Thirty Years of Striving Forward: Kuang Zhen of Zoomlion: The New Generation on the Marketing Front Has Mastered Wisdom and Strategies to "Win and Lead"

In the world of martial arts, speed is the key to victory. In the field of construction machinery, marketing and service also emphasize the skill of "speed". Speed stems from perceiving demands and seizing opportunities, is reflected in prompt action and efficient communication, and is achieved through precise efforts and win-win cooperation.

At the end of 2018, Zoomlion Fast Run entered the emerging sector of aerial work platform machinery. In just over three years, it has risen to the first echelon of China's aerial work platform industry. This latecomer's leap forward could not have been achieved without the charge of a group of outstanding salespeople. As a leading region in China's economic development, Guangdong has an early start, high maturity and strong development potential in the high-altitude crane market. In this "strategic location", a young team started from scratch and made a "stunning transformation" in just three years, enabling Zoomlion's intelligent high-altitude cranes to leap to the top and stand out among the rest, becoming the most influential brand in the local area.

Kuang Zhen, the head of the Guangdong East Partnership Group of Zoomlion's Intelligent High Machinery South China Region, is one of the "big generals". He led his team to deeply cultivate the market, doubling the annual sales while also pushing the brand's reputation and customer satisfaction to new heights. A salesperson is like a business card of the company. Our image, words and deeds, and working attitude have a huge impact. I am well aware of the responsibility on my shoulders and have always adhered to the principle of being responsible for myself, the company and the customers, contributing my own strength. Kuang Zhen said

Thirty Years of Striving Forward: Kuang Zhen of Zoomlion: The New Generation on the Marketing Front Has Mastered Wisdom and Strategies to "Win and Lead"

Breaking through quickly and being sincere makes customers feel more at ease

In February 2019, when Zoomlion's intelligent high-rise cranes were just getting started, despite having the brand's high profile and profound industrial accumulation, the market was still unfamiliar with this new category of the company. To withstand the pressure and break through, the marketing front faced numerous tests.

Kuang Zhen, who just turned 30, was among the first batch of marketing representatives to enter the Guangdong market. He chose to proceed steadily and first familiarize himself with the market and accumulate customers. Kuang Zhen focuses mainly on door-to-door visits and market research. In Shenzhen, Dongguan and Huizhou, the average monthly mileage of his car is over 4,000 kilometers. In addition to making trips and finding customers, he also actively captures sales information and promotes order conversion. To be a salesperson, one must not only be able to "move their legs" but also "open their mouth". Kuang Zhen, while humbly seeking advice and learning from industry veterans, also popularizes product information, introduces prices and services to customers, and imperceptibly spreads the company's brand philosophy, touching customers with professionalism and enthusiasm.

Mr. Zhu, the general manager of Dongguan Sky Machinery Equipment Co., LTD., has a deep foundation in the petrochemical industry and is one of the early insiders to pay attention to the construction application of aerial work platforms. After learning about the situation, Kuang Zhen found Mr. Zhu and they jointly discussed the prospects of high-altitude machinery leasing in the petrochemical industry. After several in-depth exchanges, Mr. Zhu became more confident in investing in high-altitude machinery leasing. His development ideas and target plans gradually became clear. He began to purchase Zoomlion high-altitude machinery in bulk with confidence and became an alliance customer of the company.

All her efforts paid off. Kuang Zhen not only achieved a breakthrough in her personal performance that year but also became friends with a group of senior experts in the industry. More and more customers of high-altitude machinery in Guangdong have come to know Zoomlion. Many big shots in the construction machinery rental industry have also taken action upon hearing the news, noticing the broad prospects of high-altitude machinery rental investment and proactively contacting the company for consultation. The company's high-altitude machinery has firmly established itself in the market of eastern Guangdong.

There is no end to progress. Let's keep striving and scale new heights

"Selling is like climbing a mountain. Once you reach the summit of the first mountain, another one that must be climbed follows. All the experiences accumulated during the previous climbs will serve as a foundation for what follows." " The words of Kuang Zhen's master, Gao Yingrui, the manager of the South China region, were deeply engraved in Kuang Zhen's mind and reflected in his actions.

Thanks to the solid foundation laid in 2019, in 2020, Zoomlion's aerial work platform machinery sector developed with great momentum. The product range became increasingly complete, the service system improved, and the market reputation and brand recognition rose steadily. Kuang Zhen's sales have doubled, making him a leading figure among the new generation of marketing teams. His unremitting efforts have also earned him high trust from customers. Several regional promotion and exchange meetings have received enthusiastic responses. Local customers have recognized Zoomlion's intelligent high-reach cranes, and the number of partners has grown rapidly.

In 2021, Kuang Zhen was appointed as the head of the Eastern Guangdong Cooperation Group, leading the way in building a more resilient marketing team. The visit coverage rate of the eastern Guangdong group reached over 95%. Dozens of clients joined hands with Zoomlion Intelligent high Machinery, and the business opportunity conversion rate of visited clients reached one third. In the same year, the eastern Guangdong region achieved sales of 140 million yuan, setting an industry benchmark in Guangzhou, Dongguan and other places.

Thirty Years of Striving Forward: Kuang Zhen of Zoomlion: The New Generation on the Marketing Front Has Mastered Wisdom and Strategies to "Win and Lead"

In the first half of this year, Kuang Zhen and his team continued to make efforts. While maintaining their existing high-quality clients, they also successfully reached cooperation agreements with more new clients. The company's high machinery market share in the local area took the lead. However, Kuang Zhen did not become complacent about his outstanding achievements.

"Consolidating achievements through improvement and seeking breakthroughs through reflection are the key areas I will focus on in the second half of the year." We have taken the lead and opened up a broader space for development. Therefore, we must continue to spare no effort, centering on the customer and creating greater value for them. Only by not letting down the trust of our customers can we win the favor of the market. Kuang Zhen said.