Nanchang_Dealer2_0308.docVIP免费

NanchangWuhuaCo.LtdINTERVIEWDATE:5May2025INTERVIEWERNAME:JaneXuIntervieweeName&PositionMr.ZhuQiguo;VicePresidentofNanchangCommissaryGroupMr.ZhouMeng;GeneralManagerofNanchangWuhuaCo.Ltd.Company&AddressFAWWuhuaCo.Ltd.Telephone/Fax0-13807080718/0-13807088766ShortSummaryAsanewFAWChangchundealer,Wuhuashowgreatambitioninachievingamuchhighersalestargetincomparisonwithitspastrecord.StrongcapitalcapabilityandspecialpaymenttermservicemightbehelpfulforittoreachthegoalinfutureyearsBackgroundNangchangWuhuaisthesub-companyofNanchangCommissaryGroup.Wuhuaisnowastockcompany,30%ofthesharebelongto“JiTi”whileother70%areheldbyindividualstaffNanchangWuhuacurrentlysellJieFangtruckandJiangLinpassengercar/lighttruck,totalsalesrevenueof1999isRMB65million.Mr.ZhusaidhistargetthisyearisRMB80millionto100millionNanchangWuhuabecameFAWChangchun’sdealerthisyearafterFAWChangchuntookbackthesalesrightofFAWQindao,itisformallythedealerofQindaoItsold300QindaoJieFanglastyearanddecidetosell700JieFangtrucksthisyear(500Qindaoand200Changchun),itssalestasksthisyearsetbyFAWJiangxibranchis350RegisteredcapitalofWuhuaisRMB5.1million,totalcapitalhasreachedtoRMB6millionthisyearThereare4functionsundertheboardwhichareFinancial,JieFangsales,JiangLinSalesandHumanresource,16peoplealtogetherKeyIssuesCustomerbase50%ofthetrucksalesarefulfilledthroughindividualend-userswhodotransportationbusinessOther50%ofthetrucksaresoldtoits2ndlayerdealers(6altogether)PaymenttermsWuhuastarttoprovidetheinstallmentservicetotowardsindividualend-usersfrom1998.Among300trucksoldlastyear,100arethroughinstallment.WuhuaisnowtheonlyonetruckdealersinJiangxiwhoprovidethisservice.1Installmentserviceishighriskandhighprofit(around8%-10%profitoutofeachdeal)Installmentpaymentisonlyservedtoindividualend-usersbyWuhua,end-userscouldpay50%ofthetotalsalespriceatthefirsttimethenpaybacktheremainin10to12months,beforethefinalsettlement,Wuhuakeepallthedocumentsofend-users(patent,insurancesheet,etc.)Thereare5peopleworkingfortheinstallment,theybearheavyworkloadsincetheyneedtocheckandprepareeverythingfromthecreditofend-usertothedocumentbankandinsurancecompanyneed.Mr.ZhusaidWuhua’sgoodrelationshipwithJiangxiInsuranceCompanyisthecriticalfactorforWuhua’ssuccessfulinstallmentservice.JiangxiInsurancewillcompensateallthelostofWuhuaiftheend-userdrivethetruckawaybeforehisfinalsettlementwithWuhua.(AccordingtoMr.Zhu,thisneverhappened)Averagecapitaloccupationforanannual100trucksinstallmentserviceisaroundRMB3--4millionCostbreakdownin1999Salary+bonus:RMB200KFinancialcost(loaninterest):RMB200Kto300KOthers(Ads,PR,Communication,etc):RMB200Kto300KSum:RMB700K-800KCompetitionSAWLiuzhougetaquickrespondtotheFAWQingdao’srevisedtruck,“ChengLong”fromSAWLiuzhouisnowasubstituteforFAW’ssametypetruck,oncetheinventoryFAWtruckrunout,customerwillchoose“ChengLong”truckinsteadAttitudetowards“3in1”AlsofeltthepressurefromtheFAWNanchangservicestation’s(a“3in1”station)goodperformanceinpastyears,Wuhuaisnowanactiveadvocatorof“3in1”,theythinktheintegrationofreparationandtrucksalescouldbringthemlong-terminterestinthefuture.Mr.ZhudecidetoinvestRMB3millionnextyeartoaddservice/componentfunctionsPlanMr.ZhuwishestobuildaJieFangsalesbaseinNanchanganduseitasawindowtoopenthebusinesstoJiuJiangandFuZhouMr.ZhuhopesWuhuacouldbethechiefrepresentativedealerforJianglininJiangxi2