Wang Ling Visits the Henan Area of the Central-South Sales Branch for Research

On May 5, General Manager Wang Ling and his party visited the Henan area of the Central-South Sales Branch for research, visiting core Tianrun end users and holding a discussion with all the staff of the Henan area.
Wang Ling first went to the auto repair shop of the Henan Provincial Party Committee organs, which holds a special position in Zhengzhou's auto repair industry, especially premium vehicle repair. Wang Ling learned about the shop, held in-depth talks with repair technicians, learned about the use of Kunlun oil products at the shop and about competing products, and listened carefully to the views and suggestions of its manager, Li Haiqing, on promoting premium Tianrun products. At Zhengzhou Wanshida Auto Repair Service Co., Ltd., Wang Ling asked the end-user person in charge, Yao Xinjian, in detail about vehicle throughput, customer groups and maintenance cycles.
At the Henan representative office of the Central-South Sales Branch, Wang Ling held a discussion with all the staff to learn about their work and life. Wang Ling listened carefully to work reports from the Henan area's automotive oil, industrial oil and specialty oil business staff and, during the reports, exchanged views with sales representatives on the problems encountered, giving detailed and specific answers on specialty oil end-user bidding strategy and existing problems, on difficulties in industrial oil material coding and logistics shipment, and on suggestions regarding automotive oil institutional user price locking, market planning and cooperation with the provincial company. He said with heartfelt earnestness: 'Compared with competitors such as Mobil, Shell and Castrol, our basic work is still too weak. If the foundation is not solid it is like building on sand, with no roots. Customers are our most valuable resource and the cornerstone on which the company depends for survival and development. Customer management cannot be simple and casual; it must be detailed and refined, with a complete customer file established and continuously accumulated and passed on.'
Finally, Wang Ling stressed that the sales departments should quickly unify the content and template of customer files, improve them by category and level, eliminate simple customer information sheets and truly implement standardized customer management; the focus of the company's work is automotive oil, and the focus of automotive oil work is gasoline engine oil, so branch automotive oil departments must strictly follow the five indicators - end-user distribution rate, end-user activity, signed end-user compliance rate, end-user sales capability and average distributor inventory - in planning channels and promoting the market for automotive oil, especially gasoline engine oil; in setting distributor tasks they should avoid simply allocating volumes and instead study target volumes together with distributors and jointly draw up the methods and measures to achieve them; and in customer management they should continuously optimize customer evaluation and management methods, continuously refine customer file information and use the PDCA cycle to effectively raise the level of customer management.
Wang Ling also went to the site of the large-scale Kunlun Tianwei roadshow 'No Place Beyond Its Reach: Discovering the Most Beautiful Road of Life' at the Taipu Logistics Park in Zhengzhou, learned about the roadshow workflow and gave on-site guidance. He watched the roadshow program with everyone and asked truck drivers in detail about their business situation, oil change intervals, oil change habits and what they look for in lubricants.
(Reported by Zou Feng and Tian Huiqin, Central-South Sales Branch)