XXXX年奥迪品牌经销商商务政策(机密文件)

12011年奥迪品牌经销商商务政策（机密文件）AudiDealerMarginPolicy201123商务政策总览DealerMarginPolicyOverviewCKD(A6L)CKD(A4L)FBU(A8/Q7/TT/A5)6.8%6.8%10.3%FBU(R8)9.0%2011商务政策DealerMarginPolicy--4CKD(A6L)6.8%商务政策DealerMarginPolicy--销量Volume1.1%CSS-Sales0.2%Mysteryshopping0.4%WorkshopTest0.2%CSS-Service0.4%基础销售折让/BasicDiscount4.5%考核销售折让/Assess-mentDiscount2.3%SSM0.3%注：标准管理与基础销售折让有关，当经销商的销售和服务管理都符合标准要求时，可获得全部基础销售折让，否则将被扣除部分基础销售折让，最多可扣除0.3%Note:SSMisrelatedtobasicdiscount,dealercangetfullbasicdiscountifbothsalesandservicefulfillstandards,otherwisebasicdiscountwillbecut,themaximumforSSMis0.3%A6L2011商务政策DealerMarginPolicy--5CKD(A4L)6.8%商务政策DealerMarginPolicy--销量Volume1.1%CSS-Sales0.2%Mysteryshopping0.4%WorkshopTest0.2%CSS-Service0.4%SSM0.3%注：标准管理与基础销售折让有关，当经销商的销售和服务管理都符合标准要求时，可获得全部基础销售折让，否则将被扣除部分基础销售销售折让，最多可扣除0.3%Note:SSMisrelatedtobasicdiscount,dealercangetfullbasicdiscountifbothsalesandservicefulfillstandards,otherwisebasicdiscountwillbecut,themaximumforSSMis0.3%基础销售折让/BasicDiscount4.5%考核销售折让/Assess-mentDiscount2.3%A4L2011商务政策DealerMarginPolicy--6FBU(Q7/A8/TT/A5)10.3%销量Volume1.7%商务政策DealerMarginPolicy--CSS-Sales0.3%CSS-Service0.5%SSM0.3%Mysteryshopping0.5%WorkshopTest0.3%注：标准管理与基础销售折让有关，当经销商的销售和服务管理都符合标准要求时，可获得全部基础销售折让，否则将被扣除部分基础销售折让，最多可扣除0.3%Note:SSMisrelatedtobasicdiscount,dealercangetfullbasicdiscountifbothsalesandservicefulfillstandards,otherwisebasicdiscountwillbecut,themaximumforSSMis0.3%基础销售折让/BasicDiscount7.0%考核销售折让/Assess-mentDiscount3.3%Q7/A8/TT/A52011商务政策DealerMarginPolicy--7R8FBU(R8)9.0%商务政策DealerMarginPolicy--SSM0.3%注：标准管理与基础销售折让有关，当经销商的销售和服务管理都符合标准要求时，可获得全部基础销售折让，否则将被扣除部分基础销售折让，最多可扣除0.3%Note:SSMisrelatedtobasicdiscount,dealercangetfullbasicdiscountifbothsalesandservicefulfillstandards,otherwisebasicdiscountwillbecut,themaximumforSSMis0.3%基础销售折让/BasicDiscount9.0%2011商务政策DealerMarginPolicy--82011年奥迪品牌营销政策细则-CKDDetailedRulesforAudiMarginPolicy2011-CKD9目的：提供经销商正常经营的基本费用保证经销商基本生存鼓励经销商积极开拓市场要求：经销商必须遵守“一汽-大众奥迪特许经销商协议书”中的所有规定，并接受一汽-大众奥迪销售事业部组织的标准管理审核。基础销售折让规则：销售、服务标准中均有否决项，其中的任何一项没有通过，基础销售折让将被扣除0.3%。在否决项全部通过的前提下，按下列规则确定基础销售折让：基础销售折让(A6L/A4L):4.5%2011商务政策DealerMarginPolicy--10ObjectiveProvidedealernormaloperationcost.Ensurethebasicviabilityofthedealer.Encouragedealertobeactiveinmarketexploitation.RequirementDealermustcomplywithallarticles“authorizeddealeragreement”andacceptfieldAudit.RegulationsWhetherforsalesorservice,therearesomebasicbrandcriteria,Ifanyofbasicbrandcriteriadosenotfulfill，thenthewholeAuditfails.0.3%willbecutfromthebasicdiscount.Onlyallbasicbrandcriteriafulfill,thedealerscangetdiscountaccordingtothefollowingrules:BasicDiscount(A6L/A4L):4.5%2011商务政策DealerMarginPolicy--11基础销售折让规则：--若95%≦销售审核通过率≦100%且95%≦服务审核通过率≦100%，则可获得全部基础销售折让;--销售审核通过率或服务审核通过率95%，则基础销售折让被扣除0.3%;标准管理审核周期:每年审核二次，每半年进行一次。基础销售折让(A6L/A4L):4.5%2011商务政策DealerMarginPolicy--12Regulations95%≦SalesAuditpassrate≦100%and95%≦ServiceAuditpassrate≦100%,dealercangetfullbasicdiscountSalesAuditpassrate95%orServiceAuditpassrate95%,0.3%willbecutfrombasicdiscount.Auditterms:Twotimesauditforthewholeyear,onceahalfyear.BasicDiscount(A6L/A4L):4.5%2011商务政策DealerMarginPolicy--13目的：鼓励经销商按月完成销售任务，确保奥迪品牌总体目标的实现考核销售折让比例：奥迪A6L&奥迪A4L：考核销售折让比例=1.1%×折让系数A考核办法：各品种分别考核，每月分别下达分销计划计划完成率≥100%，折让系数A=1计划完成率＜100%，折让系数A=计划完成率计划完成率=经销商月采购量（STD）÷月计划量×100%对当月未完成计划的经销商，如果年底完成全年商务计划达80%以上的，按以下方法追溯：销量考核(CKD)：A6L/A4L1.1%2011商务政策DealerMarginPolicy--14ObjectivePromotedealerstofulfillthemonthlysalestarget,ensuretheachievementofAudibrandoveralltargetSalesassessmentratio：A4L：Assessmentratio=1.1%×discountcoefficient(A)A6L：Assessmentratio=1.1%×discountcoefficient（A）Assessmentmethod：Eachmodelshallbeassessedseparately，Monthlydistributionplanwillbereleasedseparately.A.salesplanfulfillmentrate≥100%，discountcoefficientA=1B.salesplanfulfillmentrate＜100%，discountcoefficientA=salesplanfulfillmentrateC.Forthedealersthatdonotcompletethemonthlyplan,iftheycouldcompletethewholeyearbusinessplanformorethan80%bytheendoftheyear,thetracingbackcanbedoneasperthefollowingmethod：VolumeAssessment(CKD)：A6L/A4L1.1%2011商务政策DealerMarginPolicy--15以经销商全年商务计划完成率作为计算各月计划完成率的最低标准，其他情况不予追溯。如果由于销售公司提前封帐，造成月计划未完成，销售公司年底将给予追溯。区域负责对经销商每月下达分销计划，并将计划签字后上报综合销售部，上报时间必须在第5个工作日前，节假日顺延。区域对经销商每月下达分销计划总和必须同年商务计划一致，综合销售部、控制部负责核查计划准确性。如果出现差异，将以年商务计划为准。考核周期：每月销量考核(CKD)：A6L/A4L1.1%2011商务政策DealerMarginPolicy--16VolumeAssessment(CKD):A6L/A4L1.1%Thecompletionrateofwholeyearbusinessplanofdealersshallbetakenastheloweststandardforcalculatingthecompletionrateofmonthlyplans.Othersituationswillnotbetracedback.IftheincompletionofmonthlyplanisduetotheaccountbooksealinginadvancebySC,theSCshallprovidetracingbackattheendoftheyearRegionareresponsibletodistributethemonthlydistributionplantothedealers,anddeliverthesignedplantoAudiGeneralsalesdepartment.TheDeliverydeadlinewouldbethe5thworkdayofeverymonth.ThetotalofthemonthlydistributionplanmadebyRegiontothedealersshouldbeinlinewiththebusinessplanofthesameyear.SAandCTareresponsibleforcheckingtheaccuracyoftheplan.Itshallbesubjecttoannualbusinessplanincaseofdeviation.Paymentperiod:eachmonth2011商