Do you know? Do you know? What is the final result of the 2018 MAN?

At the Mann Commercial Vehicle China Appreciation Conference held on January 18th, Mr. Thilo Halter, President of Mann Commercial Vehicle China, and heads of various departments expressed their achievements in 2018 and the plan for 2019. Shared.

Knock on the blackboard!

Focus on the key!

How does Mann view the Chinese heavy truck market in 2019? In this context, what is Mann’s sales target in 2019? Will it continue to grow? Which part of the increment will come from?

For the overall heavy truck market in 2019, we estimate a 15% decline. We believe that the sales callback is mainly for most domestic cars. For imported cars, there will still be about 15% growth.

We firmly believe that Mann will achieve more increments than in 2018 in 2019. Generally speaking, everyone will feel that January-February is the off-season, but our order demand is still very large.

Mr. Thilo Halter, President of Mann Commercial Vehicle China

What actions did Mann take in 2018 after-sales service? By 2021, what is the layout of the dealer network? Or what are the higher requirements for dealers?

In 2018, Mann's after-sales customer satisfaction has been greatly improved, and the services we provide must meet or exceed customer expectations in order to achieve customer satisfaction. The expectations and needs of customers of commercial vehicles mainly include four aspects: the time to complete the service, the cost of completing the service, the quality of the service, and the convenience of obtaining the service. If you want to add one more on this basis, it is value-added services. Mann is also around these aspects.

For example, in terms of shortening the time to complete the service, we improve our parts satisfaction rate by increasing and optimizing the parts inventory and upgrading the parts ordering system. In order to shorten the waiting time, we not only pay attention to the satisfaction rate of parts at the manufacturer level, but also have many measures at the dealer level, including optimizing the inventory of parts. If there is a problem with some accessories that causes the vehicle to stop running, we will require all dealer networks to have this type of inventory.

In terms of service costs, we will launch a series of accessories promotion plans for some of the accessories that customers often use. To reduce the cost of customer vehicle maintenance and use, we offer services and products that meet the diverse needs of our customers, further reducing the cost of our customers' overall operations.

Mann products

In terms of service quality, we will strengthen the training of dealers. Mann has a complete technical training system for dealer technicians, which are divided into different grades and different training modules. In 2018, in addition to service technicians, we also organized training courses for other key positions to ensure that every key position that has contact with customers or has an impact on customer operations can provide high quality services. Finally, the convenience of the service, on the one hand, we increase the number of service outlets, on the other hand, we bring more value-added services to customers through car networking and efficient driving training.

“Avenue to Jane” is the brand concept that Mann has always pursued. For customers, the more networks, the closer they are to customers, the easier it is to use their cars. Compared to 2015, Mann’s dealership has doubled. At the same time, many dealers have set up a lot of service points for customers, all of which are up, and our dealers and service points are almost 30. We are also very confident about the development of dealers in the next few years. In 2021, we will increase 300-400% compared with 2015.

As a commercial vehicle company, the growth of sales should be based on products, with dealer network as the channel and marketing as the starting point. What is Mann’s product strategy?

Regarding product strategy, through the research and development over the past few years, Mann's products have gradually adapted to the needs of the Chinese market. In the future, we will bring more quality products with rich configuration and humanized design to the Chinese market.

What is the current coverage of the dealer and service point network? What is the future goal?

Regarding network coverage, ideally, there should be one point every 50 kilometers or 100 kilometers. However, considering the specific realities, such as the difference in coverage between western and eastern China, we now need to pay more attention to the quality of each outlet. Our trucks rarely have a breakdown in the middle of the road. What we do is prevent accidents or anchors in advance, and tell the driver or the team in advance through the intelligent system to let them go to the site for maintenance services.

In the next five years, in which cities will go to set up the site, we have a contract with the strategic big customers, and there will be sites where they need them. In the bustling area of ​​the east, we plan to have one station every 200 kilometers, which is of course an average.

In 2018, the Mann Charity Saver Competition was successfully completed. What effect did this activity have? Fuel costs are still the bulk of truck spending. Have we continued to plan for a fuel-saving contest in 2019?

From the results of the fuel-saving competition, whether it is the final fuel consumption, social response, or from the perspective of communication, we have achieved good results. In terms of fuel consumption, the minimum fuel consumption in the finals was 20.5 liters per 100 kilometers. From the perspective of market activities, we have crossed the seven most important cities in China. It lasted 33 days, from north to south, from east to west, spanning more than half of China, and our trucks traveled nearly 100,000 kilometers. From the perspective of communication, we conducted a live webcast. The online platform released a total of more than 200 articles, more than 70 videos, and the reading volume reached 750,000. The effect is very good.

Here, I would also like to thank the teachers for their support and the volume of the dissemination of nearly six or seven hundred media articles. This is the first time we have done it, and we will continue to do such activities in the future. We decided to hold a fuel-saving competition every two years. By 2020, we will continue to upgrade the fuel-saving competition process and expand the range of drivers and cities.

In 2018, in addition to breaking through the field of express delivery, Mann has some better records in other fields? After the product upgrade in 2019, are there any areas that I want to focus on? How do we break down the task of 2019?

Construction Site

We have overfulfilled the task in 2018. Among them, the tractor is 67% growth rate and the fastest growing among the European brands. This is also proof of our strength. In addition, through three years of continuous construction, after-sales service Customer satisfaction achieved a 132% year-on-year increase, and these figures also gave customers a very strong confidence - Mann is ready.

In 2018, large customers achieved a 200% growth, and providing customers with the highest quality products is our long-standing service philosophy. While providing quality products, we also provide solutions for the entire life cycle of vehicles, such as TCO, car networking, etc., to continuously provide value-added services to customers and create more efficient operations. (This article is from Mann)