“Before I thought that selling trucks was to sell standard electrical appliances. Later, only after discovering that they were the same as the computer, we could also “pick up†trucks according to the specific needs of customers!†Xi Kang’s regional manager Chen Zhiqiang said with emotion to the reporter.
Xi'an Cummins ISME385 30 engine
Manager Chen was just like most salesmen when he first joined the industry. He was a bit distressed about selling trucks. Customers were always dissatisfied with the trucks. Some of them were worse than the standard ones, and they were not cost-effective; High, customers also feel that the initial investment is too large. Later, Manager Chen realized that everything was set around the needs of customers. This was the key to the problem.
Sichuan user Yang Xieping
A few days ago, Manager Chen met a “picky†customer named Yang Xieping. The reason why it is critical is that Yang Xieping already has two tractors on hand, so the “CPU, memory, and hard disk†of the tractor is well known. Basically, the engine, transmission, and rear axle ratio Know the car's performance characteristics and advantages and disadvantages.
Yang Xieping from Sichuan is a private owner and usually makes cold and fresh freight. The sports car travels back and forth between Chengdu and Guangzhou or Guangxi, and goes to Chengdu to transport vegetables and frozen pork from Chengdu. Seafood is returned to Guangzhou on the return journey. . For a distance of 2,000 kilometers, the single mile will run for two days.
"The Xikang engine is different."
As a businessman, Yang Xieping naturally has high requirements on the economic efficiency of the vehicle. The “big piece†to be used is practical and practical, but he cannot pursue the appearance of the truck; because of the special nature of the transportation of goods (cold and fresh goods are The main), so not too delicate, to be durable and more affordable for long-term use. In particular, key components such as engines and transmissions cannot cause major problems on the road. After all, tens of tons of cold and fresh goods are very high, so it is very testable for the reliability of the vehicle. Therefore, according to Yang Xieping's specific needs, Mr. Chen helped him use the Xikang ISM11 385 hp engine, the 12-speed Fast transmission, and the Auman CTX truck with a rear axle ratio of 3.84 on the vehicle.
Referring to the engine, Yang Xieping said with pride: "The Xikang engine is different!" Although this is similar to the advertisement, listening to the manager's performance of the Xikang engine, the reporter also understood why Yang Xieping would So confident.
First of all, the starting point of this ISM11 engine is different from other engines. Xikang's engines have all been independently developed by the five key systems and are the only ones in the world. They have also achieved global synchronized production. The main components are from Cummins global unified procurement channels, and the quality is more reliable. After the verification of 500,000 users and 400 billion kilometers in the world, there is no major overhaul of 1 million kilometers.
For refrigerated transportation like Yang Xieping, which is a high-speed and high-efficiency transport, how to output the same power under the same fuel consumption and improve the transportation efficiency is the key to diesel combustion efficiency. The fuel injection system of Xikang Engine is a pump nozzle system. It has two major advantages. First, it greatly simplifies the engine structure and reduces the failure rate. Second, it significantly increases the pressure of fuel, and the pressure increases the amount of diesel that is ejected. The degree of atomization. The more thoroughly the diesel burns. These two major advantages have prompted Xikang and other home engines to use the same fuel consumption and output power to ensure that refrigerated goods arrive on time.
No diamonds do not live porcelain
“With the same fuel consumption, Xikang’s engines are able to give more output, so they are more suitable for heavy-duty tractors and full-loads like transporting chilled goods. Yang Xieping saw the merits of Xikang’s launch. Buying the model." Manager Chen is like Kenting, no hurry and panic, to the customer's "heart" one by one.
The reporter further learned that on the output of the power, the Xikang engine's power covers 308-440 horsepower, and the maximum torque reaches 2100Nm/1200rpm. Xikang has an internationally leading low-speed high-torque technology, with heavy start-up capability and flat road acceleration. fast.
Talking about this performance of the Xikang engine, Yang Xieping felt more emotionally: “Before I had 2 cars and I had a car for many years. I was familiar with the car. I mentioned that the car was on the road. The “old way†is to drive. When you go uphill, you are used to hanging in the low gear and then stepping on the gas pedal. You must hear the sound of the engine before you find out that it is not only very costly but also not very dynamic.
Manager Chen told reporters: Xikang's economic rotation area is between 1100-1500 rpm. If the driver is not aware of this feature of the Xikang engine and uses the habit of using a car before, it will result in a misunderstanding of high fuel consumption and low power. In response to this change, Xikang Company specially trained users for driving habits.
“I later adopted the correct method. When I climbed the hill, I increased the high-grade usage rate. I found that the uphill slope became a lot easier, and Xikang engine did a good job in reducing noise. I now enjoy low noise in the cab. Driving in the environment.†Yang Xieping showed his happiness when he told reporters.
Yang Xieping was immediately put into use after he received a tractor and a 15-meter long refrigerated container semi-trailer at the beginning of July 2010. He has never had major problems. He used Yang Xieping's words to say: “Let him be comfortable and pull the goods at ease. ."
It seems that Manager Chen also gained the trust of “find†customers in the process of “kicking cars†for customers. It may be that Xikang people listen carefully to customer needs and use professional skills to meet customer requirements. Only then will more users choose Xikang engines and rely on Xikang products.
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