Customer Profile

XCMG Construction Machinery Co., Ltd. (abbreviated as XCMG) is a leading enterprise in China's construction machinery industry, ranking among the top 1000 enterprises in terms of scale, product variety and series, competitiveness, influence, and national strategic status. The XCMG Scraper Machinery Division is one of the five major divisions of XCMG, specializing in the research, development, manufacturing, sales, and service of a full range of loaders, skid steer loaders, backhoe loaders, forklifts, and telescopic forklifts. It employs over 3,000 people and boasts fixed assets exceeding 2 billion yuan.

Project Background

1. The requirements for dealers' market operation regarding shovel handling are not clear and cannot be communicated to the dealers;

2. XCMG's management of dealers is extensive, and the company's pressure on market operations has not been passed on to the dealers;

3. Further deepen the construction of a community of shared destiny with dealers, and enhance the market operation and management capabilities of our dealer partners.

Project Process

Implementation results

1. Gain a systematic understanding of the current market operation status of core dealers, further clarify the list of dealers that can be prioritized for cultivation, identify the list of problematic dealers, and formulate corresponding handling strategies;

2. Established a competency assessment system for dealers' market operation for customers, and guided the XCMG scraper team to evaluate the market operation of dealers;

3. The market share of XCMG's scraper has increased by 15%.