Rebirth 99 to become a car giant

As early as 1912, SKF entered the Chinese market for the first time and started its business in China through agents.

In 1997, SKF (Huaxia) Co., Ltd. was officially established, which started the comprehensive and in-depth development in China.

As one of the largest bearing manufacturers in the world, SKF (SKF) and NTN (NTN) account for 70% to 80% of the global automotive wheel bearings.

In China, due to the late entry of Dongying Motor Company, SKF has occupied more than 60% of the market share.

Whether it is Volkswagen or General Motors, or Shenlong and Fiat, they are all using SKF's wheel bearings.

As a wearing part, the mass production supply and after-sales supply of hub bearings basically maintain a ratio of two to one.

But when it comes to profits, it's the other way around.

Under normal circumstances, auto companies do not allow suppliers to sell after-sales parts of their own models on the market.

This business, they have to do it themselves.

However, for special parts such as tires, wheel bearings, and engine oil, various suppliers sell parts to the aftermarket.

This point is clearly stipulated when some powerful suppliers directly sign the basic transaction contract with the automobile manufacturer.

Manufacturers who are slightly weaker will play a dozen side balls.

At that time, I will sell an equivalent brand, and you will have nothing to do with me.

Therefore, in terms of aftermarket parts of hub bearings, the OEMs and SKF each account for half of the share.

It is conceivable that for SKF (Huaxia) Co., Ltd., how important the change in after-sales bearing orders is.

Basically, it is the content that needs to be reported within the company every month.

"Xue, can you tell me, is this data wrong?"

"I know the Spring Festival is coming soon, and you are all anxious to go home for the New Year."

"But the work that should be done can't be left behind."

Golmer is the sales director of SKF, and has an independent office of more than 50 square meters in the office building in the center of the city.

It was definitely a lot more comfortable than at the headquarters.

"Golmo, I also hope that this data is wrong."

"When the summary came out, I immediately felt something was wrong."

Xue Wenqiang gave his answer with a wry smile.

There is nothing wrong with the data, there are only so many orders this month.

"No mistake?"

"The order quantity of wheel bearings has dropped by 50% compared with the same period last year, and the chain has dropped by more than 60%."

"Such a huge drop, you told me there was nothing wrong?"

"Xue, you have to make it clear that today is not April 1st."

Golmer put down the coffee in his hand heavily, obviously in a bad mood.

"Many automakers are doing their best to promote the sales model of 4S stores this year."

"Most of the after-sales parts in the 4S shop are shipped from the car factory."

"It's had a really big impact on our aftermarket parts sales."

Xue Wenqiang quickly found a more convincing reason.

To some extent, this can be regarded as an objective reason.

It's just that with the increase in car ownership and the increase in 4S shops and car repair shops, theoretically their sales of after-sales parts should not drop that much.

"I'll give you a month."

"This problem must be clarified and effective countermeasures must be come up with."

"Otherwise you don't have to come to work anymore."

For a moment Holmes wasn't sure what to do.

But problems have arisen.

Definitely.

...

When SKF was worrying about the change in the order of the wheel bearings, Bu Defan was also discussing this matter with Li Jianfeng in the public in Shanghai.

"Li, the after-sales service department asked us to help confirm and see if SKF sold SP parts to our distributors without authorization."

"You should pay attention to this matter."

"It's best to go to SKF in person and have a good communication with them."

"Also go to their warehouse and take a look to find out about their latest shipments."

The sale of aftermarket parts is also a piece of fat for OEMs.

For most after-sales parts, the procurement cost is exactly the same as that of mass-produced parts.

However, the price sold to 4S stores requires at least 30% of the management fee to be stuffed into it.

This so-called management fee is actually profit.

Although the overall sales are not exaggerated, the profit contribution to the company is quite a lot.

The most important thing is that as the number of holdings increases, this piece of cake will automatically become bigger.

Therefore, the changes in the after-sales orders of some major parts and components are also specially watched by Shanghai Volkswagen.

"Bu Defan, it's no secret that SKF sells SP parts directly to agents and distributors."

"The after-sales service department is not ignorant."

"It's like Continental tires and Michelin tires. They also sell tires in front of their faces."

"They even have their own dealers, selling tires of all sizes."

"If we go to SKF to investigate, I am worried that it will end badly."

Li Jianfeng speaks very directly and doesn't like to beat around the bush.

The sales KPI of after-sales parts has nothing to do with the purchasing department.

So he didn't want to touch this piece of things.

Especially some time ago he also heard a story.

In order to choose an engine oil agent, the game among several leaders of the company was very fierce.

After all, there are stories behind these agents.

This game almost didn't turn the story into an accident.

Although the situation of the wheel hub bearings is definitely not as complicated as that of engine oil, he doesn't want to touch it.

"If they were still selling wheel bearings in the same volumes as before, we would have been normal."

"If they have greatly increased the sales of SP parts of wheel bearings in the past month, it is equivalent to encroaching on the interests of the public in Shanghai."

"This kind of behavior, we must come forward to stop it."

"Otherwise, the after-sales service department will bring this matter to the management, and we will have no way to deal with it."

Li Jianfeng was deeply trusted by Bu Defan.

So Bu Defan said some things quite clearly.

With this major principle, Li Jianfeng has a bottom line in his heart.

"Then I'll contact SKF's sales first to see what they say."

"Then go to their site to confirm."

For suppliers, knock when it's time to knock.

Li Jianfeng has a clear understanding of this.

Like SKF, you can choose to do some things, but you can't trouble me.

Or this matter, I also want to be able to enjoy the benefits.

Otherwise, why should I take the blame for you?

Everyone is very realistic.

"It's best to figure this out before the Spring Festival holiday."

"Otherwise, it will be delayed until next year."

Bu Defan felt that SKF had cheated the public like this, so he had to teach him a lesson.

Otherwise, other manufacturers will follow suit in the future, and it will be difficult to discipline them.