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1、一汽大众奥迪经销商2012年商务计划(商务政策)中英文版 FAW-VW AUDI AUTHORIZED DEALER/AUTHORIZED SINGLE SERVICE DEALERBusiness Plan 2012,1、前言/ForewordPage 3 2、术语/TerminologyPage 43、经销商基本情况/Dealer Basic SituationPage 6 4、市场情况/Market OverviewPage 7 5、新车采购及AAK计划/STD/AAK Plan Page 11 6、奥迪品荐二手车商务计划/ARRUC Plan Page 16 7、汽车金融商务计划/Au
2、to Financial Business Plan Page 17 8、试乘试驾车、服务替换车计划/Demo Cars,service Page 21 replacement vehicle plan9、PDI/库存车管理PDI/Storage vehicle management Page 2310、备件计划/Spare parts Overview Page 24 11、经销商质量目标/Dealer Quality TargetPage 25 12、市场营销计划/Marketing PlanPage 2613、公关计划/PR PlanPage 27 14、服务计划/Service Pla
3、n Page 2915、经销商人员计划/Dealer Staff PlanPage 31 16、培训计划/Training Plan Page 3717、财务计划/Financial PlanPage 54 18、投资计划/Investment PlanPage 55,目录/Catalog,1.前言/Foreword,2012年商务计划是一汽大众奥迪事业部与奥迪特许经销商共同签署的正式年度商务合同。在本合同中，对奥迪特许经销商（特许服务商）本年度在市场营销、销售计划、服务及备件计划、网络质量、人员及培训、新增投资计划等方面都做了详细的规定，经销商应严格遵守并执行营销计划的所有条款。一汽大众奥迪
4、事业部将按照商务计划对经销商进行全面的考核，对没有完成商务计划的经销商将按商务政策和其他有关管理规定对经销商进行相应的处罚。对数年不执行商务计划的经销商，将按一汽大众奥迪特许经销商协议的有关条款以及奥迪特许经销商退网管理办法与其解除协议。,Business Plan 2012 is the official annual marketing contract jointly subscribed between FAW-VW Audi Sales Division and Audi authorized dealer.（inl.authorized single service dealer）
5、it has been detailed stipulated in respect of Audi dealers market activities,sales plan,service and spare parts plan,dealer quality,staff and training,and new investment plan.Dealer should strictly comply with all the provisions of this business plan.FAW-VW Audi Sales Division will carry out overall
6、 check on dealer according to the business plan.Dealer who fails to fulfill the business plan will be penalized accordingly as per the marketing policy and other relevant management regulation.To those dealer who do not implement Business Plan in several consecutive years,FAW-VW Audi Sales division
7、will terminate the agreement with them according to the related provision of FAW-VW Audi Authorized Dealer Agreement“&Audi Authorized Dealer Quit Management Regulation.,责任区域（PMA）：指特许经销商可进行经营活动的区域 一级责任区域：奥迪销售事业部依据六大区域省份（直辖市、自治区）自然地理边界，划定六大区域的责任区域 二级责任区域：由各区域代表处按照区域内部管理的要求，在“一级责任区“内划定各特许经销商的责任区域，并报奥迪销
8、售事业部备案约束性指标 指各特许经销商与奥迪销售事业部之间合同意义上的约定数量化目标，必需完成的强制性指标，奥迪销售事业部严格依据此指标对经销商进行考核，包括政策相关的考核及非政策相关的评价 黄颜色空格内标注的为约束性指标，不带颜色的空格为非约束性指标 非约束性指标：形成完整的营销计划所涉及的支持性数据，不做为考核指标，但做为约束性指标的支持和基础，体现与主要指标的相关性,2.术语/Terminology,2.术语/Terminology,PMA:area where an authorized dealer can perform business operation.Level 1 PMA
9、:5 level 1 PMAs are drawn according to geographic border of 5 regions prescribed by Audi Sales division.Level 2 PMA:under level 1 PMA,drawn by each regional offices according to the internal requirement of the region,and reported to Audi Sales Division for reference.Binding targets the agreed quanti
10、tative targets between dealer and ASD are the obligatory indexes which must be fulfilled.ASD will check the dealers strictly according to those indexes,incl.related policy check and non-policy evaluation.Blank in yellow color are restricted index,blank with no color are not striction Non-binding ind
11、exes:supportive data involved which help to form a complete business plan,not to be taken as checking indexes,yet serve as support and basis to the binding indexes,represent also the co-relation to the major indexes.,3.经销商基本情况/Dealer Basic Situation,（含两年业务发展概述/Incl.Two-year business development pros
12、pect）,sheet(1),4.市场情况/Market Overview,sheet(2),4.市场情况/Market Overview,sheet(2),4.市场情况/Market Overview,sheet(2),4.市场情况/Market Overview,sheet(2),sheet(5),注:此版采购及AAK计划为经销商年度预算计划，具体供货的品种、数量以执行月计划为准；本版计划将作为营销政策 中计划完成率考核的依据；同时奥迪销售事业部保留调整计划的可能，调整计划发生时双方再次协商确认。/This version of purchasing plan is dealers yea
13、rly budget plan.The supply models and volumes are in line with executive month plan.This plan will be the basis for checking plan fulfilment rate of business policy.,5.新车采购及AAK计划/STD/AAK,sheet(6),5.新车采购及AAK计划/STD/AAK,sheet(7),注:此版采购及AAK计划为经销商年度预算计划，具体供货的品种、数量以执行月计划为准；本版计划将作为营销政策中计划完成率考核的依据；同时奥迪销售事业部
14、保留调整计划的可能，调整计划发生时双方再次协商确认。/This version of purchasing plan is dealers yearly budget plan.The supply models and volumes are in line with executive monthly plan.This plan will be the basis for checking plan fulfilment rate of business policy.Meanwhile,ASD may adjust plan.The two parties shall negotiat
15、e and confirm the adjusted plan again.,注：此计划仅适用于已得到相应授权的经销商/This plan applies only to dealers who have been authorized to sell the corresponding products.,5.新车采购及AAK计划/STD/AAK,sheet(8),注：此计划仅适用于已得到相应授权的经销商/This plan applies only to dealers who have been authorized to sell the corresponding products.
16、,5.新车采购及AAK计划/STD/AAK,5.新车采购及AAK计划/STD/AAK,【1】大用户销售统计标准：CKD车辆与FBU车辆混合计算；Fleet Stat.standard:CKD【3】经销商大用户业务考核指标为：大用户。Dealers Fleet KPI are:Fleet.,【1】奥迪二手车销售量包含认证二手车销售量；Audi UC sales volume includes CUC sales volume.【2】认证二手车指的是符合奥迪认证标准并且有一年质保期的奥迪品荐二手车；CUC is Audi UC that fulfills Audi certificated UC
17、standard and with a warranty of 1 year.【3】此商务计划仅限于已经通过奥迪品荐二手车正式授权的经销商。This plan is only for dealers authorized in operating Audi Refined Recommendation UC business.,6.奥迪品荐二手车商务计划/ARRUC PLAN,sheet(22),注：此计划仅适用于已得到相应授权的经销商/This plan applies only to dealers who have been authorized to sell the correspo
18、nding products.,7.1 汽车金融商务计划-汽车贷款/Auto Finance Business Plan-Auto Loan,7.汽车金融商务计划/Auto Financial Business Plan,名词解释/Notes车贷销售量：指经销商用汽车贷款手段售出的车辆数量/Auto Loan Sales Volume:Refer to auto sales volume by means of loan车贷渗透率：车贷销售量 汽车销售总量/Auto Loan Penetration Rate:Auto-loan Sales VolumeAAK,sheet(22),注：此计划仅
19、适用于已得到相应授权的经销商/This plan applies only to dealers who have been authorized to sell the corresponding products.,7.2 汽车金融商务计划-汽车保险/auto finance Business,7.汽车金融商务计划/Auto Financial Business Plan,名词解释/Notes新保量：指经销商售出车辆的同时所售出的汽车保险数量/New auto insurance volume:Auto insurance volume of new car sales新保渗透率=新保量新
20、车销量/New auto insurance penetration rate=New auto insurance volume AAK注意：新保量有效单数至少包含车损险/Auto insurance volume should include DLW,sheet(22),注：此计划仅适用于已得到相应授权的经销商/This plan applies only to dealers who have been authorized to sell the corresponding products.,7.2 汽车金融商务计划-汽车保险/auto finance Business,7.汽车金融
21、商务计划/Auto Financial Business Plan,名词解释Notes续保量：指除新车投保以外的汽车保险购买量/Auto insurance renewal volume:Auto insurance volume except new auto insurance续保渗透率：续保量（去年同期新车销量+前年同期新车销量）/Auto insurance renewal penetration rate:Auto insurance renewal volume(AAK of corresponding period of last year+AAK of correspondin
22、g period of the year before last)注意：续保量至少包含车损险/Auto insurance volume should include DLW,sheet(3),8.试乘试驾车、服务替换车计划-Demo Cars,service replacement vehicle plan,sheet(3),8.试乘试驾车、服务替换车计划-Demo Cars,service replacement vehicle plan,sheet(10),9.PDI/库存车管理PDI/Storage vehicle management,直销车代交车服务：奥迪特许经销商在执行奥迪销售事
23、业部直销用户车辆代交车时必须向用户无偿提供以下代交车服务项目：A、奥迪标准售前整备（PDI）；B、油箱加满；C、全车清洗。奥迪特许经销商为奥迪销售事业部直销车辆提供代交车服务，奥迪销售事业部将按照一定标准对每辆代交车给予补偿,相关具体内容详见奥迪品牌大用户商务政策的相关规定。,10.备件计划/Spare parts Overview,sheet(2),11.经销商质量目标/Dealer Quality Target,11.经销商质量目标/Dealer Quality Target,sheet(10),12.市场营销计划/Marketing Plan,sheet(11),13.公关计划/PR P
24、lan,14.服务计划/Service Plan,sheet(12),14.服务计划/Service Plan,15.经销商人员计划/Dealer Staff Plan,经销商人员配置计划/Staff plan,经销商人员配置计划/Staff plan,15.经销商人员计划/Dealer Staff Plan,15.经销商人员计划/Dealer Staff Plan,15.经销商人员计划/Dealer Staff Plan,15.经销商人员计划/Dealer Staff Plan,15.经销商人员计划/Dealer Staff Plan,16.1 产品培训（专业版）/Product Train
25、ing（Professional version),16.培训计划/Training Plan,16.1 产品培训(专业版）/Product Training（Professional Version),16.培训计划/Training Plan,16.1 产品培训(精简版）/Product Training（Short Version),16.培训计划/Training Plan,16.1 产品培训(精简版）/Product Training（Short Version),16.培训计划/Training Plan,16.2管理培训-销售（业务层）/Management Training-S
26、ales Advisor,16.培训计划/Training Plan,16.2管理培训-销售（业务层）/Management Training-Sales Advisor,16.培训计划/Training Plan,16.2管理培训-销售（管理层）/Management Training-Sales manager/director/GM,16.培训计划/Training Plan,16.2管理培训-销售（管理层）/Management Training-Sales manager/director/GM,16.培训计划/Training Plan,16.培训计划/Training Plan,
27、16.2管理培训-销售（管理层）/Management Training-Sales manager/director/GM,16.2管理培训-销售（管理层）/Management Training-Sales manager/director/GM,16.培训计划/Training Plan,16.2管理培训-汽车金融培训/Auto Finance Training,16.培训计划/Training Plan,16.3 售后服务技术、非技术培训/Service Technology,non-Technology Training,sheet(19),16.培训计划/Training Plan
28、,说明：1.请在灰色底纹方格内填写需求；2.带*的培训项目，只针对新经销商。,sheet(19),16.培训计划/Training Plan,16.3 售后服务技术、非技术培训/Service Technology,non-Technology Training,Remark:1.Please fill the amount of person in the grayer blank;2.The training which has symbol”*“only is for new dealers.,sheet(19),16.培训计划/Training Plan,16.3售后服务技术、非技术培
29、训/Service Technology,non-Technology Training,说明：1.请在灰色底纹方格内填写需求；2.带*的培训项目，只针对新经销商。,sheet(19),16.培训计划/Training Plan,16.3 售后服务技术、非技术培训/Service Technology,non-Technology Training,Remark:1.Please fill the amount of person in the grayer blank;2.The training which has symbol”*“only is for new dealers.,16.
30、3 售后服务技术、非技术培训/Service Technology,non-Technology Training,sheet(18),16.培训计划/Training Plan,sheet(18),16.培训计划/Training Plan,16.3售后服务技术、非技术培训/Service Technology,non-Technology Training,17.财务计划/Financial Plan,sheet(21),注释：汽车金融收入：包括但不限于保险公司佣金、为客户提供的有偿金融服务收入（能向客户出具发票）等。Notes:AF Revenue:Include but not lim
31、ited to commission from insurance company,legal AF service charge from customers etc.,sheet(24),注：有投资建筑维护计划的经销商适用此表,18.投资计划/Investment Plan,sheet(24),Note:Sheet applicable to dealer who invest for DPR project,18.1 Existing dealer invests for building renovation,18.投资计划/Investment Plan,sheet(25),注：有投
32、资扩建计划的经销商适用此表,18.投资计划/Investment Plan,sheet(25),Note:Sheet applicable to dealer who invest for enlargement plan.,18.投资计划/Investment Plan,sheet(26),注：有移地重建计划的经销商适用此表,说明：原有经销商投资移地重建项目必须经奥迪销售事业部审批之后方可实施。,18.投资计划/Investment Plan,sheet(26),Note:Sheet applicable to dealer who plan to move to a new locatio
33、n,18.3 Existing dealer investment plan for a new building at a new location,Introduction：The restruction project of the dealer should be approved by ASD first.,18.投资计划/Investment Plan,sheet(27),注：新入网经销商适用此表,18.投资计划/Investment Plan,sheet(27),Note:Sheet applicable only to new dealers,18.投资计划/Investmen
34、t Plan,Note:1.Replacement car:At least one Audi A6L(AT).every 12 TPs more per day needs another 1 additional RC(note:A8 dealer should provide min.1 A8 RC)2.At least one service mobile,the model should be Audi Q7 3.6L ro Q5;equip at least one car for business purpose,restricted only to Audi serial pr
35、oducts3.Reference price:A4L RC is RMB350,000,A6L RC is RMB400,000,A8 RC is RMB1mio.,Q7 service car is RMB700,0004.Reference price for special tools/equipment(Terminal/Workshop standard):About 2.2-2.5 Mio.RMB5.Reference price for common tools/equipmen(Terminal/Workshop standard):About 3.54.2 Mio.RMB
36、6.The construction and tools/equipment cost of Alu.workbay:0.65-0.85Mio.RMB.It need different tools/equipment according to different Alignment jig.7.Spare parts store of new dealer:1.5 Mio.RMB(w/o VAT),sheet(29),注：新入网经销商适用此表,18.投资计划/Investment Plan,Note:Sheet applicable only to new entry dealers,sheet(29),18.投资计划/Investment Plan,sheet(30),注：新入网经销商适用此表,18.投资计划/Investment Plan,sheet(30),Note:new entry Dealer fill this sheet pls.,18.投资计划/Investment Plan,谢谢！Thank you!,
