As the concept of domestic automobile consumption becomes more and more mature, how to meet the needs of users of “variety†has become a new test of the host plant and its supporting enterprises. For Xi'an Cummins, the ISM engine's versatile features for different users' individual needs have become effective tools for opening the heavy-duty diesel engine market.
Guan Zhanghua, general manager of Xi'an Cummins, believes: “As the logistics industry is increasingly pursuing high efficiency, the construction machinery industry is increasingly focusing on the ability of vehicles to operate under different operating conditions. The future heavy-duty truck market will inevitably require more high-powered and high-capacity vehicles. Intelligent engine products. This is the biggest opportunity for Xi'an Cummins."
"Performance card" to win customers heart
Guan Zhanghua, general manager of Xi'an Cummins, worked hard in the commercial vehicle industry for many years and has a clear understanding of the market's development. "Now the customer is very mature, the price is not the first consideration of most customers. The value of the product is not worth buying. It is not a simple price but a price/performance ratio. The fight against the product is the root of the market."
The current flagship product of Xi'an Cummins is the ISM type 11 litre fully electronically controlled heavy duty diesel engine. This engine "out of the United States" is a very mature flagship product in the North American market. Xi'an Cummins introduced it into the country for local production. According to Guan Zhanghua, "it is because the engine is fully optimistic about the needs of the domestic heavy truck market."
This engine is a very good product, with a powerful electronic control function, "Say this, you think, he must have; you did not expect but very useful, it also has" a product engineer said.
"Come a few examples!" Guan said, "The engine of Xi'an Cummins has its own advantages. For example, it is very suitable for long-haul heavy-duty vehicles, tractors, and dangerous goods transport vehicles. It has very high reliability and durability requirements. The product."
Guan Zhanghua said that the torque of the ISM engine of Xi'an Cummins is 15-27% higher than that of a domestic horsepower engine. The benefits of high torque, first, the speed is very fast, allowing users to quickly enter the economic fuel consumption area while driving, fuel-efficient performance; second, strong climbing power.
The project site has very high requirements for the starting and climbing performance of vehicles. For this reason, Xi'an Cummins is like a duck. “Some engineering units have to buy Xi’an Cummins engines when they buy a car,†Guan said.
For logistics users, they have a common need for trucks - they can run faster. However, how to pull and run fast is subject to objective factors such as vehicle conditions, road conditions, and driving habits of drivers. A technical engineer from Xi'an Cummins told this reporter that after nearly one year of actual tracking and measurement, under the same conditions of fuel consumption, road conditions and load, heavy trucks equipped with Xi'an Cummins Engine can run 15% more kilometers; fuel consumption, road conditions When the mileage is the same, the vehicle load is about 37% more than the test vehicle. This means that, under the same conditions, heavy trucks equipped with Xi'an Cummins Engine, users can benefit more than about 40-50%, truly realizing the Dora Run.
At the same time, Guan also told reporters that Xi'an Cummins's unique engine brake system performance is very prominent. Most domestic truck engines only have more than 300 horsepower, and the engine braking system of Xi'an Cummins has a maximum braking power of 326 horsepower. This ensures that the vehicle will not be accidentally braked at any time. This is any domestic engine. What we don't have is, "Our braking system is only 20 kilograms. When the system is working, the engine is not fueled, and it is maintenance-free. It can be said that it is not only fuel-efficient, but also time-saving."
As Mr. Li, a heavy-duty truck user, said in an interview: “If you buy a product, you can't really consider it purely from price. It depends on the overall performance of the product.â€
For Xi'an Cummins, who has just fought in the market for less than three years, he now has a user base spread across the country, relying on product advantages. Whether it is the heavy truck manufacturers Shaanxi Automobile, Foton, Hualing, bus giant Yutong, Jinlong, or heavy industry companies Sanyi, Xugong, or even individual vehicle users, Xi'an Cummins has been recognized because this engine meets their needs. The comprehensive cost-effectiveness brings them good user acceptance and considerable benefits.
"Smart Card" highlights unique advantages
When it comes to the uniqueness of Xi'an Cummins Engine's products, in addition to its outstanding cost performance, it also has the technical advantages of its various intelligent systems. With functions such as cruising, fuel consumption and load monitoring, after installing the Xi'an Cummins intelligent system, managers can monitor each vehicle in real time in the office. This is very important for the mainstream customer of the truck, the logistics company.
It is at this point that Xi'an Cummins did a thorough market research and solved the worries of different types of users. For enterprise users, installing this intelligent management system can optimize management and improve the company's operational efficiency. For individual users who pay more attention to the cost of car purchase, some of the features that they do not need are completely optional.
According to a marketing staff from Xi'an Cummins, this intelligent management system is very powerful, and the cost is only a few thousand yuan, and most users are completely acceptable. After installing the intelligent system, managers can use the computer to regularly log out of the car, and can also monitor the operation status of each car in real time through the system.
The value of a car cigarette is often in the millions. How to ensure the safety of transportation has caused headaches for enterprises. With the introduction of an informed person, a cigarette factory found Xi'an Cummins. Through the intelligent management system of Xi'an Cummins Engine, business personnel sit in the office and can monitor the running status of the vehicle at any time. Once problems occur, they can remotely issue instructions to turn off the vehicle directly. Transparent and advanced intelligent management system ensures the safety of goods and solves the problems that have plagued the company for many years.
And for the driver management problems that make many logistics companies a headache, the smart system also has a coup.
An operating heavy truck, if the driver pulls in the middle of the journey, will immediately discover through this system, and even can determine whether the car has been pulled out of private life through the fuel consumption curve and other data. In addition, for the fuel consumption of the vehicle, after the smart system is installed, it can be analyzed through the fuel consumption curve to determine whether the vehicle's oil condition is reasonable or even to prevent the driver from stealing oil. The smart system is similar to whether the vehicle is used properly or not. Can be "monitored" instantly.
At the same time, the Xi'an Cummins Engine's intelligent system can also help drivers overcome some of the bad habits of driving. For example, the anti-low gear protection function makes the vehicle always in the economic fuel consumption area; functions such as cruise control, start interlock, load monitoring, and remote throttle system locking are also very practical.
"Service Card" will win the future of the car market
Although Xi'an Cummins had just been established for only a few years, it did not prevent it from quickly establishing a “overwhelming†service network nationwide with its solid strength. It is understood that just over three years, Xi'an Cummins service network has reached as many as 500 or 600, which can not be regarded as a miracle for a new company.
General Manager Guan told reporters that their service network is mainly composed of three parts: First, Cummins China Investment Corporation's 12 offices across the country and Cummins authorized service stations nationwide; Second, the host company that has a relationship with Cummins Joint training of authorized service stations such as Auto, Futian, and Dongfeng; and third, Xi'an Cummins' own emergency services team is on standby.
General Manager Guan also told reporters that some people are worried that their service network and spare parts supply are not stable enough. However, the business model of Xi'an Cummins can completely solve the user's worries. For three years, Xi'an Cummins has always emphasized the localization features. Most of its spare parts are supplied by Cummins suppliers in China, and its timeliness and costs are completely "localized."
In addition to the existing network, Xi'an Cummins continuously cooperates with the OEM to provide relevant training and technical support for its distributors and service providers, further improve the service network coverage and improve the service provider's skills, and truly realize where the users go. Can get timely and effective quality service.
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