汽车流通协会年会国际论坛5.leonardo中英版

1、How Dealers in Italy are Preparing forTransformations in the Business Model意大利经销商如何应对商业模式的转换 Leonardo Buzzavo (Quintegia), CADA, Xiamen 6-7 Nov 2015 Leonardo Buzzavo (Quintegia), CADA, 厦门 2015年11月6-7日?Mature industry or mature strategies?成熟的行业还是成熟的战略？Dealers still the main channel players经销商仍然是主要的渠道

2、商 Product display, knowledge and testing 产品展示，认知和测试Market prospecting and follow-up 市场前景与后续行动Data management, legal compliance 数据管理，符合法规Cross selling and relationship management 交叉销售与关系管理Manufacturer requirements 制造商的要求Digital transformation, internet-of-things 数字化改造，物联网POTENTIAL DISRUPTION 潜在干扰Deal

3、er challenges: business more complex经销商的挑战：商业更加复杂5Upgrading dealer processes经销商业务流程升级Increase size 提升规模Authorized Sales Networks in Italy意大利已授权销售网络Source: Quintegia200720132015DealerCompanies经销商公司Dealer Sales outlets经销商销售网点2.9502.0111.5764.5683.7132.924-32%-19%-22%-21%Total new car market 2014 under

4、 1.4M2014年新车总市场规模在1.4M以下(recently down from typical size around 1.8M) （近来低于1.8M代表性规模）4610865Source: ICDP, Quintegia数据来源：ICDP,Quintegia,Return on Sales2007200920112013Autotorino1.8%1.2%2.5%1.8%Italian Dealer Ave.1.5%0.8%0.5%0.0%Management管理Strict standards and ongoing controlling严格标准与持续控制IT system信息系

5、统Customised DMS which drives common processes驱动日常程序的个性化DMSOEMs support厂家支持Initial contribution to re-launch the activity重启活动的最初贡献Bank support银行支持Low interest rate thanks to good performance表现好带来的低利率Number of Outlets销售点数量Largest player in Italy grew by acquisition通过收购意大利大型公司逐步成长2. Evolve mix of busin

6、ess 业务组合演变Aim at selling 100 used cars per 100 new cars 目标是每售出一百辆新车便销售一百辆二手车Best practice: Gruppo Fassina最佳实践：Gruppo FassinaUsed:new ratio 1.4 : 1二手车：新车=1.4:1Used cars actively sourced 60%二手车采购占60%50% total profit coming from used cars大于50%的利润来自于二手车Gross margin per car 14% of average sales price (do

7、uble Italian average)每辆车毛利润占平均销售价格14%（是意大利平均水平的两倍）Focus on used car business专注二手车市场3. Multi-brand 多品牌Multi-brand by entrepreneurs and per sales outlet企业家的多品牌与每一销售点Multi-brand 2011-2015 trend 多品牌2011-2015年发展趋势Source: QuintegiaEntrepreneurs brand portfolio企业家的品牌组合Multi-brand per sales outlet每一销售点的多品牌V

8、olume brandsPremium brandsVolume brandsPremium brands2011201520152015201320152011201320112013201120134. Customer engagement / store attraction 客户互动/店铺吸引力15Make stores more attractive for customers使店铺对消费者更有吸引力5. Digital transformation 数字化改造area coverage 覆盖区域18Mobile phone traffic and relationships手机通信及其关系websitemobilestorekioskse-mailsocial mediacall centerdigitalprintsearchOmni-channel customer全渠道覆盖消费者6. Information management 信息管理21Ask VISITORS: contact info for database询问参观者：数据库的联系信息22Ask EX C