Comparative Study In Chinese-Japanese Automobile Manufacturers' Dealer Management Model

The auto industry is considered as a pillar industry in the process of economic take-off by many countries because it is an important industry in the modern economy and can promote the development of related industries. In addition, the auto industry is also on behalf of a country's comprehensive strength and technological standards. China's auto industry has been a very important position in the national economy, and also is the pillar industries supported and controlled by all levels of government.After China's WTO entry, On the one hand, the auto industry has a rapid development with positive effects that produced by many close factors in the auto industry's development at the same time. The annual auto production is 8882400, an increase of 22.02 percent over the previous year, a net increase of 1602700 with sales volume 8791500, an increase of 21.84 percent over the previous year, a net increase of 1.576 million. On the other hand, China's auto industry is also facing unprecedented challenges and impact, we can even say that China's auto industry will meet the hardest hit by WTO entry seen from the existing protectionist barriers to trade and trade globalization. Beside the major adjustment of production layout, production organization, technical and management system, a very important issue that the China's auto industry must face the foreign competition, which is a more direct competition. WTO entry will enable the international auto giant to speed up the pace of entering the China market, and enhance the penetration and efforts to seize the Chinese market. All this will greatly change China's auto market competition pattern, and China's auto industry and auto market will be a part of the global automotive industry systems and market system. The original Distribution model and distribution system will face new challenges, the service level and quality of service of China's auto marketing system must be increased. It should be particularly stressed that foreign car makers will obtain trading rights and distribution rights according to the Chinese Government's commitment with China's WTO entry. Now, foreign car makers have begun identifying, screening and training automobile dealers in China, and layout regional marketing network according to regional sales and marketing. Therefore, the competition of the auto industry has come to the Marketing links. So, how to strengthen the management of car dealers and how to build a sound marketing system is the big problem that need urgent solution for a car manufacturer.This paper proposes a set of dealer management system by studying the advanced management experience of Japanese auto manufacturers' distributor and the actual situation of domestic car manufacturers. Proceed to achieve the following objectives:First, clear the inevitability of the channel model' produce of auto dealers and the reality of its development;Second, understand the problems that exist in management of China's auto dealers and its affecting factors;Third, provide practical ways for China's automobile manufacturing enterprises to solve the management problems of dealers through theoretical study.This paper discusses the similarities and differences in management mode of dealers between China and Japanese' automobile manufacturers through comparative analysis. According to research objectives and needs, the thesis is divided into six chapters: Chapter one is introduction, mainly introducing the background and significance of the research, the basic method of research and also the contents and layout of the thesis.Chapter two is about theory review of the auto manufacturers' dealer management. Introduce some theories related auto dealers, including the definition of automobile manufacturers, related theory about the auto manufacturers 'distribution channels and related theory about the dealers 'management. It was launched to provide the theoretical background and theoretical support for the full text. Chapter three is analysis of dealers' management mode of China's Car Manufacturers. First of all, introduce the type of sales channel of China's auto manufacturers and the development process of dealers, then discuss the status quo of China's Automotive Dealer Management from the following three aspects: the institutional status quo of China's Automotive Dealer, the relationship status quo with the dealers, and the dealer incentive model.Chapter four is mode analysis of Japanese vehicle manufacturers dealer management. First of all, introduce the type of sales channel of Japanese auto manufacturers and the development process of dealers, then discuss the status quo of Japanese Automotive Dealer Management From the following three aspects: the institutional status quo of China's Automotive Dealer, the relationship status quo with the dealers, and the dealer incentive model.Chapter five is the model comparison of dealer management of the Sino-Japanese automobile manufacturers and proposals for dealer management of China's auto manufacturers. This chapter is the focus of the full paper, is divided into two parts. The first part is a contrast and comparison of dealer management model of Sino-Japanese automobile manufacturers from three aspects. We can see that dealer management model and management concepts of China's automobile manufacturer need to improve from the Dealer system,the present relationship with dealers and the dealer incentive model comparison. The second part is build an ability and loyalty model of dealers on the basis of theory, and then discuss the automobile dealer discrepant management model and discuss the selecting model and management model of auto dealers based on the model above.