Let the product become an effective "golden bean" - a record of the marketing work of Shaanxi Coal Pujie Energy Chemical Company

Recently, information came from Shaanxi Coal Pujie Energy Chemical Company, in January ~ October, the company sold 727,600 tons of polyolefin products, completed the annual sales plan ahead of schedule; achieved sales of 6.
009 billion yuan, an increase of 22%
over the same period last year.
As the main product of Pujie Energy Chemical Company, the "white fat" polyolefin particles have become "golden beans" and become a "cornucopia"
that drives the rapid development of the enterprise.

Since 2022, due to multiple domestic and international factors, the uncertainty of the polyolefin market has been increasing
.
Guided by the concept of "practicing internal strength, strengthening muscles and bones, and coping with market uncertainty with its own certainty", the sales team of Pujie Energy Chemical Company has taken on responsibilities and achieved fruitful results in marketing
.

The salesman "runs to the market"

"The olefins group sold 22,000 tons, olefin II 29,000 tons, olefin III 17,000 tons
.
Congratulations to Olefins II for winning this month's sales champion!" At the October work summary meeting of the sales center of Pujie Energy Chemical, Yang Jie, the person in charge, "put the work achievements of each sales team on the table"
.

In the face of market challenges, the company's sales center sent the salesmen out and went into similar enterprises such as Ningxia Baofeng and China Coal Yulin to learn from the benchmarks and obtain treasures; At the same time, excellent salespeople are invited in, on-site guidance, passing on the scriptures and sending treasures, so that the salesmen's business ability can be qualitatively improved
.

"We optimized and adjusted the organization at the first time, and now everyone is working hard in the market, and the sales performance has improved
.
" Ni Dapeng, deputy general manager of Pujie Energy Chemical Company, said that in order to further stimulate the enthusiasm of salesmen, the sales center also reorganized the original sales team, created four groups: olefin group, olefin two, olefin three and management group, and established a monthly evaluation and monthly reward assessment mechanism to let salespeople move and run
.
By the end of October, the company had developed a total of 24 customers
.

The price "sticks to the market"

The future market trend of polyolefins, the analysis of social inventory and port inventory in the industrial chain.
.
.
At the sales pricing meeting of Pujie Energy Chemical Company, the ups and downs of the curves made by the salesmen all told the complex and changeable market conditions
.
Salesman Zhang Jun said that a good salesman must have a pair of "clairvoyance", a pair of "tailwind ears" and a "delicate heart", so that he can walk in front of the unpredictable market and seize the high price
.

In order to fully grasp the market information, the sales center "cast a comprehensive net", and the footsteps of salesmen spread throughout Central China, North China, East China, South China and other regions, and the business trip research time was more than
1 times more than the same period last year.
At the same time, they carefully analyze, accurately study and judge, grasp the market, establish a daily analysis, weekly analysis, monthly analysis mechanism, and establish a market analysis linkage mechanism with downstream customers, changing "running after the market" into "following the market" to further improve the accuracy of
market research and judgment.

"From mid-July to early August, the polyolefin market went all the way down
.
After analysis and judgment, we made a bold decision: to stock up on 10,000 tons of polyolefin products
in the Liqing remote reservoir in Sichuan.
By late September, the polyolefin market picked up, and 1 ton of product was sold nearly 200 yuan
more.
Although thrilling, this wave of good market let us catch it!" Ni Dapeng said
with a raised eyebrow.
At present, the difference between the company's ton product pricing and market price is maintained within 50 yuan, and the net profit margin of sales is 6.
95%~9.
3%.

Expand the "circle of friends" of cooperation

At the beginning of 2022, customers reported that the offline auction mode was time-consuming, labor-intensive and inconvenient
to operate.
To this end, the sales center of Pujie Energy Chemical Company improved the rapid response mechanism of product pricing, and launched the customer free bidding and online bidding mode on March 1, forming a stepped bidding and secondary bargaining sales strategy; At the same time, remote warehouses have been added in Chongqing, Shandong, Chengdu and other places to facilitate customer pick-up transactions
.
The flexible sales mechanism immediately aroused repercussions in the customer's "circle of friends", and more and more customers preferred the Pujie energy brand
.
In the month when the bidding mechanism was adjusted, the company increased its revenue by 18.
96 million yuan
.

In order to serve downstream customers as much as possible, Pujie Energy Chemical Company also thinks about the needs of customers, and has successively opened bulk pellet packaging business and automobile shipping business to help customers solve problems such as
difficult handling of downstream packaging bags and untimely arrival of freight drivers.

In mid-November, Ni Dapeng led a team to visit customers in Zhejiang, Jiangsu and other places to understand what customers think and need, listen to opinions and suggestions, and optimize the cooperation mode
.
During the visit, the sincere attitude and sincere exchanges between the two sides collided with more sparks
of cooperation.
"At present, we have reached multi-dimensional, diversified and multi-level cooperation intentions with customers such as product customization, supply chain platform, information research and investment, trade and export, etc.
, and the future sales road will become wider
and wider.
" Ni Dapeng said
.