On June 5, the Marine Department of Yuchai Machinery Co., Ltd. (Yuchai Machinery) held the 2014 Midterm Marine Engine Market Analysis Meeting to study the market trend and discuss issues such as OEM and major customer development. Among attendees were Ning Xingyong, Party secretary of Yuchai Machinery; Tan Guirong, acting vice general manager of Yuchai Machinery; Shen Jie, chief engineer of Yucahi Group and Tang Zuoxing, general manager of the Marine Department of Yuchai Machinery.

At the meeting, according to the "operation map" and the characteristics of regional markets, the eight regional managers of the Marine Engine Department reported information such as the progress of target fulfillment of respective regions in the first five months and advancement of special projects. The sales of Jiangsu & Shanghai Region were up 10 percent year on year, and the sales of South China Region were up 11 percent year on year.

The meeting discussed three issues: how to develop OEMs, how to develop terminal major customers and how to enhance distributors' marketing power. The eight regional managers made suggestions such as actively visiting markets to master terminal customers' information; improving own capabilities to properly manage the distributor team; promoting products practically and expanding the share in the marine product market by Yuchai brand.

Ning stressed that terminal customers are just orders. Market development is acquiring extensive information from distributors, OEMs and major customers, exploring potential OEMs, pinpointing core customers and starting from terminal customers. Also, efforts should be made to strengthen distributor team management to enhance the team's competitiveness and establish the mode of level-2 agency as early as possible to promote marketing.

Ning Xingyong (M) spoke at the meeting

According to sources, to strengthen marine engine product and market management, Yuchai Machinery has conducted institutional reform to effectively integrate the Marine Department and Engine Plant 6. The regional managers of the Marine Engine Department are the "front" facing the market and customers, which have rich market demand information. As a production unit, Engine Plant 6 is the "rear" of market operation of Yuchai's marine engine products, which undertakes the task of manufacturing high-quality and high-performance products. The organic combination of marine engine marketing and production has effectively shortened the cycle from R & D to production and sales. Next, the Marine Department will further strengthen management, enhance the idea of unifying the "front" with the "rear", increase the overall strength of the marine sector and work towards the annual target of 30,000 units.

(Tang Lin/Yang Mingze)