Service Station_Zhangjiagang_0314.docVIP免费

FAWZhangjiagangServiceStationINTERVIEWDATE:March14th,2000INTERVIEWERNAME:AnneWangIntervieweeNameMr.ChangZhenxin,Mr.GuPositionDirectorsCompanyandAddressNo.1LuyangRd.,Zhangjiagang215600Telephone/Fax(0520)8682025BackgroundKeyIssuesConclusionsBackgroundZhangjiagangServiceStationistheonlyFAWtruckservicestationinZhangjiagangCity.ZhangjiagangServiceStationbelongstolocalPoliceBureau.Mr.Changisthenewdirectorofthestation.He'dbeenapoliceofficerfortwentyyears.Zhangjiagangservicestationisestablishedin1994.ItslocationisneartheNationalhighwayofZhangjiagangCity.Currentlyit'sstillastate-runcompany.ServiceareaofthestationcoversZhangjiagangCityandJin'anCity.Therearetotally30employeesinZhangjiagangServiceStation.ZhangjiagangServiceStationsellsalotoftrucksbesidesitsservicebusinessIncomefromServicing1MillionRMB50%warrantyservices50%out-of-warrantyIncomefromsparepartsells3MillionRMBTrucksales360trucksInventoryvalueofZhangjiagangServiceStationisaround800,000RMBwith600-700SKU.KeyIssuesThereisaround200,000-RMB-worthModel-141parts.Thosepartsarehardtosellandconsideredaspotentialobsolescence.Theservicestationisplanningtowritethemoffgraduallyinseveralyears.Priceofsparepartscentreistoohighfortheservicestationtoacceptandcompetewithmarketprice.Astheincomeofwarrantyserviceisrealisedthroughparts,ZhangjiagangServiceStationhastobuylargeportionofpartsfromtheFAWpartscenter.1ThehourlychargeinZhangjiagangCityissetat8RMBperhour,whichislowerthanFAWprice.Eventhispriceischallengedbysmallservicestations.Retailpricingislowerinrecentyears.Theservicestationcouldprice16%higherthanpurchasepricecoupleyearsbefore,butnowtheycanonlypricea10-12%margin.Supplyofpartsfrompartscentreisnotenough.Whenthereisanewtruckmodel,supplyofpartsisalwayslagbehind.Whenuserscomestoservicestationforrepair,servicestationsisunabletoprovidethecorrespondingparts.ThoughZhangjiagangServiceStationsoldalotoftruckslastyear(totalrevenuereached30MillionRMB),netprofitiszeorinyear-end.Mostoftheprofitcomestotax,andMr.Zhangclaimedthatthereissome"financialproblems"inside.MostofthetechniciansarerecruitedoutsideandnottrainedspecificallyforFAWtrucks,especiallythenewtruckmodels.ConclusionZhangjiagangServiceStationisabigsecondlayerdealerwith3in1capabilities.Thoughsalesperformancelastyearisgood,netprofitstillgoestozero,indicatestheexistenceofsomeinternalfinancialproblems.2