12月2日，第16届法兰克福汽配展在国家会议中心顺利开幕。展会期间，聚汽网携手泰明顿共同推出了主题为“直击展会现场——解读泰明顿制动新世界”的线上直播活动。活动中，聚汽网创始人兼总编辑付小军先生受邀担任主持嘉宾，与泰明顿售后亚太区业务总监廖志远先生、泰明顿售后全球副总裁Marco Loth先生围绕泰明顿售后全球布局、中国区业务发展以及2021年战略部署进行深入交流和探讨。以下内容与您分享：
● 泰明顿售后亚太区业务总监廖志远先生专访
糕糕（主持人）：大家好，我是主持人糕糕。今天的直播采访将分为两个部分。首先有请泰明顿售后亚太区业务总监廖志远先生来和大家介绍泰明顿集团在中国的业务发展和规划，之后我们将采用视频连线的方式与德国泰明顿售后全球副总裁Marco Loth先生进行采访交流。
本场直播，我们有幸邀请到了聚汽网创始人兼总编辑付小军先生和我们一起对泰明顿集团的两位领导采访，也请廖总和付总和我们直播间的观众打个招呼吧！
廖志远：直播间的朋友们，大家好！我是泰明顿售后亚太区业务总监廖志远。
付小军（主持嘉宾）：大家好，我是聚汽网创始人兼总编辑付小军。受经济周期与新冠肺炎疫情冲击的双重影响，今年全球汽车市场正面临着严峻挑战。
糕糕（主持人）：是的，听说今年的疫情对汽车零部件行业而言是非常大的挑战。
付小军（主持嘉宾）：请问廖总，2020年泰明顿在国内的市场业绩情况如何？疫情中和疫情后， 又做了哪些应对措施呢？
廖志远：虽然在年初受到了疫情的影响，但是泰明顿在中国还是实现了逆境增长，与去年相比，业务取得了两位数的增长。
为了减少疫情的影响，泰明顿加大了在国内的投入，用于提升产品和客户服务。首先是增加了更多的人员，包括招募了新的销售和产品经理，提高客户拜访的频次，增加客户粘性；同时增加了客户培训的次数，特别是新客户都可以到上海接受专业培训；考虑到部分受疫情影响较大区域的客户的实际需求，我们开展了定制化的促销方案，和我们开会共渡难关；在产品方面我们对产品目录进行更新升级，客户产品查询更便利，准确性更高。
付小军（主持嘉宾）：每年的上海法兰克福展都是一场全球零部件行业的盛会，不仅云集国内外顶级的零部件品牌参展，同时也汇集了国内一批顶级的优秀汽配商、供应链观展。那么在本次展会中，泰明顿带来了哪些新产品？可以简单介绍一下吗?
廖志远：好的。首先和大家介绍的是我们的泰克斯塔Textar。我们将首次推出制动卡钳产品线，并加快新车型件号的开发。
第二个是日清纺Nisshinbo。日清纺创新的SC强陶瓷配方刹车片，专为轻型商用车和重型SUV开发，更耐磨，使用寿命更长，我们还将推出日清纺国产刹车油。
第三个是明泰克斯Mintex。现已有Mintex的制动片和刹车油，我们将继续丰富产品线，推出制动盘。
第四个是顿DON。为了价格敏感型客户，我们将推出DON的乘用车和卡车全产品线，为中国车主提供更多选择。
付小军（主持嘉宾）：可以说，廖总不仅在2020年取得丰收成绩，更有志于在2021年取得更大发展。这么多的新产品，如何输出呢？重心在哪里？
廖志远：在产品方面，我们希望可以更专业，更专注，进一步提升车型覆盖；在业务方面，我们会提升城市的覆盖率，增加对重点客户的支持，不仅关注客户的售进，更关心客户的售出，在原有的技术培训的基础上，增加对客户的商务培训，帮助他们打开本地市场。
付小军（主持嘉宾）：当下供应链豪门林立，区域汽配商与泰明顿合作有未来吗？
廖志远：首先作为国际品牌进入中国市场，需要做好品牌和产品的本土化和本地化，企业文化要体现中国独有的人情味，不能一味催促销量；第二是厂商与品牌需要拥有共同的长远目标，才能实现销售长久的增长；第三是要在厂商对业务拓展的需求和区域经销商保护政策中取得一个平衡。从泰明顿前年开始独立运营起，我们的客户数量和销售额不断增长，但是我们非常注意对区域经销商的保护，区域和渠道尽量不重合，放水养鱼，给经销商足够的成长空间。我们不仅关心我们的客户，也关心我们客户的客户。
● 泰明顿售后全球副总裁Marco Loth先生专访
糕糕（主持人）：听了廖总的分享，相信大家对泰明顿未来的发展一定充满信心。由于今年的疫情，许多国外的高层无法亲临展会现场，但是他们对中国市场是非常重视的，也有许多感受要与中国观众分享。接下来我们将连线泰明顿摩擦集团全球产品管理和工程副总裁兼亚太和中东业务总监Marco Loth先生。
Thanks to the sharing from Mr. Liao, I believe everyone must be full of confidence in the future development of TMD Friction. Although due to the COVID this year, many foreign executives were unable to visit the exhibition on site, but they still pay much attention to the Chinese market and have many words to share with the Chinese audience. Now we will connect Mr. Marco Loth, President and Director of Asia Pacific and Middle East Business.
糕糕（主持人）：Hi Marco，我是糕糕，我与廖志远先生和聚汽网的创始人付小军先生现在在直播现场，请您和中国的观众打个招呼吧。
Hi Marco, I’m Gaogao, Mr. Bob Liao and Mr. Xiaojun Fu, the founder of Juqi.com, are now live broadcast. Please say hello to the Chinese audience.
Marco：Hi, I’m Marco Loth。
糕糕（主持人）：非常遗憾，由于疫情的关系您今年不能亲临展会现场，只能以这样的方式采访您。前面廖总就今年国内的业务情况回答了一些问题，下面我们想邀请您就泰明顿售后全球及亚太市场情况做个更深入的采访。
Unfortunately, due to the COVID, you cannot visit the AMS exhibition this year. We can only have the interview with you online. Mr. Liao answered some questions about the domestic business situation this year. Now, we would like to invite you to have a more in-depth interview about the TMD global aftermarket situation and especially for MEAAP region.
付小军（主持嘉宾）：今年疫情以来，泰明顿全球售后市场特别是中东和亚太地区的表现如何？
How is the performance of TMD global aftermarket in Y2020,especially MEAAP region after COVID-19.
Marco：到目前为止，2020年是汽车行业受创最严重的一年，亚洲的业务也受到非常大的冲击。
2020 was so far one of the most challenging year for Automotive business. Specific also the business in Asia was very hard hit.
中国是最先受到影响的地区，在今年一到三月，中国国内的销售业绩基本为零。
China had the first impact in Jan, Feb and March with nearly zero sales in domestic Sales in China.
但是在中国控制住疫情以后，业务的恢复速度远超过预期，业务从五月开始复苏，夏季的业务状况良好。
But after China got the Virus under control the recovery was quicker as expected. Meaning for TMD side the recovery came from May onwards with very good sales during the summer.
相比而言，疫情对亚太的其他地区造成的影响持续更久，比如马来西亚现在还没有恢复以往的状态，因为很多地区和国家还处于封锁状态，客户的销售和订单数量无法恢复到原有的数量。
Saying this the impact in other regions in Asia Pacific took much longer. Seeing the impact on the business in SEA like Malaysia is still up to today not back on track because some countries are still in the lock down and customers are not convinced enough yet to come back to normal sales and ordering.
总的来说，泰明顿的业务并未出现明显下滑，因为中国业务恢复得很快，其他国家如美国和韩国等的业务也恢复的比预期得更快。
In general TMD did not have this major drop in the region. China recovery was quickly and other countries like AUS or Korea also recovered quicker as expected.
中东和非洲的情况并不一样。目前非洲的业务还不乐观。中东的业务再次回暖，并将在第三第四季度取得更好的业绩。
Middle East and Africa has two different impact. Africa business as of today is rather weak. Middle East business is picking up again and we could gain again a higher sales rate during Q3/Q4. It meaned it had good pickup from September afterward.
欧洲则不同，虽然新冠疫情在欧洲的感染率仍然很高，一些国家如法国和英国仍处于封锁状态。但令人意外的是，即使如此，泰明顿欧洲的业务表现依然强劲。
Europe is a different story. Covid-19 is still at a high infection rate and countries like France or UK are in lock down mode. But surprisingly the business is still strong for us in Europe.So far, we are still on recovery, but so far it looked good.
付小军（主持嘉宾）：当时遇到最大的问题是什么？集团是如何解决这个难题的？
What's the biggest challenge during the COVID-19? What is our plan?
Marco ：对泰明顿而言最大的挑战是如何保持我们对客户一贯的高水准服务。由于零件和成品的全球供应链紧缺，为了提高客户的满足率，许多公司都倍感压力。而泰明顿早在年初就已经增加了工厂和仓库的库存。这让我们始终能保持对全球客户的高水平服务质量，这也让我们备受客户赞誉。
The plan is to recover the business from Corona situation. the challenge is to keep the service level and give customers financial support and of course, I could not see the customers and the team of China.
TMD reacted very quickly beginning of 2020 already with increased stock in our factories and warehouses. This gave us the possibility to keep the service level high to our global customers. Which was very much appreciated from our customers across the globe. The strategy in China is to keep our stock to high level and provide the customers best availability of the products.
下一个我们面临的问题是如何与客户保持业务联系。对中东和亚太地区而言，业务的基础依然是与客户保持个人联络和良好的关系。而在无法出差拜访客户的情况下如何与客户保持顺畅的沟通变得困难。泰明顿一直希望增加集团和品牌在中东和亚太地区的影响力，虽然在过去几年我们在上海、新加坡和迪拜都增设了办事处，但疫情使我们的业务拓展和新客户开发都变得困难。
The next issue we face is the personal contact to our customers. Specific in the Asia Pacific and Middle East region for with the base of business is still the personal contact and relationship it was very hard with no travel to visit the customers. As TMD wants to increase the presence in MEAAP, which you can see already that we opened offices during the last years in Shanghai, Singapore and Dubai, the business development and acquisition of new customers was under quite difficult conditions.
尽管如此，疫情期间我们在中东和亚太地区依然开发不少新客户。但我们也期待在明年能恢复正常的客户拜访，增加我们在亚太地区的客户基础。
Nevertheless, even during this time we were able to open new customers across the region. But we are looking forward to keep a personal contact again in 2021 and grow the customer base further in Asia Pacific.
另一个我们面临的问题是对客户的财务支持。由于今年的市场整体呈下滑趋势，许多客户的财务状况不比往常。
The other crucial point for 2020 is the financial support for our customers. Due to the down trend in sales, as many customers said they wanted to get financial support and TMD globally will try to give our credit term and support to come through the difficult times with customers.
泰明顿尽可能在这方面为客户提供支持，未来我们也会继续这么做，因为我们的目标是与客户共同度过新冠疫情的难关，一起壮大我们的品牌，提升如泰克斯塔和日清纺的品牌知名度。我在这里预祝中国团队法兰克福汽配展取得成功。
The aim is that TMD supported customers as best as possible during and after the corona virus and a and will do that in future. Because we wanted to grow our business in MEAAP regions, especially in China. We want to extend our customers bases and add new customers into our brands, like Textar and Nisshinbo brands in the Region This is our target which will be prepared after corona virus with a good customer base.
Here I hope Bob and China team will have a good automechanika and successful show.
付小军（主持嘉宾）：疫情后，集团的全球布局是否发生了变化？未来对中国市场是怎么样规划的？
Has the global after marketing strategy been changed due to the COVID-19? What's the strategy for the China market in the future?
Marco：我们在市场营销和如何吸引我们的客户方面的策略已经发生了变化。我们运用了更多的线上工具来保持与客户的联系，比如会运用更多像Instagram这样的社交媒体。对中国来说我们升级了微信公众号的 外观和功能，优化了泰克斯塔和日清纺在微信上的在线目录。此外我们还增加了微信公众号的推送内容。同时我们成功启用了线上培训工具为客户进行培训，受到了客户的热烈反馈。并且在欧洲我们还推出了全新的产品，这是一种可以帮助修理厂有效提升工作效率的软件。这个软件叫Garashield,目前这个软件只在欧洲和中东可用，但未来它也可能在亚太地区使用。
of course, it has been changed. The strategy in terms of marketing and how to reach our customers have changed in that way that of course we use much more online tools to keep our customers up to date. As we are doing on-line interview. Social media like Instagram and others are much more used. For China we upgraded the look and functionality of WeChat and our Textar and Nisshinbo catalogues in WeChat. In addition we are increasing our content in WeChat messages to our customers Also we started to do training sessions via online tools which was very successful and customer enjoyed this new way of doing trainings. In additioaal we used the time in Europe to also launch new product line which is a software tool to increase the service level in workshops. The software on a tablet version is called Garashield. At the moment this is only available in Europe and Middle East but also this could be a potential tool in future moving to Asia Pacific region。
此外我们将开始加大对其他品牌的推广，因为Textar在中国的知名度已经很高了，接下来我们会把Mintex加入我们的产品组合。
In addition, we will start promotion of other brands more and more. Textar is quite successful and also we would like put our Mintex brand into our customers portofolio.
付小军（主持嘉宾）：如何评价今年中国团队的表现？
How do you evaluation about performance of China team?
Marco：这个问题会让Bob感觉紧张，开玩笑的。如之前提到的，中国团队在今年一到三月经历了非常艰难的时期，业绩几乎降至为零。但这个情况自五月就开始恢复。目前中国的业务发展趋势非常积极，与去年相比销售一直在增长。另一个好的方面是我们增加了除了制动片以外的其他产品线。泰明顿是国内率先开发国产制动液的公司，在我们推出国产制动液产品以后，许多竞争品牌也纷纷推出同类产品。此外，我们还计划在明年推出了制动卡钳产品，大家在这次的展会上就能看到卡钳的第一批样品。
now Bob was pressed, I need to say something nice. No, as I said Our China team had a very hard time during Jan, Feb and March with very low sales or even without any sales. This was recovered from May onwards. The positive thing is that China still continues and in terms of sales, it is still growing compared to last year. and the good side is that we pushed other product lines outside of brake pads ranges into our customers. We were 1st to launch local brake fluid successfully in China market and followed by other competitors. In addition, we see on the booth that we will launch caliper ranges next year and 1st Caliper sample is on exhibition.
除此之外，在疫情的影响下，中国的业务整体依然保持增长。泰明顿旗下日清纺品牌，它是一个专注于亚洲车系的高端品牌，产品主要面向比如丰田、本田等亚洲车系。日清纺经过一年的推广，在今年十一月达到了史上最高业绩，同时它的产品和品牌都深受客户的认可。
We could grow the total business in China during 2020 and specific on our premium Brand Nisshinbo. Which we use to cover all Asia car models such as Toyota, Honda,Nissan etc. Regarding Nisshinbo, We had the best sales month in Nov after 1-Year promotion and customer are increasingly recognizing our brands and products.
中国团队在过去几个月确定了需要开发的车型，自下个月之后我们将为客户提供更完整的产品系列和更高的产品覆盖率。对我们来说更重要的是我们会更关注例如上海通用别克这样的本土车型，尽快提高产品覆盖率。此外，中国团队还很好地管理了供应链，服务好中国和亚洲的其他国家。
The other positive thing is that The China team also used the time to identify gaps in our range which we will close now during the coming month to even offer our customer even a higher car par coverage as they have today already. Important for us is also to cover now the local cars like Buick and this is the aim to have in range asap. This is well managed by China team. In addition to this the China team had a good to the supply chain towards our customer in China and also the rest of Asia.it was really Well done in China.
The last point , is what China team prepared is for Mintex this year about additional Mintex ranges and I would like to strengthen, as I said before, customers would like to extend their products as Mintex was nicely used and we are ready to sell Mintex in 2021 after Chinese new year.
