Viessmann Wubin: High quality products, main confidence

Wu Bin, Sales Director of Fesman Heating Technology Co., Ltd.

[Reporter] Hello, Mr. Wu, I am very glad to interview you today.

[Wu Bin] Hello. Welcome to Beijing Fesman.

[Reporter] The product price of multinational companies is higher than that of similar domestic products, and Viessmann is about 30% higher. However, Viessmann's second- and third-tier cities in the Chinese market, including the wider rural areas, are about to have some progress. I am very curious. What value does Fesman's products have in value, can we gain an advantage in the competition?

[Wu Bin] Household boiler products are new products. When new products enter the homes of ordinary people, the biggest idea of ​​ordinary people is not cheap, not expensive, but "safe."

The most prominent features of Viessmann's products are three: safety, reliability and efficiency. So whether it is in the first line, the second line or the third line, what we highlight and introduce to customers is what they care most about. In the second and third tier cities, we mainly strengthen the training of agents and partners, so that they can highlight the features of Viessmann's products, and we will guide you to buy and apply.

At the same time, there is a problem that is more critical. In the southern retail market, heating products themselves are luxury goods, even in second- and third-tier cities, they are also bought by wealthy people, so in this region, prices are not the only guide.

[Reporter] Is there any service rule that goes beyond the competitors and can be used as an added value for the product?

[Wu Bin] Our Fisman service requirements are: the first is product quality, because our products are of excellent quality, so in most cases no after-sales service is required. The second is service, and at the time of service, Viessmann focuses on training companies.

The Chinese market is very large, so we pay more attention to the service and training system. Viessmann only serves as the third and fourth service of the service: First, we must train the large dealers in various regions, the requirements are very specific, specific to How much time to arrange in a month, the number of participants, detailed training plans, and training results. And the training is in place. Train sales staff and company sales staff to a very high level, and 99% of them may be responsible for problems.

[Reporter] In this piece of environmental protection, how can we increase consumer awareness of Viessmann?

[Wu Bin] From the perspective of environmental protection, it is still difficult for individual users to recognize products according to the standards of environmental protection organizations, and can only be guided from another aspect. Because of environmentally friendly products, the product board is relatively high and the thermal efficiency is also higher. The current average environmental indicators in the Chinese market cannot guide customers.

[Reporter] Ok, thank you. Today is the tenth anniversary of Viessmann. You have been working in the city for more than ten years. What kind of experience and experience do you have for the heating industry?

[Wu Bin] This industry is developing very fast, and gradually, gradually moving toward standardization. In this industry, whether it is a manufacturer or a distribution company, we must pay attention to product quality. Second, its service, as well as the normative nature of its services, and its company's specifications, because only your company as a whole has this entire service system, your requirements, your provisions are very clear, can make your service staff Very standard service to customers. Therefore, we believe that with the slow market elimination, the rest will definitely be relatively large in scale, and the composition is more standardized than the service consciousness and the quality of the whole system.

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