上海大众试乘试驾车管理政策-中英文.doc

.SV_20140002上海大众汽车大众品牌2014 年经销商试乘试驾车管理支持政策Y2014 Policy of SVW VW Demo Car Management;.China上海大众汽车大众品牌试乘试驾车管理支持政策Policy of SVW VW Demo Car Management目的 Purpose：为更好的推进经销商落实和贯彻上海大众试乘试驾管理标准，使潜在用户得以充分 享受到试乘试驾服务与体验，从而提升客户满意度和成交转化率。To encourage dealers to implement and execute the criterion of Demo car Management well, bring excellent test drive service and experience to potential customers to improve customer satisfaction and test-to-buy rate.一、 试乘试驾车配置与支持原则 Principle of demo car configuration and support：1.对象： 上 海 大 众 大 众 品 牌 全 体 特 许 经 销 商 、 授 权 直 管 直 营 店 / 城 市 展 厅 、 授 权直营店 / 城 市 展 厅 均有义务 按 标 准 配 置 试 乘 试 驾 车 辆 为 客 户 提 供 满 意 的 试 乘 试 驾 服 务 ， 提 高 客户满意度。Object: All 4S, DMRRS/DCS, RRS/DCS and city-show room dealers of SVW VW brand have the duty to equip demo car to provide customers with excellent test drive service to improve customer satisfaction.2.规则：试乘试驾车使用期限原则上是一年,如有新车型上市，则按上市时间针对配置时 间延迟或提前配置试乘试驾车辆。在新车配置完成之前原试乘试驾车不得退出。General rules: Demo car usually will be used for one year. If new model launch, SVW will adjust the equipment time. The original demo car could quit only after the new car registers.3.配置：试乘试驾车具体的配置车型与数量以总部当期发布的经销商试乘试驾配置通知为 准。新入网经销商首批试乘试驾车辆的配置以具体通知为准。Configuration: The equipped demo car model and number will be noticed bySVW. The first batch demo car of new comer will be noticed by SVW.4.折扣支持：上海大众针对试乘试驾车依据综合检查结果全年给予经销商开票价 40%至-4%的折扣政策，要求试乘试驾车必须上牌后按上海大众试乘试驾标准使用。参与返点计算 的车型是基于每个季度末登记在册的试乘试驾车辆。Discount support: Dealers will enjoy 40%-4% discount of demo car in relate to different performance and use the demo car standardly. Discount will be given to all demo car registered in Demo car management system in the end of each quarter.5.绩效考核：根据每季度销售用户满意度 CSS，经销商神秘客户 MS 和现场检查 OQC 中 试乘试驾模块计算综合档次,按照不同的得分档次给以不同的折扣补贴，随公司季度返利 一起发放(折扣见下表)：Performance assessment: SVW will calculate the discount level of score of CSS, MS and OQC each quarter. The concrete method as follows:考评模块Module得分比例 X Ratio得分区间LevelQ1discountQ2discountQ3discountQ4discount全部TotalChina季度 MS 中试乘试 驾模块得分 Quarterly Demo Car Result of MS Check季度 CSS 中试乘 试驾检查结果(折 算成百分 制)Quarterly Demo CarResult of CSS Check季度现场明访中 试乘试驾检查结 果(折算成百分 制)Quarterly Demo CarResult of On-site visit CheckX = MS 中 试乘试驾模 块得分*40%+CSS 中试乘试驾 模块得分*40%+现场 明访试乘试 驾模块得分*20% 满分 Total:100返点返点返点返点95X10010%10%10%10%40%90X957%7%7%7%28%85X904%4%4%4%16%80X85 1%1% 1% 1% 4% X80-1%-1%-1%-1%-4%China6.新经销商在入网的前两个季度按照最高的折扣比例每季 10%（折合全年 40%）进行发放，对入网日期在季度下半季的经销商，其入网后首季不发，在次季度按照新入网标准 进行发放。对于新入网经销商，总经理，销售总监，客户总监，市场总监，服务总监等 关键岗位通过测评的在半年内出现离职换人的情况，将不再享受上述支持政策，并且扣 回已发放的试乘试驾车辆的全部返利。在支持期过后，新入网经销商纳入正常的考核范 围。For new dealers, the start two quarters will enjoy the 10% discount (the highest level).If entering time in the second half of each quarter, the dealer will not enjoy discount in the first quarter, but in the next quarter. If in start half year, general manager, sales manager, customer manager, marketing manager and service manager（qualified） leave, the new dealer cant enjoy the discount and SVW will deduct the discount given.二、 试乘试驾车的管理、检查及处罚 Management ,check and punishment of demo car1管理责任：Management responsibility1) 经销商 Dealer 按要求配置试乘试驾车辆，规定期限内在当地车管所完成上牌（临时牌照除外），经 销商需在试驾订单下达的 2 个月内完成上牌，限牌地区的新入网经销商或新增车型 可适当延长至 4 个月内完成上牌，并遵守交通法规规范使用试乘试驾车辆.Equip demo car as SVW required, get the license for the demo car(temporary license is not acceptable).Dealers get the official license in 2 months , and new dealer and new models for mature dealer in license limited region get the official license in 4 months, and use demo car legally 为所有试乘试驾车辆配备必要的保险，险种包括：交强险、车损险、座位险、自燃 险、第三者责任险和不计免赔险。All Demo Car insurance must be included traffic Insurance, vehicleChinadamage insurance, seat insurance, spontaneous combustion insurance,third party liability insurance and not-deductible insurance. Dealers can also cover other types of insurance按照车辆规范要求为试乘试驾车辆做维护保养，并将相关记录归档备查。Vehicle maintenance as SVW VW brand required, and keep the record. 按照 DOS 标准配置试乘试驾专员，并按标准流程开展试乘试驾活动。Equip demo car specialist and execute test drive service as DOS required. 把试乘试驾车辆的信息（车型，车牌，Vin 码等）及时准确的填入试乘试驾车辆管 理系统，未安装 GPS 的经销商要求按照试乘试驾车管理系统规定每天规范输入试乘 试驾信息。Type the data of demo car（model, license number, Vin number） to management system correctly. Non survey city dealers also type the test drive data.2) 销售服务中心负责对辖区内经销商的试乘试驾车进行日常监督管理和检查，对非展 厅试乘试驾的备案予以确认，同时销售服务中心需将日常管理中发现的经销商的违规 行为及时纠正并向网络发展与管理通报。RSSC is responsible for daily check and management for the regional dealers and approve the non-test drive activities. Meanwhile, RSSC report the violation to SVN.3) 网络发展与管理负责试乘试驾车辆订单申请，指派，按照管理规定实施日常管理， 定时发布试乘试驾相关信息及报告等；开展对试乘试驾车的定期和不定期的专项检查, 并依据相关检查进行处罚。SVN is responsible for demo car order application and assignment, manage daily work and release information and report about demo car, organize test drive special check unscheduled and punish basing on the result.2管理与处罚 management and punishment:China1) 对于所有以指派订单配置的试乘试驾车辆，经销商应在订单下达后 2 个月之内完成配置，并录入试乘试驾车管理系统纳入管理。For all the demo car order, dealers must equip well within 2 months and type the demo car information to management system.2) 上海大众针对经销商试乘试驾配置和使用情况将通过用户满意度（CSS）、销售神 秘客户（）、现场检查（OQC）、经销商能力审核（DCA）、Audit和不定期的 试乘试驾专项检查等方式严格管理。SVW will check the test drive service by CSS, MS, OQC ,DCA, Audit II and some other method.3) 试乘试驾车必须专车专用，如在车辆使用周期内发现经销商的试乘试驾车辆被挪作 其他用途并未经 RSSC 或总部相关部门备案确认的，将在返利中扣除相应车辆已发放 的折扣补贴并给予该经销商一级警告的处罚。Demo car must be used for test drive. If it is used for other purpose and not put on record ,SVW will deduct the bonus paid and SVW will give this dealer level 1 warning.4) 经销商未按上海大众要求配置足够的试乘试驾车，给予一级警告，并将扣除当季试 乘试驾折扣补贴的 50%。经销商没有配置试乘试驾车，将受到黄牌警告的处罚，并扣 除当期商务政策返利补贴的 50%。If dealer dont equip enough demo car, it will be given Level 1 warning and deducted 50% all demo car quarterly bonus,. If dealer dont equip demo car, it will be given yellow card warning and deducted 50% bonus in dealer incentive policy5) 试乘试驾车如未在规定时间内上正式牌照，取消在此期间相应试乘试驾车的折扣补 贴；如超过规定时间一个月内仍未上正式牌照，经销商将被给予一级警告同时取消在 正式牌照录入前相应试乘试驾车的折扣补贴。如果发现上假车牌，套牌等情况，一经 查证，经销商将被给予黄牌警告同时扣除当期所有试乘试驾车的折扣补贴。If dealer dont equip enough demo car, it will be deducted 50% all demoChinacar quarterly bonus, If dealer still dont equip well one month later, it will begiven first level warning and deducted the rest 50% all demo car quarterly bonus. If dealer dont equip demo car, it will be given yellow card warning and deducted 50% bonus in dealer incentive policy.6) 上海大众在提取第三方评估检查中关于经销商试乘试驾检查结果的同时也可接受销 售服务中心的通报，作为不发放试乘试驾车辆折扣补贴及追加处罚的依据。The result of third party checking the test drive or information from RSSC, all these will be regarded as evidence of discount deduction and punishment.三、 调 研 城 市 试 乘 试 驾 车辆GPS管理Surveycity democarGPSmanagement1管理规定 Regulations：1）电子围栏试乘试驾车辆必须在指定线路行驶。Electronic fenceDemo Car must be run in the specified line2）非活跃车管理试乘试驾车辆在一周内不应没有使用。Non-active vehicle managementDemo Car should be put in use once a week.3) 试乘试驾圈数试乘试驾车辆在一月内使用圈数不应低于民用车零售数。Demo car driving recyclerecycles in a month should not be less than the normal car retail.4) 试乘试驾车辆报备 Record Management事故类报备必须上传事故或维修单等证据类照片。Upload accident evidence.市场活动类报备必须提前两天上传经销商总经理以上级别或分销中心的审批的签 字文件（备案时间在三天或三天以上需分销中心签字，附活动计划），并注明活动 路线及目的地等。Upload marketing activity report approved by dealer manager or RSSC（Three days more approved by RSSC, attach plan). Explicit the route and destination.China针对每月报备数量全国排名前列的经销商，总部将逐一核对报备信息，对于信息不符的将以车辆为单位统计违规次数。For the record number top dealers, each record will check again, and the fake information will calculate in vehicles2处罚 Punishment：在一月内经销商以上情况出现三次或未经允许情况下试乘试驾车辆 跨销售责任区域行驶，上海大众将扣除该车辆当季折扣补贴并给予一级警告处罚。 Relevant bonus will be deducted and a level I warning will be given if 3 times rules broken be found in a month or if demo car running in non-sales region be found.四、 本管理支持政策自批准之日起生效。The support policy will be effective as soon as approved五、 网络发展与管理保留对该政策的解释权以及在需要的情况下做出更改的权利。SVN reserves the right of explanation and change as necessary六、 本政策属于经销商合同附件一：“经营管理指导方针”的一部分。This policy attributes to Annex I of dealer contract: Part of “business management guidelines”七、 本政策以中文内容为准。This policy takes the Chinese version as the foundation 上海上汽大众汽车有限公司 SVW 网络发展与管理 SVN2013 年 12 月 Dec. 2013China附件一：2014 年试乘试驾车辆配置 Demo Car Configuration in 2014类型 Type2013 配置日期 Data in2014 配置日期 Data in201320142014 车型颜色Color4S 店New Lavida1.6L AT Highline风采蓝Acapulcoblau2013.072014.06New Lavida1.4T Bluemotion风采蓝Acapulcoblau2013.022014.02Gran Lavida1.6L AT Highline雅致白white2013.052014.06Cross Lavida1.4T DSG猎奇棕2013.112014.12/2015.01New Passat1.4T DQ Bluemotion智蓝Emotionblue2012.112014.02New Passat2.0T DQ Flagship钛金Kashimir Brown2013.042014.02New Passat V63.0 DQ Flagship钛金Kashimir Brown2013.62014.03New Tiguan2.0T AQ Premium 4M峻岭棕Hunting Brown2013.062014.08New Polo1.4 AT Highline风格红Red2013.012014.05Polo GTI1.4T DQ极地白Polar White2013.112014.08New Touran1.4T DQ Highline智雅棕Toffee Brown2013.012014.07New Santana1.6L AT Highline平安白Polar White2013.122014.12New Santana1.4L MQ Comfortline平安白Polar White2013.062014.07直管直营店New Passat2.0T DQ Flagship钛金Brown2013.042014.02New Lavida1.6L AT Highline风采蓝Acapulcoblau2013.072014.06New Santana1.6L AT Highline平安白Polar White2013.122014.12New Tiguan2.0T AQ Premium 4M峻岭棕Hunting Brown2013.062014.08New Polo1.4 AT Highline风格红Red2013.012014.05直营店New Passat2.0T DQ Flagship钛金Brown2013.042014.02New Lavida1.6L AT Highline风采蓝Acapulcoblau2013.072014.06New Santana1.6L AT Highline平安白Polar White2013.122014.12China附件二：试乘试驾车配置流程 Procedure for demo car configuration：1、 正常特许经销商、直营店、精品店试乘试驾配置流程以当期试乘试驾配置通知为准。 Configuration plan of demo cars for dealers 、RRS and city showroom is based on the notice send by SVN.1) 配置方式：订单指派。Configuration way: order pointed2) 车型：指定车型。Model: pointed3) 每次车型配置前，由 SVN 对经销商发出配置计划通知，同时，提供需要配置试乘 试驾车辆的经销商名单至销售部门。A notice will be seen to dealers before every configuration and a name list will be sent to