Tel:0592-7620155
Fax:0592-7620220
Add:No.44, Noth of Pubian,Xiamen city,Fujian,China
E-mail:Info@gusgu.com
Clothes clip, infusion set, hose clamp, dropper, razor blade machine
1, dependent type
The technical strength of its own equipment is insufficient, and there is no specialized automation department. The project leader is responsible for the production unit (raw technology or equipment manager) or the engineering personnel, IE and other related professionals. This kind of company proposed that the demand is relatively rough, generally only put forward the functions to be realized, other needs are not specific. The dependency of the equipment provider is high, only the final result is paid attention to, and there is not too much opinion in the scheme phase. This type of customers with more positive, what do you want, he can according to your request, but must be out of order, to sort out their design engineer. This kind of customer needs the equipment provider to have good experience, and carefully comb out the various needs.
2, dominant type
The client project leader has the experience of automatic design. He knows more about the on-site process and equipment. Some of them have experience in initial plan or transformation of equipment. Such customers demand more specific and comprehensive equipment requirements, and even have specific requirements for the specific details of equipment, but ignore the process of products and ignore the functional requirements of devices. (in fact, it is more like the equipment specification established after the plan is determined). Such customers often have some poor coordination, and they believe that the information provided has been provided. It will impose its own ideas on the equipment provider. Although this kind of customer project manager is more responsible, the equipment supplier should also fully understand the needs of the on-site customers and make their own analysis and judgment.
3, change type
In the initial contact, there is a certain understanding of the demand, but how to realize the ambiguity. With the continuous contact with the equipment suppliers, the point of view is gradually formed. This kind of customer is more and more repeated, its demand is not a one-time proposed, but with the deepening of the understanding of the new requirements. Such customers often turn the solutions or structures of different suppliers into their own needs to demand other suppliers. No matter which type of customer, the equipment supplier must comply with the requirements of its own specifications, understand the needs of the customer in an all-round way, and must not listen to misinformation.
Six, misleading demand
In the process of communicating with customers, it is necessary to recognize the misleading needs of some customers so that the real needs of the customers can be better understood.
1.
At the beginning of the demand, customers pay more attention to the performance requirements of the equipment itself, not only with high capacity, but also in saving manpower, and also adaptable to a wide range of universal equipment. In particular, money is not a problem. When you do the plan, the customer dislikes your price too high and requires you to modify the plan. (please remember that any boss will consider the economic benefits of investment, and no one is willing to be a "unjust".
2, exaggerate the demand quantity
Based on the uncertainty of customers' orders, or to increase attractiveness to equipment suppliers, it is to lower the price of equipment, and often exaggerate the quantity of demand.
3. Just looking for an assessment. You can do it when you can do it.
In order to find better solutions, lower prices and better services, the customer will generally look for more than three. But the concern that suppliers are not very enthusiastic will say "white lies".
4, only can use it, others do not matter.
The customer often asks such a request when the demand is very urgent but also hopes the lower price. But when the delivery is delivered, the requirements are required to be modified.
Seven. Why customer demand repeated
1, the customer itself is not very clear to its own needs. The customer itself is not very aware of the automation equipment, only because of the pressure of human cost or the pressure from the supervisor, based on the need to reduce manpower. The assessment of demand is not sufficient, passive and tentative.
2, the customers concerned (users, engineers, equipment debuggers, purchasers) have different views on the problem. They will have different opinions when they have different cognition. In the face of different customers, different feedback will be received.
3. There is a deviation in the communication between the suppliers and the suppliers and the differences in understanding. The main problem is that in the way of communication and expression, the expression is not accurate enough, which leads to the deviation in understanding. The best way to avoid this kind of problem is to use the data and specification of the engineering language as much as possible.
Eight. Several stages of technical communication (reference, equipment suppliers can make standard specifications)
1, preparation stage
1. Initial communication with the business staff, and the information of the equipment needs is often obtained from the business staff. To communicate with business people at least, we should get the following information: basic function requirements of equipment, information provided by customers, basic information of customers, contact windows and contact ways.
2, according to the initial demand information, consult the relevant project information, understand the company's similar equipment or can be used as reference material. Online access to related equipment information and industry specifications.
3. Preliminary plan concept, development cycle and price prediction (only as the bottom of the heart of the formal communication with the customer).
4, contact the customer, the preliminary confirmation of the related needs.
5, agreed to the customer's further communication time and related matters.
2. Conference communication
1, conference communication is a very important form of communication. The confirmation or change of the major items of the project is best carried out in the form of a meeting.
2. The agenda of the meeting should be carried out in accordance with the pre prepared items. Focus on the detailed understanding of customer equipment needs, non - program review.
3, the record is the important form of the output of the meeting, and a special person will be appointed to make a detailed record of the meeting. After the meeting, the participants of the two parties should sign the meeting.
The meeting was recorded in two copies, each with one copy. Or after scanning
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