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From the sales situation of the heavy truck industry since 2011, the trend in the first quarter is basically in line with the development law of the industry. However, at the end of the second quarter, sales continued to fall sharply, reaching the lowest value in more than two years. In 2011, the off-season of the heavy-duty truck industry was earlier and lighter than in 2010. However, in the off-season market, Shaanxi Automobile Heavy Duty Trucks concentrated its sales force on superior marketing forces. With the theme of transcending actions, it carried out various marketing initiatives and received significant results:
I. The promotion of special product marketing
Shaanxi Automobile heavy trucks were driven by the Red Storm market in 2011, and sales remained stable. In the downturn period of the industrial market, the Company timely issued new marketing measures and achieved the first sales of dump trucks in the industry after May. In the strategic product natural gas heavy truck platform, it carried out more than 30 special marketing campaigns in the region. 
In the tractor platform, distinguish between super-strong version, enhanced version, high-speed and lightweight, and ultra-lightweight, each segment of the tractor is attacked with segmented products of DeLong F3000, and the weight of the tractor is increased in the third quarter. After a new wave of turbulence, we conducted further in-depth market research and continuously tracked and improved the new product, Sharon DeLong M3000, starting from Sharon DeLong M3000 new product, and carried out small-scale developments targeting key markets such as Beijing, Tianjin and Taiyuan. Batch test marketing promotion to increase the share of Shaanxi Auto Heavy Duty Trucks in these market segments.
Second, key customers return visit to win praise
In the third quarter of 2011, Shaanxi Automobile launched a vigorous marketing campaign that focused on key customers and focused on the core channels in the off-season market. With the increase in sales volume of key regional users, the overall sales volume of the region will be boosted. Focus on the distribution capabilities and return visits of the core channels, and achieve a win-win situation for the channels and Shaanxi Auto.
Since July 2011, a total of more than 230 major key customers have been visited. Typical customers include CNPC, Shenzhen Pegasus International, Datong Fangwei Logistics, Handan Iron and Steel Group, etc.; more than 190 key channels have been visited. Among them, large customers with natural gas heavy trucks were subdivided, and large customers returning from natural gas heavy trucks continued uninterrupted. Through the continuous follow-up visits of large customer marketing, it has won high praise from customers.
Third, promote the level of channel marketing skills
In the traditional low season of the market in the third quarter, Shaanxi Automobile Heavy Trucks firmly believes that only the off-season market does not have the idea of ​​off-season. Each office has carried out a series of sales channels and service channels for cohesion. It has conducted a variety of off-season market training activities in various forms such as meetings, training, and skill contests. The 26 offices have all convened the regional marketing summary in the first half of 2011 and the marketing mobilization meeting in the second half of the year. By summarizing and analyzing the regional market conditions in the first half of the year, they formulated corresponding marketing measures for each region, which made a good start for sales in the second half of the year. .
The Shijiazhuang office launched the Channel Skills Competition in the Shijiazhuang Office in 2011. Through competitions in the channels, they encouraged the channels to find differences and learn from each other, and channeled other channels with good sales performance to achieve overall marketing skills improvement; The headquarters conducted business skills training for natural gas channels and sales personnel to train and upgrade overall marketing skills and promote sales.
In the third quarter of 2011, Shaanxi Automobile Co., Ltd. consolidated its channel strength by training channel personnel to enhance its channel business capabilities; through deepening its focus on key channels and key user groups, it achieved a small increase in sales during the off-season; through the promotion of special product markets, lightweight products were refined. Points, DeLong M3000 test marketing promotion, for Shaanxi Automobile's product strategic planning has taken a solid step.