Advanced Elegance-Outstanding Salesman Liu Jinpan of the Group Company in 2020: New Challenges for Old Salesmen
Release time:
2022-01-04
Liu Jinpan entered Daye Jianfeng Cement Company in 2008 and has been running the market in the first line. He is an experienced old salesman. In 2020 , he transferred from Daye to Huang Ping Jianfeng as Deputy Manager of Marketing Department. With a new identity and a new market, Liu Jinpan said he had new challenges.
Because it is a new enterprise, Guizhou market does not know much about Peak Cement, and many agents act for multiple brands, which is not as compliant as Hubei market agents. Therefore, in view of this characteristic, Liu Jinpan readjusted his strategy and took the personnel of the marketing team to conduct a full investigation of the Guizhou market in the early stage. In addition to understanding sales, inventory, peer information and other contents, they also collected information on the personality characteristics and work style of each agent, and then formulated different marketing plans for different customer personalities.
Liu Jinpan likes playing football. He said that as a striker, he needs to take the initiative to attack, and so does business. In the face of the new market, the different consumption habits of competitors and customers, he took the initiative to collect market information, through comprehensive market research in the early stage, accurately grasp the market information, and formulate targeted marketing strategies. Huang Ping District, which he is in charge of, is the core market of Huang Ping Peak. Through active publicity and promotion, he has opened a breakthrough from product factories and construction sites, gradually converted various civil sales outlets, and made full use of the advantages of quality, price and transportation distance to seize the market. As of the end of December last year, Huang Ping and Shi Bing had a market share of 70% and a mixing station share of 100% . "
Did you get carsick on the road when you came here? Did you get caught in a traffic jam?" This is the question I was asked the most in Huangping Jianfeng. Liu Jinpan said that this is a characteristic of Guizhou. There are many mountainous areas here, some roads are built on the edge of cliffs, and there are many sharp turns. Many people will get carsick when they go there for the first time, and there will be frequent traffic jams in some sections. Not only is the road condition not good, Guizhou has rainy and foggy weather, and the customer base is scattered. When the salesman visits the customers, he goes out at 8 in the morning and does not return to the company until 89 in the evening. Sometimes at the end of the day, only one or two customers can be visited, "because most of the time is over the mountains. " Guizhou cement market has another feature, most of the sales of civilian bagged cement are delivery customers, that is, the local called "car pendant " , no stores, the sales point is not very fixed. In addition, they have to go out to deliver cement, so when they start to do market research, they often make an empty space. In order to make it easier to go out and run business, Liu Jinpan also drove his private car from Hubei to Guizhou.
Huang Ping Jianfeng is a newly established enterprise. Most of the staff in the marketing department are new people, so one of Liu Jinpan's important tasks is to bring new people. Most of the new salesmen have just graduated to work. They have no social experience and are relatively timid. They often appear to be lack of confidence when facing customers. In addition to organizing new salesmen to train in cement knowledge, business ability, marketing skills, etiquette and other theoretical knowledge, Liu Jinpan also adopted the method of on-site teaching. Each area took new people to visit customers in turn. He asked them to observe how to do market research, find customer resources and communicate with customers, and then let them practice by themselves during the next visit, after going back to summarize and reflect on their own performance, and slowly explore their own ways and methods. In Liu Jinpan's words, it is necessary to have all kinds of martial arts, and only through practice can experience be gained. At first, the new salesman will blush and stutter when communicating with customers, but after several times of practice, we can communicate smoothly, and we will get together to discuss and sum up experience.The price of Guizhou cement market fluctuated greatly this year. When the price was the lowest, some cement factories even sold below the cost price in order to grab the market. Kaili, Huang Ping and Tai Jian had a great influence and the market was seized a lot. Liu Jinpan could only make an issue of stabilizing customers, cultivate a group of core and loyal customers, and use customers' control over offline channels to protect the market.
11# In September, power rationing in Guizhou Province was gradually lifted, and cement prices began to fall. In late January, Liu Jinpan took part in the advanced recuperation organized by the trade union of the group and was stranded in Ejina, Inner Mongolia, due to the epidemic. At that time, during the power restriction period, the production could not operate normally, the inventory was empty, the daily power load received by Huang ping peak was very low, the mill could not be turned on, the cement was not in stock, and only limited delivery was possible to ensure the supply of some core high-priced areas, core customers, mixing stations and key projects. The guarantee was not available, and the customers all called to complain, hoping to coordinate the delivery of some goods. Liu Jinpan, who was still stranded outside at that time, could only coordinate by phone. He said that at that time, he had to make 100 or 200 calls a day. On the one hand, he was isolated and his return was uncertain. He had to poke his nostrils to do nucleic acid every day. On the other hand, he had to appease the customer's mood as much as possible and coordinate the issue of guarantee. The whole people were worried and angry. Liu Jinpan said that after arriving at the peak of Huang Ping, it was his first contact with a management position. There were many different positions and perspectives on problems. In the past, it was enough to do a good job in business. Now the department's daily management and other work are also responsible. The content of product quality, brand image and other links must also be understood and communicated, so I need to further enrich myself, improve their comprehensive ability to better deal with various challenges. (Reporter
Ni Yingzhen)
More information
Pharmaceutical Company Established New Drug R & D Promotion Committee
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2020
09-11
Jianfeng Pharmaceutical ranks among the top 100 Chinese pharmaceutical industries in 2019
On August 25, the "2019 Top 100 Series List of China's Pharmaceutical Industry" was released in Kunming. Zhejiang Jianfeng Pharmaceutical Company was shortlisted as one of the top 100 enterprises in China's pharmaceutical industry. The product Berunning (Olopatadine Hydrochloride Eye Drops) was selected as the "Most Growing Product Brand" of China's pharmaceutical industry ". The "Top 100 Pharmaceutical Industry Series List" was evaluated and released by Guangzhou Punctuation Pharmaceutical Information Co., Ltd., a subsidiary of the Southern Institute of Pharmaceutical Economics of the State Drug Administration, and is known as the "Oscar in Chinese Pharmaceutical Industry. Southern Institute is the earliest institution in China that specializes in pharmaceutical industry policy and market economy research, pharmaceutical market research, pharmaceutical economic data analysis and research, and pharmaceutical professional media publishing. It is in the field of market information value-added services and media communication and marketing services in China's pharmaceutical and health industry., The field of professional quality improvement has extremely extensive influence. The "Top 100 Pharmaceutical Industry" is comprehensively evaluated by the company's annual pharmaceutical industry sales revenue, total profit and R & D investment results. On the same day, the "most growing product brand" of Chinese medicine selected by the Southern Institute's media "Pharmaceutical Economic News" was released simultaneously. Spike Pharmaceuticals product Beirunning (Olopatadine Hydrochloride Eye Drops) was selected. (Xu Yuting)
2020
09-01
Company Disclosure 2020 Semi-Annual Report
On August 28, the Group held the 16th meeting of the 10th Board of Directors of the Company by means of communication, and considered and adopted the "2020 Semi-Annual Report of Jianfeng Group" and the "Proposal on Changes in the Company's Accounting Policy". On August 29, the Company's 2020 semi-annual report was publicly disclosed on the Shanghai Stock Exchange and the Shanghai Securities News and China Securities News. In the first half of the year, the Group focused on the general policy of "grasping projects, making up for shortcomings, improving quality and efficiency, and constantly improving the core competitive advantage", and on the basis of doing a good job in epidemic prevention and control, the Group seized the resumption of work and production, accelerated project construction, and enhanced the core competitiveness of enterprises. In the first half of 2020, the company achieved total operating income of 1.44 billion yuan, net profit attributable to shareholders of 0.368 billion yuan, net profit per share of 1.07 yuan. As of the end of June 2020, the Company's total assets were $5.892 billion, net assets were $4.068 billion, and net assets per share were $11.82. From February to April, affected by the epidemic, the national project construction progress slowed down, cement market demand decreased; after May, the epidemic was effectively controlled, infrastructure investment continued to recover, the real estate industry continued to pick up, cement sales steadily rebounded. During the outbreak, Daye Peak completed the technical transformation projects such as the cold machine, cement mill, into the desulfurization tower anti-corrosion transformation, to ensure the efficient operation of the production equipment after the resumption of work. Yunnan peak rotary kiln production, cement production and other major technical and economic indicators of steady rise; comply with market trends, timely adjustment of marketing policies. Guizhou Jianfeng has promoted the project infrastructure construction, equipment installation and commissioning, raw material bidding and other work in an orderly manner, and through preliminary publicity to enhance the popularity of the Jianfeng brand in the local area, and make a series of preparations for the transformation from project construction to production and operation. In the first half of 2020, the reform of China's medical and health system continued to deepen, and new policies were introduced intensively. Peak Pharmaceuticals and its subsidiaries in the epidemic prevention work at the same time in the first time to achieve the resumption of production, and actively organize donations to support the fight against the epidemic, was named the annual "war epidemic star" the most socially responsible pharmaceutical enterprises. In the first half of the year, Jianfeng Pharmaceutical continued to increase the introduction and development of varieties, and JFAN-1001 applied for clinical application of new anti-tumor drugs. At present, it has obtained the notice of approval for clinical trials. Optimize the production process of API workshop and further shorten the production cycle of raw materials. Continue to improve product sales policies and strengthen market channel control. Shanghai North Carolina further straightened out the internal management structure, production and marketing convergence more smoothly, continue to promote the construction of Anhui North Carolina and Anhui Zhongwang Phase II technical transformation project, promote the peak pharmaceutical raw materials, preparations integration of industrial upgrading strategy. Other business segments of the company actively responded to the challenge of the new crown epidemic and carried out production and operation activities in a standardized and orderly manner. Tianjin natural products company vigorously explore the international and domestic markets, sales revenue to achieve steady growth. Peak Health focuses on the basic idea of "sales orientation, burden reduction and efficiency improvement, fine-grained savings, cost reduction and efficiency enhancement" to effectively improve the operational efficiency of enterprises. Jianfeng International Trade has actively developed new storage business varieties and achieved practical results, and has become the first enterprise in Jinhua to formally obtain the qualification of "network freight. Peak cable seizes the special needs of communication cables such as subways, vigorously promotes large logarithmic cables for subways, and strives to achieve the long tail effect. On the same day, the company also held the 10th meeting of the Ninth Board of Supervisors and reviewed and approved relevant reports. (residual fruit)
2020
09-01
The company organizes new employee induction training
From August 12 to 14, in order to strengthen the training of talents in the group and improve the comprehensive quality of new employees, Jiang Xiaomeng, secretary of the party committee and chairman of the group company, Yu Jianhong, general manager, and other leaders and heads of relevant enterprises and departments conducted a three-day induction training for new employees. New employees from foreign enterprises such as Guizhou Huangping Peak, Daye Peak and Shanghai North Carolina participated simultaneously through online methods. In the course of corporate culture, General Manager Yu Jianhong started from the history of the development and struggle of the peak, divided into five stages: hard work, determined reform, diversified development, strategic adjustment, and strategic development, and introduced in detail the development process of the group company and the current industrial layout., The results achieved; from the aspects of enterprise spirit, vision, development philosophy, values, business philosophy, etc, this paper introduces the peak corporate culture rooted in 62 years of history and inherited in the blood; from the perspective of an enterprise manager and old employees, he speaks a lot of truth to the new employees and puts forward a lot of hopes and suggestions. Chairman Jiang Xiaomeng took "How New Employees Achieve Win-Win with Enterprises" as the topic, and proposed that the key to the success of an enterprise lies in how to select, retain, educate and employ people. Peak and employees complement each other. Peak can achieve today's achievements and the struggle of generations of peak people are inseparable. He also taught new employees the basic concepts that need to be understood, the basic qualities that need to be possessed and the sense of hardship in entering the new environment through 16 key words, and combined with his own experience and quoting from others, he analyzed the core elements of success, the signs of a successful career, the personal qualities that need to be possessed for success, and the importance of establishing a personal knowledge management system, it expresses the ardent hope of new employees to adjust their mentality, keep learning, clear goals, clear dreams, cultivate win-win thinking, and grow up together with the peak. The heads of the human resources department of the group company, the safety management office of the group company, and the comprehensive department of the pharmaceutical company also taught the new employees the corporate rules and regulations and the "Employee Handbook", safety knowledge and professional ethics. The new employees also visited the group exhibition hall and had a deeper understanding of the development history and enterprise achievements of the peak. After the training, the human resources department also organized an examination to test the training effect. (Reporter Chen Shengmu)
2020
08-21
According to this newspaper, through the interconnection monitoring of the transportation department in Zhejiang province, the network freight platform of peak international trading company passed the online service capability audit, interface access audit, eight capability identification and other audit procedures, and successfully obtained the road transportation business license with the qualification of "network freight" on July 2. It is understood that Jianfeng International Trade is currently the first enterprise in Jinhua and Quzhou to obtain this qualification.
2020
08-05
News from our newspaper On July 21, Xi Jinping, General Secretary of the Central Committee of the Communist Party of China, President of the State, and Chairman of the Central Military Commission hosted a symposium for entrepreneurs in Beijing and delivered an important speech. Over the past few days, the General Secretary's speech has aroused strong repercussions in all walks of life. On July 23, Jiang Xiaomeng, chairman of the group company, said in an interview with Jinhua TV that the general secretary's speech was calm and inspiring, and pointed out the direction of future work for entrepreneurs.
2020
08-05
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