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沃爾沃建筑設(shè)備在神秘西藏的渠道延伸瀏覽次數(shù)：52

China extends distribution in mysterious Tibet

文丨沃爾沃建筑設(shè)備 岳向琴

Volvo CE is expanding our business in the rapid-developing market Tibet by 2019Q1 excavator market share to 5.6% upon the authorization in 2018Q1 to Xizang SVO Machinery, member of SVO Group, CE’s dealership in Northwest. On Apr 12, the 3rd branch office of the local dealership was opened in Shigatse, where more than 200 customers joined the opening ceremony, combined with product & Brand seminar, resulting in 43 units of EXC orders.

Market development and high demand

Tibet, on the roof of the world in average elevation above 4000 meters, is the mystery for most of the Chinese people in plain areas and the whole world as well. The sacred mountains and lakes such as Mount Himalaya and Lake Nam are famous.

In recent years, the infrastructure and road construction in Tibet has being developed rapidly. Tracing back to the road construction of Qinghai-Tibet Railway in 2003, Volvo excavators contributed a lot in the division of Naqu and Anduo at an altitude beyond 5000 meters. In 2016, Volvo pavers were found again paving on Shigatse Airport Express Highway.

EXC demands in Tibet are increased from 847 units in 2016 to 3181 units in 2018 and reached 1226 units in the 1st quarter of 2019. In order to grasp the huge opportunity in the fast developing area, after 1-year business pilot, Volvo CE authorized dealership to Tibet SVO Machinery Co. in 2018 Q1, who is the subsidiary of SVO Group, VCE's large dealer in China Northwest.

Fast growth of Volvo dealership in Tibet

In the past 2 years, we set up dealer's headquarter in provincial capital Lasha, opened branches in the sub-regional centers of Linzi and Changdu. Shigatse was the 3rd branch office inaugurated in Tibet. Planned in 2019, the opening of other 2 branches in Shannan and Ngari will follow, by which our network would link all key areas, and Volvo brand would penetrate to the frontline market in Tibet.

Upon promotion seminars and premium brand built by word of mouth, more and more customers choose Volvo as their final decision in machinery purchase. 200 customers are invited to witness the opening of Shigatse branch. With the confidence reinforced on Volvo brand and SVO service support capability, orders of 37 excavators beyond 20tons and 6 COE were placed on the seminar.

In less than 2 years, the population in Tibet SVO has developed into 70 including a dozen of local Tibetan staff in both sales and aftermarket team, who could deeply approach local customers of Tibetan nationality. With the joint efforts of Volvo CE and dealer SVO, we will facilitate the competence development of the local team.

沃爾沃建筑設(shè)備在神秘西藏的渠道延伸

文丨沃爾沃建筑設(shè)備 岳向琴

2019年一季度，沃爾沃建筑設(shè)備在中國(guó)西藏的挖掘機(jī)市場(chǎng)占有率達(dá)到5.6%，在2018年一季度，西藏星沃機(jī)械工程設(shè)備有限公司（以下簡(jiǎn)稱西藏星沃）被授權(quán)負(fù)責(zé)西藏自治區(qū)， 西藏星沃是沃爾沃建筑設(shè)備西北區(qū)集團(tuán)經(jīng)銷商新疆星沃集團(tuán)的全資子公司。4月12日，西藏星沃的第三家分公司日喀則分公司正式成立，200位尊貴的客戶受邀觀摩分公司成立，同期參加沃爾沃產(chǎn)品和品牌交流會(huì)，交流會(huì)促成了43臺(tái)挖掘機(jī)訂單。

西藏市場(chǎng)的迅猛發(fā)展

西藏，被譽(yù)為世界屋脊，平均海拔4000米以上，對(duì)于中國(guó)平原地區(qū)，乃至世界其他國(guó)家，都是一個(gè)滿載神奇的地方。神圣的高山和高原湖泊，比如喜馬拉雅山，納木錯(cuò)湖等享譽(yù)世界。

近幾年，在西部開發(fā)的背景下， 西藏的基礎(chǔ)建設(shè)和道路建設(shè)需求迅猛增長(zhǎng)，當(dāng)然，沃爾沃和西藏的淵源可以追溯到2003年青藏鐵路的建設(shè)，在那曲、安多段，大量的沃爾沃挖掘機(jī)工作在施工現(xiàn)場(chǎng)，2016年，日喀則機(jī)場(chǎng)高速路的工地上，再次見到沃爾沃?jǐn)備仚C(jī)的身影。

2016年西藏全年的挖掘機(jī)市場(chǎng)需求是847臺(tái)，而2018年增加到3181臺(tái)，2019年一季度已達(dá)1226臺(tái)，商機(jī)稍縱即逝，為了快速抓住潛在的機(jī)會(huì)，在一年的試運(yùn)營(yíng)后，沃爾沃建筑設(shè)備中國(guó)將西藏區(qū)域正式授權(quán)給西藏星沃，西藏星沃是沃爾沃建筑設(shè)備西北區(qū)集團(tuán)經(jīng)銷商新疆星沃集團(tuán)的全資子公司。

西藏經(jīng)銷商的快速發(fā)展

在過去的2年里，西藏星沃在西藏首府拉薩建立總公司，并在林芝、昌都設(shè)立了分公司，日喀則分公司于4月12日開業(yè)，今年的計(jì)劃還將在山南和阿里完成分公司的建設(shè)，由此完成沃爾沃在西藏所有核心市場(chǎng)的網(wǎng)絡(luò)覆蓋和品牌滲透。

通過產(chǎn)品交流會(huì)和口口相傳的優(yōu)質(zhì)口碑，越來越多的客戶在采購(gòu)設(shè)備時(shí)選擇沃爾沃。今天，200位客戶見證了日喀則分公司的成立，基于對(duì)沃爾沃品牌和西藏星沃售后能力信心的不斷加強(qiáng)，客戶們現(xiàn)場(chǎng)訂貨踴躍，在當(dāng)日的產(chǎn)品交流會(huì)上，實(shí)現(xiàn)了37臺(tái)大挖和6臺(tái)小挖的訂單。

在不到2年的時(shí)間里，西藏星沃人員規(guī)模已達(dá)70余人，包括銷售和售后團(tuán)隊(duì)的十多位藏族員工，藏族員工的加入，實(shí)現(xiàn)了和藏族客戶的無障礙交流，拉近了彼此的距離。沃爾沃建筑設(shè)備中國(guó)將和星沃集團(tuán)共同努力，加強(qiáng)西藏星沃的綜合實(shí)力，給客戶創(chuàng)造最佳的客戶體驗(yàn)。