Research region: Ukraine, Kazakhstan, Belarus, Azerbaijan, Armenia, Uzbekistan
1. The level of economic development of the CIS countries (with a breakdown into administrative districts):
1.1. Review of macroeconomic indicators
1.2. Socio-economic development of administrative subjects of the CIS countries
1.3. Areas of employment in administrative entities of the CIS countries. The purchasing power of the population in administrative entities of the CIS countries, depending on the sector of employment
1.4. The activity of business in administrative entities of the CIS countries is the dynamics of the growth of the number of small and medium enterprises per 1000 residents, the occupation of these enterprises.
1.5. The list of enterprises registered in administrative entities of the CIS countries using commercial equipment in the work. (occupation, contact details, the availability of your own repair base used in the work of the A/M model, their year of release).
1.6. The list of main commercial banks (address, contact phones, rating) present in administrative entities of the CIS countries
deposit rates;
- Conditions for the provision of loans for the development of small and medium -sized businesses (rate, security, credit limit)
- The condition for issuing loans to individuals for consumer needs, for the acquisition of a/m
- Participation in company financial programs implemented by dealers/manufacturers of automotive equipment
- Car insurance conditions
1.7. The list of basic leasing organizations present in administrative subjects of the CIS countries. The proposed conditions of cooperation. Work indicators.
1.8. Development of transport infrastructure.
1.9. Acting and planned environmental norms.
1.10. The presence of regional legislation regulating the movement of freight transport in cities.
2. A study of factors influencing the purchase of a used commercial group in the Russian Federation and the CIS countries (including Moldova, Kyrgyzstan), according to the results of data on retail sales of 2009. The forecast for the development of the market used cars.
3. Automobile park of the Russian Federation and the CIS countries on 06.06.2009.
4. Analysis of the development of service in target segments over the past 12 months
4.1. Determination in a %ratio of appeals of owners of LCV, MCV to the service station in the context of the performed service work (then; gr; TR locksmith work; TR bodywork, painting)
4.2. Determination of the age category of vehicles circulating at the service station and their %ratio
4.3. The collection of information on a service station, the rating of the most popular.
4.4. Analysis of the market for mobile service services (list of campaigns and services in demand)
4.5. Determination of the % of customers applying by preliminary entry to one hundred
4.6. Determination of the average time for conducting the current, warranty repairs per service station.
4.7. Determination of the number of a/m, served for 1 post per day
4.8. Determination of downtime of a/m per year related to service work (then, gr, tr).
4.9. Determination of the average amount of order-order by TR, GR (in the context of services/spare parts)
4.10. Determination of the most effective methods for assessing the level of customer satisfaction.
4.11. Determination of the portrait of customers of the service (gender, age, driving experience, education, occupation, average monthly income)
4.12. The main measures to attract customers, selection criteria and methods for evaluating effectiveness.
4.13. Determination of the main factors of the success of the service.
4.14. Delivery of spare parts for service (sources, logistics, originality).
4.15. The most commonly used information products on the service, their capabilities.
5. A comparative analysis of the cost of owning cars of competing brands (including used) in the Russian Federation, as well as the CIS imported into countries.
5.1 The comparative cost of spare parts and body parts of cars of competing brands in the Russian Federation and the CIS countries. Accessibility of spare parts.
5.2 The most frequent breakdowns (TOR-20) of the A/M competing brands and the frequency of their repetition, the cost of elimination.
5.3. Determination of the cost of salary and materials used in the maintenance of the A/m competitors.
5.4. Determination of the volume of work, cost and number of competitors' A/m for 1.2 ... 5 years of operation.
5.5. Determining the number of sudden failures in the operation of a/m and the costs of their elimination for 5 years in the context of each year or 60 thousand km. run.
5.6 existing taxes on vehicles (calculations of accrual), the availability of compulsory/ voluntary insurance (calculation calculations).
5.7 Residual cost of cars of competing brands (after 3, 4 ... 10 years of operation).
5.8. Fuel consumption rates for competitors (on the highway, in the city cycle, in the mixed cycle).
5.9. Rounds of the run of autoshin for manufacturers for commercial equipment (R15, R16).
5.10. The consumption rate of the salary per 1000 km rub. competitors.
6. Analysis of consumer preferences in the field of after -sales service in target segments
6.1 Definition of selection criteria for buying LCV+MCV cars
6.2 Definition of selection criteria for a service station.
6.3 Assessment of the degree of importance of warranty when choosing a manufacturer.
6.4 Identification of the attitude of the owners to the price characteristics of the STO.
6.5 Assessment of consumer relations to advertising service campaigns.
6.6 Assessment of the optimal service time a/m.
7. Analysis of competitors in the segment of commercial cars (including SAT).
Competitive analysis of foreign brands (automakers) represented in the territory of the Russian Federation and the CIS countries and sales (distributors) representing foreign brands:
7.1. Indicators of work for the period 2007-2009.
- the import volume of each brand into the CIS countries, in dynamics by months 2007-2009, with decoding by models and year of release (new and used);
- Sales of each brand in the Russian Federation and the CIS countries in the division of administrative districts and subjects, in dynamics by months 2007-2009, with decoding by models and year of release (new and used),
- sales volumes in the CIS countries in the breakdown in administrative districts in distributors (including dealers and subdillers);
- Comparative analysis of retail prices for a/m and cars of competing brands (including b/y)
- the ratio of sales of each brand in the Russian Federation and the CIS countries between official and gray dealers;
7.2. Distribution system and retail network
- The composition and geography of the SCC competitors in the territory of the Russian Federation and the CIS (name of dealers, the number of dealerships and service centers in cities);
- the structure of the service network (CCC) of competitors in the territory of the Russian Federation and the CIS;
- distribution (quotation) of a/m in regions;
- The order planning system by a distributor (dealer);
- basic requirements for the subjects of the sales network (standards, commercial policy);
- The structure of the profitability of dealerships (sale of cars / spare parts / service)
7.3. Work on special automobile equipment (SAT) in the Russian Federation and the CIS countries:
- The share of SAT in the total volume of the segment of commercial vehicles with a full weight of up to 3.5 tons, the medium -tonnage car segment with a full weight of 3.5 to 6.5 tons, the commercial vehicle segment of 6.5 to 9 tons with details on brands and appropriate for their intended purpose .
- the main company-workers (name of the organization; region; brands and brands of cars, on the basis of which the modification is carried out; the share of used cars that have completed the revision; types of superstructures; production volumes);
- The warranty period for modified cars and the procedure for the implementation of the guarantee (distribution of warranty obligations between the company-worker, dealer and manufacturer)
- The structure of the SAT Park in the next detail: total mass (2.6-3.5 t. etc.) the basic chassis, year of production, weighted average retail prices.
- restrictions on the import of various types of SAT of foreign production, laws governing the refinement
- Import of new SAT: market participants, their shares (according to brands and models), volumes of imports on brands (in dynamics from 2007 to 2009), sales and service networks of manufacturers and sellers of SAT (quantitative and geographical characteristics), service structure networks, sales volumes for brands and dealers in quantitative and monetary terms (in dynamics from 2006 to 2008), regional sales structure, price, credit policy and dynamics of market prices, legislative conditions for the development of dealer networks in the regions, dynamics and trends Sat market development (2009-2012), logistics of imported supplies.
- Enterprises - landmark of cars in the region at the moment, including on the basis of used cars: the number of enterprises, names and locations, founders, production capacities and the manufactured lineup, sales markets, development prospects, type of enterprises, production volumes and degree of production localization (in 2006 - 2008); Logistics of imported supplies: delivery scheme, method and delivery system, payment conditions, delivery time, availability of own customs-licensing warehouse.
- Identification of the prospects for the development of the SAT market: the predicted sales structure for the period 2009-2012; The forecast of market development in absolute and relative values for the period from 2009 to 2012; Assessment of potential demand (prognosis of sales) per sat.
7.4. Assembly production (SP) in the territory of the CIS countries:
- the number of joint ventures;
- names of enterprises;
- Addresses of the location of the joint venture and the year of foundation;
- founders;
- production capacity;
- sales markets;
- manufactured lineup;
- production volumes;
- type, volume and degree of localization of production;
- a list of local components used in the assembly
- Prospects for further development
7.5. Logistics of supplies a/m to the CIS countries
- imported supply scheme (delivery basis, delivery and delivery system, payment conditions, own TLC);
- local (local) delivery scheme (delivery basis, method and delivery system, payment conditions);
- terms of delivery of cars to order (warehouse standard);
- The cost of imported delivery (tariffs for transportation (railway, self -propelled guns, auto -volume), indicating the point of sending for each brand; excise tax; customs fees; other payments and deductions; cost and average stay of a/m on CVC, certification cost);
- The cost of local supply (transportation tariffs (railway, self -propelled guns, auto -volume), indicating the dispatching point for each brand.
7.6. Priches formation system
- Pricing policy (uniform prices in different regions or not);
- Price positioning of car-competing brands
- Changing prices in dynamics for cars for 2006-2009;
- change in prices during modernization, restyling;
- dealer margin;
- distribution of gross income between the distributor and dealer;
- The accepted calculation system for the delivered cars between the manufacturer and the distributor/dealer (delay, prepayment, letter of credit, etc.).
- Determination of pricing principles for service services.
7.7. Education
- frequency and direction of trainings (for managers, departments and SC);
- Base for conducting trainings (automaker, learning centers, etc.)
7.8. Interaction with the client
- organization of feedback with the client;
- organization of work with corporate clients;
- Requirements (standards) for working with clients for managers in the trading floor and at the service station;
- Related services in the DC and at the STO (cafes, the sale of accessories and souvenir products, registration in the traffic police and registration of insurance in the DC).
7.9. Service service (RF and CIS countries)
- The availability of specialized service centers (SC)
- the number of posts, loading the service area of one hundred;
- service services provided;
- warranty conditions for a/m, provided by the manufacturer;
- warranty conditions for a/m at the dealer;
- Conditions for compensation for the cost of warranty;
- the cost of a norm-hour of work on warranty repair and pre-sale training;
- pre -sale training (types of work, cost and time);
- the formation of prices for that and commercial repairs (the cost of a norm-hour in the regions, time standards, etc.);
- price policy for spare parts and consumables;
- basic requirements for the subjects of the service network;
- motivation of the subjects of the service network;
- Scheme of provision of spare parts;
- Assessment of the level of satisfaction of one hundred
8. Identification of the prospects for the development of the market of commercial cars in the Russian Federation and the CIS countries. Forecast for the development of the automobile market of the Russian Federation and the CIS for the period 2009-2012:
8.1. The predicted sales structure for the period 2009-2012. depending on the:
- type of engine (diesel, gasoline, bit fuel, etc.) and compliance with environmental standards;
- carrying capacity;
- wheelbase;
- type of body (board, van, bus, presence in the cabin of the "sleeping bag", etc.);
- type of drive (rear, front or complete);
- the number of places (for buses and combi);
- Types of superstructures (for sat);
- set (package) of options in the basic configuration and additional options.
8.2. Market growth in absolute and relative values (general market) for the period 09-12gg
8.3. Forecast of changes in market shares in the main brands for the period 2009-12g
8.4. Plans for organizing joint ventures (assembly industries) by foreign brands in the Russian Federation and the CIS for the period 2009-2012:
- foreign brand and partner from the Russian Federation and the CIS;
- classes of cars planned for production;
- type of production ("screwdriver" assembly, a full assembly cycle, etc.) and the degree of localization;
- planned terms, production volumes and sales markets;
- Project investing.
8.5. Possible termination of assembly for the joint venture for the period 2009-2012:
- brands, brands;
- The reasons for the closure, further plans.
9. Analysis of competitors existing ways to stimulate sales (including sat).
9.1. Analysis of advertising campaigns and shares conducted by competitors and their dealers in 2009; Assessment of their effectiveness.
9.2. Implemented branded financial/leasing programs
- FFP conditions (FLP);
- beginning/end of the implementation of the program;
- sales volume a/m through FFP (FLP)
- The conditions for the interaction of the parties in the manufacturer-Bank chain (leasing. Company) –diler
- Distribution of costs between the manufacturer/dealer during the implementation of the FFP (FLP)
9.3. Sale of a/m under the Trade-in program in the CIS countries
- Legislative prerequisites/restrictions
- List of dealers of implemented Trade-in
- Beginning/end of the dealer of the Trad-in dealer
- dealer sales of the Trade-in program
9.4. Methods of motivation:
- Sales tools
- The manufacturer’s interaction scheme (distributor) with dealers, dealer motivation system;
- customer interaction scheme, customer motivation system;
- staff motivation;
- used advertising media;
- the effectiveness of promotions and financial instruments;
- Customer feedback.
9.5. Promotion system, participation in tenders.
File name: ТЗ-2009-400
