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二手车市场的快速增长，市场交易主体相继加速开发这块领域，厂家和二手车机构正在“跑马圈地”。目前，整车企业进入二手车交易的也不在少数。宝马、通用、一汽大众、东风日产、上海汽车等都在二手车领域布下重兵，调整4S店基本功能，增加新增车辆置换、二手车认证、销售、全国联保等业务。但有分析指出，中国二手车市场仍面临多重障碍，如税费政策上，二手车流通的增值税费不利于正规的企业经营发展；行业缺乏一套比较完整的、可行的流通交易评估体系；另外，由于换车周期过长，整个市场目前处于供小于求的状态。2二手车新政有望年内出台日前，中国汽车流通协会向有关部门提68、出了三项建议，分别是放开对4S店的二手车经营权、试行机动车临时产权制度、对摇号中签弃号者实行一定约束，预计，一系列促进二手车市场发展的新政有望于年内出台。内容涉及放宽产权登记制度、调整二手车增值税以及完善流通法规，培育二手车市场。在产权登记方面，中国汽车流通协会日前已经向有关部门提出了“放开对4S店的二手车经营权、试行机动车临时产权制度、对摇号中签弃号者实行一定约束”三项建议。北京地区目前已作为试点城市试行 “车牌分离”方案，中国汽车流通协会已与车管所进行沟通协调产权登记的问题。此外，各地二手车交易市场的升级改造似乎也预示着二手车新政的即将出台。2010年9月，商务部、财政部联合下发了关于开展69、二手车交易市场升级改造示范工程试点的通知，来自11个省市的40家二手车交易市场成为首批试点单位。按照通知要求，被列入二手车交易市场升级改造示范工程、达到要求并经验收合格的企业，将获得中央财政的资金支持，支持标准原则上为每个项目100万元，不超过总投资额的50%。目前，首批试点单位的财政拨款已全部到位，第二期59家试点单位将于6月底进入验收和总结阶段。据悉，中国汽车流通协会还制定了“二手车鉴定评估技术规范”及中国二手车价格指导手册，从技术角度和价格角度指导二手车的流通买卖。这些措施都将使二手车交易市场出现前所未有的火爆场景。二、郑州市部分二手车报价参考待调查三、国内二手车经营模式随着我国二手车行70、业的发展，二手车的经营模式也一直在不断地更新之中。多年前，很多公司的经营模式大都是低价收车，高价卖车。吃中间差价。自从寄卖营销模式出现后，就打破了价格战的传统模式。还有的公司主要盈利模式是网上发布二手车信息，约请买卖双方到实体店见面看车谈价，撮合交易后网商只收取服务费。其低成本模式也让车商远离高利贷，是一种阳光新模式。 这种模式其实有很多的业内公司在用。二手车交易市场或者经销商都会有相应的网站，在网上发布买卖信息，撮合双方见面交易并提取中介费，早已经成为二手车经销商的销售模式之一，但是这种利润较低的模式并没有得到经销商的青睐。除了收车销售利润更多以外，很多车主在卖车时只要不是低到不能接受的价格71、，他们更希望拿钱走人。按照传统的经营模式，二手车商们的利润空间已经越来越狭窄。只有创新经营模式，才能更好更快地做大二手车市场。业内人士认为，衡量二手车商业模式创新的标准主要体现在收车渠道、销售模式和服务模式三个方面。但是，如何创新经营模式呢?有一家公司制定的七项服务标准可以借鉴一下。第一个是置换业务，客户可以享受二手车直接到4S店接受置换评估及交易的一站式服务;第二个服务就是质量检查，所有二手车进入卖场都必须通过质量检测;第三个通过质量检查，完全符合标准的二手车进行车辆美容;第四个是质量保证，只要通过该公司认证标准的汽车，无论任何品牌，都将由公司对其质量保证。例如引擎有问题，在一年之内，我们将72、给换新的;第五个是试乘试驾，透过试乘试驾，我们毫无隐瞒地让客户完全知晓这辆二手车的状况;第六个是车辆定制，客户可以依据需要增加配件或进行个性化装饰及改装，例如导航系统、影音系统、车身外部系统，改换铝合金轮毂等服务;最后就是汽车金融与保险。还有就是二手车拍卖也正在被很多商家尝试。据悉，许多厂商借助花乡旧车市场“换购即时拍”的交易平台，不仅为有意换购的用户多提供了一个旧车销售的出口，而且也促进了换购和新车销售。不少专家表示，从中国目前的情况来看，网上拍卖的条件并不成熟，包括评估标准不成熟，还有二手车从业人员水平良莠不齐，对于网络交易平台的运用还需要普及。更为重要的是，即使前两个条件都具备了，网上交73、易出价还是相对保守，而拍卖最核心的地方就是价格要充分竞争。因此，这些经营模式还有待于进一步的发展。二手车经营模式主要是一下几种：1、“夫妻式”二手车交易店2、品牌二手车公司3、通过网络平台销售的二手车交易4、拍卖5、寄售四、二手车公司经营范围1、二手车收购2、二手车销售3、二手车经纪服务4、二手车置换5、二手车按揭6、二手车寄售等业务五、二手车的收购1、收购渠道和方式二手车的收购渠道应该以从收购私家车为主要渠道，同时还可以从二手车市场进行收购。大的二手车交易市场都会形成一种稳定的市场形态，一般都会在固定的时间和地点一些想卖车的车主会自发的到这个固定的地点进行出售。（例如郑州北环文化路陈寨二手车74、交易市场）此时可以在此处进行收购。也可以在二手车交易市场内收购卖家的车辆，这种方式的利润较小，不是在确定的情况下一般不应该采取。二手车收购方式上，可以是公司的负责人直接去收购，也可以发展这方面的业务员，经过对业务员培训，按照交易的数量或者价格对业务员进行提成，从而达到共赢的结果。2、低价收购二手车二手车相对于新车，在性能及其外观上都有一定的缺陷，可以抓住这方面将收购价格降低。同时还应该抓住卖方的心理，一般急于出手的车辆价格偏低。3、收购时应该注意的其他问题在进行二手车的收购时，要尽量收一些口碑较好、性能稳定、售后服务体系完善的二手车。这样有利于销售。同时还应该结合市场需求和政治经济的变化合理安75、排二手车的收购。比如中日关系的紧张可能会导致日系车的收购价普遍偏低，了解国际形势，如果得到消息中日关系缓和，可以大批量低价收购日系车，等中日关系稳定后，再以正常价格出售。六、二手车的销售1、高价售出二手车高价出售二手车是公司取得利润的主要手段。因此高价出售二手车是公司长久发展的主要源泉。高价出售二手车的营销策略（1）科学合理的宣传措施宣传可以让更多的人了解公司的情况，同时可以很好的扩大公司的影响力。宣传阶段应该注意涉及广度和力度。还应该在宣传方式上进行甄别，采取适应当时的宣传方法。在宣传内容上也应该狠下功夫，争取收到良好的宣传小效果。（2）车辆缺陷的完善明显的车辆缺陷会影响到车辆的售价，一般收76、过来的二手车在很多的方面都会有一定的缺陷，如果能够做些外观上的处理和发动机的保养，就能够收获比处理成本更高的收益。七、二手车产业链的初步规划为了增强在该行业的竞争力，保证公司运营的稳定性，应该形成有机的相关联的产业。这样可以降低由于外界因素而引起的风险，同时次产业可以有效地为主产业服务，保证主产业的顺利健康发展。1、做好二手车交易二手车交易是二手车经营的主产业，它决定着公司的主要利润，二手车交易的数量和其收购销售价差是公司利润的主要来源，同时应该按照科学合理的运营模式进行有机运转，严格控制交易过程，确保交易过程合理化合法化。2、建立二手车售后服务体系建立二手车售后服务体系就是指能够建立一个关于77、汽车维修以及美容装饰的综合性营业店。二手车的售后服务是二手车购买车主十分关注的问题，因为二手车与新车相比有一定的不稳定性，随着车辆使用年限的增加，车辆各方面的性能都会有所下降，比新车有更大的出现问题的可能，这样会给二手车的车主带来很大的不方便，因此建立二手车售后服务不仅能够在客观上帮助车主解决问题，还能是车主在心理上不断认同，进而形成好的口碑，这是一把双刃剑，不仅能够帮助车主解决车辆事故，还可以为公司做好宣传，以保证能够更多的出售车辆，形成有机的循环。 建立二手车售后服务体系旨在为二手车交易服务，同时在另外一个方面为公司增加利润。二手车服务体系不仅为本公司所卖出的车辆服务，还可以为市场上其他的78、车辆进行服务，但是对于两种车辆应该采取不同的收费措施。对于本公司售出的车辆来说，其车主可以免费成为公司的会员，对于其他车辆，可以采取预先充值的方式成为公司的会员。公司的会员在进行汽车维修保养装饰时，不产生成本费用的不收取费用，产生成本费用时可以按照比市场价格略低的成本领先战略占领市场，同时还可以根据会员等级进行相应的折扣。实行会员制可以有效地拉拢客户，同时又让利于客户。长久以来可以与客户建立良好的合作关系。实行会员制度会使每次的收入减少，但是会使客户的数量增加很多，从而可以是公司获得更多的利润。3、逐步完善其他相关的服务在公司运营稳定之后，公司应该不断加强完善其他方面的服务。可以从以下几个方面79、开展。（1）建立二手车交易平台，也就是能够为买车和卖车的车主提供一个牵线交易的机会，从中收取一定的服务费用。（2）开展车辆代审、过户、交强险等业务。利用公司的人脉关系，从中收取相应的费用。4、不断拓展市场市场的拓展是为公司创造收入的重要途径，市场的拓展可以增加公司的业务范围，从而实现公司的创收。（1）与保险公司建立合作关系，通过公司规模的不断扩大，公司体系不断地完善，能够与保险公司建立长久的合作关系，用公司的实力和合理的价位赢得保险公司的同意。（2）与政府部门和大型企业建立关系，能够成为以上单位车辆的定点维修保养地点。（3）与车辆管理有关部门建立良好关系，通过这层关系能够为公司车辆收购出售提供80、帮助，同时还可以为其他业务进行支撑。（4）与汽车有关的产业联合推出活动，例如加油站，当车辆加油时，可以通过加油站办理洗车业务。八、二手车经营存在风险分析二手车经营公司不仅有内部经营所在的风险，同时也受政治经济等外部环境的影响。二手车经营存在的风险可分为内部、外部两个方面，主要体现在融资风险、滞货风险、车辆长途转移风险、政治经济风险、同行排斥风险等几个方面。1、融资风险资金是一个企业正常运转的保障，资金也是一个公司生存发展的血液。没有了资金，对一个企业而言就失去了生命力，然而降低融资的风险是保障公司正常运转的有效途径。对于一个二手车经营公司来说，资金的重要性可想而知，资金的多少直接决定着公司收购81、车辆的数目，对于收购和销售不在同一区域的二手车经营公司来说，需要比别人承担更多的运输成本和运输风险，二手车的销售和收购的价差就不很大，也就是说每台车的净利润是及其有限的。因此这种公司更多的是通过较多的销量来获得利润，这就要求公司要有足够的资金。降低融资风险的途径：（1）借助银行贷款银行贷款可以为公司增加一定的资金，但是银行贷款也存在很多的不足之处，这要求贷款人要承担贷款利息，无形之中是增加了运营成本，使得每台车的利润进一步减少。（2）众人拾柴火焰高一个人的力量是有限的，但是团结的力量却是无穷的，科学合理的团结能够实现1+12的效果。与志同道合的人进行合资是一种很好的选择，不仅能够在资金上提供帮82、助，减少银行贷款所产生的利息，同时合资人还可以承担相应的风险。当然多一个人就要多一份利润的分配，只要我们能够把蛋糕做大，我们所分的利润就会比之前的蛋糕还多。2、滞货风险对于一个二手车经营公司来说，滞货也就是说收购的车辆未能及时的销售出去，造成资金不能运转。有两种方法可以有效地降低风险。（1）车辆收购在车辆收购时，应该避免收购品牌口碑不好的车，尽量收购质量好、无大事故发生、易被大众接受的车辆。（2）车辆销售可以使用一些行之有效的营销手段和方法，要在销售技巧和购买车主的心理上下功夫，当然较好的服务态度和完善的服务体系必定能为之增加闪光点。3、车辆长途转移风险经营公司长途运输车辆，肯定会导致车辆的收83、购成本增加，另外也增加了很多的风险。不同的方式会有不同的风险。其中本身发生交通事故以及其他交通事故、天气等原因造成的时间损失风险是应该被关注和重视的。建议根据实践总结经验后选择合理的车辆运输的方式。4、政治经济风险经营公司还受到政治经济风险，政治经济风险是指由于国内外形势和政策的变化以及经济格局的变化所带来的不确定的消极影响。比如，经济危机的爆发，会导致二手车交易量的减少；钓鱼岛事件，会使日系车在交易中明显减少。5、同行排斥风险同时排斥是指比较有实力的同行的冲击以及同行使用不正当的竞争手段。虽然现在是市场经济，主导市场的公平竞争，但是诸多因素的影响不正当竞争的现象还比较严重，作为一个新的公司，84、很难很快的很好的融入到市场当中。建议从服务方面去逐步打开市场。九、经营公司职能分工公司应该设置总经理、收购主管、销售主管、售后服务主管等职务。总经理全面负责公司的管理与经营，收购主管负责公司二手车的收购，销售主管负责公司二手车的销售，售后服务主管负责二手车的售后服务及其他车辆的维修美容装饰工作。核准通过，归档资料。未经允许，请勿外传！9JWKffwvG#tYM*Jg&6a*CZ7H$dq8KqqfHVZFedswSyXTy#&QA9wkxFyeQ!djs#XuyUP2kNXpRWXmA&UE9aQGn8xp$R#͑GxGjqv$UE9wEwZ#QcUE%&qYpEh5pDx2zVkum85、&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu#KN&MuWFA5uxY7JnD6YWRrWwcvR9CpbK!zn%Mz849GxGjqv$UE9wEwZ#QcUE%&qYpEh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu#KN&MuWFA5uxGjqv$UE9wEwZ#QcUE%&qYpEh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu#KN&MuWFA5uxY7JnD6YWRrWwcvR9CpbK!zn%Mz849G86、xGjqv$UE9wEwZ#QcUE%&qYpEh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmUE9aQGn8xp$R#͑GxGjqv$UE9wEwZ#QcUE%&qYpEh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu#KN&MuWFA5uxY7JnD6YWRrWwcvR9CpbK!zn%Mz849GxGjqv$UE9wEwZ#QcUE%&qYpEh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu#KN&MuWF87、A5uxGjqv$UE9wEwZ#QcUE%&qYpEh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu#KN&MuWFA5uxY7JnD6YWRrWwcvR9CpbK!zn%Mz849GxGjqv$UE9wEwZ#QcUE%&qYpEh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z8vG#tYM*Jg&6a*CZ7H$dq8KqqfHVZFedswSyXTy#&QA9wkxFyeQ!djs#XuyUP2kNXpRWXmA&UE9aQGn8xp$R#͑GxGjqv$UE9wEwZ#QcU88、E%&qYpEh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu#KN&MuWFA5uxY7JnD6YWRrWwcvR9CpbK!zn%Mz849GxG89AmUE9aQGn8xp$R#͑GxGjqv$UE9wEwZ#QcUE%&qYpEh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu#KN&MuWFA5uxY7JnD6YWRrWwcvR9CpbK!zn%Mz849GxGjqv$UE9wEwZ#QcUE%&qYpEh5pDx2zVkum&gTXRm6X4NGpP89、$vSTT#&ksv*3tnGK8!z89AmYWpazadNu#KN&MuWFA5uxGjqv$UE9wEwZ#QcUE%&qYpEh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu#KN&MuWFA5uxY7JnD6YWRrWwcvR9CpbK!zn%Mz849GxGjqv$UE9wEwZ#QcUE%&qYpEh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z8vG#tYM*Jg&6a*CZ7H$dq8KqqfHVZFedswSyXTy#&QA9wkxFyeQ!djs#XuyUP2kNXpRW90、XmA&UE9aQGn8xp$R#͑GxGjqv$UE9wEwZ#QcUE%&qYpEh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu#KN&MuWFA5uxY7JnD6YWRrWwcvR9CpbK!zn%Mz849GxGjqv$UE9wEwZ#QcUE%&qYpEh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu#KN&MuWFA5uxGjqv$UE9wEwZ#QcUE%&qYpEh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK91、8!z89AmYWpazadNu#KN&MuWFA5uxY7JnD6YWRrWwcvR9CpbK!zn%Mz849GxGjqv$UE9wEwZ#QcUE%&qYpEh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmUE9aQGn8xp$R#͑GxGjqv$UE9wEwZ#QcUE%&qYpEh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu#KN&MuWFA5uxY7JnD6YWRrWwcvR9CpbK!zn%Mz849GxGjqv$UE9wEwZ#QcUE%&qYpEh5pDx292、zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu#KN&MuWFA5uxGjqv$UE9wEwZ#QcUE%&qYpEh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu#KN&MuWFA5uxY7JnD6YWRrWwcvR9CpbK!zn%Mz849GxGjqv$UE9wEwZ#QcUE%&qYpEh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWv*3tnGK8!z89AmYWpazadNu#KN&MuWFA5uxY7JnD6YWR93、rWwcvR9CpbK!zn%Mz849GxGjqv$UE9wEwZ#QcUE%&qYpEh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNuGK8!z89AmYWpazadNu#KN&MuWFA5uxY7JnD6YWRrWwcvR9CpbK!zn%Mz849GxGjqv$UE9wEwZ#QcUE%&qYpEh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu#KN&MuWFA5uxGjqv$UE9wEwZ#QcUE%&qYpEh5pDx2zVkum&gTXRm6X4NGpP94、$vSTT#&ksv*3tnGK8!z89AmYWpazadNu#KN&MuWFA5uxY7JnD6YWRrWwcvR9CpbK!zn%Mz849GxGjqv$UE9wEwZ#QcUE%&qYpEh5pD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