Source: Juqi Observation
01 The days of auto parts auto parts manufacturers are getting more and more difficult
1, the whole car parts dealer wearing parts were stripped
In the past, all car parts dealers sold all categories of auto parts, but later because of the business model, it was found that the auto parts they operated were only medium and slow damage parts other than wearing parts, and the wearing parts in the whole car parts were almost all crossed out by the wearing parts dealers of the business model.
2. The damaged parts in the dealership of all vehicle parts are stripped
Not only that, but now some of the damage parts such as the chassis in the whole car are also being separated by single product integrators. In the auto parts city around the emergence of a lot of single category integrators, they will be a single product parts covered to all models, and the mainstream brand of the single product on the market is also gathered together, which not only in the number and brand selection of greatly exceeded the full car parts dealer, and the procurement scale and cost is also lower than the whole car parts dealer, the whole car parts dealer's damage is also being separated, the result is that the whole car parts dealer inverted to buy from the single product integrator.
02 In the face of market pressure, all car parts dealers are self-help
1. Alliance of different models in the same city
The first change is that local dealers of different models of all car parts form a distribution alliance to serve the auto repair plant, they share and contribute to the downstream repair shop customers, and then divide the auto repair plants in the radiation area into different routes for multi-model centralized distribution, from one delivery a day to two sends a day, three sends or even four sends, through the cooperation of common distribution to increase each other's customers and reduce distribution costs. For example, The Xiangmeng Alliance in Changsha, the Qipai Alliance in Wuhan, the Chongqing Merchants Alliance, the Sanqin Accessories Chamber of Commerce in Xi'an, and the Bailian Auto Parts Alliance in Shenyang.
2. Off-site alliance with the same model
The second change is the auto parts collection alliance formed by the same model dealers in different regions. This cooperation leads to larger procurement, which reduces procurement costs. Similar to the earliest American General Dezhifu, Nissan car series of Guopaiyi, Hyundai model of Kai'erqi Alliance, French alliance, Benbao's robot alliance, etc.;
3. Multi-city, multi-store model
The third change is to sink the market, go to the remote customer to build branches around, there are many companies in the country to make such an attempt, although it increases customers, but it brings about the rise in the cost of opening a store, and it needs to be balanced. Similar to extremely genuine products, Benyue auto parts, Deyu auto parts, De'an auto parts, Fengchi auto parts, etc.
4. Internet platform model
Due to the wide number of models, the number of full car parts SKUs, most of the full car parts auto parts manufacturers are in a discrete state, auto repair plants need to have quality assurance one-stop affordable procurement, while needing thoughtful and timely delivery, Internet finance and other related personal services. Among them, the fast vehicle service is to select suppliers + service stations to achieve online + offline service platform model; at the same time, Baichuan United is based on the integrated supplier + Internet platform + direct supply logistics distribution model.
03 The Internet matching platform has seized the opportunity of the highly fragmented full-vehicle parts market
The above self-help behaviors have indeed brought about an increase in sales and profits for participants, but they have also encountered corresponding challenges in the process of development. The reasons are varied, but the most important of these is that the changes brought about by this self-help are not fundamental to all-parts dealers. With the increasing number of cars in China, the demand for accessories is also increasing, and the whole car parts market is still in a highly fragmented status quo, some Internet companies see this opportunity, for the whole car parts dealers to build a matching platform, the whole car parts transaction moved online, increased the sales of the platform enterprises. Such a platform is familiar to everyone:
The earliest platform for matching all car parts is Baturu, which does the matching of all model accessories and has the characteristics of the Guangzhou auto parts market. Several other platforms also have their own characteristics: one is the Chetong cloud matching platform with the characteristics of auto insurance auto parts, with the help of the resource advantages of doing auto parts data in the past to cut into the market; there are also Kaiser matching platforms with the characteristics of luxury car auto parts such as BenBao'ao, Ben Ben Auto Parts, and there are good auto parts matching platforms with mid-range auto parts characteristics. However, these special auto parts matching platforms are also developing in the direction of all categories of auto parts matching.
04 "Beginning with the end", developing in the ultimate direction of the auto parts market
The self-help behavior of all car parts dealers, including the matching platform, is actually making such efforts and wants to change, but why do many of them not continue to do it or do it more and more difficult? The most fundamental reason is that we have not thought through what the ultimate model of this market development is.
Many people do not see this problem clearly, and do not think clearly about this problem in advance. When you are faced with a market that is constantly changing, you must establish a "beginning with the end" consideration model in advance, and the ultimate model may be a big pit without thinking clearly that stepping into it may be a big pit.
1. The ultimate model of the auto parts market: a direct chain model of all categories of auto parts close to the auto repair plant
According to the principle that the essence of market competition is efficiency and the practice of the European and American auto parts markets, it can be concluded that the ultimate model of the auto parts market is "close to the auto repair plant of the whole category of auto parts direct chain model", and the key word is "close to the auto repair plant, all categories, direct chain".
"Close to the auto repair plant" can better serve the auto repair plant; "all categories" can reduce the procurement cost and improve the procurement efficiency of the auto repair plant; "direct chain" is the mode to achieve the highest efficiency of the supply chain. Whether it is a franchise chain or an alliance that eventually has to go to a direct chain, it is a transition model to a direct chain, which is a relatively successful demonstration point in the Zhejiang market area.
2, "Internet" in the 2b market only plays the role of a tool
The capital that entered the auto aftermarket in the early days was very hot, and many capitals thought that the auto aftermarket could also be subverted by the Internet like the 2C market. It turns out that they are all wrong, the Internet can not subvert the 2B market. But when the Internet plays an important tool role in the 2B market.
We must also soberly realize that the world is entering the era of digital economy, and no matter who must digitally transform the enterprise and make full use of the Internet as a tool, otherwise it will lose to this era. Don't repeat the mistakes of winning traditional competitors but losing to the times. This is the first dish of the operation of major supply chain platforms at present, "industrial Internet system".
05 Does all parts dealers have the opportunity to go to the ultimate model of the market?
1, the whole car parts dealers alone on their own is difficult to go to the ultimate model of the market
At present, the auto parts operated by all car parts dealers are almost all medium loss parts and slow loss parts, such accessories are characterized by less demand, more inventory SKU, slow turnover, large inventory capital occupation, if you follow the example of wearing parts dealers to build a front warehouse close to the auto repair plant, the cost is much higher than the wearing parts, and the limited procurement of the auto repair plant around the front warehouse is difficult to digest such a high cost, which is also the reason why the whole car parts dealer rarely builds a front warehouse, but can be borrowed and shipped. The stage of product competition that we are in now will become history, and product competition is only the most primary stage of market competition.
The most powerful means to stick to the customers of the auto repair plant is to provide personal service for the auto repair plant. Service is not simply to send goods, the mission of establishing a chain around the auto repair plant is to continuously provide more, better and more timely services for the auto repair plant. All-parts dealers who cannot establish a front warehouse around the auto repair plant will find it difficult to establish a direct chain close to the auto repair plant, and it is even more difficult to go all the way.
2. In-depth cooperation with wearing parts dealers is the best choice for all car parts dealers to go to the ultimate mode
At present, the wearing parts and the whole car parts are still operated separately, and now the demand for wearing parts in the auto repair plant is well met by the front warehouse mode, but the procurement of wearing parts and full car parts is still separate. With the growth of the age of the car, the demand for medium-damaged parts and even slow-damage parts is gradually becoming larger, and the repair shop will definitely hope that the auto parts circulation company can not combine the whole car parts and the wearing parts into one into a full category of auto parts supply, as long as the next order most of the auto parts can be purchased at one time. At the same time, this can also bring about an increase in scale and efficiency for auto parts circulation enterprises, which is the inevitable development of the auto parts circulation industry.
The all-car parts dealer also tries to increase the sales of wearing parts to return to the state of all-category auto parts operation in the past, but the market opportunity for wearing parts has long been given to others, and it is difficult to take it back. The whole car parts want to do wearing parts without opportunity, the wearing parts want to do the whole car parts and face many problems including technology, who can not seize each other's market, and the auto repair plant demand for the supply of all categories of auto parts is more and more obvious, the best way to solve this problem is the full car parts dealers and vulnerable parts dealers between the in-depth cooperation, which is also the best choice for all car parts dealers to go to the ultimate model.
3. The cooperation between all vehicle parts dealers and wearing parts dealers is the first step towards the "ultimate mode"
The cooperation between all-vehicle parts dealers and consumable parts dealers is in line with market demand and makes up for the embarrassment of China's lack of all-category auto parts operation. Now the whole car parts and vulnerable parts dealers they are walking on one leg, after cooperation can walk on two legs, only to walk steadily, go far.
The cooperation between all parts dealers and wearing parts dealers at the beginning must be the most basic, the first step towards the ultimate model. With the upgrading of competition, the market will inevitably move from product competition to internal management competition, to market operation competition, and to customer-oriented service competition, which is called upgrading. That is to say, from the competition of product power to the competition of higher levels of management, operation and service.
06 Case study of all parts of the fast quasi-vehicle service
Founded on August 1, 2015 and headquartered in Hangzhou, Zhejiang Province, Kuaizun Auto Service is a b2b auto parts procurement platform for auto repair enterprises. At present, it has released the fast quasi-car service online mall, the fast quasi-car service app, the fast quasi-car service - service provider app, the product involves the wearing parts and the whole car parts double cycle product model, the cumulative financing of 150 million US dollars. The business section of the whole car parts of the fast quasi car service, which is mainly grasped by Wang Zheng, senior vice president of the fast quasi car service, has attracted considerable attention from the industry since the fast quasi e station entered the whole car parts, and the performance is remarkable:
◎ On March 7th, the whole vehicle parts business was officially launched at the "Note: Zhejiang Region" oath mobilization meeting of the first war zone of kuaizun car service; ◎ On April 12, after more than 40 days, the performance of fast quasi-full parts exceeded 720,000 in a single day; ◎ On April 19, the single-day sales of all vehicle parts in Zhejiang Province successfully exceeded 1 million; ◎ In the whole month of April, the single month gmiv of fast quasi-quasi all vehicle parts exceeded 20 million;
Wang Zheng told Juqi Network reporter: With the joint efforts of all fast quasi and all car parts suppliers, the performance of fast quasi all car parts is surpassing breakthroughs and refreshing history every day, according to this strong development momentum, sales in June are expected to exceed 30 million, and by the end of the year (December) it is expected to break through 100 million. We see that the status quo of all car parts is that the entire link is longer than the consumable parts, most of the wholesale do not do retail, do not do retail, do not do the scale of retail;
Secondly, there are many merchants and scattered, there are more than 300 mass accessories manufacturers in the Hangzhou market, more than 300 warehouses, including personnel and logistics inputs are repetitive, so most of the benefits are not high;
The third is quality and price, perhaps large repair shops are better, but most of the small and medium-sized repair shops and repair shops in third- and fourth-tier cities, they are not guaranteed in terms of quality and price.
Based on the above three major pain points of all car parts, what Kuaizhun has to do is to jointly select merchants, provide the original package, mainstream first-line brand products at home and abroad, resolutely do not "borrow photos", do not do "fake goods", and realize the platform to buy expensive supplements, as well as rebates, advance compensation and other measures, to create a trading platform for the industry to make auto repair enterprises more transparent procurement, procurement more secure trading platform, and activate the market together with the upper and lower ends, and promote the evolution and development of the industry.
Behind this string of amazing numbers, the transmission is fast and accurate. The successful operation of the fast quasi-full parts not only stems from the final model of combining the whole vehicle parts with the consumable parts, but also depends on the positioning of the fast quasi-full car service as a digital auto parts infrastructure platform. On the one hand, based on online digital infrastructure such as trading platforms, accessory data, and store saas; on the other hand, it has established 1 general warehouse, 21 central warehouses, nearly 1,600 service stations, serving 270,000+ maintenance companies, and active monthly infrastructure rooted in 120,000-130,000 offline.
07 Conclusion
"Solving the problem of the repair shop's guarantee in "quality, price, service", which is the first thing that supply chain companies have to solve and have the ability to solve. Similar to the fast quasi-car service more than 1,000 pre-warehouse chain enterprises in the country, there are several in China. Through intensive front-loading warehouses + powerful online data systems + offline thoughtful and professional services, this will greatly reduce the management costs and procurement costs of maintenance enterprises. From the perspective of our service station, it adds a piece of business, increases revenue, and is more conducive to his local roots and better growth.
Through the platform to achieve transactions, system data empowerment, service stations to provide last-mile services, to help suppliers connect to more repair shops, so that repair shops have no worries, and then help the automotive aftermarket more efficient and healthier, so as to link more model products.