China Road Transport Academy
【原创】2019上半年盘点系列之东风商用车:于无声处春风起
来源:中国道路运输网 刘峥毅 2019年7月16日11:12

2019,说是近10年最差的一年,又说是后10年最好的一年。

 

经济大环境也许让敏锐的重卡行业感觉到了些微凉意,虽然1-6月65万辆重卡的销量在数据上依然漂亮,但同比上年已下降2.3%。

 

进入2019,中国重汽的多项改革轰轰烈烈,在国企击起千层浪;福田戴姆勒四处出击,在各个细分领域推崇TCO定制化;东风商用车则这样向用户表白自己:50年不懈追求 终以“可靠”领先。

 

来自东风商用车官微数据:2019上半年东风商用车累计销售中重卡97317辆,同比增长1.67%,完成年度挑战目标比为46.79%(2019东风商用车年度目标20.8万辆、市占率18%)。在大环境看跌时仍略有增长,已然不易。

 

 


知行合一 “可靠”承诺


2019是东风商用车下一个5年的开局之年。

 

上半年,东风商用车的变化“潜移默化”,不知不觉。

 

比如对节油理念的认识。年初1月6日,在东风品牌新一代中重卡——东风天龙KL重卡、东风天锦KR中卡正式全国上市,在配置、品质、市场、服务多方开始全面对标欧洲一线品牌时,东风商用车副总经理蒋学锋曾表示:关注车辆性能尤其是节能减排,动力系统方面的提升空间已非常有限,要跳出单纯卡车层面,综合道路上所有车辆、路况及物联网信息,从整体交通运输体系上考虑节能减排。


再比如出勤率。东风商用车今年首次引入针对在用车辆的“完好率”概念,即车辆在运输过程中故障率愈低愈好,最大程度降低停驶率。首先,东风商用车通过44项车辆故障自动诊断、预判、警示,减少车主意外停驶;其次及时、迅速反应服务及救援需求,匹配快速配件供应,减少等待时间;再次,下半年,东风商用车还将线上提供远程刷新升级服务,软件类故障无需再开到服务站维修。其初期目标是计划外停车频次下降15%、计划内停车时间削减30%。

 

为此, 3月伊始,东风商用车全新车联网系统“东风车管家”上线、全系标配,东风商用车用户开始享受到便利的包括“货车导航、行程分析、车辆体检、行车管家、预约服务、在线客服、货源信息、新闻推荐和卡友论坛”等各项实用服务;

 

上月,东风商用车在老牌传统优势市场四川省及新兴拓展市场山东省,投放其纯正配件四川分库、山东分库,东风商用车首批综合性分库开张营业。其中东风商用车纯正配件四川分库占地3000多平方米,可满足配件12小时内送达需求;山东分库也承诺保证省内12小时送达,全力保障“山东·崛起”营销战略目标达成。

 

与升级相呼应的,则是东风商用车后市场半年销售额突破13亿(2019年度目标30亿,完成进度43.3%)。在东风商用车的服务半径上,东风商用车官网数据如下:国内授权经销商400家,服务站820家,服务网点1000多个;拥有和建立起70万份用户来访档案;售后服务半径缩短至百公里内,在东部发达地区缩小到30—50公里。


在东风商用车立下的目标里,今后5年,东风商用车将从制造型企业向商务型企业转换,服务于车辆全生命周期;公司盈利模式也从以新车为主,转向“新车+后市场+动力总成”业务各占1/3。

 

值得关注当然还有上述“动力总成”业务。去年6月1日,东风商用车有限公司动力总成工厂正式挂牌成立,由东风商用车发动机厂、变速箱厂合并成立,承担东风商用车自主发动机、变速箱制造业务。初期计划到2023年,动力总成工厂将实现年产发动机15万台、变速箱12万台。


蒋学锋在今年上海国际车展期间曾透露,东风商用车自主开发的13L发动机DDi13将在明年实现量产,AMT变速箱将在今年下半年批量导入市场。上半年,13L东风商用车自主DDi13发动机已经搭载到东风天龙KX上上公告,成为商品车型;东风DA14 AMT自动变速箱在4月份开始搭载到东风天龙KL上,交付用户使用。东风天龙旗舰+国产自主13L大排量发动机+国产自主AMT变速箱,未来将有望构筑起东风商用车“高端整车+高端动力总成”概念,成为东风商用车独树一帜的核心竞争力。这恐怕也是中国商用车品牌要在世界崛起的必经之路。

 

虽然“硬实力”的打造好像还稍嫌较慢,但一切在用“可靠”说话。

 

 


赛事营销  “软着陆”接地气

 

积极参加各类卡赛,赛事营销仍是东风商用车近年来重头戏。


首推其自身组织的东风天龙卡车驾驶员大赛,今年已走到第五季,持续时间长达4个月的天龙哥大赛不仅已成为卡友们耳熟能详的一大赛事,发展成为东风汽车集团“和文化“、”润计划“的有力承载,更成为东风商用车关爱卡车司机、承担社会责任的一大平台。

 

5年来,借助赛事营销,对驾驶员工作、生活、家庭、情感的全力关注和渗透,深度理解这一职业群体的光荣与梦想,东风商用车品牌开始积攒温度和广度,为渠道下沉打下基础。

 

上半年,东风商用车参与多达4项赛事。上个月,在第三季重卡高原爬坡赛中,在海拔4200米的西大滩至昆仑山垭口35KM赛段,东风天龙KX系列在63辆参赛车辆中不仅包揽了前3强,更在前10强中占据6席,妥妥显示了在西部区域绝对的市场领先优势。

 

在中部区域郑州,在2019年中卡驾驶精英挑战赛中,东风天锦KR在场地障碍赛和5升油极限挑战赛中取得最优成绩,充分展现了其轻量化、短轴距车身的轻盈灵巧以及相对更减少盲区的后视镜宽大视野等东风商用车最新一代中卡的综合优势。

 

在海外南美秘鲁,东风天龙KX首次进军高原重卡短距离竞速赛,在平均海拔4500米的秘鲁中部高原城市赛事举办地塞罗德帕斯科,与包括斯堪尼亚、沃尔沃、奔驰、肯沃驰(Kenworth)、万国(International)、马克(MACK)、福莱纳(freightliner)在内等一众欧美知名品牌同场竞技,即斩获同组别冠军,不仅向秘鲁客户充分展现了东风天龙KX的超强动力,也开始显示中国品牌重卡真正对标欧美的硬实力。

 

同样源于“可靠”,东风商用车才不怵比赛,抓住一切能展示的舞台发挥自身潜力,在比赛中愈战愈强。值得注意的是,当前中国货车市场90%散户当道的大环境也在悄然转变,智慧物流、物联网技术的方兴未艾,甚至有数据说“近乎96%的物流生产要素物联网化”,渠道下沉只是东风商用车未来实现“物联网”的坚实之基,品牌积累,口口相传,销售还只是远远的前端一小步,就如亚马逊、天猫或者京东,他们到底是平台还是物流?行业发展边界的思考和改变是大势所趋。

 

 


“精准营销” 各个击破


年初商务大会,东风商用车有限公司总经理杨青就一再强调:要将最合适的车卖给最合适的客户!

 

在东风商用车《2019年营销战略》里,更明确提出要实现“邮政、?;?、冷链行业客户 持续突破”的目标。

 

在冷链物流市场,东风商用车10年耕耘,把冷链客户分为生鲜、冻肉、乳品、果蔬、医药、活鲜等6大细分客户圈,与光明乳业、双汇、荣庆等一众客户建立起长期战略合作关系,更收获了连续五年冷链细分市场份额第一的回报。上个月,在医药冷链行业,东风商用车又与上海鸿裕供应链开启战略合作,批量交付东风天锦KR专业医疗冷链车。打入上海医疗冷链市场,这为东风商用车在上海乃至全国医疗冷链运输市场的快速突破和发展找到支撑点。

 

在邮政物流车市场,自2006年以来,东风商用车与中国邮政集团公司携手合作,已有上万台东风邮车在大江南北运送邮政包裹。东风商用车对邮政运输车通过分地域定制化升级,比如针对高原、高海拔、高寒的“三高”运输环境,通过优化车载电源管理,以??榛杓坡闼邢阜殖敌陀玫缧枨?,减少停车时的燃油消耗;改造燃油预加热系统,搭载发动机缸内制动系统,支撑中国邮政新推出的甩挂运输模式,为单程2000公里长途跋涉的雪线邮路特殊设计……

 

东风商用车的“精准营销”开始与细分定制、量身打造如影随形。上半年供应南京市场的“金陵”版智能环保渣土车,为跨境运输提供的560大马力东风天龙旗舰KX,在江苏盐城首发的绿通版东风天龙KL系列载货车,为山东博路物流提供覆盖车辆全生命周期服务的东风天龙KL?;吩耸涑怠嘉抟徊辉谮故投缟逃贸怠?大产品平台、29个细分市场的分层应对”。

 


这是一个东风商用车产品最丰富的时代。今年下半场,愿继续不负初心!


 

(责任编辑:赵雨诗)
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