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On September 25, at the 62nd Commercial Vehicle Expo in Hannover, Germany, ZF signed a strategic cooperation agreement with Beiqi Foton Motor Co., Ltd. (hereinafter referred to as Foton Motor); on July 16, Baotou Bei Ben Heavy Duty Truck Co., Ltd. (Hereinafter referred to as Beiben Heavy Duty Truck) and Weichai Power Co., Ltd. (hereinafter referred to as Weichai Power) signed a strategic cooperation agreement in Beijing; on June 28, Weichai Power signed a strategic cooperation agreement with Foton Motor. Cummings has been committed to establishing strategic partnerships with large Chinese companies including Dongfeng Motor, Shaanxi Automobile Group and Foton Motor.
What benefits can be brought to both parties by the "clusters" of complete vehicles and parts companies?
Vehicle companies can optimize the configuration
According to a survey conducted by the "CVN News" reporter, a strategic cooperation agreement was signed with key component companies. The entire vehicle company has two main purposes. One is to optimize the product configuration and improve product quality, and the second is to use the sales of component companies. Network, further explore the market, improve after-sales service. The former is more important.
Liu Keqiang, Assistant to General Manager and Marketing Director of Shaanxi Automobile Group Sales Company, told the reporter: “Shaanxi has been working with parts and components companies. For example, Shaanxi Automobile and Weichai Power, Dongfeng Auto Parts Business Unit, etc. are strategic partners. This kind of strategic cooperation is beneficial to both sides
development of. For complete vehicle companies, through cooperation with key component companies, we can accelerate product development and optimize vehicle matching. â€
Futian Automobile has signed strategic cooperation agreements with ZF and Weichai Power for the same purpose. A related person in the company told reporters: "The signing of the strategic cooperation agreement has an important purpose to enhance the development of new products. If the agreement mentions cooperation plans including automatic transmissions and hybrid vehicles."
For the strategic agreement signed with Weichai, the person said: "Futian Motor will focus on the development of new models in the future. This will impose higher requirements on the performance of the engine and the matching of the vehicle. Cooperation with Weichai will have It will help improve the performance of the vehicle."
According to industry insiders, the strategic cooperation between the vehicle and parts will enable the parts and components companies to participate in the product design and testing of the vehicle manufacturer. This will further optimize the vehicle configuration and reduce the product failure rate. At the same time, vehicle companies can take this opportunity to learn from outstanding multinational component companies in terms of development processes, system integration, and vehicle performance tuning.
Both parties share the service network
In addition to improving product performance, the construction of service networks and the opening up of markets are also important reasons for strategic cooperation between vehicle and component companies.
In terms of service network construction, parts and components companies can use their own service networks to provide support to vehicle companies. According to the Beiben Heavy Duty Truck Group, the strategic cooperation between Beiben Heavy Duty Truck and Weichai Power will facilitate the joint development of the market and the establishment of a market service system. “Weichai Power will provide support in after-sales service,†the source said. It is reported that Weichai Power's “Service Shinkansen†has more than 3,000 service stations and maintenance points through shared service stations, which will greatly increase the after-sales service level of the entire vehicle company.
Similarly, in the "Strategic Cooperation Framework Agreement" signed between Foton Motor and Weichai Power, we mentioned that Weichai Power will cooperate with Foton Motor in terms of service network, marketing, brand communication and promotion to achieve mutual complementarity and sharing of resources between the two parties. .
The strategic cooperation with multinational parts and components companies will also increase the internationalization level of vehicle companies and increase the export volume of vehicle manufacturers. Industry sources told reporters: “In cooperation with multinational parts companies, we can make full use of its overseas service stations to enhance the service level of commercial vehicles in China, so as to enhance product image and expand sales. At the same time, it is easier to obtain key parts and components of the world's advanced level. The recognition of foreign customers can in turn increase sales."
Component companies expect stable market share
In the process of strategic cooperation with the vehicle companies, the parts and components companies also gained a lot, their product supporting market was stable, and their competitive advantages were further expanded.
Through the strategic cooperation with Foton Motor, the stability of Weichai Power's performance has been largely guaranteed. It is reported that in 2005, the matching ratio of Weichai Power to Foton Heavy Truck was around 80%, and the matching ratio of transmission products was also around 90%.
Bei Ben Heavy Truck Group also said that Bei Ben Heavy Duty Truck will fully support the research and development, experimental verification and market development of Weichai Power's new products.
Cross-border parts and components companies are also gaining greater benefits in strategic cooperation. For example, for ZF, the establishment of a strategic alliance with Foton Motor can help it establish a more stable and complete supporting relationship, stabilize and expand its market share in China, and gain more experience and data on technical cooperation with domestic vehicle companies. , and then improve and optimize ZF products' adaptability to the Chinese market.