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products that the company carried, including trucks.”
Ng revealed that his immediate focus was on strengthening the after-sales service, guaranteeing the availability of spare parts for fast and efficient maintenance, and helping customers to reduce downtime.
“Even though the Chinese brands are gradually gaining inroads in Malaysia, they are still not widely accepted. Moreover, the Foton Bison and Auman brands are quite new in this market. I believe that the existing customers are our best source for future business and the after-sales service plays a major role in customer retention as it shows our clients that we want to build a long-term relationship with them. A good after-sales service leads to customer satisfac- tion and helps to build a brand, increases brand recognition and enhances the company’s image. A positive public image will help us generate more sales by attracting new buyers.”
To strengthen the sales force and improve efficiency and productiv- ity, Ng had merged the pick-up and commercial vehicle divisions. Ng explained that the reason was because there was only one product in the pick-up division and the merger would combine the sales force and effort, allowing the team to have more products to offer customers.
“Our Bison BJ 1059/XL, the upgraded version of the previous model, has received encouraging response from the market. This light truck that we launched in December last year is powered by a 2.8-litre Cummins Euro 3 engine that produced 150bhp, with a gross vehicle weight of 5,000kg. We have sold more than 1,000 units of light commercial vehicles and some of the customers in- cluded major manufacturers in the bread industry, which took more than 100 units.”
As for the Auman brand, ATM had sold more than 400 units to the market that included customers in the mining, earthwork, cement, and logistic industries.
The market response to the Savanna pick-up was very positive, continued Ng, and the company received booking for 8 units during the recent Langkawi roadshow.
According to Ng, ATM had sold 330 units of commercial vehicles, including pick-ups, from the beginning of the year.
Ng admitted that it would be a bit too late for him to achieve the sales target set earlier by the company as he was posted here 3 months ago. “For next year, our target is to increase our heavy duty commercial vehicle sales to 400 units, followed by 500 units of light trucks, 300 units of pick-ups and 100 units of dumpers,” Ng added.
The latest product that ATM introduced was the Foton off-road dumper. For this product, Ng said, the company worked closely with Tan Chong Industrial Machinery Sdn Bhd (TCIM), one of the leading suppliers of material handling, agricultural, construction and power generation equipment to several sectors. “As we are
19 truck & bus news › 2013/4
更何况，福田百胜(Bison)和欧曼这两大品牌对这个 市场来说，仍然相当新。我相信现有的客户是我们未来 生意的最佳来源，售后服务在保留客户方面扮演着相当 重要的角色，因为它显示给客户看我们想要和他们建立 长久的关系。良好的客户服务能够让客户感到满意，协 助建立品牌，提高品牌识别度及加强公司形象。正面的 公众形象也会为我们带来更多的销售。”
为了巩固销售队伍和改善效率及生产力，黄杰星将皮卡 和商用车部门结合在一起。他解释说，那是因为在皮卡 的部门中只有一种产品，该合并能够将销售队伍结合起 来，拥有更高的凝聚力，也让销售人员有更多可以销售 的产品。
“我们的百胜BJ1059/XL是上一个款型的升级版，它在 市场上取得了相当令人鼓舞的反应。这款我们在去年12 月发布的轻卡，搭配欧3康明斯2.8升引擎，150 马力， 车全重为5，000公斤。我们销售了超过1，000辆 ，主要 的客户包括向我们购买了100多辆的面包制造商。”
至于欧曼品牌，该公司销售了超过400辆，其中包括矿 业、土方、水泥及物流业。