workload. However, the level of mechanization in Xinjiang's animal husbandry industry is very low, and more than 90% of the machines are obsolete models. Therefore, he specially bought a 120-horsepower Cheetah tractor just to experience the pleasure of operating with ultra-wide tillage equipment. "Wait a little longer, wait a little longer..." "Du...du..." Yu Xiaochuan quickly hung up the phone, then called Xiang Tianshan and Guan Cheng respectively to complain. Going around in circles, Guo Yang also knew about this. (End of this chapter)