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On the evening of February 17, Volvo Trucks held the launching ceremony of the Volvo Fuel Contest in Sanya, Hainan, and also carried out the 2011 Volvo Truck Million Pengcheng Customer Awards. During the event, Lu Botian, President of Volvo Truck Greater China, Zhong Youyu, Volvo Truck China Vice President of Marketing and Sales, and Liang Jun, Vice President of Volvo Truck Service received an interview with the media. The following is the summary of the interview content.
Reporter: What is the significance of hosting an efficient fuel-saving contest for Volvo trucks?
Lu Botian: The fuel-saving competition has been in progress for three years. This competition has always been a means for Volvo Trucks to help our customers save fuel. This year’s fuel-efficient competition is different from Volvo’s truck driver public class. Drivers who are interested in oil driving, not drivers of Volvo Trucks, can also participate in our training. They can bring these experiences back to their companies and let everyone know more about the knowledge and skills to reduce fuel consumption. This is also our social responsibility. reflect.
Reporter: How did Volvo sell in 2011? What is the ratio of road transport and special vehicle chassis? What are the plans and outlook for 2012?
Lu Botian: After the rapid growth of the domestic truck market in 2010, sales volume fell by 30% in 2011, but the market holdings are still very large, and the sales volume is close to 900,000. In 2011, we also because after the economic crisis, we also increased at the dealership store. More inventory to meet the recovery of our customers' needs. At the same time, there were some big projects in 2011, so our share did not have much impact, and even remained within a normal level.
China’s economic situation is rather special. Every day, we may see some new buildings or facilities. This also makes the chassis vehicles maintain a very rapid demand. For Volvo Trucks, the ratio of road transport and special chassis is currently about 50. 50: The future distribution of product areas will depend on the situation in the Chinese market. In the highly developed countries of the transport industry, when the economy develops, the transportation industry will also develop rapidly. In Europe, road transport accounts for 80% and the special chassis accounts for 20%.
Reporter: What are the plans and outlook for 2012?
Lu Botian: In 2012, the sustainable economic development needs more rationality. Although China's current transportation environment and situation are very good, the concept of logistics companies in operation is not perfect, resulting in some trucks not operating very effectively. This is also China’s The truck industry and the logistics industry need to be improved, which also gives us a new opportunity. At the same time, in the 12th Five-Year Plan released by the country, it is also mentioned that the logistics industry needs to be rapidly improved. This will bring new opportunities for imported trucks.
Reporter: In 2011, some other importers increased their sales network in China. How does Volvo think?
Lu Botian: As far as we know, including customers, we are very satisfied with the coverage of our service network and the quality of service. At the same time, we also control the service quality of dealers through some effective methods. Although I heard that other competitors are expanding the dealership network, what I would like to say here is that we first ensured the profitability of the dealers, and at the same time, the current market holdings can also meet the needs of their daily operations. It will bring higher quality services to our customers and achieve higher customer satisfaction. From the dealer's network, digital cannot be used as a standard for assessment, but products, service quality, coverage, and scale should all be regarded as a more comprehensive assessment standard.
Reporter: What are the unique competitive advantages of Volvo Trucks compared with other importers?
Lu Botian: The addition of more manufacturers has made the competition in this area more intense. What we need to do is to distinguish ourselves from other competitors. We need to focus on more than just price and service. Volvo Trucks pays more attention to the entire product lifecycle. We want to provide our customers with more services and added value, so that they can focus more on business. Do not worry about the use of their vehicles. We will also focus our development efforts on post-services. The theme of dealer activities that just ended in the past two days is “surpassing the hope of customersâ€.
In addition, it is worth mentioning that I am very grateful to the growing maturity of our customers in China. As Volvo, we continue to improve our service quality, network coverage and professionalism of our distributors. On these foundations, we are based in China. The customers are getting more and more mature. They have consciously gone to Volvo's professional dealer network. Our professionals use our genuine accessories to repair and maintain their trucks. This is also a great surprise to me.
Zhong Youyi: Volvo is not only a truck manufacturer, but also a leading global provider of comprehensive logistics solutions. Last year we successfully implemented our comprehensive solution. The customer name was Hanas Group. He used to be a factory and had no own transportation. We are assisting Hanas to provide comprehensive logistics solutions to help them build their own logistics departments, including setting up logistics operations processes, formulating CPI management indicators, helping them monitor, employing drivers and other managers, and most importantly It is to help them optimize the transportation routes, as well as all aspects of after-sales maintenance. We play a role as a consultant in customer solutions. We also help them decide on equipment selection, such as what type of front-end to choose, what kind of cans, and even help them choose the top-dressing factory.
During the bidding process, the Hanas Group also made many rounds of prudent choices. Volvo Trucks is the only truck manufacturer that can provide such services for them. In addition, it is worth mentioning that before we sold our trucks, we were the first to provide them with this solution. Moreover, we will also formulate the degree of solutions according to the situation of different customers. For customers like Hanas who have no understanding of logistics and transportation, we will provide him with a solution to start again. For some logistics companies that already have their own fleet and want to optimize the transportation effect, we will also diagnose and provide such services based on special circumstances.
And this is exactly the advantage we have compared to other competitors, and we have always been leading. It will help us to provide more value for our customers, and we will further expand our development in this area. .
Reporter: How does Volvo Trucks improve the service life of their products by improving the quality of after-sales services?
Liang Jun: In 2007, we started the Million Pengcheng award to reward 1 million kilometers or more than 14,000 hours of engine work in 5 years, and no overhaul or replacement of the assembly parts, and we have been authorized Service network maintenance and use of original accessories users. We can look at the case of Anhui North-South Express Logistics Co., Ltd. The FH12 Volvo truck that the company bought in 2006 has a current operation mileage of nearly 2.1 million kilometers, which is a very high operating record.
In order to protect customers' normal and good operating environment, our after-sales service network has done a lot of work on people and accessories. Parts are purchased and distributed through Shanghai's spare parts logistics center. The satisfaction rate of Volvo parts is quite high among all European counterparts. We also plan to continue to improve this year.
At the same time, we plan to do some training in the agent network this year, especially for agent technicians. Only the agents have a good level of technology to ensure that vehicles are repaired quickly and accurately.
This year we will help the agents to do two things. One is the survey of the salaries of our agent technicians. Because some agents are not good at recruiting people now, they are not able to recruit experienced technicians. Then we will help the agents to do a job. Investigate how much money is appropriate.
At the same time, we signed a technical cooperation agreement with a school and set up a Volvo class in the technical school to transfer Volvo's ideas to students during the student's learning stage. After they graduate, they can have a two-way choice with our agents. It also guarantees the adequate supply and stability of our agents.
Reporter: How do you think about the development of domestic trucks?
Lu Botian: Imported trucks account for almost 2%-3% of the entire market. Domestic manufacturers also provide increasingly better products, and because they have joint ventures, not only engine technology, they have made great progress in product design. Including the intactness of the vehicle, its reliability and the extension of its entire life cycle.
But the needs of Chinese customers are also getting higher and higher. A very simple standardized order can no longer meet their complex needs. They hope that they can have a truck to bring them solutions for themselves. For imported trucks, we feel that there is still a lot of room for development. Although there is still a very significant gap in prices, we are still very confident because for Chinese manufacturers, when they produce better products, Their cost is also constantly increasing. Including some updating and upgrading of laws and regulations will put pressure on their costs. In contrast, we can have a better network and can provide more mature and perfect services. We believe that users who have used domestic trucks to turn to Volvo Trucks may have more profound experience. At the moment we also hope to present these ideas to more users who have not used Volvo trucks.
Reporter: How do you see the delay in the implementation of the Euro IV emission standards?
Lu Botian: Last year we released Euro IV products, but the regulations were postponed until July 2013. The problem now is that China's oil is not yet fully prepared. We have no problem with our products. Even customers have already ordered our Euro IV products.
Although there were rumors last year that it was postponed, we cannot base our preparations on the rumor. Last year we did a lot of preparatory work, including the use of urea additives for vehicles, professional equipment required by Euro IV, and maintenance of agents for post-processing. Training, internal staff training. Therefore, although the final policy was postponed, the technical support for Euro IV was fully completed before January 1, 2012.
â—Conclusion
As Mr. Lu Botian said, in 2011, we should return to rationality. For many manufacturers, the market's decline is a huge challenge, but also an opportunity, only through the practice of internal strength, improve product quality and technology level, can win the hearts of users, in the more fierce market competition to stand. In this interview, Volvo Trucks showed us Europe's advanced experience. In the future, truck users need more than just trucks. They also need perfect services and even complete logistics solutions. This is also the difference between Volvo Trucks and other competitors. The place.
Volvo Trucks: Pay More Attention to the Whole Lifecycle of a Product