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团购虽好,可不要贪杯哦!团购是4S店的解药or毒药?

2015-08-04 14:19:00 来源:V车界 责任编辑:Faye 浏览量:
关键字:团购 4S店

第一汽车资讯网 新闻】汽车团购,顾名思义,就是许多准备买车的人通过网络、手机短信或电话等各种方式进行组团,组成十几人甚至几十人的团队集体去和经销商砍价,达到以优惠价格买到新车的目的。汽车团购作为一种时下流行的汽车购买方式,对于4S点来说到底是一味解药还是毒药,下面正反两方分别给出了自己的观点。

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反方:团购是毒药,容易上瘾

1、价格上的优惠是团购成功的重要因素,不放价,客户不会来,来了也不会买,不优惠也很难达到团购的氛围。当价格放出去,价格就收不回来,对未成交的客户影响较大。可以理解为,效果越好,影响越坏。

2、团购会在一个时间段内成交大量客户,客户提车往往要等较长时间,影响客户满意度,并且在后期很长一段时间销售顾问都会忙着交车,对接下来的工作有影响。

3、在短时间销量大幅度提升,厂家考核也有提升,可以拿到一定的奖励,但将面对下个月更大压力的销售任务。团购一般热销车型订单较多,这与4S店库存存在矛盾。厂家在要求经销商做团购活动时,对经销商团购有考核要求,目标无法完成,反倒被罚款。

4、团购相对于车展来说,是临门一脚,团购没有新的潜客进入,在很大程度上是在啃老本。团购一般促销政策较固定,会影响保险、金融、精品推销,影响整体销售质量。团购中有时会赠送售后礼包,这对售后增值业务的开发有影响。更何况团购效果未必明显,还有一定成本,会干扰销售节奏。

5、当团购活动成为一个店的习惯,降价就能卖车,一些店就往往陷入一个误区,对一些常规改善手段就不感冒,反而导致4S店营销手段的单一化。

6、团购只是一个促销手段,无关于4S店生死。市场竞争,价格战是难免的,但永远不是最重要的。更何况现在很多店是亏本卖车,会出现“小吃大的现象”,你车卖的越多,死的越快。

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正方:团购是解药,好处多多

1、厂家压库过大,团购加快经销商资金周转,降低了财务成本。厂家考核营销计划要求,有活动支持,必须做团购。厂家奖励政策刺激。团购活动成交量大,帮助经销商冲击更高台阶的奖励。

2、同城同品牌价格战,不是你死就是我活,不团购还怎么活。

3、相对于大型车展团购成本相对较低。大型车展前或后,消化潜客。潜在客户近期较多时,特别是对某款车型意向客户较多时,团购消化潜客。

4、店内团购能避免出现同城竞争的现象。提升销售士气,提升销售顾问销售收入。团购多卖车,对售后肯定有促进作用。

5、库存车、超龄车团购处理。新车将上市,老款车型急需处理。避免高库存打乱销售部的政策策略。

对于汽车经销商来说团购就如同“神药”,尽管当时能立即见效,看起来相当给力,越用越上瘾。但这玩意总不是长久之计,依赖性太强,药效越用越不明显。最后温馨提醒:团购虽好,可不要贪杯哦!

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