China Road Transport Academy
铸就出口沙特15年辉煌 金龙客车新时代开创新未来
来源:中国道路运输网 2019年8月2日17:11

      今年上半年,金龙客车再次谱写沙特市场的华丽篇章,截止6月份,累计出口870辆,而且全部为高端豪华大巴,值得一提的是,这些新车将全部投入于8月的朝觐运输“战场”。上半年的优异表现,让金龙客车出口沙特继续保持行业领先地位。




金龙客车豪华大巴出口沙特



      沙特,这个沙漠中的王国,在客车制造商眼中是一片“金色沃土”,这里可以说是全球最大、最稳定的客车市场。然而恶劣的气候和地理条件,日趋白热化的市场竞争,也让客车制造商面临不断升级的挑战。



      2004年,金龙客车以“敢为人先”的胆量率先进入沙特市场,15年来,金龙客车砥砺奋进,攻艰克难、精耕细作,凭借优良的产品、优质的服务,取得了沙特市场的丰硕成果:累计出口超过6400辆,成为当地朝觐车保有量最大的中国客车品牌。从某种意义上讲,金龙客车出口沙特的闪光足迹,树立了中国客车出口海外以及一带一路合作的典范。


产品升级 塑造沙特市场新格局


      沙特市场曾被韩国大宇和现代,欧洲的奔驰、曼和沃尔沃等品牌割据,进入21世纪以后,以金龙客车为代表的中国自主品牌客车开始打入沙特市场,并在这里顽强地扎根生长,打破了这里的旧格局,中国品牌客车从此异军突起。



      2004年进入沙特市场后,2005年,金龙客车就以450辆豪华客车出口沙特创下当时中国工业出口最大订单。此后,沙特大批量订单纷至沓来,同时出口产品阵容也不断扩大,从豪华大巴,到城市公交,再到护航学生的校车,15年来,金龙客车产品覆盖了沙特大众交通生活方方面面,为提升当地交通出行质量作出了贡献,受到了客户的青睐和民众的喜爱。





      市场的认可,源自于金龙客车日渐成熟的自主技术和优异的产品力,特别是为沙特特殊使用条件的定制能力。众所周知,沙特常年干燥炎热,时常风沙肆虐。根据沙特的路况特点、环境温度以及司机的驾驶习惯,金龙客车在产品设计和细节上作了极大的改善,比如提高整车离地间隙,内饰和座椅均使用耐高温、抗老化的材料,采用大功率空调制冷量等。不仅如此,金龙客车还积极研究客户运营过程中的痛点,主动调整产品对客观环境的适应性,不断改良和升级产品,而且改进产品不但不会增加成本,相反带来了很多盈利点,赢得了用户的一致好评。


      随着市场对中国品牌的接受度不断提高,沙特已成为中国客车企业的主攻方向,竞争异常激烈。在这样的背景下,金龙客车顺应局势调整出口战略,着力开拓有更高附加值的高端客车市场,实现出口产品转型升级。


出口沙特的龙威II代车型



      作为中国客车高端制造的代表,龙威II代在造型、安全、环保、舒适等方面展现了作为高端客车的优越性能和极致品质。龙威II代上市后,金龙客车便启动了针对沙特市场的龙威II代的研发,2018年向沙特推出龙威II代,包括针对沙特市场量身定制的解决方案,都获得市场高度肯定。目前,龙威II代车型已成为出口沙特换代升级的新主力,一年多来快速达到市场量的三分之一。


精诚服务  携手共进实现共赢


       产品是打开市场的“前锋”,那么,服务就是守卫市场的坚强后盾。金龙客车批量进入沙特后就定期向沙特派遣技术精湛、服务高效的售后服务团队,建立专属服务站和备件中心,为客户提供相关技术和使用培训,与客户并肩成长,实现共赢,成为沙特市场服务标杆。

 
       每年斋月和朝觐期的运输,是各运输企业一年中最重要的“战役”,数以百万的朝觐者在此期间蜂拥而至,加上极端炎热干燥的环境,考验的不仅是车辆的性能,还有人的体能。运营车辆几乎是人停车不停,金龙客车服务团队24小时坚守,做到全方位保障,确保车在哪里,人就在哪里。有时检查车辆至深夜或突遇沙尘暴,金龙服务人员无法返回驻地,就直接就地在服务站休息。


金龙服务团队为沙特用户进行培训后颁发证书

沙特实车培训

朝觐前售后协助终端用户对车辆进行批量检查


      在2016年沙特斋月期间,因沙特移民局临时发布控制签证发放政策,导致现场售后服务人员未能按时到位,保障服务面临断档。面对此般困境,驻地服务团队自主铆足干劲,整个斋月30天每天工作超过12小时,甚至有时16小时。在大家共同坚守下,最终确保了车辆安全、零故障的完成运输重任。这种难能可贵的服务精神,赢得客户的高度赞扬。



      在金龙客车为期三月一次的外派服务质量调查中,虽然调查问卷满分只有20分,但是部分客户却给予21分的超分评价。金龙客车沙特经销商负责人曾在感谢信中说:“金龙客车为全世界穆斯林兄弟姐妹的朝觐运输提供最完美的售后服务,是我们唯一值得信赖的合作伙伴?!?/p>



       Al Wassem是沙特一家中等规模的朝觐运输公司,2012年和2013年分别购买了10辆和15辆金龙客车,数量不多,并且之后几年该公司未再购车,尽管如此,在这期间金龙客车的销售和售后团队与AI Wassem始终保持紧密互动,主动关切运营情况,提供更好产品改进方案。在2018年客户再次启动批量采购计划,金龙客车成为了首选品牌,该公司一次性购买了100辆金龙豪华大巴,并在2019年初再次追加200辆订单。Al Wassem公司总经理.Mohamend 先生说:“再次与金龙客车合作,很大程度上取决于金龙客车过硬的品质,以及金龙客车和经销商团队的关怀与支持,还有一系列卓有成效的培训指导工作,这让我们坚定了和金龙客车合作的信心?!?/p>


合力并举 构建多元营销体系


       NTC公司是金龙客车在沙特的独家经销商,也是在海外市场的金牌代理商之一。2004年金龙客车与NTC首度开展合作,通过NTC,金龙客车在沙特各大城市进一步设立营销网点及售后服务站,深挖细分市场,实现金龙客车在沙特市场保持稳定并有较高的市场占有率。

   
      携手得力合作伙伴以外,金龙客车海外营销团队加大“走出去”力度,一线业务直接面对终端用户,通过走访客户、高层之间保持良好互动等及时掌握客户需求,了解市场信息,并快速响应。2018年沙特朝觐署发布了未来朝觐车的新配置规范,重点旨在提升车辆安全性能。金龙积极响应并与沙特经销商提前筹划,提前预测2019年订单计划,在车辆设计、主要零部件供应商沟通上先行一步,为各家朝觐公司提供周全的方案,进一步抢占了市场先机。


金龙客车亮相沙特国际汽车展览会


      金龙客车还积极参与当地展会及各类重大活动,进一步加强品牌当地化培植。沙特国际汽车展览会是沙特规模最大、最专业、参展品牌最全的大型国际汽车的展览会,金龙客车多次参加该展会,展出产品全面覆盖城间客运、旅游、校车、公交、轻客等各个细分市场,有力推广了金龙产品和品牌形象,扩大了市场影响力。Al Janadriyah Festival是在沙特举办的文化遗产节日,该活动自1985年以来,每年举行一次,2019年金龙售后协同经销商NTC与客户共同服务于该节日的通勤工作,进一步提升品牌力。


SAPTCO公司总裁第5次到访金龙客车,金龙客车董事长谢思瑜热情接待


      15年来,金龙客车在沙特的“朋友圈”不断扩大,终端客户从最初的两家,发展到如今的39家,销售网络辐射整个沙特。最为人称道的是,2011年金龙客车战胜奔驰等竞争对手,赢得沙特公共运输公司SAPTCO的150辆豪华大巴的订单,这也是该公司首次使用中国客车产品。SAPTCO公司是沙特乃至整个中东的标杆,也是沙特境内唯一被获准经营长途运输及公交运输的企业,能够获得SAPTCO的认可,具有里程碑意义。2011年至2019年期间SAPTCO累计采购金龙客车超过2000辆。



      “千淘万漉虽辛苦,吹尽黄沙始到金?!碧瞥肆跤砦恼饩涫梢运凳墙鹆统悼厣程氐恼媸敌凑?。经过15年市场的洗礼,金龙客车在沙特已成为中国客车高端制造的代名词,深深融入当地大众交通生活。在新的历史时期,金龙客车将继续携手坚实的合作伙伴,坚守服务质量,引领出口转型,让中国客车制造的光芒更加耀眼。


(责任编辑:赵雨诗)
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