Shengzheng_dealer2_0312.docVIP免费

ShengzhengGuanghuatongIndustryCo.LtdINTERVIEWDATE:12March2000INTERVIEWERNAME:JaneXuIntervieweeNameMr.LiMingzhuPositionGeneralMangerCompanyandAddressShengzhengGuanghuatongTelephone/Fax0-13902975758BackgroundMr.LiisgraduatedfromDalianFinanceInstitute,heisamongtheminorityofdealerswhohasahighleveleducationbackgroundGuanghuatongonlysellFAWproduct,itisa100%SOESalesvolumein1999:570(300fromQindao,270fromChangchun),Salesvolumein2000firsttwomonths:150unitsBestsoldproducts:Jiefang’s20ton(actualcapacity)containertruckNote:30to40toncontainertruckmarketwasmainlyoccupiedbyimportedtruckGuanghuatongsellstrucksinShekouandYantian—twobiggestportinShengzhengKeyIssuesProfitabilitypertruckAroundRMB3,000in1999MarkettrendContainertruckwillhaveabrightfutureinShengzheng.AccordingtoShengzheng’snew5yearplan,logisticservicewillbecomeoneofthethreepillarindustries,totalinvestmentinLogisticswillreachRMB150billion.Nowthecontainertruckmarketshareisrelativelylowthantherealneeds,Shengzhengisnowthe17thlargestportintheworld(Hongkongranksfirstanditsannualcontainertransportedvolumeis22million)FAWshouldraisetheoverallcomfortabilityofthedriver-cabastocaterforthelong-distancedriver,truck/cargoownerwhowillalsostayinthecaballalongtheroadFAWshouldtreatfairlytoeverydealertoraisetheirenthusiasm.InShengzheng,therearetwo“YouxinMarket”dealersandtwopuredealers,thereisactuallynobigdifferencebetweenthemarketperformanceofthistwokindsofdealers,but“youxingmarket”dealercouldgetmuchmoreadvantageintrucksales,e.g.“Turnover”trucks;varietiesoftruckresources,etc.1FAWshouldre-chooseitsdealersanddistributearationalnetwork.Manydealers(including“youxingmarket”dealers)inGuangdongaredevelopedthroughrelationshipyearsago,someofthemcouldn’tfittonowadaysmarketandhascausedgreattroubletoFAWinpricecompetitionandcredibility.InacitylikeShengzheng,bestdealershipnetworkshouldhavetwocompetitivedealers,nomorenolessFAWcouldcheckthecapabilityofdealersthroughthefollowingcriteria:SalesvolumebeforeCapitalDealer’scapability—FAWshouldtaketheoverallquality/imageofdealerintoconsideration(e.g.studyexperience,workingexperience,etc.).Thisisdirectlyconnectedwiththedealers’marketdevelopmentcapabilitiesFAWshouldraisetrainingstodealersonproductstechniqueintroductionandsalesskills2