1、2009年奥迪品牌经销商商务政策Audi Dealer Margin Policy 2009,商务政策总览Dealer Margin Policy Overview,CKD(A6L),CKD(A4L),FBU(A8/Q7/TT/A5),6.8%,6.8%,10.3%,FBU(R8),9.0%,2009商务政策Dealer Margin Policy -,CKD(A6L)6.8%,商务政策Dealer Margin Policy-,销量Volume,1.1%,CSS-Sales,0.2%,Mystery shopping,0.4%,Workshop Test,0.2%,CSS-Service,0
2、.4%,基础销售折让/Basic Discount 4.5%,考核销售折让/Assess-ment Discount2.3%,SSM,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
3、,the maximum for SSM is 0.3%,A6L,2009商务政策Dealer Margin Policy -,CKD(A4L)6.8%,商务政策Dealer Margin Policy -,销量Volume,1.1%,CSS-Sales,0.2%,Mystery shopping,0.4%,Workshop Test,0.2%,CSS-Service,0.4%,SSM,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销售折让，最多可扣除0.3%Note: SSM is related to b
4、asic 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%,基础销售折让/Basic Discount 4.5%,考核销售折让/Assess-ment Discount2.3%,A4L,2009商务政策Dealer Margin Policy -,FBU (Q7/A8/TT/A5)10.3%,销量Volume,1.7%,商务政策Dealer
5、 Margin Policy -,CSS-Sales,0.3%,CSS-Service,0.5%,SSM,0.3%,Mystery shopping,0.5%,Workshop Test,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
6、 basic discount will be cut,the maximum for SSM is 0.3%,基础销售折让/Basic Discount 7.0%,考核销售折让/Assess-ment Discount3.3%,Q7/A8/TT/A5,2009商务政策Dealer Margin Policy -,R8,FBU(R8)9.0%,商务政策Dealer Margin Policy -,SSM,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 relat
7、ed 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%,基础销售折让/Basic Discount 9.0%,2009商务政策Dealer Margin Policy -,2009年奥迪品牌营销政策细则-CKD,Detailed Rules for Audi Margin Policy 2009 -CKD,目的： 提供经销
8、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：,基础销售折让(A6L/A4L):4.5%,2009商务政策Dealer Margin Policy -,Objective Provide dealer normal operation cost. Ensure the basic viability
9、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，
10、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:,Basic Discount (A6L/A4L):4.5%,2009商务政策Dealer Margin Policy -,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
11、审核通过率95%，则基础销售折让被扣除0.3%; 标准管理审核周期: 每年审核二次，每半年进行一次。,基础销售折让(A6L/A4L):4.5%,2009商务政策Dealer Margin Policy -,Regulations 95% Sales Audit pass rate 100% and 95% Service Audit pass rate 100%, dealer can get full basic discount Sales Audit pass rate 95% or Service Audit pass rate A 65 , M = 0.2%,当A 65， M = 0
12、,考核周期:奥迪销售事业部网络部每年将委托第三方对经销商实施秘密采购6次，前3次平均成绩作为上半年考核依据，后3次平均成绩作为下半年考核依据。,当A 89, M = 0.4%,考核车型范围： CKD及FBU,考核办法：,2009商务政策Dealer Margin Policy -,Objective Check dealers implement of standard sales process Assessment ratio The top reward is 0.4% , different discount（ M ） will be paid for different result
13、s（A:score）,dealer who do not participant mystery shopping 3 times in the responding half year assessment will not get this discount. Assessment models： CKD &FBU Assessment method:,Mystery shopping(A6L/A4L) :0.4%,89A 65 , M = 0.2%,A 65 ， M = 0,A 89 , M = 0.4%,NoteThe third party consigned by FAW-VW A
14、udi Sales Division will implement mystery shopping on dealers for 6 waves every year ,the average result of first 3 waves will be as the basis for the first half year,the the average result of 2nd 3 waves will be as the basis for the second half year.,2009商务政策Dealer Margin Policy -,飞行检查(A6L/A4L) :0.
15、2%,目的：检查奥迪经销商对标准服务核心流程的执行及达成情况。,考核佣金比例：最高考核比例为0.2%，根据各奥迪经销商飞行检查考核成绩(A：分)，给予经销商相应的考核佣金比例(M)。未参加飞行检查的经销商不享受该考核政策。,考核周期说明：奥迪销售事业部用户服务部每年将委托第三方对经销商实施飞行检查2次，每半年1次，按每半年的成绩进行考核。,考核车型范围： CKD及FBU,2009商务政策Dealer Margin Policy -,当A 85 , M = 0.2%当85 A 70, M = 0.1%当A 70 ， M = 0,Workshop Test (A6L/A4L) :0.2%,Obje
16、ctive To improve customers satisfaction and the brand loyalty of Audi customers. Assessment models： CKD &FBU,Assessment ratio 0.2%, according to dealer WT score A, impose on dealer corresponding bonus. Dealer who do not participant work shop test will not get this bonus,Assessment period Audi servic
17、e dept contract a 3rd party to carry out 2 times a year WTC on dealer. Once half a year, the results of each wave is the base of assessment.,2009商务政策Dealer Margin Policy -,A 85 , M = 0.2% 85 A 70, M = 0.1% A 70 ， M = 0,2009年奥迪品牌营销政策细则-FBU,Detailed Rules for Audi Margin Policy 2009 -FBU,目的： 提供经销商正常经营
18、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。 FBU销售折让计算基础：为基本车型的市场指导价 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：,基础销售折让(FBU) A8/TT/Q7/A5:7.0%;R8:9.0,2009商务政策Dealer Margin Policy -,Objective Provide dealer normal operation
19、 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 . Sales Discount Calculation Basis Retail Price of Basic Models Regulations Whether for sales o
20、r 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:,Basic Discount (FBU) A8/TT/Q7/A5:7.
21、0%;R8:9.0,2009商务政策Dealer Margin Policy -,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%; 标准管理审核周期: 每年审核二次，每半年进行一次。,基础销售折让(FBU) A8/TT/Q7/A5:7.0%;R8:9.0%,2009商务政策Dealer Margin Policy -,Regulations 95% Sales Audit pass rate 100% and 95% Service Audit pass r
22、ate 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.,2009商务政策Dealer Margin Policy -,Basic Discount (FBU) A8/TT/Q7/A5:7.0%;R8:9.0,目的：鼓励经销商按月完成销售任务
23、，确保奥迪品牌总体目标的实现考核销售折让比例 ：A8/TT/Q7/A5：考核销售折让比例 = 1.7% 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：,销量考核(FBU)： A8/TT/Q7/A5 1.7%,2009商务政策Dealer Margin Policy -,Objective Promote dealers to fulfill the monthly sa
24、les target, ensure the achievement of Audi brand overall target Sales assessment ratio：A8/Q7/TT/A5：Assessment ratio = 1.7% discount coefficient ( A )Assessment method ： Each model shall be assessed separately ，Monthly distribution plan will be released separately.sales plan fulfillment rate 100%，dis
25、count coefficient A =1sales 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 fol
26、lowing method：,FBU Assessment: A8/TT/Q7/A5 1.7%,2009商务政策Dealer Margin Policy -,考核办法：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,销量考核(FBU)： A8/TT/Q
27、7/A5 1.7%,2009商务政策Dealer Margin Policy -,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 sea
28、ling in advance by SC, the SC shall provide tracing back at the end of the year Regional Force 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,
