Guests:
Zhang Hongshuang: General Manager of Changchun Huabei Automobile Trading Group Co., Ltd., sales of Auman Heavy Trucks
Wang Zhanjun: Sales Manager of Henan Acer Automobile Sales Co., Ltd., sales of heavy truck heavy truck
Lei Jianguo: General manager of the franchise store in Dillinger, Xinjiang, sells JAC heavy trucks
Zhao Wei (a pseudonym): A liberation dealer in Guangxi
Zhang Lianqing (a pseudonym): A heavy truck dealer in Fujian with many sales brands
Sun Yong (a pseudonym): A Hualing dealer in Guangdong
The sales figures of domestic heavy truck companies in the first half of the year have been freshly released. The sales of the top 9 heavy truck companies without exception have fallen year-on-year, ranging from 2.23% to 45.3%. The first half of the year has passed. What is the trend of the heavy truck market in the second half of the year? How will heavy truck dealers adjust? This lemon tea seat will be interpreted by you one by one.
Moderator: Did you complete the scheduled sales plan for the first half of the year? Is there any adjustment to the plan in the second half of the year?
Zhang Hongshuang: Our sales volume in the first half of the year also increased year-on-year. Our planned mission is more than 730 vehicles. We actually sold more than 1,200 vehicles, of which 282 were sold in June.
Lei Jianguo: In the JAC Geerfa dealership system, our sales ranking is relatively high. Our sales plan for the first half of the year was set at 800, but we only completed more than 500 vehicles. Looking at the annual mission, we originally set 1,000 vehicles. If we were to follow the original plan, we would have to complete 500 vehicles in the second half of the year. It is estimated that it is more difficult. So we adjusted the plan. We are currently trying to sell 300 vehicles in the second half of the year. Adjusted to 800 cars.
Zhao Wei: Our sales in the first half of the year were not bad. The sales task was 500 vehicles and about 460 vehicles were completed. In the second half of the year, our task will be around 600 vehicles.
Zhang Lianqing: This year is somewhat different from the past, we have more brands to do, the group company operates seven to eight brands. From the sales point of view, there are no particularly prominent brands.
Specifically, our annual sales plan is 1600 vehicles. In the first half of the year, all models sold 500 to 600 vehicles. We originally expected sales for this year to be relatively low, so the booked plan was also a bit low. I didn't expect the market to recover in the first half of the year. Of course, there is still a gap compared to the first half of last year. In the first half of last year, more than 1,000 vehicles were sold.
Wang Zhanjun: In the first half of the year, we plan to sell 300 vehicles and actually complete 400 vehicles. The sales plan for the second half of the year is also 300 vehicles.
Sun Yong: The sales situation in the first half of the year is OK. We have set a plan for more than 400 vehicles. Actually, it is similar. It is worse than the planned number of dozens of vehicles. It is basically a mission. We originally planned to sell 400 vehicles in the second half of the year and have not changed for the time being.
Moderator: It seems that everyone did not make too many adjustments to the sales plan for the second half of the year. Does this mean that it is optimistic about the market in the second half of the year? What are your expectations for sales in the second half of the year? Which models will become the main force of sales?
Zhang Hongshuang: Overall, we expect sales in the second half of the year to remain basically the same as in the first half of the year. Among them, September is the traditional peak season for the heavy truck market in Northeast China, mainly for energy-based transportation, such as wood, grain, and coal.
I expect that the tractors and flat-bed trucks will sell better in the second half of the year. I said just now that this is because the northeastern region has entered the transportation season. Dump trucks are mainly used in the engineering field, but the amount of work in the second half of the year is not so great. This is a shift away from others. Trucks and tractors should increase in the second half of the year.
Lei Jianguo: The dump truck market will surely be affected in the second half of the year. We are now mainly responsible for loading trucks and tractors. The annual infrastructure project starts in the first half of the year. At that time, 60% to 70% of sales are dump trucks. Dump truck sales will drop by at least half in the second half of the year. We expect the dump trucks to account for 30% of total sales in the second half of the year.
Zhao Wei: There is a special situation in Guangxi, which is that the trial tolls will be started on July 1. It should drive the tractor market, but sales will not rise too fast, or it will take 1 to 2 months. So everyone Wait and see. Weighing and charging are just trial operations. The unified operation of the district will not take place until January next year. Plus, Guangxi still has some project construction, such as infrastructure, roads, and railways. I estimate that the market demand for dump trucks is more or less. There will still be some. It's not that the demand for dump trucks is reduced when the project is completed. Many projects are just beginning, but before everyone bought more cars, they were all new cars. Even if new projects are started, the sales of dump trucks will not increase. Too big, the original engineering vehicle is a bit saturated.
In the second half of the year, with the continuous implementation of toll-by-weight, the original in-use models are not suitable. If you run again, it will lead to losses. Therefore, users will consider changing cars. Considering weight-based charges, heavy-duty vehicles should be more popular.
The market outlook in the second half of the year is also good. If we can grasp the market opportunities, I estimate that 500 to 600 vehicles can still be completed in the second half of the year.
Sun Yong: I feel that the heavy truck situation in the second half of the year is rather grim, especially in July, August and September. This is because there were some projects at the end of last year. In the first half of the year, there was work; in June and July there was no new project.
Specific to the model, we should still sell more dump trucks in the second half of this year.
In addition, since I mentioned weight-based charges, I would like to talk about my views. With the implementation of weight-based tolls in Guangxi, the demand for vehicle models may increase and vehicles will change to lightweight. However, if we strictly implement weight-based charges, it will lead to a rise in freight rates. Can society bear it? In addition, some people may be able to obtain special approvals through relations. It is difficult to say whether such weighted fees can be implemented or implemented. After we implemented weight-based charging in Guangdong, we did not bring about a sales boom like we had imagined.
Zhang Lianqing: This year, it is expected that the peak sales season will be in the second half of the year because of the concentration of fruits and vegetables in the second half of the year in Fujian, and transportation is seasonal. Therefore, we are still optimistic about the sales situation in the second half of the year.
Wang Zhanjun: At present, the heavy truck market in the second half of the year is still available. In the second half of the year, tractors and dump trucks will sell better, and there may be a larger proportion of tractors.
Moderator: From the perspective of everyone's judgment, the market trend in the second half of the year is still not very clear, but everyone has enough confidence to meet the challenge. Are you prepared?
Zhang Hongshuang: We mainly increase sales through service and accessories platforms and 3 sales methods. These three sales methods are their own direct sales capabilities, secondary partners, and development of large users.
Lei Jianguo: The "July 5" incident will definitely affect Xinjiang's auto sales market. Urumqi’s sales are now stagnant and it is estimated that the 20th of this month will be restored. We can take advantage of this period of time to rest and adjust the manpower allocation. We also plan to recruit a group of people and conduct training during this period. In August, we will focus on market development.
In addition, in the first half of the year, our customers consulted and bought more cars. In the second half of the year, we have to go out and go deep into the market among users.
Zhao Wei: We have already stocked dozens of main traction models. In the first half of the year, it can be said that the tractor hasn't moved. Once the tractor market starts, we can quickly add orders to the manufacturers.
At present, the manufacturers focus on the fight service, FAW liberation sent a lot of work groups, to the key market research, wondering how to make parts supply faster. Now, all manufacturers are supplying more than spare parts, which is faster than anyone's three packs of claims and who have more service outlets. This is the core competition point of all manufacturers.
In addition, our promotion measures in the second half of the year have not yet come out. It is estimated that in the near future, the manufacturers will call the provincial sales leaders to open a marketing seminar, and then will introduce a series of sales policies.
Wang Zhanjun: We have prepared about 100 vehicles, both dump trucks and tractors, and are ready to meet the peak sales that may come.
Sun Yong: We will take some promotional activities. In the past, we will hold activities in September to contact customers.
The sales plan for manufacturers for the second half of the year has basically come out and will support us in liaising with customers and engaging in activities. In addition, we would like to explore the original models with unsatisfactory sales. For example, we originally made high-powered models. In the second half we wanted to explore the market for small-horsepower models and narrow-body models. In addition, the manufacturers also gave us new models and announcements. We are digesting and understanding because the user groups of different models are different. This requires us to develop customers in a targeted manner.
Moderator: Although the heavy truck is a less desirable vehicle in the domestic auto market in the first half of the year, faced with various difficulties, various heavy truck dealers have adopted a variety of marketing methods to ensure stable sales. In response to the specific conditions in different regions, we have already made judgments on the situation of the heavy truck market in the second half of the year and studied the corresponding countermeasures. It is hoped that heavy truck dealers will grasp the market trend in the second half of the year and achieve better sales performance in 2009 when opportunities and challenges coexist.
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