Jindi Enterprises
Heat Exchanger Units
Sales Management
Customers
Competition
100
What type of market was Jindi originally targeting?
residential/commercial markets
100
What is a heat exchanger unit? simply describe it.
An appliance that transfers heat from one agent (such as liquid) to another without mixing the agents.
100
By the end of 2001, Jindi had how many sales teams?
12
100
What are the four northwest provinces of Shaanxi?
Gansu, Qinghai, Ningxia and Xinjiang
100
Eighty per cent of Jindi's revenue came from what markets?
Low-end residential/commercial markets
200
What is the capital and province in which the company was established?
Xi'an, Shaanxi
200
What year did Ma Rui graduate from Xi'an Jiaotong University?
1983
200
When hiring sales engineers, how did Ma recruit his employees?
By using personal connections: former colleagues, friends, relatives or referrals.
200
What kind of market referred to commercial and residential building complexes developed by larger developers and investors?
High-end market
200
This Jiangsu-based large supplier of residential/commercial heat exchanger units was known as?
Yongda
300
What was the name of the company that Ma Rui was a former chief engineer of?
#4 Boiler Factory
300
What were the design of Jindi's heat exchanger units?
Shell and tube design
300
What are two responsibilities that sales engineers had?
Upstream and downstream responsibilities
300
Unlike high-end markets, low-end market contractors had power in selecting vendors of what kind of products?
HVAC (heating, ventilation and air conditioning)
300
What is Jindi's key advantage above its competition.
Ma Rui's exceptional ability in engineering.
400
As the company grew, name the first two investors of Jindi Enterprises.
Sun Foodstuff Ltd. & Trojan Software
400
What application we're heat exchanger units used for in purpose including fluid heating, oil coolers, steam and other specialty applications?
Industrial applications
400
Concerned with price, delivery time and service, what is this approach of acquiring leads called?
Direct walk-in
400
This region was rich in natural resources such as oil and natural gas.
Northwest China
400
This person has been appointed as the new sales manger in the Lanzhou office.
Zhou Xun
500
How many total heat exchangers did Jindi sell in 1997, and what was the figure in 2001?
14 heat exchangers and the figure reached 87 in 2001.
500
Jindi's heat exchanger units ranged a capacity of how many kilowatts?
240 kW and 5,800 kW
500
Giving technical presentations to selected design firms, architecture firms and contractors is known as?
Targeted promotion
500
What are key criteria for a vendor to be short-listed for industrial applications?
Connections, references, quality, customized designing, manufacturing, and customer support
500
How many units were sold in the Lanzhou office in 2001 and what was the percentage accounted for those sales?
31 units sold and 70 percent of sales
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