In fact, despite heavy difficulties faced by heavy-duty dealers, they have also found a variety of countermeasures through their efforts. This issue of journalists will take readers to see how heavy truck dealers are diversified.
Heavy truck dealers find diversified profits
The effective index and risk index are different
In addition to its commitment to sales, excellent heavy-duty truck dealers also actively explore new top five profitable ways in combination with local conditions and resources. The diversified sales model has opened up the market for heavy truck companies and sent benefits to users. It has also made heavy truck dealers stand firm and has created a win-win situation.
Car credit runs fast
Effective index: ★★★★★
Risk Index: ★★★
Referring to the business model that promotes sales, auto finance takes the lead.
Heavy trucks as a means of production, users to buy cars to get rich, but often have no start-up capital. Heavy-duty truck dealers provide auto financing, solving the urgent needs for such users.
80% of Lianyungang Huatai Automobile Trading Co., Ltd.'s business is based on auto credit. According to Cao Jingtao, the company’s sales manager, “Many users are running and we can provide financial credits. Sometimes other dealers also introduce some users to come and do credit. Now that car sales do not have much profit, auto credit is already the main source of profit. I. Under normal circumstances, the loan period for each vehicle is one and a half to two years, during which there is a good interest income."
However, there are also some difficulties in car loans. This requires companies to have a good reputation, strong strength, but also get the bank's approval, not every dealer can do it. At the same time, risk control is crucial in car credit. The heavy truck is a kind of mobile transportation, maliciously does not repay the loan or encounters accidents, etc., and the outage occurs occasionally, and the distributor has certain risks.
Cao Jingtao said: “We have a very strict review of loan users, rather we do not want to abuse. In order to reduce the risk of malicious arrears, our down payment threshold is 40% of the car price, plus the various fees on the card, the actual first payment of the vehicle price of five In this case, if there is no malicious repayment, it will be very uneconomical for the user to detain the detained car.To reduce the loss caused by the accident, we also require the loan vehicle to purchase the maximum amount of insurance. Minimized dealer risk."
The most secure after-sales service
Effective index: ★★★★★
Risk Index: ★
Referring to after-sales service, most heavy-duty dealers believe that this is the profitable path that will be taken in the future. Not only can they bring profits, they can also stimulate sales. At present, many heavy-duty truck dealers are “snapping in circles†and their business focus shifts from single sales to sales and service.
Jinan Fuhualong Industrial Co., Ltd. is one of the representatives. Li Xingguo, general manager of the company, said: “The income from selling cars is very unstable, and the seasons are very different. The income from car repairs has been relatively stable, so after the 4S store was built, I would regard maintenance as an important business support for the company. Currently, About 1/3 of our company’s revenue comes from after-sales service and maintenance. After-sales service is our key development direction in the future.â€
All run on the road, trucks and cars are different. Due to the fact that the heavy truck travels relatively far away, the vehicle went out where the damage was. Where did Li Xingguo attract users to repair the car?
“In order to attract road cars, we have done a variety of propaganda in local areas. We also attach great importance to the maintenance services of local users, we set up large users as VIP users, provide on-site service. At present, we have 8 lanes, of which The two are special parking spaces for VIP services, which are specially designed for large customers and emergency customers, Li Xingguo said.
After 7 years of hard work, Jinan Fuhualong Industrial Co., Ltd. has an outstanding service team that includes a dozen Dongfeng professional service technicians. “These are all the backbones of our own business. There is also an expert technician of Dongfeng Commercial Vehicles. It was chosen through the national contest.†Li Xingguo is very proud of this.
To be good at service, talent is the core competitiveness. Many service stations are trapped in the loss of personnel. How does Li Xingguo grasp?
Li Xingguo said: "First of all, we provide a good platform. We often invite people such as Renault to train and provide employees with opportunities to learn and display their talents. Second, pay attention to salary and corporate culture, and provide units. Dorms, canteens and other benefits."
Another way to export
Effective index: ★ ★ ★
Risk Index: ★★★
Among many heavy truck dealers, SAIC Iveco Hongyan’s distributor Zhong Shibin has been able to live in a fierce market competition because he has opened up new trails, because he has made the export business booming.
Zhongshi Bin told reporters: “When I went abroad for inspection a few years ago, I discovered that the cost-effectiveness of domestic heavy trucks will definitely have a market overseas, and it can also bring more development to the company. So we started from 3 years ago. We started exporting and now we have successfully sold SAIC Iveco Hongyan heavy trucks to more than a dozen countries in Central Asia, the Middle East and Africa."
Zhong Shibin’s main export idea is to follow up sales and services, recruit and sell horses, and establish strategic partnerships with foreign service providers. Such a steady and steady export, even under the influence of the financial crisis last year, still exported more than 100 vehicles.
"We want to continue our market. It is not just a trade. Like in Central Asia, we signed a large list of more than 40 vehicles last year. This year, there are nearly 70 listed items. The development of overseas markets is definitely It is getting better and better. This year we expect to export 200 heavy trucks."
Of course, the development of the international market requires high costs, especially with large initial investments, but the benefits are also considerable. Zhong Shibin sells more than 1,000 heavy trucks each year in China. Although the current export performance is only about 100 vehicles, the profits can account for 20% to 30% of the company's total profit, and the business development space is good.
Zhongshi Bin also said: "In addition to the vehicle export, the export of accessories is also a direction. Whenever we place an order, the service will keep up, and the accessories will go out, so we will enter the fast track of sound development."
Unpopular models to help
Effective index: ★ ★
Risk Index: ★★
The heavy-duty truck sales competition has become increasingly fierce. Some heavy-duty truck dealers have targeted unpopular vehicles.
The profit of a heavy truck dealer Wang Yan (a pseudonym) in Tianjin mainly comes from the sales of unpopular models. In addition to selling traditional tractors, dump trucks, and trucks, the company also devotes major energy to blasting equipment transportation. Because of the unpopular models such as cars, fire engines, and wagons, they have differentiated from other dealers in the positioning of their customers.
Wang Yan said: "In fact, the industry car facing the popular car model presents two situations. First, the use of outsourcing chassis and parts, the cost is not high; Second, has been using the liberation and Dongfeng chassis, with a few years. Now that the brand influence of CNHTC is increasing, some users will also want to try to change. We will build a bridge between demand and resources, capture user demand, and report to production."
However, Wang Yan also admitted that although the profit of each popular car is high, the total demand is small, and sometimes it takes a long time to sell a car.
Continue to make the difference on the amount
Effective index: ★ ★
Risk Index: ★
The doorways for heavy-duty truck sales continue to evolve, but there are still dealers who choose to continue on the road.
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