Yuchai: Working hard to seize opportunities to withstand the winter market

Affected by the regulation of macroeconomic policies, the market remained sluggish in 2012. From January to April of 2012, apart from the positive growth of the passenger car segment in the Chinese auto industry, all other major market segments have experienced different degrees of decline. The engine industry is facing a grim situation. The total sales of the 14 major diesel engine companies in China dropped by 23.8% year-on-year, and there was widespread underemployment in the industry. Although Yuchai Machinery Co., Ltd. sold about 170,000 units from January to April, and the industry's share of the industry increased by 1.1%, the situation is still not optimistic.

In the face of a cold market, it is an overwhelming, courageous move. Still afraid to retreat, not helpless? The strong Yuchai Machine Tiejun chose the former. The annual sales target of “guaranteing 520,000 units and competing for 560,000 units” is still holding high. All the employees of the company are united in a concerted effort to achieve a breakthrough in the development of the contrarian market.

Marketing line: seize every opportunity, grasp every order

In a situation where the market is not optimistic, strengthening market sales forecast guidance, improving service levels, and realizing the shift from passive to active regulation of supply distribution are one of the keys to grabbing orders. “At present, the market situation is rather severe, and the requirements of our OEMs and customers are also more stringent. We must spend more time and more effort to fight the market,” said Sun Guohua, assistant to general manager of Yuchai Sales. In order to grasp the latest dynamic information, to better determine the direction of the order, to seize every market opportunity, without losing any order, the sales company formed an efficient working mechanism behind the front, and keen to grasp every market information. In front, the local offices are more proactive and timely in their contact with the OEMs and their sales departments to keep abreast of the OEM's production, market sales, and inventory changes. At the rear, all personnel cooperated with the office and the main plant to work hours and took the initiative to work overtime and communicate in a timely manner. At the same time, a large customer order information platform was established to timely release information collected from the host factory offices and end customer offices across the country.

“The severe market situation has led to fewer bulk orders, increased number of loose orders, and increased arbitrariness of customers, which has brought great pressure on the accuracy and forward-looking of order forecasts. Establishing large customer order information platforms is not only beneficial to the company’s The market situation is analyzed in a timely manner. Sifting out of market factors, identifying the true dynamics of the market, adjusting production policies, accelerating shipments, meeting orders with high compliance rates, and facilitating the timely availability of OEMs and end-customer offices. Communication, mutual supervision," said Chen Yiping, general manager assistant of the sales company.

In a situation where the market is not optimistic, the orders are uncertain, and the accuracy of forecasts is low, controlling a reasonable amount of inventory can not only reduce inventory risks, but also satisfy the high compliance rate of orders. It is the key to winning the market, and it is also a powerful enterprise. The embodiment of comprehensive strength. "The sales company has established a standard for quantity based on market conditions, established a general direction, and informatized inventory management. On the one hand, it uses a comprehensive supply chain management information system and advanced IT technology to improve the timeliness and accuracy of information transmission; On the one hand, Yuchai also recommended an inventory management system to customers so that each member company can establish a shared electronic data exchange system, achieve information sharing, and maintain smooth flow of information, improve customer response, and thus reduce or eliminate Yuchai’s inventory from the source. Uncertainty, reduce the risk of overdue inventory, shorten the delivery period.” Chen Yiping said.

R&D line: work together to advance product research and development

The decade of golden development has made the current development of China's engine industry enter a new stage. In the past, the period of development based on factors such as scale and price evolved into a period of development led by science and technology and led by technology. The double-edged sword characteristic of the market also means that the severe market will certainly give birth to more opportunities. It is imperative for Yuchai to grab more market share in this situation and accelerate the pace of new product research and development and launch into the market. “The off-season is not the off-season of R&D, but R&D personnel are most concerned about shouldering pressure and hot new seasons for new product development. All the work of the Engineering Research Institute has built a new vigor for new product research and development. All R&D personnel are building up internal forces.” Branch secretary Wan Shenglan said. In order to improve the progress and effectiveness of project development, the Engineering Research Institute has strengthened project management. Through the improvement of the project system, the monthly, quarterly and annual evaluations of the project are strengthened, and it is clear that the middle-level and above leaders each have at least one project manager, and have developed a project management platform and a laboratory work platform. "The project management platform takes task management as the core", and realizes the whole process management of the project from project initiation, start-up, planning, execution and control to project completion and summary. The system decomposes the project plan that achieves the goal into executable projects. Task work, and the task of a reasonable allocation of project personnel, information, resources and schedules to achieve the rapid transfer of project tasks, arrangements for project members, through the implementation of the project team to monitor the implementation of the task to complete the implementation of project management and control." Wan Shenglan said.

The rapid launch of new products is conducive to grab market share, but reducing product design errors, improving product reliability, and strengthening the maturity of new product launches are the company’s most fundamental core competitiveness. “On the one hand, the Institute of Engineering strictly requires the implementation of top-down design processes and management systems to ensure that design intent reflects the design intent of plate leaders, platform masters, and technical masters, and reduces design errors; on the other hand, In the refinement of parts quality development, implementation of the implementation of floor-to-place, this year one by one to organize suppliers to jointly review parts and quality development norms, the project development process in strict accordance with the 2 +1 development model, that is, 2 major suppliers plus 1 spare The supplier development model, revision of the joint development agreement management system and procedures, and the signing of a joint development agreement for the A+ project to improve the reliability of research and development products, said Wan Shenglan.

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