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Yuhua Aerospace is a large-scale integrated chemical company with 43 years of history. Its leading products are caustic soda and PVC resin. In the past, caustic soda was mainly based on low-alkali (30% concentration), mainly used in papermaking and other industries; PVC resin mainly in the 5 type, 3 type, mainly used for pipe, cable and other plastic products industry.
With the development of the situation and changes in social needs, the company has market-oriented research and development and has successively researched and produced Type 7 and Type 8 commonly-used resins and YH1700, YH2000 and YH2500 specialty resins. Caustic soda products have formed high and low alkali, and PVC resins have reached With eight models, it has become one of the largest companies in the same industry in China. Most of the product models are the basis for responding to market changes, and how to obtain maximum benefits is an eternal goal pursued by a company. Since November 2007, the company has boldly implemented differentiated product sales based on factors such as product model, market area, customer demand, etc., that is, according to different product models, different market regions, and different customer demand, differentiated pricing and differential sales, and obtained Better economic efficiency.
Pricing is based on product model differences. Type 3 and Type 5 resins are the products with higher sales volume. Type 5 resins are suitable for the production of hard products such as pipes and plastic steel profiles. Type 3 resins are mainly used for the production of soft product cable materials, calendered films and hoses. According to its own performance and market demand, the company implements differential sales of Type 3 and Type 5 resins. With no increase in production costs, Type 3 is 100 Yuan higher than Type 5 per ton. Last year, a total of Type 3 resin was sold. 75,000 tons, increase sales revenue by 7.5 million yuan; 7-type and 8-type resins are 200 yuan higher than ordinary type resins per ton; YH2500-type specialty resins are mainly used for the production of special cables, pipe fittings, and automotive plastic parts. Ordinary models of 1,000 yuan, since last year, they have developed a number of users across the country, a total of 7,180 tons of specialty resins and 7,180 tons of special resins, an increase of 5,200,000 yuan in economic benefits.
Pricing sales based on market regional differences. In the past, the company's PVC products were sold to the South China market each year. Due to the long distance, together with the post-freight charges, the price was lower by 100 to 200 yuan per ton compared to the provincial price, and the annual freight expenses increased by more than 6 million yuan. In the second half of last year, the company decisively adjusted its sales strategy and abandoned the South China market, which has been operating for more than 10 years. Actively develop the market in Henan Province and strengthen the development of direct sales households. In Henan Province, direct sales users increased from 29% before implementing differentiated sales to 66% after adjusting. Up to now, the number of customers in Henan Province has reached 97, and the number of regular users is more than 40, accounting for 75% of the total sales. The monthly sales volume is stable at more than 9,100 tons, and the freight is reduced by 200 yuan per ton in East China. Can reduce the expenditure of 1.82 million yuan.
Distribute pricing based on user needs. In the sales of caustic soda, it is priced according to the high-end customers and the demand and length of the contract period. In the same market situation, the sales price of major customers was moderately reduced. Large customers accounted for more than 98% of the total sales, which ensured the basic sales of products and stabilized the sales channels of the products. At the same time, we have increased the price of 15 products with unstable demand and small amount of customers in Henan Province, with a net monthly increase of 1 million yuan.
In the face of increasingly fierce market competition, Haohua Aerospace Chemical Co., Ltd. took the path of product diversification and sales differentiation, and truly achieved the “East is not bright in the westâ€. It is reported that since the beginning of last year, Yuhuan Aerospace has obtained economic benefits of RMB 37 million thanks to its differentiated sales strategy.