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【麥向幸?!口w振東:麥賽福格森拖拉機(jī)讓我找到了成就感

2019-04-18 08:43:34 來源:愛科在線 閱讀量:15155 評(píng)論

導(dǎo)讀:1973年出生的趙振東,對(duì)生活充滿了熱愛,業(yè)余興趣非常多,唱歌、彈吉他、玩無人機(jī)等等,這在農(nóng)機(jī)經(jīng)銷商群體非常少見。也正是他對(duì)生活的熱愛,即使在農(nóng)機(jī)行業(yè)寒冬時(shí)期,大多數(shù)經(jīng)銷商滿腔抱怨,但是趙振東卻充滿正能量,干勁十足。

  【農(nóng)機(jī)網(wǎng) 明星企業(yè)】 1973年出生的趙振東,對(duì)生活充滿了熱愛,業(yè)余興趣非常多,唱歌、彈吉他、玩無人機(jī)等等,這在農(nóng)機(jī)經(jīng)銷商群體非常少見。也正是他對(duì)生活的熱愛,即使在農(nóng)機(jī)行業(yè)寒冬時(shí)期,大多數(shù)經(jīng)銷商滿腔抱怨,但是趙振東卻充滿正能量,干勁十足。

  趙振東不僅擁有著中年人的沉穩(wěn),也有著年輕人般的活躍心思,學(xué)習(xí)能力極強(qiáng)。通過聊天過程中,筆者對(duì)某家酒店印象深刻的貼心服務(wù)故事,他便會(huì)思考如何應(yīng)用在自家服務(wù)上,為此他提出為每個(gè)到店的拖拉機(jī)保養(yǎng)用戶提供免費(fèi)清洗服務(wù),讓筆者十分佩服他。
 
  人生必須要有目標(biāo)
 
  趙振東是在2013年開始從事農(nóng)機(jī)經(jīng)銷商,進(jìn)入農(nóng)機(jī)行業(yè)較晚。談及當(dāng)年為何選擇做農(nóng)機(jī)經(jīng)銷商時(shí),趙振東依然有些羞愧。在做農(nóng)機(jī)經(jīng)銷商之前,趙振東一直做農(nóng)機(jī)零部件批發(fā),并且很快便成為了當(dāng)?shù)匾?guī)模較大的農(nóng)機(jī)零部件批發(fā)商。但是達(dá)到了目標(biāo)之后,趙振東變得非常迷茫,上進(jìn)心也消失了,亂投資,甚至還開過美容院,多年積累的資本很快便揮霍一空。
 

 
  一次偶然的機(jī)會(huì),趙振東的朋友對(duì)他說:“你現(xiàn)在的狀態(tài)很不好,失去了目標(biāo),你還年輕,不應(yīng)該這么混,應(yīng)該再做點(diǎn)什么。”趙振東聽到這句話幡然醒悟,快速調(diào)整自己的狀態(tài),開始尋找新的人生目標(biāo)。他終決定還是繼續(xù)在農(nóng)機(jī)行業(yè)奮斗,不過從零部件批發(fā)商轉(zhuǎn)換到了農(nóng)機(jī)經(jīng)銷商領(lǐng)域。經(jīng)過一番東拼西湊,啟動(dòng)資金只有30萬,進(jìn)了兩臺(tái)拖拉機(jī)就用完了,但是找到了新目標(biāo)的趙振東并未氣餒,腳踏實(shí)地的從頭干起。
 
  趙振東初代理國產(chǎn)品牌的農(nóng)機(jī)產(chǎn)品,通過其代理的大豐王,接觸到了愛科旗下的麥賽福格森拖拉機(jī),這個(gè)品牌的產(chǎn)品讓他非常震撼。通過詳細(xì)了解,他從沒想到過拖拉機(jī)可以造的這么漂亮,性能如此。從那一刻起,趙振東便想著如何能夠代理這個(gè)品牌。
 
  在愛科的幫助下快速起步
 
  愛科對(duì)經(jīng)銷商的準(zhǔn)入門檻很高,趙振東堅(jiān)持不懈的申請(qǐng)了三年才審批通過。“拿到授權(quán)書的那天非常開心!”時(shí)至今日,談及拿到愛科的經(jīng)銷商授權(quán)趙振東仍然十分興奮。因?yàn)閺奈创磉^外資品牌,趙振東開始并不知道怎么做。愛科從渠道部到市場部都給予了他非常大的幫助,這讓趙振東下定決心要將麥賽福格森作為他的主營品牌,全力以赴的去做。

趙振東與愛科(中國)投資有限公司總經(jīng)理王吉(右)親切合影
 
  得到了愛科的經(jīng)營培訓(xùn)后,趙振東從2016年年底開始進(jìn)貨,2017年開始售賣,年便賣了十臺(tái)。趙振東對(duì)此特意強(qiáng)調(diào):“你別看數(shù)量不多,但是畢竟這種拖拉機(jī)價(jià)格不菲,我們當(dāng)?shù)氐睦习傩蘸茈y接受,所以年能夠打開局面,并且賣了十臺(tái),我當(dāng)時(shí)非常滿意。”

  趙振東認(rèn)為,年便能夠取得這個(gè)成績還是多虧愛科的扶持。因?yàn)橼w振東一直是大豐王的經(jīng)銷商,信譽(yù)非常不錯(cuò),因此愛科在授信方面給予了他比較大的扶持。“宣傳上,無論是門頭、促銷品還是產(chǎn)品推介會(huì),愛科的市場部都給予了我們很大的幫助。”趙振東對(duì)愛科的市場部贊不絕口。
 
  高收益的產(chǎn)品才是用戶所需
 
  對(duì)于近兩年國內(nèi)農(nóng)機(jī)市場下滑的環(huán)境,趙振東認(rèn)為國產(chǎn)品牌肯定有影響,但是對(duì)于他代理的愛科產(chǎn)品反而在上升。“我經(jīng)常思考,為什么國產(chǎn)拖拉機(jī)市場一直在下降,而外資產(chǎn)品卻在上升。并不是我們的用戶不愛國,究根結(jié)底,用戶更多考慮的是哪款產(chǎn)品能給他們帶來更多的收益。”

  談到用戶對(duì)麥賽福格森拖拉機(jī)的評(píng)價(jià)如何時(shí),趙振東神秘的說道:“誰用誰知道。”據(jù)趙振東說,用戶對(duì)拖拉機(jī)的感受一般只會(huì)跟經(jīng)銷商說,但是跟別的用戶說會(huì)非常保守,因?yàn)楹ε聞e人買了跟他競爭。據(jù)他統(tǒng)計(jì),用戶對(duì)麥賽福格森拖拉機(jī)的評(píng)價(jià)基本有四點(diǎn):一是質(zhì)量好,二是動(dòng)力強(qiáng);三是駕駛舒適度高;四是省油。據(jù)趙振東介紹,他的一個(gè)用戶曾經(jīng)跟他說,單從麥賽福格森拖拉機(jī)深翻一畝地來看,光油耗方面節(jié)省出來的收益便非常高。
 
  趙振東認(rèn)為,農(nóng)機(jī)經(jīng)銷商雖然是以盈利為目的,但是也不能純粹只是為了*。還要考慮自己能為行業(yè)做些什么,往大了說就是能為國家的農(nóng)業(yè)現(xiàn)代化做點(diǎn)貢獻(xiàn)。目前,國內(nèi)的老百姓作為低收入群體,本身就比較弱勢,如果我們?yōu)榱?賣給他們一些根本很難有收益的產(chǎn)品,甚至一些不合格的產(chǎn)品,老百姓可能就沒辦法活了,簡直是喪盡天良。
 
  “當(dāng)然,不只是經(jīng)銷商,國內(nèi)的一些農(nóng)機(jī)企業(yè)要真想做大做強(qiáng),必須要把用戶當(dāng)成真正的衣食父母,而不是為了*去坑害他們,目前國內(nèi)大馬拉小車的事情都知道,這么做下去遲早要完蛋。”趙振東一針見血的指出目前國內(nèi)很多農(nóng)機(jī)企業(yè)存在的問題。
 
  真心才能換得用戶的認(rèn)可
 
  在采訪趙振東之前,筆者已經(jīng)了解到他與很多用戶的關(guān)系非常好。在談及如何與用戶處好關(guān)系這個(gè)問題時(shí),趙振東頗有經(jīng)驗(yàn)。

  在售后服務(wù)方面,趙振東要求他們的服務(wù)人員必須以快的速度去反應(yīng),而且要有非常好的服務(wù)態(tài)度,這樣才能讓用戶感受到自己被真誠實(shí)意的對(duì)待,才能拉近彼此的距離。“我們與用戶的交往不單純是一個(gè)銷售的關(guān)系,而是朝著一個(gè)真心實(shí)意為你好的朋友關(guān)系相處。”
 
  據(jù)趙振東介紹,他們公司的食堂一年四季基本都不用買菜,用戶會(huì)送來大白菜、蘿卜、蔥等各種蔬菜。讓趙振東記憶深的是,有次他們的服務(wù)人員幫助一個(gè)已經(jīng)出了三包期的用戶修理產(chǎn)品,連夜干到了凌晨三點(diǎn)多。用戶為了感謝他們,給他們送了非常名貴的海參和鮑魚。這么貴重的東西他們根本不能收,但是用戶說如果不收,那么就從此絕交。
 
  初這讓趙振東很糾結(jié),因?yàn)樗恢蓖瞥绾柕氖酆蠓?wù)模式,不喝用戶的水,不吃用戶的飯,不拿用戶的東西。但是如果真的不要,用戶就會(huì)很生氣,覺得他們嫌棄他送的東西,不愿跟他交朋友。后來趙振東想開了:“既然我們要想與用戶處成朋友關(guān)系,那么送東西也是一份情義,不能不收,可以想辦法為他們回報(bào)更多一些。”為此,趙振東專門成立了一個(gè)農(nóng)業(yè)服務(wù)公司,千方百計(jì)的去幫助這些用戶聯(lián)系一些作業(yè)項(xiàng)目,增加收入。
 
  做農(nóng)機(jī)經(jīng)銷商很有成就感
 
  通過為農(nóng)業(yè)種植基地介紹農(nóng)機(jī)服務(wù)人員,不僅讓趙振東覺得還了很多用戶的“人情”,還讓他產(chǎn)生了很大的成就感。
 
  他在幫用戶找農(nóng)機(jī)作業(yè)的過程中發(fā)現(xiàn),很多農(nóng)業(yè)種植基地普遍運(yùn)營成本很高,其中就包含農(nóng)機(jī)作業(yè)服務(wù)這個(gè)環(huán)節(jié)。因?yàn)橐恍┑托实霓r(nóng)機(jī)作業(yè)不僅油耗高,還經(jīng)常壞,這對(duì)種植基地造成的負(fù)擔(dān)很重。而且很多耕地深度還達(dá)不到標(biāo)準(zhǔn),對(duì)于未來農(nóng)作物的生長有很大影響。
 
  看到這個(gè)沖突后,趙振東盡量幫這些種植基地推薦一些好的設(shè)備去耕地,首先是油耗低,例如麥賽福格森的拖拉機(jī)深翻60CM作業(yè),一畝地油耗才0.8升,由于油耗成本低,這些用戶的作業(yè)服務(wù)價(jià)格也會(huì)低很多,種植基地的成本也會(huì)下降,并且還能夠按照要求達(dá)到深翻標(biāo)準(zhǔn),保證作物能夠更好地生長。
 
  “我現(xiàn)在不管去種植基地還是去用戶家里,都是香餑餑!”趙振東為自己贏得的尊重非常自豪。不難看出,趙振東的這種經(jīng)營模式改變了農(nóng)機(jī)行業(yè)以往那種等客上門的消極模式。通過促成種植基地和農(nóng)機(jī)手的合作,讓雙方均獲得了實(shí)實(shí)在在的收益,這已經(jīng)不是簡單的買賣,而是一種更深層次的服務(wù)式銷售!這也正是他面對(duì)市場下滑期能夠不驕不躁,銷售額逆市增長的主要原因。

  除了對(duì)工作的熱愛,正如開篇所說,趙振東也非常熱愛生活,擁有很多業(yè)余愛好。談及他自彈自唱的愛好,趙振東認(rèn)為,一個(gè)人如果對(duì)生活充滿希望,那么對(duì)工作才會(huì)狀態(tài)滿滿。傷心地時(shí)候,趙振東會(huì)自己找個(gè)安靜的地方,拿著吉他彈一首歌,把節(jié)奏盡量放慢,把自己唱哭,心里會(huì)非常舒服,這是一個(gè)非常好的釋放壓力的方式。“畢竟人這一輩子只是一個(gè)單程,不是一個(gè)往返,不趕緊珍惜這三萬多天,對(duì)得起自己、對(duì)得起父母,對(duì)得起身邊的人嗎!”為此,趙振東也會(huì)經(jīng)常組織員工進(jìn)行團(tuán)體活動(dòng),幫助員工緩解工作壓力,發(fā)泄一些不好的情緒,讓他們能夠以積極的狀態(tài)投入到生活和工作中。
 
  顯然,趙振東在行業(yè)低迷期,依然能夠取得不錯(cuò)的成績和積極向上的工作熱情,與他樂觀的生活態(tài)度和與人為善的處事原則密不可分。我們也相信,趙振東和他的團(tuán)隊(duì)能夠發(fā)展的更加順風(fēng)順?biāo)?,能夠真正幫助上下游用戶解決難題,為中國的農(nóng)業(yè)現(xiàn)代化發(fā)展貢獻(xiàn)出更多的力量。

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