2011年奥迪商务政策
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2011年奥迪品牌商务政策 2011 Audi Dealer Margin Policy
一汽-大众奥迪销售事业部 ASD,FAW-VW
2
2011年商务政策总览 2011 Dealer Margin Policy Overview
CKD(A6L/A4L/Q5)
7.3%
FBU(A8L/Q7/TT/A 5/Q5)
目的Objective ： 提供经销商正常经营的基本费用Provide dealers normal operation cost 保证经销商基本生存Ensure the basic survival of dealers 鼓励经销商积极开拓市场 Encourage dealers to exploit the market actively 要求Requirement ： 经销商必须遵守“一汽-大众奥迪特许经销商协议书”中的所有规定。 Dealer must comply “ ” with all articles in “FAW-VW Audi Authorized Dealer Agreement”. 基础销售折让规则Basic Discount Regulations ： CKD & FBU销售折让计算基础Calculation Basis of CKD & FBU Sales Discount ： 整车的市场指导价 Marketing price of cars
A3 0.3% 0.2% 0.2% 0.3% 0.3% 0.8% 0.5% 5.7% 8.3%
R8 --------------9.0% 9.0%
6
2011年商务政策2011 Dealer Margin Policy
Dealer Margin Policy 2011 FBU
A8L, Q7, Q5, TT, A5
12
考核销售折让 Assessment Discount – 销量考核 Sales Volume 计划完成率 Sales Plan Fulfillment Rate CKD(A6L/A4L/Q5) 1.1%; FBU(A8L/Q7/A5/Q5/TT) :1.6%; (A3): 0.8%
目的Objective ：鼓励经销商按月完成销售任务，确保奥迪品牌总体销量目标的实现 Encourage dealers to fulfill sales task, ensure the total sales target of Audi brand 考核销售折让比例 Sales assessment ratio ： CKD: 考核销售折让比例 = 1.1% X 折让系数 A CKD Assessment ratio = 1.1% × discount coefficient ( A ) FBU 考核销售折让比例 = 1.6%(0.8) X 折让系数 A FBU Assessment ratio = 1.6%(0.8) × discount coefficient ( A ) 考核办法Assessment method ： 各品种分别考核，每月分别下达分销计划 Each model shall be assessed separately. Monthly distribution plan will be released separately. A. B. 计划完成率sales plan fulfillment rate ≥100%，折让系数 A =1 计划完成率sales plan fulfillment rate ＜100%， 折让系数 A =计划完成率sales plan fulfillment rate
13
考核销售折让 Assessment Discount – 销量考核 Sales Volume 计划完成率 Sales Plan Fulfillment Rate CKD(A6L/A4L/Q5) 1.1%; FBU(A8L/Q7/A5/Q5/TT) :1.6%; (A3): 0.8%
C. 对当月未完成计划的经销商，如果年底完成全年商务计划达80%以上的，按以下方法追 溯 For dealers who do not fulfill the monthly plan, if they can fulfill more than 80% Of their yearly business plan by the end of the year, the assessment margin will be recalculated as following: 以经销商全年商务计划完成率作为计算各月计划完成率的最低标准，其他情况不予追 溯Dealers’ yearly BP fulfillment rate shall be taken as the lowest standard for recalculation of monthly plan fulfillment rate. Other situations will not be considered. 如果由于销售公司提前封帐，造成月计划未完成，销售公司年底将给予追溯。 If the monthly plan is not fulfilled due to the account book sealing by SC ahead of schedule, SC will recalculate this assessment margin by the end of the year.
5
2011年商务政策2011 Dealer Margin Policy
进口车 FBU
A8L, Q7, Q5, TT, A5 CSS-服务 WT -飞行检查 CSS-销售 MS-秘采 本地销售奖励 销量考核奖励 质量标准奖励 基础佣金 总计 0.4% 0.2% 0.2% 0.4% 0.3% 1.6% 0.5% 6.7% 10.3%
0.4% 0.2% 0.2% 0.4% 0.3% 1.6% 0.5% 6.7%
10.3%
8.3%
9.0%
7
2011年奥迪品牌营销政策细则
Detailed Rules for Audi Margin Policy 2011
8
基础销售折让CKD (A6L/A4L/Q5):4.2%; FBU (A8L/Q7/A5/Q5/TT):6.7%; A3:5.7%; R8:9.0%
A3 0.3% 0.2% 0.2% 0.3% 0.3% 0.8% 0.5% 5.7%
R8 --------------9.0%
Service Customer Satisfaction CSS Service Customer Satisfaction WT Sales Customer Satisfaction CSS Sales Customer Satisfaction MS PMA Bonus Sales Volume Bonus Quality Standard Bonus / SSM Basis Margin Sum
10.3%
FBU(A3)
8.3%
FBU(R8)
9.0%
3
2011年商务政策2011 Dealer Margin Policy
2011 经销商商务政策_ 国产车 CKD
A4L, A6L, Q5 CSS-服务 WT -飞行检查 CSS-销售 MS-秘采 本地销售奖励 销量考核奖励 质量标准奖励 基础佣金 总计 0.4% 0.2% 0.2% 0.4% 0.3% 1.1% 0.5% 4.2% 7.3%
11
服务质量 Service quality 0.2%
品牌 Brand 0.1%
Biblioteka Baidu
考核销售折让 Assessment Discount – 质量标准奖励购SSM 质量标准奖励 System Standard Management 0.5%
考核办法Assessment method : 销售质量Sales quality ： 销售审核通过率< 95%,则相应季度的销售质量折让为0。Sales Audit pass rate <95% , sales quality discount is 0. 服务质量Service quality: 95%≦服务审核通过率≦ 100%,则可获得相应季度服务质量折让0.2% . 95%≦ Service Audit pass rate ≦ 100% ,dealer can get service quality discount 0.2%. 服务审核通过率<95%,则相应季度服务质量折让为0。 Service Audit pass rate <95% , service quality discount is 0. 品牌质量Brand quality : 90%≦品牌审核通过率≦ 100%,则可获得相应季度品牌考核折让0.1% . 90%≦ Brand Audit pass rate ≦ 100% ,dealer can get brand discount 0.1%. 品牌审核通过率<90%,则相应季度品牌考核折让为0。 Brand Audit pass rate <90% , brand discount is 0.
10
考核销售折让 Assessment Discount – 质量标准奖励购SSM 质量标准奖励 System Standard Management 0.5%
考核办法Assessment method : 销售、服务、品牌标准中均有否决项，其中的任何一项没有通过，质量标准奖励将被 扣除全部的0.5%。Any basic criterion in sales or service /Brand is not fulfilled, dealer can not get the 0.5% in SSM. 在否决项全部通过的前提下，按下列规则确定质量标准折让。If all basic criteria are fulfilled, the SSM discount will be calculated according to the following rules: 销售质量 Sales quality 0.2% 销售质量Sales quality ： 95%≦销售审核通过率≦ 100%,则可获得相应季度的销售质量折让0.2% . 95%≦ Sales Audit pass rate ≦ 100% ,dealer can get sales quality discount 0.2%.
4
2011年商务政策2011 Dealer Margin Policy
Dealer Margin Policy 2011 CKD
A4L, A6L, Q5 Service Customer Satisfaction CSS Service Customer Satisfaction WT Sales Customer Satisfaction CSS Sales Customer Satisfaction MS PMA Bonus Sales Volume Bonus Quality Standard Bonus / SSM Basis Margin Sum 0.4% 0.2% 0.2% 0.4% 0.3% 1.1% 0.5% 4.2% 7.3%
9
考核销售折让 Assessment Discount – 质量标准奖励购SSM 质量标准奖励 System Standard Management 0.5%
目的：检查奥迪经销商对《一汽-大众奥迪特许经销商协议》规定标准及奥迪品牌各项标准的 执行情况。 Objective: Check dealer’s implementation of standard in “FAW-VW Audi Authorized Dealer Agreement” and other quality standards of Audi brand. 考核佣金比例：最高考核比例为0.5%，根据经销商的审核通过情况 ，给予经销商相应的 考核销售折让比例。 Assessment ratio: Max. discount is 0.5%. Dealers will get corresponding discount according to their Audit results. 考核车型范围： 除R8之外的车型。 Assessment models All models except R8. 标准管理审核周期SSM Audit periods : 每年审核四次，每次的考核结果分别对应到4个季度, 按季度兑现质量标准奖励折让。未 参加相应季度审核的经销商将不享受该季度考核政策。 Four waves audit for the whole year, every wave result will be as the assessment base of each quart. Dealers who don’t participate in relative waves SSM pro quarter can not get this discount.
一汽-大众奥迪销售事业部 ASD,FAW-VW
2
2011年商务政策总览 2011 Dealer Margin Policy Overview
CKD(A6L/A4L/Q5)
7.3%
FBU(A8L/Q7/TT/A 5/Q5)
目的Objective ： 提供经销商正常经营的基本费用Provide dealers normal operation cost 保证经销商基本生存Ensure the basic survival of dealers 鼓励经销商积极开拓市场 Encourage dealers to exploit the market actively 要求Requirement ： 经销商必须遵守“一汽-大众奥迪特许经销商协议书”中的所有规定。 Dealer must comply “ ” with all articles in “FAW-VW Audi Authorized Dealer Agreement”. 基础销售折让规则Basic Discount Regulations ： CKD & FBU销售折让计算基础Calculation Basis of CKD & FBU Sales Discount ： 整车的市场指导价 Marketing price of cars
A3 0.3% 0.2% 0.2% 0.3% 0.3% 0.8% 0.5% 5.7% 8.3%
R8 --------------9.0% 9.0%
6
2011年商务政策2011 Dealer Margin Policy
Dealer Margin Policy 2011 FBU
A8L, Q7, Q5, TT, A5
12
考核销售折让 Assessment Discount – 销量考核 Sales Volume 计划完成率 Sales Plan Fulfillment Rate CKD(A6L/A4L/Q5) 1.1%; FBU(A8L/Q7/A5/Q5/TT) :1.6%; (A3): 0.8%
目的Objective ：鼓励经销商按月完成销售任务，确保奥迪品牌总体销量目标的实现 Encourage dealers to fulfill sales task, ensure the total sales target of Audi brand 考核销售折让比例 Sales assessment ratio ： CKD: 考核销售折让比例 = 1.1% X 折让系数 A CKD Assessment ratio = 1.1% × discount coefficient ( A ) FBU 考核销售折让比例 = 1.6%(0.8) X 折让系数 A FBU Assessment ratio = 1.6%(0.8) × discount coefficient ( A ) 考核办法Assessment method ： 各品种分别考核，每月分别下达分销计划 Each model shall be assessed separately. Monthly distribution plan will be released separately. A. B. 计划完成率sales plan fulfillment rate ≥100%，折让系数 A =1 计划完成率sales plan fulfillment rate ＜100%， 折让系数 A =计划完成率sales plan fulfillment rate
13
考核销售折让 Assessment Discount – 销量考核 Sales Volume 计划完成率 Sales Plan Fulfillment Rate CKD(A6L/A4L/Q5) 1.1%; FBU(A8L/Q7/A5/Q5/TT) :1.6%; (A3): 0.8%
C. 对当月未完成计划的经销商，如果年底完成全年商务计划达80%以上的，按以下方法追 溯 For dealers who do not fulfill the monthly plan, if they can fulfill more than 80% Of their yearly business plan by the end of the year, the assessment margin will be recalculated as following: 以经销商全年商务计划完成率作为计算各月计划完成率的最低标准，其他情况不予追 溯Dealers’ yearly BP fulfillment rate shall be taken as the lowest standard for recalculation of monthly plan fulfillment rate. Other situations will not be considered. 如果由于销售公司提前封帐，造成月计划未完成，销售公司年底将给予追溯。 If the monthly plan is not fulfilled due to the account book sealing by SC ahead of schedule, SC will recalculate this assessment margin by the end of the year.
5
2011年商务政策2011 Dealer Margin Policy
进口车 FBU
A8L, Q7, Q5, TT, A5 CSS-服务 WT -飞行检查 CSS-销售 MS-秘采 本地销售奖励 销量考核奖励 质量标准奖励 基础佣金 总计 0.4% 0.2% 0.2% 0.4% 0.3% 1.6% 0.5% 6.7% 10.3%
0.4% 0.2% 0.2% 0.4% 0.3% 1.6% 0.5% 6.7%
10.3%
8.3%
9.0%
7
2011年奥迪品牌营销政策细则
Detailed Rules for Audi Margin Policy 2011
8
基础销售折让CKD (A6L/A4L/Q5):4.2%; FBU (A8L/Q7/A5/Q5/TT):6.7%; A3:5.7%; R8:9.0%
A3 0.3% 0.2% 0.2% 0.3% 0.3% 0.8% 0.5% 5.7%
R8 --------------9.0%
Service Customer Satisfaction CSS Service Customer Satisfaction WT Sales Customer Satisfaction CSS Sales Customer Satisfaction MS PMA Bonus Sales Volume Bonus Quality Standard Bonus / SSM Basis Margin Sum
10.3%
FBU(A3)
8.3%
FBU(R8)
9.0%
3
2011年商务政策2011 Dealer Margin Policy
2011 经销商商务政策_ 国产车 CKD
A4L, A6L, Q5 CSS-服务 WT -飞行检查 CSS-销售 MS-秘采 本地销售奖励 销量考核奖励 质量标准奖励 基础佣金 总计 0.4% 0.2% 0.2% 0.4% 0.3% 1.1% 0.5% 4.2% 7.3%
11
服务质量 Service quality 0.2%
品牌 Brand 0.1%
Biblioteka Baidu
考核销售折让 Assessment Discount – 质量标准奖励购SSM 质量标准奖励 System Standard Management 0.5%
考核办法Assessment method : 销售质量Sales quality ： 销售审核通过率< 95%,则相应季度的销售质量折让为0。Sales Audit pass rate <95% , sales quality discount is 0. 服务质量Service quality: 95%≦服务审核通过率≦ 100%,则可获得相应季度服务质量折让0.2% . 95%≦ Service Audit pass rate ≦ 100% ,dealer can get service quality discount 0.2%. 服务审核通过率<95%,则相应季度服务质量折让为0。 Service Audit pass rate <95% , service quality discount is 0. 品牌质量Brand quality : 90%≦品牌审核通过率≦ 100%,则可获得相应季度品牌考核折让0.1% . 90%≦ Brand Audit pass rate ≦ 100% ,dealer can get brand discount 0.1%. 品牌审核通过率<90%,则相应季度品牌考核折让为0。 Brand Audit pass rate <90% , brand discount is 0.
10
考核销售折让 Assessment Discount – 质量标准奖励购SSM 质量标准奖励 System Standard Management 0.5%
考核办法Assessment method : 销售、服务、品牌标准中均有否决项，其中的任何一项没有通过，质量标准奖励将被 扣除全部的0.5%。Any basic criterion in sales or service /Brand is not fulfilled, dealer can not get the 0.5% in SSM. 在否决项全部通过的前提下，按下列规则确定质量标准折让。If all basic criteria are fulfilled, the SSM discount will be calculated according to the following rules: 销售质量 Sales quality 0.2% 销售质量Sales quality ： 95%≦销售审核通过率≦ 100%,则可获得相应季度的销售质量折让0.2% . 95%≦ Sales Audit pass rate ≦ 100% ,dealer can get sales quality discount 0.2%.
4
2011年商务政策2011 Dealer Margin Policy
Dealer Margin Policy 2011 CKD
A4L, A6L, Q5 Service Customer Satisfaction CSS Service Customer Satisfaction WT Sales Customer Satisfaction CSS Sales Customer Satisfaction MS PMA Bonus Sales Volume Bonus Quality Standard Bonus / SSM Basis Margin Sum 0.4% 0.2% 0.2% 0.4% 0.3% 1.1% 0.5% 4.2% 7.3%
9
考核销售折让 Assessment Discount – 质量标准奖励购SSM 质量标准奖励 System Standard Management 0.5%
目的：检查奥迪经销商对《一汽-大众奥迪特许经销商协议》规定标准及奥迪品牌各项标准的 执行情况。 Objective: Check dealer’s implementation of standard in “FAW-VW Audi Authorized Dealer Agreement” and other quality standards of Audi brand. 考核佣金比例：最高考核比例为0.5%，根据经销商的审核通过情况 ，给予经销商相应的 考核销售折让比例。 Assessment ratio: Max. discount is 0.5%. Dealers will get corresponding discount according to their Audit results. 考核车型范围： 除R8之外的车型。 Assessment models All models except R8. 标准管理审核周期SSM Audit periods : 每年审核四次，每次的考核结果分别对应到4个季度, 按季度兑现质量标准奖励折让。未 参加相应季度审核的经销商将不享受该季度考核政策。 Four waves audit for the whole year, every wave result will be as the assessment base of each quart. Dealers who don’t participate in relative waves SSM pro quarter can not get this discount.