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您现在的位置:首页 > 新闻频道 > 新车动态

经销商转型应从把握数据主动权开始

2019-06-25 16:22:14 来源: 责任编辑: 浏览量:
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《中国汽车报》记者 焦玥

在2019年中国汽车经销商大会暨百强发布会“经销商集团运营与发展”论坛上,CDK Global亚太区总裁忻海洪以“凡益之道,与时偕行”为主题,分享了关于汽车流通行业转型的思考。

CDK Global连续十年参加百强发布会,见证了中国汽车经销商关注点的变化。忻海洪说,十年前,经销商只要开店就能赚钱,关注的是代理什么品牌、店开在哪里。而今,包括中国在内的全球汽车市场都在收缩,与此同时,新技术、新能源、新商业模式等变化都在促使汽车流通行业变革,迫使经销商的关注点从获取外部资源转向提升内部能力。基于此,CDK Global提出,当前经销商转型的三个着力点——数字营销、新零售、生态圈,它们决定了经销商如何更好地获客、留住客户以及为客户提供更多的价值。

首先是数字营销。据不完全统计,目前线上推广费已是中国经销商最大的广告支出,但是95%以上的门店人员都认为,所谓的数字营销就是从网站购买销售线索。在忻海洪看来,数字营销的关键不是一串名字和电话号码而是对数据的主动权,其价值也并非只是获取多少联系方式,而是线索质量,了解获取线索的过程以及潜客的具体特性和需求,从而提高销售效率。欧美市场有种说法,一辆车的售价其实只有车辆整个生命周期产生的价值的1/4到1/5,剩下的部分才是经销商应该用心经营的。目前,中国经销商热衷于购买大量销售线索,认为线索数量直接决定转化率,却忽视了利用技术手段对来销售线索进行加工挖掘,来提高转化率,以及运营客户,对客户信息进行再利用,不断向其提供有价值的服务,降低客户流失率。

忻海洪指出,消费者线上购车是一个周期长、决策慢、流程灵活的过程,每个环节考虑的内容不同,在线上使用的媒体也不同,因此经销商需要在每个环节有针对性的布局,构筑自己的媒介阵地,并利用一系列与之匹配的数字化工具,比如,数字资产中心(DMP)保证营销的效率,与流程相关的DMS(经销商管理系统)、LMS(线索管理平台)、BI(商务智能)、智慧4S店等工具解决线下衔接的部分,保证转化率。最近,CDK Global 携手合作伙伴推出了数字营销解决方案,通过数据资产、整合策略、媒介投放、ROI (投资回报率)优化等流程,帮助经销商掌握数据主动权,提高售前和售后的效率。

第二是新零售。“新零售的关键是人,对于产业链前端,即制造商的影响是从按库存生产转化到按订单生产,对于产业链后端,即经销商的影响则是,从关注产品、与厂家的关系转向以客户为中心。”忻海洪进一步解释称,经销商要建立以客户为中心的服务生态系统,尽量把自己的生态数字化,并针对销售对象实施个性化的营销策略。在营销时从客户所处的场景出发进行销售,在服务时重点关注客户需求和体验,并借此设计自己的服务。

忻海洪以融资租赁为例介绍称,过去,中国的融资租赁业务更强调“租”,如今逐渐转向强调“用”,通过基于对客户的了解,持续提供更具弹性的个性化方案,充分挖掘客户用车阶段的价值链。经销商对客户需求的了解从何而来?每辆融资租赁车上的车联网便是天然的数据采集系统,这座数据富矿有待经销商充分挖掘。

第三是生态圈。“无论是车企,还是互联网巨头都在争相布局生态圈,显然未来谁拥有生态圈,谁就手握客户信息,谁就占据营销的主动权,经销商也不例外。”忻海洪建议,“与车有关的消费很低频,这就需要经销商要尽可能地了解客户、掌握其生活方式,会员俱乐部的积分体系则是经销商搭建自己生态圈的有力武器。”

深耕汽车经销商管理系统47年的 CDK Global,熟稔欧美等发达国家汽车市场的发展规律,并根据中国市场需求不断完善数字营销和新零售解决方案。忻海洪指出,中国经销商对互联网的重视程度超过欧美国家,并不惜在这一领域投入大量资金来武装自己,这的确有助于提高经销商的运营能力,但在汽车市场从增量市场向存量市场切换的当下,充分挖掘多年来系统中沉淀下来的数据才是经营之本。这里所说的数据不是用车信息,而是经过深加工的客户信息。

“如果经销商能够与时俱进地把握好数字营销、新零售、生态圈三大转型着力点,便无惧市场寒冬。”忻海洪说。

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