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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

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News from our newspaper On January 19, the group company held the second meeting of the tenth board of directors and reviewed and approved the "Proposal on Foreign Investment of Subsidiary Jianfeng Pharmaceutical." On the same day, Jianfeng Pharmaceutical signed an agreement to invest in Shanghai North Carolina Pharmaceutical Technology Co., Ltd. (hereinafter referred to as "Shanghai North Carolina") by acquiring shares and increasing capital. Shanghai Beika is a high-tech enterprise in Shanghai. It has an academician expert workstation and a number of Shanghai high-tech achievements transformation projects. It has won the title of "second prize for scientific and technological progress" in Songjiang District, Shanghai, "patent pilot enterprise" and "enterprise technology center" in Songjiang District, Shanghai. The company has strong research and development capabilities and has obtained 14 patents. At present, its main business is to provide products and customized services for domestic and foreign pharmaceutical companies. The products mainly include Tinib, alkaloids, carbohydrates and other anti-tumor drug intermediates. The customized services are mainly CDMO (contract development and manufacturing) of new drugs and intermediates. Shanghai North Carolina has two wholly-owned subsidiaries, Anhui Changtai Chemical Co., Ltd. (hereinafter referred to as "Changtai Chemical") and Anhui North Carolina Pharmaceutical Co., Ltd. (hereinafter referred to as "Anhui North Carolina"). Changtai Chemical is a pesticide manufacturer designated by the Ministry of Industry and Information Technology. It was established in July 2007. It now has three chemical synthesis workshops and a pesticide preparation compounding workshop, with 10 product approvals and 13 patents. Anhui North Carolina was established in December 2016. Its business scope includes the customization, production and sales of chemical raw materials and pharmaceutical intermediates, and the wholesale and retail of chemical raw materials and products (except hazardous chemicals

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Jianfeng Pharmaceutical was rated as a provincial trademark brand demonstration enterprise

On December 28, 2017, Zhejiang Administration for Industry and Commerce announced the list of trademark brand demonstration counties (cities, districts), demonstration towns (streets) and demonstration enterprises in Zhejiang Province in 2017. Jianfeng Pharmaceutical Company was identified as a trademark brand demonstration enterprise, and it was also the only enterprise in Jinhua City to enter the list. Peak Pharmaceutical was established in 1998 and obtained the first registered trademark in 1999. Since then, Jianfeng Pharmaceutical has been actively carrying out brand building in accordance with the requirements of the Trademark Law and other laws and regulations, and has set up an intellectual property department to carry out trademark management, rights protection and other activities; it has established a sound trademark management system, strictly in accordance with the provisions of the Trademark Law to supervise and manage the use of trademarks inside and outside the enterprise, and safeguard the legitimate rights and interests of the enterprise. Establish strategic cooperation with professional institutions, for trademark applications, renewals and other work. In recent years, Jianfeng Pharmaceutical has also explored trademark investment, creating value through intangible assets such as trademarks and brands, promoting efficiency improvement, and further expanding corporate influence; at the same time, it has continuously increased investment in new product research and development and technological transformation, and actively Declare various patents to provide strong support for brand building with technological innovation. According to incomplete statistics, Jianfeng Pharmaceutical and its subsidiaries currently have more than 120 valid trademarks, including 1 well-known trademark in China, 2 well-known trademarks in Zhejiang Province, 5 well-known trademarks in Jinhua City, and 2 overseas registered trademarks; Obtained more than 40 domestic and international patents. Trademark is an important part of intellectual property rights, in the knowledge economy, brand effect is increasingly becoming the leading force of economic development.

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The company was rated as an advanced unit of the city's focus on talent and love talent.

News from our newspaper On December 11, the Talent Work Leading Group of the Jinhua Municipal Committee of the Communist Party of China commended the advanced units of Jinhua City that value talents and love talents. 36 units including Jianfeng Group won this honor. The selection of advanced units that value talents and love talents is a measure taken by the Jinhua Municipal Party Committee to further create a good atmosphere of focusing on talents and loving talents, fully respect and make good use of the first resource of talents, serve innovation to drive development, and implement the development strategy of strengthening the province with talents and innovation. The enterprises and institutions that have won this honorary title have always regarded talents as the fundamental driving force for development for a long time, regarded the investment of talents as the most effective investment, and integrated the love of talents into the unit culture. Remarkable achievements have been made in gathering talents, achieving talents, transforming and upgrading, and accelerating development. The Jinhua Municipal Party Committee requires the majority of employers to learn from advanced units, vigorously promote the trend of focusing on talents and loving talents, remove the obstacles to the talent development system and mechanism, and in accordance with the requirements of "walking in the forefront and jointly building Jinhua", in order to promote the construction of a modern metropolitan area and accelerate the construction of the province An important growth pole for high-quality development provides talent support and intellectual guarantee. (this newspaper reporter)

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