革新與破局：柳工歐洲配件業(yè)務(wù)開(kāi)拓新模式

革新與破局

柳工歐洲配件業(yè)務(wù)開(kāi)拓新模式

LiuGong Europe Develops a New Parts Business Model

今年以來(lái)，柳工歐洲推出創(chuàng)新性的配件業(yè)務(wù)模式，以全新的配件定價(jià)和折扣體系，提供配件送貨上門服務(wù)，使配件按時(shí)交付率從68%提升至94%，配件銷售收入同比增長(zhǎng)約70%，為客戶提供更為優(yōu)質(zhì)、高效的配件服務(wù)。

In 2024, LiuGong Europe has launched an innovative parts business model, providing Door to Door services with a new pricing and discount system, increasing the on-time delivery rate of parts from 68% to 94%. The sales revenue of parts increased by about 70% year-on-year, providing customers with better and more efficient parts services.

針對(duì)配件業(yè)務(wù)流程多、重量尺寸等基礎(chǔ)數(shù)據(jù)缺失、報(bào)價(jià)時(shí)間長(zhǎng)、溝通環(huán)節(jié)多等長(zhǎng)期存在的問(wèn)題，柳工歐洲不斷探索并推出新的業(yè)務(wù)模式。該模式類似在電商平臺(tái)購(gòu)物，將配件報(bào)價(jià)（含運(yùn)費(fèi)）和數(shù)據(jù)上傳至DMS平臺(tái)，經(jīng)銷商可直接根據(jù)DMS配件價(jià)格并根據(jù)需求緊急程度對(duì)終端客戶直接響應(yīng)，快速?zèng)Q策，無(wú)需再為配件承擔(dān)額外的運(yùn)費(fèi)，同時(shí)有效降低咨詢、溝通等時(shí)間成本。此外，柳工歐洲優(yōu)選DHL EXPRESS，TNT EXPRESS等優(yōu)質(zhì)物流服務(wù)商，最大程度實(shí)現(xiàn)停機(jī)訂單隔日達(dá)，緊急訂單三日交付的承諾，極大改善客戶配件采購(gòu)的體驗(yàn)。

LiuGong Europe has launched a new business model to address issues such as lack of basic data, difficulty in quoting, and communication difficulties. This model is similar to shopping on e-commerce platforms, where parts quotations (including shipping costs) and data are uploaded to the DMS platform. Dealers can directly respond to end customers based on DMS parts prices and the urgency of their needs, making quick decisions without having to bear additional shipping costs for the accessories. At the same time, it effectively reduces time costs such as consultation and communication. In addition, LiuGong Europe selects excellent logistics service providers such as DHL EXPRESS and TNT EXPRESS to maximize the commitment of delivering parts every other day for customers who stopped working and delivering emergency orders within three days, greatly improving the customer's experience in parts procurement.

該模式是柳工配件體系中的首次創(chuàng)新，也是中國(guó)品牌在歐洲市場(chǎng)的第一次成功探索。這不僅提高終端客戶及經(jīng)銷商對(duì)柳工的信賴，而且進(jìn)一步加強(qiáng)了柳工在歐洲高端市場(chǎng)的競(jìng)爭(zhēng)力。

This model is the first innovation in LiuGong's parts system and also the first successful exploration of a Chinese construction machinery company in the European market. This not only enhances the trust of end customers and dealers in LiuGong, but also further strengthens LiuGong's competitiveness in the high-end European market.

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