2016q4商務(wù)政策-附件q

銷售策略部Sales

steeringDepartmentDear

dealers：In

Q3,FAW-VWtook

a

series

of

effective

measures

to

optimize

stock

structure

in

dealership,

lower

stock

pressure

and

help

dealersadjust

to

a

good

status.

In

the three

quarters,

we

have

achieved

925K

units

accumulative

sales

volume

with

YoY

growth

17%

and

MS6.0%.

Here

we

would

like

congratulate

on

your

good

sales

performance

and

say

sincere

thanks

for

the

efforts

you

made!The

sales of

Q4

is389K

units,

accounting

30%

of

the

yearly

sales

volume.

In

order

to

achieve

it,

we

should

implement

thefollowing

four

works

well:Seize

market

chance.

Because

of

purchase

tax

reduction

policy,

the

Q4

automobile

market

will

keep

a

high-speed

growing

trendandis

estimated

to

grow

20%

compared

with

Q3.

Please

carry

out

“1+1”

thematic

marketing

activities

well

and

increase

showroom

traffic

andconversion

ratio.

Please

widen

showroom

traffic

channels,

go

out

of

showroom, anize

different

experimental

marketing

activities

andincrease

conversion

ratio

from

sales

leads

collected

from

digital

marketing

activities.Grasp

sales

rhythm.

In

Q4,the

market

shows

much

uncertainty(

for

instance,

the

development

direction

of

purchase

taxreductionpolicy

etc.),

and

the

competitors

actions

may

also

affect

our

sales.

Please

prepare

sufficient

capitals

and

resources,

speed

up

car

deliveryand

grasp

market

share.Breakthrough

new

product

sales

and

increase

profitability.

The

three

new

products

we’ve

launched

this

year

have

gained

widerecognition

of

the

customers

and

the

sales

is

moving

on

the

right

track.

Please

continue

paying

high

attention

tothe

new

products

andincrease

investment

on

marketing.

We

hope

that

Bora

NF

sales

volume

will

reach

a

historical

record

in

Sep.

and

show

even

betterperformance

later

on.

For

Magotan,

we

should

keep

the

star

effect

of

all

new

generation

Magotan,

keep

high

price

premium

ability

andshowroom

traffic

ability;

F olf

SV,

we

should

increase

the

sales

volume

step

by

step.

In

Q4,

FAW-VW

will

launch

C-TREK

and

Jetta

PAto

the

market

to

attract

more

customers

to

the

showroom

and

increase

sales.Reach

a

new

peak

of

sales

volume.

In

Q4,

FAW-VW

will

make

innovative ns,

combining

after

sales

service,

loyal

customerapproach

and

BP

fulfillment

bonus,

to

encourage

dealers

to

climb

a

new

height.Now

is

the

best

opportunity

for

us

to

sprint

tomake

sales

breakthroughs

with

growing

market,

advantageous

polies

and

strong

salestactical.FAW-VW

will

invest

more

on

marketing

promotion

to

giveyou

full

support.

Please

keep

working

hard

to

climb

a

new

height!CommerceViceof

FAW-Volkswagen

Companyof

FAW-Volkswagen

Sales

Company

.Please

RSD

team

implement

related

work

inthisPlease

region

team

guide

dealers’

generalmanager,

sales

director,

marketing

directorto

learn

this銷售策略部Sales

steeringDepartment1VW

Brand

Integrated

Tactical

Guidance

Book

in

Q4,

2016FAW-VW

Sales

Co. .

(VW

Brand)Date

2016-09-30銷售策略部Sales

steeringDepartment2CatalogueQ4

key

works

( merce,

all

models)ⅡQ4

tactical

policy

explanation

16-34ⅢQ4

marketing

and

PR

communication

plan(HQ)

50-52ⅣFAW-VW

“Happy

Buy”

Promotion

Dealers

Event

(Oct

22nd)

35-41ⅤUpdated

talking

skills

of

key

models(Magotan

B8L,

Sagitar

MY17,

Golf

Sportsvan)銷售策略部Sales

steeringDepartment3ⅥExcellent

case(loyal

customer

remarketing)

44-49ⅦQ4

bigagenda

4-5Ⅰ6-1542-43銷售策略部Sales

steeringDepartment4Ⅰ.

Q4

big

agendaQ4

bigagendaOct.Nov.Dec.CustomerincentivepolicyJettaBoraGolfGolf

SVSagitarMagotan

B7LMagotan

B8LCCLoan

￥

6,000

or

trade-in

support

￥5,000Loan

support

1.6L

￥

7,000,

1.4T

￥10,000,

ortrade-insupport

￥

6,000Loan

or

trade-insupport

1.6L

￥

5,000,

1.2T/1.4T

￥8,000,

GTI

￥

16,000Loan

or

trade-in

support

￥5,000

,

1.2T/1.4T

￥8,000Loan

or

trade-insupport

1.6L

￥

5,500,

1.2T/1.4T

￥8,000,

GLI

￥

10,000Loan

or

trade-in

support

￥8,000

or

AaK

support

￥3,000Loan

or

trade-in

support

￥8,000Loan

support

￥12,000

or

trade

in

support

￥10,000

or

loan

￥8,000&

trade

in

support

￥

8,000

both

enjoyShowroomactivityOct

22ndFAW-VW

“Happy

Buy”11.11C-TREK

launch(Tentative

Nov

12th)New

Jetta

launchTBDHQmarketingcommunic-ation

planC-TREK

launchNew

Jetta

launchSagitar

family

communicationMagotan

B8LcommunicationStrengthen

CC

communication銷售策略部Sales

steeringDepartment5銷售策略部Sales

steeringDepartment6Ⅱ.

Q4

key

works11.11

E

-

c

o

m

m

e

r

c

e

Ma

r

k

e

t

i

n

gM

o

d

e

l

s

key

w

o

r

k

smerce

platformTmallAutohomeDealers

open

accountAlipay

&

IDCar

payment

accounts

&

sign

upGain

double

11

activity,

On-line

O2O

model

as

the

main

marketing

tool,

Linkage

online

resources,

To

carry

out

the

entirenetwork

marketing

promotions,

Provide

customers

with

more

convenient

and

affordable

preferential

policies,

To

stimulate

sales.All

FAW-VW

dealers

can

participate

in

the

double

11

marketing

activity.Take

the

actual

registrationas

the

final

dealer

list.Models

and

related

policy:

See

the

double

11

marketing

activity

dealer

guidance

to

be

issued

by

Interactive

MarketingDepartment

laterDealers

preparation

before

activity

items:Preparation（Aug.25-Oct.20）Event

Period（Oct.21-Dec.31）Summary&

Rebate（Jan.

1st.2017-

Feb.28.2017

）Aug.25-Sep.20Confirm

mercemarketing

planOct.17Dealers

guidelineOct.18-20Dealers

trainingDesign

the

activity

page1TmallBuy

the

coupon

onlineOrders

cancel

after

verificationoffline2AutohomeBuy

the

coupon

onlineOrders

cancel

after

verificationofflineOct.21-Nov.30Dec.31Nov.1st

-Nov.11Dec.11Dealers

feedbackCheck

the

dataRebateJan.1st

-Jan.15Jan.31Feb.17The

activity

time

planning：1.

11.11 merce

Marketing銷售策略部Sales

steeringDepartment7Keymodels(new

products）Magotan

B8LMore

marketing

investment,

enhance

test

driving

management,

ensureusage

of

sales

talk,

make

sales

increased

sharply.Bora

NFMore

marketing

investment,

broaden

channels

of

getting

traffic,increase

sales

by

seizing

sales

chance

end

of

year.Volume

modelsGolfConsolidate

current

good

sales

trend,

enhance

whole

value

chainmarketing.SagitarEnsure

the

sales

regarding

shift

of

MY2016

and

MY2017,

consolidateleading

position

in

segment.JettaDeeply

explore

tier-3,-4

and

-5

cities’

market,

actively

explore

fleetmarket

(car-hailing)ImprovementmodelsGolf

SVCarry

out

regional

sales

improvement

plan,

meanwhile

fully

use

Q4

newadded

policies.CCMainly

communicate

maintenance

policy,

enjoy

both

“0”

interests

andtrade-in

policy,

promote

sales.2.

Q4

key

work

of

eaodel—summary銷售策略部Sales

steeringDepartment8Q4

key

work：RSDs

and

dealers

follow

HQ

communication

plan,

increase

marketing

investment,carefully

carry

out

The

Next

Generation

Magotan

sales

improvement

plan,

promotesales

by

using

1+1

thematic

dealer

marketing

activity.Taking

use

of

star

product

effect

of

the

next

generation

Magotan,

keep

traffic

abilityand

price

premium

ability,

meanwhile

activelyoffer

test

driveservice.Sales

advisors

must

master

the

next

generation

Magotan

volume

model

330TSIupgrading

sales

talk,

suggest

RSD

do

spot

check

for

ensuring

the

sales

talk

can

bewell

used.Make

fleet

sales

plan,

actively

explore

fleet

market.2.

Q4

key

work—Magotan

B8LSep

PolicyQ4policySales

contestContinueLoan

or

trade-in

support

￥8,000Continue銷售策略部Sales

steeringDepartment9Tactical

policy：Tactical

policy：2.

Q4

key

work—Bora

NFIn

order

to

reach

sales

peak,

suggest

RSD

and

dealers

to

further

increase

AllNewBora

marketing

investment

combing

Oct.

Bora

Sustaining

Communication

and

1+1Thematic

Dealers

Marketing

Activities

so

as

to

increase

voice

in

market.Increase

sales

by

seizing

sales

chance

end

of

year,

package

Q4

policies,

do

best

ininvitation

and

test

drivein

order

to

boost

sales.Go

outside

from

showroom,

broaden

traffic

channels,

actively

develop

variousexperience

marketing,

deeply

explore

tier-3,-4

and

-5

cities’

market

(Go

Countryside,Group

Buying

and

etc.).銷售策略部Sales

steeringDepartment10Q4

key

work：Sep

PolicyQ4

policySales

ContestContinueLoan

support

1.6L

￥

7,000,

1.4T￥10,000,

or

trade-in

support

￥6,000ContinueAaK

BP

fulfillment

rewardContinue（increase

support）Detail

#

232.

Q4

key

work—Golf·SportsvanTactical

policy：Q4

key

work：Carefully

carry

out

Golf

Sportsvan

sales

improvement

plan,

follow

up

monthlyimplementation,

actually

improve

Golf

Sportsvan

sales

scale.Fully

use

and

package

Q4

new

added

policies,

follow

HQ

Golf

Sportsvancommunication

plan,

do

best

in

invitation,

test

drive

and

old

customer

remarketingin

order

to

further

boost

sales.Sales

advisors

must

master

Golf

Sportsvan

Highlights

upgrading

sales

talk,

ensurethe

sales

talk

can

be

well

used

and

promote

sales.Continuously

focus

on

Golf

Sportsvan

customer

features,

continuously

makesum nd

make

well- ed

marketing

activities.Fully

use

long-age

stock

policy

to

optimize

stock

mix.Sep

PolicyQ4policy30

Days

Free

Interest

Support

￥70060

Days

Free

Interest

Support

￥1,400Sales

ContestSales

Contest

(Adjusted)Loan

or

Trade

in

Support1.6L

￥

5,000,

1.2T/1.4T

￥10,000Loan

or

Trade

in

Support:1.6L

Continue,

1.4T/1.2T

￥8,000Loyal

Customer

Rebuy

with

1

YearExtended

Warranty

￥

1,500Additional

Trade

in

Support

￥

2,000

forLoyal

Customer

Detail

#17-18銷售策略部Sales

steeringDepartment112.

Q4

key

work—CCTactical

policy：Q4

key

work：Sep

PolicyQ4

policySTD

support

￥4,600Continue60

days

free

interest

support

￥2,200ContinueSales

contestContinueLoan

support

￥16,000

ortrade-in

support

￥8,000Loan

support

￥12,000

ortrade

insupport￥10,000

or

loan

￥8,000

&

trade

in

support￥

8,000

both

enjoyService

GiftPackage

Detail

#

20Long

Age

Stock

Support

Detail

#21-22RSDs

and

dealers

combing

Q4

CC

communication

strategy

to

do

best

in

onlineand

offline

communication

and

related

marketing

works

in

order

to

increase

sales.Package

policies

to

highlight

“7

time

free-maintenance

in

4

years

”

and

“Enjoyboth

0

interests

and

high

trade-in

subsidy”,

highlight

CC

customer

care

from

OEM.Stock

management

work:

ensure

-in

–

-out,

fully

use

long-age

stockpolicy,fast

destocklong-age,

optimize

stock

mix.Sales

advisorsmater

upgraded

sales

talk,

ensure

the

sales

talk

can

be

well

usedand

promote

sales.銷售策略部Sales

steeringDepartment12Tactical

policy：2.

Q4

key

work—GolfConsolidate

current

good

sales

trend,

actively

develop

whole

value

chainmarketing

activities,

strive

for

making

profit.Fully

use

Q4

marketing

events(eg.

Double

“11”,

Auto

Show)

and

favorablepolicies(eg.

Purchase

tax

half

reduction,

0

interest,

old

customer

remarketing

and

etc.)

.Enhance

digital

marketing,

improve

conversion

rate

and

promote

sales.Fully

use

long-age

stock

policy

to

optimize

stock

mix.銷售策略部Sales

steeringDepartment13Q4

key

work：Sep

PolicyQ4policySTD

support

￥4,000Continue30

days

free

interest

support

￥650ContinueSales

contestContinueLoan

or

trade-in

support

1.6L

￥

5,000,1.2T/1.4T

￥10,000,

GTI￥16,000Loan

or

trade-in

support

1.6L

￥5,000,

1.2T/1.4T

￥8,000,

GTI

￥16,000Tactical

policy：銷售策略部Sales

steeringDepartment142.

Q4

key

work—SagitarQ4

key

work：Sep

PolicyQ4

policySTD

support

￥4,000Continue30

days

free

interest

support

￥650ContinueSales

contestContinueLoan

ortrade-in

support1.6L

￥

5,500,

1.4T/1.2T/GLI

￥10,000Loan

or

trade-in

support1.6L&GLI

Continue,

1.4T/1.2T

￥8,000Navigation

sales

activityCancelGLI

AaK

support

￥25,000MY16

Stock

Compensation

based

on

30th

Sep.

R3

stock Detail

#

24Taking

chance

of

Sagitar

MY2017

that

higher

equipment

but

same

price

and

Sagitarfamily

communication

strategy,

RSDs

and

dealers

actively

develop

marketingactivities,

increase

voice

in

market,

promote

traffic

and

conversion,

consolidate

itsleading

position

in

segment.Sales

advisors

must

master

Sagitar

MY2017

upgraded

competitor

comparisonsales

talk

and

well

use

the

salestalk.Ensure

the

sales

regarding

shift

of

MY2016

and

MY2017,make

MY2016

destockstrategy

and

stabilize

TP.Fully

use

GLI

sales

promotion

policy,

promote

GLI

sales.Tactical

policy：2.

Q4

key

work—JettaQ4

key

work：Generally

speaking

,

Q4

Jetta

is

facing

resource

shortage,

dealers

should

plan

well,strivefor

stocking

enough

resources

to

avoid

salesloss.Taking

use

of

competitive

TP

of

Jetta

low-line

model,

0

interest

in

2

years

loanpolicy

and

high

trade-in

subsidy,

attract

more

local

car

brand

customers.Go

outside

of

showroom,

broaden

traffic

channels,

actively

develop

variousexperience

marketing,

deeply

explore

tier-3,-4

and

-5

markets(Go

Countryside,Group

Buying).Actively

explore

car-hailing

fleet

market,

strive

for

sales

increase.銷售策略部Sales

steeringDepartment15Sep

PolicyQ4policySTD

support

￥3,100Continue30

days

free

interest

support

￥400ContinueSales

contestContinueLoan

or

trade-in

support

￥7,000Loan

￥

6,000

or

trade-in

support￥5,000AaK

BP

fulfillment

rewardCancel銷售策略部Sales

steeringDepartment16Golf

Sportsvan

Tactical

Policy

AdjustmentCC

Tactical

Policy

AdjustmentBora

NF

AaK

BP

FulfillmentBonusSagitar

GP

MY16

Stock

CompensationQ4

AaK

BP

Fulfillment

BonusDealer

Long-aged

Stock

Support

PolicyLoan

PolicyTrade-inPolicyⅢ.

Q4

tactical

policy

explanation1.

Golf

Sportsvan

Tactical

Policy

AdjustmentSep

PolicyQ4

policy130

Days

Free

Interest

Support

￥7002Sales

Contest

(Adjusted)3Loan

or

Trade

in

Support1.6L

Continue,

1.4T/1.2T

￥8,000160

Days

Free

Interest

Support

￥

1,400Fulfillment

rate<80%80-90%90-100%≥100%Sales

contestreward(RMB)01,7002,2002,7002Sales

Contest3Loan

or

Trade

in

Support1.6L

￥

5,000,

1.2T/1.4T

￥10,000Fulfillment

rate<80%80-90%90-100%≥100%Sales

contestreward(RMB)02,5003,0003,5004Loyal

Customer

Rebuy

with

1

YearExtended

Warranty

￥

1,5005銷售策略部Sales

steeringDepartment17Additional

Trade

in

Support

￥

2,000

forLoyal

CustomerPurpose:Increase

free

interest

support

and

sales

contest

award

and

promote

sales.Increase

loyal

customer

sales

support,

dig

loyal

customer’s

repurchase

potential

andincrease

sales

volume.1.

Golf

Sportsvan

Tactical

Policy

Adjustment

—

Loyal

Customer

Support

Policy

Policy

Instruction

：Loyal

Customer

policy

can

be

superimposed

withallother

policiesLoyal

customer

definition:Customer

with

the

original

vehicle

of

FAW-VW

(VWbrand)Loyal

Customer

Support

PolicySupport

Policy：1、Loyal

Customer

Rebuy

with

1

Year

ExtendedWarranty

￥

1,5002、Additional

Trade

in

Support

￥

2,000

for

LoyalCustomerLoyal

Customer

Policy

and

Loan

/Trade

in

Support

Policy

Overlay

InstructionTake

the

customer

purchase

Golf

SV

1.4Tas

an

example:*Loyal

Customer

Loan

Support

refers

to

2016

Q4

Loyal

Customer

Project

MaterialPolicyType

ofCustomerLoan

orTrade

inSupport￥8,000*LoyalCustomerLoanSupport￥2,900LoyalCustomerTrade

inSupport￥2,000LoyalCustomerExtendedWarranty￥1,500LoyalCustomer√√√√N(yùn)ewCustomer√———Loyal

CustomerBuying

ModeLoanSupport(RMB/unit)Trade

inSupport(RMB/unit)ExtendedWarranty(RMB/unit)Total(RMB/unit)Full

paymentwithout

trade

in1,5001,500Loan

Only10,9001,50012,400Trade

in

Only10,0001,50011,500Loanandtrade

inLoan10,9002,0001,50014,400Trade

in2,90010,0001,500銷售策略部Sales

steeringDepartment182.

CC

Tactical

Policy

AdjustmentSep

PolicyQ4

PolicySTD

support

￥4,600Continue60

days

free

interest

support

￥2,200Sales

contest1234Loan

support

￥16,000or

trade-in

support

￥

8,000ContinueContinueLoan

support

￥12,000

or

trade

in

support

￥10,000

orloan

￥8,000

&

trade

in

support

￥

8,000

both

enjoyService

gift

package123456Long

age

stock

supportPurpose：The

average

sales

support

per

car

increase

30%,

effectively

enhance

CC

competitiveness,

increase

dealer

profit.Increase

CC

derivative

support

options

,

lower

customer

purchases

threshold,increase

service

gift

package,

attract

moreshowroom

traffic

to

increase

sales

volume.Promo ong

age

stock

rapidly

digested

clear

out

,

optimize

the

stock

structure銷售策略部Sales

steeringDepartment1920銷售Sales策s2.1

CC

Service

Gift

PackageCC

Service

gift

package

contain

7

times

car

basic

maintenance

(excludingmaintenance)

,

expiration

date

up

to

four

year

,

which

can

promote

car

sales

and

promote

CCcustomer

back

to

the

shop

for

maintenance

,

dealers

can

take

this

opportunity

to mend

othermaintenance

project

in

order

to

improve

after-sale

e.PurposeService

p

a

c

k

a

g

e

m

a

r

k

e

t

i

n

g

adviceM

a

i

n

t

e

n

a

n

c

e

ser

v

i

ce

p

r

o

m

o

t

i

o

n

advice:U

p

g

r

a

d

e

m

a

i

n

t

e

n

a

n

c

e

planCC

service

gift

package

contain

7

times

car

basicmaintenance

(excluding

maintenance)

,including

vehicle

inspection

&

engine

oil,

filter

,

boltand

gasket

seal

changed

,

market

information

canhighlight

service

package

only

useFAW-VW

spareparts

,

and

expiration

date

up

to

four

year

(one

yearmore

than

CC

warranty

period

),make

CC

lessconcern

to

maintenance

thecarMake

a

upgrade

maintenance

plan

whichinclude

full

vehicle

inspection

&

high

levelengine

oil,

spark

plug,

brake

pad

etc..

Withappropriate

discount

,

attract

customers

backto

shop

and

take

more

maintenance

service

,improving

after-sales

ePr

o

m

o

t

i

o

n

and

m

a

r

k

e

t

i

n

g

adviceDemanding：Dealers

need

to

sign

a

agreement

with

customers

about

free

maintenance

serviceDealer

should

make

full

use

oflong

age

stock

support

,

promo ong

age

stock

rapidly

digestedclear

out,

optimize

thestock

structureCC

3.0

V6

&

2.0T

FL

JV

Long

Age

Stock

STD

SupportFAW-VW

will

give

STD

support

to

3.0

V6

&

2.0T

FL

JV

stock

cars

whose

stock

age

(stock

age

start

fromCP9)

over

90

days

on

Sep.

30th,

but

these

cars

will

not

enjoy

“CC

Dealer

Long

Age

Stock

AaKSupport”.Model3.0V62.0T

FLSupport/Unit(RMB)35,00010,000ExampleModelStockStock

AgeofSep.

30thLongAge

StockSTD

SupportSTD

DateSupport/Unit3.0V6JV100JV

Long

Age

StockSTD

SupportAchieve

STDin

Q435,0002.0T

FLJV9510,0002.0T

FLJV750Remark：These

cars

will

not

enjoy

“CC

Dealer

LongAge

Stock

AaKSupport”2.2

CC

JV

Long

Age

Stock

STD

Support銷售策略部Sales

steeringDepartment21Example①②③Model3.0V62.0T1.8TSales

Contest

Fulfillment

Rate105%95%105%Stock

Age

(Day)959595AaK

Date2016.10.152016.11.152016.12.30Date2016.10.152016.11.152017.01.15Support/Unit

(RMB)30,00000Remark

:

Sales

contest

fulfillmentrate

is

for

AaK

achieved

monthCC

Dealer

Long

Age

Stock

AaK

Supportof

Sep

30thSupport

cars：FAW-VW

will

give

long

age

stock

AaK

support

for

cars

whose

stock

age

over

90

days

at(stock

age

start

from

CP9)Support

precondition

(Must

meet

the

following

2conditions

at

the

same

time):12Monthly

sales

contest

fulfillment

rate

≥100%Cars

must

achieve

AaK

in

Q4

and

whose date

should

also

be

within

Q4Model3.0V62.0T1.8TSupport/Unit(RMB)30,0007,0005,000Remark:

For

JV

stock

whose

stock

age

over

90

days

at

Sep

30th,

if

distributed

to

dealers

andAaK

,

c so

getthelong-aged

stock

support

above.2.3

CC

Dealer

Long

Age

Stock

AaK

Support銷售策略部Sales

steeringDepartment22Bora

NF

AaK

BPFul-fillment

Rate(B)B<100%100%≤B<110%110%≤B<120%B≥120%Reward/unit(RMB)08001,2001,600ExampleDealer

1Dealer

2Dealer

3Dealer4Dealer5BP100100100100100AaK99102108117121AaK

x

95%94971031111159595105115118BP

fulfillment

rate99%102%108%117%121%Reward/unit008001,2001,600Reward/total00108

x

800=86,400117

x

1,200=140,400121

x

1,600=193,6001.The

premises:

(Must

be

satisfied

at

the

same

time)(1)

Bora

NF

AaK

BP

fulfillment

rate

in

Q4

≥

100%(rounding

to

integer

by

percentage)(2)Bora

NF

volume

in

Q4

≥

Bora

NF

AaK

x95%

in

Q4(rounding

to

integer

digit)2.

Calculation

method:Bonus

=

Bora

NF

Q4

AaK

x

Reward/unitRemark:This

bonus

can

be

enjoyed

with

Q4

AaK

BPFulfillment

Bonus

at

the

same

time3.

Bora

NF

AaK

BP

Fulfillment

BonusEvaluation

Conditions銷售策略部Sales

steeringDepartment234.Sagitar

MY16

Stock

CompensationPurpose:

To

enhance

the

price

competitiveness

of

MY16,

ensure

smoothly

run-out

of

oldmodels,

and

achieve

a

smoothly

overlap

of

old

and

new

MYTrendlineComfortlineR-LineHighlineFlagship+MIB2-G

standardPlus+rear

ambientlight+Keyless

entry

&

go+Multi-functionsteering

wheel+New

wheel￥3,500+MIB2-G

standard

Plus+rear

ambientlight+Keyless

entry

&

go￥2,500+MIB2-G

standard

Plus+rear

ambientlight+Xenon

light

&

LEDDTRL+New

wheel￥4,500+MIB2

standard

Navi+rear

ambientlight￥1,500Give

JV

and

dealer

stock

compensation

forMY16

based

on

R3stock

of

30th

Sep.￥0ModelMY17

AddingMajor

EquipmentMY16

StockCompensation銷售策略部Sales

steeringDepartment241.

Calculation

Method:Q4

non-taxi

AaK

BP

fulfillment

rate

=

Q4

AaK(Non-taxi)

/

Q4

AaK

BP(Non-taxi)

x100%(calculated

accura y

to

rounding

integer

by

percentage)Reward

=

Q4

Non-taxi

AaK

x

Reward/unit2.

Reward/Unit：3.

PaymentTime:Pay

the

reward

in

Jan,

20171.

Reward

Model:

All

models

(Non-taxi)Period:

Q4The

Premises（Must

meet

the

following

2conditions

at

the

same

time）:1Q4

(Magotan

+

CC)

AaK

BP

Fulfillment

Rate

≥100%2Total

volume(Non-taxi)

in

Q4

≥

AaK(Non-taxi)

x

98%

in

Q4(rounding

to

integer

digit)5.

Q4

AaK

BP

FulfillmentBonusEvaluation

ConditionsQ4

AaK

BPFulfillmentRate

(Non-taxi)A＜95%95%

≤

A＜105%A

≥

105%Reward/Unit(RMB)01,0001,200Purpose：Enhance

the

sales

enthusiasm

of

excellent

dealers,

to

encouragehigher

sales.Bonus

Calculation銷售策略部Sales

steeringDepartment25Alt

1Alt

2Alt

3Alt

4Alt

5AaK

BP500500500500500AaK470510510480550470490510480550BP

Fulfillment

Rate94%102%102%96%110%AaK

x

98%461500500470539（Magotan+CC）AaKBP

Fulfillment

Rate100%101%98%101%105%Reward/Unit(RMB)0001,0001,200Total

Reward(RMB)000480,000660,000RemarkBP

FulfillmentRate

belowstandardvolumebelow

standard（Magotan+CC）AaK

BPFulfillmentRatebelow

standardExample：Dealer

Q4

AaK

BP

is

500，alternative

sales

performance

and

rew