According to the prediction of China Construction Machinery Industry Association, the overall growth of construction machinery industry in 2018 was about 15%, and the growth of excavating machinery was 20% to 30%. What are the reflections on the future development of the agent group? People in the industry have expressed their views on whether the market is hot at present. This newspaper has been arranged to serve the readers.
Cao Weiguo, chairman of Zhejiang Liyang, made suggestions on the fundamental issue of steady development of agents.
First, the fundamental problem of the steady development of agents is the basic decision-making and management capabilities. Business has been a problem, from management to look for reasons. Today, there is a problem. A mature company should have: fine management, efficient operation, process control system, process control KPI, can predict early warning; have room for space and guard interval. The era of extensive development of agents has gone forever, and must be refined and efficient to survive and develop.
Second, manage the company with financial awareness and financial capability. The core decision-makers and managers must manage the company with financial awareness and financial ability rather than just a marketing company. The ultimate target of a company is ROI and sustained healthy development.
Third, the correct operation is a non view. The agent is a completely independent business entity. The only accurate one is the right or wrong view from the angle of the company or the boss. It can not be viewed unilaterally as the right and wrong view of customers, employees and manufacturers. Of course, the company and the boss must take into account the three parties' interests and ensure that the three parties win each other is the right one, which is in line with the objective economic law and the classic western market management rules.
Fourth, we should build the core competitiveness. Although the agent is a proven business model, it will continue to develop healthfully in the next few years. But ask yourself: what are your core resources, core strengths and core competitiveness? Area, brand and product, talent, management, maintenance service capability, capital and customer relationship? Should first be "keep right" and "strange".
Du Mingwei, assistant chairman of Anhui South Asia, talks about the risk management and control of construction machinery industry agents.
Du Mingwei, the assistant chairman of Anhui South Asia Chairman, suggested that agents and manufacturers should establish a risk response mechanism for mutual trust and mutual trust, and a positive and effective mechanism for the management of creditor's rights.
In establishing a risk response mechanism with mutual trust and cooperation, we should optimize the repurchase guarantee mechanism. Under the condition that the vehicle can not be dragged back, the Finance Companies authorizes the agent to bring a lawsuit, if the lawsuit is no fruit, and then consider the repurchase, but the premise is that the Finance Companies should guarantee the right of the agent's recourse, the timely transfer of the tenant's information and the necessary information, if the final repo cannot be recourse, then the risk sharing mechanism will be set up by the parties. Proportionate share loss.
In order to establish an active and effective creditor's right management and control mechanism, Du Mingwei suggests that the construction machinery receivable management company can be set up according to the State-owned Assets Management Corporation's practice, and all the difficult claims of the agent are packed to the management company, and the Asset Management Co through the bidding and the professional lawyer team and the third party are cleared by the Asset Management Co. The company is committed to paying debts, and agents can do well in sales without distracting energy.
Secondly, when the annual cooperation agreement is signed, the tow vehicle authorization is issued in time, the relevant procedures are simplified, and the agent is flexibly required to realize the dynamic monitoring of the customer. Once the overdue is serious, the vehicle will be retrieved immediately and the loss will be reduced. The manufacturer or the Finance Companies and the agent share the cost of the payment, organize the debt collection team, make the payment before, and then request agent or repurchase according to the actual situation.
Zhang Xianfeng, chief operating officer of Fergus (Beijing) Information Co., Ltd., talking about leasing business
In recent years, many agents are also exploring in the leasing area. Zhang Xianfeng said that customer demand has changed, from a single procurement mode to the need for overall equipment solutions. Therefore, for agents, leasing is also a general trend.
Zhang Xianfeng pointed out that leasing business has several advantages for agents: one is to promote an important form of the product; two is the link between customers and themselves more closely; the three is to let the customers understand their products by leasing, it is a way to transform the competitors' customers into their own customers; and the four is the lease. The pool of capacity of equipment manufacturers is incremental outside normal sales; five, it is able to develop differentiated products competing with competitors.
