别克二手车优秀经销商经验分享

UCexcellentdealerstudyreportApr.201322StaffequipmentChannelDevelopmentPOSMRecommendedwordstoattractcustomerandUCagencyServiceFeeRiskControlUCUCteamhaspaidvisittoseveralexcellentdealersandsummarizedsomecommonprocessaswellasmoreoutstandingexperiencesforsharinginthefollowingaspects:33Forthestaffequipment,thesearethecommonexperience:MostdealershavesetupanindividualUCteam.TherewouldbespecializedpersoninthisteamwhoisworkingforUCbusinessdevelopment.Rewardandpunishmentevaluationsystemisnecessary.446XiamenDongliyuansetupateamof6persontodotheUCbusiness55Eachpersonwithdifferentjobhashis/herownevaluationsystem6613ShandongYuehaihassent1-3UCAMstoeachmarkethasbeencoveredforUCbusinessdevelopment.32321177HebeiShenghuaalsosetupanUCteamandorder2persontodevelopbusinessinthelocalUCtrademarket.Sincethese2personarewithgoodsalesability,theyhavemadegoodrelationshipwithalotofUCagenciesandalltheUCcontractsbynowwascomefromtheseUCagencies.88ShanxiTonghuidaandTangshanRongchuandidevenbetterasfollows:1500200ShanxiTonghuidahasastrictjobrequirement,theyrecruitedanUCAMwhousedtobeaUCagencyandisveryfamiliarwithlocalUCmarket,alsohassomelittlereputation.Itisveryhelpfulforthebusinessstart.ThebasicsalaryforAMis1500yuanand200yuanforeverysinglecommission.993K3‰*KTangshanRongchuanhasestablishedanUCdepartmentof3person,andmonthlyUCtargetwasassignedtothedepartment.Iftargetaccomplished,thebonusforthedepartmentwouldbe:3‰*Monthlyloanamount*MonthlyUCtargetItisagoodwaytomotivateeveryteammembertotrybesttofinishthetarget.1010Forthechanneldevelopment,severalwaysaretakenasusual:UCownedbydealergroupTodevelopUCtrademarketTodevelopUCagencyandUCbrandcompanyAdvertisingtothecustomer1111GMACSAICSmartChoiceUCsupermarketofShandongRunhuaGroup1212GMACSAICSmartChoiceUCsupermarketofShandongRunhuaGroup1313ShandongYuehai/HunanRongtongsetup“UCClub”andinviteallthelocalUCagenciestoattendtheopeningceremonyforbusinessintroduction.14141515JiangyinQuanshunheldanUClaunchingceremonyinlocalstadium1616JiangyinQuanshunheldanUClaunchingceremonyinlocalstadium1717JiangyinQuanshunheldanUClaunchingceremonyinlocalstadium1818TangshanRongchuandidadvertisingthroughnewspaper1919RadioadvertisingputbyShandongYuehai21111802020/LocalwebsitebyXiamenDongliyuanandShandongYuehai21213Thefollowing3dealershavemoreinnovationsinthebusinessdevelopmentandworthlearning.×——ShandongYuehai:VeryfamiliarwithalltheUCagenciesandintroduceUCcustomersforthem×——FujianChanghui:OnlytofindthemostinfluentialUCagencyaspartnersineachUCmarket×——HuizhouHuida:UnexpectedeffectbySMSnotification2222——ShandongYuehai:TomakenamecardforeveryUCagencyaswellasforbusinesspromotion2323——ShandongYuehai:Detailedrecordsofeachagency'sbasicinformationandsourceofUC,andhelptointroducethecustomerstotheseUCangencies.13070630333150139533108882002015553323777701018653345348801385338288870130345072226010130015189772001396931890610013964465265100158653386662001301163966610018678135277302424——1FujianChanghui:OnlytofindoneUCagencywhichmustbethemostinfluentialineachUCmarkettobethepartner.2525——2012114S30003000HuizhouHuidaGrouphadpicked3000customerswhoboughtthenewcarandsentmessagestotheminNov2012“6313516674462Inthemessage,allthecustomershavebeentoldtheUCbusiness300302Asaresult,about300customersaskforthedetailsand30customerscamebacktotheshowroomforconsulting.Finally2contractsweremade.2626ThoseexcellentdealerssetPOSMinfollowingplaces:SetPOSMfortheshowroomSetPOSMfortheUCtrademarketInotherplaces2727SichuanWanjiaUCShowroom2828TangshanRongchuanUCshowroom2929XianUCtrademarketsetbyShaanxiTonghuida3030HeilongjiangKaijiesetforlocalUCmarket3131UCmarketsetbyShanxiChangxing3232BusinesscardpromotionsetbyShanxiChangxing3333208000POSMsetontherailingbyShaanxiTonghuidaandhasreceivedsomeconsultingfromdirectcustomers3434ShandongYuehaiputintoalotofinvestmentcostsinPOSMandhasgotamountsofcontractsinreturn,whichishighlyrecommended.Currentlythedealer’sUCbusinesswashalffromUCmarketandhalffromdirectcustomers.3535DealerrentaofficeintheUCmarketon-sitetosubmitapplications3636AnotherofficewassetintheUCtradinghall.37376m×16m6m×16madvertisinginUCtrademarket3838SetPOSMontheUC3939Advertisementonthelocalbus4040SendLeafletstothecustomers4141Smallgiftspresentedtothecustomer4242FortherecommendedwordstoattractcustomerandUCagencyHowtopersuadedirectcustomertochooseourproductHowtoguideUCagencytobeourpartnerAndtalktothecustomerwhohadalreadyboughttheUCwithin1month4343——HeilongjiangKaijie——Useeasywordstocreatedemandforthecustomer444420121015186533641776-8201210151555333170320121015159633001833-4201210150533-77738797-820121016153762829187-820121016183659886884820121016138064307774-52012101786061622-3——A/B/C/DShandongYuehai:Recordtelephoneconsultingcustomerinfoandgiveregularvisits4545——FujianChanghui:TohighlightourprofessionalanduniquenesswhentalkingtotheUCangency4646——HenanTianxingjian:Focusonourproductstrengthandconvenient4747——FromtheUCmarkettogetthecustomerlistswhojustboughttheUCandaskifthereisademandforreversemortgageXXXXXX4848FortheservicefeeSometaketheservicefeeaccordingtothevehiclepriceSometaketheserv