· Life and death bureau: accessories dealers with bankruptcy

"The days are not good," this year there has been a wave of closures in the industry. Accessories dealers have felt the winter in advance. In the Internet industry, under the general trend of the industry, the time left for dealers is not much.

Based on the worries and predicaments that are common in the industry, China Automotive Consulting Center held a salon event in Guangzhou on November 12th, “How to seize the business opportunities of auto parts channel trading”, and invited accessory dealers to deal with the drawbacks of the industry. Tucao, analysis and questioning, looking for a broken road.

One of the pain points of the industry is that there are too many levels and channels. After the accessories are produced from the manufacturer, the circulation link needs to be handed over by the dealers at the level to reach the terminals of the store and the repair shop. In this dealer system, no one is absolutely safe, and each level of dealers may be subverted at any time, in addition to the same level of competitors, as well as subordinate dealers to get the goods. Even the general agent at the top of the pyramid is difficult to self-safe under the law of the jungle. Some manufacturers will not sign a general agent according to the rules, and there is a transgression rule of “general agent 1”, “general agent 2” and “general agent 3”. The behavior, or the manufacturer crosses the general agent to directly deal with the subordinate dealer.

The second point of the industry is that the cost is rising rapidly and the gross profit margin is not high.

The third point of the industry is that the industry is brewing subversive power. Previously relying on information opacity to obtain high profits, with the emergence of the Internet e-commerce platform, slowly become ineffective.

Crisis and opportunities often coexist.

The gross profit margin of traditional wholesale parts is below 8%, while the retail profit is above 25%. If the channel can be flattened, the profit will double.

At present, there is already a pioneer in the market. One is the B2B mode adopted by Zhongchi Chefu, which is directly purchased from the factory, self-built warehousing and logistics system, and is distributed directly to dealers and repair shops. One is the American “Autozone” model adopted by Kangzhong to set up a dealer chain.

The common feature of these models is that as close as possible to the docks and repair shops, after the terminal is scaled, it will naturally receive support from the manufacturers for funding and distribution.

The trend in the industry lies in the horizontal integration of full interoperability, vertical flattening channels, thus forming a virtuous cycle of large cargo volume and low inventory under the joint force of expanding market dimension and compressing circulation costs, and having greater advantages in front of manufacturers and superior distributors. bargaining power.

The bigger opportunity lies in the fact that under the support of the national anti-monopoly regulations, the profit cake of the 4S shop monopoly will be separated, and the repair shop will have the demand for “cultivating the car”. The supplier will have more parts to provide the full range of parts. Competitive.

The store and the repair shop choose the dealer, which is the quality of the accessories provided by the dealer, whether it can be quickly delivered, and whether the price is affordable. How to provide high-quality accessories with low cost, high efficiency and multi-category is the key to maintaining the continuity of the transaction. In the case of limited strength, it is difficult for dealers to rely solely on themselves to meet this demand. In the past few brands, distributors have been struggling. Under such complex, multi-category and differentiated needs, the old method It won't work.

In the wave of Internet +, dealers found that low-cost, high-efficiency, accurate, massive, and complete information flow is difficult to achieve by dealers relying on word of mouth and joint goods. According to industry insiders, dealers who don't hold and expand their markets through "+ Internet" are likely to be eliminated by competitors or Internet companies using "Internet +", and the situation of traditional dealers being eliminated may be better than expected by the industry. Time is even faster.

Sticking to the traditional old road with the taste of "river and lake", or looking for a new road in the Internet wave, dealers are faced with choices.

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