Gao Bingyuan: Now is the time to pay attention to and cultivate application engineers
Abstract [Editor's note] After years of rapid development, China's coated abrasive industry has entered a critical period of adjustment structure and transformation and upgrading. At the 2014 meeting of the Coated Abrasives Expert Committee held in April this year, the transformation and upgrading of the industry was included in the central issue. At the meeting...
[Editor's note] After years of rapid development, China's coated abrasive industry has entered a critical period of adjustment structure and transformation and upgrading. At the 2014 meeting of the Coated Abrasives Expert Committee held in April this year, the transformation and upgrading of the industry was included in the central issue. Experts and invited representatives at the meeting conducted in-depth discussions on this important issue. They explored the understanding and thinking of the transformation and upgrading of the industry from different aspects and different perspectives, as well as the strategic planning of the enterprise, which has high reference value and significance. This website has a special column to be published to readers.
Gao Bingyuan
First, for large volume manufacturers:
1. Excessive reliance on customer appeals. Insufficient customer description and analysis are not accurate. Different customers have different evaluations due to different usage details. Therefore, it is easy to evaluate the products differently. According to this, the products are adjusted and changed to no direction. It is easy to be misled.
2. The information that business representatives bring is often second-hand information, and often adds likes and dislikes and selectivity. The analysis is also often because the technical level is relatively low, inaccurate, and unprofessional.
3, business representatives have sales tasks, so daily activities are mainly based on transactions, attention to continuous trading, no motivation for change, no follow-up motivation for new products.
4, let the quality of the customer as a small mouse, that is the real money of hundreds of thousands of white mice, the product is mature, and customers have lost patience, and often lose very good customers.
Second, if it is an application engineer, 1, can objectively analyze, interpret and propose solutions from a professional perspective.
2. The perspective can be controlled by one or a few orphans, and the product development and formulation is less misleading. The proposed scheme has a wide range of perspectives. Considering various constraints, it can also open up ideas.
3, application engineers are often more trustworthy than customers and sales representatives, communication is relatively smooth.
4. For the manufacturer, the cost of cultivating the application engineer is completely affordable. Once a qualified application engineer can come out three or five, you can receive great benefits.
5. Application engineers can make the company move in the right direction and find new profit generation points. After analyzing market trends, we can propose forward-looking ideas.
6. In fact, the largest application engineer is often the boss of the company.
Third, for the product factory:
1. Being able to communicate in depth with the customer technical department, and the proposed implementation plan is professional and advanced. Can effectively reduce homogenization competition and cruel price competition. The transformation of the enterprise is in full swing, new grinding processes are constantly being produced, and application engineers can participate in the determination of the new process of the customer.
2. Existing products can be innovatively applied according to the principle, can propose new application solutions, and can propose different solutions to the same subject, thus promoting the development of the industry.
3, application engineers are relatively easy to build trust with business representatives, technical communication is easy to be accepted by customers, easy to contact, and even reach the realm of "friends". Too many business contacts are easily misunderstood as "bad intentions" or become the opposite sides of the sale and purchase.
4, can form a business representative + application engineer + sales service department model, reduce the dependence on the omnipotent representative, increase the stability of the company's sales structure.
5, product products are very rich, application engineers theory and practice combined, regardless of the industry progress or promote innovation, 10 application engineers may be more than 30 business representatives. The combination of application engineers and R&D engineers often results in inventions.
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