Helping partners succeed, helping customers succeed, and creating a win-win situation are different characteristics of Sany compared with many brands. At the celebration of the “Global Sales Champion” of Sany Excavators on May 31, Sany presented special tribute awards to its partners, paying tribute to their contributions to the Sany excavator business, the development of China’s construction machinery industry and the national industry. The outstanding contribution of the company, and share the joy of being a "world champion". After ups and downs, I will never regret, and I will make a rainbow through the furnace. Working with all partners to build a better future, this is the "public secret" for Sany Excavator to reach the top of the world today.

Electricity bills can be saved, and channel support cannot be reduced

There is a saying in Sany: "I would rather have a first-class agent and a second-rate market; and definitely not a first-class market, a second-rate agent." Over the years, in the journey of the rise of Sany excavators, Sany While providing quality products to agents, we spare no effort to help them grow and succeed.

Hefei Xiangyuan became an agent of Sany as early as 2006. Time changes everything, but it has never changed its friendship with Sany. At that time, Sany excavators had just crossed the "line of life and death", foreign brands almost monopolized the Chinese market, and domestic brands survived in the cracks. Zhou Chijun, chairman of Hefei Xiangyuan, recalled that the initial connection with Sany was largely inspired by its mission of "quality changes the world" and the spirit of "continuous self-improvement and industry for the country". "Facts have proved that Sany has never failed this belief." In the early days of the business, like most agents, Hefei Xiangyuan lacked both talents and funds, especially maintenance vehicles. To this end, Sany spent more than 10 million yuan to buy more than a dozen vehicles and distribute them to various war zones. Zhou Chijun said, “At that time, Sany was not well-off, and the Kunshan headquarters had not added a new car for several years.” In 2010, in order to improve services and expand the market, Hefei Xiangyuan planned to build a major repair plant. "In less than a week, the venue, personnel, tools, appearance, layout and other standards were given for us to refer to and implement." Zhou Chijun said that this matter was quickly completed, "The next year, we will Sold more than 500 excavators in Anhui". With the deepening of the cooperation with Sany, Hefei Xiangyuan's business outlook is also flourishing. In less than four years, it has won the first place in the regional markets such as Anhui and Henan.

Xiang Ruan, the then head of Sany Heavy Machinery's marketing, recalled that in the early days of the establishment of the agent channel, "colleagues in the marketing department took the initiative to work overtime until late at night, and what they thought most was how to help them expand sales and create value." Said that Sany sincerely hopes to create a great cause with those agents who agree with Sany's cause and are willing to realize their ideals through Sany's platform! A solid partnership that can withstand the test of time will inevitably have the "life and death dependence" of seeing the truth in adversity. During the in-depth adjustment period of the industry from 2012 to 2016, Sany faced a difficult period, and the overall excavator market declined significantly. However, in order to help partners tide over the difficulties and develop together, Sany still spared no effort to increase financial support for channels. At internal meetings held by the company, Liang Wengen, chairman of Sany Group, has also repeatedly emphasized: "Agents are one of Sany's most valuable assets. At any time, Sany will work hard together with the agents and make progress together."

Yuan Yue, the marketing director of Sany Heavy Machinery, recalled that in the past few years, on the one hand, Sany Heavy Machinery focused on improving its internal management capabilities, while on the other hand, it was solving problems left over in the market. "As long as the backlog caused by related problems, whether it is buybacks, legal jets, second mobile phones, etc., Sany will provide subsidies. It can be said that most of the losses are borne by Sany." According to estimates, the five-year adjustment period Here, Sany’s annual expenditure for this fee alone is in the millions, and what these voluntary payments have been made is that in five years, no core agent has voluntarily left Sany. For a while, “even the street lights in Kunshan and Lingang Park were turned off, and employees used incandescent lamps when they were off work to save electricity bills. But even so, Sany still "tighten the towels and twist out the water", not only has the support for the channel not been reduced, but the standard is still improving. "Management standardization, service processization, systemization of accessories, intelligent warehousing, and maintenance of high standards, no matter how difficult the enterprise is, the investment in this area has not been reduced." Yuan Yue said. Recalling this period, Zhou Chijun is also quite emotional. In the most difficult time, the average turnover rate in the industry exceeded one-fifth, but Xiangyuan has never been less than 10%. Large-scale brand activities such as "Service for Miles" are also persisted every year. , "Everyone is holding back their enthusiasm to create a brilliant brand with Sany." He said that thanks to the strong support of Sany, many agents quickly adjusted their marketing strategies, looking inward, accumulating strength, and constantly making products stronger and stronger and increasing their market share in the context of the shrinking overall market. Higher...

During this period of sharp decline in the market, the agents of SANY have not abandoned it, and the agents have done the same with SANY. Since 2016, with the gradual recovery of the industry, many small dealers who were still “unknown” a few years ago have trained a complete corporate governance system, high-quality customer service brand and Prudent business strategy, the business pie is getting bigger and bigger, and it has become a well-known large-scale distributor of Sany System and even the entire industry. From 2016 to 2020, the scale of Hefei Xiangyuan doubled year after year. Among them, the sales of SANY excavators in 2020 will exceed 10,000 units, and the sales will reach more than 4 billion yuan. In one fell swoop, it has become SANY, and even the first domestic dealer company that has sold more than 10,000 units, and has become the top global sales champion of SANY excavators. "Make outstanding contributions.

At the "Ten Thousand Terraces Celebration" on New Year's Day in 2021, Zhou Chijun said that Hefei Xiangyuan's ability to reach today is inseparable from the help of Sany. He said emotionally: "We have been working with Sany for many years, and the style of ‘slow as hatred’ has penetrated into the agency system and condensed into a powerful explosive force."

The best relationship is mutual achievement. In the past 14 years, Hefei Xiangyuan has grown from a start-up team of more than 20 people and a sales scale of 300 units to more than 500 employees, 52 sales outlets, 2 service stations, and a headquarters base covering an area of 100 acres. A group company with sales exceeding 4 billion yuan. Sharing weal and woe, pouring a win-win flower for Xiangyuan and Sany.

Regardless of you and me, from the supply chain to the win-win chain

The quality of the supply chain determines the quality of the entire vehicle. The support of first-class suppliers is indispensable for a host company to be bigger and stronger. For many years, Sany has always insisted that “first-class enterprises must be supported by first-class suppliers”. In addition to its own parts manufacturers, it has also built a “win-win chain” with outstanding enterprises in the industry to promote common progress in the industry. The story of Sany and Hengli Hydraulics is such a good story.

The cooperation between the two parties has a long history. In 2004, domestic hydraulic cylinder companies were in a slump. Later, in order to overcome the "stuck neck", Hengli embarked on the road of independent research and development of hydraulic cylinders for excavators. However, due to the general environment of the industry, the initial sales of products Not impressive. Wang Liping, chairman of Hengli Hydraulics, recalled that at that time he would wait at the door of the factory with a small bench, and the family would look for opportunities for product trials. “Only Sany boldly tried Hengli’s hydraulic cylinders.” At that time, Sany entered the field of excavators and was still hovering on the “life and death line” with annual sales of 1,000 units. As usual, companies can use more mature Japanese For Korean products, there is absolutely no need to take this risk. However, out of the belief that China's manufacturing will surely rise, and the selfless support for its partners, Sany's management still made such a decision. It is this kind of opportunity that gives the two sides a chance to achieve each other. "100 cylinders went out for trial, and probably more than half of them were returned due to oil leakage." After the first batch of hydraulic cylinders were used on SANY’s 20-ton new excavator, problems continued. And the R&D personnel of Sany also returned to the factory with the product. Dai Qinghua, who was in charge of the Sany excavator project at the time, recalled that the entire team of the excavator project had a hundred people at that time. Although the manpower was tight, the most elite force was mobilized to study and analyze with the people of Hengli to find the problem. , Improve quality and re-manufacture. In the rounds of "trial, repair, and re-trial", various technical standards such as parameters and materials have been established successively. Not only the oil leakage problem is solved, the overall quality of the cylinder has been greatly improved, and even many foreign companies have come here. If you want to purchase Hengli's products, you will never regret it after going through ups and downs, and go through the furnace to create a rainbow.

In 2011, Sany surpassed all foreign brands with a market share of 12.3% and became the first in the domestic industry. In the same year, Hengli Hydraulics was successfully listed, becoming the only domestic listed company that produced high-pressure cylinders for excavators on a large scale. The story is not over yet. In 2016, Hengli Hydraulics invested 1 billion yuan and began to fully enter the field of "pump, valve, motor" and other critical parts. Wang Liping once used an analogy: "If making cylinders is for elementary school students, then making valves is for college students." Its production and manufacturing requirements are extremely strict. The valve hole of the valve block and the valve core must be perfectly matched, especially the processing of deep holes, which requires extremely high requirements for high-strength castings and machining procedures.  Liang Wengen, chairman of Sany Group, once said: "It is Sany's social responsibility to drive the development of thousands of small and medium-sized enterprises and to promote China from a manufacturing power to a manufacturing power." This time, Sany is still firmly working with its partners. Stand together and guard the common dream together. Sany also made a special plan for this. First, the prototype will be subjected to high-intensity experiments at the test site, and then put into on-site working conditions for actual operation. After the double test, small batch production will be carried out. For this reason, Sany has also taken a lot of risks. Dai Qinghua said that when it was first used, the market once reported that the failure rate had increased, but Sany did not give up and continued to improve in response to the problem. "From today's point of view, these trial and error are worthwhile, the failure rate is declining, but the product quality is constantly improving." In the end, the high-precision Hengli hydraulic parts complement the high-quality Sany excavators. Driven by the spare parts, the Sany machine is widely recognized by customers in terms of work efficiency, energy saving and fuel saving, and flexibility. In 2020, the purchase volume of Santo Hengli hydraulic cylinders will be nearly 400 million yuan, and other hydraulic parts will also be purchased in a large amount. While the Sany excavator reached the top of the world, Hengli also developed into a large-scale comprehensive enterprise integrating hydraulic components, precision castings, pneumatic components, hydraulic systems and other industries, and became a benchmark enterprise in the global hydraulics industry. To this day, Wang Liping still maintains a close and stable cooperation with Sany. According to his modest statement: "Without Trinity, there would be no Hengli today."

Do everything possible to help customers succeed

At Sany, an ordinary service engineer travels more than 100 days a year, with an average annual travel distance of tens of thousands of kilometers. What are they busy with running around? They spend most of their time visiting users, maintaining equipment, and creating value. In a sense, the development of Sany is leaping in the long-term, in-depth and meticulous service to customers. It is a never-ending service that opens up SANY's never-ending market and never-ending product vitality. No matter on any occasion, SANY people will emphasize that SANY never regards profit as the highest standard of the company. It is the core concept of SANY to achieve "win-win cooperation" and give more value to customers. In fact, they do. In 2011, at the "First Service Technology Games", in order to encourage service engineers to improve their professional skills and service levels, Sany set up a special reward-gold bars with a total weight of 150 grams. The rewards and the competition itself are unprecedented in the industry. Trinity always accompanies the never-ending service, and accompanies the "first" that tries first. In 2012, affected by the hot sales of domestic excavator market, many construction machinery companies increased production and sales. At this time, Sany, which had just become the domestic sales champion, made an amazing move: to increase the value of services-regardless of cost, to extend the product warranty period from 2,000 hours in the industry to 3,000 hours. The dedication of "exhausting all means to create value for customers and help customers succeed" quickly brought Sany's service to the height of "China's No. 1 Brand".

At that time, the general manager of Sany Heavy Machinery Marketing Co., Ltd. promised Ruan to customers across the country: We guarantee that the company will not create wealth at the expense of customers' interests. As long as customers purchase Sany's products, they will receive Sany's complete after-sales service. The full support of the service system. At present, Sany has branches in more than 100 countries and regions around the world, and has established more than 400 service points across the country. The coverage rate of prefecture-level administrative regions is close to 100%. It has reached more than 2,800 county levels and 640,000 administrative villages. Achieve service coverage. Sany's service has achieved "reply in a quarter of an hour, departure in an hour, and one-time repair". The service tenet of "Sany Service, Acting for You" and "Everything for Customers" is being fully interpreted by Sany Heavy Machinery's sincere and meticulous actions. The endless perfect service has won the praise of customers. Heilongjiang Wang Dexiu is the first owner of Sany excavators. Thanks to good after-sales maintenance, his SY200C can continue to work after more than 36,000 hours of operation. "Why do you say that Sany's service is the first? As long as you call, they will come in the first time regardless of wind and rain."

Mr. Liu from Guangdong wrote in a thank-you letter: Sany’s service is obviously different from other manufacturers. Not only is the service facilities excellent, almost everyone is equipped with a camera, laptop, and service car, which guarantees the speed of service response. It is fast, and the service engineer's skill is exquisite, and the trouble can be solved quickly. Mr. Wu from Inner Mongolia said: Sany’s service engineers really treat our customers’ equipment as their own, and even cherish the equipment more than our own. Mr. Ji, a customer from Xi’an, said: I bought not only SANY excavators, but also a set of standardized and honest brand services. Regarding "service" as a company's core competitiveness and placing it in the same important position as R&D has not only created a precedent in China's construction machinery manufacturing industry, but also established Sany's irreplaceable leading position in China's excavator industry.Editor/Xing Wentao