Author: Used Cars Peripheral
Recently read a book "Anti-Fragility-Benefit from Uncertainty" and gained a lot. Thinking of the current situation facing various used car industries, second-hand cars also faced a lot of uncertainty since their birth, including one car, one condition, one price, market price fluctuations, policy support, etc., Evolving to the present, many second-hand car people have fallen, but many new people have risen. Faced with the uncertainty of the used car industry, how used car companies can seek development while maintaining stability.
Yu Minhong When sharing the successful experience of "Oriental Selection", he talked about "doing certain things in uncertainty and doing things to the extreme." The so-called uncertainty means that the situation and policies are still changing constantly. We must cooperate with the changes in the situation and policies, adapt to changes, and find development opportunities that conform to major policies; the so-called "doing certain things is to always do things that are valuable, helping others, and helping society progress, that is, "cultivating yourself and benefiting others."
. . Jeff Bezos , which founded Amazon, also mentioned a similar view. He once said: Someone always asks me what changes will happen in the next ten years. But few people ask me what will remain unchanged in the next ten years. I think the second question is more important than the first one. Because you have to build your strategy on things that are unchanging.
In other words, doing certain things and doing them to the extreme is the attitude and behavior choice we should hold in an uncertain normal state.
What is uncertain for used car companies? User needs are uncertain, changes in the automobile market are uncertain, and changes in the industry are uncertain.
Then what is sure?
Used cars industry personal judgment that this industry will definitely exist in the next ten years. As long as there are new cars to sell used cars, they will definitely be circulated in the market. This goal is certain. And you like used cars, so what should you do?
Uncertainty in the used car industry
(1) The epidemic has affected insufficient consumer confidence and reduced purchasing power.
Consumption Confidence Index usually includes two parts: one is the degree of satisfaction with the current situation, and the other is the good or bad expectations for the future. After the outbreak, both will be affected. Due to the outbreak of the epidemic, consumption has been suppressed, supply is restricted, and local price increases in certain materials will reduce people's satisfaction with the current situation. In the future, when many things cannot see obvious turning points due to the increase in uncertainty, people will overestimate this negative impact intentionally or unintentionally, and emotions may be infected by each other. This impact will continue at least for some time now. In our follow-up analysis of transaction customers, about 50% of the reasons why customers choose used cars is because of their budget limitations. Unsold customers feel that their budget exceeds the standard and are more willing to keep their cash in their hands for emergency use.
(2) New cars dive, second-hand car inventory depreciates.
In the first half of the year, the performance of the used car market was not an exaggeration. According to data from the China Association of Automobile Manufacturers, the domestic second-hand car transaction volume was 7.58 million vehicles in the first six months, a year-on-year decrease of 10.07%, a decrease of 849,000 vehicles compared with the same period. Of course, with the decline in the transaction volume of used cars, another situation that is easily overlooked is that the prices of used cars have been falling again and again! The reason is related to the price reduction of new cars and the purchase tax and subsidy. Especially for mid-to-high-end models, the price is often reduced by 80,000 yuan. The residual value of used cars will naturally fall. According to statistics, the second-hand car market lost about one trillion yuan in the first half of the year. Therefore, the continuous decline in the prices of many new cars will directly affect the prices of used cars, resulting in a "lands collapse" in the prices of used cars.
(3) Changes in industry policies, small car dealers are at a loss.
has several points in the newly issued relevant laws and policies this year, which needs to be paid attention to as a used car practitioner.
1. Registration management of used car sales enterprises. Registration enterprises must truthfully fill in business content and other information. The business department promptly pushes the registered enterprise information to the public security organs and tax departments, and strengthens the supervision and management of used car sales enterprises and business behaviors through filing, and promotes the standardized development of distribution enterprises.The question is, how many brothers and sisters have been registered. If they have not registered yet, please consult the local Commerce Bureau. The process is also simple. A copy of the business license and a copy of the legal person’s ID card are stamped with the official seal, and you can apply online or offline by the Commerce Bureau.
Small survey: Have you completed the registration of used car sales companies?
The second is that from October 1, 2022, when registered car sales companies purchase used cars from natural persons, enterprises are allowed to issue a unified second-hand car sales invoice and handle transfer registration through this. Distribution companies can issue invoices and transfer registration without relying on the used car trading market, which reduces the transaction cost of , improves convenience, and helps distribution companies truly enjoy the dividends of tax reduction policies. Has anyone studied this? Why do you need to reverse invoices? What is the real meaning?
3: It is clear that automobile sales companies can account for used cars purchased and used for sale according to the " inventory goods " account, which facilitates enterprises to raise funds through various channels such as banks and reduce financing costs. In other words, the reason why banks in the past used car companies generally did not provide loans was because they thought that your used car was not a commodity and could not be considered as inventory, so they did not provide loans. Then the problem can be solved now.
The fourth is that starting from August 1, 2022, the nationwide lifting of restrictions on the migration of small non-operating used cars that meet the National V emission standards will help accelerate the construction of the national unified market for used cars . Used car e-commerce platforms, auction platforms, and large distribution companies can realize the allocation of used car resources on a larger scale and improve the operating efficiency of enterprises. But it may not be a good thing for ordinary second-hand car companies. You will lose your regional price advantage, and transactions in other places will become simpler, and traditional models will become more and more difficult.
The fifth is that from January 1, 2023, if a natural person sells 3 or more second-hand cars with holdings for less than one year in a natural year, automobile sales companies, used car trading markets, auction companies, etc. shall not issue a unified second-hand car sales invoice for them and shall not go through the transaction registration procedures. This is mainly to prevent distribution companies from evading taxes and related responsibilities through personal backings, and to plug the biggest loopholes facing the development of distribution models. Currently, there are at least 100,000 used car practitioners in China. The past history of carrying dozens or hundreds of cars on one person will not reappear. Trading requires tax payment, transactions require compliance, and tax evasion requires taxes to be arrested.
(4) In the face of market changes, there is no way to deal with the crisis.
Faced with the situation where new cars are priced, second-hand cars suffer losses, lack of consumer confidence, and second-hand car market sales are more than customers, some used car companies have begun to lie down and are Buddhist sales, and have no clear expectations for the future. Or in other words, there is no sufficient psychological preparation in the face of this situation. In this year's communication with more than 50 car dealers in the country, they said: I used to sit and wait for customers to come, but now I don't want to come. In the past, a car could earn 5-10 points. Now, as long as 90 days pass, you will basically lose money. I really don't know what to do.
3. Faced with the uncertainty of the used car industry, how to develop with second-hand car companies steadily
(1) Survival of broken arm to clear inventory, combine wholesale and retail, and accelerate inventory turnover
Used car dealers in 2022 are not discussing how much money they have made this year, but more about how much they have lost this month and how much they have lost this car. But if you are blindly reluctant to lose money, you fantasize about waiting for a customer who doesn’t understand the market one day to offer a high price to help you make up for the losses. That will basically be more worth the gain. At this stage, customers basically know how to buy used cars Autohome , car master, and live broadcast rooms to compare prices, and the situation of selling is basically not going to happen. So instead of feeling uncomfortable when you watch the long warehouse car every day, it is better to survive by cutting off your arms and deal with it quickly. Repay funds to welcome the next possibility of profitability in the next car. Set a reasonable inventory cycle and mechanism to cut positions, not blindly pursue bicycle profits, and quickly turn around, thereby accumulating more customer groups and accumulating strength for subsequent development.
(2) Model structure adjustment: Mid- and low-end cars, new energy vehicles
Recently, I visited a car dealer in Xi'an. It took half a year to go from working in business cars before to transforming into new energy.In his words, transformation is difficult, without a source of cars or customers. However, we have carried forward the spirit of working without fear of hardship or fatigue in team combat, and went out to invite them in to strengthen our studies. There are no customers and no car source to pick up traditional ways of inserting small cards and recording phone calls every night. Although I was so hard and tired, I came back to life. Faced with the reduction of consumer purchasing power and the longer purchasing cycle, adapting to market changes and catering to customer needs is a painful choice that every second-hand car dealer must face. According to the characteristics of the city, rapid transformation and survival are the key.
(3) Operation practice internal skills, expand channels, increase clues, increase sales opportunities, and improve sales capabilities
Faced with the current situation of the industry and mask situation, many second-hand car dealers are Buddhist sales and wait for customers to come to their doors. Perhaps it is a way. But if you don’t move, others are moving, then you will fall behind, and if you fall behind, you will be beaten. In the past five or six years, we have seen too many older generation second-hand car people who cannot keep up with the industry's development and development concepts have gradually been eliminated. They all have a brilliant history. If customers naturally come to the store, then strengthen the self-exploration of employees. There is always one that is suitable for you in circle of friends management, brokers taking views, friend reprints, old customer reprints, postings on various online APPs, short videos, live broadcasts, etc. Doing more every day can lead to one more potential customer. If you don’t do it, you can only accept the challenge of survival. There is actually a lot of work to do to improve customer invitations to the store and increase the transaction rate of customers to the store. Carefully take stock of each sales customer situation every day, adjust sales strategies in a targeted manner, and achieve customer service to the extreme. All can be trained and improved at this stage.
(4) Follow the industry policies, do not do headless fly
lists many new industry policies announced this year. Used car dealers should follow the industry policies, study the policy starting points and advantages, and quickly adjust their business ideas, otherwise they will be very passive to continue their work. For example, the second-hand car company filing system after 10.1 requires used car dealers who have not paid attention to this matter to apply to the local commerce bureau. Because after 10.1, the word used car is printed on the registration certificate, if you do not register, you may face the embarrassment of not being able to transfer the ownership. In 2023, each person can only transfer two cars per year. In the past, the situation where one person carried dozens or hundreds of cars on his body would not reappear. It is necessary to understand that this is the future tax policy. If you have to pay taxes to sell used cars, it will be formally developed. Local governments must start to pay attention to second-hand cars. Compliance and legal operation, and tax payment in accordance with the law will definitely be the main theme of the industry in 2023. Then whether you have distribution qualifications and financial capabilities or not needs to be planned in advance. Therefore, keeping up with industry policies and not being a headless fly is the key to planning ahead.
Faced with many uncertainties in the used car industry, we also have many things that can be determined in response to the so-called "one car, one condition, one price" characteristics of the used car industry. That is, you will continue to be optimistic about the used car industry. The country is vigorously supporting the used car industry. Customers are increasingly recognizing the used car product, and customers have shifted from product demand to service demand. Finding out the certainty you can do in uncertainty, that is, doing certain things and doing them to the extreme is the attitude and behavior choice we should hold in the normal state of uncertainty.
WeChat public account: Used car big wisdom Pan Pan (id: carman228)
If you have any opinions on this article, please pull the page to the bottom Leave a message Comments
☞Welcome to submit: Those who have sharp writing style, clear views, outstanding literary talent, and good looks must be on the headlines
☞Welcome to reveal: little known, pointed at the truth, and those who have three points must be on the headlines
☞Welcome to submit: corporate celebrities, innovative models, peak gameplay, biography, etc. must be on the headlines
☞Welcome to submit: corporate celebrities, innovative models, peak gameplay, biography, etc. must be on the headlines
-
-
-
-
-
-
-
-
-
-
-
-
-
-
-
-
-
-
-
-
-
-