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Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention 年会 | Dealers Consortium 意大利汽车经销商财团
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Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
… will not
effect! 不会
有效果!
I've already
tried... 我已
经试过...
… too trivial and simple to
be useful!
… you
cannot do.
你不能做
过于琐碎和简单,
以致变得毫无用处!
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention 年会 | Dealers Consortium 意大利汽车经销商财团
Italian total Aftermarket value
is lower if compared with
the other leading European Countries.
如果同其它欧
洲领先的国家
相比,意大利
的后市场总价
值相对较低 Source ICDP
22,130,5
19,7 20,2
7,68
13,19
5,85 8,05
0
10
20
30
40
50
FRA GER ITA UK
Total Aftermarket value in billion
Repair & maintenance (tire included) Body repairs (glasses included) Warranty jobs
31,0 bil €
45,1 bil €
26,7 bil € 29,7 bil €
225 bil
后市场总价值(以十亿计)
元
Maurizio Sala | 2013 CADA Convention 年会 | Dealers Consortium 意大利汽车经销商财团
33% 35%24%
39%
14% 20%18%
4%
19%25% 52%
28%
20%8%
15%
10% 9% 4% 9%
0%10%20%30%40%50%60%70%80%90%
100%
FRA GER ITA UK
Market Share for each type of Aftermarket player
Dealer Authorized Repairer Independent Repairer Fast Fit Do-it-yourself Others
Moreover, about half of its value is absorbed by Independent
Repairers
此外,大约
其价值的一
半由独立维
修商吸收
Source ICDP
每种后市场参与者的市场份额
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention 年会 | Dealers Consortium 意大利汽车经销商财团
New car sales
Parts
F&I
Other
Labor Total After Sales Business
Of total profit 28.9%
Source: Quintegia – Automotive Dealer Day , only volume brands (sample represented by over 100 dealers)
Used car sales
2012
% on total profit
% on total turnover
( %)
人工
备品备件
新车销售
二手车销售
其它
总利润的
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Source: NADA DATA 08/2013
批发
在柜台销售
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
complete supplying
risk sharing
customer loyalty
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
GC
Gestione Consorzi
• Management
• Logistics
• HR
• Vans
• Secretary
• Payments
• Coordination
Technical Partners
技术合作伙伴
Csoft
Dealer Dealer Dealer Dealer Dealer Dealer Dealer Dealer Dealer
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
workshop bodyshop
dealer warehouse
dealer
车间
维修间 经销商仓库
经销商
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Dealer 经销商
Dealer
Dealer
Workshops
Workshops
Body shop
车间
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Dealer
Dealer
经销商
Dealer Dealer
Dealer
经销商
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
From 30 to 45 mins
从30 至45分钟
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Dealer Dealer
Dealer
Dealer
In the bigger consortia, all this happens at least
twice or more a day
Body shop
Workshops
Workshops
Workshops
Body shop
在较大财团中,这种情况 每天至少发生两次以上
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
在较大财团中,这种情况 每天至少发生两次以上
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
BANK
DEALERSHIPS
WORKSHOPS BODY SHOPS
STATEMENT OF
ACCOUNT
DATA
LOADING
Back Office
CONSORTIA
RI.BA
MONEY
TRANSFER
VPN
STATEMENT OF
ACCOUNT
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
20 Consortia with more under development
发展中的20多个财团
774 Franchised Dealers (with 1.155 locations)
774个特许经销商 (1.155个地方)
13,800 + customers
13,800 + 顾客
82 different brands franchises covered
覆盖82个不同品牌的特许经营权
230 vans + 78 promoters
230辆厢式货车+78名促销员
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
GC
Gestione Consorzi
• Gestione operativa manageriale dei Consorzi e di AsConAuto Logistica, segreteria generale AsConAuto Associazione – 39 dipendenti
Caleidos Pdir
Punto di Riferimento
Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio Consorzio
AsConAuto Logistica
• 159 Furgoni
• 63 Promoter
AsConAuto S.r.l.
• Società che gestisce l’operatività Asconauto
AsConAuto Associazione
• 30 Province
• 700 Concessionari
• 10.000 Clienti Csoft
Technical Partners
技术合作伙伴
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
proximity warehouses
临近的仓库
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
in 10 years AsConAuto has distributed more than 2 Billion of Euro in Genuine Parts (2,7 Billion US$).
在过去10年间,AsConAuto已经流通了价值
20多亿欧元的原厂配件! 16.450.000.000元
0
50.000
100.000
150.000
200.000
250.000
300.000
350.000
400.000
450.000
2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013
authorized total turnover
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
独立 汽车维修间
独立 汽车实体店
授权 汽车维修间
授权 汽车实体店
0
50
100
150
2008 2009 2010 2011 2012 2013
authorised body shops authorised garages
indipendent body shops indipendent garages
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention 年会 | Dealers Consortium 意大利汽车经销商财团
$ 327.732
$ 849.869
$ 1.086.415
$ 1.470.262 $ 1.561.643
$ 1.489.348 $ 1.592.773
$ 1.763.825
2005 2006 2007 2008 2009 2010 2011 2012
Facturado
$ 20.440
$ 45.210
$ 51.590 $ 52.690
$ 48.510 $ 48.070
$ 43.890
$ 55.880
Costo Consorcio
cost reduction 降低成本
sales growth 增加销量
inside the consortium
财团里面
before the consortium
财团成立前
+440%
Maurizio Sala | 2013 CADA Convention 年会 | Dealers Consortium 意大利汽车经销商财团
53
8,6 8,58
cortesia addetti log. integrità merce rispetto tempi cons.
8,8 8,6 8,7
cortesia capacità risol.prob. reperibilità
Source Data: NOMESIS, 2012
about logistics
关于物流的意见
about promoters
关于促销员的意见
Maurizio Sala | 2013 CADA Convention 年会 | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团
Maurizio Sala | 2013 CADA Convention | Dealers Consortium 意大利汽车经销商财团