Mann Commercial Vehicles: Accelerate Local Production and Expand Sales Service Network

Interview with Fischer, Vice President of Mann's Commercial Vehicles Business Management (Beijing) Co., Ltd.

Axel Fischer, vice president of Mann Commercial Vehicles (Beijing), believes that the slowdown in China's economic growth will not last long and the economy will soon resume growth. He confessed that if you only rely on sales of imported Mann trucks imported from Germany in China, you cannot achieve sales targets. Therefore, it is necessary to intensify the search for joint venture production partners in China, and at the same time expand more sales outlets and provide strong financial services. Service and better after-sales support.

Reporter: How was Mann's performance in the Chinese market this year? What are your expectations for next year?

Fischer: We, Mann, are in China this year and we plan to implement it very well. Our plan is to achieve business growth this year compared to 2007. This plan has already been achieved. Mann sold more trucks in China this year. We will have some additional plans next year. Of course, we also hope that the current global financial turmoil will not have much impact on this industry. We will be very optimistic about our performance next year.

Reporter: Has Mann's sales been affected by this year's financial turmoil?

Fischer: Because our products are mainly high-end, more luxurious trucks and commercial vehicles, we currently have no obvious feeling that customers are affected by the financial turmoil. We also did not feel that our business in China was affected, but as we expand our business in this area and engage with different customers, I think that in the future, we may gradually feel that the financial crisis has brought more and more. Some changes.

Reporter: Mann once said that a person in charge said that he plans to sell 40,000 heavy trucks worldwide by 2015, of which 25,000 are to be sold in China. Now that China's economic growth rate has started to decline, Mann has no one to this plan. change?

Fischer: First of all, when it comes to China's economy, I don't think China's economic growth will continue for a long time. Although we see it has slowed down a little bit, it has reached a mid-term slowdown and will soon be It is seen that the economy has resumed growth because China’s economic foundation is very strong.

When it comes to the 40,000 numbers that you mentioned just now, if you only rely on the Mann trucks imported from Germany to be sold in China, it will not reach 25,000 vehicles. Therefore, it is necessary for us to carry out production in the Chinese region and only produce us in this region. To achieve this goal, we are considering cooperation with some potential partners in these areas, so we did not give up this plan, we are still based on this plan to promote strategy in China.

To open another 2-3 4S stores by the beginning of next year

Reporter: Is there any plan to re-open 4S stores in South China?

Fischer: As you can see, in fact, for high-end, luxury trucks, the current demand in this area is not big enough to expand our 4S shop indefinitely, so now we have this partner Weijun, we hope Control the number of 4S stores over a period of time because we also need to ensure that our dealers can distribute a certain amount of trucks to achieve the success of their business. So we will mainly focus on expanding our service stations in the future.

Reporter: What kind of development plans are there in other regions?

Fischer: At present, we have 4S stores in South China market. Our roadshow in East China is very successful. So now there are also several distributors in East China who have contacted us and hope to become Mann authorized distributors. Now we are talking to them. Contact and examine these companies that may become authorized dealers. Of course, we have strict selection criteria. They must be professional enough and competitive enough to match our business philosophy. We will expand the 4S store step by step. It is not decided today that we can start tomorrow. We plan to have another 2-3 4S stores by the end of this year and early next year.

Expansion service station provides 24-hour service

Reporter: For Mann Trucks, what are more emergency support services or other after-sales services than other commercial vehicle brands?

Fischer: Through our service stations in the region, we mainly provide after-sales services to our customers through a flagship service station and a small-scale service station network. The flagship service station service covers the major logistics roads in Guangdong Province. We will completely cover the entire logistics network. At the same time, the flagship service station will also launch a mobile service group. This is something that we are already working on. After the mobile service team is established in the next few weeks, there will be a dedicated service car and a dedicated service hotline to provide customers with 24-hour service. It can even cover some of the outskirts of Guangzhou so that we can expand our emergency support services beyond Guangzhou.

Reporter: Just listened to Mann's sales briefing in China and mentioned that there are 12 service points in China. According to our understanding of logistics companies, one company purchased a car and the cockpit broke down for 25 days. For logistics companies, this is a production line. It has been a very big blow for 25 days. What kind of protection is your response time in the service?

Fischer: We are fully aware that our customers spend a lot of money to purchase our products is a big investment, they actually want our trucks to be able to operate normally even when they purchase our products, even for 24 hours. The operation is normal, so we will do our best to ensure that our products can meet their expectations. We currently have 12 service stations, but these 12 are the bottom line. We plan to at least double this figure in 2011. Even more, at the same time, we also rely on our professional and high-quality partners in China. For example, we see today's cooperation between us and Weijun. These professional and high-quality partners have the ability to push our services to Not only their cities, but also through the mobile working group, we will promote our after-sales service to the surrounding cities. Through our partners, we can also ensure that customers in China can enjoy high-end, high-quality after-sales services.

Introduction of Financial Services to China's Diesel Trucks for More Than 20 Years

Reporter: It has been mentioned before that Mann is currently doing some financial services for clients. The specific content, for example, what kind of customers can reach the threshold of your financial services, what will be the amount?

Fischer: Our service to customers in the financial sector is dependent on cooperation with a very famous and powerful professional Siemens financial leasing. Their cooperation with us is mainly to provide our customers with leasing and loan services, especially Customers who purchase the Mann car can purchase through the loan method through Siemens financial leasing. It can also help with the purchase of ordinary credit checks. The specific amount depends on what kind of car the customer purchased, and there are many factors in it.

For example, we are a customer in southern China. He bought 6 Mann tractors, not full payment, but through Siemens’s financial leasing business, with three-year payment, instalments monthly, after three years The ownership of the six cars is owned by Mr. Chen. In fact, the financial leasing method is common in other parts of the world when it comes to the purchase of heavy trucks. We can also see that Chinese customers also have great enthusiasm for this new financial leasing method and have adopted a very welcome attitude. We also believe that the Chinese market is also very promising in this respect.

Reporter: Now logistics development in South China is very rapid in recent years. Several other truck brands have already entered. Mann is a relatively late one. Today, this 4S shop has been successfully opened, and there are no other plans to open up the market.

Fischer: Now that we have a good relationship with Weijun (Guangzhou Weijun Automobile Trading Co., Ltd.), we have already had a very good business resource in Guangdong Province. I believe we will have more sales in Guangdong. Opportunity, therefore, our next job is to do something with Weijun to discuss how we develop together. Of course, our long-term goal is to expand our business in southern China.

Reporter: I have seen a lot of new energy projects on your company's brochure. How does your company view the use of new energy technology in trucks?

Fischer: Mann has always been committed to advancing scientific research in new energy because we know that in the long run, the price of oil will surely continue to rise, so in this regard we are very focused on new energy development and research, especially Many research and development efforts have been made in fuel cells, electricity, and hybrids. We can also see the use of hybrids on city buses. I believe that this technology will also be in great demand in such short-distance trucks in the city. Of course, in long-distance transportation, I think trucks will still be dominated by diesel fuel in 20-25 years.

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