Kama Machinery Parts Domestic Sales Strategy Research

Fittings sales are a key chain in famous construction machinery sales. Well-known construction machinery sales are composed of high quality products and comprehensive after-sales services. Construct machineries' price is very high, and it is used for a long time. So the after-sales services must be high grade. It can ensure the profit of manufacture and commercial agents and costumers, if fittings sales are high efficiency.At the present time, KAME' fittings sales' situation is not very good. It's genuine parts market share is only 15%. There are costumers' complaints about the quality of KAME' machineries frequently. Moreover, the interest of manufacturer and agents, and the reputation of KAME are damaged. Construction machinery sales' market cycle, competition and sales systems are studied in this paper. On the basis of studies, we worked out some sales tactics to deal with how to arise the KAME's parts market share.The construction machinery sales are increasing in China. The large capacity of Machinery is affording a very large market capacity for parts. The costs of researching and manufacturing and safekeeping and transporting and selling of KAME's parts are high relatively. So the suppliers of will-fits and imitations captured the good chance to sale theirs goods and take possession of major market. In the other hand, the experience of agents is lace, and the Parts Rep.s' skill is low, and there is not training functions in KEME's headquarters. These are subjective factors to restrict the KEMA's parts sales.The advance of sales system and product tactics and competition tactics and promotion tactics and implementation steps are made in this paper for KAME. A model of valuing agents' parts sale capacity is devised, too. These tactics are bringing into play.The construction machinery market is maturing bit by bit in China. Fitting sales will be the major profit for manufacturer and agents before long. So the studies for fitting sales will be used in a wide range of Chinese construction machinery industry.