FAW-_partshop_0302.docVIP免费

ChengduFAWPartsShopINTERVIEWDATE:5May2025INTERVIEWERNAME:PaulGaoIntervieweeNameMr.TaoGangPositionGeneralManagerCompanyandAddressErHuanLu,DongWuDuan,ChengDuTelephone/Fax0-13808074250BackgroundChengduPartsShopisanexclusiveFAWpartsdistributorinChengdu.Itstartedbusinessin1995asWuxiDiesel’spartsdistributor,thengraduallyexpandeditsbusinessscopetocovermostofFAW-JieFangtrucksMr.Taohasatotalof14employees,allofwhomareshareholdersofthecompany.Itssalesinthepastthreeyearsare:1997RMB10million1998RMB10million1999RMB10.2millionOutofitstotalsalesofRMB10.2million,Mr.TaoonlysourcedRMB200KofpartsfromFAW-SouthwestCompany.TherestareallsourcedfromFAWgenuinepartssuppliers,andinthecaseofengineparts,fromWuxiDiesel’ssuppliers.Mr.Taoonlybuys“SecurityParts(partsthatarecrucialforthesafeoperationofthetrucks)”fromFAW-Southwestdirectly,andquiteoften,hisordersarenotfulfilledbecausetheyareinhighdemand.ThereasonMr.TaodoesnotordersdirectlyfromFAW-SouthwestorWuxiDieselisthattheirpricesaretoohigh.Onaverage,theirpricesare20%higherthanthesamepartsfromsuppliersdirectly(evenafterdeductingshippingcostof2-3%,supplierpriceisstillmuchlowerthanFAWprice).Mr.Taousedpistonringasanexample:FAW-TradingCompanyPriceSupplierEx-worksPricew/orebateSupplierPriceafterRebate(9%)Mr.Tao’sretailprice160124.8113.57115Outofitstotalsales,40%areengineparts,10%arelubricant,therestaretruckcomponents.90%ofMr.Tao’ssalesarewholesaletoservicestationsandotherpartsshopsoutsideChengdu.Retailislessthan10%ofhissales.Hisgrossmarginforwholesaleis6%andretailmarginis20-25%.Hisretail1customersaremostlyindividualdriverswhodonotwanttogotoFAWServicestationsbecauseoftheirhighservicecharge.Thesedrivereitherrepairtheirownvehiclesorbuygenuinepartsandgotocheapserviceshopsforrepair.Mr.TaomaintainsaninventoryofRMB1.7million,and1,300SKUs.Hehasdirectlypurchasingrelationshipwith120suppliers.InventoryrecordsarekeptonPCsandthereisaminimuminventorylevelof1monthsales.Onaverage,hereceives17shipmentsfromsuppliersperday.Hedoesnotmakelargeorderswithsuppliersandprefertoordersmallamountfrequentlypartlybecausehedoesnothaveenoughworkingcapitaltoplacelargeorders.Hisnetprofitfor1999wasRMB400K.HoweverhewasfinedRMB200Kfortaxevasion.Hismajoroperatingcostitemsare:Buildingrental:RMB100KSalary:RMB168KFinancingcost:RMB120K(heraisedRMB1millionfromemployeesasworkingcapital,andpays12%annualinterest)Otherexpense:RMB70-80KHeestimatesthatthereareabout7-8partsshopswithrevenuesimilartohisinChengdu/Sichuan.HiscompetitiveadvantageisthatheonlysellsgenuineFAWpartsbecausehesaidcustomerstypicallyprefergenuineparts,theymaygowithcheapcounterfeitpartsonceortwice,butoncetheyareburnedbyunreliablecounterfeits,theywouldcomebacktobuymoreexpensivegenuineparts.HecurrentlydoesnothaveanyaffiliatedshopsinchengduorelsewhereinSichuan,primarilyduetolackofcapital.2