Research of Auto Distribution Channel
Research Objectives
- Set up a new evaluation system for dealers
- Discover problems and design improvement schemes via reviewing dealers and service providers
- Discover and determine new markets with huge potential
- Assist in establishing new sales and service networks
- Decide on key training points and directions
- Design a scheme
for improving the territorial administrations
Research Procedures
- Assess dealers according to our customers¡¯ administrative criteria
- Discover problems via interviews and improve the administrative standard
- Assess new dealers according to the modified criteria
- Make forecasts based on customers¡¯ previous sales data, and calculate demand for new dealerships
- Adjust the dealership distribution based on the projected needs
- Assess the dealership distribution via fieldwork
Thorough Fieldwork
- The fieldwork attends to details, including all financial records, hardware investment, administrative capacity, cooperative prospects, post-sales capacity, software systems, and relationship administration capacity, etc.. The total score will be the primary criterion for screening.
- The field interviews
include the following topics:
1.Sales / service capacity
2.Capital spending
3.Showroom size
4.Location
5.Marketing comprehension
6.Customer management
7.Staff¡¯s abilities
8.Management level, leaders¡¯ perception
9.Public relationship and capacity (government, media and other organizations)
10.Professional background (e.g.: experiences in selling autos of other brands)
11.Software conditions
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