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Heavy-duty construction vehicles are the largest cake in the heavy truck field and have always been one of the most competitive areas for truck manufacturers. Due to historical reasons, in the past 10 years, the competitive landscape of domestic manufacturers has also evolved.
Since 2002, China’s real heavy-duty construction vehicles have entered the arena. In 2001, the EQ3208G 10.5-tonne new flat-head dump truck produced by Dongfeng Truck Co., Ltd. (the predecessor of Dongfeng Commercial Vehicle) was listed on the market and achieved great success. By the end of 2001, sales contribution of the EQ3208 series models accounted for a major share. EQ3208 users are willing to be called "red whirlwind", the source of this name is because this red-based model in the construction car market has stirred a strong wave.
There are two points worth pondering about the prosperous EQ3208. The first is that trucks require the accumulation of technical experience. In the past, Dongfeng had a wealth of accumulated experience and experience in medium-sized trucks. Therefore, product launches can be recognized by customers, not just relying on opportunities. The second is that the sales of quasi-heavy construction vehicles is the prelude of heavy-duty construction vehicles on the stage. The rapid increase in the demand for construction vehicles in the market indicates that more and more projects have been started in the country and the number of engineering projects is increasing. Previous medium-sized vehicles have been unable to meet this demand and heavy-duty construction vehicles are ready to go. 
With the increase in demand for heavy-duty construction vehicles, major manufacturers in the domestic truck industry are working toward this goal and began to snatch this big cake. On May 18, 2006, Dongfeng Hercules went public and Dongfeng Commercial Vehicle began to have a truly heavy-duty construction vehicle. At the same time, major manufacturers in the domestic industry have also launched their own heavy-duty construction vehicles. The number of market players has increased and the competitive landscape has changed.
After Dongfeng Hercules went public, after years of accumulation and exploration, Dongfeng Commercial Vehicles began to form certain advantages in heavy-duty construction vehicles. For example, parts of Shaanxi, Henan, and Shanxi provinces strictly ruled over Chaozhou, while Dongfeng Hercules 8X4 lightweight construction trucks are well adapted to local policies and regulations, and they have a great advantage in the subdivision models of these regions. In the area of ​​6X4 standardized muck trucks, Dongfeng Hercules has gradually formed its own advantages.
Knowing yourself and knowing about key breakthroughs
"'The Art of War of Sunzi: Knowing yourself and knowing each other and winning every battle.' We must combine the stages of development of the company and the different stages in which goods can be dealt with to identify the weaknesses of our competitors, to better meet the demands of our customers and to focus on development." Dongfeng Commercial Vehicle Market Sales Headquarters is engaged in heavy industry Jiang Zhichao, who works in the department, told reporters.
According to Jiang Zhichao, the overall annual demand for heavy construction vehicles in the market is about 210,000 vehicles, which are mainly distributed in several industries such as the transportation of slag trucks, the transportation of sand and stone materials, the transportation of coal, and the operation of mine pits. After insight into the industry and its own situation, the marketing ideas of the Dongfeng Commercial Vehicle Heavy Industry Group became very clear. In the field of slag trucks, we will focus on creating specialized, standard transport vehicles with a load of around 55 tons. The mature one will be stable and will not be rolled out blindly. In Dongfeng's traditional advantage market, we use the advantages of Dongfeng service and network to expand our market while accumulating experience and continuously improving our products. In the lightweight market, which has already formed an advantage, it will continue to consolidate its advantageous regions and at the same time further develop the vulnerable regions and continue to increase its share.
“The construction of marketing channels for both sand and stone and coal transportation is very important, and we must ensure that the channels are upward.†Jiang Zhichao stressed the importance of channels when he elaborated the idea of ​​heavy industry marketing. Only by ensuring that the marketing channels continue to be profitable and up-to-date can the various measures be implemented. How to profit, first according to the characteristics of marketing channels, for each channel to define the industry and market for it, and prepare suitable goods. Followed by the development of the network functions of the channel, long value chain. According to the actual conditions of each channel, the guiding channel will develop towards 3S (sales, service, accessories), 6S (3S+ credit, insurance, and anchor) until 9S (6S+ fleet, used cars, and supply). It is with clear ideas and correct methods that the Dongfeng commercial vehicle rework system has continued to increase its share in recent years.
Keeping abreast of customer demands and continuing to deliver value of goods “What do you think is the most important quality of Dongfeng Heavy Industries' marketing staff?†Jiang Zhichao said without hesitation: “It is sensitive. We constantly change the market and customers’ demands. sensitive."
Jiang Zhichao said that the demand for heavy industry is closely related to the development of urban construction. Closely focusing on national macroeconomic policies and urban planning and construction around the country is the basic function of heavy industry marketing. For example, in the first two years, they were concerned about the urbanization of Tianjin, Henan, and Chongqing. As a result, they focused on preparing for breakthroughs in the market and sales volume has grown rapidly in the past three years.
Two years ago, the Henan government introduced strict measures to curb super. Jiang Zhichao and his team paid close attention to tracking the entire process. Around this incident, the company introduced the safety and economy of Dongfeng Heavy Industries’ lightweight products to the customers. It not only met the government's excess demand, but also met the customers' normal operations. In the areas where the treatment of ultra-superior conditions is strict, Dongfeng Heavy Industries Co., Ltd. implements a separate response for this purpose. In Xuchang, Zhengzhou, Pingdingshan, Henan, Baoding, and Xingtai, Hebei, and other cities that are severely controlled, the focus has been focused, channel resources have been pooled, and breakthroughs have been made point-to-point. This year, the increase in these areas is very obvious.
While increasing sales, improving the competitiveness of heavy industry products is also an important task of the Heavy Industry Department. Therefore, the sensitivity to customer information is of great importance to heavy industry marketers. The Department of Heavy Industry Department through its deep understanding of customers in different regions, has continuously brought first-hand information and information from customers, and coordinated with Dongfeng Hercules in the Dongfeng Commercial Vehicle “Commodity Iron Triangle†related departments to improve and upgrade. Big progress. In the heavy sand and sand transportation market around Xi’an, Shaanxi, the re-engineering department’s marketing staff repeatedly researched and found out the customer’s demands. It is characterized by a total weight of 90 tons, high-reliability road transport, and economics, and brings relevant information back to the iron. After the joint improvement of the triangle, the improved Dongfeng Hercules 8×4 heavy-duty highway dump has won the recognition of local customers for its low fuel consumption and low failure.