The mode debate of automobile e-commerce has always been a war without smoke of gunpowder. After the mode battle of second-hand car e-commerce, the mode reform of new car e-commerce has also stepped onto the stage. In the development process of new car e-commerce, although both B2C and B2B modes have gradually merged into the whole industry, the disputes between them have never been broken. Compared with the smooth DEVELOPMENT of B2C mode, the development of B2B mode is quite tortuous. However, with the continuous improvement of B2B mode, it has regained the popularity of capital. B2B new car e-commerce also gradually become a new favorite of capital.
As a representative of B2B new car e-commerce, Mihaoche stands out in B2B track as a comprehensive service provider. Selling good cars provides supply chain services, logistics services, financial services, etc., and deeply participates in the transaction process, which greatly improves the transaction efficiency of enterprises. Throughout the development of selling good cars, we have experienced setbacks and achieved results, but the road ahead is still full of challenges.
B2b3.0 mode helps sell good cars to cross the barrier of 0 to 1 successfully
In general, the development of Selling good cars is somewhat dramatic. From second-hand cars, Internet of cars, car media and car e-commerce, the direction of new car e-commerce was determined after many attempts. At the beginning, it was called “Buying Good Cars”, but after determining the B2B model and business, it was finally renamed “Selling good Cars”.
During the period of the “buy” mainly focus on the business To sell cars, parallel import car sales in line with expectations, but To make ends meet, cost profit simply can’t afford To support a guest, in order To obtain the new development business model by turned To C To B, then it officially changed its name To “sell”, began the road for B2B model car electric business.
B2B model has gone through 1.0 and 2.0 stages, from simple information service at the beginning to comprehensive service and value-added service now, and gradually integrated with the industry. At this stage, the 3.0 mode is no longer a simple car selling service, but more value-added service, committed to all-round integration of financial services. On the basis of 3.0 mode, selling good car focuses on dealers and adds auxiliary financial services to a series of services from trading to freight storage. With the support of financial services, selling good car has successfully taken its first step in the new car e-commerce market and started to circle the market. Gratifying achievements have been made in financing and transaction.
From the perspective of financing, in the past three years since its establishment, the financing for selling good cars has been considerable, and it has received investment from many investors such as Innovation Works, Northern Light Venture Capital, LBI and Kexin Group. According to incomplete statistics, selling good cars has received tens of millions of dollars of investment, for example, in the first half of this year, Kexin Group led a B+ round investment of nearly 5,000 dollars. In addition, from the perspective of investment capital, the initial investment was only a single capital investment in Innovation Works, but now Xin Group leads the investment in northern Light Venture Capital, Wutong Capital and other multiple capital investment. This also means that the financing capacity to sell good cars is strong.
At the transaction level, the sale of good cars in the new car market has a preliminary scale. According to iResearch, more than 20 billion yuan of vehicles were sold for the service last year, accounting for more than 1 percent of the new-car market. As a result, it is likely that the target of 2 percent of new car transactions nationwide will be achieved in 2018. It can be seen that in the new car e-commerce industry, the development prospect of selling good cars is quite considerable.
Selling good cars is able to achieve such development, not only because of the good development prospects, but also because of the internal development model. In B2B new car e-commerce, compared with the 1.0 and 2.0 stages, B2B 3.0 stage is obviously more stable, with wider development fields, services covering the whole process of product trading, adding financial elements, and gradually forming an industrial chain, making the development of enterprises in the new car e-commerce market more stable.
For example, in the B2B3.0 mode of operation, Mihaoche provides rich financial service products, convenient logistics services, perfect customer management services and other services. For example, in logistics services, as long as dealers cooperate with Mihaoche, they can enjoy the convenient service of national logistics “one price” provided by Mihaoche. At the same time, selling good car has a special customer management system, according to the feedback of users to constantly upgrade, timely solve users’ problems, reduce the transaction time of both sides.
By virtue of its advantages in finance, logistics, storage, customer management and other aspects, Selling good cars can increase dealers’ goodwill, thus opening the door of B2B new car e-commerce development and rapid development. For example, Che Xing 168, which is also a B2B new car e-commerce company, is based on the single point advantage of car source advantage, while selling good cars is the foundation of all-round development and focuses on one-stop service. According to baidu, peanut cars ranked second in the TOP20 new car e-commerce rankings this year. It can be seen that the one-stop service of selling good cars can attract the attention of capital and dealers.
With the help of THE B2B3.0 model, the well-sold cars have achieved accelerated development, successfully achieved a leap from 0 to 1 in the new car market, and achieved a preliminary market share. However, every coin has two sides. Although selling good cars has achieved a preliminary leap in B2B new car e-commerce, the problems of subsequent development are often accompanied.
Selling a good car from 1 to 10 has its problems
But B2B model so far there is a magic spell, although the surface has been wind and water, but there is no real unicorn, in the development of B2B model, if 0 to 1 is a barrier, that 1 to 10 is a gap.
First, competition is getting tougher. Among the new car e-commerce, B2B model is more and more valued by capital, which also means that there will be more and more entrants, and the previous B2B will become a place of disputes. The reason why the development of selling good cars was so fast was that there was little competitive pressure, and the industry environment at that time was relatively relaxed. With the increasing number of entrants, the industry competition environment will become more and more fierce, and the difficulty of selling good cars to compete for market share will also increase, and the difficulty of expanding the scale will also increase.
Second, dealers cooperation problem. With the continuous influx of new car e-commerce, dealers have more and more cooperation options, and the war of new car e-commerce for dealers is becoming more and more fierce. As a result, new car e-commerce is likely to fall into vicious competition. Moreover, the cooperation requirements of dealers are also increasing, from the initial sales requirements to the various supporting service requirements. Although the positioning of one-stop service for selling good cars is in line with the trend of dealers, the one-stop service for selling good cars is still not perfect, such as the imperfect logistics service, which not only fails to form a high advantage, but also is difficult to create a high stickiness cooperation.
Third, the penetration rate of logistics finance is not high. In new car e-commerce logistics services, logistics finance is still in the preliminary exploration stage, and even low-end logistics pioneers like Taobao have not explored the perfect logistics finance, the difficulty of high value and high volume of new car logistics finance penetration is rising. At present, the logistics finance of selling good cars simply adds the financial service of logistics delay protection, which is far from the standard of forming an industrial chain. It needs a considerable period of exploration before it can be implemented. In other words, the penetration rate of logistics finance for selling good cars is difficult to make new breakthroughs in the near future, and the follow-up development is a long way to go.
Fourth, the increase of financial costs. The value-added services of selling good cars are inseparable from finance, but with the continuous upgrading and development of the economy, the financial costs are rising. According to iResearch Data, the financial costs of selling good cars in 2016-2017 are tens of billions, and the trend continues to rise, so the value-added services of selling good cars will be affected. As a result, the cooperation between selling good cars and dealers will also be changed, and the future cooperation will also need to be re-discussed. The development of selling good cars in the future may be limited or slowed down.
Fifth, the problem of profit cycle. Different from B2C model, B2B model needs to constantly add new peers for collaborative development. As new partners continue to join, the profit cycle will constantly face new changes, and profits may be far away. Selling good cars also faces the problem of profit cycle. At present, the profit cycle of selling good cars has not been established, and new changes will appear with the continuous participation of friends. If we explore in the dynamic, the difficulty of establishing profit cycle will be upgraded. As a result, it takes a lot of effort to sell a good car and turn a profit.
What is the future of selling good cars?
According to incomplete statistics, nearly 99%B2B start-ups are in the starting state of 0 to 1, and few enterprises can achieve 1 to 10 development. Selling good cars has achieved a leap from 0 to 1, but in order to achieve the development from 1 to 10, logistics finance, scale, normalization, high-viscosity transactions, etc., all need to be grasped.
First of all, improve the automobile circulation comprehensive service platform, increase market competitiveness. In the face of more and more entrants, the top priority is to strengthen our strength and develop according to the industry trend. Selling good cars can also start the following layout more clearly.
Based on the current development of selling good cars, the platform can be gradually improved by means of technical improvement and management improvement, and then establish brand effect, so as to build the most influential comprehensive service platform for automobile circulation in the country. For example, Alibaba is a typical example of brand effect formed through platform construction. So, by improving the comprehensive service of automobile circulation, selling good cars can increase market competitiveness and establish brand effect, so as to improve the strength in the industry competition.
Secondly, deepen logistics financial services, improve the penetration of logistics finance, open up the ecological chain of automobile circulation. They sell car logistics financial services is not high permeability is not only their own weaknesses, but also the defects of the industry, iresearch consulting issued by the China B2B model of new car electricity industry research report also that will be constantly explore the logistics financial promote the improvement of the industrial chain of financial, predictably, industry in the future there will be a new development in terms of logistics finance.
Then, selling good cars can deepen logistics financial services in financial services, such as gradually adding logistics delay support and other services. By strengthening the penetration rate of logistics financial services and forming industrial chain services together with other financial services, selling good cars can gradually break through the ecological chain of automobile circulation through finance, so as to strengthen strength and attract friends to join in.
Finally, build large-scale, normalized and highly sticky transactions to accelerate the realization of the profit cycle. Throughout the transaction of new car e-commerce, scale and normalization are the future transaction types, and also the premise for enterprises to expand their scale. And if you want to sell a good car on the road from 1 to 10, scale and normalization are also essential. The so-called scale normalization refers to the normal state when a certain scale is formed, that is to say, selling good cars should not only expand the scale, but also ensure the normal development.
For example, in terms of transaction, under a certain scale system, selling good cars can create a digital transaction process, simplify the transaction process and connect relevant services to improve efficiency, and assist professional employees to achieve normal operation, laying a foundation for the next scale expansion. By providing convenient and efficient services, selling good cars can also enhance user engagement. Meanwhile, the increasingly stable development also accelerates the formation of profit cycle, so as to achieve profitability.
In general, B2B model of new car e-commerce has gradually received the favor of capital, with the influx of capital, the number of entrants is also gradually increasing, aggravating the competition situation. At the same time, the B2B model of 1 to 10 development magic still exists, and successfully crossing the 0 to 1 stage of selling good cars, it is difficult to achieve 1 to 10 development, but as long as the industry trend as the guidance, deeply cultivate the disadvantages, seize the advantages, there is hope for new breakthroughs in the future, let us wait and see.
Article/Liu Kuang public number, ID: Liukuang110, this article is the first Chinese fir car network