Page 22 - TBN-2014-4

very new in these segments, we rely on its ex- pertise and make good use of its contacts for cross-selling.”
Being a member of the Tan Chong Group had enabled ATM to share the synergies of the group. Apart from its own network, ATM could leverage on the group’s extensive sales and after-sales connections as well as a fully equipped local as- sembly plant.
Currently, the Tan Chong Group had 10 fully owned Tan Chong Truck After-Sales (TCTAS) centres and 15 authorised service dealers in Peninsular Malaysia and 4 each in Sabah and Sarawak. Also available were the 24-hour breakdown service and the well-equipped mo- bile service vehicles for in-house and field sup- port. As for the Savanna pick-up, the Group had 29 Tan Chong Ekspres Auto Servis centres (TCEAS) in Malaysia to serve Savanna cus- tomers.
Ng also shared his plans for the future, saying ATM would bring in more variants of the exist- ing products, for example, the 8X4 tipper and cement mixer truck, and cargo truck above 30 tonnes. As for the pick-ups, ATM would look at introducing the automatic version.
A dealer network expansion was also a priority. “We plan to increase the number of dealers from 26 to 50. In addition, we want to set up more ATM fully owned outlets in Johore, Butterworth and Kuantan to strengthen our coverage. Foton has shown its commitment to this market by hav- ing 3 of its personnel permanently based here to support us in spare parts, after-sales and market surveys. This move has allowed us to commu- nicate more effectively with Foton and provide customers with better services by being more responsive to their needs and expectations.”
In addition, the joint venture with Daimler had started to run smoothly. Beijing Foton Daimler Automotive Co., Ltd (BFDA), a 50-50 joint ven- ture between Daimler and Foton Motor, recently celebrated the 150,000th roll-out of the compa- nies’ jointly produced Auman branded trucks. Since the first Auman branded truck rolled of the line at its production facility in a Beijing sub- urb in July 2012, the company had improved its position in the world’s largest truck market. In 2013, BFDA sold about 103,300 units, equalling a 34-per cent year-on-year growth rate, which Daimler said was the highest among China’s top five medium- and heavy-duty-truck manu- facturers.
“With this joint venture, we are confident that we are able to provide better products in the future that are able to satisfy the various de- manding needs and requirements of our cus- tomers,” Ng said.
20 truck & bus news › 2014/4
黄杰星接着说，Savanna皮卡的市场反应良好。该公司在浮罗交怡的街 头秀成功取得了8辆 车的订单。
他坦言，要达到公司今年初设定的销售目标显然有点迟了，因为他在3 个月前才到这里任职。“明年，我的目标是将重型商用车的销售量增 加至400辆、轻卡500辆、皮卡300辆及翻斗车100辆。”他补充说。
该公司所出售的最新产品是福田非公路翻斗车。黄杰星说，为了推广 此产品，他们与陈唱工业机械私人有限公司(TCIM)密切合作。陈唱 工业机械是其中一家领先的材料处理、农业、建筑业及好几个领域的 发动机设备供应商。“由于这些领域对我们来说都非常新，我们需要 依靠他们的专业知识，同时善用他们在这些领域的人脉资源来进行交 叉销售。”
作为陈唱集团的成员，ATM能够分享该集团的协作。除了他们自己的网 络，该公司也能够利用陈唱集团广泛的销售和售后服务联系，以及设 备完善的本地组装厂。
目前，陈唱集团在马来西亚半岛拥有10家独资的陈唱卡车售后服务(TC- TAS)中心和15家授权服务代理，并在沙巴和沙劳越分别拥有4家服务中 心。此外，他们还备有24小时故障维修服务和设备完善，可提供室内和 现场支援的流动服务车。在Savanna皮卡方面，该集团在大马拥有29家陈 唱快捷汽车服务中心(TCEAS)，为Savanna客户服务。
黄杰星也和我们分享他未来的计划，他说ATM将会引进现有产品的更多 版本，比如8X4自卸车和水泥搅拌卡车、货运卡车及30吨以上的卡车。 另外，ATM有意引进自动排挡的皮卡。
扩展经销网络是另一个重点。“我们计划将现有的经销商从现有的26 家增加至50家。此外，我们要在柔佛、北海及关丹设立更多的ATM独资 中心以巩固我们的覆盖面。福田派了3名员工长期驻守在这里，为我们 提供零部件、售后服务及市场调查方面的支援，充分显示了他们对这 个市场的承诺。这个举措，让我们能够更有效地与福田沟通，更快速 地回应客户的需求和期望，为他们提供更好的服务。”
北汽福田与戴姆勒的合资公司进行得非常顺利。北汽福田戴姆勒汽车 有限公司(BFDA) 是戴姆勒和福田汽车强强联手，股比为50:50 的 合资公司，他们最近庆祝第150，000辆欧曼卡车下线。自从其北京市 郊工厂于2012年7月推出第一辆欧曼卡车以来，该公司就改善了它在全 球最大的卡车市场中的地位。据戴姆兰表示，北汽福田戴姆勒汽车有 限公司在2013年售出了约103，300辆卡车，相等于34%的同比增长， 并宣称该销售量是中国5大中卡和中卡制造商中最高的。
“此合资公司让我们对外来的产品充 满信心，因为通过它，我们 能为客户提供满足他们 各种苛刻需求的更 好产品。”黄杰
星补充说。
Angkat Tan.ai 1 18/06/2014 11:32:27