FAW-xianfaw_0311.docVIP免费

XianFAWTradingCompanyCompanyINTERVIEWDATE:5May2025INTERVIEWERNAME:PaulGaoIntervieweeNameMr.MaFengwu;Mr.SunPositionGeneralManager;Manager,partsCompanyandAddressNo28.,BeiGuanZhengJieStreetTelephone/Fax0-13909257187BackgroundTheXianOfficeusedtobetheheadofficeoftheNorthwestRegionbeforeUrumqi,YinchuanandLanzhouofficesweresetupasindependentofficesforvehiclesales.However,Mr.SunisstillinchargeofpartssupplyforShaanxi,NingxiaandGansuMr.MacametoXianlastmonth,andMr.SunonlycametoXianlastweek.SOtheirknowledgeofthemarketisstilllimited.However,Mr.MaiswidelyseenwithinFAWTradingCompanyasaverycapablemanagerashewaspersonallyresponsibleforbuildingupFAW’spresenceinbothJiangxiandChengdu,wherethefirsttwo“4in1”dealershipsarelocatedAtthemoment,therearethreepeopleworkingforMr.Mainthevehiclesalesandservicefunction,andthreepeopleworkingforMr.SuninthepartssupplyfunctionSalesTotalsalesin1999was1,746vehicles,whichwasinlinewithsalesaverageoverthepastcoupleofyears:1,500to1,800vehiclesperyearMostofthesaleswerevehiclesales,chassissalesaccountforlessthan500units.Partssalein1999wasRMB10million,whichwasasharpdeclinefromsalesofRMB30millioninpreviousyears.Mr.SunattributedthedeclinetoanefforttoreduceA/RandbaddebtsbyFAW(inthepast,FAWsimplyshippedpartstodealersandservicestationswithouteverthinkingaboutevergettingpaidfor)Channels:Thereare6dealersintotalinShaanxi,5ofthemarelocatedinXianandoneinYulinSalesbythe6dealersrangefrom80-500,andmostthesalesareretailsalestoindividualcustomers.Wholesalestosecondtierdealersaccountforlessthan20%ofthesalesThebigproblemswiththesixdealerstodayare:LargeamountofA/PstoFAW.ThereareRMB40millionvehiclepaymentduetoFAWfromthesixdealers,which1makesitdifficultforthedealerstoobtainfinancingtobuyFAWtrucks,aswellasforthemtogetsalesrebatefromFAW,asFAW’ssalesrebateisconditionalondealerscontinuedrepaymentofvehiclepaymentdueLimitedaccesstocapital,asaresult,theyaddlittlevaluetoFAW’sbusinesssinceFAWstillbearsalltherisksanddealerstakeallthebenefitsofvehiclesales(Dealerssellonlyonconsignment)LimitedsecondtierdealernetworkinotherpartsoftheregioncomparedtoDongFengwhohasbuiltupastrongsecondtierdealernetworkacrossShaanxiprovince.Mostofthepartssaleswenttothe12servicestationsinShaanxi.Thebigproblemsfacingtheserviceandpartsfunctions:MostoftheservicestationsareinpoorfinancialshapeduetothedifficultiesexperiencedbytheirparentswhoareSOEtransportationcompaniesorrepairfactoriesFAWTradingCompany’spartspriceisnotcompetitiveagainstotherchannels,ie.,FAWsuppliersdirectsaleandlocalcopypartsManyservicestationsonlybearthenameofFAWservicestationbutperformlittleserviceforFAW,especiallythoselocatedinremoteregions.Competition:DuetoShaanxi’sproximitytoDongFeng,only200KMinthesouthernpartoftheprovince,ShaanxiisastrongDongFengtruckmarket.Lastyear,DongFeng’sShaanxidealersalonesoldover4,000DongFengtruck,inaddition,manyDongFengdealersinHubeialsosoldintoShaanxi.Mr.MaseesDongFeng’sstrengthinitsstrongdistributorandsecondtierdealershipnetworkForparts,competitioncomesfromFAW’ssuppliersdirectlywhoareofferingtheirproductsat20-30%,andinsomeinstance50%discounttoFAWtradingcompany’sprice.Asaresult,servicestationsareonlyinterestedinbuyingpartstheycannotgetfromsuppliersdirectly,e.g.,transmissionandchassispartswhicharemadebyFAWitself.Customers:SimilartootherregionsofChina,customerstodayareprimaril...