海口嘉翔广丰9月经营工作报告.pptx

2006 Dealer Conference,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,2006 Dealer Conference,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,Land Rover 2003.Presenter/File name,Slide,*,月度经营总结,海口嘉翔广丰店,2013.9,月,目录,一、销售,销售进度,量销车达成,库存分析,自有资金,超期库存,水平业务,二手车业务,二、金融信,贷,贷总结,三、保险业,务,务总结,四、理赔业,务,务总结,五、市场部,分,分,集客,活动,月度客流统,计,计,月度客流分,析,析,月度市场案,例,例推荐,基盘分析引,导,导,六、财务,七、人力行,政,政,八、店内改,善,善,九、下月市,场,场预测,销量达成分,析,析：,销量进度,一、销售,销量,海南嘉翔广丰,年度,1,月,2,月,3,月,4,月,5,月,6,月,2013,合计,年度预算达成率,销量同比,销量环比,预算,1570,150,64,142,130,133,134,1197,76.2%,102%,142%,7,月,8,月,9,月,10,月,11,月,12,月,去年同期,上月销售,144,124,176,172,124,车型,毛利,8,月,9,月,平均单车进销差,平均单车综合毛利,平均单车进销差,平均单车综合毛利,新凯美瑞,-13899,8616,-18970,6254,老款凯美瑞,-23930,-105,-28947,-1513,汉兰达,-5442,17032,-13574,13394,雅力士,-14789,-3517,-19363,-7032,逸致,-17316,6,-18833,1350,进口车,51330,51330,0,0,所有车型平均,-12303,10563,-14566,7244,量销车达成,车型,项目,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,10,月,11,月,12,月,凯美瑞销量,计划,73,42,75,66,72,72,80,75,82,实际,78,37,87,66,88,84,81,75,84,凯美瑞毛利率（含返利）,计划,2.06%,2.15%,1.40%,2.77%,2.58%,3.85%,1%,3.54%,3.24%,实际,0.29%,2.52%,0.73%,-0.30%,3.08%,2.29%,1.25%,2.28%,-0.63%,量销车达成,车型,项目,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,10,月,11,月,12,月,汉兰达销量,计划,37,25,50,40,40,40,43,42,45,实际,32,33,40,33,31,42,46,43,47,汉兰达毛利率（含返利）,计划,3.01%,5.25%,4.43%,2.92%,3.09%,2.90%,2.63%,2.20%,1.41%,实际,1.98%,4.90%,2.68%,2.44%,2.75%,3.07%,2.84%,2.94%,1.88%,库存分析,车型,库存,8,月,9,月,库存合计,库存金额,自有资金库存台数,自有资金库存金额（万元）,库存合计,库存金额,总库存增加额,自有资金库存台数,自有资金库存金额,自有资金库存增加额,（万元）,新凯美瑞,53,1002,1,18,39,774,-228,2,36,18,老款凯美瑞,8,148,1,19,9,167,19,-19,汉兰达,15,415,6,176,-239,0,雅力士,10,91,-91,0,逸致,6,94,11,173,79,0,混动,2,63,-63,0,合计：,94,1813,2,37,65,1290,-523,2,36,-1,自有资金,超期库存,超期库存,车型,30-60,库存台数,30-60,库存金额,60-90,库存台数,60-90,库存金额,90,天以上库存台数,90,天以上库存金额,30-60,自有资金库存台数,30-60,自有资金库存金额,60-90,自有资金库存台数,60-90,自有资金库存金额,90,天以上自有资金库存台数,90,天以上自有资金库存金额,新凯美瑞,6,130,老款凯美瑞,汉兰达,雅力士,逸致,1,16,混合动力,合计：,7,146,0,0,0,0,0,0,0,0,0,0,水平业务,水平业务达成率,项目,信贷台数,展厅渗透率,展厅置换台数,展厅置换率,投保率,续保率,精品单台,着装率,精品营业额,达成,62,35%,14,8%,84%,9256.227,83%,1629096,月度目标,54,40%,16,12%,85%,65%,8000,70%,1080000,二手车业务,对比预算,月度置换率目标,月度置换率完成,海口嘉翔广丰,10%,8.4%,对比预算,月度台次目标,月度台次完成,海口嘉翔广丰,13,14,二、金融信,贷,贷总结,9,月，总提车,数,数为,176,台，信贷提,车,车,62,台，渗透率,为,为,35%,，距离,40%,的渗透率目,标,标还相差甚,远,远，,9,月黄金车展,，,，各位销售,同,同仁为自己,的,的目标拼搏,奋,奋斗，量上,来,来的同时，,质,质却有所下,降,降，为此，,作,作为信贷保,险,险负责人应,深,深刻检讨自,己,己，对车展,前,前及车展中,、,、后的分析,不,不够完善，,以,以后的车展,月,月应帷幄运,筹,筹。

一分耕,耘,耘一分收获,，,，谁能坚持,到,到最后，谁,就,就是赢家，,相,相信自己！,9,月海口嘉翔广丰,金,金融信贷总结,海南,KPI,年目标,1,月（实际）,2,月（实际）,3,月（实际）,4,月（实际）,5,月（实际）,6,月（实际）,7,月（实际）,8,月（实际）,9,月（实际）,9,月（计划）,累计达成,目标完成率,海口嘉翔广丰,台数,469,64,27,35,56,54,46,50,58,62,55,452,96.38%,信贷渗透率,35%,42.70%,42.20%,24.60%,43.10%,40.60%,37%,35%,47%,35%,35%,38.58%,110.22%,信贷利润,(,万元）,70,7.82,4.83,6.45,5.78,9.61,6.98,9.34,9.5,10.78,8.25,71.09,101.56%,信贷规模,三、保险业务总,结,结,9,月新车保费规模,112.8,万，,8,月保费规模,80.3,万，比上月上浮,了,了,29%,销售新车投保,率,率为,85.2%，,比上月下滑了,3.4%,，新车单台保费,7521,元,/,台，上月为,7308,元,/,台，比上月上浮,了,了,3%,。

新车投保率及,单,单台保费均达到,预,预期目标主要原因：,1,、新车投保率未,达,达标,9,月海口嘉翔广丰,保,保险总结,KPI,年目标,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,累计达成,目标完成率,海口嘉翔广丰,新车投保台数,153,61,134,127,117,116,144,110,150,1112,新车投保率,96%,92%,89%,92%,85%,93%,94%,88%,85.2%,90.4%,新车保险利润（万元）,8.8,6.3,8.1,9.5,11,11.9,12.7,11.2,12.6,92.1,续保率,43.01%,26.13%,33.01%,37.90%,31.79%,27.86%,32.36%,32.67%,34.1%,33.2%,续保台数,200,75,170,141,159,156,181,183,191,1456,续保利润（万元）,2.3,0.6,1,0.8,1.4,1.3,1.3,1.4,1.27,11.37,总保险规模（万元）,191.5,81.4,152.9,143.5,142.8,147.3,168.9,143.7,186.7,1358.7,9,月海口嘉翔广丰,店,店续保,KPI,年目标,1,月,2,月,3,月,4,月,5,月,6,月,7,月,8,月,9,月,累计达成,目标完成率,海口嘉翔广丰,保险基盘续保率,43.01%,26.13%,33.01%,34.47%,28.39%,27.85%,32.32%,32.67%,34.1%,32.44%,保险基盘续保台数,200,75,170,141,159,156,181,183,191,1456,售后基盘续保率,0%,0.01%,0.05%,0.02%,0.06%,0.12%,0.16%,0.14%,0.09%,0%,售后基盘续保台数,0,3,17,5,14,19,29,26,17,0,利润,0,0,0,0,3365.057,132637.44,13728.38,14741.79,12704.68,177177.3,四、理赔业务总,结,结,1,、售后,9,月保险公司赔付,金,金额为,1194613,万，赔付率为,64%，,三家保险公司,.,人保赔付率为,62.6%，,太保为,48.5%，,平安为,79.7%。

10,月每周须与保险,公,公司沟通送修率,，,，以,9,月送修金额来确,定,定出单金额2,、由于大事故较,少,少，只有挖掘在,店,店客户的消费能,力,力，与保险公司,充,充分沟通，建议,客,客户做全车翻新,本月全车翻新,有,有,26,个，金额,13,万占钣喷工时的,25%,3、8,月份以前保险挂,帐,帐已清理完毕9,月挂帐,34.3,万，在,10,月份指定专人跟,踪,踪保证 本月到,帐,帐9,月海口嘉翔广丰,门,门店续保,理赔分析,9,月份,全年累计,KPI,平安,太保,人保,其他保险公司,平安,太保,人保,其他保险公司,海口嘉翔广丰,保费规模,696527.5,829380.2,340003.51,999.35,4319802.8,4446149.4,2512807.93,451766.48,理赔金额,555661,402242,212909,23801,3169236.57,3365385,1948337.14,256005,简单赔付率,79.7%,48.5%,62.6%,23.8,73%,75%,77%,56%,五、市场,9,月,首次进店、首次,来,来电目标与实际,达,达成情况分析,项目,展厅,DCC,首次进店,二次进店,邀约率,成交率,首次来电,邀约进店,邀约率,成交率,月度首次进店目标,350,120,30%,35%,150,90,35%,35%,月度达成,311,77,28%,77%,194,99,51%,40%,达成率,88%,64%,93%,220%,129%,110%,145%,114%,9,月,市场活动效果分,析,析,市场活动项目,市场活动主要内容,诉求,优惠方式,刺激诱因,来店组数,留资组数,订单数,成交数,2013,年广汽丰田金秋车展,海南年底三大车展之一,大型车展,1,、凯美瑞最高直降,2.5,万。

2,、指定优惠,1,万,+,送,1,万礼包、,3,逸致直降,2,万；,4,、致炫全面接受预定！,车展冲量！优惠政策大,850,278,143,-,“一路走红”,2014,款凯美瑞、汉兰达、逸致星耀版联袂上市,凯美瑞、汉兰达、逸致星耀版联袂上市,上市活动,1,、,2014,版星耀版凯美瑞直降,30000,万、,2,、,2014,款汉兰达星耀版直降,8000+5000,元礼包、,3,、,2014,款逸致直降,20000,元,上市即优惠,38,29,10,-,市场活动项目,市场活动主要内容,诉求,优惠方式,刺激诱因,来店组数,留资组数,订单数,成交数,恭贺广汽丰田金秋车展,380,台销量 中秋节专场特卖答谢会,节日营销,车展政策延续、中秋特卖会,1,、新车配置再升级,购买。