Kaili Cement Terminal Market
Release time:
2020-09-22
Group Company, said when guiding the work of Guizhou Huangping Jianfeng Cement Company that Guizhou is a new market for Jianfeng Cement, and the successful marketing experience of Hubei and Yunnan cannot be copied, but can only start from scratch. In August and March, the reporter followed the salesmen of Huang Ping Jianfeng Kaili office to visit the terminal market. Although it was only a short day, he had a profound experience of this.
New Situation Faced by New Market
Guizhou is known as a folk proverb that "the land is not three feet flat". In Kaili, this sentence is perfectly reflected-most of the time on the way up and down the mountain, watching the straight line distance of 100 or 200 meters often take more than ten minutes to get there, plus many road sections are not good, driving a little faster may make people feel dizzy and swollen. Colleagues who have just transferred to Huang Ping even have the experience of vomiting.
roads are winding and rugged, and often rely on cliffs and valleys. Careless driving is easy to cause problems, especially trucks. Liu Jinpan, assistant manager of the marketing department of Huang Ping Jianfeng, said that in the past, the more cement trucks that had been dealt with in Daye Jianfeng, the better, but this side took the initiative to reduce the amount. Those carrying 15
tons only carried 10 tons and 8 tons, so they were afraid of accidents on the road.Another new situation facing Peak Cement in the Kaili market is the local traditional form of cement sales. There are no cement shops common in other areas, and most of the terminal market is in the form of "transportation and sales", that is, dealers pull a truck of cement in the factory, park it on the roadside open space not far from home, unload as much as they sell, and then pull the next truck when they are sold out. "Only some people who do comprehensive building materials business and have relatively strong economic strength and already have their own storefronts will unload the cement and store it in the store. Most of the others are of this kind of 'roadside stall." Kaili office manager Chen Jianfei has been engaged in cement sales for many years. He said with certainty, "The entire Guizhou market has always been like this."
cannot be fully loaded, and the unit transportation cost is high; the terminal market is mainly "transportation and sales", and the turnover of transportation capacity will become the key issue for dealers to consider. In other words, what brand of cement sells fast, has a small backlog, and has a fast turnover of vehicle capacity, the transporters are willing to sell whatever. Therefore, although there are not many brands in the Kaili market, it presents a pattern of "one family dominates". While the price of an old local cement is 30 to 40 yuan more expensive than others, it has always been the best-selling in the market, because in the eyes of the common people, the quality of the old brands over the past few decades is guaranteed, and it is necessary to rest assured; and this psychology of users also determines the choice of sellers to a certain extent.
Although Peak Cement has a history of more than 60
years, it can only be regarded as a "recruit" in Kaili and even Guizhou markets. Facing a completely different market and consumption pattern from the past, the challenges and pressures faced by Huang Ping Peak marketers can be imagined.New questions raised by new customers
This visit to Kaili terminal market is mainly to visit the sales customers in the region with agents. During the visit, the salesmen stopped from time to time in front of the cement-stained old trucks parked at the intersection of a village or a lonely old shack on the roadside, saying that there was a customer here to visit. Or pointing to a small open space on the side of the road, the customer usually has two cars parked there, but now the car is not there, it should be sold out and go to the factory to purchase goods.
Qiandongnan Prefecture is located in a mountainous area with a small population and a large distance between villages and towns. These "roadside stalls" that look insignificant and may be missed if you don't pay attention to them are often the cement supply sources for several surrounding villages and even the whole town. When it comes to the scale of operation, there are generally one or two cars in the majority, and those who can have five or six cars without stopping turnover are already considered large. Farmers in nearby villages want to use cement and push trolleys to buy a few bags. This kind of sales method of buying as you use and unloading as you buy is really a bit fresh.
"When will you produce Spike Cement?" This is one of the most frequently asked questions from dealers during a visit to the Kaili terminal market.
Due to the pattern and sales mode formed by the local market over the years, the market discourse power is largely in the hands of the "dominant" cement enterprise, and most of the distributors at the market terminal are in a passive acceptance position. According to Chen Jianfei's description, "pull goods, raise cars and earn some hard money". From the standpoint of the distributors, they also very much hope that new entrants can break the original market structure and bring them more choices. Since the start of the Huangping peak cement project, the construction progress has been widely concerned by the industry. Several of the distributors visited this time asked after greeting: "I heard that you lit the fire yesterday? When will the product come out?" The well-informed was surprising.
Agents and distributors are concerned about "when the product will be released". The fundamental point is whether the entry of the new brand "Peak" can bring them more choices and greater profit space; and whether Huang Ping Peak can answer this question well means whether Peak Cement can truly gain a foothold in the Guizhou market and create good benefits.
New exploration by the new team
The sudden outbreak of the new crown epidemic in the first half of the year not only interfered with the construction progress of the peak in Huangping, Guizhou, but also affected the scheduled marketing preparations. Since resuming work, Huang Ping Jianfeng has actively laid out the marketing work. In addition to transferring sales management personnel from Daye Jianfeng, he has also recruited troops locally to form a new sales team. At the beginning of May
April, the preliminary market planning, personnel recruitment, advertising and other work were basically ready, and 36 offices were set up in Kaili, Huang Ping, Yu Qing, Zhenyuan and Taiwan Jian5#, which can radiate Qiandongnan Prefecture and its surrounding Zunyi, Tongren, as well as some areas of Qiannan Prefecture. Huang Ping is the base camp of Huang Ping Jianfeng, and its office is located in Gulong Town, where the enterprise is located. Kaili is the seat of the state government of Qiandongnan Prefecture. It is the region with the largest population, economy and demand in the state. It is also the most important sales market for peak cement in the future, covering Kaili, Leishan, Danzhai, Fuquan, Duyun and other cities and counties, one of the most responsible "offices. From Huang Ping to Kaili, the T brand and wall advertisements of "Peak Cement, A Centennial Plan" flashed on the roadside from time to time. Entering Kaili city, you can often see the advertisement of peak cement with bright red background on the bus. Chen Jianfei said that because there are no products during the construction period, we can only publicize the image of the enterprise as much as possible, so that the terminal dealers can know what kind of enterprise peak is and what quality standards peak cement has, and let everyone know about Huang Ping peak and peak cement first. "We have already made good communication with the dealers, and the advertisement of the distribution point has been designed and completed. As long as the products are on the market, our advertisements, posters and product information will be rolled out in the market together with cement".
Huang Ping Jianfeng's marketing team, except for the heads of departments and offices, are mostly newcomers with no marketing experience. In order to lay a good foundation for Jianfeng Cement to be put on the market, these young people have made great efforts. Take the Kaili office as an example. Except for the back office, the others went out at eight or nine o'clock and returned at nine o'clock in the evening. Because the distribution of terminal cement distribution points in mountainous areas is small and scattered, they go out for 12 or 3 hours a day, at least 89 hours are spent on the road, and there is not much time for real communication with distribution customers. Under the objective conditions that cannot be changed, marketers can only "get acquainted" with the distributors by running more and visiting more ". Over the past few months, the distributors not only got to know these young people at the peak, but also agreed with their serious and pragmatic attitude. During the visit, a distributor near the centralized settlement of newly relocated farmers naturally gave advice to the marketers: "There are a lot of people building houses here, and when your products come out, we will first choose one for trial, and when his house is built, it will be a ready-made advertisement..."
The cement industry is known as "gold nine silver ten", and Huang Ping's peak is in this period of time that the industry pays the most attention, start writing a new chapter in Spike Cement. How to break the inherent habits of users and how to break through the original market pattern, this young marketing team is beginning to face the real market test. (this newspaper reporter)
More information
Spike Health was identified as Zhejiang Agricultural Science and Technology R & D Center
Zhejiang Provincial Department of science and technology recently issued a notice, peak health technology company research and development center was identified as Zhejiang agricultural science and technology research and development center. According to the relevant requirements, Zhejiang agricultural science and technology research and development center must be established with national and provincial agricultural leading enterprises, agricultural science and technology enterprises or other scientific and technological agricultural enterprises with high scientific and technological content as the carrier, with strong economic strength and scientific and technological research and development foundation; The annual sales income of the enterprise is more than 10 million yuan, and the R & D center has more than 10 full-time technicians, of whom more than 30% have bachelor's degree or above; the annual technology development funds shall not be less than 3% of the sales revenue of the enterprise; it has the necessary instruments and equipment and fixed and special places to meet the research and development; it has the conditions for the application of agricultural technology information network. The main business of the enterprise is clear, and it is the priority industry in our province. The technological innovation achievements have a wide range of radiation, the enterprise system is sound, and the operating mechanism is good. With the domestic, provincial institutions of higher learning, scientific research units have established a stable relationship of scientific research cooperation. Since its establishment, Jianfeng Health has attached great importance to the construction of innovation platform and the cultivation of scientific and technological talents. In 2016, it has been recognized as Jinhua agricultural science and technology enterprise and municipal agricultural science and technology research and development center. In 2017, research and development investment accounted for 5.06 of sales revenue, and full-time research and development personnel with bachelor's degree or above accounted for 80.9, consisting of talents including traditional Chinese medicine, traditional Chinese medicine preparation, agriculture and biotechnology, pharmacy, analysis, plant extraction, food engineering, etc. Dr. Li Wende, head of the research and development center, was also selected "Jinhua Shuanglong plan talent" in 2017 ". In recent years, peak health and Zhejiang workers.
2020
07-31
Chairman Jiang Xiaomeng Directs Work in Yunnan Peak
On December 16, Jiang Xiaomeng, Secretary of the Party committee and chairman of the group company, went to Yunnan Jianfeng cement company to investigate and guide the work. On the morning of the same day, accompanied by the Yunnan peak management team, Jiang Xiaomeng went deep into the front line and successively went to the central control room of the production and manufacturing department, the raw material clay yard, the lignite yard and other areas for field investigation and investigation to understand the problems existing in the production and operation process. Subsequently, a business analysis meeting was held to make a comparative analysis of the various business indicators of Yunnan Jianfeng from January to November this year, and put forward two requirements to the management team: further strengthen internal management and improve execution; strengthen the coordination of external relations, and improve The ability and level of enterprise resource acquisition. At the Yunnan Jianfeng middle-level cadre meeting held on the afternoon of the 16th, Jiang Xiaomeng first fully affirmed Yunnan Jianfeng's highest output and best benefits since it was put into production in 2018, and expressed his gratitude to all cadres and employees of Yunnan Jianfeng for their hard work. After that, Jiang Xiaomeng made a detailed analysis of the cement industry and the regional market environment in Yunnan, and combined with the current production and operation situation of Yunnan Jianfeng, put forward the focus of the next step: 1. should fully attach importance to and mobilize the initiative and responsibility of employees at all levels to improve the overall execution of the team; 2. raw material mines are an important factor restricting the future development of cement enterprises, which should be paid full attention to and formulate clear strategies and methods, set out a timetable to obtain future production resources as much as possible; 3. continuously advocate and promote technological innovation, keep pace with the times, continuously improve production management, equipment management, production technology level, and maintain the competitive advantage of the industry; 4. further strengthen production
2020
07-31
Chairman Jiang Xiaomeng Directs Work in Yunnan Peak
On December 16, Jiang Xiaomeng, Secretary of the Party committee and chairman of the group company, went to Yunnan Jianfeng cement company to investigate and guide the work. On the morning of the same day, accompanied by the Yunnan peak management team, Jiang Xiaomeng went deep into the front line and successively went to the central control room of the production and manufacturing department, the raw material clay yard, the lignite yard and other areas for field investigation and investigation to understand the problems existing in the production and operation process. Subsequently, a business analysis meeting was held to make a comparative analysis of the various business indicators of Yunnan Jianfeng from January to November this year, and put forward two requirements to the management team: further strengthen internal management and improve execution; strengthen the coordination of external relations, and improve The ability and level of enterprise resource acquisition. At the Yunnan Jianfeng middle-level cadre meeting held on the afternoon of the 16th, Jiang Xiaomeng first fully affirmed Yunnan Jianfeng's highest output and best benefits since it was put into production in 2018, and expressed his gratitude to all cadres and employees of Yunnan Jianfeng for their hard work. After that, Jiang Xiaomeng made a detailed analysis of the cement industry and the regional market environment in Yunnan, and combined with the current production and operation situation of Yunnan Jianfeng, put forward the focus of the next step: 1. should fully attach importance to and mobilize the initiative and responsibility of employees at all levels to improve the overall execution of the team; 2. raw material mines are an important factor restricting the future development of cement enterprises, which should be paid full attention to and formulate clear strategies and methods, set out a timetable to obtain future production resources as much as possible; 3. continuously advocate and promote technological innovation, keep pace with the times, continuously improve production management, equipment management, production technology level, and maintain the competitive advantage of the industry; 4. further strengthen production
2020
07-30
Editor's note: On November 20, the first page of "Jinhua Daily" published "Focus on sticking to the peak forever-Enlightenment of Jianfeng Group's 60 years of entrepreneurship" written by the reporter of the newspaper, which was specially reprinted by this newspaper. Focus on sticking to the peak forever-Jianfeng Group's 60 years of entrepreneurship enlightenment "Jinhua Daily" reporter Shao Xuilian as of the end of the third quarter of this year, the total assets of 4.788 billion yuan, net assets of 3.366 billion yuan, the realization of the parent company's net profit of 0.488 billion yuan, earnings per share of 1.42 yuan. Recently, Jianfeng Group disclosed its beautiful report for the third quarter of 2018, celebrating its 60th anniversary with the best operating results in history. Wind and rain for 60 years. With sustained and steady high-quality development, the peak people are moving towards a comprehensive modern enterprise group with strong core competitiveness. Strategy: Focus and Professionalism In 1958, the first generation of peak people built the first cement factory in Jinhua history at the foot of peak mountain. Beginning in 1983, through horizontal alliances with township enterprises, the formation of enterprise groups, and the implementation of shareholding reforms, Jianfeng has developed from a small state-owned cement plant to the first listed company in China's cement industry. Since then, in the stage of diversification, the peak will develop the pharmaceutical industry into the second pillar industry. In 2007, it joined forces with the central enterprise China Building Materials to participate in the establishment of Southern Cement and strategically shifted the focus of the cement industry; at the same time, through corporate mergers and acquisitions and technological innovation, the pharmaceutical industry has further exerted its strength. Today, Jianfeng Group has 33 participating and holding subsidiaries, involving building materials, medicine, big health, modern logistics, national.
2020
07-31
News from our newspaper On the occasion of the celebration of the 60th anniversary of Jianfeng's entrepreneurship, the selection results of the two competitions of "Me and Jianfeng" essay and employee calligraphy and painting photography exhibition are also fresh. Since July 2017, more than 50 contributions have been received from employees and their families. According to the overall situation of the content and writing level of the solicitation, 3 first prize works, 5 second prize works and 7 third prize works were selected. The staff calligraphy and painting photography exhibition began to call for contributions in early April. in just five months, it received more than 100 works from dozens of authors from various enterprises under the group, and successfully held the exhibition from October 10 to 17, which was welcomed and praised by the majority of employees. After a comprehensive selection of employee contributions, a total of 3 first-class works, 5 second-class works, and 7 third-class works were selected. In order to ensure the fairness and impartiality of the selection, the works of the leading group, working group members and specially invited works to commemorate the 60th anniversary of Jianfeng Entrepreneurship will not participate in the selection of the grade award. (The list of winners is attached) (This reporter) "I and the peak" essay list first prize "mother and son deep love" author: Daye peak Shi Fu "I have a date with the peak" author: Yunnan peak Luo Meiyan "buying a house" author: peak cable Lu Chaofang second prize "ten years, sixty years" author: pharmaceutical sales company Xu Yuting "my peak road" author: daye Peak Yang Zhendong's "My Teacher" Author: Fan Tufa, Municipal Pharmaceutical Company, "Peak Grows with Me for 20 Years" Author: Xu Junxiong, Pharmaceutical Sales Company, "Peak Grows with Me"
2020
07-31
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