Talking about the pain points of the auto parts industry, how to turn the pain points into advantages
The rapid development of the automotive industry has given birth to the rapid development of automotive aftermarket services. As a major member of the automotive aftermarket, the auto parts industry plays an important role in it. The fast-developing industry is bound to have fierce market competition. The layman is watching the excitement, and the expert is watching the door. As an auto parts operator, facing more and more challenges, he must continuously improve his core competitiveness in order to achieve the goal of sustainable profitability.
Auto parts business requires two foundations: understanding technology and supply advantages. Technology determines experience, and experience affects service. The supply of goods directly affects profits. Of course, since the auto parts business has been chosen, there is naturally no problem with technology and supply, so I won't talk about it here. If you don't have the technology and supply, then it's useless to tell you more, let's go another way.
Pain point 1 of auto parts business: service
The essence of auto parts business is service. If you want to obtain loyal and stable customers in the auto parts industry, you need to "think what customers think, and worry about what customers need". There must be a set of convenient, fast and efficient service methods to meet the needs of customers, so as to realize the rapid response of customers to accessories requirements.
Generally, customers who go to buy accessories are in a hurry to use them "waiting for the rice to cook". You need to get the accessories you need in the shortest time. If you don't have a fast service method, customers can't get their accessories after waiting for a long time. They go out and turn left to go to their peers. As a service industry, it is not only necessary to understand the needs of customers, but also to understand the mentality of customers.
What are the things that customers in the auto parts industry hate?
1. Disordered management: Customers are very disgusted with the phenomenon of “unable to send out the goods, and there are many out of stock varieties” that often appear in the merchants;
2. Price confusion: They hate the phenomenon of "one price a day, looking at people's quotations, casually making quotations, and waiting for customers to counter".
How to establish a convenient, fast and efficient service method?
1. Throughout the service concept, the auto parts business needs to be up to the boss, down to each employee to establish a "convenient, fast and efficient" service concept in their minds, and always have a "time is the efficiency of the enterprise, is our income" awareness in the mind ; Implement "orderly, accurate, fast and efficient" into various specific tasks. When answering customer inquiries or answering the phone, be concise and comprehensive, clear and orderly; when asking customers to wait, do not exceed five minutes, let alone let customers wait blindly; salespersons are required to have comprehensive business knowledge, and to distinguish the name and model. Accurate; the cashier is required to calculate accurately and meticulously; the delivery person is required to be familiar with the storage location of each part, the pace of entry and exit is fast, and the movements are skilled; the delivery person is required to have a strong sense of responsibility, be conscientious and meticulous, clear handover, and complete the procedures .
2. A complete range of accessories: abundant inventory, easy query of rare and difficult parts, quick response of ordered parts and assemblies, and timely delivery of vehicles. From small screws, nuts, cotter pins, to big frame, cab, engine assembly, you need to prepare everything you need, and you can find the unprepared as soon as possible, so that customers can feel your professionalism. Auto parts business pain point 2: price war
Price wars are not just a pain point in the auto parts industry, every industry hates price wars. At present, there is such a strange phenomenon in China: doing business is not to sell products, but to sell prices, not to make products well, but to make prices low. However, when an industry sucks in prices, it's also about to disappear.
Ren Zhengfei, the founder of Huawei, once said: "The price war and low-price competition not only harms peers, exhausts oneself, and deceives consumers, but also damages the future of China's business." Why are people keen to fight price wars? Because the effect of the price war is indeed obvious, once the brick-and-mortar store has a discount, sales will definitely increase. But fighting a price war is nothing more than drinking poison to quench thirst, because the price is only lower, not the lowest. It's a horrible vicious circle.
In order to win the price war, the price was lowered. However, in order to ensure a certain profit, it is necessary to reduce costs. The cost is reduced, and the quality of the goods will naturally be reduced, which is definitely a serious damage to the development of the industry. Even if the quality of your product is not reduced, gradually reducing the price will give customers a feeling of reduced quality. Furthermore, by relying on price wars, the market you get is not stable and reliable, because your customers, without the slightest loyalty, will betray you at any time because of the price. Pain Point 3 of Auto Parts Operation: Inventory Management
As the circulation of service commodities, auto parts need to pay attention to the capital turnover rate occupied by inventory commodities. Many auto parts operators have found out that many parts are sold at the end of the year, and the price is appropriate, but the profit has not improved. This is inventory management not done well. A lot of money is taken up by inventory.
Inventory management has been explained in a special article before. I will not repeat too much here. Just control the auto parts inventory structure. Remember the following points:
Improve the pertinence of stocking: do a good job of distinguishing between wearing parts, regular spare parts and uncommon parts. Do more market research in your own sales scope to understand the market.
Strictly and meticulously grasp the quantity of goods in stock, regularly analyze the sales history of the previous period, find out the general order of customers, and make targeted replenishment. Accurate customized procurement replenishment cycle, reasonable arrangement of inventory structure. If the procurement cycle is too long, the out-of-stock rate will increase, and if the procurement cycle is short, the inventory will increase.
But now, the domestic car update period is getting shorter and shorter, there are more and more brand models, and the quality of spare parts production is getting better and better. For the current auto parts operators, the inventory turnover rate will be lower and lower, and the more management It is more and more difficult, and it is also a reality that auto parts operators must consider. Fortunately, in the era of Internet big data, auto parts management software can handle inventory management well. The transformation of the management concept is the key. A software product that can help the management concept to be successfully implemented is also very important. More importantly, it can provide the function of customer marketing.