On January 15, Yuchai Machinery Marketing & Service Conference 2013 took place in Hangzhou. Under the theme of Breakthrough, Preemption, Collaboration, Win-win, the conference comprehensively summarized the marketing and service work of Yuchai Machinery Co., Ltd. (Yuchai) in 2012, introduced the key technologies and products for 2013, set a target of selling 470,000 engines in 2013 and released a service strategy plan.

Corporate leaders Wu Qiwei (1st R) and Wang Wei (1st L) pose with the delegates receiving the award for outstanding service outlets

2012 saw changeable domestic and overseas economic situation and fierce industrial competition. Amid the industrial plunge, Yuchai strengthened internal building, worked hard, calmly coped with market pressure, sought breakthrough in adversity, strove to grab every order and yielded bumper fruits through painstaking efforts: it sold 431,000 engines, registering a sales fall far lower than its major rivals, keeping ahead in the industry with a lead of 110,000 units over its rival that came in second, and increasing its market share by nearly 3 percent.

In marketing, Yuchai achieved breakthrough in segments with prominent highlights. New-generation heavy-duty engine YC6MK was recognized by the market; light-duty engine sales grew amid the market slump; the share of the 6m+ bus engine segment exceeded 60 percent, keeping ahead in the bus engine industry; the sales of National III+ electronic control engine topped 150,000 units for two years in a row; the market inventory of gas engines exceeded 60,000 units, and truck gas engines were developed and sold in full swing; school bus engines sales exceeded 10,000 units, pioneering the new development of school bus engines; the model role in engines for 30 loaders, air compressors and mining trucks was further consolidated; Yuchai led the industry in engines for 90hp rice cutter and 125hp corn picker; Yuchai led the industry in marine power sales for the first time, creating the Yuchai phenomena of exclusive growth in the industry.

Wu Qiwei speaks

At the conference, Wu delivered a speech. The achievements in 2012 are attributable to Yuchais improvement in business operations, balanced development in segments and internal lean operations, he stressed. In 2013, Yuchai will strengthen collaboration in internal management and evaluate Yuchais position in market competition through commodity force, manufacturing force, marketing force and system force, he noted. Efforts should be made to further subdivide and transform marketing and service, work on comprehensive income, strengthen marketing and service management, and pay attention to the role and competitive edge of service policies in the market, he added.

In service assurance, Yuchais overall service satisfaction in 2012 was scored 88.08 points, ranking top in the industry. To raise the level of service assurance, Yuchai has taken a series of measures. Of these measures, characteristic services such as special service for heavy-duty engines, special service for new-energy buses, special service for agricultural machinery and full-process follow-up and stationed support have produced prominent effects.

The conference set a target of selling 470,000 units in 2013, working out a series of measures such as optimizing the service network and boosting sales through superior services; ensuring product reliability and applicability; continuing innovation management and maintaining coordinated development with customers; taking the initiative in National V gas engines and National IV diesel engines step by step; strengthening the management of special projects; sharpening segment competitiveness. Also, the conference unveiled Yuchais service strategy plan, with a strategic goal of full-process active service, synchronization with segments, specialization and efficiency, value and a core concept of sincerity, efficiency and value, introducing Yuchais service brand--Fast & Sincere.

Wang Limin, acting deputy general manager of Yuchai, delivered a marketing work report, Zhang Ting, deputy general manager of Yuchai Sales Co., Ltd., and Zhong Yuwei, deputy general manager of Yuchai, introduced key technologies and products.

Besides, the conference demonstrated the YC6K high-end engine manufactured by Y & C Engine Co., Ltd. and introduced the development of Guangxi Yuchai Lubricant Co., Ltd. and Guangxi Huayuan Filtration System Joint Stock Co., Ltd. Both subsidiaries sales revenues grew in 2012.

Also, the conference awarded the entities and individuals with outstanding performance in the marketing service industry in 2012, presenting awards such as Outstanding Service Outlet, Special Contribution Award for Parts Operation and Grand Contribution Award for Hanhu Oil Sale.

As a typical representative of Yuchai service outlets, Yuchai Zhanjiang Guangheng Service Outlet shared its experience. Manager Yu Guangheng thought it is essential to offer every customer quality full-process service, thereby boosting sales; and Yuchai with rich parts resources must build its parts service outlets in order to grow better.

The conference brought together over 1,000 representatives of machinery and vehicle manufacturers, engine distributors, service providers and engine parts distributors from across the country. Among nearly 1,000 partners present for congratulations were Dongfeng Commercial Vehicle Company, Zhengzhou Yutong Group Co., Ltd., Liugong Machinery Co., Ltd., Foton Lovol International Heavy Industry Co., Ltd. and Yangzhou Huatai Electromechanical Co., Ltd. Over 20 media outlets covered the conference in real time, such as China Automotive News, China Industry News, China Communications News, Peoples Public Communications and yanglihui.com.

(Text by Mei Changfu/Yan Bing, photo by Mei Changfu)