2009年奥迪品牌经销商商务政策 Audi Dealer Margin Policy 2009
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9
2009商务政策Dealer Margin Policy -Basic Discount (A6L/A4L):4.5%
Objective Provide dealer normal operation cost. Ensure the basic viability of the dealer. Encourage dealer to be active in market exploitation. Requirement Dealer must comply with all articles “authorized dealer agreement” and accept field Audit . 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 cut from the basic discount.Only all basic brand criteria fulfill,the dealers can get discount according to the following rules:
计划完成率＜100%，折让系数 A =计划完成率
计划完成率=经销商月采购量（STD）÷月计划量×100% 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：
13
2009商务政策Dealer Margin Policy -Volume Assessment (CKD)： A6L/A4L 1.1%
12
2009商务政策Dealer Margin Policy -销量考核(CKD)： A6L/A4L 1.1%
目的：鼓励经销商按月完成销售任务，确保奥迪品牌总体目标的实现 考核销售折让比例 ： 奥迪A6L&奥迪A4L： 考核销售折让比例 = 1.1% ×折让系数 A
考核办法：
各品种分别考核，每月分别下达分销计划 计划完成率≥100%，折让系数 A =1
基础销售 折让 /Basic Discount 4.5%
CKD(A4L) 6.8% 考核销售 折让 /Assessment Discount 2.3%
销量Volume CSS-Sales CSS-Service Mystery shopping
1.1% 0.2% 0.4% 0.4%
Wowk.baidu.comkshop Test
2009年奥迪品牌经销商商务政策 Audi Dealer Margin Policy 2009
1
2
2009商务政策Dealer Margin Policy -商务政策总览Dealer Margin Policy Overview
CKD(A6L)
6.8%
CKD(A4L)
6.8%
FBU(A8/Q7/TT/A5)
R8
SSM 基础销售 折让 /Basic Discount 9.0%
0.3%
FBU(R8) 9.0%
注：标准管理与基础销售折让有关，当经销 商的销售和服务管理都符合标准要求时，可 获得全部基础销售折让，否则将被扣除部分 基础销售折让，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%
FBU (Q7/A8/TT/A5)
销量Volume 考核销售 折让 /Assessment Discount 3.3% CSS-Sales CSS-Service Mystery shopping
1.7% 0.3% 0.5% 0.5%
10.3%
Workshop Test
6
0.3%
2009商务政策Dealer Margin Policy -商务政策Dealer Margin Policy --
100%, dealer can get full basic discount Sales Audit pass rate < 95% or Service Audit pass rate < 95%, 0.3% will be cut from basic discount. Audit terms: Two times audit for the whole year, once a half year.
注：标准管理与基础销售折让有关，当经销商的销售 和服务管理都符合标准要求时，可获得全部基础销售 折让，否则将被扣除部分基础销售销售折让，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%
14
2009商务政策Dealer Margin Policy -销量考核(CKD)： A6L/A4L 1.1%
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。 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。 区域负责对经销商每月下达分销计划，并将计划签字后上报综合销售部， 上报时间必须在第5个工作日前，节假日顺延。 区域对经销商每月下达分销计划总和必须同年商务计划一致，综合销售部 、控制部负责核查计划准确性。如果出现差异，将以年商务计划为准。 考核周期：每月
7
2009年奥迪品牌营销政策细则-CKD
Detailed Rules for Audi Margin Policy 2009 -CKD
8
2009商务政策Dealer Margin Policy -基础销售折让(A6L/A4L):4.5%
目的： 提供经销商正常经营的基本费用 保证经销商基本生存 鼓励经销商积极开拓市场 要求： 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，并接受 一汽-大众奥迪销售事业部组织的标准管理审核。 基础销售折让规则： 销售、服务标准中均有否决项，其中的任何一项没有通过，基础销售折让将被扣 除0.3%。在否决项全部通过的前提下，按下列规则确定基础销售折让：
5
0.2%
2009商务政策Dealer Margin Policy -商务政策Dealer Margin Policy -Q7/A8/TT/ A5
SSM 基础销售 折让 /Basic Discount 7.0%
0.3%
注：标准管理与基础销售折让有关，当经销商的销售 和服务管理都符合标准要求时，可获得全部基础销售 折让，否则将被扣除部分基础销售折让，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%
销量Volume CSS-Sales CSS-Service Mystery shopping
1.1% 0.2% 0.4% 0.4%
Workshop Test
4
0.2%
2009商务政策Dealer Margin Policy --
商务政策Dealer Margin Policy --
A4L SSM 0.3%
10.3%
FBU(R8)
9.0%
3
2009商务政策Dealer Margin Policy -商务政策Dealer Margin Policy--
A6L SSM 0.3%
基础销售 折让 /Basic Discount 4.5%
CKD(A6L) 6.8% 考核销售 折让 /Assessment Discount 2.3%
15
2009商务政策Dealer Margin Policy -Volume Assessment (CKD): A6L/A4L 1.1% The completion rate of whole year business plan of dealers shall be taken as the lowest standard for calculating the completion rate of monthly plans. Other situations will not be traced back. If the incompletion of monthly plan is due to the account book sealing in advance by SC, the SC shall provide tracing back at the end of the year Region are responsible to distribute the monthly distribution plan to the dealers, and deliver the signed plan to Audi General sales department. The Delivery deadline would be the 5th workday of every month. The total of the monthly distribution plan made by Region to the dealers should be in line with the business plan of the same year. SA and CT are responsible for checking the accuracy of the plan. It shall be subject to annual business plan in case of deviation. Payment period:each month
注：标准管理与基础销售折让有关，当经销商的销售 和服务管理都符合标准要求时，可获得全部基础销售 折让，否则将被扣除部分基础销售折让，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%
Objective Promote dealers to fulfill the monthly sales target, ensure the achievement of Audi brand overall target Sales assessment ratio： A4L：Assessment ratio = 1.1% ×discount coefficient ( A ) A6L：Assessment ratio = 1.1% × discount coefficient（A ） Assessment method ： Each model shall be assessed separately ，Monthly distribution plan will be released separately.
标准管理审核周期: 每年审核二次，每半年进行一次。
11
2009商务政策Dealer Margin Policy -Basic Discount (A6L/A4L):4.5%
Regulations
95%≦ Sales Audit pass rate ≦ 100% and 95%≦ Service Audit pass rate ≦
10
2009商务政策Dealer Margin Policy -基础销售折让(A6L/A4L):4.5%
基础销售折让规则：
--若 95%≦销售审核通过率≦ 100%且95%≦服务审核通过率≦ 100%，则可获
得全部基础销售折让;
--销售审核通过率或服务审核通过率<95%，则基础销售折让被扣除0.3%;
A. B.
C.
sales plan fulfillment rate ≥100%，discount coefficient A =1 sales plan fulfillment rate ＜100%，discount coefficient A = sales plan fulfillment rate For the dealers that do not complete the monthly plan, if they could complete the whole year business plan for more than 80% by the end of the year, the tracing back can be done as per the following method：
2009商务政策Dealer Margin Policy -Basic Discount (A6L/A4L):4.5%
Objective Provide dealer normal operation cost. Ensure the basic viability of the dealer. Encourage dealer to be active in market exploitation. Requirement Dealer must comply with all articles “authorized dealer agreement” and accept field Audit . 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 cut from the basic discount.Only all basic brand criteria fulfill,the dealers can get discount according to the following rules:
计划完成率＜100%，折让系数 A =计划完成率
计划完成率=经销商月采购量（STD）÷月计划量×100% 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：
13
2009商务政策Dealer Margin Policy -Volume Assessment (CKD)： A6L/A4L 1.1%
12
2009商务政策Dealer Margin Policy -销量考核(CKD)： A6L/A4L 1.1%
目的：鼓励经销商按月完成销售任务，确保奥迪品牌总体目标的实现 考核销售折让比例 ： 奥迪A6L&奥迪A4L： 考核销售折让比例 = 1.1% ×折让系数 A
考核办法：
各品种分别考核，每月分别下达分销计划 计划完成率≥100%，折让系数 A =1
基础销售 折让 /Basic Discount 4.5%
CKD(A4L) 6.8% 考核销售 折让 /Assessment Discount 2.3%
销量Volume CSS-Sales CSS-Service Mystery shopping
1.1% 0.2% 0.4% 0.4%
Wowk.baidu.comkshop Test
2009年奥迪品牌经销商商务政策 Audi Dealer Margin Policy 2009
1
2
2009商务政策Dealer Margin Policy -商务政策总览Dealer Margin Policy Overview
CKD(A6L)
6.8%
CKD(A4L)
6.8%
FBU(A8/Q7/TT/A5)
R8
SSM 基础销售 折让 /Basic Discount 9.0%
0.3%
FBU(R8) 9.0%
注：标准管理与基础销售折让有关，当经销 商的销售和服务管理都符合标准要求时，可 获得全部基础销售折让，否则将被扣除部分 基础销售折让，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%
FBU (Q7/A8/TT/A5)
销量Volume 考核销售 折让 /Assessment Discount 3.3% CSS-Sales CSS-Service Mystery shopping
1.7% 0.3% 0.5% 0.5%
10.3%
Workshop Test
6
0.3%
2009商务政策Dealer Margin Policy -商务政策Dealer Margin Policy --
100%, dealer can get full basic discount Sales Audit pass rate < 95% or Service Audit pass rate < 95%, 0.3% will be cut from basic discount. Audit terms: Two times audit for the whole year, once a half year.
注：标准管理与基础销售折让有关，当经销商的销售 和服务管理都符合标准要求时，可获得全部基础销售 折让，否则将被扣除部分基础销售销售折让，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%
14
2009商务政策Dealer Margin Policy -销量考核(CKD)： A6L/A4L 1.1%
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。 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。 区域负责对经销商每月下达分销计划，并将计划签字后上报综合销售部， 上报时间必须在第5个工作日前，节假日顺延。 区域对经销商每月下达分销计划总和必须同年商务计划一致，综合销售部 、控制部负责核查计划准确性。如果出现差异，将以年商务计划为准。 考核周期：每月
7
2009年奥迪品牌营销政策细则-CKD
Detailed Rules for Audi Margin Policy 2009 -CKD
8
2009商务政策Dealer Margin Policy -基础销售折让(A6L/A4L):4.5%
目的： 提供经销商正常经营的基本费用 保证经销商基本生存 鼓励经销商积极开拓市场 要求： 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，并接受 一汽-大众奥迪销售事业部组织的标准管理审核。 基础销售折让规则： 销售、服务标准中均有否决项，其中的任何一项没有通过，基础销售折让将被扣 除0.3%。在否决项全部通过的前提下，按下列规则确定基础销售折让：
5
0.2%
2009商务政策Dealer Margin Policy -商务政策Dealer Margin Policy -Q7/A8/TT/ A5
SSM 基础销售 折让 /Basic Discount 7.0%
0.3%
注：标准管理与基础销售折让有关，当经销商的销售 和服务管理都符合标准要求时，可获得全部基础销售 折让，否则将被扣除部分基础销售折让，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%
销量Volume CSS-Sales CSS-Service Mystery shopping
1.1% 0.2% 0.4% 0.4%
Workshop Test
4
0.2%
2009商务政策Dealer Margin Policy --
商务政策Dealer Margin Policy --
A4L SSM 0.3%
10.3%
FBU(R8)
9.0%
3
2009商务政策Dealer Margin Policy -商务政策Dealer Margin Policy--
A6L SSM 0.3%
基础销售 折让 /Basic Discount 4.5%
CKD(A6L) 6.8% 考核销售 折让 /Assessment Discount 2.3%
15
2009商务政策Dealer Margin Policy -Volume Assessment (CKD): A6L/A4L 1.1% The completion rate of whole year business plan of dealers shall be taken as the lowest standard for calculating the completion rate of monthly plans. Other situations will not be traced back. If the incompletion of monthly plan is due to the account book sealing in advance by SC, the SC shall provide tracing back at the end of the year Region are responsible to distribute the monthly distribution plan to the dealers, and deliver the signed plan to Audi General sales department. The Delivery deadline would be the 5th workday of every month. The total of the monthly distribution plan made by Region to the dealers should be in line with the business plan of the same year. SA and CT are responsible for checking the accuracy of the plan. It shall be subject to annual business plan in case of deviation. Payment period:each month
注：标准管理与基础销售折让有关，当经销商的销售 和服务管理都符合标准要求时，可获得全部基础销售 折让，否则将被扣除部分基础销售折让，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%
Objective Promote dealers to fulfill the monthly sales target, ensure the achievement of Audi brand overall target Sales assessment ratio： A4L：Assessment ratio = 1.1% ×discount coefficient ( A ) A6L：Assessment ratio = 1.1% × discount coefficient（A ） Assessment method ： Each model shall be assessed separately ，Monthly distribution plan will be released separately.
标准管理审核周期: 每年审核二次，每半年进行一次。
11
2009商务政策Dealer Margin Policy -Basic Discount (A6L/A4L):4.5%
Regulations
95%≦ Sales Audit pass rate ≦ 100% and 95%≦ Service Audit pass rate ≦
10
2009商务政策Dealer Margin Policy -基础销售折让(A6L/A4L):4.5%
基础销售折让规则：
--若 95%≦销售审核通过率≦ 100%且95%≦服务审核通过率≦ 100%，则可获
得全部基础销售折让;
--销售审核通过率或服务审核通过率<95%，则基础销售折让被扣除0.3%;
A. B.
C.
sales plan fulfillment rate ≥100%，discount coefficient A =1 sales plan fulfillment rate ＜100%，discount coefficient A = sales plan fulfillment rate For the dealers that do not complete the monthly plan, if they could complete the whole year business plan for more than 80% by the end of the year, the tracing back can be done as per the following method：