Constantly meeting the needs of customers is the primary prerequisite for cooperation and a solid foundation for the company's development. At this stage, neither "fire fighting" nor "mouth service" can meet the requirements of customers.
How do we continuously meet the needs of our customers in terms of new customer development and old customer maintenance? First, we must know ourselves and know each other so that we can win every battle. We mainly describe from the following aspects: it includes pre-market analysis, interpersonal relationship and its preliminary business analysis, furniture factory product analysis, and performance analysis of rival products. Early market analysis: On the big front, we must conduct an in-depth understanding of the entire market in the early stage of development. It includes the number of regional furniture factories, the capacity of regional paints in the market, and the production types of factory products in the region. Is it European or American, is closed or open, modern or antique, where is the regional product sold (exported products or domestic sales), in what grades; the needs of the factory (what to develop), and We must be aware of the performance of various brands of paints in the region, their market share, production processes, and so on. Furniture factory products and their rival product analysis: At the beginning of the development, the factory (customer) must produce a detailed understanding of the products, including the paint used and the performance of its rival products, the factory's production process, product grades, products Quality, coating effect and factory demand, the direction of the development of the factory products. For customers working on the assembly line, we must have a detailed understanding of the production line, including the speed of the production line, the production process, the temperature of the drying room, the relative humidity, the time required in each process, and the grinding of the product. Time, the weight of the product in each process and the weight accumulated after the product goes offline, which will help us to provide the right and suitable products for our customers, which will help us to introduce scientific and reasonable production processes for our customers.
Constantly guiding customers to new demands is a lubricant for long-term cooperation between the two parties. How to guide customers to new needs? We mainly guide customers from the aspects of market prospects, production costs, and profit margins. Let's take the example of closing and developing the painting effect. Firstly, compare the amount of paint used: the full-closed effect coating usually has three bottoms or four bottoms, and each time is two "ten" characters. The open-effect coating products are usually two bottoms, and each time is a "ten" word, the amount of paint is much less; from the product ratio, the full-closed effect coating is used ordinary Primer, the ratio is 1:0.5, the open-effect coated product uses an open paint, the ratio is 1:0.2, the curing agent is used in much more than the open-effect product; In terms of product grades, relatively open-effect products are more upscale than closed-effect products. Through the above, we can clearly see that products with open effects are less than paint, process, or labor. More, the production cost is much lower. From the perspective of profit comparison, open-effect products are much higher than closed-effect products. From the perspective of market orientation, products with open effects are gradually accepted and loved by consumers, and there are few manufacturers and large development space.
Constantly meeting the customer's product needs is the basis for long-term cooperation between the two parties. First of all, we must understand the needs of our customers, strengthen our relationship with factory managers and oil workers, and strengthen communication and coordination with our traders (factory customers). In the era of product homogenization, we must constantly optimize our products. While maintaining the advantages of the original products, new functional products are yet to be developed and cannot be eaten. (such as water-based wood lacquer system, special art paint, shedding effect paint, styling paint series). ), constantly promote new products, new processes, new samples and special effects coating technology to the factory. In the original products, under the premise of quality and quantity, improve the production process for the factory, save costs and realize Sancha . If we communicate with the factory in such a deep way, the customer does not agree with us, do not agree with the exhibition paint, that is strange!
Standing in the pre-sale, sale, and after-sales position to see sales, as a member of the company, our technical marketing staff must serve customers with professional hands, professional mouth, professional eyes, professional pens, so as to improve Our service level and quality can continuously meet the needs of our customers.
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