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Measuring the Achievements of Yunnan Peak with Footsteps

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2020-08-14

Measure the Achievements of Yunnan Peak with Footsteps

Speaker: Yunnan Peak Zhang Jianling

Leaders and Colleagues, Hello:

My name is Zhang Jianling, and I am an ordinary salesman of Yunnan Peak Cement Co., Ltd. Since 2012 was put into production at the end of , we peak people have gone through 6

years in Yunnan, down-to-earth, steady and steady, and have rapidly grown from a new enterprise to a first-line brand. As a marketer, I personally feel the development and changes of Yunnan peak, but also with their own footprints to witness the growth of the company, I am proud of the development of the company, but also proud of their own progress.

Today, I would like to share with you some of our experiences in the Yunnan market.

In 2012

, Jianfeng Cement was officially put on the Yunnan market. Yunnan is located in the plateau, and our main target market at that time was in the countryside. The distance between villages and towns is not only far, but also very difficult to walk. We often use "eighteen bends on the mountain road" to describe the twists and turns of the road, but for our Yunnan peak marketers, if we only need to take the "eighteen bends" one day, it is a matter of luck and even makes the happiness index rise in a straight line. Under normal circumstances, we have to sit on passenger buns at dawn, one village after another to promote peak cement, when to go home from work is completely uncertain, sometimes it is too late, can only stop the passing car on the mountain road down the mountain. In the past six years, from the initial walking visit to now driving by ourselves, from a dozen customers at the beginning to more than 200 customers now, great changes have taken place in our life and work. What remains unchanged is that we have always kept our customers in mind and won their trust with sincerity and credibility. I remember that a customer in Lancang area was ill and hospitalized. We took fruit to the hospital to visit him as soon as we learned the news. Although the gift was light, we could really feel the touch of the sick customer. Until now, this customer has been a loyal user and promoter of peak cement. From this small matter, I understand a truth, the most important thing in marketing is the heart-to-heart communication with customers. When

was just put into production, Xishuangbanna was a blank market for us, and it was also a market that we needed to strive. Due to the relatively conservative thinking of users in ethnic areas, usage habits are the first factor considered by dealers. As a new brand, Jianfeng Cement is hardly popular and agents are not willing to promote it. We can only pull the cement to the market for retail. But even so, the effect is still not ideal, and the local people even clearly said to us: no matter how expensive the cement is, we only need it. In desperation, we decided to find a breakthrough in the engineering market first, but at that time there were less than 10 bulk cement tankers in Banna, and our transportation distance was relatively long, so the problem of supply guarantee became a difficult problem that we needed to solve urgently. In the face of these difficulties, our group company and several leaders of Yunnan Jianfeng took the lead in person and visited from house to house with the salesmen. Finally, they organized all the commercial concrete station owners in Jinghong City to visit Yunnan Jianfeng so that they could intuitively understand our enterprises and our products. Through this method, the peak cement began to enter the mixing station of Jinghong in large quantities. At the same time, we set up a bagged cement bag breaking system in Jinghong and used a passing car to pull the bag to Jinghong bag breaking, which not only eased the pressure of supply guarantee, but also effectively reduced the transportation cost. At present, "Peak" is the cement brand with the highest brand benefit in Jinghong market. The market price of tons of cement is higher than that of other brands 10 - 50

yuan, which has become synonymous with high-quality cement in southwest Yunnan.

In recent years, key projects in southwest Yunnan, such as Lan-A Class I Highway, Lancang Airport, Village-to-Village Project, Housing Project, Huilongshan Hydropower Station, Yumo Railway, and Silan Expressway, have all used peak cement, and some projects have designated "Peak" as the only cement brand. With the expansion of market demand, the cement production capacity in southwestern Yunnan has also continued to increase. Our work goal has also shifted from "sell well" to "sell well", to sell at a good price and create high profits. With the deepening of the "three drops and three improvements", our sales team has made significant progress in market maintenance and sales cost control while streamlining the team. In particular, through the Southwest Yunnan Cement Association to strengthen industry self-discipline, the regional market is more orderly, prices are stable, spikes have become a weather vane of cement prices in the regional market.

Every time a project is completed and accepted, every time I see trucks full of peak cement speeding by on the road, I really feel that there is a heat flow boiling in my heart, because this is the glory of our peak. Today, our products have a radiation range of nearly 100,000 square kilometers. From the rural markets around the factory to Pu'er, Banna and Lincang, to Vietnam, Laos and Myanmar outside the country, Yunnan Peak has grown up. This also embodies the painstaking efforts of our sales team, which is composed entirely of local people. It is the peak that brings us together tightly. It is the peak that drives us and the enterprise to improve and progress together. It is the peak that allows us to find the direction of our efforts and realize our own value.

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