The tuition fee of over 20,000 RMB, has helped the sales of hydraulic manifold manufacturer AAK understand the logic of 3 good performances

China [CN]

A few days ago, the development department of hydraulic manifold manufacturer AAK received a financial reimbursement document for me to sign. The rework cost for a set of hydraulic manifold is over 20,000 RMB. The explanation from the development department was that the client's development time frame was quite tight. As soon as the first version of the drawings arrived, the sales department asked the development department to speed up the work. However, halfway through, the client provided the second version of the drawings, resulting in rework. But the customer does not accept this money, the reason being that the first version of the drawings did not have the signature of their engineers. Similar situations have occurred in other hydraulic manifold manufacturers before, but at no cost.

The cost of rework was also compared to other hydraulic manifold manufacturers. Our sales team went ahead without customer confirmation, citing the short lead time. In order to cooperate with customers and improve their satisfaction, the result of such reckless actions was over 20,000 RMB without anyone paying for it. When I lead sales, I often demand that sales use 3 good performances to demand ourselves: first, our service should be good, second, the manufacturing quality of hydraulic manifold manufacturer AAK should be good, and third, to make customers say we are good. However, our sales blindly pursue customer satisfaction and blindly cater to it. Similar incidents may occur frequently in other hydraulic manifold manufacturers, but AAK's 3 good performances are built on the process.

In fact, there are many customer demands that are fake or even incorrect. At this time, as a professional hydraulic manifold manufacturer, we must dare to correct them. If the hydraulic manifold manufacturer only follows the customer's ideas, either the service provided by the hydraulic manifold manufacturer is blindly followed, or the hydraulic manifold manufacturer itself is not professional. Essentially, hydraulic manifold manufacturers should be more professional than customers, which require us to be experts in marketing, at least half of an engineer's sales.

The most basic principle for hydraulic manifold manufacturers, whether they are developing or producing standard parts, is that only after signing and confirming can the next step be implemented. If you don't follow the process and do it well, the customer may not appreciate you. If you do it poorly, no one will pay for the additional costs. Customer satisfaction refers to the actual gain of a customer divided by their expected value. Sometimes, reducing a customer's demands can actually improve their satisfaction. In the sales process, if hydraulic manifold manufacturers dare to refuse customers improper requirements, sometimes in this process, most customers are reasonable. For the development of this hydraulic manifold, the sales seem to want to provide customers with so-called value-added services, but the value-added that customers do not receive becomes a mutual consumption.

Simply pursuing so-called satisfaction can lead to satisfaction. Sometimes, on the contrary, the hydraulic manifold manufacturer will do whatever the customer says and do whatever they say. Firstly, blindly doing so will not have a good effect. Secondly, the hydraulic manifold manufacturer cannot earn the respect of customers. Thirdly, customers may feel that hydraulic manifold manufacturers are not very professional. Fourthly, customers may feel that you, as a hydraulic manifold manufacturer, lack processes or rules, and may look down on you. Therefore, I often say that sales do not come from seeking, but from requirements, or customers come here in admiration of their reputation.

Hydraulic manifold manufacturer AAK, restrains itself with 3 good performances, and attracts customers with professionalism.

AAK HYDRAULIC VALVES (723) 2023-11-26

https://www.aakindustry.com/info-detail/hydraulic-manifold-manufacturers-aak723