Six Points of Requirements for Distributors' Success

At a meeting with excavator distributors, President Liang Wengen put forward 6 points of requirements for relevant departments to facilitate the success of distributors.

At the meeting, President Liang Wengen emphasized that quality and service are crucial to construction equipment, of which the customers are more sensitive to quality than to price. That's why, he stressed, we should give priority to quality. He also commented that only products with good quality are more competitive in the market. Liang Wengen then explained to the distributors SANY's philosophy, which reads "Quality Changes the World", "All is for the Benefits of Customers" and "SANY Helps to Facilitate the Success of Distributors".

"Quality Changes the World" is regarded as SANY's motto as well as the core of corporate cultural. SANY's products, services, brands, and training should be characterized with high quality, with product quality being the core, said Liang Wengen. He also promised that SANY, with its supreme product quality and service, would help enhance the image of Chinese products in the international market and would represent the future and dignity of Chinese enterprises.

"All is for the Benefits of Customers" means that SANY will devote all resources and energy to serving the customers. Liang Wengen pointed out at the meeting that distributors play as a bridge between SANY and its customers and distributors know more about customers than the manufacturer does. He said that distributors, in their management and operation, should address customers and their demands, provide better products and service to create greater values for them.

Liang also said that competition nowadays focuses on industrial chains instead of competing relationship, suppliers, manufacturers and distributors are in cooperative partners striving for a win-win situation. They should work together to form a strong alliance and streamlined industrial chain.

"To facilitate the success of distributors is also an effort to help ourselves because we are stake holders", said Liang Wengen. Liang promised at the meeting a profit margin for its distributors, who will enjoy greater profitability than most other distributors in the industry. As to ways to facilitate the success of SANY distributors, President Liang Wengen put forward 6 points of requirements for relevant departments. First of all, be creative and carry out greater sales promotion to achieve the sales objective. Second, build a system to streamline operation process and provide efficient financial accounting for distributors and suppliers. Third, take care of customers' complaints to eliminate any possible negative image of SANY and properly handle unresolved issues. Fourth, seek suggestion from distributors on quality and upgrade of mini excavator. Reward the distributors whose proposals are adopted. Fifth, provide a passage for the development of distributors' excellent staff, who will have opportunities to work in SANY. Sixth, SANY should cooperate with schools and colleges to conduct special training programs, which will train after-sales personnel specially for SANY distributors.

The meeting has given distributors more confidence in SANY. The distributors promised that they would make greater efforts to distribute SANY's products, expressing their stronger will to grow together with SANY.