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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 Jian

5#, 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

Yunnan peak through the safety standard secondary acceptance

On March 21, Yunnan Jianfeng Cement Company successfully passed the evaluation and acceptance of secondary enterprises for safety production standardization. On the same day, a review team composed of leaders of the Yunnan Provincial Work Safety Supervision Bureau and relevant experts reviewed the implementation of the establishment of Yunnan Jianfeng safety production standardization secondary enterprises. According to the 13 elements involved in the "Standard for Assessment and Rating of Safety Production Standardization in Cement Enterprises", the review team conducted strict assessment and scoring item by item through grouping to check the site and review the data, and finally determined that Yunnan Peak passed the standard acceptance of safety standardization secondary enterprises. Yunnan Jianfeng has always attached great importance to safety production. After passing the three-level safety standard enterprise review in 2015, in order to raise the level of enterprise safety management to a new level, in 2016, it began to create secondary safety standardization. Over the past year, Yunnan Jianfeng has insisted on taking the creation of secondary safety standards as the top priority of production and operation management, and has formulated an implementation plan for production safety standardization in accordance with the requirements of national standardization norms. the content covers production safety responsibility system, education and training, safety inspection, safety facilities management and other safety production management standards, systems and post safety operation procedures, while further strengthening daily safety inspection and regularly organizing emergency plan drills, strengthen the investigation and rectification of potential safety hazards and the supervision of important hazard sources, and further consolidate the foundation of enterprise safety production management. After the review, Zhou Jiping, general manager of Yunnan Jianfeng, said that Yunnan Jianfeng will take this standard as a new starting point. On the basis of consolidating the accident-free achievements in production safety for two consecutive years, it will conscientiously implement the main responsibility of production safety and cultivate

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Peak health marketing and a new "play"

Building a New System, Flattening Management, Spike Health Marketing, New "Way to Work" On February 17, Spike Health Technology Company held a sales meeting to integrate and adjust the construction of a new marketing system and deploy and implement the 2017 sales work. Chen Daiyou, general manager of Health Technology Company, carefully explained and answered the marketing system construction and sales management assessment methods at the meeting, and reached a consensus on unifying thinking. The sales business of Health Technology Company involves three categories: health care products, plant extracts and Chinese herbal pieces. The product attributes and categories are different, and the product sales channels are diversified. In order to facilitate market expansion and adapt to the rapid response to market changes, the Company focuses on key products, key channels and key markets, adjusts the original business model, unifies all sales businesses of the Company, establishes a marketing center, and centralizes and unifies flat management. At the meeting, the Health Technology Company issued the "2017 Sales Management Assessment Measures", which takes sales performance as the leading factor, defines the sales staff's business expenses and market expansion support policies, implements quarterly and annual assessment of sales targets, and directly links the assessment of the progress of sales staff's target tasks with monthly income. After two-way selection, adjustment and implementation of sales positions and target tasks, all sales staff of Health Technology Company have signed a sales economic responsibility system. Chen Daiyou hopes that marketers will build confidence to meet the challenges and grow and progress together with the enterprise. At the same time, he said that the health technology company will focus on strengthening the construction and cultivation of the sales team, and carry out training, learning and experience sharing in various ways, so as to improve the business ability and level of the sales team. (Spike Health)

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Accident-free factory creation enters "second season"

At the beginning of the new year, a major "highlight" of the company's safety and environmental protection management in recent years-the "second quarter" of the establishment of a safety and environmental protection accident-free factory has also begun. Safety and environmental protection accident-free factory creation activities are an important measure for the company to improve the level of on-site management. The first phase of the activity will start on January 1, 2014 and end at the end of 2016 for a period of three years. Since the launch of the activity, all subordinate enterprises of the company have actively organized publicity and training related to safety and environmental protection, strengthened the awareness of safety and environmental protection of all employees, improved the management and operation level of safety and environmental protection; increased investment in safety and environmental protection facilities and equipment; strengthened safety and environmental protection inspection and self-examination and correction of hidden dangers, and timely organized rectification of hidden dangers; strictly assessed the units and relevant responsible persons of the accident, And the accident situation in the group, in order to arouse vigilance and avoid similar accidents. In the past three years, the company's subsidiaries have achieved remarkable results in standardization, safety, and clean operation. Safety and environmental protection accidents have dropped significantly, and no major accidents have occurred, which has effectively promoted the company's safe and civilized production construction. In the 2016 safety and environmental protection accident-free factory establishment assessment conducted a few days ago, a total of 6 units met the accident-free factory standard, of which Yunnan Jianfeng, Jianfeng International Trade and Pharmaceutical Department met the standard for the second consecutive year, and Daye Jianfeng, Qiubin Factory and Cable Company met the standard in the first year. In order to sum up experience and further improve the level of safety and environmental protection management, the Group decided to continue to open

2020

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What will the Chinese Medicine Act bring us?

At the 25th meeting of the Standing Committee of the 12th National People's Congress in December 2016, the the People's Republic of China Chinese Medicine Law (hereinafter referred to as the Chinese Medicine Law) was deliberated and passed, which will come into effect on July 1 this year. As the first comprehensive law that comprehensively and systematically embodies the characteristics of traditional Chinese medicine, the Law of traditional Chinese Medicine clearly stipulates the service of traditional Chinese medicine, the protection and development of traditional Chinese medicine, the training of talents of traditional Chinese medicine, and the scientific research of traditional Chinese medicine. With the change of people's health concept and the continuous innovation of medical mode in recent years, the role of traditional Chinese medicine in health is becoming more and more important. The promulgation of the "Traditional Chinese Medicine Law" has made the development of Chinese medicine more law-based, and it is bound to bring changes to domestic pharmaceutical companies. So, the peak of the pharmaceutical, health products companies will look at the "Chinese Medicine Law", and will have how to deal with it? A few days ago, the reporter interviewed the pharmaceutical companies and peak health technology companies related to the person in charge. What will the Chinese Medicine Act bring us? Reporter: As the general manager of Peak Pharmaceutical, what do you think of the Chinese Medicine Law? Huang Jinlong (Deputy General Manager of the Group Company and General Manager of the Pharmaceutical Company): the Law of traditional Chinese Medicine defines the important position and development policy of traditional Chinese medicine. The state encourages traditional Chinese medicine and western medicine to learn from each other, complement each other, coordinate development, give full play to their respective advantages, and promote the integration of traditional Chinese and western medicine. Traditional Chinese medicine is a huge knowledge system, reflecting the Chinese nation's understanding of life, health and disease. It is precisely because of the distinctive characteristics of Chinese medicine that the Law of Chinese Medicine is used in Chinese medicine clinics, Chinese medicine physicians and doctors.

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