Interview with Top 100 ｜ Huijie Car Manager： One-stop maintenance chain will still be the mainstream

Original title: Top 100 Interview | Huijie Car Manager: One-stop maintenance chain will still be the mainstream

foreword

Compared with the independent mode of car body panel painting business, Huijie Car Manager will insist on the operation of one-stop maintenance stores. If it is a small car body panel spraying center, the operating cost is very high if it is within the third ring road; If we go out and build a large car body panel and spray center, the business volume will not meet the requirements. At the same time, the cooperation with some internet platforms in the past few years has not been satisfactory, and the model of "community stores draining to machine repair shops and car body painting shops" is not recognized.

Previously, AC Auto interviewed Kuai Yi Xiu in Yunnan in the Top 100 interview column, and learned that Kuai Yi Xiu will divide its stores into three types in the future, namely, central stores (electromechanical mechanical repair), specialty store (car body panel repair) and community stores (car wash, beauty repair and quick maintenance), and at the same time, it will sink its stores to prefecture-level and county-level cities.

Recently, AC Auto learned from the communication with Huijie Car Manager, another top 100 chain in Yunnan, that Huijie Car Manager will not separate the car body painting business.Feng Enxiang, chairman of Huijie Car Butler, said that independent maintenance stores are not the trend, and one-stop maintenance chain will still occupy an important position in the future.

Feng Enxiang was born in a small town in the border area of Yunnan, and studied auto repair at school. In 2003, after graduation, Feng Enxiang entered a 4S shop and started as a grass-roots employee. In the next few years, he has been a management position from a technical employee and has a clear understanding of the entire chain of the automotive aftermarket.

Feng Enxiang said that during his work in the 4S shop, he always had a dream, that is, to establish his own company and career, so he went through different positions in the 4S shop to prepare for future entrepreneurship.

In 2010, Feng Enxiang, who worked in a 4S shop for seven years, resigned and started a business. He believes that the independent after-sales market was still in a relatively initial stage, especially in Yunnan market, and there was a lack of maintenance brands recognized by the society. Feng Enxiang’s goal is to build the first fast repair chain brand in Yunnan.

Feng Enxiang’s first venture was to set up a Honda Volkswagen specialty store, but due to lack of experience and resources, the project ended in failure nine months later. Subsequently, he found three partners, a total of four original shareholders team, registered Huijie brand, relying on the concept of "butler service, ensuring the safety of all families" to build a car butler brand.

After that, Feng Enxiang continuously integrated the workshop resources and human resources of classmates and friends, and merged them into Huijie Car Butler System. Up to now, there are 21 stores. Among them, 17 stores in Kunming are all directly operated, and the other four are franchise stores in counties and cities in Yunnan.

In terms of pricing strategy, Huijie Car Manager can benchmark the 4S store and guarantee that it is 30% cheaper than the 4S store, but overall, the spare parts and working hours are higher than the average level of independent after-sales. Feng enxiang introduced,In 2017, Huijie Car Butler’s revenue was 190 million yuan, with an average of about 10 million yuan per store. The gross profit margin of the store is at least 55%, and the highest can reach 65%.

The high gross profit margin depends on three points: first, the pricing is relatively high; second, the quality of service and maintenance can support such pricing; third, the supply chain cost is low.Since the core management, such as workshop director and store manager, are all shareholders, their management level directly affects their income, and their control over service and maintenance quality is very strict, which can guarantee the quality.

In the supply chain, Huijie Car Manager established his own supply chain system in the form of establishing a trading company. In 2017, the purchase volume was 30 million, which did not include 8 million oil products.In addition, Huijie Car Butler also acts as an agent for some vulnerable maintenance parts, including three cleaning, three filtering, water and oil (excluding engine oil), and sells them to the outside world at the same time. According to reports, in 2017, the volume of external sales reached about 10 million, the gross profit of this piece was 30-35%, and the better one was 40%, and the price of franchise stores was lowered by 10 points.

At present, Huijie Car Butler’s stores are divided into two categories, one is one-stop maintenance stores, and the other is quick repair and quick maintenance stores. Under the influence of environmental protection policy and insurance premium reform, in 2018, Huijie Car Manager will transform a small one-stop store into a quick repair and quick maintenance store, and move the original one-stop store to open stores in the southeast and northwest of Yunnan.

Compared with quick and easy repair, which will separate the car body and painting business, Huijie Car Manager will insist on the operation of one-stop maintenance stores. Feng Enxiang believes that if it is a small car body panel spraying center, the operating cost is very high if it is within the third ring road; If we go out and build a large car body panel and spray center, the business volume will not meet the requirements. At the same time, the cooperation with some internet platforms in the past few years can not satisfy Feng En. He does not agree with the model of "community stores draining to machine repair shops and car body painting shops".

Based on this concept, the goal of Huijie Car Butler in 2018 is to increase the number of stores to 50, and directly open to 25 (currently 17), with the focus on joining stores (currently 4).

The joining of Huijie Car Butler is semi-trusteeship. The store follows the original personnel system, but provides support such as supply chain, maintenance system, operation management and technical training. The franchise fee and management fee are parallel, and the management fee is deducted according to the revenue.

Because the store manager owns the company’s shares, he can be the core figure of direct selling and joining stores, pay attention to quality every day, summarize and train every week, and stimulate the enthusiasm of each store.

At present, Huijie Car Butler has 440 employees in the company, plus nearly 500 interns. Facing the huge personnel structure, Huijie Car Butler adopts the mode of group management, but independent accounting for a single store. Training, performance, assessment, promotion and other systems have been improved. As long as the core team is systematic and stable, the normal turnover rate of grass-roots employees will not affect the overall structure.

At present, maintenance technicians are divided into three grades. The salary of junior technicians is 800-2000 yuan, that of intermediate technicians is 3000-5000 yuan, and that of senior technicians is 6000-8000 yuan. The service consultant is 5,000-15,000 yuan, and the annual salary of the store manager is at least 200,000 yuan. The manager began to hold shares in the company.

According to Feng Enxiang’s point of view, at present, Huijie’s car housekeeper business is very focused, that is, only repairs and maintenance work are done, and new cars and used cars are hardly involved. Travel platforms like Didi can’t have a qualitative impact on their core business because of the scattered and small business volume.

Feng Enxiang gave an example: "Before a car company laid out a new energy sharing car business in Kunming, it found us to help them build charging piles and do vehicle maintenance and painting business, but we refused. A series of tedious links, such as downloading APP, registering members, submitting deposit and uploading photos, have made many people give up trying. The current business volume is too small. "

For the Yunnan market, the concepts of Internet, new travel forces and new energy vehicles may be too early. However, from the perspective of the national market, the tentacles of these new forces have touched all aspects of after-sales service and are a force that cannot be ignored.

Explore more about the offline services of new forces, and welcome everyone to participate in the "2018 Auto New Forces and Service Industry Investment Summit Forum" hosted by AC Auto in Beijing on April 22.

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