First, the local car government procurement model
At present, China's automobile government procurement model is not uniform, and the central government and some regions adopt the agreement procurement model, that is, bidding once a year, and the shortlisted suppliers are agreement suppliers. Within the validity period of the agreed supply, under normal circumstances, the orders of all purchasing units will be generated among the agreed suppliers, and no bidding will be conducted. This procurement method mainly involves the participation of major automobile manufacturers in bidding, and the main task of each dealer is to do a good job in sales and after-sales service after the manufacturers win the bid. Interested parties can browse the relevant provisions of automobile agreement procurement on the "Central Government Procurement Network".
In addition, there are still many areas that have not implemented automobile agreement procurement, and still adopt the traditional "one-single-move" mode, that is, every procurement demand is subject to inquiry procurement or public bidding (according to the local government procurement quota standard, public bidding reaches a certain budget, and vice versa). Generally speaking, automobile manufacturers will not spend energy to bid, and most of them are dealers of various brands to bid.
As an automobile dealer, if your area implements agreement supply, and if the brand you represent is an agreement supplier, then your task is relatively simple, and you can do a good job in sales and after-sales service. If it is a "single move", then the activity you often engage in is to participate in bidding.
To participate in bidding, we must first understand that because cars are different from other commodities, their particularity lies in the fact that there is basically no "substitution of product performance". For example, if a user wants to associate a computer, you can bid with Dell, and the user may accept it. However, under the current national conditions, although it is clearly stipulated that brands cannot be specified, it is basically useless if the brand you sell is not the "reference brand" written by users in the bidding documents. Imagine, if the leaders of user units want to take Audi, do the people they handle dare to buy other brands to go back to work?
Therefore, unlike other suppliers, the most important efforts of automobile dealers are not in the production of bidding documents, because users decide who will win the bid while deciding the brand. Therefore, in their usual work, they should know more about the needs of users and what they need most, and then feedback their opinions to manufacturers to make corresponding improvements, so as to make official vehicles that are more in line with government procurement. This is what an excellent dealer should do. Audi, for example, is a model in this regard. Why can't Mercedes-Benz and BMW, which are not worse than him, compete with them and become China's "official cars"? Because Audi is well aware of the psychology of officials, it is low-key, calm, introverted and unassuming, but full of dignity and extraordinary. It pays great attention to the needs of officials and makes unremitting improvements. It can be seen from the names of some models it launched: "Deluxe Executive Edition", which is specially customized for officials. Comparatively speaking, the image of BMW in China is associated with such negative images as "upstart", "mistress" and "bumping into people". This is not to say that BMW itself is not good, but the impression it gives to Chinese people.
In addition, even if the user determines that the brand you sell has demand, you should not take it lightly. Many dealers of hot-selling brands think that the emperor's daughter is not worried about marrying, and others have asked for it. However, the competition in the current automobile market is becoming more and more fierce, and the government procurement market is not monolithic. With the increasing attention of major automobile manufacturers to the government official car market, the era of "old three things" has long passed, and various new products emerge one after another. Therefore, we must have a strong sense of crisis. First, we must pay attention to the bidding procedures. The bidding documents have been specified in detail, such as which documents should be stamped and which documents should be stamped. Although the details such as how to pay the bid bond are procedural things, many "big-name" dealers found that they did not bring the power of attorney when they came to bid, the stamped documents were not stamped, and the economic tenders were put in the business tender bag. These low-level mistakes not only caused the failure of bidding, but also brought time loss to users and left a bad impression. Second, after winning the bid, we should fulfill the contract and deliver it in strict accordance with the contract on time and quality, so as to give users a rest assured.
Do the above, and you will become a very good government procurement dealer.