車源與銷售通路對中古車商聯盟經營策略必要性之研究

Study on Source and Sale of the Used Car Store Alliance Management Strategy Necessity

黃文宗(Wen-Tsung Huang)

指導教授 ： 林百福

國立臺北科技大學/機電學院/車輛工程系所/碩士(2010年)

摘要

因經濟環境丕變，台灣新車銷售歷經亞洲金融風暴、產業出走、油價高漲、雙卡效應及全球金融海嘯影響，致使新車銷售大幅衰退，2008年國內新車銷售只剩23萬輛，不到全盛時期57.7萬台的一半，如此規模要維持一新車經銷商的營運，便產生相當程度的困難，故新車經銷商更應重新思考定位將來，不得不再另闢戰場，調整經營策略，以取得競爭優勢。
本研究針對目前國內最大新車經銷商所組成的甲中古車商聯盟的營業策略進行中古車商訪談研究分析，讓乙中古車商聯盟在這廣大中古車市場上找到切入的立足點，以爭得一席之地。此訪談結果發現，影響中古車商加入中古車商聯盟的最主要關鍵因素，在於多樣化的中古車源提供和多管道的銷售通路為其必要性。故乙中古車商聯盟成立後，依此必要性再加強甲中古車商聯盟不足之處，就在短短的經營半年之內使貸款融資金額達1.6億元，且呆帳在1%以下，又貨款分差利息亦有2.6千萬元的營收。另中古車的查驗和保固營收亦有200萬元，而其他保修費用亦數倍於查驗及保固的營收。

關鍵字

中古車商聯盟 ； 經營策略

並列摘要

Because the economic environment big change, Taiwan new car sale after the financial turmoil of Asia, the industry leaves, the oil price to surge upward, the double calliper effect and the global finance Tsunami influence, causes the new car sale large decline, in 2008 the domestic new car sale only remains 230,000, to heyday 577,000 half, so the scale do not maintain a new car dealer's transport business, then has the suitable degree difficulty, therefore the new car dealer should ponder the localization future, can not but ward off the battlefield in addition again, the adjustment management strategy, has the competitive advantage.
This research the armor Middle Ages car dealer alliance business strategy which composes in view of the present home biggest new car dealer carries on the Middle Ages car dealer interview research analysis,Let the second grade Middle Ages car dealer alliance the standpoint which found in this general Middle Ages vehicle market cuts into, achieved the small space. This interview result discovered that affects the Middle Ages car dealer to join the Middle Ages car dealer alliance the most primary key aspect, lies in diverse the Middle Ages vehicle source to provide with the multi-pipeline's sales circuit for its necessity. Therefore after the second grade Middle Ages car dealer alliance was established, strengthens the armor Middle Ages car dealer alliance deficiency again according to this necessity, causes the loan financing amount within short management a half year to amount to 160,000,000 Yuan, and bad debt below 1%, also lends a minute bad interest also to have 6,020,000 Yuan earnings. Another Middle Ages vehicle's inspection and guarantees against damage the earning also to have 2,000,000 Yuan, but other maintenance expense also several fold in inspects and guarantees against damage.

並列關鍵字

used car store alliance ； management strategy

參考文獻

[4] Hofer, C. W., and D.E. Schendel, Strategic Management: A New View of Business Policy and Planning, 1979, New York: Little, Brown and Co。

[8] Boston Consulting Group http://www.bcg.com/。

[10] Aaker，D.A., Strategic Market Management, 1984,New York: John Wiley & Sons.。

[14] Daniel, R‚ Dolk, Integrated Model Management in Data Warehouse Area, European Journal of Operational Research, 2000, pp199-218。

[21] 鄭智峯，台灣中古車銷售品質於評鑑制度研究，台北科技大學車輛工程系研究所碩士論文，2007。