Automotive Marketing Distributors Responsibility Of Regional Management Strategies

In the China auto market,without the distinct territory definition,the auto manufacture does the dealer network planning only by the experience not according to the scientific figures,in other words,Could the dealer earn the reasonable profit from the market? Are not considered by the auto manufacture,in additional the sales and service performance of the dealer aren't be assessed by the manufacture(Except the sales quantities),as a result the market isn't be fully covered by the dealer network.The purposes of the thesis are as followed:1.Analysis the weakness of 5Km ring network planning principle;2.Optimize the dealer network structure,location and quantities;3.To develop the dealer KPI system base on the company strategy target;Main content:1.Review the past 30 years China auto market and sales network development; describe the strength and the weakness of several main auto sales channels in current China auto market;2.Analysis the several misunderstandings between the auto manufacture and the dealer network,including the network structure,the dealer sales behavior and the relationship between dealer and auto manufacture;Try to use the sales and market theory to explain the deeply causation and the influence of these misunderstandings;3.According to my working experience in auto manufacture,the writer use the Shanghai auto market as the instance,give the detail explanations of how to execute the dealer territory strategy and build up the KPI system;and how to reduce the competition within the same auto brand.Objectives:1.100%covers the potential auto market;2.To build up the dealer KPI system relate to the territory strategy;3.Reduce the competition within the same auto brand;4.Reduce the complication between the auto manufacture and dealer,improve the dealer satisfaction;5.Increase the dealer profit;enhance the dealer on-side-coaching based on the result of territory analysis.