Chapter 439 How to Sell the Car
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Songjiang brand sedan has developed three models and six models, namely Mingming National Olympic, Red Star and Off-Road, and has begun mass production. Please search (products & books ￥ net) to see the most complete! The fastest-updated novel Of course, the output was not daring to increase at the beginning. The monthly output of the two first-built branch factories combined for all models was less than 1,000 units.
When several large domestic automobile manufacturing companies first learned that Bingcheng Machinery Company was launching an automobile manufacturing project, especially focusing on the development of small cars, they all thought it was a joke.
You who make tractors and motorcycles can also make good cars?
When it comes to motorcycles and tractors, your Bingcheng Machinery Company may be the top in the country. Whether it is in terms of sales volume or product quality, Bingcheng Machinery Company may become the number one in the country.
But the sedan? Not to mention that the domestic car market has just emerged, even if it is already hot, with so many old brands like us, will it be your turn to become popular with Songjiang cars?
We adopt advanced technology from Germany, the United States and the island countries, import their production lines, and have their experts guide us. What about the Songjiang sedan?
What? They invited Soviet car manufacturing experts?
Stop being funny, is there any good car in the Soviet Union? Soviet cars are noisy, outdated, and uncomfortable to sit on. In recent years, China has stopped importing Soviet cars. Oh, no, it was the former Soviet Union.
The one waiting to see the joke the most is the FAW in Kyrgyzstan.
Bingcheng Machinery Company has poached a lot of people from them, and many of them can be called technical backbones. He still remembers the scene when Bingcheng Machinery Company pulled up a banner at the gate of their factory to find someone!
He's waiting for the scene where Ice City Machinery's cars go nowhere and the car manufacturing plant has to be sold. At that time, he can buy one or two factories and expand FAW's production capacity. Well, at the same time, he will poach all the people from Bingcheng Machinery Company, not only technicians and skilled workers, but also ordinary workers, so that no one can use them!
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When everyone is looking down on Songjiang brand cars. Feng Yu, Fu Guangzheng and others were full of confidence. They tested six models, ranging in price from the lowest retail price of 120,000 to the highest retail price of 500,000, and there was also a diesel off-road vehicle, which was not available in the domestic market.
But how to publicize it has become a difficult problem in everyone's head.
What Fu Guangzheng meant was to place advertisements in major media. In particular, there must be advertisements on CCTV, and celebrity endorsements must also be invited. It is best to hold an auto show, and the scene can be as large as possible. The most important point is to increase brand awareness.
Now among Chinese people, the Songjiang brand is still in the impression of motorcycles, and they will not dare to sell cars if they rush to launch small cars. After all, there are imported cars and domestic joint venture cars, and these quality and after-sales are guaranteed. We have nothing.
Feng Yu asked people to calculate that if a complete after-sales service repair point was established in each provincial capital, it would cost hundreds of millions of dollars! Unless he can make money like the 4S shop in his previous life, only by charging higher than the market price can he guarantee to make money, otherwise he will definitely lose money.
But if there is no after-sales maintenance point, it will give others a feeling that you do not cover after-sales. Reduce customers' desire to buy.
Another point is that the price of cars is too high. Those motorcycle agents have no strength at all to sell cars as agents, even if they only buy two of a model. It's also two million, but how can a store only buy these few cars? There are also costs such as storefronts and salespersons, which are difficult for them to afford.
Feng Yu has considered these issues before, and his opinion is the original agent. You can provide the car to the agent first, and the agent only needs to pay a deposit of one million yuan. But when selling, the payment must be transferred to the account of Taihua Trading Company, and then Taihua Trading Company will settle the payment with these agents. This is also the sales model commonly adopted by many 4S stores in later generations.
For each store, Bingcheng Machinery Company can send a maintenance person,
Invite two more in the store, it should be enough for the time being. Songjiang brand cars are relatively resistant to manufacturing.
In this way, the prototype of the 4S store in the previous life was formed. The disadvantage is that it cannot withdraw funds quickly, which will put a lot of pressure on the machinery company. Once the sales are not smooth, it may cause the capital chain to break, and if it is more serious, it will have to cut off the wrists and stop the production of all automobile factories.
But if the sales are good, this can form a sales network faster and increase sales faster, and it is indeed much easier than setting up sales stores by themselves.
Li Mingde has some objections to this. You see, the FAW and the Second Automobile Manufacturers, don't they all set up their own stores and sell them by themselves. You bet the car to someone else, what if someone else runs away? With a deposit of one million yuan, you make more than a dozen cars for the other party that cost more than two million yuan. How big is the risk?
At the beginning, Li Mingde objected to Feng Yu's plate shop being so big. There is no such a big market in China. Why do you make such a big layout?
Although only two branch factories have started production now, aren't other branch factories also under rapid construction? At the beginning of next year, it will gradually start production. What should I do if the car sales are not good?
Feng Yu smiled, and he has a second sales method, which is the salesperson sales model.
Just like in the United States, door-to-door sales is a very common sales model now. A good salesperson can earn as much as a corporate executive in one year. And they sell products without even needing spot goods. They will bring customers back to the factory to see the products, so that customers can decide whether to buy.
Of course, it is not to let them go to ordinary people's homes to sell, but to let them go to government agencies to sell.
As soon as this method was mentioned, both Fu Guangzheng and Li Mingde agreed very much. In the end, Feng Yu decided to use a two-pronged approach. While handing over the car to those motorcycle dealers to continue to act as agents, he also mobilized the sales staff of the machinery company to sell to various agencies.
If Feng Yu's memory is correct, next year will be the year when Huaxia's official cars will skyrocket. It seems that even the deputy~department~level cadres will be equipped with special cars. In some areas, even the section chief has a special car!
There are many reasons for this. For example, in the five-year plan, attracting investment has become the focus of examination, which is related to the promotion of leading cadres; , while fiscal revenue has increased, and more and more officials also feel that they should buy cars for them, improve their treatment, and so on.
This is a good opportunity for Songjiang brand cars to make a name for themselves. It can be said that Feng Yu personally participated in the design of these six cars. He provided ideas, and Mike Liu and the others designed them in detail.
The three types of vehicles are traditional sedans (Guoao), SUVs (off-road) and commercial vehicles (Red Star).
The target opponent of the car is Santana, the target opponent of SUV is Cherokee and Jeep, and the target of commercial vehicle is Mercedes-Benz and Audi!
In order to sell, Feng Yu and Fu Guangzheng also started looking for officials with good relations, and started public relations with government agencies, so as to sell the car to the leader first, and the people below will only consider the Songjiang brand when choosing!
The first stop, Feng Yu chose CCTV! (To be continued.)
PS: This is the third change, and there are two chapters ahead. Thanks to the city olive, I think I am fine, the bird droppings flying in the air, the little bookworm is with me every night, the gourd fairy, book friend 160317221649321, when will the hard life leave me, the maple leaf in the wind, 灬Rogue Pie Feng, Liu Yun and other book friends for their rewards, thank you.
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