Research On The Improvement Of Automobile Dealer System Capability

The Chinese automobile industry started booming in the end of 21 century. This period was well known as "the gold ten years" of auto industry. The business model of 4s store is changing so quickly alone with the repaid growth of the market.However, the rapid growth of dealership network also causesed a lot of operational problems. The majority of dealers are lack of experience in sales, aftersales and operational management.Customers are getting more mature and demanding now, it is getting tougher to maintain the 4S store business on a healthy level. Therefore, improve dealer overall capability becomes the core business task.I worked in faw Volkswagen for dealers area management have much working experience. Ascension guidance in order to more clearly with the help of the dealers, this article will to dealers of 4 s shops each department as the main ideology is analyzed.Sales department:sales of weak links, and combining with the current franchisees on carding dealer’s weaknesses sales process; "Reservoir" as the theoretical model for the dealer sales consultant for latent customer tracking and management; Use of CRM system linked with actual sales work; Develop effective assessment of incentive policies to promote team motivation.Service department:services of weak links, in combination with the current franchisees on carding dealer’s weaknesses service process; "Reservoir" as the theoretical model, which requires the dealer service consultant to retain customer tracking management, promote the service approach were; Will spare parts inventory ABC classification, the spare part order to specification requirements; Improve quality is the fundamental guarantee of service and maintenance work of maintenance, repair rate must promote quickly so time; In order to improve the maintenance efficiency, will apply the "transparent workshop" to service maintenance link.Marketing&CRM department:market planning, media public relations activities, effective collection of guest activities help stores; Digital marketing activities can be incorporated into the 4 s shop; Establish effective early warning mechanism, to do a good job of crisis management.The financial sector:to guide the franchisees car loans and insurance business to carry out the work; Guide the dealer effective high-quality goods packaging serviceThis research is targeting the current capability status of FAW-VW dealer, and mainly focus on operational management mechanism of each functional department. Through understanding the basic responsibility of each function, then apply theory into practice is; the key to success.