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Guests:
Liu Niansong: General Manager of Lingma Automobile Sales Co., Ltd.
(This shop is Hualing Heavy Truck 4S shop)
Xu Daqian: Chairman of Jiaozuo Zhongyun Automobile Trading Co., Ltd.
(This shop is Shaanxi Auto 4S shop)
Fan Lei: Business Manager, Hebei FAW Trading Co., Ltd.
(The shop is a liberation 4S shop)
Li Xiangzhong: General Manager of Tianjin Tianyuan Sheng Automobile Sales & Service Co., Ltd.
(The shop is heavy truck 4S shop)
Wang Xiang (a pseudonym): Shandong Shanshui two distributors
Moderator: What is the current sales situation and can you complete this year's plan?
Liu Niansong: We can basically complete the sales plan. There are currently 30 to 40 vehicles left to sell. The company has four direct sales points, plus many types of Hualing heavy trucks, and each direct selling point also has several stock cars. The market is really bad now, so this inventory is a bit more.
Xu Daqian: From the current situation, we can only achieve 60%~70% of our sales tasks this year. This year, the situation of Shanxi's downtime is serious, and the demand for cars is much less. We originally expected the market to pick up slightly from October onwards. Therefore, in early October, a batch of vehicles was brought in. As a result, the market’s coolness was unexpected. The sales task that could be completed in the past month is now almost two months away, leaving 670 vehicles left.
Fan Lei: We also have more than 100 stock cars and occupy up to 20 million yuan in funds. At present, most of the heavy-duty trucks are order-based sales. In July and August, we ordered a batch of vehicles. In September, we mentioned that cars have not been sold out yet. In the fourth quarter, we did not dare to mention cars.
Li Xiangzhong: There is no rigid demand, even if it is discounted, it will not sell cars. We estimate that 80 percent of the original sales target for this year will be completed, and it is basically profitable. During the Olympic Games, the freight was high and the capacity was small. There were many people who were interested in buying cars, so we booked a batch of cars. After the Olympic Games ended, the financial crisis came and the sales situation turned sour. We now have 670 stock cars.
Wang Xiang: We must definitely lose money this year. Our sales mission will not be completed. There are now 20 to 30 stock cars. However, compared with the local 4S shop, we are still in good condition. We originally wanted to apply for the construction of a 4S shop, and we are now prepared to ease it for two years.
Moderator: How many people have stock cars in their hands, this batch of vehicles is the company asked the dealer to digest it? How do you plan to handle these vehicles?
Liu Niansong: After the dealers proposed plans and placed orders based on regional market conditions, the company started production. Therefore, the inventory of dealer vehicles is large at present. This is mainly due to the fact that the market's variables are too large this year, which is caused by our misjudgment in the market, and it is not corporate behavior. .
Li Xiangzhong: There are two general forms of car sales by dealers. One is to mention the whole car. If the car is sold in time, it will be able to obtain considerable profits. However, if it is sold after several months, it is equivalent to the loss of bank interest. The profit is also A lot less; the other is to pay a part of the deposit, although the profit is less, but the pressure is relatively small. We are the second case, and the financial pressure is relatively small.
Xu Daqian: Sales work this year is really difficult to carry out and there are many stock cars. We purchase cars through the bank's holding warehouse business. The margin currently used in this respect is more than 10 million yuan, and the financial pressure is not small. At present, there is no other way than selling cars.
Fan Lei: We are paying the full amount of money, own half the funds, and half of the money comes from the secured warehouse business. At present, salespeople run to the secondary and tertiary markets every day. One is to sell cars and the other is to investigate. We hope to take action when the market is warming up.
Moderator: From the current situation, you are not very ideal living environment, then the 4S shop subordinates of the second-level sales outlets is not more difficult to survive?
Liu Niansong: Generally speaking, first-tier dealers will have outlet stores and anchor shops below. The outlet stores are set up by first-tier dealers, and they all live together with the first-tier dealers. We also have outlet stores and now operate as usual. There is also a dealership that is affiliated with a dealer at the top level. As far as I know, many branded stores are facing desperation. Many people have closed their doors and others have begun to rely on the sale of several brands to maintain their livelihood.
Li Xiangzhong: We have two secondary outlets, and there are also many other cooperative stores. The phenomenon of the closing of sales outlets is not yet clear, but due to the dismal sales situation, staff members have to postpone their work hours and begin to take a rest on weekends.
Wang Xiang: There are four or five such stores in the subordinates of our shop, but they are not doing it now. I think this is the normal survival of the fittest, this year will certainly eliminate a group of underpowered dealers.
Moderator: In this case, you tend to obtain corporate support policies or active self-help?
Liu Niansong: The more difficult it is, the more we need to spend time together. We have difficulties in making policy decisions for enterprises. Whom does the company have difficulties for? We will not take the initiative to apply policies to enterprises, but we believe that companies will certainly do their best to help us.
Li Xiangzhong: Of course we need supportive policies, but there are also many difficulties encountered by companies this year. They can do good on their own. In this case, I believe that whether it is a dealer or a company, the most important thing is to follow the market trend and respond promptly when the market picks up.
Wang Xiang: Compared with the first-tier distributors, our inventory of dealers in the middle reaches is under pressure. Compared with the terminal distributors, we have certain financial strength to maintain operations. However, we also have difficulties, such as not being able to switch as easily as terminal distributors, and not having the right to speak as a distributor. We can communicate directly with companies to obtain support. We can only help ourselves.
At present, the pressure of selling cars is relatively large. There are many brands of first-tier dealers who have contacted me and hope to help them sell cars. I generally do not refuse. At the same time, I also do some other projects, such as pickups, light truck sales, as long as the customer needs, I will help to contact. After all, survival is the first priority. Only by living is it possible for further development. I intend to stick to it for another six months. Sticking to other mid-stream distributors will not be able to survive. I may have better chances of survival.
The host summarizes:
For heavy truck dealers, this year's market conditions are like a roller coaster. Many dealers earned more than enough money in the first half of the year, but they still did not forget to stockpile the Guoji II car for the second half of the year. It did not mean that the Tuen Mun was at the end of the year. With the pressure of tens of millions of dollars on the market, the market has no improvement, and the pressure on dealers can be imagined.
However, to the reporter's surprise, the heavy-duty dealers who often complained about the company, in the face of the current grim situation, said in unison that they “can't put the difficulties to the enterprise†and actively carried out a series of self-rescue— Cut spending, strengthen services, cut sales, and don't say what the effect is, and the attitude of dealers and corporations to suffer from commonalities is striking.
Dealers are trying their best to help themselves, and companies can't ignore them. The more this time, the more dealers need the care of the company, even if it is a small move, it may make the dealers more firm belief. It is not easy for a company to establish a sales network. At the moment of crisis, it is more necessary to protect it. If the company only pays attention to the quantity, completes the anticipated goal, regardless of the dealer's life and death, then when the next market opportunity comes, will also have the enterprise assaults the frontier?
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