XCMG's Fan Peng is stationed in Brazil, leading the team to overcome difficulties and achieve a historic breakthrough. XCMG's horizontal directional drilling rig and pipe jacking machine both leapt to the first place in the Brazilian market.

Coping with epidemic situation and seeking opportunities in adversity

Covid-19, starving people fill the land. The outbreak of the new crown outbreak took place in the first 2 months. The number of confirmed patients in Brazil jumped to the second place in the world.

XCMG team in Brazil visits customers and sends XCMG friendship (Fan Peng on the right)

Instead of waiting to die, Fan Peng inquired about the opportunities and finally found the special provisions in the policy. Originally, in order not to affect the needs of infrastructure construction, the Brazilian government ordered the construction units to reduce the number of construction personnel and construction time to avoid the spread of the epidemic. The construction units did not need to stop work and guarantee the completion of the project in time.

Fan Peng (in the middle) and his Brazilian customers took a group photo in front of XCMG horizontal directional drilling rig

The project needs to reduce staff, which means that the advanced equipment ushers in the big market. He began to search for bidding information on the Internet, and used social software such as Facebook to join relevant product groups to obtain customer information or engineering information; then he communicated with customers through telephone interview and online video conference to understand customer demand information and engineering construction information, and help customers choose the right products.

Through the integration, extraction and verification of various kinds of information, Fan Peng's team has achieved a year-on-year growth of 30.8% in XCMG's horizontal directional drilling rig sales in 2020.

Seize the opportunity to achieve a breakthrough in the crisis

One day, he found a bid for pipe jacking machine construction on the Internet, and immediately contacted the construction unit that won the bid for the project.

Fan Peng (second from right) team presents XCMG roadheader model to Brazilian customers

When he learned that the construction company was going to buy pipe jacking machine equipment of an international brand, he did not give up. Instead, he recommended XCMG products to the construction company. Through construction case demonstration, product video playback and detailed technical interpretation, he dispelled customers' concerns about the products. After the Brazilian government abolished social isolation, he visited and contacted the construction company again and again, and made professional and professional cooperation The detailed construction plan and service plan finally moved the customer and turned to purchase XCMG pipe jacking machine.

Wang Yansong (first from left), vice president of XCMG machinery and chairman of XCMG Brazil, delivers the "golden key" of pipe jacking machine to customers

faith moves mountains. Fan Peng signed the contract for the first XCMG pipe jacking machine in Latin America, realizing zero breakthrough. At the same time, it took this opportunity to enter into Brazil's pipe jacking machine customer base, sold nine pipe jacking machines at one stroke, and opened up XCMG's pipe jacking machine's access to South America.

Plough deep into the local area and open up a new situation in the changing situation

As a salesman with technical background, Fan Peng has to do not only the sales of products, but also provide after-sales service and technical support for customers.

Fan Peng (first from right) in Brazil spare parts warehouse

Therefore, Fan Peng asked XCMG Brazil manufacturing company to set up a professional service team and spare parts warehouse to facilitate the storage and management of spare parts, so as to improve the service quality and timeliness. He sorted out the repair records of recent years, sorted out the details of common fault parts, and established a rolling spare parts library.

Fan Peng (first from left) and XCMG pipe jacking machine customers

In order to improve the service quality, he often goes to the construction site with the service personnel to repair the equipment, listen to the user's feedback, and give the customer professional explanation, so that the customer knows that there is a XCMG service team behind the project.

"If no one goes up, I'll go up. If the market is closed, I'll go up in a different way." this has become Fan Peng's motto to explore the Brazilian market. After more than 300 days of garrison, Fan Peng has planted fruitful fruits in the Brazilian market, making XCMG products take root in the South American market and XCMG brand spread in the South American market.Editor/Serena