Good fast full Zhang Hongrui: Under the influence of the inner volume, the industry is mainly manifested in what aspects

On September 11, 2021, the "2021 China (Jiangxi) Auto Aftermarket Service Industry Development Forum and Jiangxi Auto Aftermarket Excellent Service Provider Award Ceremony" was held in Jiangxi International Automobile Convention and Exhibition Center, sponsored by the Auto Parts Circle, co-sponsored by the All-China Federation of Industry and Commerce Automobile motorcycle parts Chamber of Commerce, and with the overall title of three heads and six arms.

The following is the speech of Mr. Zhang Hongrui, Director of Operations of Hao Kuaiquan:

At present, the auto parts industry is seriously internally involved in terms of commodities, prices and services. So what is an inner volume? The inner volume is to develop to a certain stage, the output ratio is getting lower and lower, and the input is more than before, but the result has not improved. Especially for dealers and auto parts stores in a single category, the competitiveness of the automotive aftermarket is getting lower and lower. At present, under the influence of the inner volume, there are three inevitable trends in the industry:

First, the owner online, in the new era of the Internet +, online trading has become the current trend, especially after 90, 00 after the car owners, they are relatively unfamiliar with the repair shop, when they want to carry out vehicle maintenance, will give priority to the big brand online platform, on the platform owners can enjoy the unified price of the whole network, you can also see how many stores around them, which stores are closest to themselves, which environment is good, which do not need to queue, which stores have spot, Which stores have a high evaluation, and then choose the store that suits them, the effect presented online is more intuitive than offline, and the experience is more perfect.

Second, platformization, in a narrow sense, is the supply and demand platform, everyone in a platform to do things, to achieve information interaction and reciprocity, in a broad sense, is the integration of the large platform supply side, the integration of maintenance end, the integration of the owner end, the integration of system tools, to achieve the ecosystem.

Third, brand chaining, including auto repair brand chaining, auto parts brand chaining, everyone in a brand of blessing, to achieve a win-win situation, the platform needs auto repair plants, auto parts stores to jointly provide good services, together to create a brand image, auto repair plants, auto parts stores to enjoy the dividends brought by the development of the platform.

At this time, traditional auto parts dealers will face a choice, whether to join an auto parts chain? If he joins a auto parts chain, what does he want? What are the advantages of being so fast?

First, we must develop and want the future

Joining an auto parts chain, the first thing to look at must be the future development. How long can you work in the automotive aftermarket, three, five or twenty years? What is the future? I think that in the future, people, goods and fields must be three-in-one, forming an ecosystem, and only then will there be barriers to competition.

The ecosystem is the model of S2B2b2C, there are car owners at the C end, there is traffic, there are dense standardized auto repair service outlets at the B end, there are auto parts outlets that arrive in 30 minutes nationwide at the B end, C, b provides traffic for B, B, b provides services for C;

Xinkangzhong's current auto aftermarket business is a perfect ecosystem, and the good and fast auto parts chain brand is part of the business layout of the B-end, and this ecosystem can solve the following problems:

1, to solve the problem of customer acquisition difficulties, auto parts shop to survive, development, it is necessary to continue to obtain repair shop customers, continue to do customer depth, at present in the case of price involution, the loyalty of repair shop customers has seriously declined, auto parts shop to obtain customers, maintain the difficulty of customers increased, and the platform ecosystem comes with C-end, auto repair port traffic, this part of the order to bring the goods distribution is distributed by auto parts outlets in the system, so auto parts shop customers are from the C-end of the order, from the auto repair chain to join, And not through a constant price war to fight for.

2, to solve the problem of difficulty in collecting, the current auto parts store in the cash collection is more difficult, the repair shop generally has a lot of arrears, there may be some bad debts, cash flow is not healthy, the new Kangzhong ecosystem can solve this problem, first of all through the bank credit to the repair plant, to solve the cash flow problem, followed by alipay payment to solve the problem of sub-accounting, the repair shop to take the site service fee, the auto parts shop to take the distribution service fee, the factory to take the production costs and operating costs.

3, to solve the problem of price war, in the ecosystem, we sell ourselves to ourselves do not need a price war. Traffic and operation are done by online platforms and auto repair shops.

Second, it should be low price

Auto parts stores join a chain brand, all hope that the platform can provide a lower price on the goods, good fast quan currently through two ways to reduce costs:

1, good fast all to intermediate, good fast all goods are not their own, are factory, good fast all help factory to provide collection, generation of delivery, generation of storage services, so that franchisees and factories directly trade, do not earn the difference;

2, reduce the factory and the upstream of the factory, upstream financing costs, rather than by reducing product quality, to reduce the price, financing costs is to penetrate the financing cost of Xinkangzhong to the factory, the upstream raw material suppliers of the factory, so that everyone's financing costs are reduced, the production cost of the product will naturally come down, and the financing cost is the interest we borrow.

Third, improve efficiency

In addition to providing regular support such as goods, distribution services, systems, projects, programs, operation management, and training, haokuaiquan also has unique resources, such as 41 warehouses in the whole country, and some areas realize night distribution, that is, the same day of ordering. There is also big data support, including F6, AutoNavi big data, Ali big data application, talent training, condensed EMBA courses and so on.

Fourth, be free

At present, there are about 100,000 auto parts stores in the country, and there are about 600,000 auto repair plants, which is currently a 1:6 ratio, that is, 1 auto parts store serves 6 repair shops, and there is obviously a surplus of auto parts shops. So good fast all in the choice of customers, do not choose Xiao Bai, choose the old auto parts store, but these stores already have their own relatively complete product lines, systems and customer groups, these can not be lost, in order to protect the interests of franchisees, maintain the original business system of franchisees, so that it is not destroyed, good fast all do not pressure goods, not limited to external procurement, do not do replacement only to do supplements, give franchisees enough freedom:

1, do not press the goods, inventory is the source of all evil, only sales to the terminal, is called sales, in order to have income, otherwise it is dead inventory.

2, unlimited external mining, retain the customer's original product line, the original customer channels, while our system supports customers to mine.

3, the product does not do replacement only to do supplements, in terms of products, good fast will not do the franchisee's original goods, the original channel of product replacement, that does not have any meaning to the franchisee, but for the franchisee to do two supplements, one is a category supplement, supplement the customer does not have the type of product, such as a battery agent to join the good fast full, good fast all according to the situation of this franchisee, selective supplement to oil, tires, consumable products and supporting services, so that the new supplementary category can make the boss earn "more" money. The other is customer replenishment, i.e. blank market, development and maintenance of blank customers.

Fifth, we want profits

The ultimate purpose of the franchisee franchise platform is to obtain more benefits and earn more money, which is also the concept that Hao Kuaiquan has been adhering to, and the layout of the ecosystem makes it easier for franchisees to make it easier for franchisees to make it easier to make more money and achieve a larger scale through product line supplementation, customer supplementation, and assistance in operation.

Repair integration is the trend, join the good fast is the choice, repair integration, covering the whole country is a good fast full vision, hope that the car aftermarket aspirants, can join the good fast auto parts chain, join the new Kangzhong ecosystem, to provide better service for car owners, for the vigorous development of China's auto aftermarket to contribute to the vigorous development of China's auto aftermarket.