奧迪品牌經(jīng)銷商商務(wù)政策.

1、 2009年奧迪品牌經(jīng)銷商商務(wù)政策年奧迪品牌經(jīng)銷商商務(wù)政策 audi dealer margin policy 2009 商務(wù)政策總覽商務(wù)政策總覽dealer margin policy overview ckd(a6l) ckd(a4l) fbu(a8/q7/tt/a5) 6.8% 6.8% 10.3% fbu(r8)9.0% 2009商務(wù)政策商務(wù)政策dealer margin policy - ckd(a6l) 6.8% 商務(wù)政策商務(wù)政策dealer margin policy- - 銷量銷量volume1.1% css-sales0.2% mystery shopping0.4% wor

2、kshop test0.2% css-service0.4% 基礎(chǔ)銷售基礎(chǔ)銷售 折讓折讓 /basic discount 4.5% 考核銷售考核銷售 折讓折讓 /assess- ment discount 2.3% ssm0.3% 注：標(biāo)準(zhǔn)管理與基礎(chǔ)銷售折讓有關(guān)，當(dāng)經(jīng)銷商的銷售注：標(biāo)準(zhǔn)管理與基礎(chǔ)銷售折讓有關(guān)，當(dāng)經(jīng)銷商的銷售 和服務(wù)管理都符合標(biāo)準(zhǔn)要求時(shí)，可獲得全部基礎(chǔ)銷售和服務(wù)管理都符合標(biāo)準(zhǔn)要求時(shí)，可獲得全部基礎(chǔ)銷售 折讓，否則將被扣除部分基礎(chǔ)銷售折讓，最多可扣除折讓，否則將被扣除部分基礎(chǔ)銷售折讓，最多可扣除 0.3% note: ssm is related to basic discount

3、,dealer can get full basic discount if both sales and service fulfill standards, otherwise basic discount will be cut,the maximum for ssm is 0.3% a6l 2009商務(wù)政策商務(wù)政策dealer margin policy - ckd(a4l) 6.8% 商務(wù)政策商務(wù)政策dealer margin policy - 銷量銷量volume1.1% css-sales0.2% mystery shopping0.4% workshop test0.2% cs

4、s-service0.4% ssm0.3% 注：標(biāo)準(zhǔn)管理與基礎(chǔ)銷售折讓有關(guān)，當(dāng)經(jīng)銷商的銷售注：標(biāo)準(zhǔn)管理與基礎(chǔ)銷售折讓有關(guān)，當(dāng)經(jīng)銷商的銷售 和服務(wù)管理都符合標(biāo)準(zhǔn)要求時(shí)，可獲得全部基礎(chǔ)銷售和服務(wù)管理都符合標(biāo)準(zhǔn)要求時(shí)，可獲得全部基礎(chǔ)銷售 折讓，否則將被扣除部分基礎(chǔ)銷售銷售折讓，最多可折讓，否則將被扣除部分基礎(chǔ)銷售銷售折讓，最多可 扣除扣除0.3% note: ssm is related to basic discount,dealer can get full basic discount if both sales and service fulfill standards, otherwise

5、 basic discount will be cut,the maximum for ssm is 0.3% 基礎(chǔ)銷售基礎(chǔ)銷售 折讓折讓 /basic discount 4.5% 考核銷售考核銷售 折讓折讓 /assess- ment discount 2.3% a4l 2009商務(wù)政策商務(wù)政策dealer margin policy - fbu (q7/a8/tt/a5) 10.3% 銷量銷量volume1.7% 商務(wù)政策商務(wù)政策dealer margin policy - css-sales0.3% css-service0.5% ssm0.3% mystery shopping0.5%

6、 workshop test0.3% 注：標(biāo)準(zhǔn)管理與基礎(chǔ)銷售折讓有關(guān)，當(dāng)經(jīng)銷商的銷售注：標(biāo)準(zhǔn)管理與基礎(chǔ)銷售折讓有關(guān)，當(dāng)經(jīng)銷商的銷售 和服務(wù)管理都符合標(biāo)準(zhǔn)要求時(shí)，可獲得全部基礎(chǔ)銷售和服務(wù)管理都符合標(biāo)準(zhǔn)要求時(shí)，可獲得全部基礎(chǔ)銷售 折讓，否則將被扣除部分基礎(chǔ)銷售折讓，最多可扣除折讓，否則將被扣除部分基礎(chǔ)銷售折讓，最多可扣除 0.3% note: ssm is related to basic discount,dealer can get full basic discount if both sales and service fulfill standards, otherwise basic

7、discount will be cut,the maximum for ssm is 0.3% 基礎(chǔ)銷售基礎(chǔ)銷售 折讓折讓 /basic discount 7.0% 考核銷售考核銷售 折讓折讓 /assess- ment discount 3.3% q7/a8/tt/ a5 2009商務(wù)政策商務(wù)政策dealer margin policy - r8 fbu(r8) 9.0% 商務(wù)政策商務(wù)政策dealer margin policy - ssm0.3% 注：標(biāo)準(zhǔn)管理與基礎(chǔ)銷售折讓有關(guān)，當(dāng)經(jīng)銷注：標(biāo)準(zhǔn)管理與基礎(chǔ)銷售折讓有關(guān)，當(dāng)經(jīng)銷 商的銷售和服務(wù)管理都符合標(biāo)準(zhǔn)要求時(shí)，可商的銷售和服務(wù)管理都符合標(biāo)

8、準(zhǔn)要求時(shí)，可 獲得全部基礎(chǔ)銷售折讓，否則將被扣除部分獲得全部基礎(chǔ)銷售折讓，否則將被扣除部分 基礎(chǔ)銷售折讓，最多可扣除基礎(chǔ)銷售折讓，最多可扣除0.3% note: ssm is related to basic discount,dealer can get full basic discount if both sales and service fulfill standards, otherwise basic discount will be cut,the maximum for ssm is 0.3% 基礎(chǔ)銷售基礎(chǔ)銷售 折讓折讓 /basic discount 9.0% 2009商務(wù)

9、政策商務(wù)政策dealer margin policy - 2009年奧迪品牌營(yíng)銷政策細(xì)則年奧迪品牌營(yíng)銷政策細(xì)則- -ckd detailed rules for audi margin policy 2009 -ckd q 目的：目的： 提供經(jīng)銷商正常經(jīng)營(yíng)的基本費(fèi)用提供經(jīng)銷商正常經(jīng)營(yíng)的基本費(fèi)用 保證經(jīng)銷商基本生存保證經(jīng)銷商基本生存 鼓勵(lì)經(jīng)銷商積極開拓市場(chǎng)鼓勵(lì)經(jīng)銷商積極開拓市場(chǎng) q 要求要求： 經(jīng)銷商必須遵守經(jīng)銷商必須遵守“一汽一汽- -大眾奧迪特許經(jīng)銷商協(xié)議書大眾奧迪特許經(jīng)銷商協(xié)議書”中的所有規(guī)定，并接受中的所有規(guī)定，并接受 一汽一汽- -大眾奧迪銷售事業(yè)部組織的標(biāo)準(zhǔn)管理審核。大眾奧迪銷售事業(yè)

10、部組織的標(biāo)準(zhǔn)管理審核。 q 基礎(chǔ)銷售折讓規(guī)則：基礎(chǔ)銷售折讓規(guī)則： 銷售、服務(wù)標(biāo)準(zhǔn)中均有否決項(xiàng)，其中的任何一項(xiàng)沒(méi)有通過(guò)，基礎(chǔ)銷售折讓將被扣銷售、服務(wù)標(biāo)準(zhǔn)中均有否決項(xiàng)，其中的任何一項(xiàng)沒(méi)有通過(guò)，基礎(chǔ)銷售折讓將被扣 除除0.3%。在否決項(xiàng)全部通過(guò)的前提下，按下列規(guī)則確定基礎(chǔ)銷售折讓：。在否決項(xiàng)全部通過(guò)的前提下，按下列規(guī)則確定基礎(chǔ)銷售折讓： 基礎(chǔ)銷售折讓基礎(chǔ)銷售折讓(a6l/a4l):4.5% 2009商務(wù)政策商務(wù)政策dealer margin policy - q objective provide dealer normal operation cost. ensure the basic viab

11、ility of the dealer. encourage dealer to be active in market exploitation. q requirement dealer must comply with all articles “authorized dealer agreement” and accept field audit . q regulations whether for sales or service, there are some basic brand criteria ,if any of basic brand criteria dose no

12、t fulfill，then the whole audit fails.0.3% will be cut from the basic discount.only all basic brand criteria fulfill,the dealers can get discount according to the following rules: basic discount (a6l/a4l):4.5% 2009商務(wù)政策商務(wù)政策dealer margin policy - q 基礎(chǔ)銷售折讓規(guī)則：基礎(chǔ)銷售折讓規(guī)則： -若若 95%銷售審核通過(guò)率銷售審核通過(guò)率 100%且且95%服務(wù)審核

13、通過(guò)率服務(wù)審核通過(guò)率 100%，則可獲則可獲 得全部基礎(chǔ)銷售折讓得全部基礎(chǔ)銷售折讓; -銷售審核通過(guò)率或服務(wù)審核通過(guò)率銷售審核通過(guò)率或服務(wù)審核通過(guò)率95%，則基礎(chǔ)銷售折讓被扣除則基礎(chǔ)銷售折讓被扣除0.3%; q 標(biāo)準(zhǔn)管理審核周期標(biāo)準(zhǔn)管理審核周期: : 每年審核二次，每半年進(jìn)行一次。每年審核二次，每半年進(jìn)行一次。 基礎(chǔ)銷售折讓基礎(chǔ)銷售折讓(a6l/a4l):4.5% 2009商務(wù)政策商務(wù)政策dealer margin policy - p regulations 95% sales audit pass rate 100% and 95% service audit pass rate 100%

14、, dealer can get full basic discount sales audit pass rate 95% or service audit pass rate a 65 , m = 0.2% 當(dāng)當(dāng)a 65， m = 0 q 考核周期考核周期:奧迪銷售事業(yè)部網(wǎng)絡(luò)部每年將委托第三方對(duì)經(jīng)銷商實(shí)施秘密采購(gòu)?qiáng)W迪銷售事業(yè)部網(wǎng)絡(luò)部每年將委托第三方對(duì)經(jīng)銷商實(shí)施秘密采購(gòu)6次，次， 前前3次平均成績(jī)作為上半年考核依據(jù)，后次平均成績(jī)作為上半年考核依據(jù)，后3次平均成績(jī)作為下半年考核依據(jù)。次平均成績(jī)作為下半年考核依據(jù)。 當(dāng)當(dāng)a 89, m = 0.4% q 考核車型范圍：考核車型范圍： ckd及及f

15、bu q 考核辦法：考核辦法： 2009商務(wù)政策商務(wù)政策dealer margin policy - q objective check dealers implement of standard sales process q assessment ratio the top reward is 0.4% , different discount（ m ） will be paid for different results（a:score）,dealer who do not participant mystery shopping 3 times in the responding ha

16、lf year assessment will not get this discount. q assessment models： ckd r8:9.0 2009商務(wù)政策商務(wù)政策dealer margin policy - q objective provide dealer normal operation cost. ensure the basic viability of the dealer. encourage dealer to be active in market exploitation. q requirement dealer must comply with al

17、l articles “authorized dealer agreement” and accept field audit . q sales discount calculation basis retail price of basic models q regulations whether for sales or service, there are some basic brand criteria ,if any of basic brand criteria dose not fulfill，then the whole audit fails.0.3% will be c

18、ut from the basic discount.only all basic brand criteria fulfill,the dealers can get discount according to the following rules: basic discount (fbu) a8/tt/q7/a5:7.0%;r8:9.0 2009商務(wù)政策商務(wù)政策dealer margin policy - q 基礎(chǔ)銷售折讓規(guī)則：基礎(chǔ)銷售折讓規(guī)則： -若若 95%銷售審核通過(guò)率銷售審核通過(guò)率100%且且95%服務(wù)審核通過(guò)率服務(wù)審核通過(guò)率 100%，則可獲則可獲 得全部基礎(chǔ)銷售折讓得全部基礎(chǔ)

19、銷售折讓; -銷售審核通過(guò)率或服務(wù)審核通過(guò)率銷售審核通過(guò)率或服務(wù)審核通過(guò)率95%，則基礎(chǔ)銷售折讓被扣除則基礎(chǔ)銷售折讓被扣除0.3%; q 標(biāo)準(zhǔn)管理審核周期標(biāo)準(zhǔn)管理審核周期: : 每年審核二次，每半年進(jìn)行一次。每年審核二次，每半年進(jìn)行一次。 基礎(chǔ)銷售折讓基礎(chǔ)銷售折讓(fbu) a8/tt/q7/a5:7.0%;r8:9.0% 2009商務(wù)政策商務(wù)政策dealer margin policy - q regulations 95% sales audit pass rate 100% and 95% service audit pass rate 100%, dealer can get full

20、 basic discount sales audit pass rate 95% or service audit pass rate a 65 , m = 0.2% 當(dāng)當(dāng)89 a 75, m = 0.3% q 考核車型范圍：考核車型范圍： ckd及及fbu 2009商務(wù)政策商務(wù)政策dealer margin policy - q objective check dealers implement of standard sales process q assessment ratio the top reward is 0.5% , different discount（a:score）

21、will be paid for different results(m),dealer who do not participant mystery shopping will not get this discount. q assessment models： ckd &fbu mystery shopping(fbu), r8 is not included 2009商務(wù)政策商務(wù)政策dealer margin policy - q note the third party consigned by faw-vw audi sales division will implement my

22、stery shopping on dealers for 6 waves every year ,the average result of first 3 waves will be as the basis for the first half year,the the average result of 2nd 3 waves will be as the basis for the second half year. q assessment method: a 89 , m = 0.5% a 65 ， m = 0 75 a 65, m = 0.2% 89 a 75 , m = 0.

23、3% mystery shopping(fbu), r8 is not included 2009商務(wù)政策商務(wù)政策dealer margin policy - 飛行檢查飛行檢查(fbu), 不含不含r8 q 目的：目的： 檢查奧迪經(jīng)銷商對(duì)標(biāo)準(zhǔn)服務(wù)核心流程的執(zhí)行及達(dá)成情況。檢查奧迪經(jīng)銷商對(duì)標(biāo)準(zhǔn)服務(wù)核心流程的執(zhí)行及達(dá)成情況。 q 考核傭金比例：考核傭金比例： 最高考核比例為最高考核比例為0.3%，根據(jù)各奧迪經(jīng)銷商飛行檢查考核成績(jī)（，根據(jù)各奧迪經(jīng)銷商飛行檢查考核成績(jī)（a：分），給：分），給 予經(jīng)銷商相應(yīng)的考核傭金比例（予經(jīng)銷商相應(yīng)的考核傭金比例（m）。未參加飛行檢查的經(jīng)銷商不享受該考核）。未參加飛行檢查的經(jīng)銷商不享受該考核 政策。政策。 q 說(shuō)明：說(shuō)明：考核周期奧迪銷售事業(yè)部用戶服務(wù)部每年將委托第三方對(duì)經(jīng)銷商實(shí)施飛考核周期奧迪銷售事業(yè)部用戶服務(wù)部每年將委托第三方對(duì)經(jīng)銷商實(shí)施飛 行檢查行檢查2次，每半年次，每半年1次，按每半年的成績(jī)進(jìn)行考核。次，按每半年的