Ten years to sharpen a sword! In 2020, Lao zhuang gives you nine words of advice: "make simple things complicated"

March 18, 2020

Time flies
2019 has slipped away,
The calendar for 2020 has been officially opened.

Facing the ups and downs of the industry and the fierce disputes in the market, our industry veteran has worked in Haulotte olesin for ten years. The old sales & throughout; What new changes did comrade zhuang see and what new problems he encountered?

In particular, with the rapid development of the high-altitude platform leasing market in recent years, how is it different from the past market environment? How does he think and do it?

Let's hear what Lao zhuang has to say.

Sincerely help customers
Instead of consuming customers

I have been engaged in the sales and service of high-altitude work platform industry for more than 10 years. Through more than 10 years of experience, I am very happy to know and accumulate a lot of very trustworthy loyal customers, and has been maintaining a good partnership.

I think it has something to do with my attitude of doing things myself: not selling for the sole purpose of selling, but more in the hope of genuinely helping customers through my own resources, experience and ability.

In fact, doing business and the principle of life is the same. We should all have the awareness to let the customer feel that you are from his point of view to help him solve the problem, rather than from your own point of view to sell the product to him.

You are providing a value to promote it, not just a price to consume it. This is a state of mind, a kind of consciousness, but also a kind of ability.

Leasing companies don't just offer products
To provide solutions and services

Different from other manufacturing industries, the main customer groups of high-altitude work platforms are leasing companies. Faced with the growth of the market, many new companies have flooded in in recent years. Although the cake is getting bigger and bigger, in the fierce competition, the phenomenon of falling rent and difficulties in payment collection become increasingly prominent, and the market rate of return is also gradually decreasing, which makes many companies face difficulties in operation. This is especially true in 2019.

The root cause of these difficulties, in addition to some unchangeable market objective factors, is that some companies are still in a relatively shallow stage of understanding and understanding of the leasing concept.

Leasing seems simple, but it is actually a very complicated and meticulous work. If we simply stay in the level of equipment rental - charging rent, that is not a long-term development strategy.

We want to establish such a thinking mode, not simply for the customer to provide the lease itself, but to provide a set of overall solutions and perfect service mode. This can fully maintain the long-term customer partnership. Let the company's operation on the benign development.

Do service
To complicate simple things

I have been accumulating, absorbing and sharing in the past ten years since I started as an agent and now face many leasing clients.

In fact, there are many things to talk about in business. In terms of leasing business, I summarized a lesson. & ndash; Make simple things complicated.

This may seem like a counterintuitive statement, but it's appropriate for the seemingly simple task of leasing. The so-called complication is that we should avoid the rental quotation as much as possible, take ourselves as a professional leasing industry consultant, first fully understand the needs of customers, and then put forward solutions.

For example, if you are a user of the construction industry, we need to know the user's construction conditions, construction plans, work content, work environment and work restrictions;

Have to know more about the user experience in using aerial work platform, comparative analysis, cost engineering each business sector users, influence and decision information, and to fully communicate with customers, more and more integrated into the customers, provide a full set of optimization according to the conditions and needs of customers custom leasing scheme, rather than simply a quote.

Make leasing a service, not just a piece of equipment. You should value the long-term relationship with the client, not the short-term behavior of leasing.

The market is always good
It all depends on how you play the game

Around 2015, China's high-altitude work platform industry began to see explosive growth, and there will still be a good trend in the future, with great potential for development.

For Haulotte, the company has made many adjustments since 2017. For example, from the organizational structure, staffing, network layout, product upgrading, to pay more attention to the needs of customers, and constantly strengthen the marketing and service investment, our development in the Chinese market is indeed more and more solid. As you can see from our rapid growth, the progress has been phenomenal.

2019 is also an important year for Haulotte. We are pleased to see that in this year, in addition to maintaining cooperation with old customers, we have also established a very good relationship with many new customers.

If we look at the timeline of the previous 10 years and the next 10, we can say that 2019 is a good, upward turning point. The development of Haulotte in the past 10 years can be said to be a breakthrough, but also for the future development of a good foundation.

Under such fierce market competition and with the help of so many loyal customers, we always continue to use our products and trust our services, which lays a sustainable foundation for the development of Haulotte in the Chinese market. Facing the future, we are full of confidence!

Of course, we still face a lot of competitive pressure, and there are real difficulties in the rental market in 2019, which may still exist in 2020 and beyond. But in the long run, the market as a whole is always going to be good, depending on how you do it.

As a mainframe manufacturer, my idea is that we should face the external competition calmly. There is a phrase called “ Competition consciousness damages competitiveness ” ", which means don't set up an overly foreign-oriented culture. Competition consciousness ” . Because you can't change your opponent's strategy. You can't kill them all.

Take your focus off your competitors and get back to your competitive edge. Do better than the opponent, and then wait for the opponent to fail, is the best competitiveness.

The so-called & other; Victory in battle is not the best of the good; It is good to subdue others without fighting. That's what it means.

In 2020, as an individual, I still hope to maintain good customer relations from various regional levels through various forms, establish all-round and in-depth interaction with new and old customers, and establish a solid foundation. As long as the foundation is built, we will not worry about the big competition.