Car Dealer System
Chapter 5
Fang Yuan saw Hao Bochi for the first time and had a very bad impression of him.
Arrogan and domineering, not keeping time, and very rude to people, plus driving a red BMW Z4, I feel this guy's taste is not good.
Because the BMW Z4 is better suited to young people like older sisters and younger brothers, than a rough master like him in his forties.
Pretending to be gentle or handsome?
Hao Bochi got down from the car, carried his hands on his back, held the map on his armpits, and raised his head high, with a pretentious look.
Sun Yanming hurriedly ran to greet him, reached out his right hand and greeted Hao Bochi: "Welcome Manager Hao to check and guide the work ..."
Hao Bochi did not even look at Sun Yanming. He simply ignored her and walked to the front of the chaotic sales team. His old face began to roar with iron: "In the morning, not even a team can stand well. Just this mental view? No wonder sales performance is a mess."
"See our Audi 4S store in the eighth district, see the appearance of our FAW-Volkswagen 4S store, and the fighting spirit of the staff. Learn more than others, and you won't be lazy like this."
When Hao Bochi appeared, he reprimanded the six sellers, hitting Sun Yanming in the face.
Sun Yanming's appearance was not in the entire group, even in the eighth division. He was not confident and Hao Bochi's mouth was strong, so he could only stand behind him with his head low and silent.
The six sellers were also reprimanded by Hao Bochi, and hurriedly regrouped in fear, standing neatly in a single line.
"Okay, everything's ready." Hao Bochi opened the folder and shouted, "The big reform move was announced today."
whahuh? Reform measures?
The six sellers, plus Sun Yanming, were all dumbfounded.
Zhenghong Car Sales Group has strict rules and regulations, and Zhenghong Automobile Co., Ltd. also has sales management procedures. What changes should be reformed?
But the senior official smashed people to death, everyone had to look at Hao Bochi and listen to what he wanted.
Hao Bochi became official and read according to the documents.
Fang Yuan finally understood what it meant after listening to the old half-crap.
It turned out that Hao Bochi disliked Zhenghong used car dealerships because of the large investment, large scale, large staff, and high wages.
But year after year, month after month, losses have delayed the pullback of the Zhenghong Car Sales Group headquarters, dragged back eight districts, and discredited Hao Bochi.
Hao Bochi believes that the reason for the high investment but the persistent loss of money is because the employees of Zhenghong Motors Co., Ltd. are cunning, lazy, and inactive at work. This leads to low capital turnover, poor performance, low bike gains, and running drip. Many, low customer satisfaction, few repeat customers, and unknown old customers.
Even though he did not point to Sun Yanming's nose, the accusation that the employees were getting poorer and poorer in management was to prove that Sun Yanming's abilities were inadequate Every word Hao Bochi seemed to hit Sun Yanming in the face.
The angry old face of Sun Yan was green in color, standing behind with his head low and still silent.
After belittling Zhenghong Motors from top to bottom, Hao Bochi finally announced his words of customized reform for Zhenghong Motors.
The first is the announcement of new employee incentive measures.
The first is the pressure incentive.
positive
Each salesperson in Hongche must formulate the number of tasks.If the monthly bottom line target is not met, the commission will be discounted.
However, if a quarterly and annual cumulative goal is achieved, the discounted portion will be returned to the seller.
According to the Hao Bochi plan, in addition to five basic social insurance and one housing fund and personal accident insurance, cancellation of paid annual leave, paid sick leave and paid depression leave, and so on.
In addition to the regular holiday allowance, any cancellation of free health checks, birthday parties, birthday gifts, employee development activities, and monthly team building activities.
After listening to the first article, including Sun Yanming, everyone's face was completely black and like the bottom of a pot.
As the only company in the group specializing in used car sales, Zhenghong Motor Co., Ltd. always have low sales, the, even top sellers cannot guarantee that every car can be sold.
It loses every year and still maintains Zhenghong Motors because the head office of Zhenghong Automobile Sales Group has a large number of damaged cars, stock cars, exhibition cars, test drives, replacement cars, etc. in every 4S store.
If these cars are purchased by other used car dealers, it is a huge hidden danger.To maintain the market and sales orders, Zhenghong Car Sales Group must have its own processing channel.
As a result, there is a Zhenghong Used Car landfill.
Therefore, the business of transporting damaged cars, stock cars, exhibition cars, test drive cars, and replacement cars has a considerable proportion in Zhenghong Motors, he said, which is different from other car dealers in Hong used car market.
His performance was not good, and he was used as a landfill. Sun Yanming broke the jar and then just reported to the headquarters. To retain staff, unless the performance appraisal of the new employee in the first three months, there will be no sales pressure after conversion.
Coupled with the advantages of some group companies, it can be considered as compensation to employees whose wages are not high.
Now Hao Bochi had cut off more than half of the company's profits at once, and had also formulated an appraisal task, which was equivalent to putting shackles in everyone's head again, but everyone could not deny it. the purpose of setting up a company is to make money.
Hao Bochi's reform measures were reasonable, and the reason was quite strong, and no one could oppose him directly.
Despite the reaction of the people below, Hao Bochi announced his second incentive move, which was the honor incentive.
Honor incentives are not only money and material, but also spiritual and noble incentives.
In addition to the previous sales title, a list of heroes, pennants and certificates will also be produced.
Announce the salesperson performance rating every month and give the appropriate reward.
Quarterly, annual statistics of sales force performance ratings, and special awards for top-ranked salespeople.
Perform bottom-line target management for new salespeople.If bottom-line targets are not achieved within the specified time, they can be dismissed, transferred or not allowed to become permanent employees.
After listening to Hao Bochi's actions, Sun Yanming, who had lowered his head, turned his lips in disdain.
Hao Bochi is at this level, as honor incentives, sales champions, heroes, pennants, certificates, monthly ratings, quarterly rankings, and yearly all repeat old songs. Other stores used bad moves, which was not Hao Bochi's trick. New management methods.
After the defamation and defamation, Sun Yanming finally lifted his head and showed eyes of horror when he heard the rewards of Hao Bochi's development.
According to Hao Bochi, this development rewards, It is to prioritize setting up an excellent sales force to bring in new employees, and it even allows key salespeople to build their own cell organizations and become future sales leaders.
This way, the dominance of the store manager was completely over, and it was purely a challenge for Sun Yanming's management authority.
Sun Yanming stared at Hao Bochi's back firmly. He is the manager of Zhenghong Motors. He would never let his team stand in the middle of a hill, and there would be situations where he could not control his subordinates.
But without waiting for Sun Yanming to think about how to raise his objection, Hao Bochi came out with more explosive reform measures.
"To be able to get a high salary, I will divide the salesperson into three levels: junior consultant, mid-level consultant, and senior consultant. Different rates according to different salary standards and commission standards." Hao Bochi glanced upwards, opposite to the victory. There are six sellers in a row, and there is a deliberate pause before the next, "You guys six sellers will be divided into two groups, one group is responsible for the model with prices below 100,000 yuan, the company said, and others are responsible for models priced above 100,000 yuan.
Different products and services have different commission points. The best-selling and low-margin models have low commissions, and the high-margin and non-sellable models have high commissions. Of course, these reform measures should be reported to the group companies for approval . The standard commission is used to settle wages..."
Hearing this news, everyone in Zhenghong Motors was completely perplexed.
Especially Sun Yanming, who has been in the car sales industry for almost two decades, from south to north and east to west across China, whether it is a regular 4S store or a used car sale, you cannot find this. Set up a car model for salespeople.
It's messy.
Currently, Zhenghong Motors arranges the order of customer acceptance for all sellers on a rotating basis. All six sellers will work one at a time, and they can introduce customers to the model at any price. In this way, they can eat according to their abilities and act according to the rules. Finish your work peacefully and earn money.
Now Hao Bochi wants to artificially classify and reform wage and commission standards, which will inevitably affect morale and mood.
As a result, good sales performance cannot make money, and poor sales performance even loses confidence and cannot survive in the company.
His team quickly fought, and there was nothing left.
Sun Yanming pondered Hao Bochi's strange thoughts and rejected the plague because only Hao Bochi's personal thoughts, which had not been approved by the headquarters and would not be officially implemented.
Hao Bochi looked at the quiet employee of the Zhenghong car dealership, his thoughts were exactly the opposite of Sun Yanming's.
Zhenghong Automobile Sales Group, as an established company in Dahai City, has a fixed sales channel and mature profitable projects. It makes so much money steadily and steadily each year. Without new tricks, how can he highlight the capabilities of his regional manager? How to climb?
So Hao Bochi came up with an unprecedented idea to reform the sales force model.
But he's not stupid, knowing that if you go too far, you'll get eggs.
If you mess up, don't get a promotion or raise your salary, you might get beaten to the end.
To be safe, Hao Bochi thought of the chaos in his area ... Zhenghong Motors's.
Since this is a landfill, I am not afraid of throwing it away, I just want to use Zhenghong's used car repair shop as a trial base.
Where possible, this method will be applied in every 4S store in eight districts, and the experience will be summarized and reported to the headquarters for credit and rewards.
If it doesn't work out, the six salesmen of Zhenghong Motors will be unlucky, they remain unsightly, who cares if they make money or not?
Even if the leader knows, losses are controlled within a reasonable range, and he will not be blamed.
Hao Bochi's abacus was very intelligent. Standing in front of the row of sellers, he continued to force Sun Yanming to agree to his reform measures. From now on, he divided the models and divided the sellers into groups.
Of course, Sun Yanming refused to give up, relied on his seniority, and immediately fought with Hao Bochi on the spot.
Seeing the battle between the two gods, Fang Yuan did not know the intrigue inside, and did not think there was any surprise, when he stood up bored, there was suddenly a strange sound in his mind.
[System prompt] A customer is approaching.
"Customer: Zhang Hao.
Male, fourteen years old, eighth grade student sixth high school.
Requirements: I want to buy a car for my dad to buy vegetables. "
After Wang Qiang bought the BMW 3 Series, Fang Yuan still believed in the system.
However, the information displayed now made Fang Yuan uneasy, as the information obtained was that an eighth grade junior high school student who was fourteen years old wanted to buy a car?
Are you kidding me?
Does the system not work?
Does this person have an identity card?
Are you rich?
Can you transfer an account to its name?
Do you have a SIM?
How to drive the car?
A series of questions popped into Fang Yuan's mind, how did it feel that a man coming to buy a car was so unreliable.
Doubt belonged to doubt, the two gods in front of them were flushed red and their necks thick, and Fang Yuan was idle, and looked at the car shop door with curiosity.
At the gate, a skinny boy actually entered.
The boy was wearing a blue-and-white school uniform, his face was pale and dirty, and his hair was disheveled.
Looking at Hao Bochi and Sun Yanming who were pinching from a distance, as well as the six sellers who were standing in succession, his face was clearly a little panicked, and his body even retreated two steps involuntarily.
The boy's appearance blinded Fang Yuan's titanium alloy dog's eyes for a moment, dispelling all doubts in his heart, and exclaimed in his heart: "Oh, cake seller, there really is a man here to buy a car."
Hao Bochi and Sun Yanming did not notice this person in his noisy heat.
The other five sellers saw Zhang Hao, but no one took him seriously. They thought it was the son of someone who came to play. They simply glanced at the customer, and then watched the elf fight enthusiastically again.
“Halo, I, I, I want to buy a car.” Zhang Hao was so far away from the eight adults, and finally said, with his head shriveled and winged, but his voice was frightened, as if he was extremely frightened. .
Except for Fang Yuan, no one heard Zhang Hao's question at all. However, the dealer had rules for accepting customers, so it was impossible for him to go there, so Fang Yuan also pretended not to hear them and did not move.
“Halo, I, I, I want to buy a car.” Zhang Hao greeted again boldly, but this time his voice was much louder, and both Sun Yanming and Hao Bochi heard the ups and downs.
whahuh?
Are there customers coming to buy a car?
The two executives and five sellers all turned to look at the source of the voice.
But wait until everyone sees Zhang Hao's blue-and-white school uniform, thin body, dirty face, and disheveled hair.
Their bodies looked petrified, motionless, deadlocked for over ten seconds, and Zhang Hao's hungry gaze instantly obliterated Zhang Hao.
Wang Hu, who was standing closest, reacted first, as if he could not believe his ears, and asked puzzledly: "What did you just do?"
Zhang Hao took a bold step forward and made his own goal: "I'll buy a car."
“You?” Wang Hu's gaze was like a scanner, and he looked at Zhang Hao carefully from top to bottom, then chuckled and did not believe his words at all.
Hao Bochi shook his head, rolled his eyes and muttered in his mouth: "What car can you buy, son? Go, go."
“Why do you have a meeting?” Sun Yanming did not believe that the man was here to buy a car. He waved his hand and chased away the people, “Go and play.”
Encouraged by the adults, Zhang Hao stepped back miserably and was about to defend. Suddenly, Hao Bochi, who was arguing with Sun Yanming, rolled his eyes and waved to Zhang Hao: "Guy, don't go."
When he turned to face Sun Yanming, Hao Bochi's old face was pulled down, his eyes were round, and he pointed to his nose and shouted hysterically: "Customer is here, and you rushed out? You treat customers like this. ?"
"How do you lead? How do you set an example for employees?"
"Don't arrange salespeople to entertain customers?"
Sun Yanming was confused by the constant scolding, he was inexplicably trained by Hao Bochi, feeling that he was being mauled to death.
Seeing Zhang Hao in the distance, he did not look like a customer.
Oh, Sun Yanming finally reacted and scolded Hao Bochi for his helplessness.
This granddaughter knew that the man was not a real customer, so she purposely made things difficult for herself and made herself compromise.
But it was impossible, since the man had come to buy a car in front of everyone, he was run by Hao Bochi so he could only ask the seller to accept it.
“Wang Hu, you go to receive customers.” Sun Yanming really had no choice but to send someone to face him.
“I?” Wang Hu looked at the man, is he rich? What car can I buy?
Wang Hu seemed to be unable to laugh or cry, didn't this make him feel bored?
"Haha." The remaining sellers laughed together.
Hao Bochi grew even more sneering with his mouth curved.
Wang Hu stood still and did not want to live and die, which was a shame.
Seeing Wang Hu chirping, Sun Yan made fire, cursed waste, and looked at the other sellers.
But with the exception of Fang Yuan, all of these sellers waved and retreated.
“Fang Yuan, you go.” No way, Sun Yanming called out Fang Yuan's name.
“Ya.” Fang Yuan nodded, but did not refuse, and walked directly to Zhang Hao at the door.
“Hahaha.” The crowd laughed again, looking at Fang Yuan's back together, staring at how embarrassed he was to return.
Fang Yuan had long confirmed the news was out to comfort the man in a customer-treating attitude.
In the distance, he reached out his hand to greet: "Hello, I am Fang Yuan, the seller of Zhenghong Motors ..."
“Hah, does this brain hurt?” Hao Bochi gave a cold snort, and stopped staring at Fang Yuan to comfort the customers, and continued to force Sun Yanming to agree to his reform plan.
No one noticed here, Fang Yuan let go and greeted the customer attentively.
Seeing the man so nervous, he asked the question in a persuasive manner: "Friends, what car do you want to buy?"
Starting to buy a car, Zhang Hao's eyes suddenly filled with tears, and he choked to tell Fang Yuan.
His father sold vegetables at the district vegetable market. Every morning at two in the morning, he wakes up and rides an electric tricycle to a suburban grocery market to buy things.
Electric tricycles are not safe, the installation is not much, sometimes buy too many vegetables, even have to run many times.
What made Zhang Hao sad about his father was that the road was cold in the winter and hot in the summer, and it was very difficult to go in the wind and rain. His father, who was a grown man, was very dark and his body was pale.
Back then, Zhang Hao persuaded his father to buy a car without worrying about wind and rain, and the road would be safer.
But my father was always in his own business, he needed to refuel to buy a car, and he needed to be insured for maintenance, which was just a waste of money.
One penny had to be broken into two flowers to save enough money for Zhang Hao to go to college and get married.
It doesn't matter if I work a little now. I don't think there's any discomfort in riding an electric tricycle. At best, I can buy more vegetables. Just run a few more times.
So firmly refused to buy a car.
In the past few heavy rains, my father blocked his vision due to the rain, and as a result, he could not dodge and hit the car in front of him.
I lost money to fix the car. My father fell to the ground and his arm was injured. He still has a cast.
Zhang Hao really felt sorry for his father, so he ran to Hong's used car market to buy a car.
However, he found some car dealers, and they ignored him, and even thought that he was here to make trouble, and left immediately.
Knowing how loving his family was, how reasonable it was, and how good the child was, Fang Yuan sighed and wiped his dirty face.
Fang Yuan asked Zhang Hao gently: "So, your father doesn't know about you coming to buy a car, right?"
"Yes." Yeah." Zhang Hao nodded heavily, but immediately showed a satisfied smile. He lifted his head and looked at Fang Yuan proudly, "I want to give my father a surprise."
Your father would be proud to have a reasonable son like you.” Fang Yuan thought Zhang Hao was too real and too cute, but shook his head slightly and told him, “I can't sell you a car.”
“Why?”Zhang Hao's eyes widened depressed and looked at Fang Yuan in confusion.
After a second, Zhang Hao seemed to have guessed something. He suddenly took out a passbook from his pants pocket and hung it in front of Fang Yuan: "I have money, I can buy a car."
Looking at Fang Yuan, who was speechless, Zhang Hao thought he was in disbelief, and even opened the passbook and asked him to read the numbers inside.
Fang Yuan looked down, and the man's savings book actually contained 20,000 Chinese coins, and the last time he deposited money was yesterday.
Fang Yuan still shook his head regretfully, saying that he was helpless.
