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用心抓牢老客戶 誠心牽來新客戶 ——機械廠開拓外部市場實行“兩手抓”

信息來源:福建福維股份有限公司 發布時間: 2015-07-22

    面對嚴峻的內外部市場挑戰,2015年,機械廠將開拓外部市場做為今年工作的重中之重,采用“兩手抓”的策略對待外協客戶,取得一定成效。

    用心抓牢老客戶

“老客戶就是我們的‘財神爺’”。機械廠副經理羅晉福在落實工作中反復重申。根據這一理念,機械廠在外協件加工中嚴格要求質量,無論是大設備還是小零件,業務部門都按照相關規定嚴格下圖、下工序,并按照圖紙及安排好的工序嚴格檢驗。“不能因為“老客戶”要求不到位就敷衍了事,每一個加工件只有自己要先滿意了,客戶才能滿意。如果連我們自己都先不滿意了,客戶就更不用說了。”該廠業務股長王定云表示。

主動為客戶排憂解難是機械廠抓牢老客戶的一項舉措,每當老客戶碰到難題時,機械廠總是想方設法主動幫扶。今年6月份,某“老客戶的攔污柵被大水沖壞,如果不能及時重新安裝新的攔污柵,污物隨時可能把設備沖壞。可是在接到“老客戶”求助電話時,機械廠安裝人員正在非織造布廠和維綸廠多個作業點進行作業,很難騰出人手。鉚焊車間主任陳永皓主動請纓,帶兩名人員前往現場制造安裝,經過加班加點在端午節那天下午終于保質保量完成安裝任務,客戶對該廠的舉動十分高興,連聲感謝。

    誠心牽來新客戶

面對在市場上打拼多年的各類民營企業、各類設備安裝隊伍,機械廠沒有競爭優勢。因此,吸引新客戶、簽數額較大且有一定利潤的單子是機械廠市場開拓的難題之一。面對不利因素,機械廠積極開動腦筋,并與周邊合作單位進行溝通走訪,多渠道了解各類項目信息。今年初,機械廠領導了解到北京某公司在永安火電廠承包檢修項目,于是抱著試試看的心態到現場尋求業務。結果發現檢修現場拆卸了很多汽輪機葉片正在裝車,經咨詢后了解到這些葉片將發往三明進行加工。機械廠領導捕捉到這一商機后,急忙找到負責人說明機械廠的技術能力。在機械廠領導的一再誠心邀請下,該項目負責人利用周日到公司查看了加工設備以后,認定了機械廠的加工能力,隨即將這車葉片全部發到機械廠進行加工。

此外,機械廠還根據自己的實際能力積極參與各類機械項目的投標,今年6月份,經過分廠技術部門的精心計算,投標的某公司項目金額100多萬的油罐項目終于中標,目前項目已經準備正式簽約。



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