Auto Parts Dealer: Closed-door thinking for goods plan has failed


Those who do auto parts business know that the key to profitability of rational structured goods companies is to obtain the highest capital turnover rate and the lowest rate of unsalable stocks. This is what we always pursue.


For many years, the auto parts industry has said this: “If you make auto parts, you can make money, but you can't always come out on the books. Where do you go? Almost all of them say, 'All in stock'”! In other words, the earned money is taken into the warehouse of new commodities.

Therefore, the longer the operating period of most auto parts, the more stocked goods are. It is like a snowball. The heavy inventory pressure has become a headache for the generation of “old auto parts”; it is necessary to put this backlog of goods. “Change” into cash is also harder...

Inventory control the auto parts business is the key to profitability <br> <br> in accordance with the industry's unwritten rules, auto parts as the circulation of commodities and services, should also pay attention to a turnover rate of stock funds of possession; that is, divided by sales The average amount of funds held by the stocks of goods is equal to the number of turnovers per year. In accordance with the assessment requirements of the previous decades, China Auto Parts Co., Ltd. must have reached four times to be a reasonable inventory structure.

At present, the domestic auto renewal period is getting shorter and shorter, brand models are increasing, and the quality of parts and components production is getting better and better. For the auto parts operators, the inventory turnover rate will be lower and lower.

According to the author's investigation, it is rare that more than five times can be achieved in the commercial vehicle parts industry. It is rare that more than seven times can be achieved. Most of the small and medium-sized auto parts operators are within 3-4 times; some have operated. More than five years, the couple's wife shop is on the level of 2 or less.

Therefore, controlling the inventory structure, striving to speed up the capital turnover rate, and reducing the backlog of commodity management risks is a major issue facing all auto parts operators.

Because not only the majority of auto manufacturers are in transition, old vehicles (machines) are quickly phased out, and new vehicles (machines) are rapidly launched into the market;

Moreover, our industry is also undergoing a transformation. Some large and medium-sized auto parts distribution companies with powerful visions are optimizing their capital structure. Through the integration of various resources, they will remove the burden of old inventory and achieve rapid expansion to occupy the market.

In addition, our society is also undergoing a transformation. With the overall improvement of people's material living standards, values ​​and consumption concepts have been increasingly updated, more and more new models and new products have been accepted and recognized by new generation consumers.

This all-round transformation has given us a wake-up call. We can no longer hold our original business ideas and methods to do business.

To know that the inventory of goods, model specifications is no longer the better, the better the better; to establish a concept, with the least amount of money to do the most sales is the true ability.

In a sense, the auto parts business does not invest more and make more money; instead, the more they control bad stocks, the more they lose and the more they lose.

Therefore, the control of their own inventory, to achieve reasonable and accurate stocking, including the positioning of brand models, variety specification positioning, the number of places of origin, has become our current must do good work.

We should control the auto parts inventory structure from the following aspects:

First, increase the targeted efforts to improve stocking to make the distinction between wearing parts, regular spare parts and cold spare parts to sit behind the door to do the goods plan, it is definitely not feasible, we must go out, within the scope of sales in the region, Do meticulous market research to truly understand the characteristics and ownership of models of social vehicles;

Including the purchase habits and requirements of car owners, the dynamics of the transport market and even the feedback of new and old customers, so that they have the right goods and prepare goods.

Do not be as long as it is a new breed, not at home, no matter whether it is wearing parts, spare parts, or cold pieces all go back to stocking, and slowly sell.

2. Grasping the quantity of inventories to conduct statistical analysis on the sales history of the previous period to find out the rules for customers to order goods, and to make detailed determinations and arrangements for the incoming goods and purchase time cycle again;

Do not covet the supplier's cheap price and overstock, or follow the usual sales experience to blindly bulk purchase.

Under the condition of continuous goods, we can reduce as little as possible and diligently enter and sell quickly. Smart merchants have a good experience and can't be accurately grasped because of price trends and the special needs of customers.

We also need to know that there is such a rule in the auto parts business that only 20-30% of the goods in the inventory items can bring you 70-80% of the profits. Many of the profits of the goods are offset by the interest borne by the funds.

Therefore, we should spend 70-80% of our energy to complete this 20-30% of the procurement of goods replenishment work in order to maximize profits. Even if there are 50 or 100, there are only a few as many as 50.

Third, in accordance with the laws and characteristics of customer needs, no emotional impulse purchases as a rational auto parts operator, will not be fooled by the market and temporary demand illusions and uncertain customer needs, deceived are often driven by profits, Don't try to make manufacturers "fudge" because of coveting temporary profit, and be cautious about buying and selling goods and promotional items in the buying season, but also guarding against unscrupulous merchants' so-called "clearing goods, jumping property prices";

Even knowingly "counterfeit goods" and "emotionally eating".

IV. Accurately formulate the replenishment cycle for purchases and reasonably arrange the inventory structure. Each store has one cycle of purchase. Operators must determine according to the characteristics of their own sales cycle and the capital cycle conditions. Longer procurement cycles may result in longer out-of-stock rates. high;

A short procurement cycle will result in an increase in the inventory of single species.

It is impossible to make replenishment for each component when it is most suitable. This depends on the degree to which your normal work experience and inventory structure are reasonable.

Therefore, we say that making auto parts to make a difference, the actual profit on the book is easy to do, but it is very difficult to really convert the profits into cash. You want to extract funds in the garage to do investment or diversion is even more difficult. .

Now some savvy auto parts bosses have realized this, and are all exploring ways to build stocks and pull stocks, and they are unaware of the lack of inventory of unsold goods.

Some have expanded their customer markets and diluted their inventory structure through complementary advantages and resource integration.

In addition, it seeks to establish joint ventures with peer companies with strong capabilities and standardized management to gradually digest and improve the structure of inventories.

In short, to achieve continuous improvement of effective inventory and diminishing inventories, it is not a single point of view to control the inventory structure in the best condition. It is necessary for each auto parts operator to pay a lot. Most of the auto parts industry has the consensus of people of insight.

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