XCMG Construction Machinery Co., Ltd. (XCMG Machinery) is a core and historically significant member of Xuzhou Construction Machinery Group Co., Ltd. (XCMG Group). XCMG Machinery is a leading enterprise in China's construction machinery industry, known for its large scale, comprehensive product range, competitiveness, influence, and strategic importance. The company is currently ranked:
1st in the domestic industry.
3rd globally in the construction machinery sector.
4th in the China Machinery Industry Top 100.
395th in the World Brand 500 rankings.
XCMG is recognized as a major player in China’s equipment manufacturing industry and serves as a significant global brand.
XCMG Shovel and Transport Machinery Division is one of the five major divisions within XCMG Group. It focuses on the research, development, manufacturing, sales, and service of a full range of machinery, including loaders (0.8-35 tons), skid-steer loaders, excavator loaders, forklifts, and telehandlers. The division employs over 3,000 people and has fixed assets exceeding 2 billion RMB. With a global vision, XCMG Shovel and Transport Machinery Division is leading the high-end market in China and setting new industry standards.
Dealer Loyalty Issues: Distributors lack sufficient loyalty to XCMG Shovel and Transport, focusing more on their own profits and showing reluctance to invest in market development.
Unclear Market Operation Requirements: XCMG Shovel and Transport has unclear market operation expectations and struggles to communicate these effectively to its distributors.
Inefficient Dealer Management: XCMG's management of its dealers is not streamlined, and the pressure related to market operations has not been effectively transferred to the distributors.
Need for Stronger Dealer Cooperation: There is a need to deepen the cooperative relationship with distributors, guiding and improving their market operations and management capabilities.
Dealer Competency Assessment: Conducted a comprehensive evaluation of the market operations competency of 50 core distributors, identifying key distributors for potential development and clearly outlining a list of problematic dealers along with corresponding action plans.
Dealer Performance Evaluation System: Established a system to assess the competency of dealers' market operations, guiding the XCMG Shovel and Transport team in evaluating dealers’ performance. This initiative also cultivated a group of future dealer evaluation talents for the marketing system.
Market Share Growth: Achieved a 5% increase in XCMG Shovel and Transport’s market share.
Market Operation and Management Diagnosis: Identified key issues in distributors' market operations and internal management, developing improvement strategies to address these challenges.
Fate Community Training: Delivered "Fate Community" training to 50 core distributors, emphasizing the company’s commitment to the community model, resource allocation, and assessment standards. This initiative helped expand the distributors’ outlook, strengthening their confidence and loyalty to XCMG Shovel and Transport.
These efforts resulted in stronger distributor relationships, improved market presence, and enhanced loyalty, positioning XCMG Shovel and Transport for long-term success in the competitive market.
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